As a John L. Scott broker, you're part of one of the most respected, productive, and professional real estate networks in the industry
Every day, you’re faced with important decisions that shape the success of your business. The Foundations of Real Estate Success program is here to guide you through those early steps. This resource is designed to support your growth, offering foundational tools, strategies, and insights to help you build a thriving real estate career
Please keep in mind: Foundations of Real Estate Success is meant to be a reference guide its suggestions are key elements of your real estate education and professional development
Confidential
For Use by John L Scott Brokers Only These materials are the confidential property of John L Scott Real Estate They are provided as internal resources and may contain proprietary information and trade secrets. In the event your affiliation with John L. Scott ends, all materials must be returned to the company immediately.
Trademarks and Regulations
When communicating your affiliation with John L Scott Real Estate whether in person, online, or through marketing materials please refer to the John L Scott Brand Standards Guide to ensure proper and consistent use of our name, logo, and other brand assets.
If you're engaging in cold calling, be sure to comply with all applicable regulations, including the National Do Not Call Registry and any relevant state-specific registries Additionally, federal and state laws prohibit calling consumers before 8 a.m. or after 9 p.m., so be mindful of the appropriate timing when making outreach calls.
Disclaimer
This publication is intended to provide general information on the topics discussed and is for educational purposes only. It is provided with the understanding that neither the author nor John L Scott Real Estate is offering legal, accounting, or other professional advice
If legal or professional assistance is needed, please consult with a qualified expert. While every effort has been made to ensure the accuracy and usefulness of this material, no guarantee can be made regarding its proper application, and John L Scott Real Estate assumes no liability for its use or interpretation
UNDERSTANDING THE WASHINGTON REAL ESTATE SALE AGREEMENT
At John L Scott Real Estate in Washington, we use standardized real estate forms provided by the Washington Association of REALTORS® and Northwest Multiple Listing Service (NWMLS) to facilitate smooth and legally compliant transactions These forms are reviewed regularly to ensure they reflect current state laws and real estate practices
To keep things simple, we’ll refer to the Purchase and Sale Agreement and its related documents collectively as the “sale agreement”
ACCESS AND USAGE OF REAL ESTATE FORMS
As a broker licensed in Washington, you will access these forms through platforms such as TransactionDesk, Forms 310/320, or another NWMLS-integrated tool These forms are licensed for your professional use only and should not be shared or distributed beyond your own transactions
If you are ever uncertain about the appropriate use of a form or document, contact your Managing Broker or Office Manager for clarification
COMPLETING THE PURCHASE AND SALE AGREEMENT
Most forms are partially pre-filled, requiring you to complete specific transaction-related fields Common areas you’ll fill in include buyer/seller information, offer price, financing details, earnest money terms, inspection deadlines, and closing dates Where default timelines are provided, they will apply unless you specify otherwise
As a new broker, you’ll receive training through John L Scott University and your office support team on how to fill out these forms properly
KEY TOOLS TO HELP YOU
To streamline your workflow and ensure consistency:
Use the Transaction Cover Sheet to centralize buyer/seller contact info, property details, and offer terms Many platforms will auto-populate this information across all forms
Use MLS Connect (where applicable) to import listing data (MLS #, legal description, address, listing broker info)
Make use of the Fast Fill or similar functions within your digital forms platform to reduce manual entry and eliminate errors
GENERAL DISCLOSURE DOCUMENTS REQUIRED IN WASHINGTON
Here are standard documents you must include in nearly all residential transactions:
Agency Law Pamphlet (Form 41 or P-1)
Required to be provided at first substantial contact This outlines agency duties and how clients may be represented
Buyer/Seller Agency Agreement
This establishes the formal relationship between you and your client In Washington, buyer brokerage agreements are now required by law
Seller Disclosure Form (Form 17)
Required for most residential sales unless exempt This is completed and provided by the seller and must be delivered to the buyer
Lead-Based Paint Disclosure (Form 22J)
Required for properties built before 1978 Includes federal requirements and pamphlet acknowledgement
Earnest Money Receipt or Copy of Deposit Check
Required to demonstrate proof of earnest money in the transaction
Financing Pre-Approval or Pre-Qualification Letter
Required to show buyer’s ability to finance the purchase
HOME INSPECTIONS & CLIENT EDUCATION
John L Scott Real Estate strongly advises buyers to obtain professional home inspections even if they’re experienced or working with a contractor A trained inspector can identify issues that may not be visible to the untrained eye and provide written documentation that strengthens your client’s negotiating position
If your buyer waives inspections, be sure they sign a Waiver of Inspections form to document their decision and protect you and the brokerage
COMMON ADDENDA IN WASHINGTON STATE
Depending on the transaction, you may need to attach one or more addenda:
Form 22A – Financing Addendum
Outlines buyer’s loan terms and contingency periods
Form 22B – Appraisal Addendum
Addresses what happens if the property doesn’t appraise at the purchase price Form 35 – Inspection Addendum
Allows the buyer to inspect the property and negotiate repairs or back out Form 22R – Request for Repairs
Used during the inspection contingency to negotiate corrections or credits
Form 22EF – Escalation Addendum
Often used in competitive offer scenarios to increase the offer price above competing bids
Form 34 – Blank Addendum
Used to include custom terms or conditions not otherwise addressed in standard forms
Counter Offer Addenda (Buyer or Seller)
Used to change terms in an offer Every counter must have a response deadline
DISPUTE RESOLUTION
The standard Purchase and Sale Agreement in Washington includes a section on Dispute Resolution Most agreements call for mediation as the first step, followed by arbitration if unresolved
Note: If a buyer or seller declines to mediate before requesting arbitration, they may forfeit their right to recover legal fees even if they win Disputes involving REALTORS® are typically handled under professional standards and should involve your Designated Broker
Sale Agreement Numbering
There is no required system, but many brokers use a mix of property address, date, or initials to label documents.
Manager Review
All purchase and sale agreements should be reviewed by your Managing Broker or mentor before being presented to the client
WRAPPING UP
❏ I know how to access and complete a sale agreement using TransactionDesk or NWMLS tools.
❏ I feel confident explaining the key terms and timelines of a sale agreement to my client.
❏ I understand when to use additional addenda and how to attach them appropriately.
HOMEWORK ASSIGNMENT
Choose an active listing in your local market Prepare a full Purchase and Sale Agreement package using NWMLS forms Include the Agency Disclosure Pamphlet, Financing Addendum (Form 22A), and Inspection Addendum (Form 35), if applicable Review the documents with your Managing Broker and ask any clarifying questions
