Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners

CPPDSM3005A Mapping and Delivery Guide
Assist with the sale of properties

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency CPPDSM3005A - Assist with the sale of properties
Description This unit of competency specifies the outcomes required to assist with the sale of all forms of property by private treaty or auction as part of a sales team. It includes assisting with property inspections, sales presentations and preparing for auctions.The unit may form part of the licensing requirements for persons engaged in property operations and development in those States and Territories where these activities are regulated.
Employability Skills The required outcomes described in this unit of competency contain applicable facets of employability skills. The Employability Skills Summary of the qualification in which this unit of competency is packaged, will assist in identifying employability skills requirements.
Learning Outcomes and Application This unit of competency supports the work of real estate representatives and agency support staff involved in assisting with the sale of property by private treaty or auction as part of an agency sales team. The work is performed under the supervision of the licensee in charge or principal.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites Nil
Competency Field Real estate
Development and validation strategy and guide for assessors and learners Student Learning Resources Handouts
Activities 		Slides
PPT 		Assessment 1 Assessment 2 Assessment 3 Assessment 4
Elements of Competency Performance Criteria              
Element: Assist with property inspections.
  • Details of property inspections are confirmed with appropriate persons.
  • Assistance is given to licensee in charge or principal and other members of sales team in planning, preparing and conducting property inspections in line with agency practice and legislative requirements.
  • Appropriate rapport is established with prospective buyers.
  • Prospective buyers' questions are answered fully and honestly or referred to appropriate person.
  • Effective interpersonal communication and presentation skills are used in representing the agency and responding to prospective buyers' questions and concerns.
  • Contribution is made to sales team review of property inspection in line with agency practice.
       
Element: Assist in delivery of property sales presentation.
  • Buyer requirements are clarified with licensee in charge or principal and other members of agency sales team using appropriate interpersonal communication techniques.
  • Assistance is given to the licensee in charge or principal and other members of sales team to prepare for sale in line with sales methods, agent instructions, legislative requirements and agency practice.
  • Appointment details for sales presentation are confirmed.
  • Assistance is given to licensee in charge or principal and other members of sales team in delivering sales presentation in line with agency practice and legislative requirements.
  • Appropriate rapport is established with buyer.
  • Buyer questions are answered fully and honestly or referred to appropriate person.
  • Effective interpersonal communication and presentation skills are used in representing the agency and responding to buyer questions and concerns.
  • Contribution is made to sales team review of sales presentation in line with agency practice.
       
Element: Assist in providing follow-up service to buyers.
  • Information is researched and prepared for licensee in charge or principal and other members of sales team to facilitate provision of effective follow-up service to sellers and buyers in line with agency practice.
  • Support is provided to licensee in charge or principal and other members of agency sales team to facilitate finalisation of sale of property.
       


Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.

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 candidate's underpinning knowledge would provide additional supporting evidence of competence.

The demonstration and questioning would include collecting evidence of the candidate's 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 follow-up 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 and/or 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 person's 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 (RCC/RPL), 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 project-based 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.

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assignment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)

Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

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:

after-sales procedures

agency and statutory documentation

sales presentation techniques

qualifying buyers

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

anti-discrimination 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.

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.

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

arranging to gather requested information for prospective buyers

arranging and conducting open days

arranging agency promotional materials

collecting contact details of prospective buyers

compiling reports

ensuring security of property for sale during inspection

following up request for information

greeting prospective buyers

identifying selling features of property

planning inspections

providing information on market conditions

responding to questions from prospective buyers

taking notes of questions and requests for information.

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.

Appropriate person may include:

licensee in charge or principal

other members of sales team.

Effective interpersonal communication and presentation skills 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 the seller or buyer to confirm own understanding of their needs and expectations

summarising and paraphrasing to check understanding of seller and buyer message

using appropriate body language.

Buyer requirements may include:

access to transport and facilities

finance

location

price

purpose of purchase, including:

business

holiday

investment

private residence

settlement period

size of property

style of property.

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

addressing concerns of key decision makers

arranging sales documentation

arranging to gather requested information for buyer

displaying selling features of property

providing agency promotional material

providing comparable sales information

providing information on market conditions

responding to client questions

taking notes of buyer questions and requests for information.

Information may include:

agency services

auction process

legislative requirements

marketing activities and costs

property inspections

sales data

sales documentation

sales process.

Support may include:

administrative tasks

client contact

completion of sales documentation

research tasks.

Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Details of property inspections are confirmed with appropriate persons. 
Assistance is given to licensee in charge or principal and other members of sales team in planning, preparing and conducting property inspections in line with agency practice and legislative requirements. 
Appropriate rapport is established with prospective buyers. 
Prospective buyers' questions are answered fully and honestly or referred to appropriate person. 
Effective interpersonal communication and presentation skills are used in representing the agency and responding to prospective buyers' questions and concerns. 
Contribution is made to sales team review of property inspection in line with agency practice. 
Buyer requirements are clarified with licensee in charge or principal and other members of agency sales team using appropriate interpersonal communication techniques. 
Assistance is given to the licensee in charge or principal and other members of sales team to prepare for sale in line with sales methods, agent instructions, legislative requirements and agency practice. 
Appointment details for sales presentation are confirmed. 
Assistance is given to licensee in charge or principal and other members of sales team in delivering sales presentation in line with agency practice and legislative requirements. 
Appropriate rapport is established with buyer. 
Buyer questions are answered fully and honestly or referred to appropriate person. 
Effective interpersonal communication and presentation skills are used in representing the agency and responding to buyer questions and concerns. 
Contribution is made to sales team review of sales presentation in line with agency practice. 
Information is researched and prepared for licensee in charge or principal and other members of sales team to facilitate provision of effective follow-up service to sellers and buyers in line with agency practice. 
Support is provided to licensee in charge or principal and other members of agency sales team to facilitate finalisation of sale of property. 

Forms

Assessment Cover Sheet

CPPDSM3005A - Assist with the sale of properties
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

Signature:

Date:

Assessment Record Sheet

CPPDSM3005A - Assist with the sale of properties

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: