All right, let's go a different direction. That's a really good insight on on the buyer side, uh a modernist approach to lp mama for the person that doesn't know what lp mama is what is lp mama, so lp mom is an acronym for our industry, which i'd love to know who created this. Do you know who created this? What a wild thing right, um, location, location, price motivation, agent, mortgage appointment, i like to make it plural and put an s on the end of it add source yeah um, so uh. So you know, if you break down these things most, i don't say most people, but a lot of people, especially if you're in any type of furthering your education from a sales perspective in real estate.

You've heard of lp mama yeah um. But what i find is that people it's one of those things that you learn in the classroom, but you don't actually apply yeah right and so years ago i decided i was like this is great, but how do we make people apply it out in the field? Right so we created some tactics to it and i'm gon na fly through it. So we yeah for time's sake. Let's go so so.

Location first thing is: is pain versus pleasure right, you know, so we all ask our clients. Where do you want to live yeah, and you know i'm in chattanooga tennessee and i love it when i hear oh we're looking somewhere, tennessee carolina's alabama, maybe georgia and you're like great you might want to narrow down a state before we start talking subdivisions and especially In today's time, it's like everybody's moving from somewhere else in the country. So therefore they don't know right um, but but still as you get in that conversation, um pleasure versus pain, pain. First, ask that question of where do they want to be um you're? That's usually the subsurface answer you got to get.

No, i'm sorry! That's the surface answer we got to get to the subsurface answer, so you could ask the pain, question. Okay. Where specifically, do you not want to be and and and nine times out of ten? It's like oh anywhere in chattanooga, is where they want to be. Where do you not want to be like? I want to be in this location, this location, this location.

I actually would really like to be in this location yeah, so they usually will peel back the layers when you go for the pain question, because people want to stay away from pain, right right, um. So simple enough right, pain versus pleasure, easy um! Next one is price um. So so i call i call this push the limits and create safety, uh, create safety and then create clarity, push limits followed by safety and clarity being created. So um too often agents will ask what is your price point right or which? What price point are we looking in? If i were to ask you tom? What price are we looking in in chattanooga tennessee? What might you say: uh somewhere between 1 million and 5 million? So because i don't know the market you're, the rarity that just gave me a range yeah? No, no those people really will say.

Like most people will say: oh i'm looking around a million yeah or i'm looking around 500 or whatever 500 whatever it may be, i think of every portal i've ever been on that always goes low to high yeah. When you go on to any website you plug in two numbers, so so and body language matters right, so hey so tom um tell me the range that you're looking for yeah, you know make very clear questions. What is the range you're looking for? So when you go online and you put in the bottom price and the top price, what are those two? A million - a million two okay, so the next step i've got to do is i've got to create some safety here, because i want you to trust me. Yeah, okay, so a million to million too so one of the one of the mistakes that i learned early in my career is that i would take that for face value and then later you might call me up and say: hey what about this house? Why didn't you send it to me right and it's not between that range yeah right, so i want to start out in the beginning, i'm telling the story to the client.

Yes, i want you to know. I don't want you to be another case like that. So if you change your price point, will you let me know sure, okay cool, so i also want to do you a favor. You said a million to a million too.

For some reason, people still like price things with nines. Can we start the search at 9.99? Yep, how do you feel as a consumer when i ask you that i'm okay with that it sounds like you might get me a few more properties to look at would be my guess, right and, and i'm not right now, everybody's saying: oh good luck, trying to Find it in that price point right right, so i go low first to create some safety because they're like oh wow, this person's actually gon na help me find something maybe a deal after i create safety. Then i want to create clarity on the high okay. So 1.2, i just want to make sure that if i happen to find something - that's say: 50 grand over that do you want to know about it, or would i be teasing you if it was absolutely perfect? I'd absolutely want to know.

Oh you would okay. Well, what about should we just say one three: how would you feel about one three, one three might be pushing it: okay, so so we're somewhere in that range, we're gon na solidify that right and then again i want to repeat it at the end. If anything changes will you, let me know: yeah, okay, i love the go low safety and then pushing the limits high for clarity, because at the end of the day, if they're just getting started, they're probably going to push their price point right right, and so we Want to create that clarity right, so price makes sense, location, price, um, motivation, this one's this one's, pretty simple, ask really broad questions and then follow it with mirroring and or tell me more about that right too often, we ask people: why do they want to move? Why why do you want to move? That's a very defensive question and a lot of times. People are moving for not the best reasons right.

