A simple method that will help you increase your conversion rates.
As a real estate agent, converting leads into appointments is essential for growing your business. In this article, we’ll explore a simple yet effective strategy that you can implement to convert more buyer leads.
First, let’s review the LPMAMA model many real estate agents use when working with buyer leads. LPMAMA stands for Location, Price, Mortgage, Agent, Motivation, and Appointment. Agents ask a series of questions related to these factors, with the goal of setting an appointment at the end.
However, in today’s culture of instant gratification, many buyers want to skip the lengthy questioning and get straight to the appointment. This is where the ALMA concept comes in. ALMA stands for Appointment, Location, Mortgage, Agent. By rearranging the letters and putting the appointment first, we can better serve our clients’ needs and increase our conversion rates.
“We’ve seen a significant increase in conversion rates.”
Here’s an example of how the ALMA script might sound:
“Hey John, thanks for calling about 123 Mainstreet. I see that you had some interest in it. Are you interested in taking a look at it? Wednesday at 6:00 works? Let’s do 6:00. So, John, I just wanted to make sure that house is located in North Canton schools. Is that the only area that you’re looking for? Are you looking for other school districts as well? Great. Also, just real quick, one question for you is the mortgage. Have you looked or talked to a mortgage lender? Do you know how you’re approaching your financing? Have you or do you want to bring some lenders? What is your thought about that? Great. The last thing I have, John, before we meet Wednesday at 6, is I just want to make sure, are you working with any buyer or agency? Do you have the exclusive buyer agency agreement signed with anybody?”
As you can see, this script is much shorter and gets right to the point of setting an appointment. It also gathers important qualifying information before the appointment, ensuring that both the agent and buyer are prepared and on the same page.
Since implementing the ALMA concept on their real estate team, we’ve seen a significant increase in conversion rates from leads to appointments. By putting the appointment first and gathering qualifying information quickly, you’ll be able to serve your clients better and increase your conversion rates. If you have any questions, don’t hesitate to reach out to me by phone or email.
