Sell and finalise the sale of property by private treaty

Formats and tools

Unit Description
Reconstruct the unit from the xml and display it as an HTML page.
Assessment Tool
an assessor resource that builds a framework for writing an assessment tool
Assessment Template
generate a spreadsheet for marking this unit in a classroom environment. Put student names in the top row and check them off as they demonstrate competenece for each of the unit's elements and performance criteria.
Assessment Matrix
a slightly different format than the assessment template. A spreadsheet with unit names, elements and performance criteria in separate columns. Put assessment names in column headings to track which performance criteria each one covers. Good for ensuring that you've covered every one of the performance criteria with your assessment instrument (all assessement tools together).
Wiki Markup
mark up the unit in a wiki markup codes, ready to copy and paste into a wiki page. The output will work in most wikis but is designed to work particularly well as a Wikiversity learning project.
Evidence Guide
create an evidence guide for workplace assessment and RPL applicants
Competency Mapping Template
Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners. A template for developing assessments for a unit, which will help you to create valid, fair and reliable assessments for the unit, ready to give to trainers and students
Observation Checklist
create an observation checklist for workplace assessment and RPL applicants. This is similar to the evidence guide above, but a little shorter and friendlier on your printer. You will also need to create a seperate Assessor Marking Guide for guidelines on gathering evidence and a list of key points for each activity observed using the unit's range statement, required skills and evidence required (see the unit's html page for details)

Self Assessment Survey
A form for students to assess thier current skill levels against each of the unit's performance criteria. Cut and paste into a web document or print and distribute in hard copy.
Moodle Outcomes
Create a csv file of the unit's performance criteria to import into a moodle course as outcomes, ready to associate with each of your assignments. Here's a quick 'how to' for importing these into moodle 2.x
Registered Training Organisations
Trying to find someone to train or assess you? This link lists all the RTOs that are currently registered to deliver CPPDSM4022A, 'Sell and finalise the sale of property by private treaty'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Sell and finalise the sale of property by private treaty' on This online store has a huge range of books, pretty reasonable prices, free delivery in Australia *and* they give a small commission to for every purchase, so go nuts :)

Elements and Performance Criteria



1Qualify buyer.

1.1 Enquiriesfrom potential buyers regarding purchase of 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 the purchase of properties are identified and used to confirm buyer intentions.

1.5 Customer due diligence is undertaken according to agency practice and legislative requirements.

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

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

1.8 Qualified prospects are recorded to provide an opportunity 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 the property.

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

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

3Deliver effective sales presentation.

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

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

3.3 Main features of property are matched to buyers' stated needs and motivation.

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

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

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

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

3.8 Buyer questions are answered fully and honestly.

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

4Submit offer and negotiate property sale.

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

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

4.3 Negotiations are conducted with buyer according to seller response to offer.

4.4 Negotiations are conducted in a professional manner, including showing respect for seller and buyer in line with agency practice, ethical standards and legislative requirements.

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

4.6 Alternative offers are discussed and their viability assessed.

4.7 Effective techniquesare used for dealing with conflict and breaking deadlocks where required.

4.8 Effective techniques are used for closing sale.

4.9 Mutually agreed price and conditions of sale are established and confirmed with seller and buyer.

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

4.11 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 the property transaction.

5Maintain communication with seller.

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

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

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 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 holding and release of deposit moneys 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 Progress of settlement agents and other assisting professionals is monitored in line with agency practice.

6.7 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.

6.8 Appropriate procedures are implemented if any party to the transaction is unable to fulfil contractual obligations.

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

7Prepare documentation for agency disbursements.

7.1 Settlement financial transactions are checked for accuracy against contractual documentation, and agency fees are calculated and safeguarded during disbursement activities.

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

7.3 Financial systems are updated to reflect authorised transactions.

7.4 Agency fees are calculated and safeguarded during disbursement activities.

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

8Decide on future contacts with prospects.

8.1 Nature of future contacts with prospects is assessed in the light of likely agency-client interaction to a given point in time.

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

9Maintain client relationships.

9.1 Future business relations are established by mutual evaluation of seller and buyer satisfaction with services provided.

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

Qualifications and Skillsets

CPPDSM4022A appears in the following qualifications:

  • CPC40408 - Certificate IV in Building and Construction (Sales)
  • CPP40307 - Certificate IV in Property Services (Real Estate)