Assessor Resource

CPPDSM4036A
Broker sale of industrial, commercial and retail property

Assessment tool

Version 1.0
Issue Date: March 2024


This unit of competency supports the work of licensed real estate agents and real estate representatives involved in developing and implementing marketing and sales strategies for the sale of industrial, commercial and retail properties.

This unit of competency specifies the outcomes required to develop and implement a marketing and sales strategy for industrial, commercial and retail property. It includes establishing seller requirements, developing a sales and marketing strategy, reviewing and reporting on the strategy, managing the sale of the property and monitoring the settlement of the sale.

The unit may form part of the licensing requirements for persons engaged in real estate activities in those States and Territories where these are regulated activities.

You may want to include more information here about the target group and the purpose of the assessments (eg formative, summative, recognition)

Prerequisites

Nil


Employability Skills

The required outcomes described in this unit of competency contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit of competency is packaged, will assist in identifying employability skills requirements.




Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.

Overview of assessment

This unit of competency could be assessed through practical demonstration of developing and implementing a marketing and sales strategy for the sale of industrial, commercial and retail properties. Targeted written (including alternative formats where necessary) or verbal questioning to assess the candidate's underpinning knowledge would provide additional supporting evidence of competence. The demonstration and questioning would include collecting evidence of the candidate's knowledge and application of ethical standards and relevant federal, and state or territory legislation and regulations. This assessment may be carried out in a simulated or workplace environment.

Critical aspects for assessment and evidence required to demonstrate competency in this unit

A person who demonstrates competency in this unit must be able to provide evidence of:

completing standard and statutory documentation associated with the sale of industrial, commercial and retail properties

developing a sales and marketing strategy in line with agency practice, ethical standards and legislative requirements for the sale of industrial, commercial and retail properties

establishing seller requirements with regard to the sale of industrial, commercial and retail properties

knowledge of agency practice, ethical standards and legislative requirements affecting the sale of industrial, commercial and retail properties

maintaining communications with sellers and buyers throughout the marketing and sales process

managing the sale of industrial, commercial and retail properties

monitoring the settlement of industrial, commercial and retail properties

reviewing and reporting on the sales and marketing strategy for the sale of industrial, commercial and retail properties.

Context of and specific resources for assessment

Resource implications for assessment include:

access to suitable simulated or real opportunities and resources to demonstrate competence

assessment instruments that may include personal planner and assessment record book

access to a registered provider of assessment services.

Where applicable, physical resources should include equipment modified for people with disabilities.

Access must be provided to appropriate learning and/or assessment support when required.

Assessment processes and techniques must be culturally appropriate, and appropriate to the language and literacy capacity of the candidate and the work being performed.

Validity and sufficiency of evidence require that:

competency will need to be demonstrated over a period of time reflecting the scope of the role and the practical requirements of the workplace

where the assessment is part of a structured learning experience the evidence collected must relate to a number of performances assessed at different points in time and separated by further learning and practice with a decision of competence only taken at the point when the assessor has complete confidence in the person's competence

all assessment that is part of a structured learning experience must include a combination of direct, indirect and supplementary evidence

where assessment is for the purpose of recognition (RCC/RPL), the evidence provided will need to be current and show that it represents competency demonstrated over a period of time

assessment can be through simulated project-based activity and must include evidence relating to each of the elements in this unit.

In all cases where practical assessment is used it will be combined with targeted questioning to assess the underpinning knowledge. Questioning will be undertaken in such a manner as is appropriate to the language and literacy levels of the candidate and any cultural issues that may affect responses to the questions, and will reflect the requirements of the competency and the work being performed.


Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assingnment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)


Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

This section describes the essential skills and knowledge and their level, required for this unit.

Required skills:

ability to communicate with and relate to a range of people from diverse social, economic and cultural backgrounds and with varying physical and mental abilities on matters associated with the marketing and sale of industrial, commercial and retail properties

analytical skills to interpret documents such as contracts, legislation and regulations

application of risk management strategies associated with the marketing and sale of industrial, commercial and retail properties

computing skills to access agency databases, send and receive emails and complete standard forms online

decision making and problem solving skills to analyse situations and make decisions consistent with legislative and ethical requirements associated with the marketing and sale of industrial, commercial and retail properties

literacy skills to access and interpret a variety of texts, including legislation, regulations and contracts; prepare general information, papers, formal and informal letters, reports and applications; and complete standard and statutory forms

negotiation skills to assist sellers and buyers to reach agreement on price and conditions of sale of industrial, commercial and retail properties

numeracy skills to perform calculations associated with the marketing and sale of industrial, commercial and retail properties

planning, organising and scheduling skills to make appointments with sellers and buyers in the process of marketing and selling industrial, commercial and retail properties

research skills to identify and locate documents and information relating to the sale of industrial, commercial and retail properties.

Required knowledge and understanding:

agency and statutory listing documentation

agency fees and conditions

agency disbursements, including:

authorisations, signatures and identifications that must be obtained prior to disbursement

calculation and protection of agency fees during disbursement activities

documentation for agency disbursements

financial transactions that take place at settlement

contracts for sale of property, including:

chattels and fixtures

contract requirements for special circumstances

defects in property

defects in title

effect of acceptance of title

implied matters in contracts for sale of property

prescribed or permitted forms

requisitions on title

special conditions

deposit funds

ethical and conduct standards

general legal principles that impact on property law relating to the sale of industrial, commercial and retail properties

customer relations policies

insurance

market conditions and forces

marketing aids

marketing activities, including:

advertising, including print and electronic media

agency property guide

brochures

direct marketing

business-to-business marketing

inspections

mail-outs

networking

signboards

seminars

targeting markets by service type

internet and online advertising, including web pages, virtual tours and online directories

marketing materials

marketing plan

marketing strategies for:

businesses

commercial properties

industrial properties

retail properties

methods of sale, including:

auction

expression of interest

off the plan

private treaty

reverse auction

set sale

specialised properties

tender

negotiation techniques

property types for:

commercial properties

industrial properties

retail properties

specialist business properties, such as marinas, hotels, open space, resorts and caravan parks

property appraisal methods

relevant federal, and state or territory legislation and local government regulations relating to:

anti-discrimination and equal employment opportunity

anti-money laundering

consumer protection

employment

environmental issues

financial services

franchises and business structure

industrial relations

leases

OHS

privacy

property sales and management

trade practices

risks and risk management strategies

settlement of sale of industrial, commercial and retail properties

trust accounting in sale of industrial, commercial and retail properties.

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording in the performance criteria is detailed below. Add any essential operating conditions that may be present with training and assessment depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts.

Enquiries from sellers may be received through:

business networks

email

inspections

office

referral

telephone

website.

Property may include:

commercial properties

industrial properties

retail properties

specialist business properties, such as marinas, hotels, open space, resorts and caravan parks.

Appropriate rapport relates to use of techniques that:

establish and build confidence and trust in the agency and its representatives

make the seller feel valued

promote and maintain an effective relationship with the seller.

Seller requirements may include:

confidentiality

expectations of agency

marketing

settlement period

terms of sale

type of property.

Appropriate interpersonal communication skills may include:

active listening

providing an opportunity for the seller to clarify their understanding of the sales process

soft questioning and seeking feedback from the seller to confirm own understanding of their needs and expectations

summarising and paraphrasing to check understanding of seller's message

using appropriate body language.

Informationon property and property market may be collected from a range of sources such as:

property, including:

banks and financial institutions

building consultants

local government

professional service providers

seller

tradespeople

visual inspection

property market, including:

agency principal

consultants

discussions with colleagues and clients

documentation

government departments

group workshops and brainstorming

industry associations

internet

interviews

licensed real estate agents

market studies and reports

media, including newspaper, radio, television and industry magazines

questionnaires

reports

research companies

statistics

surveys.

Characteristics of potential buyers may include:

attitudes

business characteristics and objectives

cultural background

demographics

desired benefits

financial resources

investment preferences

service usage

social and cultural factors.

Marketing and sales objectives may relate to:

attracting offers to purchase property

attracting potential buyers, including:

international

local

national

maximising exposure of property sale

maximising sale price of property

realising return on investment

selling property.

Activities may include:

agency property guide

brochures

business-to-business marketing and sales

direct marketing

inspections

networking

promotional strategies, including:

advertising

canvassing and telephone canvassing

image and presentation

mail-outs

pricing

public relations

signboards

seminars

targeting markets by service type

internet and online advertising, including web pages, virtual tours and online directories.

Legislative requirements may include:

relevant federal, and state or territory legislation and local government regulations relating to:

anti-discrimination and equal employment opportunity

anti-money laundering

consumer protection

employment

environmental issues

financial services

franchises and business structure

industrial relations

leases

OHS

privacy

property sales and management

trade practices.

Method of sale may include:

auction

expression of interest

off the plan

private treaty

reverse auction

set sale

tender.

Feedback may be obtained from:

comments from clients and colleagues

competitors

documentation and reports

focus groups

quality assurance data

regular meetings

surveys.

Agency services may include:

property development

property management

property sales.

Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Enquiries regarding sale of property are handled promptly to enable high quality service delivery in line with agency practice. 
Appropriate rapport is established with seller. 
Seller requirements are accurately identified through use of appropriate interpersonal communication skills in line with agency practice. 
Relevant information on property and property market is collected, collated and analysed in line with agency practice. 
Characteristics of potential buyers are evaluated using available data and recognised research techniques. 
Property marketing and sales objectives and strategies are developed in consultation with seller in line with agency practice. 
Marketing and sales strategies are developed that detail a range of activities that accurately reflect seller instructions, ethical standards and legislative requirements. 
Marketing activities and method of sale that best fit the property and potential market are selected and used to ensure maximum impact within specified markets. 
Marketing and sales materials reflecting agreed strategies are developed within appropriate budgets and timeframes. 
Personnel and resources required to support marketing and sales strategies are identified and prepared in line with agency practice. 
Marketing and sales activities are regularly reviewed against aims and objectives of the marketing or sales strategy. 
Need for alternative marketing and sales strategies and adjustments is assessed in consultation with relevant people. 
Feedback on marketing and sales strategy outcomes is sought using reliable methods and verifiable data in line with agency practice. 
Reports are prepared and submitted to seller and other relevant people in line with agency practice and legislative requirements. 
Sale process is managed in a professional manner in line with method of sale, agency practice, ethical standards and legislative requirements. 
Mutually agreed price and conditions of sale are established and confirmed with seller and buyer. 
Agency and statutory sales documentation is produced and completed in line with agency and statutory requirements for finalisation of property transaction. 
Contract is managed to settlement in line with agency practice and legislative requirements. 
Documentation for agency disbursements is prepared and executed in line with agency practice and legislative requirements. 
Seller and buyer confidence in agency sales and marketing activities is maintained through ongoing contact and correspondence. 
Opportunities to promote agency services to seller and buyer are implemented in line with agency practice. 

Forms

Assessment Cover Sheet

CPPDSM4036A - Broker sale of industrial, commercial and retail property
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

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Assessor name:

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Assessment Record Sheet

CPPDSM4036A - Broker sale of industrial, commercial and retail property

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: