Erik Luhrs – Episode #115

by Richard Wilson on August 8, 2011

The following audio interview  is borrowed from our platform and was originally recorded for our sales training program.   This expert audio interview is with Erik Luhrs, a sales expert and sales training guru.  Erik is the creator of the Guru Selling System and he trains sales teams and managers to help them improve their sales and revenue figures. He is an expert on helping professionals and brands develop their persona in the marketplace.

Enjoy this expert audio interview from someone who often charges over $200 an hour for this same type of sales training advice.   (Download this file in Mp3 format)

Interview Transcript: 

Ashley:             Hello everyone and welcome to this expert audio interview. Today we’re joined by Erik Luhrs, author of be do sale and creator of the guru selling system. Thanks so much fro being here today Erik


Erik Luhrs:        Thank you for having me on


Ashley: Do you want to describe briefly what you do?


Erik Luhrs:        Well I am the creator of the guru selling system. I am the author of be do sale and I basically train sales teams in improving their sales by natural communications and I work with sales managers and sales VPs and developing their sales teams and even start developing or as we call it personable market


Ashley: And how did you get to where you are?


Erik Luhrs:        Oh gosh. Well, I got to where I am basically through being eclectic and weird. The abbreviated story is basically I sort of did a roundabout, I came out of high school and went to college, I wanted to go to college to study subliminal advertising. Back in the late 80s. Anybody who is from the late 80s will know that there is a big thing they used to do especially on liquor ads, they used to put skulls or folic symbols or naked women or something, ice cubes and beer bubbles and for two of three years this was the cool thing to do. This was subliminal advertising, this is how low tech we were back then. But anyway I was fascinated by it and I wanted to go to college to study it and then I went to college and near the end of college, I decided I wanted to be an actor instead. Came out of college, tried that for a while, then I decided I didn’t want to do that, ended up being a manager for several large corporations in and aroundNew York citybecause I didn’t want to wait tables and do cattle calls for acting. Meanwhile all the while that I’m doing that, I was getting black belts and becoming a martial arts teacher and I started doing screen writing while having full time jobs and in late 2000, I did, I was a manager, a government contractor and I had a large team working for me. My division in my company, in my location inNew York city, we were doing better than everyone else and as a thank you, I got fired.

[Overlapped] by two arms guards and I was given five minutes to clean out my office and I walked out on a cold November day and I said this sucks, I don’t like working for people. I don’t have any real power. So I decided to become a consultant which I did and I did that for a couple of years. At that point in time after being on the road so much I would wake up in hotel rooms and say where the heck am I? I decided I wanted to work from home, so I started a couple of businesses from home; real estate investing, professional organizing, personal training. And the one that took off mostly was the professional organizing which is helping people organize their homes and offices. And I did that for about two years or so and then by then end of it, I was making several hundred dollars an hour in an industry where people were making 35 if they were lucky. And a lot of organizers were asking me how do you do that? So I started working with them on their businesses, therefore I became a business coach.

So very quickly all of a sudden, I had made it as it was but I started working with them to build their businesses and then they referred me to friends and I was working with other people. And the truth was that even though I had made it, I didn’t know how I had made it so I wanted to really be able to help people with their businesses and I realised that sales and marketing were the key. So I ended up studying with the best sales and marketing people for two plus years. And ultimately that study lead to the creation of the guru selling system which is basically how I am doing what I am doing today


Ashley: Do you recall where maybe you weren’t so good at sales?


Erik Luhrs:        Yeah, most of my life! I mean, my worst sales years were the 1990s when I worked for other people. I worked for my first job for seven plus years, not because I didn’t want to leave and make more money, just every single time I applied for a job I didn’t know what the heck to say. I was lousy at selling myself. I did the standard blah resume and answered the questions. I was not exciting at all. Looking back now I can see why nobody hired me. I wouldn’t have hired me. I got jobs by luck in the 90s. And then obviously when I came out and started doing my own consulting, a lot of my first consulting jobs again were either referrals from people I worked with or other people I knew who were putting together projects and would pull me in. So I got lucky by knowing some people. So it wasn’t really until I got into doing my own businesses, especially the professional organizing, where I was called upon to create the skill of sales. At first I didn’t know what to do, I mean I still remember my first website, I cringe. But it was, I didn’t know anything about sales and marketing and how to do it properly and again I got haphazard business. But I guess what happened was, the change happened when I started to realize the people that I was more naturally in rapport with, I didn’t realize what rapport was or anything at that time, I didn’t know how to break down sales but those were the people I tended to get work from and the people that I didn’t get work from. So for a good number of the years of my business career, I was horrible at sales


Ashley:             Do you remember the turning point of how you got better at doing sales? Or was it simply you having a network?


Erik Luhrs:        Well the turning point, the real turning point was, I started working with mentors. I started working with people to develop, because I knew I was getting business by luck and I wasn’t getting it by any sort of real skill and so the decision to start working with mentors on my own business, which I started doing when I was still an organizer, is what eventually turned the tide in organizing. I mean people started talking to me about the most basic questions of sales and marketing, like who’s your target market? Anybody with money


Ashley:             That’s a good market


Erik Luhrs:        That’s what I’m saying! And they were like, select only a certain fragment of people within your, I can’t do that! I might lose people. Ever responses when you first get exposed to sales and marketing. So that was really the churning point in terms of understanding it from an outside perspective, starting to own it really came from the trial and error of applying it to my own business. So it was really a two stage thing. There’s being told that it exists and there’s doing it and muddling around until it starts to make a difference for you. So yeah, that was really the turning point


Ashley:             Ok. Is your marketing and sales knowledge base, mostly from those mentors that you found?


Erik Luhrs:        Yes. Yes and no in terms of, as raw material yes and the reason is this. For a number of years I’ve studied cognitive behavioral systems and [Inaudible 00:08:35] so my thing has always been, in the way that the whole guru system started, I would look at the same trainings, the same books, the same CDs, DVDs, seminars etc, that everybody else had access to from these folks. And most of the people I trained with are people who have seminars etc and there were a good number of people who were just normal sales people and normal marketers who don’t have books and courses etc.

So what I learned was what people consciously taught me about what they did. First I do this then I do this, then I do that. And I think most of the people, not all but almost all of the people that I trained with, were very open and honest and forthcoming with how they did what they did. The issue is what we consciously know what we’re doing and what we unconsciously do. And the difference or the secret sauce as I say, that was the difference, you had these great people that were making millions of dollars a year at sales or sales training or marketing training or whatever. And they’re teaching as much as they can possibly teach to people, but they have certain things that they do, certain ways that they do them that they are unconscious of and they’re aren’t able to teach those because they aren’t aware of them. And that’s why I started to apply my modeling training. Being able to model them, not just the conscious things that they taught but the unconscious things that they did. So ultimately I could pull out, everybody was pulling eight out of ten things out of them, I was pulling ten out of ten things out of them because I was pulling the two things they weren’t consciously aware of and weren’t consciously thinking. So I say yes and no because they were offering up everything that they could but I was taking more than they were consciously giving. So it’s partly them and partly what I was doing in terms of modeling to get the material


Ashley:             Did they charge you extra for that then?


Erik Luhrs:        No they got really mad at me. You obviously have not heard this story. I had a number of folks, who I will not name because you’d know them as soon as I said them, now here was the thing, after I learned all this stuff and gleaned extra material and techniques and stuff from people, I was able to break down what they did and started to categorize it and systematize it and whatever. And I would say to them; this is what I observed, here’s the eight things you told us to do and the two things you didn’t tell us to do that you also did and the ways that you did them etc. And I was developing the guru system at that time, I’m calling it whatever I’m calling it. A few of them were like oh that’s cool, a number of them though got ticked off because they said well you know, how can you do that? That’s my thing, you’re stealing. You had your chance for ten years and you never told anybody, now you’re angry? The piece of pizza you didn’t know was there and now you’re angry someone ate it! So that was really a learning thing, being able to pull that information from learning. I was very grateful for it but I was also surprised at some of the people who did an about face when presented with this information. I wasn’t trying to hide it from them and they were free to develop it themselves and train it themselves and a few have. If you go out there you’ll notice some new things have been added to people’s repertoires but they can’t call it the techniques that I call it. But that was an interesting situation. I was trying to be forthcoming, all of a sudden I got the smack up the side of the head


Ashley:             Well now you know better


Erik Luhrs:        Exactly


Ashley:             That was a good acting reference also, about face! So how did you find these mentors then? Was it networking or research?


Erik Luhrs:        Well, the standard way was always, obviously the first and foremost is, there’s a bunch of people out there who say I keep sales. Go to Barnes and Nobles, go to the sales section and there’s a list of potential mentors. How you get information from mentors is, you’ll start through the standard ways of books or CDs, anything on their websites that they sell. Certain mentors, you can work with directly by paying them and then there were some that you know I couldn’t directly get to by just doing something on the website or paying for a program on the website. So go to seminars, wait in line, speak with them, ask if you can interview them. Where are they going to be next week, mind if I chat to you a little bit and whenever you get a moment to speak with them, ask. Is it ok if I shadow you, is it ok etc, you’re flying toCharlotte, mind if I sit next to you on the plane and pick your brain for an hour? Whatever the ways you can get to these people.

Some were paid for their time, some gave it freely, if you can sit next to me on an airplane or you happen to turn up at a seminar, sure I’ll give you an hour afterwards or two hours or a day or whatever. And people who work in corporate AmErika who I did it with, it was mostly of a case of connections and I would talk to people who I knew in the company and I’d say can I talk to your sales team and who’s your top sales person and then shadow that person for a day or two etc


Ashley:             Were people receptive of you asking to follow them?


Erik Luhrs:        Some were, some weren’t. Obviously the ones that weren’t, didn’t have a shadow. The ones that were, did. The main thing was that, the more receptive in terms of just follow me around, were the people who were just sales people. They don’t have books and programs and they don’t make their living of sales training. Those were the ones who were usually most receptive to being followed around because nobody really paid attention to them. I think it was kind of flattering, they were like, really, you want to follow me around?

So they had fun with it. The more higher up, the more people made their living of, of it, it was like you have to pay for my time. A few of them were friends already so that wasn’t a problem and a few of them were friends of friends so I was pretty much able on those occasions to get away with being able to spend time with them because we were connected by one person who was good friends with both of us. [Overlapped] to be in my presence you have to cough up some money and whatever. But it made it easy a lot of times because a lot of times, they’d pay X amount of thousand dollars to consult with somebody and I’d be like well I don’t really want to consult with you, I just want to follow you around. So, I’d pay a smaller amount of money and be like I’m not really going to ask you anything, I’m just going to watch you do what you do. So it was a mixed bag of everything


Ashley:             Well from your experience and maybe from what you’ve noticed in other people, are there maybe a top three set of skills that you see really great sales people have?


Erik Luhrs:        Well the first great, here’s the funny thing about, every great sales person I ever met with and still to this day, normally the response, and I’m talking about people who do sales, stepping outside, the individuals who are there doing sales and making good numbers. How do you make such good connections with people? How do you do what you do? And most of them will say; I don’t know. And they’ll just say something like; it’s always come naturally to me. So in terms of three natural elements, I mean by modeling again, that’s what I broke down and saw. I’d say number one; that they genuinely respect, even love what they sell and enjoy the process of selling it. If you’re not enjoying yourself people can feel it. And that’s the thing, a lot of people look at when they’re going out there for sales, they say, what can I make to make the most money? I know sell made millionaires, I know self made billionaires. Now you’d say most people sit back and say man if I could be a billionaire, that would be freaking awesome. Most of the mega wealthy people I’ve met are unhappy because they sold something that they didn’t really love or maybe they started a company that they loved, or doing something that they loved 20 years ago. But then it got so corporatized, I don’t even know if that’s word! They lost themselves and they lost the passion and they lost what they love and they lost the enjoyment along the way and it became about leverage and money etc. And they lost the joy of life. And they’re out selling, what are you selling for? Are you selling for, just to make a buck or are you selling because you love it? The less and less you love what you do, the more and more stress you have. The more and more stress you have, the more likely you are to be worth 20 million dollars and drop dead of a heart attack when you’re 55. Now take this from a guy who had a heart attack at 35, it happens.

So, that’s number one as I think you have to genuinely love what you do and enjoy it and I’d rather sell a product that maybe made less of a profit margin, knowing that I’m going to sell a hell of  a lot more of them because I love it, than trying to sell jet airplanes once a year, trying to make a two million commission on it. So that would be the first thing.

The second thing that I notice most of them do, is they set themselves a apart, they don’t try to position the product or the service that they sell so much as they try to position themselves. What makes me, the face of the thing unique, building and I’ve broken this down in my system but basically what aspects or attributes of myself that I enjoy. This is a part of me and I bring to the floor, that will set me apart from other human beings. Just to set it aside from this for a minute, the best example of this Howard Stern. Howard Stern came into an industry, radio, where the main stay was you’re supposed to play music. DJs played 95 percent of the time it was music, the other 5 percent of the time was either them doing commercials or ten seconds of bad humor between songs or the weather or something between songs and then back to music. And you were never supposed to talk about yourself, your life, your whatever. Howard Stern obviously did the exact opposite; talked about himself, his failings, his foibles, didn’t play music, did commercials very rarely and did them really cheesy when he did do them. And really put the radio world on its side. And again he had loads of competition, there were thousands and thousands of other DJs out there in world but simply by changing himself, he was able to change the perception of what he sold which was listen to the radio and that made all the difference. So that would be probably the second key attribute that I noticed about these people.

The third key attribute was, I would say natural connection, allowing for natural connection with their target audience either be it, you’d be talking to a group or you’re talking one to one, they weren’t worried about selling, let me put it that way. They weren’t worried about; are you going to buy from me are you not going to buy from me and they simply wanted to connect to whomever they were speaking to at the time and build that natural bond with them. Because that natural rapport is ultimately what makes people feel trust for each other. It’s what allows us to really understand what each others problems are to eventually offer solutions for those problems. So that would be the other key pieces, is just allowing, is forgetting about what you want or what they want and simply having an interaction, human communication with those people. So I would say being genuine, being unique and allowing for natural communication would probably be the big three


Ashley:             Now maybe this is one of those three but do you have a skill that you think is most important to master for being successful in sales?


Erik Luhrs:        Skilled to most, well I think the most important skill to master in sales is your own mind. Because, I’ll tell you right now the single worst critic that you have is the person staring you in the mirror every morning. There is no objection, even somebody, I remember doing telemarketing and having people scream profanities and slam the phone down on me and a lot of people would take that as rejection, me personally I laughed. A lot of people, they take every objection or any sort of set back and they say; there’s something wrong with me blah blah. Now we can get up and destroy ourselves before we even lock the door. We have a day filled with appointments that could offer millions of dollars in commissions, great communications, great referrals whatever, great opportunities. If we have already shot ourselves in the foot before we have even got out of bed, you may as well not get out of bed. So the greatest skill that you got to master is self control and basically controlling, if you look at your life, you might feel one way at 9 o’clock in the morning then you go outside and you’re walking around at noon and the sun is shining down on you, you feel completely different. Three hours later in the afternoon, you feel different. 9 o’clock at night you get a phone call, you feel different. So you feel different throughout the day but you’re still the same human being who woke up at 9 o’clock this morning, nothing has changed you as a human being. You simply changed your mind. So find the mindset that serves you best when you are out there communicating what you do to other people and hold onto that. There’s a lot of different techniques and technologies out there, obviously we could go on forever about that. But ultimately that’s the single most important skill that you must master. You must master your mind


Ashley:             And how do you suggest people do that? Do you have training that you think people need to go through or is it simply really just understanding who you are?


Erik Luhrs:        Well, I mean in terms of trainings, I have material, Wayne Dyer [00:25:48] has material, virtually everyone,Tracyhas material, about mastering your mind. The way, I think the first thing you have to realize, you have to accept it. I would say go out there and find material from people that you resonate with. Find models of human beings, if you could be like them or you could take that attribute; they’re so calm, they’re so peaceful or so driven or so happy, whatever the mindset you want to have on a regular basis, find those models and then if they have books or CDs and seminars, buy that material, go to see them, watch their stuff. And what do they say [Overlapped] how do they control their mind, what are their thoughts? I have learned various, direct and indirect mind control from tons of people, different techniques and thought patterns and stuff that were useful at that point in time. I think ultimately your mind is, I tell people, life is a trick of the mind. Ultimately your mind is always going to be trying to find new ways to sneak itself back in, your lower brain is always going to try find a way to trick you into putting it back into control but you’re afraid of everything. It’s like you’re feeling really good in the afternoon and then all of a sudden you stub your toe, you see, got to be happy and before you know it you’re back down the spiral. So, as much, it’s funny, your mind, your level thinking, your feat thinking, is adapting as quickly as your higher level thinking. So you have to constantly be training in; now that I’ve heightened my higher level thinking, my fear level thinking is adapting, chasing my higher level thinking. So I think you ultimately, you always have to be working improving your control over your mind. Because as it expands its capabilities, it expands its capabilities, you know what I mean? So it’s kind of like this constant visual, keep feeding more training to the higher level thinking so they can think the rapidly advancing lower level thinking at bay


Ashley:             So for somebody that maybe wants to enter the sales industry or become a better sales person. Do you think that training and learning from others is necessary or would you just recommend maybe just jumping all in? Getting that experience?


