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 sale of property

analytical skills to interpret documents such as contracts legislation and regulations

application of risk management strategies associated with the sale of property

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 sale of property

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

numeracy skills to perform calculations associated with property sales

planning organising and scheduling skills to make appointments with sellers and buyers in the process of selling property

research skills to identify and locate documents and information relating to sale of property

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

Required knowledge and understanding

consumer protection principles that impact on the sale of property including

cooling off provisions

false representations and misleading conduct in relation to the sale of land

impact of consumer protection legislation on contracts

insurance provisions

penalties and remedies for breaches

protection offered for consumers

rights and obligations of estate agents

secret commissions

ethical and conduct standards

general legal principles that impact on property law relating to the sale of property including

adverse possession

contracts

easements

fee simple and life estates

general law system and the Torrens system of title

mortgages

real and personal property

restrictive covenants

types of interest in land

marketing aids

methods of sale including

auction

off the plan

private treaty

reverse auction

set sale

specialised properties

tender

property inspections

property sales including

aftersales procedures

agency and statutory documentation

sales presentation techniques

qualifying buyers

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

techniques for identifying needs and motivation of buyers

Overview of assessment

This unit of competency could be assessed through case studies and practical demonstration of assisting with the sale of property 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 in a real or simulated environment to provide followup service to clients in order to finalise sale of properties

assisting in a real or simulated environment in planning preparing and conducting property inspections in line with agency practice ethical standards and legislative requirements

assisting in a real or simulated environment in delivering sales presentations in line with agency practice ethical standards and legislative requirements

knowledge of agency practice ethical standards and legislative requirements associated with the sale of property

knowledge of consumer protection principles that impact on the sale of property

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

Assistance given to licensee in charge or principal and other members of sales team in planning, preparing and conducting property inspections may include:

Appropriate rapport relates to use of techniques that:

Appropriate person may include:

Effective interpersonal communication and presentation skills may include:

Buyer requirements may include:

Assistance given to licensee in charge or principal and other members of sales team in delivering sales presentation may include:

Information may include:

Support may include: