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On this episode of House Flip Masters host, Holly McKhann, is joined by Eric Lofholm.

Eric is a master sales trainer who teaches proven sales systems to thousands of\\xa0professionals around the world. Eric is the President and CEO of Eric Lofholm\\xa0International as well as the author of 10 books that teach the art and science of selling.

Eric has been helping people for over 17 years with his training. Today Eric discusses\\xa0points to help make you a better seller with steps from his best selling book The System.\\xa0Eric reminds Holly that everything is selling; it is a style of communication that increases\\xa0the likelihood that the other person says \\u201cyes.\\u201d Anyone can learn to be a better\\xa0salesperson with the right training.

Lofholm was working as a cook for McDonalds when he attended a real estate\\xa0investment seminar where he met the speaker, Dante Perano, and began to work for him\\xa0as his personal assistant. When Eric was not working as a personal assistant he would\\xa0work in sales. At the end of his first year in sales Eric was told that he was under\\xa0producing and was at the bottom of the list of sales brought in.

When he was under producing in his sales he knew that he needed to make a change. Eric\\xa0met with Dr. Donald Moine who taught him his system for sales. With Moine\\u2019s system\\xa0Eric went from the lowest producer to the highest producer of sales in his department.

Eric reminds us that we should be embracing sales because it is a great place to make a\\xa0lot of money especially in real estate investment.

As a salesperson you are more than just that, you are an educator, you are a helpful\\xa0person who has a solution. Sales is about moving people to action, and with your\\xa0guidance you can have an outcome that benefits both parties by showing someone how\\xa0they can get what they want, by giving you what you want.

When discussing a distressed homeowner scenario, Eric stresses that trust and rapport are\\xa0vitally important when trying to persuade or influence someone. As a real estate investor\\xa0and salesperson your greatest persuasion asset if your ability to story tell. When you are\\xa0telling a story it is important to be strategic in your preparation, having a plan will\\xa0increase your confidence and the likelihood that the other party will say \\u201cyes.\\u201d

People skills are a huge necessity if you are going to interact directly with sellers. You\\xa0need to be able to understand what is important to people, or what Eric refers to as the\\xa0hinge point, knowing what causes the influence. You need to be able to know what is\\xa0important as well as be able to isolate the objection, doing so eliminates all other\\xa0objections.

It is very important to you that you are mindful of who you are being when you are with\\xa0the seller. To influence someone you need to lower his or her resistance, which is where\\xa0rapport comes into play.

When starting off in real estate it is helpful to team up with someone to help to sell\\xa0yourself in your deals \\u2013 it helps to build your reputations and credibility \\u2013 it is more\\xa0powerful to be able to lean on the power of a team.

If you would like more information on Eric and his proven system you can visit his\\xa0website at www.SalesChampion.com

As a special offer to those listening to this podcast Eric is offering his bestselling book,\\xa0The System, free as a digital download which can be found on his website.

In addition to a free digital copy of his book Eric will pair you up with a coach that has\\xa0been personally mentored by Eric himself to help you get better at sales. They will have\\xa0you complete a free assessment, which goes over your strengths, weaknesses, and\\xa0opportunities ($195 value).

To gain access to this extremely valuable coaching text Eric at (916) 626-1945 and\\xa0mention that you were on the podcast and would like the free assessment.

Holly and Eric agree that confidence issues are common and you can overcome them if\\xa0you take the actions that yo'