The steps you take to qualify a prospective buyer may vary based on how they're acquired. You're likely to begin qualifying a prospective buyer you meet in person immediately, whereas those acquired online will need to be qualified after the fact.

We recommend you qualify prospective buyers using LPMAMA, a tried-and-true buyer script intended to structure to your prospecting calls, but that can also be used to guide your in-person conversations. LPMAMA covers the following topics:

1. Location: Where do they want to buy?
2. Price: How much can they afford?
3. Motivation: When can they purchase?
4. Agent: Have they signed a Buyer Brokerage Agreement with another agent?
5. Mortgage: Have they been pre-approved?
6. Appointment: Close for the appointment.

This script can be found in Google Drive > Shared Drives > Buyer Presentation Materials > Buyer Script for Structure of a Call LPMAMA. We recommend you print it double-sided on legal paper in office as needed. Consider laminating a blank copy to keep at your desk at all times.

Online

Qualifying a prospective buyer acquired online typically requires diligence and patience. To automate your follow-up efforts, we recommend that you add our company Qualify Smart-Drip Plan to their BoomTown lead profile. Doing so will enable you to focus almost exclusively on your task list in BoomTown to determine your daily priorities.

Once you have qualified a prospective buyer you've acquired online, remember to change their category, add notes, set follow-up to-do's and update their e-Alerts in BoomTown. Our BoomTown Web Lead Cheat Sheet is another document we recommend you print and consider laminating to keep at your desk at all times. It's a useful resource for determining how best to categorize your prospects. This document can be found in Google Drive > Shared Drives > Buyer Presentation Materials > BoomTown Web Lead Cheat Sheet.

In-Person

1. Once you have an email address and/or phone number for your prospective buyer, add them as a lead in BoomTown. If you were given a phone number, consider looking it up on Forewarn to not only discover their mailing address, but review any criminal or court records returned that may be of concern. When adding a lead to BoomTown, we recommend that you uncheck the box next to “Send Welcome Email” so that you may send a more personalized welcome email later.
2. Once your prospective buyer has been added as a lead in BoomTown, add an e-Alert if they've already shared their search criteria with you. Otherwise, schedule a call to-do and pick-up where you left off using LPMAMA. When adding an e-Alert, make sure that the frequency you select matches their motivation and takes into account the velocity of the market. At this time, we also recommend changing their category.
3. Invite your prospective buyer to activate their complimentary account on your market watch website by sending them a personalized welcome email. This can be done by clicking the “Send Invite” button in their BoomTown lead profile. We recommend that you personalize the subject line and message. If you're subscribed to BombBomb and have enabled its integration with BoomTown, we recommend replacing the message with a video. If you'd like to subscribe to BombBomb, click here to to do so at our preferred rate. We recommend subscribing to the Individual Plus Package. Once you've subscribed, make an appointment with a member of our operations team to assist you with enabling its integrations with BoomTown and Gmail.