Eric Lofholm Discusses How To Create Revenue Now In Your Business

Success Profiles Radio - Brian K Wright

In this episode of Success Profiles Radio, host Brian K. Wright welcomes back Eric Lofholm, a renowned sales trainer and entrepreneur, to discuss his new book, 'Create Revenue Now: 10 Proven Strategies to Create More Revenue

Key takeaways

• Going above and beyond for customers builds lasting loyalty and drives referrals.
• Strategic storytelling is a powerful tool to increase persuasion and sales effectiveness.

Main topics

• Immediate revenue generation strategies
• The role of mindset in entrepreneurial success

Notable quotes

"If you make the decision to go above and beyond to help people, serve people, give them greater value than they pay for, it builds a lot of loyalty."

Conclusion

Eric Lofholm's insights underscore that sustainable revenue growth stems from a combination of mindset, proven systems, and

Transcript preview

Speaker 1 (0:00) It's time for Success Profiles Radio with your host, Brian K. Wright. Have you ever wondered if there's more to life than you're currently living? Then Success Profiles Radio is the program for you. Every week, we'll explore different aspects of success and how to apply them to your life. Guests will come from many different backgrounds, including expertise in leadership, business, relationships, careers, networking, health, overcoming adversity, and much more. Every show is a dose of inspiration. This is Success Profiles Radio. And now, here's your host, Brian K. Wright. Speaker 3 (0:39) Hello and welcome to Success Profiles Radio. I'm your host, Brian K. Wright, and it's an absolute pleasure to be with you here today. I'm honored that you chose to spend part of your day with me here. This is going to be a fantastic and amazing show. I'll be introducing my guest shortly, and I promise this will be a fun and informative hour. It will be terrific. I do want to take a minute or two to share some things I've been learning and thinking about lately, and I usually do this every single week. Not too long ago, I revisited a book. That was the first, I believe, that I ever read in my personal development journey. And it's a book called The Magic of Thinking Big by Dr. David J. Schwartz. It was written in 1959 and the success principles still hold true today. One of the chapters was about having the right attitude toward people. He talked about giving great value to people and having the mindset of giving more than people expect. Think about this for a second. If we simply do what is expected of us, it isn't very memorable. But if you make the decision to go above and beyond to help people, serve people, give them greater value than they pay for, it builds a lot of loyalty. People will always remember those who take that extra step. I can think of several people in my life like this, and I believe in many ways it has led to me getting some of the great guests that I've had on my show. When people see value in what you're doing, they will go out of their way to help you. So here's a recommendation. When you see a chance to help people, do it. Pay it forward. It helps them, and you will probably feel a lot better too because you contributed to something greater than yourself. Do it today. You'll be very glad you did. did. And if you've not downloaded and subscribed to Success Profiles Radio on Apple Podcasts or iTunes, please do that. Leave a five-star review. That would be awesome and amazing, and we would really appreciate that. You can find it on Spotify as well and Amazon and Audible and iHeartRadio and everywhere great shows like this can be heard. So once again, download and subscribe to Success Profiles Radio. That would be awesome. My guest this week is Eric Loffel. This is his third appearance, but it's been quite a while since he's been here. I'm so glad that he's back. Let me tell you about him. He's a master sales trainer, author, coach, and speaker who's dedicated over two decades to helping sales professionals and business owners improve their performance and revenue. He's the president and CEO of Air... Eric Laughlin International, an organization he founded to train salespeople on the art and science of selling. He's worked with renowned mentors such as Dr. Donald Moyn and Tony Robbins, and has since trained sales teams. for top U.S. companies with his students selling in excess of $500 million in revenue. He is the author of 15 books, including the highly acclaimed book, The System, one of his previous appearances. We dived very deeply into that book. Go back and listen to either of the shows that we've done. It's been a while. You'll have to go back, but search for that, and you'll be very glad you did. Today, we're here to discuss his new book called Create Revenue Now, 10 Proven Strategies to Create More Revenue Starting Today. We have so much to unwrap and unravel. I cannot wait to get started. Here we are with my very... special guest, Eric Lothlum. Eric, welcome back to the show. Brian, it's great to be here. How many years have you been doing this now? 14 and a half. I started in January of 2012. Wow. Do you keep track of episodes? Do you know how many you've done? This is number 661 today. Speaker 2 (3:39) Whoa, that's