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

CPPDSM4011A Mapping and Delivery Guide
List property for lease

Version 1.0
Issue Date: March 2024


Qualification -
Unit of Competency CPPDSM4011A - List property for lease
Description This unit of competency specifies the outcomes required to list all types of property and businesses for lease. It includes implementing procedures for promoting agency's property management services, establishing client requirements, planning and delivering property listing presentations, finalising listings for the lease of property, and recording and acting on client instructions. This unit does not address listings for property sales or the actual marketing or lease of the property under an agency contract.The unit may form part of the licensing requirements for persons engaged in real estate activities in those States and Territories where these are regulated activities.
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 licensed real estate agents and real estate representatives involved in the listing of all types of property and businesses for lease.
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: Promote agency's property management services.
  • Promotional activitiesfor gaining new agency listings are evaluated and implemented in line with agency practice and legislative requirements.
  • Promotional activities aimed at existing agency clients to attract new listings are planned and implemented in line with agency practice and legislative requirements.
  • Business and personal referral networks are established and maintained in order to attract property listings.
  • Communication with agency sales department is maintained to identify potential new listings and provide sales staff with rental appraisals.
       
Element: Establish client requirements.
  • Enquiriesfrom potential clients regarding property listings are handled promptly to enable high quality service delivery according to agency practice.
  • Appropriate rapport is established with potential client.
  • Client requirements regarding property are clarified and accurately assessed using appropriate interpersonal communication techniques.
  • Appointment is made with client to discuss property listing in line with agency practice.
       
Element: Plan property listing presentation.
  • Preparations are made for property listing presentation in line with agency practice.
  • Promotional materialand listing kit are prepared to highlight benefits of agent and agency in line with agency practice, ethical standards and legislative requirements.
       
Element: Deliver property listing presentation.
  • Visual inspection of property is conducted to provide client with a realistic range of marketing and leasing options.
  • Key decision makers are identified to ensure that their needs and concerns are met in the listing presentation.
  • Market influences likely to affect the property listing are discussed with the client.
  • Recommended property improvements, estimated costs and likely influence on leasing of property and rental return are discussed with the client.
  • Property appraisal is provided that includes realistic estimate of likely rental return.
  • Promotional materials, agency listing kit and relevant legal and financial information are used to support the listing presentation.
  • Appropriate marketing activities are discussed with client.
  • Agency services, fees and charges are discussed with the client.
  • Client is given time and space to evaluate agency services while time is used to maximum advantage to promote agency.
  • Client questions are answered fully and honestly.
  • Effective interpersonal communication skills are used to respond to client questions and concerns.
       
Element: Finalise property listing.
  • Client agreement to list property with agency is confirmed.
  • Statutory and agency listing documentation is explained to client in line with agency practice and legislative requirements.
  • Agency fees and conditions are negotiated and agreed with the client.
  • Effective communication skills and negotiation techniques are used to respond to client questions and concerns.
  • Property details are recorded accurately and correctly.
  • Listing documentation is completed in line with agency practice and legislative requirements.
       
Element: Record and act on instructions.
  • Client instructions are recorded to meet legislative requirements and agency record-keeping requirements.
  • Business documents are produced to reflect advice to relevant parties involved in the listing transaction.
  • Information to clients is provided to reflect progress made within the terms of the agreement.
       


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 practical demonstration of listing a property for lease. 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:

completing standard and statutory documentation associated with listing properties for lease

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 lease

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

maintaining business records associated with the listing of properties for lease

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 that may include 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 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 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.


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

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

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

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 lease

negotiation and presentation skills to conduct listing negotiations with clients

numeracy skills to calculate and interpret data to provide estimates of rents, rental outgoings, rental returns and costs of property improvements

planning, organising and scheduling skills to undertake work-related 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 comparable property rents.

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

communication with agency sales department to identify potential new listings and provide sales staff with rental appraisals

consumer protection principles with regard to lease of property

ethical standards associated with listing of property for lease

listing presentation kit, including content, format and purpose

marketing activities

negotiation techniques

networks that provide listing opportunities

owner and tenant rights and obligations

presentation techniques

promotional activities for gaining new agency listings

property listing presentation

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

leases and tenancy agreements

OHS

privacy

property management

rent, rental outgoings and rental returns

sources of listings

techniques for identifying needs and motivation of clients

ways of developing and maintaining a business network.

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.

Promotional activities for gaining new agency listings may include:

advertising and promotion

business newsletters

cold prospecting

mailing lists

media advertising

networks

property brochures

signs on existing managed properties

targeted direct mail

telephone canvassing

web-based network, such as website, web log and podcast.

