Real estate scripts
Words that book appointments.
LPMAMA, the three-ask, six-step objections, and six phrases to retire today.
A live person answers. Not a robot, not a phone tree. Updated September 2026.
Learn six things on the first call (LPMAMA), give every non-buyer the three-ask, and replace six phrases that cost you appointments.
What do I learn on the first call? LPMAMA.
- Location. Where, and why there?
- Price. The payment they want, and the price that makes.
- Motivation. Why move, and why now? Motivation predicts who closes.
- Agent. Are they working with anyone?
- Mortgage. Pre-approved, and with whom?
- Appointment. The next meeting, with two or three times offered.
Three before you drive: no showing until you have three of the six answers.
Which six phrases should I never say?
| Never say | Say this instead |
|---|---|
| Just following up. | The last time we talked, you mentioned... |
| No problem. No worries. | That makes sense. |
| Is that okay? | The next step is... |
| I don't want to bother you. | I'll keep this quick. |
| I'm just calling to... | The reason for my call is... |
| Let me know what you want to do. | Let's set a time. Weekdays or weekends? |
What do I say to people who are not moving? The three-ask.
- Ask 1. "Are you thinking of buying or selling in the next 12 months?"
- Ask 2. "Who do you know that we should talk to?"
- Ask 3. "Who do you trust in the industry?"
- Then permission. "Can I stay in touch with you?"
How do I handle objections? Six steps.
- 1. Empathy. "That makes sense."
- 2. Isolate. "Other than that, is there anything else?"
- 3. Dig three deep. Three questions to find the real reason.
- 4. Educate or resolve. Answer the real reason.
- 5. Repeat. Say it back so they hear it.
- 6. Set the appointment. Two or three times.
What does every business text need?
- Your name and company. "This is (name) with (company)."
- Where the number came from. "You signed up on (website)."
- What you do. One line.
- One plain ask. A question they answer in a word.
- Reply STOP to opt out. On every text.
Carrier filters block texts with link shorteners, all-caps words, emoji and phrases like "cash offer" or "call now".
Go deeper
Where to go next.
Questions
About the scripts.
What is LPMAMA?
Six things to learn on the first call: Location, Price, Motivation, Agent, Mortgage, Appointment. It is a checklist in your head, not an interrogation.
What should I say to someone who is not moving?
Three asks: Are you buying or selling in the next 12 months? Who do you know we should talk to? Who do you trust in the industry? Then ask permission to stay in touch.
How do I handle an objection?
Six steps: empathy, isolate it, dig three questions deep, educate or resolve, repeat it back, set the appointment.
Book a coaching call
Book a call about scripts and role-play.
303-955-4220A live person answers. Not a robot, not a phone tree.
- 20 minutes. Your numbers, your calendar, one plan.
- A real coach. A working team leader who still sells, not a call center.
- No contract on the call. You leave with the plan whether you hire us or not.
Elevate Sales Coaching is run by Brian Lee Burke, team leader of the Kenna Real Estate Group at Keller Williams DTC (KWDTC).