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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.
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 the buyer.
Buyer requirements may include:	access to transport and facilities finance location price purpose of purchase, such as for: business holiday investment private residence settlement period size of property style of property.
Appropriate interpersonal communication techniques may include:	active listening providing an opportunity for the seller or buyer to clarify their 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 message using appropriate body language.
Factors likely to influence the purchase of properties may include:	buying intentions capacity to purchase financial limits motives needs preferences.
Customer due diligence may include:	availability of finance identity verification record keeping requirements reporting requirements.
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, fair trading and trade practices employment and industrial relations financial services OHS privacy property sales.
Promotional materials may include:	agent and agency profile brochures and pamphlets posters property descriptions web page entry.
Effective questioning techniques may include:	active listening clear questions different question types reflection using silences.
Records of inspection may include:	buyer's reaction to property buyer requirements name and contact details of potential buyers.
Factors affecting the successful conclusion of a sale may include:	area and environment in which the property is located availability of comparable properties marketing preferences of seller circumstances of seller and buyer professional skills and resources of agent state of the market for type of property type and condition of property.
Key decision makers may include:	business associates buyer's agent family members and friends of buyer providers of professional advice, including: accountants building advisers financial advisers legal representatives property advisers spouse or partner.
Presentation skills 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 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 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:	contract of sale or real estate, contract note and contract for the sale of businesses declaration of selling agent financial statement to buyer receipt for deposit vendor's statement and trading statement.
Settlement requirements may include:	buyer settlement responsibilities, including: anything the new 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, including: any other documents necessary to provide a clear title to the buyer, such as discharge of mortgage, withdrawal of caveats change of name declaration disconnection of services, such as water, gas, electricity and telephone keys notify rating and taxing authorities of sale other services title transfer of land value of land and chattels.
Deposit moneys may refer to:	capacity of agent to hold capacity of agent to release to seller procedures for receipt and banking.
Settlement agents and other assisting professionals may include:	accountants conveyancers financiers and financial institutions landlords and managing agents legal advisers licensed settlement agents.

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CPPDSM4022A - Sell and finalise the sale of property by private treaty

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Elements and Performance Criteria

Required Skills

Evidence Required

Range Statement