Legislative requirements may include:

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

leases and tenancy agreements

OHS

privacy

property management.

Business and personal referral networks may include:

agency clients, including:

buyers

developers

owners

previous clients and customers

prospective tenants and buyers

tenants

contacts from property management activities such as:

advertising

current owners

referrals

seminars

personal referral network, including:

community organisations

web-based network, such as website, web log and podcast

prospective owners from:

databases

electoral roll

general sources of listings

other agents.

Enquiries from potential clients 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 client feel valued

promote and maintain an effective relationship with client.

Client requirements may include:

expectations of agency

rent expectations

rental outgoings expectations

rental returns

purpose of listing property, including:

business reasons

deceased estate

investment

replacing or upgrading existing property

relocation

timeframe for lease.

Property may include:

business properties

commercial properties

development properties, including subdivision and multi-unit sites

industrial properties

investment properties

residential properties

retail properties

rural properties.

Interpersonal communication techniques may include:

active listening

providing an opportunity for clients to clarify their understanding of the lease process

soft questioning and seeking feedback from clients to confirm own understanding of their needs and expectations

summarising and paraphrasing to check understanding of client message

using appropriate body language.

Promotional material and listing kit may include:

agent and agency profile

agency and statutory documentation

agency web page and online service information, such as virtual tours and online directory

other marketing material.

Visual inspection may include:

chattels and fixtures

condition

location

maintenance

neighbouring properties and adjacent land uses

size.

Key decision makers may include:

buyer's advocates

business associates

family members

friends of buyer

provider of professional advice, including:

accountant

building adviser

financial adviser

legal representative

property adviser

spouse or partner.

Marketing activities may include:

advertising, including print and electronic media

agency property guide

brochures

direct marketing

business-to-business marketing

inspections

mail-outs

networking

open house

signboards

seminars

targeting markets by service type

internet and online advertising, such as web pages, virtual tours and online directories.

Statutory and agency listing documentation may include:

advertising schedule

authorities

other agency documents.

Negotiation techniques may include:

analytical skills

listening techniques

non-verbal communication skills

personal attributes

presentation techniques

questioning techniques

speaking skills.

Relevant parties may include:

agency principal

client

legal advisers.

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
Promotional activitiesfor gaining new agency listings are evaluated and implemented in line with agency practice and legislative requirements. 
Promotional activities aimed at existing agency clients to attract new listings are planned and implemented in line with agency practice and legislative requirements. 
Business and personal referral networks are established and maintained in order to attract property listings. 
Communication with agency sales department is maintained to identify potential new listings and provide sales staff with rental appraisals. 
Enquiriesfrom potential clients regarding property listings are handled promptly to enable high quality service delivery according to agency practice. 
Appropriate rapport is established with potential client. 
Client requirements regarding property are clarified and accurately assessed using appropriate interpersonal communication techniques. 
Appointment is made with client to discuss property listing in line with agency practice. 
Preparations are made for property listing presentation in line with agency practice. 
Promotional materialand listing kit are prepared to highlight benefits of agent and agency in line with agency practice, ethical standards and legislative requirements. 
Visual inspection of property is conducted to provide client with a realistic range of marketing and leasing options. 
Key decision makers are identified to ensure that their needs and concerns are met in the listing presentation. 
Market influences likely to affect the property listing are discussed with the client. 
Recommended property improvements, estimated costs and likely influence on leasing of property and rental return are discussed with the client. 
Property appraisal is provided that includes realistic estimate of likely rental return. 
Promotional materials, agency listing kit and relevant legal and financial information are used to support the listing presentation. 
Appropriate marketing activities are discussed with client. 
Agency services, fees and charges are discussed with the client. 
Client is given time and space to evaluate agency services while time is used to maximum advantage to promote agency. 
Client questions are answered fully and honestly. 
Effective interpersonal communication skills are used to respond to client questions and concerns. 
Client agreement to list property with agency is confirmed. 
Statutory and agency listing documentation is explained to client in line with agency practice and legislative requirements. 
Agency fees and conditions are negotiated and agreed with the client. 
Effective communication skills and negotiation techniques are used to respond to client questions and concerns. 
Property details are recorded accurately and correctly. 
Listing documentation is completed in line with agency practice and legislative requirements. 
Client instructions are recorded to meet legislative requirements and agency record-keeping requirements. 
Business documents are produced to reflect advice to relevant parties involved in the listing transaction. 
Information to clients is provided to reflect progress made within the terms of the agreement. 

Forms

Assessment Cover Sheet

CPPDSM4011A - List property for lease
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

CPPDSM4011A - List property for lease

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: