Free LPMAMA Real Estate Script (PDF, Word)

Watch: How to Use the LPMAMA Script

“Location is the first… to solve the problem… What’s the specific neighborhood or area you’re most interested in? … Find out where they are looking, what website.”

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What LPMAMA Stands For

This real estate script for buyer leads outlines the six key elements agents should cover. Each step focuses on uncovering essential details about the client’s needs, which is key to any buyer lead follow-up strategy.

Acronym	Stands For	Key Purpose
L	Location	Understand where they want to live and why.
P	Price	Determine their budget and financial comfort level.
M	Motivation	Discover the “why” behind their move.
A	Agent	Find out if they are working with another agent.
M	Mortgage	Assess their pre-approval status and financial readiness.
A	Appointment	Secure the next step: an in-person or virtual meeting.

1. Location

Start by asking open-ended questions to learn where the buyer wants to live. This sets the tone for the conversation and helps you answer “what questions to ask real estate buyers.”

Tip: Encourage buyers to share more detail about their location preferences, whether it’s proximity to schools, a quick drive to work, or only areas they’ve been searching in on sites like Zillow’s buyer guide or using Redfin Tools for map-based searches.

2. Price

Understanding a buyer’s budget is critical. Discuss their price range and financial comfort, and explore whether they have a down payment ready.

Example: “If I could find you a property that fits your budget and payment comfortably, would you be interested in moving forward?”

3. Motivation

Get to the core of why the buyer is starting their home search. Knowing their motivation can help you build rapport and frame your value proposition.

Example: “What made you want to begin the home buying process?”

4. Agent

This step helps determine whether the buyer has already engaged with other agents or is working solely with you. It’s a key part of any consultation approach for agents.

Example: “Has anyone explained all the amazing first-time buyer programs available to you?”

Tip: Highlight your unique value as a buyer’s agent, as defined by the National Association of REALTORS® (NAR). You can even offer them a link to the official NAR Buyer Guide as a sign of goodwill.

5. Mortgage

Knowing how to prequalify a home buyer‘s mortgage status is essential. This is an opportunity to connect them to resources.

Example: “Have you had a chance to speak to a lender and get pre-approved yet?”

Tip – Mortgage Pre-Approval Conversation Tips: For buyers who haven’t started, position yourself as a resource. Explain how being pre-qualified gives them an edge. You can also point them to HUD.gov resources for first-time buyers or their official glossary to define terms.

6. Appointment

The goal of this real estate appointment setting script is to set an appointment, either in person or over the phone, to take the next step in the process.

Example: “What would a home that suits your needs and makes the most sense for your family look like?”

Key Practices for Success

Build Rapport by Asking Open-Ended Questions

Most buyers won’t open up if the conversation feels pressured. This consultation approach is warmer than a traditional, aggressive cold calling script for realtors. Use open-ended questions to learn about their motivations, lifestyle, and needs.

Be an Explorer and Stay Curious

Think of yourself as an investigator. Every answer the client gives should lead to a follow-up question. This is a tactic often used by top-performing real estate ISAs to go deeper and build a comprehensive client profile, which can be logged in a Real Estate Lead Tracking Excel Spreadsheet.

How to Handle Real Estate Buyer Objections

When clients have concerns (e.g., affordability or market conditions), listen carefully. Address objections with empathy and provide reassurance grounded in reality. For example, if they’re worried about rising interest rates, explain how the market has leveled out, making it easier for buyers to get their offers accepted.

“Using this script helped me qualify 4 serious buyers in 3 days—no fluff, no wasted time.” – Sarah T., Coldwell Banker

Focus on Solutions for Every Buyer’s Situation

Regardless if you’re helping with down payment options, explaining the home buying process, or finding pre-approved mortgage deals, position yourself as an expert who’s there to make their life easier. This approach not only builds trust but ensures you’ll convert more leads into clients.

Why This Lead Conversion Script for Agents Works

The structured LPMAMA framework simplifies conversations with buyer leads, allowing agents to focus on what matters most. By balancing curiosity, empathy, and expertise, you can easily qualify buyer leads, guide them through the buying process, and set up more deals in less time. Whether it’s qualifying internet leads or improving open house lead conversion, this script is versatile enough to work across various lead sources.

Check Back for Updates

Using the LPMAMA script is about more than just ticking boxes. It’s about listening to your clients, understanding their needs, and showing genuine care for their homeownership goals. This framework helps real estate agents not just close deals but build meaningful, trusting relationships with clients.

If you’re ready to take your real estate business to the next level, implement this framework, connect with your next buyer, and enjoy long-term success. For the best results, integrate this buyer lead follow-up strategy into your daily routine, and watch your ability to build rapport and convert leads.