ELEMENT

PERFORMANCE CRITERIA

1Qualify buyer.

1.1 Enquiriesfrom potential buyers regarding purchase of rural property are handled promptly to enable high quality service delivery according to agency requirements.

1.2 Appropriate rapport is established with potential buyer.

1.3 Buyer requirements are clarified and accurately assessed using appropriate interpersonal communication techniques.

1.4 Factors likely to influence purchase of rural properties are identified and used to confirm buyer's intentions.

1.5 Potential buyers are provided with information about available and prospective listings and assisted to find the listing that best matches their requirements.

1.6 Potential buyers are assisted in making a decision to view properties using information obtained from sellers and buyers.

1.7 Qualified prospects are recorded to maximise future marketing activities.

2Arrange property inspection for potential buyer.

2.1 Appointments are made for property inspections in line with agency practice, ethical standards and legislative requirements.

2.2 Preparations are made for property inspection in line with agency practice.

2.3 Promotional material on the property is used to describe main sales features of property.

2.4 Effective questioning techniques are used to clarify buyer interest in property.

2.5 Records of inspection are accurately completed in line with agency practice.

3Maintain communication with seller.

3.1 Seller confidence in agency marketing activities is maintained through ongoing contact and correspondence.

3.2 Communication is diarised to provide an accurate and objective record of progress reports to seller.

4Deliver effective sales presentation.

4.1 Factors affecting the successful conclusion of the sale are identified and addressed in the sales presentation.

4.2 Key decision makers are identified to ensure that their needs and concerns are met in sales presentation.

4.3 Main features of rural property are matched to buyer's stated needs and motivations.

4.4 Relevant legal and financial information is used to support sales presentation.

4.5 Effective communication and presentation skills are used to create buyer interest and focus buyer attention on property.

4.6 Buyer is given time and space to evaluate rural property while time is used to maximum advantage to promote property.

4.7 Buyer is encouraged to clarify key aspects of property before a decision is made to purchase property.

4.8 Buyer questions are answered fully and honestly.

4.9 Details of offer to purchase property submitted by buyer are confirmed and documented.

5Submit offer and negotiate property sale.

5.1 Offer from buyer is submitted to seller in line with agency practice, ethical standards and legislative requirements.

5.2 Professional agency advice is provided to seller that incorporates declared knowledge of buyer's motivations.

5.3 Negotiations are conducted with buyer according to seller response in a professional manner and showing respect for seller and buyer in line with agency practice, ethical standards and legislative requirements.

5.4 Effective negotiation techniques are used to persuade and reach agreement between seller and buyer.

5.5 Alternative offers are discussed and their viability assessed.

5.6 Effective techniques are used for dealing with conflict and breaking deadlocks where required.

5.7 Effective techniques are used for closing sale.

5.8 Mutually agreed price and conditions of sale are established and confirmed with seller and buyer in writing in line with agency practice.

5.9 Relevant sale of property documentation is explained to seller and buyer in line with agency and statutory requirements for finalisation of property transaction.

5.10 Documented agreed price and conditions of sale are made accessible that provide an accurate record of agreement and meet agency and statutory requirements for finalisation of property transaction.

6Manage contract to settlement.

6.1 Settlement requirements are identified and checked with relevant parties to minimise misunderstanding or breaches of contract in line with agency practice and legislative requirements.

6.2 Requests from buyer to inspect rural property prior to settlement are facilitated in line with agency practice and legislative requirements.

6.3 Information on buyer and seller responsibilities with regard to building and content insurance prior to settlement is provided in line with agency practice and legislative requirements.

6.4 Procedures for the holding and release of deposit funds during the settlement period are implemented in line with agency policy and legislative requirements.

6.5 Settlement within the contract's legal framework is ensured by liaison with settlement agents and other assisting professionals representing the seller and buyer.

6.6 Contingency plans are prepared in consultation with relevant legal agents to avoid the possibility of one or more parties to the transaction being unable to fulfil contractual obligations.

6.7 Appropriate procedures are implemented if one or more parties to the transaction are unable to fulfil contractual obligations.

6.8 Effective communication techniques are used in liaising with seller, buyer or other parties representing the seller and buyer through the settlement process.

6.9 Progress of settlement agents and other assisting professionals is monitored in line with agency practice.

7Prepare documentation for agency disbursements.

7.1 Settlement financial transactions are checked for accuracy against contractual documentation.

7.2 Agency fees are calculated and safeguarded during disbursement activities.

7.3 Authorised agency disbursements are obtained within contractual, agency and statutory requirements.

7.4 Financial systems are updated to reflect authorised transactions.

7.5 Due and proper attention is paid to obtaining required authorisations, signatures and identifications prior to disbursement.

8Decide on future contact with prospects.

8.1 Nature of future contact with prospects is assessed in light of likely future agency-client interaction.

8.2 Business correspondence records are held on file to provide justification for the continuation or termination of contact, and are communicated without prejudice to the parties involved.

9Maintain client relationships.

9.1 Business relationships are established and maintained by mutual evaluation of seller and buyer satisfaction with services provided.

9.2 Business records and databases are updated to facilitate networking and inform marketing strategy planning.