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How to Use LPMAMA to Qualify Buyer Leads

Use this proven conversation framework to quickly understand buyer needs, build trust, and guide more leads to closing.

Quick Summary

LPMAMA is a simple, structured way to qualify buyer leads. It stands for Location, Price, Motivation, Agent, Mortgage, and Appointment. By using it during your calls or follow-ups, you can uncover what matters most to buyers, spot who is serious, and move them toward their next step with you.

Why This Matters

When new leads come in through your Sierra website or CRM, it is easy to get stuck sending generic follow-ups. Without the right questions, you may miss critical details like where they want to live, how much they can afford, or whether they are ready to buy now.

LPMAMA gives you a consistent process to qualify leads. This means:

  • You quickly learn which buyers are motivated versus just browsing.

  • You can focus your time on those most likely to close.

  • You build trust because buyers see that you are thorough and truly listening.

For example, a team in Phoenix adds a quick LPMAMA checklist to every new buyer conversation. Within the first call, they learn the buyer wants to stay under $500,000 in a specific school district and hopes to move within three months. This lets the team immediately set up targeted e-alerts and schedule showings, instead of wasting weeks on general drip emails.

Step-by-Step Instructions

1. Keep the LPMAMA Framework Handy

Have these prompts written down or saved in your Sierra CRM notes so you can quickly use them during calls or text conversations.

2. Ask Open-Ended Questions in Each Category

Use these examples to guide your conversations:

Location
  • “What areas are you most interested in?”

  • “Are there specific neighborhoods or school districts you’re targeting?”

Price
  • “What price range are you comfortable with?”

  • “Is there a monthly payment you’re hoping to stay under?”

Motivation
  • “What’s prompting your move right now?”

  • “How soon are you hoping to be in your new home?”

Agent
  • “Are you currently working with another agent?”

  • “Has anyone shown you homes yet?”

Mortgage
  • “Have you been pre-approved for a mortgage?”

  • “Would you like me to connect you with a lender who can help?”

Appointment
  • “When would be a good time for us to go look at some homes together?”

  • “Are you available this weekend for a quick tour of a few properties that fit your criteria?”

3. Actively Listen and Take Notes

  • Enter what you learn into Sierra so it guides your follow-ups and automated workflows.

  • For example, if they mention they want to buy this year, use tags and smart filters to make sure they stay on your radar.

Best Practices

  • Practice until it feels natural. You want this to flow like a conversation, not an interrogation.

  • Listen more than you talk. Buyers will tell you exactly what they need if you give them space.

  • Use Sierra tags and statuses. This ties your LPMAMA details to your automated workflows, so Sierra keeps nurturing them on autopilot.

Small Examples From Other Teams

  • A small brokerage in Ohio keeps a LPMAMA script by their phones. Even newer agents can confidently guide conversations, leading to more showings booked on the first call.

  • A team in Nevada trains ISAs to log at least three LPMAMA points before setting up a property tour. This keeps their pipeline full of serious buyers and cuts down wasted showings.

How This Helps Your Business

When you use LPMAMA with Sierra, you combine personal qualification with automated follow-up. It means fewer buyers slip through the cracks, you spend less time on unqualified leads, and more serious clients move quickly through your pipeline. Ultimately, it turns your website and CRM into a true lead conversion machine that helps you grow your business.

Next Step

Try using LPMAMA on your next few buyer calls. You will quickly see how structured conversations uncover needs faster and lead to more showings booked.

Troubleshooting Common Issues

Issue

What to Check

You feel awkward or scripted.

Practice with a teammate until it feels like a natural conversation.

Buyers are vague.

Use more open-ended follow-ups like, “Tell me more about what would make this move feel right for you.”

You forget to ask something.

Keep a simple LPMAMA cheat sheet near your phone or CRM dashboard.

FAQs

Q: What does LPMAMA stand for again?
A: It means Location, Price, Motivation, Agent, Mortgage, and Appointment. Each is a key part of understanding a buyer’s needs and readiness.

Q: Do I have to ask these in order?
A: No. Use them flexibly. The important part is making sure you touch on each area before investing time in showings.

Q: How does this tie into Sierra’s Buyer Lead Workflow?
A: It works perfectly since Buyer Lead Workflow is based on the LPMAMA framework. Once you know details like price, location, and timeline, you can tag leads in Sierra. This triggers the right follow-ups and ensures your CRM nurtures them properly while you focus on closing.