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Elements and Performance Criteria

  1. Assist with preparing marketing materials.
  2. Assist in delivery of property marketing activities.
  3. Assist in providing follow-up service to clients.

Required Skills

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 of property for sale

analytical skills to interpret documentation such as agency marketing documents

application of risk management strategies associated with marketing property for sale

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 marketing properties for sale

literacy skills to access and interpret a variety of texts including legislation regulations and codes of conduct prepare general information and papers prepare formal and informal letters reports and applications prepare marketing materials and complete standard and statutory forms

numeracy skills to interpret statistical information on property market conditions and comparable property prices

planning organising and scheduling skills to confirm appointments associated with the marketing of properties for sale

research skills to identify and locate documents and information relating to the marketing of properties for sale

team skills to identify roles and responsibilities in an agency property sales team

Required knowledge and understanding

ethical standards associated with marketing properties for sale

factors considered in review of effectiveness of marketing activities and materials

marketing activities and materials including

advertising including print and electronic media

agency property guide

brochures

businesstobusiness marketing

direct marketing

inspections

internet advertising including web pages virtual tours and online directories

mailouts

networking

open house

seminars

signboards

targeting markets by service type

marketing activities for different types of properties including

businesses

commercial properties

development properties including subdivision and multiunit sites

industrial properties

residential properties

retail properties

rural properties

specialised properties

methods of sale

principles underpinning effective marketing materials

presentation techniques

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

antidiscrimination and equal employment opportunity

consumer protection fair trading and trade practices

employment and industrial relations

financial services

OHS

privacy

property sales

risks and risk management strategies

sales team including

accountabilities

communication

functions

roles

responsibilities

team work

Evidence Required

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 assisting with the marketing of properties for sale by private treaty or auction as part of a sales team Targeted written including alternative formats where necessary or verbal questioning to assess the candidates underpinning knowledge would provide additional supporting evidence of competence The demonstration and questioning would include collecting evidence of the candidates 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

assisting relevant property sales staff to prepare marketing materials in line with client requirements agent instructions and agency practice

assisting relevant property sales staff to implement marketing activities for properties for sale in line with agency practice ethical standards and legislative requirements

assisting relevant property sales staff to provide followup service to clients in relation to marketing of property for sale

knowledge of agency practice ethical standards and legislative requirements affecting the marketing of properties for sale by private treaty and auction

knowledge of consumer protection principles that impact on the marketing of properties for sale

Context of and specific resources for assessment

Resource implications for assessment include

a registered provider of assessment services

assessment materials and tools

candidate special requirements

competency standards

cost and time considerations

suitable assessment venue and equipment

workplace documentation

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

Access must be provided to appropriate learning andor 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 persons 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 RCCRPL 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 projectbased 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

Range Statement

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.

Clients may include:

individuals

groups

corporations

private or public enterprises.

Client requirements with regard to marketing materials may include:

budget

description of property

distribution arrangements

print run

quality and type of marketing materials

type of media

use of online marketing materials, such as web page and virtual tour.

Interpersonal communication techniques may include:

active listening

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

seeking feedback from clients to confirm own understanding of their needs and expectations

summarising and paraphrasing to check understanding of client message

using appropriate body language.

Assistance given to relevant property sales staff to prepare marketing materials may include:

agency information

checking marketing materials for compliance with agency practice, ethical standards and legislative requirements

coordinating professional services relating to production of marketing materials

design of marketing materials

document production

graphics

monitoring cost of marketing materials

obtaining quotes for marketing materials

preparing online marketing materials

preparing property descriptions

preparing and assembling marketing materials

printing and distribution

proofreading, editing and checking marketing materials for accuracy

quality assurance

researching content of marketing materials

researching market conditions and sales results for comparable properties

text.

Assistance given to relevant property sales staff in planning and conducting marketing activities may include:

arranging placement of feature articles on property in local media

assisting with open days and property inspections

distributing promotional materials on agency and property

gathering feedback from prospective buyers

making appointments with prospective buyers to view property

monitoring and collecting information on enquiries from prospective buyers

monitoring costs of marketing activities

organising web-based and online marketing of property

placing advertisements in print and electronic media

quality assurance

supporting other agency staff in marketing activities

taking and responding to enquiries from prospective buyers

telephone promotions.

Legislative requirements may include:

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

anti-discrimination and equal employment opportunity

consumer protection, fair trading and trade practices

employment and industrial relations

financial services

OHS

privacy

property sales.

Appropriate rapport relates to use of techniques that:

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

make the potential buyers and seller feel valued

promote and maintain an effective relationship with potential buyers and seller.

Appropriate person may include:

agency principal

licensed real estate agent

other members of sales team.

Information may include:

agency services

auction process

legislative requirements

marketing documentation

property inspections

property plans and specifications

sale documentation

sales process.

Support may include:

administrative tasks

client contact

collating and analysing feedback on marketing activities

details on prospective buyers

report preparation

research tasks.