Eric Lofholm — Sales Trainer Extraordinaire !

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Jason Schwartz interviews master sales trainer ERIC LOFHOLM. Eric has trained individuals and staffs of big companies as well on the learned techniques of selling. 1-2012

Summary & Transcript Below.

• Eric Lofholm on Sales Training and the New Economy

Introduction and Background

The interview begins with a warm welcome to Eric Lofholm, introduced by Jason, host of Mama Presents and associated with the Maui Arts and Music Association. Jason shares his personal testimony about Eric’s reputation in sales training, mentioning referrals from peers and his own experience attending Eric’s seminars both in Hawaii and on the mainland. Eric is described as an exemplary sales trainer, a benchmark in the field, especially relevant in today’s changing economy.

• [01:15 → 04:50]
  Eric Lofholm’s Early Career and Mentorship
  Eric shares his humble beginnings working at McDonald’s, attending community college for five years without graduating, and struggling early in his career. His turning point came when he attended a seminar where he connected deeply with a speaker who became his mentor—a multi-millionaire real estate investor. This mentor gave him a part-time job and introduced him to sales. Initially, Eric was terrible at sales, ranking last among 15 team members and almost losing his job.
  The breakthrough came when he met Dr. Donald Moyne, a sales systems expert who provided Eric with step-by-step sales processes for generating leads, booking appointments, and closing sales. Within 60 days of applying these structured methods, Eric became the top producer in his company. He emphasizes that most people never receive professional sales training despite its critical importance—unlike other professions such as medicine, sales has no formal training requirement, leaving millions without effective skills.
• 

  [04:50 → 07:27]
  Importance of Professional Sales Training Today
  Eric explains his mission is to provide professional sales systems training to individuals and businesses, helping them achieve their business goals. He works not only with traditional salespeople but also with business owners, coaches, consultants, and network marketers who need influence and sales skills. Jason points out that most people learn only about their product but lack structured selling techniques; Eric confirms and expands on this by tailoring training to various needs.
  Eric notes that changes in the economy have made traditional sales tactics less effective, and buyers’ perceptions of value have shifted. For example, consumer preferences such as switching from SUVs to fuel-efficient cars illustrate how sales approaches must evolve. His training helps those who are uncomfortable selling, resistant to asking for orders, or currently experiencing declining results. He underscores that sales is a profession deserving of systematic training and that what he teaches can produce instant and lasting improvements.

• [07:27 → 10:28]
  Applications in Diverse Contexts and Sales as Service
  Eric points out that sales skills are essential not only for commercial businesses but also for nonprofits, credit and collections, joint ventures, and recruiting efforts in network marketing. He gives the example of World Vision’s Adopt a Child program to illustrate how sales and marketing systems help nonprofits raise funds for impactful causes.
  Jason reflects on the stigma around selling and how Eric’s approach reframes sales as service, focusing on demonstrating value rather than pushing a hard sell. Eric introduces his “sales mountain” process—a systematic approach involving lead generation, appointment booking, rapport building, needs identification, benefits presentation, closing, and objection handling. He emphasizes integrity, self-honesty, and compassion in selling, highlighting that sales is about leading people to take action through service.
• [10:28 → 14:31]
  

  Training Philosophy and Community Building
  Eric explains that his training programs offer lifetime membership, supporting clients indefinitely until they fully master sales skills. A recent innovation is a certification process where clients are tested on the system, increasing accountability and study commitment. This reflects Eric’s confidence in the effectiveness of his system and his dedication to transferring that knowledge completely.
  Eric’s connection to Hawaii stems from a long-term vision to combine business with family vacations, facilitated by finding a seminar promoter who brought him to the islands. He recounts successful seminars in Oahu and Maui, highlighting the appeal of Hawaii’s beauty and community.
  Jason and Eric discuss the community aspect of Eric’s Protégé program, which includes online groups and plans for local meetups worldwide to foster networking, idea sharing, and mutual support among sales professionals and entrepreneurs.

• [14:31 → 18:20]
  Impact on Clients and Adaptation to the New Economy
  Jason shares his personal experience attending Eric’s public speaking and sales training workshops, praising the small group settings and one-on-one coaching. Eric reveals some notable clients, including Tony Robbins and Laurel Langmeier, illustrating his work with both high-profile leaders and everyday professionals such as real estate agents, coaches, and network marketers.
  Eric highlights a success story of Arvie Robinson, a protégé who increased her monthly income from $4,000 to over $20,000 in the current challenging economy, demonstrating the real impact of his sales systems.
  The conversation turns to future trends, particularly the growing importance of video and internet-based sales tools. Eric encourages viewers to anticipate changes and develop skills that will be crucial in the coming decade.
• [18:20 → 21:45]
  Resources and Accessibility
  Jason mentions acquiring a pre-published copy of Eric’s new book, How to Sell in the New Economy, reinforcing Eric’s relevance and expertise in navigating modern sales challenges. Eric invites the audience to visit his website, saleschampion.com, where free training resources are available to give a taste of his approach before committing to paid programs.
  Jason endorses Eric’s training, calling his lessons “gold nuggets” that sharpen sales skills and adapt to an economy with fewer available dollars. He reflects on the importance of diligent study and consistent application of sales principles for ongoing growth.
  Eric reiterates that genuine teaching, not aggressive selling, is at the heart of his business, emphasizing his joy in helping others master sales systems and transform their results.
• [21:45 → 23:39]
  

  Closing Thoughts and Encouragement
  As the interview wraps up, Eric encourages listeners not to give up despite economic hardships, reminding them of their inherent greatness and potential. He emphasizes that specific, actionable steps exist to improve business outcomes, and professional sales training can unlock that success.
  Jason thanks Eric for his visit and expresses enthusiasm for future collaborations on Maui. Eric closes with an encouraging message of hope, belief in personal capability, and the desire to connect with aspiring sales professionals in the future.

• [23:39 → 24:09]
  Farewell
  The show ends with warm thanks and aloha, concluding the engaging and informative conversation.

1. 1. 1. Key Insights from the Interview

• Sales is a professional skill set that requires formal training, yet most people never receive it.
• Mentorship and structured sales systems can transform poor performers into top producers quickly.
• Changing economic conditions and buyer preferences necessitate adaptable, value-based sales techniques.
• Sales is best viewed as a service that leads customers to solutions, not a pushy transaction.
• Professional sales training benefits a wide spectrum of roles beyond traditional sales, including nonprofits, network marketing, and credit management.
• Lifetime membership and certification in sales training increase accountability and mastery.
• Building a community of sales professionals supports ongoing learning and networking globally.
• Anticipating future trends like video sales is essential for long-term success.
• Accessible resources such as free materials and books empower people to begin improving their sales skills immediately.

1. 1. 1. Core Concepts

• Sales Mountain Process: Lead generation → Appointment booking → Rapport building → Needs identification → Benefits presentation → Closing → Objection handling.
• Sales as Service: Integrity, compassion, and honesty are foundational.
• Professional Sales Training: A systematic, taught skill that differentiates top performers.
• Mentorship: Critical for learning and applying proven sales systems.
• Economic Shift Adaptation: Sales methods must evolve with market demands and consumer values.
• Community and Accountability: Certification and peer networks enhance learning outcomes.

1. 1. 1. 

         Resources Mentioned

• Website: saleschampion.com – free materials and training info
• Book: How to Sell in the New Economy by Eric Lofholm
• Training Programs: Protégé program, lifetime membership, certification process

1. 1. 1. Frequently Asked Questions (FAQ)

Q: Why should I get professional sales training?
A: Sales training equips you with proven systems and skills to increase your effectiveness, especially in a changing economy where old tactics may not work.

Q: What makes Eric Lofholm’s training different?
A: His system is step-by-step, easy to implement, and supported by lifetime coaching and certification, ensuring mastery and accountability.

Q: Can sales training help me if I’m uncomfortable selling?
A: Yes, Eric’s approach reframes selling as service, helping you build confidence and lead clients naturally.

Q: Is sales training only for traditional salespeople?
A: No, it benefits business owners, coaches, consultants, nonprofit fundraisers, network marketers, and anyone needing influence and persuasion skills.

Q: How can I start learning from Eric Lofholm?
A: Visit saleschampion.com for free resources and training experiences to evaluate the quality before committing further.

This detailed summary follows the original transcript’s structure, capturing key points and insights from Eric Lofholm’s interview on sales training and adapting to the new economy.

Transcript

00:02

Thanks for watching!

