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EP188: Greg Helbeck & Alex Pardo Role Play a Face-to-Face Seller Appointment, and Then We Break It Down So You Can Understand the Sales Process (and Leverage the Same Proven Framework To Drive More Revenue) – Part 2

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This episode is part two of the masterclass with Greg Helbeck, who has only been in the real estate business for the last 2.5 years. He’s gotten so good at the sales process that his sales mentor, John Martinez, has hired him on his team. Be sure to listen to part one before checking this show out! Today’s episode focuses on what the sales process looks like face-to-face. Greg and Alex do a quick role-play session at the beginning of the call and then Greg breaks down why he said what he said.


Key Takeaways:

  • What does an ideal face-to-face ‘sales process’ look like?
  • Alex and Greg do a quick-role play.
  • What can you take away from this quick role play session? Greg shares his tips.
  • You biggest leverage as a homebuyer is the offer.
  • Greg brought up all the objections before making his offer to see how motivated the seller was.
  • Greg went for the “no” real quickly in the sales process and used price anchoring to help the buyer become more comfortable with the low numbers.
  • Greg also asked the seller a ‘picture perfect’ question. What is this exactly?
  • If there is no seller pain, then there will be no sale.
  • Why was Greg’s offer so specific, even down to the dollars?


Mentioned in This Episode:

You can connect with Greg Helbeck on Instagram, Facebookor visit his company here.

To get more ninja Sales Training, make sure to listen to the 2-part interview podcast series with John Martinez from Midwest Revenue Group here:

Part 1 and Part 2

Take Action Now on John Martinez’s REI Sales Academy. I have personally gone through this training, and have invested for my entire team to go through. I HIGHLY recommend it!


“I brought every objection up that could happen before I made my offer.”

“Your leverage as a homebuyer is the offer. The seller’s leverage is the pain.”

“If there’s no pain, then there is no sale.”


Ask Alex A Question:

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