Certificate IV in Property Services (Business Broking)

Not Applicable


Packaging rules

To achieve recognition at the Certificate IV level, the candidate must demonstrate competency in the eight core units, plus four electives (total twelve units).

The candidate must select three or four electives from the list below.

In cases where three electives are chosen, one further elective must be undertaken from:

any Certificate IV qualification in add topic CPP07 Property Services Training Package

any Certificate IV qualification in any other endorsed Training Package.

All units must contribute to a valid, industry-supported vocational outcome.

Core units

add topic CPPDSM4006A

Establish and manage agency trust accounts

add topic CPPDSM4015B

Minimise agency and consumer risk

add topic CPPDSM4029A

Appraise business

add topic CPPDSM4053A

List business for sale

add topic CPPDSM4060A

Negotiate sale and manage sale to completion or settlement

add topic CPPDSM4061A

Obtain prospects for listing

add topic CPPDSM4069A

Promote and market listed business

add topic CPPDSM4079A

Work in the business broking sector

Elective units

add topic BSBADM409

Coordinate business resources

add topic BSBCMM401

Make a presentation

add topic BSBCUS401

Coordinate implementation of customer service strategies

add topic BSBFIA401

Prepare financial reports

add topic BSBFIA402

Report on financial activity

add topic BSBITS401

Maintain business technology

add topic BSBLED401

Develop teams and individuals

add topic BSBMKG401

Profile the market

add topic BSBMKG402

Analyse consumer behaviour for specific markets

add topic BSBMKG507

Interpret market trends and developments

add topic BSBMKG514

Implement and monitor marketing activities

add topic BSBREL401

Establish networks

add topic BSBRES401

Analyse and present research information

add topic BSBSMB401

Establish legal and risk management requirements of small business

add topic BSBSMB402

Plan small business finances

add topic BSBSMB403

Market the small business

add topic BSBSMB404

Undertake small business planning

add topic BSBSMB405

Monitor and manage small business operations

add topic BSBSMB406

Manage small business finances

add topic BSBSMB407

Manage a small team

add topic BSBLDR403

Lead team effectiveness


    Not Applicable

Entry Requirements

Not Applicable

Licensing Information

Not Applicable

Employability Skills

Employability Skills Qualification Summary

Employability Skill

Industry/enterprise requirements for this qualification include:


apply literacy skills to access and interpret a variety of texts, including legislation, regulations, trust account records and financial reports; prepare general information and papers; prepare formal and informal letters, reports and applications; and complete standard forms

apply numeracy skills to calculate and interpret data contained in trust account records and financial reports

apply reading skills to access and interpret a variety of information relating to appraising a business and relevant information regarding legislative requirements

canvass, clarify and resolve client questions or concerns according to agency and legislative requirements

clarify and assess buyer requirements using appropriate interpersonal communication techniques

communicate with and relate to a range of people from diverse social, economic and cultural backgrounds and with varying physical and mental abilities

communicate with clients to enable the appraisal process and resolve complications

communicate and negotiate with relevant parties and monitor the marketing process to ensure effective marketing of the property occurs

discuss, draft and agree on possible marketing strategies and budgets for the sale of the business and related components

document agreements and distribute relevant documents and information to clients and other relevant internal and external parties

establish appropriate rapport with buyers

identify and complete appropriate documentation

produce and distribute formal documents to reflect agreements made by parties involved in the listing process

review documentation and other reporting requirements for compliance with legislative requirements


ensure agency trust accounts comply with legislative requirements by referring to third parties and other professionals

interact with clients and resolve their concerns and issues

participate in professional networks to identify and build relationships with relevant individuals and organisations and to obtain and maintain personal knowledge

relate to people from a range of social, cultural and ethnic backgrounds and of varying physical and mental abilities

use networks to assist in the implementation of promotional activities

Problem solving

apply decision making and problem solving skills to analyse and make decisions about agency trust accounts consistent with legislative and ethical requirements

assess the effectiveness of planning and marketing processes to identify possible improvements in future activities

determine profitability of the business and associated components using appropriate appraisal practices according to agency requirements

determine most appropriate marketing methods

discuss and document points of agreement, and rights and obligations to ensure clarity and to avoid potential misunderstanding and conflict

interpret and apply financial, legal and procedural requirements

resolve potential negotiation dilemmas, buyer or seller concerns and issues, and conflict arising from sale process

resolve potential marketing dilemmas

Initiative and enterprise

apply analytical skills to interpret documents such as legislation, regulations, trust account records and financial reports

analyse business and associated plant and equipment ownership and status, as they relate to listing a business with a brokerage office

analyse sales process, buyer intentions and seller expectations

analyse marketing options and current market trends

identify and access source documents for trust transactions in line with legislative requirements

identify and analyse current market trends and positions and determine best listing options

maximise opportunities for repeat or future business according to agency procedures and requirements

process and analyse market information to assist in making an assessment of the listed business' marketability and viability

Planning and organising

access and understand a variety of information relating to listing a business and relevant information regarding legislative requirements and business broking services

collect and evaluate current business financial data to determine financial status according to agency requirements

draft, determine and agree on marketing plans and budgets for the sale of business and related components

identify and prepare personnel and resources required to support, promote and market the listed business

obtain and analyse source and occupancy documents according to legislative and agency requirements

obtain information relevant to appraising a business and provide information on the appraisal process and final appraisal

prepare and structure information and documents relating to the negotiation and completion of a sale


adapt work processes as appropriate to meet the specific needs of the client and other staff

explain and negotiate with client according to agency and legislative requirements and expectations

identify ways to improve performance through seeking feedback from clients and colleagues

interpret and comply with relevant legislative requirements

monitor own performance and identify any personal development needs

plan and implement business broking services and work practices according to client requirements and agency values, legislative requirements and ethical standards

understand mechanisms to obtain and analyse client comments and feedback

understand and respect individual differences

work ethically and professionally with clients, colleagues and external agencies and model and maintain high standards of performance


apply knowledge of agency practice, ethical standards and legislative requirements associated with appraising a business

apply knowledge of agency practice, ethical standards and legislative requirements for the operation of agency trust accounts

access learning opportunities to extend own personal work competencies to improve service delivery in business broking

identify and implement opportunities for personal development strategies to maintain currency of professional competency in providing effective business broking services

assess against occupational competency standards and other relevant benchmarks personal knowledge and skills in providing business broking services to determine professional development needs and priorities

provide ongoing training of all relevant agency staff to ensure efficient operation of trust accounts, financial and IT systems and compliance with agency practice and legislative requirements


use business technology to access and organise information according to agency requirements

select and use technology appropriate to task

Due to the high proportion of electives required by this qualification, the industry/enterprise requirements described above for each Employability Skill are representative of the property industry in general and may not reflect specific job roles. Learning and assessment strategies for this qualification should be based on the requirements of the units of competency for this qualification.

This table is a summary of Employability Skills that are typical of this qualification and should not be interpreted as definitive.