What real estate script do we use to get most of our clients? In my opinion this is the best script that is used in real estate and it’s super simple! It’s a lead conversion script AND a pre-qualification script. We use this script all the time – whether it’s out on a Saturday night, at an open house, talking to a friend, or responding to a lead. So it helps you get an appointment and for you to decide if it’s someone you’re going to meet today or keep them as a nurture to follow up with over time. Remember every person we talk with the goal is to set an appointment.
There is a name for this script and it’s called LPMAMA. LPMAMA is an acronym – which means that each letter stands for a question we ask in the script We do that so we can remember the questions to ask no matter which direction the conversation heads in. We always want to bring it back to the questions we want to ask to get to where we want to go – which is set an appointment I’ll give you all the questions to ask for each letter of the acronym and then I’ll show you the whole script.
L = Location | The home you called on (or area you are looking at) is _______. Is that the area you were looking to buy?
P = Price | And that property is list at $200,000. Is that the price range you are comfortable buying in?
M = Motivation | By the way do you currently rent or own your home? If own – Oh by the way is your house currently on the market? Do you need to sell that house in order to make your purchase? If rent – Are you on a month to month lease or in a long term lease? And just out of curiosity, how soon do you want to be in your new home?
A = Agent | By the way, how long have you been looking for a new home? How many homes have you seen inside of? Are you currently working with an agent? If they’ve seen homes – Out of curiosity how have you been seeing homes – open houses, looking with a realtor, door knocking? If they’re not working with an agent, we want to let them know what we can do for them. Send them listings, setup showings, eliminate having to call all realtors, dealing with attorneys for contracts, give them market info, etc.
M = Mortgage | When you find the house you want to buy, will you be paying cash or obtaining a mortgage? Have you had the opportunity to speak with a lending professional?
A = Appointment | So based on the information you’ve given me, and I don’t mind doing this, I recommend we get together at my office so we can go over the home buying process, do a complete market overview, and then go look at some homes. How does that sound? Then we give them two options – I typically work by appointment. Are you available during the day or are evenings better? I can do Tuesday at 3:00 or Thursday at 4:00.
So that’s our most powerful and most used script. If you’re not a pro at it in the beginning, I recommend you practice with someone you know or find a role play partner. We practice scripts like this often on our team. Once you learn the script you can make it very conversational so you can use it anywhere and anyone – buyer or seller.
If you want a copy of this script, email me and I’m happy to send you a copy of this. And if you want help navigating the market or want help in your business, I’m always here to help.
Feel free to email me. CJ@TrivTeam.com
CJ Trivisonno
Team Lead/Owner
Trivisonno Team
KW Living
cj@trivteam.com
440-941-7707
www.TrivTeam.com
32875 Solon Rd, Ste 100
Solon, OH 44139
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