You know divorce death hate their neighbors can't afford the payment. You know um, so a better question might be like future sell them. Once you have found your perfect dream home. What might this do for you and your family and then start talking about positive things, right, yeah and they may just say: hey we'll, have more space? More space, you know a little bit of mirroring yeah and they're.

Well, actually, we we live in this size, house and we'd like to have this size house and and so that mirroring will sometimes unpeel some layers and then, and then tell me more about that. Is you know, that's what i say every day of my life when i don't know what to say right like i might have just zoned off and not have listened, and they asked me a question. Tell me more about tell me more about that right with motivation. Couldn't you also ask like what's important to you what's important you guys in this new home, absolutely they'll open up and they'll tell you, you know all kinds of value.

You know related answers and i, but i think, if you start really broad in the beginning, like once you've found this perfect home. What will this have done for you right? I don't know if that's grammatical, but i'm from tennessee with your answer. Since your sales people are selling 42 homes on average it works, it works, so motivation check yeah, yeah, um agent, so agent. I think this is.

This is a question that a lot of people are scared to ask because they don't want to know the answer right. They just hope for the best and it's really important, but we got to figure out a soft way to get into it, because the old saying buyers are liars um, if you ask them, if you ask anybody something that an easy out for them to get out Of the conversation could be a lie: let's just not set them up for that yeah and so um. I like to ask the question so um up until now, before we've met you've, probably i want to make an assumption. You've, probably looked at some houses already tell me about the houses that you've looked at, even if you don't like them, so i can get an idea of what she looked at and then what changed yeah if they say this is the first house, i've ever looked At i'm done i'm moving on yeah right, but if they say well, i actually uh saw this house down the road and we lost it because whatever okay awesome awesome.

So when you looked at that house, i'm assuming there was an agent there did you happen to hire them just very direct yeah, very direct. Did you happen to hire them yeah? Oh? No! No! I didn't hire them. But yes, maybe, if you're an open house yeah, but they are my agent though they're my guy yeah they're, my gal, okay, the follow-up to that is: oh, okay, that's great and and and um who's, that by the way, because you want to know who your competition Is okay? Okay, it's katie awesome! So so, when i happen to find another house, if this isn't the one that i think might fit you should i send that to katie, or should i send that directly to you, yeah and um, and i like to work by text. So, what's the best number to text you at yeah and i've found that group text worked best when you know, because i don't want to leave your wife out.

What's her number yeah you know, and so that that tends to open up all sorts of answers, yeah right and if they say no or they if they say i actually have hired another agent, then we respect that yeah exactly okay, so agent check yeah. So mortgage stack the cool yeah twice: yup, okay, so this is. I love that you just have all these. Like stack the cool.

You know. Uh i've been doing this for so long, yeah yeah - and this is the modern distributor, lp mama. I love it. Yeah.

That's worked for a while and so so stack the cool twice when it comes to mortgage so um. I was just talking to a team the other day about this and they were like well when we talk price, what it. What is that, where we're going to mortgage and i'm like no, they need the customer needs to be heard right if you start beating them down they're going to stop talking so just hear what they have to say. Even if it just sounds outrageous, you know, but when we get do get to mortgage and by the way none of this has to be done in this order.

No, just just a heads up on that um, but when it comes to mortgage, though stack the cool twice, this is where you get to educate the consumer. Let them know like right out the gate. First stack: the cool is everything that we do right by saying: hey most people think we just open up doors and collect big checks, but as we start to work together, i want you to know all the things that i'm responsible for from finding you, the home To negotiating for you explaining the contracts, communicating being air traffic control and i'm going to cut it short for time's sake here, but you stack the cool of all the things that you do. Here's my value right and then one really important thing that i help my consumers with is: is the mortgage side of it? You know, should you should you pay cash? Should you get mortgage? Should you do a government back loan, or should you do a conventional loan? Should you do private funding, sometimes now, these days yeah like there's all these different things, but then it's like what what is uh should we go with the online lender? Should we go with the local lender, i'm stacking, the cool of all the different scenarios of mortgage from appraisals to processors.

