Overview of assessment

This unit of competency could be assessed through case studies and practical demonstration of assisting in preparing and presenting a listing presentation for a property for sale by private treaty or auction as part of the 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 in preparing a property listing presentation in line with client requirements, agent instructions and agency practice.

assisting in a real or simulated environment in preparing promotional material and a listing kit that highlight the benefits of agent and agency and address client requirements in line with agency practice, ethical standards and legislative requirements

assisting in a real or simulated environment in the delivery of a listing presentation in line with agency practice and legislative requirements

assisting in a real or simulated environment in providing follow-up service to clients in order to finalise listing of properties for sale

knowledge of agency practice, ethical standards and legislative requirements affecting the listing of properties for sale by private treaty and auction

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

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.

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 listing of property for sale

analytical skills to interpret documentation such as agency and statutory listing documents

application of risk management strategies associated with listing property for sale

computing skills to access the internet and web pages, prepare and complete online forms, lodge electronic documents and search online databases

decision making and problem solving skills to analyse situations and make decisions consistent with legislative and ethical requirements associated with listing property for sale

literacy skills to access and interpret a variety of texts, including legislation, regulations and codes of conduct; prepare general information and papers; prepare formal and informal letters, reports and applications; and complete standard and statutory forms

numeracy skills to interpret statistical information on property market conditions and comparable property prices

planning, organising and scheduling skills to confirm appointments associated with the listing of properties for sale

research skills to identify and locate documents and information relating to the listing of properties for sale

team skills to identify roles and responsibilities in an agency property sales team.

Required knowledge and understanding:

listings for sale of property, including:

agency and statutory listing documentation

agency fees and conditions

agency practices in relation to obtaining listings

consumer protection principles that affect the listing of properties for sale

ethical standards associated with listing of property for sale

farming area for prospecting for listings

legislation and regulations affecting listing property for sale

reasons for listing

sales property listing presentation and follow-up

sources of listings

target groups for obtaining listings

techniques for identifying needs and motivation of clients

listing presentation kit, including content, format and purpose

marketing activities

methods of sale

presentation techniques

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.

Clients may include:

corporations

groups

individuals

private or public enterprises.

Client requirements may include:

method of sale

price expectations

purpose of listing property for sale, including:

business reasons

deceased estate

investment

relocation

replacing or upgrading existing property

settlement period

timeframe for sale.

Interpersonal communication techniques may include:

active listening

providing an opportunity for clients to clarify their understanding of the sales 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.

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

assemble listing kit

confirm contact details of client

make and confirm appointment with client

prepare agent and agency profile

prepare and assemble promotional materials

research market conditions and sales results for comparable properties.

Information on comparable properties and market conditions may include:

comparable properties, such as:

date of sale

description

location

photographs

sale prices

property market trends, such as:

auction sales compared with private sales

median sale price

percentage of properties sold

volume of sales.

Promotional material and listing kit may include:

agency and statutory documentation

agency marketing plans

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

agent and agency profile

list of services provided by agency

listing documentation

recent sales of similar properties

testimonials.

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

addressing concerns of key decision makers

arranging to gather requested information for client

identifying potential property improvements

identifying selling features of property

providing comparable sales information

providing information on market conditions

providing information on methods of sales and marketing activities

responding to client questions

taking notes of client questions and requests for information

visual inspection of property.

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

OHS

privacy

property sales.

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.

Appropriate person may include:

agency principal

licensed real estate agent

other members of sales team.

Information may include:

agency services

auction process

legislative requirements

listing documentation

marketing activities and costs

property inspections

sales data and process.

Support may include:

administrative tasks

client contact

completion of listing documentation

research tasks.