00:31

Aloha. Welcome to another Mama Presents. You know, the Maui Arts and Music Association has some special guests. And this is one of the most special guests. This is Eric Lofholm. Eric, welcome to our show. Thank you, Jason.

00:48

The name Eric Lofholm just rolls off your tongue and you say, where did I learn that? Well, you know, I learned about Eric Lolfholm from a couple of friends, from Kecia Wimmer and Cheri Tree, who were, I was involved with a different group, and they said, there is this guy that is extraordinary. You think we’re great at selling? And they were selling hundreds of thousands of dollars worth of, to them, product.

01:15

And they said, you should come and see. We’re going to have Eric Lofholm do a big introduction to our group in Oahu. So I flew over to Oahu, and not only was I not disappointed, I went and took an extra course from Eric on the mainland about public speaking. And I have learned Eric Lofholm is my quintessential example, the benchmark of training about sales training. And in our economy and the way that we’ve seen things going,

01:48

I should let you talk. Thank you, Jason. Now, I know things about you that I think our audience would find interesting, like that you made $100,000. By what age were you? Well, I was in my early 20s. I didn’t make over $100,000. I made over 100,000 hamburgers. I was a cook at McDonald’s.

02:09

and went to community college, which you’re supposed to go to for two years, went for five years, never graduated. And so my early career was filled with a lot of struggle and not exactly on the fast track to success, just the opposite of it. And things ended up turning around for me. Well, as I hear, I remember that you had something that we all need to learn is a really valuable thing, and that’s called a mentor. How did that all happen and turn about?

02:40

Well, I went to a seminar and really connected with the speaker and was so inspired by the speaker, I decided to go work for him. And I became his assistant. He happened to be, and still is to this day, a multi-millionaire real estate investor. So I ended up working for him, which was a part-time job. I had to do something else for him. And I said, what do you want me to do when I’m not your assistant? He said sales. So that’s how I got my start in sales just about 20 years ago. And I was horrible at it. I was the bottom producer on a team of 15 people.

03:09

missed my quota two months in a row at the end of my first year, and was literally this close, Jason, to losing my job because I couldn’t sell. And then I met my sales mentor, a gentleman named Dr. Donald Moyne, and he’s an expert in sales systems. And so what he did is he started sharing with me

03:29

step-by-step sales systems that I can apply in generating leads, booking appointments, and closing business. And within 60 days of getting connected to Dr. Moyn’s message, I became the top producer in that company. So 60 days turnaround by learning what it takes by structuring how to get a lead and how to, that your purpose of making an appointment call is to get an appointment. That’s right. Not to try to sell somewhere, right?

03:57

And so by structuring things in different ways, and this was often from Dr. Moyne that you learned this technique and then applied? Initially it was from Dr. Moyne and what happened for me, and I think it’s really when I help people why it’s so powerful and how I can help them, is prior to meeting Dr. Moyne I was never professionally trained. And most people aren’t professionally trained in selling. I mean if you think about it,

04:21

You want to become a doctor. You go to medical school and it takes you more than a decade and you invest more than $100,000. You become a doctor. Well, what if you want to go out and sell? Well, there’s no school to go to. There’s no requirement of training and so forth. And so you’ve literally got millions of people out there that need sales skills. Some of them are traditional salespeople. Some are just regular business owners, coaches, consultants, network marketers, people that need sales and influence skills, yet they haven’t been professionally trained.

04:50

And prior to me being professionally trained, I was terrible at it. And once I was professionally trained, I instantly saw my results shoot up and I never looked back. And so what my business life is dedicated to is to teaching sales systems to people that want to become professionally trained so they can have these skills and make their business dream happen. I don’t think I’m very different than many people. We joined a company for sales.

05:17

And we learn everything we know about the product, but we don’t know what to do with that. We’re given sort of a pitch book with the way it’s done. So you work with individuals and companies too, don’t you? Yeah. To kind of help tailor the way things are done. I know that you have all kinds of programs, so I don’t want to give away too many secrets, but do you have any ideas for people out there? Like, why would someone come to a training and

05:46

How could your training, especially you, I know you have a, you call it the protege program. You’re probably going to talk to me about all kinds of new and exciting things. But why would someone who’s selling, thinks they’re okay, find value in coming to someone like yourself? That’s a great question. You know, with what’s going on in the economy, a lot of people

06:08

very successfully sold a couple years ago economy shifted and then their sales dried up so there’s people that are just really they’re hurting right now and what worked before in a lot of cases isn’t working anymore just because people’s ability to pay has changed people’s buying habits have changed and a big thing that’s shifted for people is what they perceive as valuable what sells now is what’s always sold which is value and all you have to do is look at

06:36

Look at the car industry. You know, the SUV was a hot car a couple years ago. And people still want new cars, but mostly they don’t want SUVs anymore. Some do, but most don’t. They want fuel-efficient cars. They want the hybrid. They want the Prius. And so, somebody would come to me that would receive value, somebody who is resistant to selling. They’re uncomfortable asking for the order, asking for the money. They’re uncomfortable with the idea of sales.

06:59

In our culture, there’s a stigma to selling, and so a lot of people need sales skills, but they’re uncomfortable selling. Another kind of person that would come to me, their results are down, and they need to create results now, and they recognize, hey, I need to get professionally trained. Sales is a profession just like any other profession, and I’m a system sales trainer. I have very easy to implement ideas that when you apply them, you can see literally instant increases in your results for a lifetime.

07:27

I’m excited about sharing those ideas and that’s how we’re helping people right now all over the world. Like I have a nonprofit and I want to raise sponsors. So when I make calls to people, having a plan of what I’m going to say and how I’m going to say, again, not selling them on the phone can be a step-by-step learn process.

07:50

Well, here’s an interesting example. I’ve done some work with World Vision. And World Vision right now has the Adopt a Child program where people spend $30 a month every month and you adopt a child and the money goes to support the raising of that child. World Vision is a multi-billion dollar non-profit organization. So they have sales and marketing systems that are in place.

08:11

And they happen to then use that money to go out and better the world. And that’s why I’m a believer in World Vision and what they do. And I’ve donated time in the past to support them and will continue to do so. So if it’s a nonprofit, you know, raising money or asking the community for support. If you’re a company and you’re extending credit to people and you’re doing collections, you know, that’s a form of it. If you’re doing traditional sales, if you’re a small business owner, if you’re wanting people to do joint ventures, if you’re in network marketing, you’re recruiting people.

08:39

You know, all of these things are things that you need sales and influence skills. And just think about it. It makes logical sense to get professionally trained so you can go out and do what it is that you’re meant to do here. And in the past, I think a lot of people could still make their business dreams happen without being professionally trained. And now that the economy shifted and people have fewer dollars to work with in general, I think it’s critical that people have professional training.

09:06

So now more than ever, what you do is and should be in high demand. What I like about what you do, and again, I’m fortunately unfortunate. Fortunately that I took your training. Unfortunate is I haven’t been as good a student to stay on course. But I got involved with you in a program where I can plug back in.

09:31

and start from wherever begin is and apply step-by-step training and be with you as things are growing to see the most current systems that are coming on and get diligent and learning techniques. You taught me something that I thought was very important and that is sales is service. So many of us that are in sales, salesmen,

09:59

because we’ve been approached by so many people in the, I want to say, in a very abrupt way where the only thing on their mind was, where’s your pen? How come you haven’t signed yet? Get this thing, get this thing. Like you said, value sells. It’s not like you have to sell it. You show it, you show it clearly, you show the reasons it has value, and with the right leading questions, your client asks you, when can they get this product?

10:28

Yeah, there’s a process that I teach. I call it the sales mountain. You just take the prospect step-by-step through the process. It starts with generating a lead. It goes then to book an appointment, build trust and rapport, identify customer needs, share the benefits, close, handle objections. It’s done in a step-by-step way. I also believe

10:51

As you know, that selling equals service, self-honesty, integrity, and compassion. Selling is about leading. Selling is about moving people to action. And one thing that Jason was talking about there is when I train people, it’s a lifetime membership. And so I will stay with you as long as it takes. And it doesn’t matter how long it takes. So when somebody signs up, instead of it being a weekend course or a

11:11

six-month program or one-year program. It’s a lifetime program and the client can stay with me as long as they want. Now something that’s newer since last time we connected is I’ve gone into the certification business and what we’re doing now is we’re actually testing clients on my system. And what’s happening is that clients are studying to pass the test and they’re studying more than they were without the test. So it’s an accountability mechanism designed to make sure, because I know my system works. It’s what I use every single day and

11:40

My whole intention is to transfer my system over to the client. So one way to do that is through certification. So we just started testing people to help them get the results that they want. What finds a nice, untanned guy like you? Or me. I’m not out there. How did you come to Hawaii? What’s going on here? Well, you know, I love Hawaii. I mean, who doesn’t? Hawaii’s one of the premier…

12:08

destinations in the world. I’ve been coming here for many years. And one day I created a vision to find a seminar promoter in Hawaii that would bring me over so my family and I could come over, have a great vacation and have the vacation paid by what the profits were from the seminar. So it’s like get a vacation for free. So I did find a promoter. It took several years and this promoter showed up in my life and I said, I’ve been looking for you. And

12:36

So I came over last August, and we did an event. We had over 100 people come. And so I came back again for two events over on Oahu, and one of my clients is here on Maui and said, Hey, Eric, I noticed you’re going to be in Oahu. Would you be willing to come over to Maui? And so here I am tonight, and we’re talking to a group in Maui, one of the most beautiful places in the world, and my family’s here on vacation with me. So that’s what’s brought me here. And I couldn’t.

13:05

find a way to not invite you onto my show. So you could say, you were on with the Larry King of Maui. I always found that so funny. After all these interviews, you know, I think it’s important to move up a level. We’ve been here on Maui a long time. I’m talking to different groups to be able to show more widely, and I hope that, if in fact we do some of that, that you’ll come back and be a guest on our show. Sure, I’d love to. I have…

13:35

I have referenced you so many times to people. And I, again, I haven’t tracked. I know the things about sales. Tracking results. I don’t know what you’ll talk about. I mean, some of those basic things that, you know, aren’t really basic because people just don’t think or do them in such a way. Or you set up, I saw, a community newsletter and blog. You’ve created a community and

14:04

people talking and interacting with each other. Have you found that many of the people that work with you have started to work together more? You know, they have. And we have our online groups. So people connect on the internet that are people in the Protégé program. And we’re getting ready to launch a meetup group. And my vision is that there will be Arafat meetups literally all over the world.

14:31

And people that want to become a part of that conversation and meet on a local basis and network with each other and connect and share ideas. And so I was actually just talking with a gentleman on Oahu today that verbally agreed that he would start the first one on Oahu. So I’m excited about that and just helping people at a time right now where people are looking for ideas that make money.

14:56

And, you know, that’s what the skill of sales does in a systematic way. Something that I’m really excited about sharing with people. I remember I paid for a public speaking workshop where I actually flew to, I think it was Newport Beach, California. That’s right. And…

15:16

In that class I met some of your protégés like R.V. Robinson and others that had gone through your course and now we’re making significant incomes and we’re co-teaching with you in public speaking. There was another gentleman, I don’t remember his name, who was a copywriter, you can help me understand, who again learned through understanding skills through your training.

15:43

That was a very important and valuable experience for me to learn to sell from the front of the room. So some of you have got to watch out because I’m going to learn how to sell over the

15:55

communication like this and then you’re gonna you do that all the time if you take a look at what eric does eric has really mastered and used the tools of our time and our trades that’s what i guess is happening in this new economy not to get funny but what worked yesterday doesn’t work today what works today may not work tomorrow so being diligent and being on top of what’s going on in one’s industry and uh applying it

16:24

I really enjoyed that course, and I was very happy to see that getting one-on-one and having you as a, even in a smaller group setting and that kind of a thing, there were probably 30, 40 people. Right. But smaller. Yeah. But to me, it’s smaller. I’ve been in groups of 500 and 600 and so. And then I know you do one-on-one coaching as well, right? Yeah, that’s right. You’ve done all kinds of clients. Do you want to drop some names for us so our people here can get an idea?

16:52

Well, when I first started my company, one of my first clients was Tony Robbins. I used to work for Tony, and Tony had somebody come in and teach sales systems to his field, Salesforce, and so I did that for two years. I worked with Laurel Langmeier for 18 months and wrote the sales script for her organization. She’s a global seminar leader in the wealth building space and set up the inside sales system for her organization. I work with regular people that want to get better and improve their sales skills.

17:22

in network marketing, public speakers, real estate agents, coaches, consultants. Anybody that needs sales skills is a great client for me. That’s a very good testimonial, and that shows me that Eric works for those that are already successful and have a lot to share and need some real tune-up, and also a regular real estate agent or a

17:48

Anyone that wants to learn techniques to be more persuasive in a natural way, to deliver their message honestly, with high integrity, in the right sequence. Am I kind of understanding? Absolutely.

18:04

You know, Jason mentioned Arvie Robinson, and when I first started working with Arvie, she was generating about $4,000 a month, which was barely covering her bills. This last year, she had two months where she generated over $20,000 in a month. So that’s in our current economy.

18:20

I love working with people that are in a place where they’ve got something that they really want to make happen and they need the sales system in order to do so. You know, one thing for all of you to think about, we’ve been talking a little bit about the new economy, and I think something for us all to be mindful of is the future economy. You know, what are the skills that you’re going to need 10 years from today? It’s not only what do we need now to make it, but anticipating, you know,

18:45

The big part of the future of the Internet is going to be video. So you’re going to want to learn video. That’s the business that you’ve been in, the industry, for many, many years. And a lot of us, we need to catch up and learn how to use video and how the Internet is going to impact business. So that’s something for all of you to think about, the future economy. Now, I was fortunate enough to get an email, and I purchased…

19:09

what do you call it, pre-published version of your new book, How to Sell in this New Economy. What’s the exact title? It’s How to Sell in the New Economy. Oh, it is.

19:21

See that? I’m a genius. Is there a way that people can tap into you and with you that you would want to share here for our audience? Yeah, you know, a simple next step, go to my website, saleschampion.com. On there, there’s many things that we offer totally free. You know, I’m a big believer. Have an experience of training with me first.

19:43

feel the quality of the training for yourself and then if you like it then you can take a next step and very easy to work with so head on over to saleschampion.com and you know pick up some of the free sales training materials and then we can go from there you know there’s a disc that i think is probably your your opening disc seven key sales strategies

20:05

just that alone i learned so much it uplifted my spirits and made me feel like i just wasn’t a salesman that actually could be an orator and a spokesman and deliver something that someone might need easily it was great excellent saleschampion.com okay uh if you

20:27

you know eric every almost everything you’ll hear him say no matter if you have a little short eric presentation or long you call them nuggets i think that’s the only word for them they’re gold nuggets because it’s that little thing that can sharpen the tools to make you better at what you do in this economy where there are less dollars available or seems like less you still see people going out and doing what they like things that can

20:56

Press their buttons. If you know how to discover their buttons and press their buttons, you’re going to find that a lot of good things can happen. I know that just knowing that Eric is here is, I wasn’t going to say shaming me back into, but let’s say reminds me that being a diligent student again.

21:18

will be a wonderful key toward seeing my growth happen in the ways that I choose again. And I’m sure that you’re going to have all kinds of different programs that I’m going to tap into again. I had no doubt in anything that I’ve done that every time I’ve seen you, I’ve always come away uplifted. And I always came away knowing that this gentleman feels genuine

21:45

that I wanted to learn from you because you didn’t really, I never felt pitched. And isn’t that the most important part that we all face? We all want to buy. We just don’t want to be sold. That’s right. Well, for me, probably my greatest joy in business is teaching.

22:05

And I was trained by a master, Dr. Donald Moyn, and he’s a sales systems expert. And so it just fills me up with joy to teach others sales systems that can transform their results. So, you know, when you’ve connected with me in the past, it’s in that teaching space, which is where, you know, in business I’m happiest, sharing information and just breaking things down step by step where it’s easy for people to understand and apply it. Anything that you want to sum up? I know that you probably should be preparing

22:35

before Eric has a Maui meeting tonight. And here we are in early 2012. I know that I myself personally want to thank you for coming here and doing a little Maui meeting. And I know I’m going to be wanting to bring you

22:53

to uh maui again so maybe i’ll be one of your finders one of your that sounds great sounds great yeah i think what i’d like to share with you is that um you know regardless of what’s happening for you in the economy there’s dozens of things that you could be doing right now

23:10

to increase your business results. And a lot of people, they just have thrown up their hands and given up in this economy. And I want you to know there are very specific things that you can do to get better. I want to remind you or tell you for the first time that you have greatness inside of you. And I want you to know that I believe in you. And hopefully our paths will cross one day and we’ll have the opportunity to sit down like Jason and I are sitting down right now. So thanks for watching. Thank you very much, Eric. Really a pleasure. You’re welcome.

23:39

Thank you guys for joining us. We will see you again. Aloha. Aloha.

24:09

Thank you.