To is your loan officer against you or with you? What's a credit report look like and how does that affect you and at the end i end with i know i know i'm rambling here a little bit, but are there any specific questions about mortgage that i can make sure i guide you down the right path? Yeah and after you've explained all your value and you stacked the cool twice they're, usually like oh my gosh, i didn't realize there were so many directions. What should i do right and then now we get to guide them to the lender that we think is going to be best for them and in today's market also respected in our local industry. So the offer gets accepted. Yeah right so stack the cool twice and then end with what what gaps might i feel for you about mortgage because their question just may be well my credit score's here and i'm not sure if that's good enough to buy or not right, or they may say.

Well, how much money do i have to put down and now you're, just in this wonderful conversation right that they're now trusting you yes versus? Are you paying cash, or are you getting a mortgage that can be very offensive to some people right people want to get to like hey? What like, i want to keep my payments at this range. What do i need to do right, especially like for first-time buyers right yeah? You two are buying a house soon, just following up on it. I follow up on it all the time. Okay, so we got, we got mortgage yeah um.

So next one is appointment. Yeah um appointment, simple, it's choice, questions with sense of urgency, yeah, right and and every time you meet with the client. By the way you should have. If you don't have this memorized, which you probably won't for a while until you actually practice it and put it into play, you should literally be like the police officer where they pour the little pad out when they in an accident, and they you should pull out The little pad and say hey, one of the things that keeps us in line is making sure that just a couple really important a couple really important things.

Oh, you should probably take that call. Sorry in the middle of the show, my son calling yeah um, i'm like wait, does that mean um, so no editing, no editing about it um, but appointment though oh i know what i was saying. You pull out the pad and you say hey, so i stay on track. I don't want to let you down, and these are the few things that i need to make sure we've covered we've covered this we've covered that we've covered, that i'm clear on all these things um this next one is appointment.

This is this doesn't mean that we have to meet face to face, but when are we going to touch base again right or when are we going to meet again or whatever it may be, but make sure again or whatever it may be right? And you got to be really clear with choice questions though they have to truly be a choice, don't say: does wednesday or thursday work, because that's a yes or no question would wednesday work or would thursday be better, but don't forget sense of urgency, especially in this Market yeah so love it, and then you added the bonus s s last. One is source right, so uh, there's a there's, an influential real estate guy that you and i both know in southern california - and i remember seeing a post. He made one time. He said i referred out a a client, i did not ask for a referral and they bought a seven million dollar house and i never heard from them.

I never heard a thank you yeah, i didn't get a card and and it's not that that person was expecting anything but at the same time they're, probably not going to send them another referral, bingo right, and so when i say, source um, it's either measurement or Love on that source right know if it makes sense for where you're getting that business from from a measurement standpoint, but really, most importantly, so much of our businesses is referrals from our clients from other agents. And what are you doing to love on those people when they that's right when they do it? You know, and so i remember one facebook post came out and they were like needed agent, chattanooga and - and i was one of the many many agents that were in there yeah and i won the the facebook competition of who the agent was, and i went onto That thread - and i said hey, thank you so much for for um it was. It was a local person, yeah that i didn't know, and i was like hey: what's your favorite restaurant, i'm shooting you a gift card right now, right and like and then guess what someone else saw that like two months later and called me up - and they said: Hey, i heard you give out gift cards for buyers and i was like sure and uh: where do you like to eat and uh so so make sure you live on the source yeah? I love it. So there's my tactics, man, we uh.

We impact a lot in a very short amount of time. Doug. Thank you so much for having me confidence and conversion make sure you follow doug on instagram and every place else, and i have to say like somewhere between, like mr rogers, i'm just thinking like the tone that i hear it's so soothing to hear you just talking To this, i've never heard that one before in the most loving respect, just in case you're wondering my neighbor, that's exactly right. Let me show you about lp mama right, that's exactly what i was feeling so anyway.

Thank you. So much for watching make sure you practice this watch this over and over again subscribe. Do all that good stuff and doug. Thank you.

Thank you. You.