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Sales Champion Podcast with Scott Lowry & Eric Lofholm

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Learn the tools to become a Sales Champion

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Ep. 12 - Kevin Huboda on Building & Improving Relationships to Grow Your Business
Kevin Huboda is a real estate professional in the Chicago area. His passion is helping his clients buy, sell and invest in real estate. Since earning his real estate license in 2011, Kevin went from selling 13 homes in his first year to selling 40 homes a single year. The industry average is a mere 6-7 homes per year.   In this interview, Kevin shares how building relationships helped him sell $8.2 million in real estate, and how he plans to accomplish his goal on selling $20 million by improving upon those relationships.   Be Willing to Adapt and Try New Things As the market changes, be willing to adapt in your business. You need to be proactive about consistently get better at what you do. Try new things, find what doesn’t work and focus on what’s working.   Improve What Works Evaluate your past sales and where they came from. Relationships work more than anything else. Ask yourself, “How can I improve my relationships and get more referrals?”   Finding Strategic Partnerships and Mentors   The best way to start of business is to think about strategic partnerships. If you’re selling real estate, find the person you want to work with and join their team. Then figure out what you can do to add the most value to them. Find mentors who can get you where you want to go. A strategic partner and mentor could be the same person, but having a mentor in a different field can give you a different perspective.    LINKS Kevin’s webiste - KevinHuboda.com
Ep. 11 – Coaching for your business and your life – with Cheri Alguire
Cheri Alguire is a business coach who helps real estate professionals, small business owners, and network marketers become more successful both in business and in life. She is the co-author of the book Agent Revamp and has a company called HoopJumper that provides internet marketing services for Real Estate Agents.   In this interview, Cheri talks about what it’s like to work with a coach, and how it has personally helped her accomplish a record breaking year in her business. We also discuss the importance of putting in the reps, focusing on the positives, and knowing your “why”.   The benefits of having a coach: To be a coach means helping people get clear on what their goals are, figuring out position they’re right now, and finding a plan that's going to bridge that gap. Coaches see things from a different perspective. A lot of people will put self limiting doubts in front of themselves. A coach will see your potential and knows that you’re capable of much more than you’ve done, but that you have fear holding you back. Having a coach is having somebody on your side, cheering you along, saying “I believe in you”.   The key to a successful coaching relationship: The client needs to trust the coach. Not every coach is right for every person, and not every person is right for every coach. Do a sample session with a potential coach to see if they click with you. Always set goals and always have deadlines. Follow a leader on a great path. Get them to push you to be accountable to your goals. When you invest in a program, you want to make sure you're getting the most of it   Start believing in yourself: Tap into what you’ve accomplished in the past. Think about how you were able to accomplish those things. What did you do to reach that goal? Figure out what your strengths are and build on that.   “We all have different strengths. It's not about becoming good at everything it's about figuring out what you're good at and doing more of that.”       Focus on the positives first: Before you talk about your challenges and shortcomings, start with your wins. Ask yourself, “What has been great so far? What are your wins for the week?” When you start out with the positives first, it's much easier to tackle the challenges when you're going in a positive direction.   Why accountability is so effective: When you tell someone you’ll have something done by a certain date, you have to do it; otherwise you’ll have to deal with not keeping your word If it’s just an agreement you made to yourself, you’re bound to make excuses. You can set up accountability with anyone; it doesn’t have to be a coach.   Results don’t happen overnight: It takes a while to get the momentum going in your business. You will work very hard in the beginning, and you may not see the results till the end, but you will still benefit from the work thereafter.   What it means to “put in the reps”: Determine what it takes to accomplish your goal. Keep track of your numbers, and know what it takes to get the sales you’re looking for (ie: if it takes ten phones calls to get one sale, and you need four sales; you know you need to make 40 calls). Keep in mind that results are not guaranteed, but if you consistently show up and put in the work, it will come to you.   Find your “Why”: You’re going to have bad days where all you hear is no and you’ll need to remember why you’re doing this.   “Sales is the greatest profession on the planet because your income is unlimited.”     LINKS Cheri’s website - com Agent Revamp Book, Agent Revamp
Ep. 10 – Dan Klein on Job Killing
Right out of college, Dan got into the automobile industry and began developing his sales skills. When he let go in 2008, he decided to dive down the path of marketing and the internet. Now Dan works with local businesses, teaching them lead generation and email marketing at JobKilling.com.   What are local business owners struggling with the most? They’re really great at what they do, but they’re not great at utilizing the internet to bring in leads. They feel uneducated so it’s pretty scary for them. It’s that mindset shift for the business owner to think “hey maybe I need to adapt to the times and maybe I can’t be stuck in my ways”.   What is Job Killing?   Job killing is a trade school teaching entrepreneurs and business owners lead generation. We are teaching a new trade to utilize and harness the power of the internet to generate leads day in and out to your business.   On Virtual Real Estate   The model of doing service work for people is not the model. If I really believe in the skills that I have, I should own everything that I do. I decided I was going to start owning businesses virtually.   The game of real estate and the game of virtual real estate very similar. The difference being I could have $500 invested in my virtual properties and $160k invest in real estate properties. I could create a lot of virtual real estate for basically nothing.   The largest taxi company in the world has no taxi cabs now - it’s called Uber. The largest hospitality company in the world owns no real estate - it’s called AirBnb The largest retailer in the world owns no merchandise - Alibaba   We’re in a time and space where this model is no joke.      On Building Relationships   Get business owners to want to talk to you by serving them first, by maybe even giving them leads first.   “Hey take the leads for free. Try them out for a week. Let me know how it goes, and if it works maybe we can do something that’s mutually beneficial.”   Send people leads with your referral message attached 10 times a day for a week so when you finally call them up, they’ll want to talk to you.   “Hey it’s [name] I’ve been sending you referrals. Have you been getting them?”   Unlike the cold caller trying to hustle them for their money, you’ve already proven results and sent results in advance. The trust and desire built before even speaking to them is off the charts.   “Hey I’d love to keep doing this for you. Is this something you’re interested in?”   You’ve proven your value before ever asking for anything in exchange. You’ve taken some of the risk without asking the business owner to take any.
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    Podcast Details
    Started
    Feb 19th, 2016
    Latest Episode
    May 2nd, 2016
    Release Period
    Weekly
    No. of Episodes
    13
    Avg. Episode Length
    30 minutes
    Explicit
    No

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