All right, let's go a different direction. This is a really good insight on the buyer side.

A modernist approach to LP Momma. For the person that doesn't know what LP Momma is, what

is LP Momma?

So LP Momma 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? Location, price, motivation, agent, mortgage, appointment. I like

to make it plural and put an S on the end of it, and add source. So if you break down these

things, I don't want to 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 Momma. 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, 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 going to fly through it for time's sake, right? So location.

First thing is pain versus pleasure, right? So we all ask our clients, where do you want

to live? And I'm in Chattanooga, Tennessee, and I love it when I hear, we're looking somewhere

in Tennessee, Carolinas, 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? But still, as you get in that conversation, pleasure versus pain, pain.

First ask that question, where do they want to be? That's usually the subsurface answer.

You've got to get, no, I'm sorry, that's the surface answer. We've got to get to the

subsurface answer. So you've got to ask the pain question, okay, where specifically do

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