awesome. Well, I just want to start off and acknowledge you for all that. Work, the consistency, you know, consistency is a huge part of success and you are the definition of it. So great Speaker 3 (3:52) job. Thank you so very much. So the first question I love asking is, did you envision early on that you'd be where you are right now? Speaker 2 (4:02) I did once I started my business. When I launched in 1999, I was 28 years old, and I had a vision for building an international training company. I actually saw it further along than where it is today. But when I first, you know, prior to starting my own business, I had no vision of where my career was going to go. Tell us a little bit about your path. How did you get here? Speaker 2 (4:29) I ended up going to attend a real estate investment seminar. And I was a multimillionaire investor that was the speaker of a man named Dante Perano. And through luck, fate, or destiny, I ended up getting hired by his company and I became his assistant. And so that was a very life-changing experience having this wealthy mentor in my early 20s. I sold, did sales for him. So I learned selling. That's where I met my mentor, Donald Moyne, who you mentioned in the introduction. The world's greatest sales trainer, in my opinion. He's been my coach since 1994. And then I had a three-year run with motivational superstar Tony Robbins. And I learned a lot from Tony in my 20s. And then at 28, I branched off. And the last 28 years, I've been helping people increase their sales. Speaker 3 (5:19) Absolutely. Well, you know, you're a great mentor when people leave you to start their own thing and they do it really, really well. It means you did something right. Thanks. Absolutely. So what early experiences taught you the most about entrepreneurship? Speaker 2 (5:35) You know, I had somebody ask me one time, Eric, if you, knowing what it took to get to where you are today, if you had to go back and do it over again, would you do it? Speaker 3 (5:46) And Speaker 2 (5:46) I said, no. He was surprised by that. And I said, you know, I looked out at what was it going to take to build my business? And I saw this mountain in front of me. And I was like, all right, I'll climb that mountain. It's a big sacrifice, but I'll do it. got to the top of that mountain and then I saw there was another mountain. Speaker 3 (6:08) Oh Speaker 2 (6:08) no, another one. So I climbed that mountain and then there was another mountain. And so it has been much harder than what I had anticipated. Speaker 3 (6:20) And Speaker 2 (6:20) out of those, you know, you, you learn resiliency and you learn mental toughness and the struggles, if you stick it out, you know, they make you stronger. So my, My skill sets are really strong right now. And it was, it's been a painful, a painful ride to develop the skill sets. It's forced me to just keep stepping up. Speaker 3 (6:45) And, Speaker 2 (6:46) you know, with all the changes with AI, I mean, the world's changing so fast right now. I'm in another one of those phases of having to continue to reinvent myself and navigate what is this AI world now and what does this look like? Speaker 3 (7:01) And Speaker 2 (7:01) so I think we're all in that same boat. Speaker 3 (7:04) Absolutely. You mentioned Donald Moyn and Tony Robbins. What are some of the greatest lessons that you might have learned from them? Speaker 2 (7:12) Well, Moin came up in the NLP movement, as did Tony Robbins. Yes. And, you know, some of the listeners are familiar with NLP and some aren't. And the simple description of neuro-linguistic programming is the study of human excellence. Speaker 3 (7:30) When Speaker 2 (7:31) somebody's producing a great result, like you with, you know, 600 plus shows, if I was starting a show, I might want to interview you to glean what have you learned, what's worked for you. And so Moyne applied NLP to selling. Speaker 3 (7:49) And Speaker 2 (7:50) then he wrote his PhD dissertation on what separates sales superstars from average salespeople. So he looked at selling from a scientific standpoint. And I was introduced to him when I was a bottom producer. And he essentially taught me these proven models. of how to successfully sell, like strategic storytelling. Speaker 3 (8:11) So Speaker 2 (8:12) if anybody's listening and they sell, one way to instantly make you more persuasive is to learn and apply strategic storytelling. So that wasn't my idea. I had never heard of strategic storytelling until Moin mentioned it. It's very easy to learn. He taught it to me and that made me more effective, more persuasive. he taught me about the right mindset he taught me about scripting which many people resist sales scripting simply because they don't understand it right Speaker 3 (8:44) and Speaker 2 (8:44) so uh those were a couple of the things that i gleaned from moing Speaker 3 (8:48) wow that's absolutely fantastic what is your favorite part of entrepreneurship uh Speaker 2 (8:54) probably like you serving people you know I, when I get to do, be on a show like this, right? I led a sales meeting for a sales team earlier. I had a group call where I was working with a group of my students. I just enjoy sharing insights that can help people. And in sales, it's helping them with