Sales Negotiation & Seller Qualification in TOUGH Markets w/ Greg Helbeck

How do the best real estate investors consistently close deals—even in the toughest markets? It all comes down to sales negotiation psychology and a bulletproof lead qualification system. In this episode, Greg Helbeck—a seasoned investor and sales expert—breaks down his six-step seller qualification process, shares his top negotiation tactics, and reveals how to handle objections like a pro. We dive deep into how to get sellers to reveal their real bottom line, the power of consultative selling, and why novations are becoming a go-to strategy. If you're looking to sharpen your negotiation game and close more deals while wasting less time, this episode is a must-listen.

Mentioned in This Episode:

Greg Helbeck’s Website - Velocity House Buyers: https://www.velocityhousebuyers.com/

Carrot’s PPC Report: https://carrot.com/guides/ppc-keywords/

Carrot Marketplace for PPC Vendors: https://marketplace.carrot.com/service%20categories/ppc-facebook/

Open Letter Marketing - Direct Mail Service https://openlettermarketing.com/

Key Quotes:

💬 "If you don't control the conversation, the seller will control you—and you'll never get the deal."

💬 "The best investors don’t convince sellers to sell—they ask the right questions to help the seller convince themselves."

💬 "You need to be consultative, but you also need to know when to walk away. Desperation kills deals."

💬 "A good lead is not just someone who says they want to sell—it’s someone who checks at least 3 out of 6 key boxes."

💬 "If you’re afraid to ask tough questions, you’ll always lose to the investor who isn’t."

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***Need to grow as a leader? Check out Trevor’s podcast: https://link.chtbl.com/EFF

***Learn more at Carrot.com/shows - Carrot, a 5x Inc 5000 company, with millions of motivated leads generated over 10+ years.