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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 potential buyers may be received through:	email inspections office open houses referral telephone website.
Rural property may include:	commercial farm, including: acreage aquaculture cropping dairy grazing hobby farm horticulture mixed uses olive orchard trees and forests viticulture industrial residential retail water.
Appropriate rapport relates to use of techniques that:	establish and build confidence and trust in the agency and its representatives make the buyer feel valued promote and maintain an effective relationship with buyer.
Buyer requirements may include:	access to transport and facilities access to suppliers and markets finance location price purpose of purchase, including: business farming activities holiday investment private residence water settlement period size and style of property zoning.
Appropriate interpersonal communication techniques may include:	active listening providing an opportunity for the buyer or seller to clarify understanding of the sales process soft questioning and seeking feedback from sellers or buyers to confirm own understanding of their needs and expectations summarising and paraphrasing to check understanding of seller or buyer's message using appropriate body language.
Factors likely to influence purchase of rural properties may include:	climatic economic historical political seasonal technological.
Legislative requirements may include:	relevant federal and state or territory legislation and local government regulations related to: animal health anti-discrimination aquaculture consumer protection crown land environmental issues EEO financial probity franchises and business structure industrial relations livestock native title OHS privacy rural property sales taxation water rights.
Promotional material may include:	agent and agency profile brochures and pamphlets posters property descriptions web page entry.
Effective questioning techniques may include:	active listening clarity of questions different question types reflection using silences.
Records of inspection may include:	buyer reaction to property buyer requirements name and contact details of potential buyers.
Factors affecting the successful conclusion of the sale may include:	area and environment in which the property is located availability of comparable properties circumstances of buyer or seller marketing preferences of seller professional skills and resources of agent state of the market for type of property type and condition of property.
Key decision makers may include:	buyer's agent business associates executors family members financiers friends of buyer providers of professional advice, such as: accountants building advisers financial advisers legal representatives rural property advisers spouse or partner trustees.
Presentation may include:	active listening appearance body language use of information technology, such as website, virtual tours and online databases use of support and promotional materials voice.
Effective negotiation techniques may include:	analytical skills listening techniques non-verbal communication skills personal attributes presentation techniques questioning techniques speaking skills.
Effective techniques used for dealing with conflict and breaking deadlocks may include:	calling in a third party clarifying the positions of both parties deferring the decision preparing a compromise restating the position summarising the progress to date.
Effective techniques used for closing sale may include:	alternate option close assumption close competition close customer close deal or concession close direct close indirect close summary-of-benefits close time-driven close.
Sale of property documentation may include:	agency agreement contract of sale, contract note or contract for the sale of businesses contract inclusions, such as pasturing of livestock, clearing of timber and verification of equipment specifications declaration of selling agent financial statement to buyer receipt for deposit special conditions, including insurance, natural increases, timber, crops, water licences, permissive occupancy, possession prior to completion and depasturing vendor's statement and trading statement.
Settlement requirements may include:	buyer settlement responsibilities include: anything new the lender requires, such as a notice of acquisition or a disbursement order bank cheques for the balance of purchase money plus or minus adjustments seller settlement responsibilities include: any other documents necessary to provide a clear title to the buyer, such as discharge of mortgage, withdrawal of caveats and change of name declaration disconnection of services, such as water, gas, electricity and telephone keys notify rating and taxation authorities of sale title transfer of land value of land and chattels.
Deposit funds may refer to:	capacity of agent to hold capacity of agent to release to seller.
Settlement agents and other assisting professionals may include:	accountants conveyancers financiers and financial institutions landlords, managing agents and owners legal advisers licensed settlement agents.

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CPPDSM4021A - Sell and finalise sale of rural property by private treaty

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Elements and Performance Criteria

Required Skills

Evidence Required

Range Statement