their mindset. It's helping them make more money, generate more leads, mindset of an entrepreneur. And so it's, it's not really creating a shortcut for people. It's just accelerating. their growth. And in some cases, it's life changing. Yeah. Sharing an insight with somebody. And so that's, I guess, just operating my purpose is what what what lights me Speaker 3 (9:40) up. Absolutely. So what would you say your big mission or big purpose is? I think we can guess, but how would you describe it? Speaker 2 (9:47) You know, I've years ago, I went within and I asked myself, what is my purpose? Yeah. And the answer that I got, and I've never changed it, is to heal others. And I don't think of myself as a doctor. I think of the way I heal people is through business systems. And so when people are able to learn, like if they have a lead generation problem and I can help them solve that problem, and now their business... flows better. They have more money. They can maybe hire staff. They have less financial pressure, helps their marriage. So my form of healing is teaching sales and entrepreneurial skills to business people. Wow. I love that. Speaker 3 (10:34) Fantastic. So one question I normally ask is, what do you think is the highest level skill anyone can develop? I think we know your answer, but tell us about that. Speaker 2 (10:44) Well, sales is certainly that's my core area of expertise but also learning how to think and how do you you know a common thought that somebody might have is i don't deserve success so how do you shift your thinking Speaker 2 (11:07) and be able to step into a place of deserving of success. Because if I don't believe I deserve success, it's probably going to cause me to not go after my biggest opportunities. So learning how to think. And then nowadays, I highly encourage people to just keep learning AI because it's just, it's... a critical skill set and it's going to continue to be a critical skill set moving forward. Speaker 3 (11:37) It's interesting that this is the thing that you brought up. People thinking they don't deserve success, therefore they don't go after their biggest opportunities. We will explore that when we come back from the break because we are coming up against our break. We are talking with Eric Laugholm. He is back for the third time. And when we come back for the break, we will also talk about his book, Create Revenue Now, 10 Proven Strategies to Create More Revenue Starting Today. We will be right back. This is Success Profiles Radio. Please stay with us. Don't go away. We will return shortly. Be right back. Speaker 1 (12:26) The mission is to motivate and inspire others to discover their unique talents and follow their dreams in life. This is Success Profiles Radio. Speaker 3 (12:39) Have you ever thought about writing a book? Surveys show that 81 % of people wish they could, but many never do. If you're one of those people, I can tell you why. You don't think you have time, you may not know how, or you might not believe you are a good enough writer. When you're working with an experienced coach, these reasons go away because I will help you every step of the way. If you want to know more about how to write a nonfiction book, whether it's business, self-help, or how-to, reach out to me at www.bryankwright.com for more information. Once again, that's bryankwright.com. Speaker 1 (13:09) Welcome back to Success Profiles Radio. So many people live their lives wanting more than they currently have. And this show will clearly demonstrate the principles, if I can do it, you can do it. So let's get back to the show. This is Success Profiles Radio. And here again is your host, Brian K. Wright. Speaker 3 (13:30) And we're back. This is Success Profiles Radio. My very special guest this week is Eric Loftholme, and we will be discussing his book shortly. It's called Create Revenue Now, 10 Proven Strategies to Create More Revenue Starting Today. And if you have not subscribed to Ultimate Achievers Magazine, you can go to ultimateachieversmagazine.com. Issue number 100 was released today. We've been talking about it for a few weeks, and the day is finally here. Been doing this every month since December 2017. Kevin Harrington was the very first cover, and I cannot wait for you to see that. So you can read every single issue we've ever done. In fact, if you read every issue once a week, it'll take you almost two years to get through everything on the site. Please subscribe. You'll be so glad you did. So before the break, Eric, we teased the idea about how people don't think they deserve success. Why do you think that is, and how do you help people maneuver through that? Speaker 2 (14:21) That's a great question. And my experience of these limiting beliefs of not feeling worthy and deserving and so forth, our brain gets programmed when we're little kids. Speaker 3 (14:36) And Speaker 2 (14:36) it's our environment. In my case, it was my family. Grew up with divorced parents like some kids did. And I never felt like I fit in in my family. And so when I was a little kid, that was really all I knew. So when I went out into the real world after I, you know, got graduate high school and went to college and so forth, my thinking didn't change because one, I had no