About this episode
Matt and Garrett sit down with certified Ninja Coach, Gretchen Adams, to discuss the Scratch Pad Solution and why it's so important in today's fast-paced market. The Scratch Pad Solution (sometimes referred to as the Scratch Pad Close) is used to help clients who are on the fence about whether to place an offer. It allows them to sketch out the details of an offer and take the time to consider whether certain terms and conditions truly fit with their long-term goals. Gretchen explains how this can prevent future fallout for clients, and takes the pressure off to sign an offer they may not fully understand or feel comfortable with. Gretchen reviews the five most negotiated points of a contract (price, terms, dates, inclusions/exclusions and contingencies), and shares the advantages of slowing down the offer process for both client and agent. Our hosts talk with Gretchen about using the Scratch Pad Solution as a tool for buyers and sellers to ensure they are making decisions that align with their initial objectives, and how it can help agents demonstrate their knowledge and experience. Garrett awkwardly drops the mic as they discuss the "Magic Wand Offer," and Matt explains how using this tool can help limit your stress and be more present with clients. The Scratch Pad Solution is one of Larry Kendall's top Ninja tips, and today's episode will leave no doubt in your mind as to why. To discuss episodes, ask questions, and share advice, join our very active Ninja Selling Podcast group on Facebook at https://www.facebook.com/groups/theninjasellingpodcast ! You can also check out https://ninjaselling.com/events/ for information on open installations, which sell out quickly. And a reminder that you can now leave a voicemail with your direct feedback at 208 MY-NINJA. Episode Highlights: The Scratch Pad Solution and how it can prevent later fallout with clients Gives them time to review contract Winner's Curse Intrinsic value of a home for each client The Scratch Pad Solution as a tool to refer back to for buyers and sellers Not all negotiation points are created equal Magic wand and dream scenario Demonstrating control and limiting stress for agents Agent mindset/client mindset Quotes: "One of the things that I just simply love about Ninja is that it fits in every market. So all of these systems and processes work no matter the market that we're in." "Typically the Scratch Pad Close, we're talking about it when we have a buyer who's on the fence and doesn't seem to be able to...write that offer. So we offer up the Scratch Pad Close to sketch out those terms of the contract." "Since things are moving so fast, this is an opportunity for a client to see everything before it goes off for digital signature." "It's really giving them that sense of how to use this tool, and what it is, and how we're going to use it to help them be successful." "There's an opportunity for the agents to gain a little bit more control of the process, too, and it allows them to go faster." "I provide, you decide." "It allows you, before you get into that heat of the moment, to be able to say, 'Hey, let's figure out what is a reasonable offer to you,' and that's different than what we think the home is worth." "It gets them out of that whirlwind...and puts it into a little more perspective." "Any time you delay that conversation, it just builds anticipation and greater disappointment." "If you could wave a magic wand, and have this go any way you want, and based on these five things, what would you like to see in an offer?" "This is another part of the process where we can demonstrate control, where we can keep them focused, and for you as a busy agent, it gives you the opportunity to be present." Links: www.TheNinjaSellingPodcast.com Email us at TSW@TheNinjaSellingPodcast.com Leave a voicemail at (208) MY-NINJA Ninja Selling www.NinjaSelling.com @ninjasellingofficial Ninja Coaching: www.NinjaCoaching.com @ninja.coaching Ninja Events https://ninjaselling.com/events/ Garrett garrett@ninjacoaching.com @ninjaredding Matt matt@ninjacoaching.com @matthewjbonelli The Ninja Selling Podcast Facebook Group