LPMAMA: What The Heck Does That Mean?!?

If you’re struggling to turn your buyer leads into clients, the “LPMAMA” framework might be the solution you need.

LPMAMA, which stands for Location, Price, Motivation, Agent, Mortgage, and Appointment, is a sales strategy that many successful real estate professionals use to build trust, educate buyers, and showcase their expertise.

Despite its effectiveness, many buyer agents are aware of the LPMAMA framework but are uncertain about how and when to use it with their leads.

That’s why I’m here to demystify LPMAMA and guide you through the specific tactics and scripts that top agents use to take advantage of the framework with their buyer leads.

LPMAMA is a conversation-based selling framework that moves leads from initial contact to the first showing efficiently.

Each letter of the acronym corresponds to a key topic that you should cover in your conversation.

By asking the right questions and addressing each pillar of the conversation, you can lay the foundation for a strong relationship with your potential client.

The beauty of LPMAMA is that even if you don’t have a formal strategy in place, you’re probably already using elements of it in your interactions with potential buyers.

LPMAMA is an effective way to uncover your buyer’s motivations and build rapport quickly. Many agents use versions of LPMAMA in their conversion scripts without even realizing it.

Remember that success is systematized, and prospects are attracted to a prepared and attuned salesperson.

Location Script:

Agent: Do you have a neighborhood in mind?

Buyer: Yes, we’re interested in Wilmette, but also heard good things about Winnetka.

Agent: Great choices! What are you looking for in a neighborhood? Commute time and schools are usually important, but what else?

Buyer: We want a walkable area with good restaurants and coffee shops, and close to my office in Wilmette.

Agent: Wilmette has all of that. Have you considered Glencoe for more options?

Buyer: We’re open to looking. Thank you for the suggestion!

Price Script:

Agent: Let’s talk budget. Do you have one in mind?

Buyer: We want to stay under $750k but not sure if that’s doable in Glencoe

Agent: It is! Consider a price range instead of a specific number. Would you see a house listed for $799,000.00

Buyer: Yes, we would.

Agent: What about much less than $750,000?

Buyer: Sure!

Agent: Let’s set a range of $600,000 to $700,000 for your home.

Motivation Script:

Agent: What’s motivating you to purchase right now and what’s an ideal timeline?

Buyer: It would shorten my wife’s commute and give me a home office. And most importantly, have access to a good school system.

Agent: I’ll keep that in mind when searching for homes. Have you seen one you like?

Buyer: Only one on Meadow Drive

Agent Script:

Agent: Did you see it online or in person?

Buyer: We saw it with Jane Johnson, a buyer’s agent we found on Facebook.

Agent: Nice! How was your experience with her? Do you plan to see more homes with her or are you still looking for an agent?

Buyer: We’re still looking.

Agent: I can send you great homes with space for a home office directly. Would that work for you?

Mortgage Script:

Agent: Are you looking to purchase cash or with financing?

Buyer: We looked online and talked to a relative who is a mortgage broker.

Agent: I’ve had some people in the past express concerns about working with family on a mortgage, would you like a second opinion from one of the top mortgage lenders in my network?

Buyer: Yes, please.

Agent: My pleasure! I will connect with you by email later today.

Appointment Script:

Agent: I will help you and your family navigate and find the right home. Let’s schedule an appointment to discuss your search and view listings. How about this Saturday at 12:30 in my office?

Buyer: That works for me. Thank you!

Creating organization and clarity in your conversation will show your potential client that you are prepared, confident and the perfect choice for them to use.

Let’s Go!

xo- KG