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

negotiation and presentation skills to conduct listing negotiations with clients

analytical skills to interpret documents such as legislation regulations and standard and statutory forms associated with the listing of properties for sale

application of risk management strategies associated with the listing of properties for sale

computing skills to access the internet and web pages prepare and complete online forms and search online databases

decision making and problem solving skills to analyse situations and make decisions consistent with legislative and ethical requirements

literacy skills to access and interpret a variety of texts including legislation and regulations prepare general information and papers prepare formal and informal letters reports and applications and complete standard and statutory forms associated with listing properties for sale

numeracy skills to calculate and interpret data to provide estimates of selling price range

planning organising and scheduling skills to undertake workrelated tasks such as inspecting properties organising appointments and reporting to clients on progress associated with property listings

research skills to identify and locate documents and information relating to results of comparable property sales

Required knowledge and understanding

agency and statutory listing documentation

agency fees and conditions

agency practices in relation to obtaining listings

business and personal referral networks

business development area for property listings

ethical standards associated with listing properties for sale

listing presentation kit including content format and purpose

marketing activities

market value including

forces that create value

types of value such as value to owner statutory value and security value

methods of sale

negotiation techniques

networks that provide listing opportunities

presentation techniques

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

antidiscrimination and equal employment opportunity

antimoney laundering

consumer protection fair trading and trade practices

employment and industrial relations

financial services

OHS

privacy

property sales

risks and risk management strategies

role of estate agent in providing estimate of value

sales property listing presentation

sources of listings

target groups for obtaining listings

techniques for identifying needs and motivation of clients

ways of developing and maintaining a sales business network

Overview of assessment

This unit of competency could be assessed through practical demonstration of listing a property for sale 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

completing standard and statutory documentation associated with listing properties for sale

finalising and negotiating the listing of properties with clients

knowledge and application of determining client requirements with regard to the listing of properties

knowledge of agency practice ethical standards and legislative requirements affecting the listing of properties for sale

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

maintaining business records associated with the listing of properties for sale

maintaining communications with clients throughout the listing process

planning and delivering effective listing presentations

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 including 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 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 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

Sources of property listings may include:

Legislative requirements may include:

Business and personal referral networks may include:

Enquiries from potential clients may be received through:

Appropriate rapport relates to use of techniques that:

Client requirements may include:

Interpersonal communication techniques may include:

Promotional material and listing kit may include:

Visual inspection may include:

Key decision makers may include:

Method of sale may include:

Marketing activities may include:

Statutory and agency listing documentation may include:

Negotiation techniques may include:

Relevant parties may include: