RPA Scrimage
FOR INTERNAL OFFICE USE ONLY
3/26
Please note there is a long break in the middle of the video while people are filling out the form and the discussion and review follows after the break.
This guide is designed for real estate agents participating in the RPA Scrimmage.
Your goal is to translate raw data from a client interview and property documents into a legally binding, "clean" offer.
To succeed, you must think like a fiduciary—protecting your client's interests while making the offer attractive to the seller.
Phase 1: Discovery (The Evidence Hunt)
Before putting pen to paper, you must extract the "variables" from your three primary sources. Do not skip this step; a blank space in an offer is a sign of an amateur.
The Client Interview: Listen for the "nuggets." What is their price? What are they worried about paying for? What specific items in the house do they want to keep?
The Pre-Approval Letter: Identify the Loan-to-Value (LTV) percentage and the Occupancy Type. These dictate how you fill out the financing section.
The MLS Printout: Find the APN (Assessor’s Parcel Number). Address is not enough—the APN is the property’s unique DNA. Also, identify the Listing Broker’s license number and office information.
Phase 2: Drafting the Grid (The "Make or Break" Section)
The first four pages are the most important. This is where you set the "chess pieces" for the transaction.
1. Identification & Agency
The Date: Ensure the date at the top left is accurate. This date is the "ID" for every addendum that follows.
Brokerage Info: Correctly identify the agency relationships. Are you a Buyer's Agent, or is this a Dual Agency (within the same firm)? Missing this box can complicate your commission.
2. The Financial Pillars
The Math: Calculate the Initial Deposit (Earnest Money). Think about the standard market percentage and how that relates to liquidated damages.
The Interest Rate Ceiling: You must protect your client from market spikes. Find a realistic "not to exceed" rate and enter it.
Points: Never leave the "points" section blank. If you do, you risk leaving your buyer's deposit vulnerable if the lender requires high buy-down costs.
3. Credits & Commissions (G1 & G3)
Closing Costs: If the buyer asked for a specific dollar amount toward their costs, it must be entered in ___??
Your Paycheck: In section ___??, you must check the box to ensure the seller compensates the buyer's broker. If you don't check this box, you are essentially working for free.
Phase 3: Strategy & Contingencies
Contingencies are your buyer's "exit ramps." Your job is to keep them open as long as necessary, while the listing agent's job is to close them.
Timelines: Based on your interview with the lender, how many days do you need for the loan and appraisal?
Investigation (L3): Consider the default timeline. Is it safer for your buyer to shorten this, or keep it as long as possible?
The "Paper Trail": If the MLS says the refrigerator is included, but you don't check the box in the RPA, the seller is legally allowed to take it. Verify all "Personal Property" items.
Phase 4: Final Protections
Initialing for Safety: On Page 15, look for the Liquidated Damages and Arbitration sections. These are not just "standard initials"—they are optional protections. Ensure your client understands what they are agreeing to regarding their deposit.
The Contact Page: Complete Page 17 in its entirety. Escrow officers cannot "guess" your email or phone number. A completed Page 17 is the hallmark of a professional agent.
The Golden Rule of the Scrimmage
"He or she who understands the contract, controls the transaction."
If you don't know why a number is there, ask. If you aren't sure where a "nugget" of information goes, find it. Use your calculator, check your APN, and remember: Redundancy is your friend.