Erik Luhrs:        Well ultimately training, it’s kind of like the karate kid, he put up his hands and he got smacked. So yeah, the first lesson is how to take a fall with a swollen face. But ultimately you’re going to end training. If you have the opportunity to, let’s say you’re straight out of college and you have a sales job, great! But they have to give you some sort of training. I mean literally putting a human being on a phone or sticking a suitcase in their hand and telling them go and do without any sort of training, you’re just asking for the person to fail. I would say, look for, again, you want to find something you really like, but once you find something that you would really resonate with, something that you would use regardless; product or service that you would use and say it’s great whether or not you’re getting paid for it. Once you’ve got that job or you have a couple of those options out there, find one that’s going to give you some real good deep training in sales basics. But ultimately don’t fall in love with any how to of sales. As I point out to most people, one of my idols is Bruce Lee and he is really sort of the spiritual archetype of my system, the Guru selling system. And Bruce’s biggest thing, he had an expression which was use what is useful, discard what is useless. So he became a master of martial arts, not by sticking to one martial arts system but by going out and learning everything he could by everybody he could and taking what was useful from every single system he ever studied and using that and then discarding everything else that didn’t work for him. And I would say that hat’s ultimately in terms of training what sales people need to do. So you might need to dive in cold but you want to get trained fast, you want your company to train you, you want to train yourself and that’s one thing I’ll tell the sales people right now. This concept of every company I work for should pay for my training; you’re probably not going to last very long or do very well in sales if you’re expecting every company you work for to flip the bill for your training. If you want to be a superstar, you can’t just practice during the time, schedule practice, you got to be out there in the ring shooting hoops. Outside of practice, that falls on you, if you want to be a mid six figures or seven figure sales person, invest in yourself. Don’t be afraid because if this is going to be your path for the next 20-30 years, invest in yourself. Don’t be lazy and don’t expect other people to flip the bill. The 10,000, 20,000, 30,000 dollars that you put into yourself in training, I guarantee you will come back tenfold and make you that more valuable for wherever you go and whoever you sell for


Ashley:             Isn’t that funny, we justify college but any additional training has to be paid for


Erik Luhrs:        I know! And it’s like, college is like the most generalized training, I remember my fraternity pledge better than I remember anything from any course!


Ashley:             Well do you recommend training to happen right after college or would you first recommend getting that experience or learning from another company?


Erik Luhrs:        Well I think ultimately, again it’s like if you’re taking a job in sales, you have to know what you’re selling, you have to know who you’re selling to. I would recommend training, if companies and here’s the thing, I’m doing a lot of sales VP interviews right now and a lot of them are telling me they keep cutting my [Overlapped] budget and then they wonder why my sales team can’t sell. I bring new people on board and companies that used to have robust training budgets are having new sales people just shadow old sales people. But the problem is a lot of sales people aren’t able to teach and a lot of those trainees aren’t able to do what I am do, they don’t know how to model people. So you sort of have the un-educatable trying to educate the uneducated. You know what I mean? They [Overlapped] skill to learn and somehow we’re supposed to work a miracle here. So yeah I would say training is necessary, good training, I mean actual real training broken down so people can compartmentalize and absorb things is fundamental and necessary and so if you’re going to go work for a company, either you want them to train you or if you have that capability, go get your own training, go spend a week learning some system that resonates with you and learn about sales systems. The guru system is my system but I’m not the only one out here. That doesn’t sound the best but that’s me. There’s a lot of systems out there, a lot of people teaching a lot of good things and find somebody or some system that resonates with you and go learn their stuff and then bring it in and apply it to whatever you’re going to sell. So yes, training is definitely necessary


Ashley:             It sounds like a lot of what you’re saying requires initiative. Are there other characteristics that you see sales people having that maybe make for better sales person or a better formula for a successful sales person


Erik Luhrs:        You mean are there other attributes that I see?


Ashley:             Yeah are there other characteristics that you see successful. And maybe you see them in yourself, are there characteristics that make for a good sales person?


Erik Luhrs:        Being, inspiration, I mean, and actually I talk about that rather than I tell people don’t try to motivate your sales team, try to inspire your sales team. Ultimately that’s probably the key things actually. Motivation is short term. Inspiration is the dream within us that drives us to do what we do. So inspiration ultimately is the single most important energy within you. Are you inspired to do what you’re doing, are you inspired to sell what you’re selling to get that message out there? What inspires you on a day to day basis, your family, your friends, your fun, your joy, the value of what you bring to the world. So yeah that’s certainly key number one energy or that every human being should have and certainly sales people should have. Other attributes of great sales people; humble, flexible in their approach. They don’t take anything, they never fail. And they never take anything personally. So they might go 3, 6 months with a potential client and I won’t say lose but then that client or prospect might end up giving the project or the sale to the other company. They never say well I suck. They go ok, what was the disconnect there? Always looking for ways to learn from outcomes that are good or outcomes hat are bad. So that flexibility adjusting, ok now I see what I did, I gave away too much free information and they got me to do basically 90 percent of the work for free and then they perceived from the free work that I did, that they knew how to solve the rest of it which they don’t buy etc. So all of these, being inspired, being humble, not to get, being humble but also being equal. They never view anybody above them, they never view anybody below them. They’re just normal people and being flexible in their approach and always responsive to the feedback they’re getting. That’s pretty much the key element


[Informal Chat]


Ashley:             I know we’re getting close here to being over time but I think the last things I want to ask is if you know of a way to maybe avoid being a bad sales person initially. Is there a way to gleam that knowledge from someone like you to avoid having that maybe awkward stage where you’re not so successful, or your number one tip for working in sales or something like that, that you can share?


Erik Luhrs:        Well, I would say to avoid being, it’s very easy to avoid being a bad sales person. There are no bad sales people in terms of when you start out. Bad sales people are people who have been doing it for 20 years and should know better but they keep using the same old slock and same old hey how are you doing? And fake this and that. So if you don’t want to be a bad sales person the thing is again, find something that you really like that you want to sell. So you’ve eliminated that I’m trying to pitch you on something I myself don’t believe in. Fake is fake, fake is what will make you bad. If you don’t want to be a bad sales person, don’t be fake. So find something that you genuinely like, the second thing is, if you want to be a good sales person, is be open and gregarious and really a cheerleader for what you sell. You should be out there, in your energy, you should really love and be passionate about spreading the word about this thing. In the book I wrote recently, I talk about a gentleman who is from one of those religious factions that comes to your door and asks you about your savior. And the thing was that most of the time I’ll slam the door on those people but he was so enraptured with what he was talking about that I stopped and I listened to him. And a lot of them just try to use the same old song and dance. He was talking from his heart, from his passion. Now I didn’t convert but I listened to him. So he was being genuine but he was out there, he was in love with it and it was like if you want this, I want to give this to you. His energy, passion can overcome a lack of professionalism. But a lack of professionalism can never overcome a lack of passion. And I’d say finally if you want to avoid being a bad sales person, understand that, stop having expectations, going in and being I got to nail this sale or bad things are going to happen. Whatever will be, will be. Engage in actual conversation, do what you do best, be passionate, have fun with it, enjoy yourself. You’ve got one life, enjoy it and do the best you can. And give yourself room to “make mistakes” and to learn because that’s what it’s all about


Ashley:             Great. Is there anything else you want to add, any other tidbits?


Erik Luhrs:        Let me see. Any other tidbits…space. I’m not a religious person but I will say that I believe in a source from which we all flow, I’ll put it that way. And however you perceive that source is purely up to you, I’m cool with everybody who believes whatever they believe. Whatever brings you closer to source, I think is cool. But also trust that if you’re out there doing what you’re doing, something, an energy higher than you brought you to this. So you’re not doing anything wrong, everything happens for a reason. So if that higher energy made you and that higher energy brought you here and that higher energy had this occurrence happen good or bad, it was meant to happen. So have faith that whatever happens is meant to happen and you’re doing the right thing no matter what you’re doing


Ashley:             Have you found that to help you throughout your career and maybe throughout your sales hard days?


Erik Luhrs:        Well I will tell you that the hardest days were, for a number of years, I will tell you that I espoused for a number of years I had no faith and those were tough years and I had the years where it made sense [Overlapped] I started to learn about what I call source, and I espoused, I gave lip service to it. As soon as I actually owned that truth, that belief and that overrode anything no matter what happened, it was like there’s an energy bigger and whatever out there looking out for me, so even these things that I see as problems or whatever, once I was able to say that I, that to truly feel that faith, yeah a lot of the dark clouds were lifted and I’m able to take things, I’m able to take shots to the chin a lot easier and smile through it as it happens


Ashley:             Great. Unless there’s any other things that we missed, I really thank you for your time and it’s been great talking with you


Erik Luhrs:        Thank you so much I appreciate the interview


Ashley:             Yeah, well do you maybe want to share your website here if anyone wants to check out what you do?


Erik Luhrs:        Well you can check out, my company’s website, my company is called the Guru selling system; the website is and you can also check out my book which is be do sale, which is available at


Ashley:             Alright, thank you so much Erik, I really appreciate it



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