Modification History
Not Applicable
Unit Descriptor
Unit descriptor |
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. |
Application of the Unit
Application of the unit |
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. |
Licensing/Regulatory Information
Refer to Unit Descriptor
Pre-Requisites
Prerequisite units |
Nil |
Employability Skills Information
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. |
Elements and Performance Criteria Pre-Content
Elements describe the essential outcomes of a unit of competency. |
Performance criteria describe the required performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the required skills and knowledge and/or the range statement. Assessment of performance is to be consistent with the evidence guide. |
Elements and Performance Criteria
ELEMENT |
PERFORMANCE CRITERIA |
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1 Promote agency's property management services . |
1.1 Promotional activities for gaining new agency listings are evaluated and implemented in line with agency practice and legislative requirements . 1.2 Promotional activities aimed at existing agency clients to attract new listings are planned and implemented in line with agency practice and legislative requirements. |
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1.3 Business and personal referral networks are established and maintained in order to attract property listings. 1.4 Communication with agency sales department is maintained to identify potential new listings and provide sales staff with rental appraisals. |
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2 Establish client requirements . |
2.1 Enquiries from potential clients regarding property listings are handled promptly to enable high quality service delivery according to agency practice. 2.2 Appropriate rapport is established with potential client. 2.3 Client requirements regarding property are clarified and accurately assessed using appropriate interpersonal communication techniques . 2.4 Appointment is made with client to discuss property listing in line with agency practice. |
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3 Plan property listing presentation . |
3.1 Preparations are made for property listing presentation in line with agency practice. 3.2 Promotional material and listing kit are prepared to highlight benefits of agent and agency in line with agency practice, ethical standards and legislative requirements. |
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4 Deliver property listing presentation . |
4.1 Visual inspection of property is conducted to provide client with a realistic range of marketing and leasing options. 4.2 Key decision makers are identified to ensure that their needs and concerns are met in the listing presentation. 4.3 Market influences likely to affect the property listing are discussed with the client. 4.4 Recommended property improvements, estimated costs and likely influence on leasing of property and rental return are discussed with the client. 4.5 Property appraisal is provided that includes realistic estimate of likely rental return. 4.6 Promotional materials, agency listing kit and relevant legal and financial information are used to support the listing presentation. |
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4.7 Appropriate marketing activities are discussed with client. 4.8 Agency services, fees and charges are discussed with the client. 4.9 Client is given time and space to evaluate agency services while time is used to maximum advantage to promote agency. 4.10 Client questions are answered fully and honestly. 4.11 Effective interpersonal communication skills are used to respond to client questions and concerns. |
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5 Finalise property listing . |
5.1 Client agreement to list property with agency is confirmed. 5.2 Statutory and agency listing documentation is explained to client in line with agency practice and legislative requirements. 5.3 Agency fees and conditions are negotiated and agreed with the client. 5.4 Effective communication skills and negotiation techniques are used to respond to client questions and concerns. 5.5 Property details are recorded accurately and correctly. 5.6 Listing documentation is completed in line with agency practice and legislative requirements. |
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6 Record and act on instructions . |
6.1 Client instructions are recorded to meet legislative requirements and agency record-keeping requirements. 6.2 Business documents are produced to reflect advice to relevant parties involved in the listing transaction. 6.3 Information to clients is provided to reflect progress made within the terms of the agreement. |
Required Skills and Knowledge
REQUIRED SKILLS AND KNOWLEDGE |
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This section describes the essential skills and knowledge and their level, required for this unit. |
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Required skills :
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Required knowledge and understanding :
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Evidence Guide
EVIDENCE GUIDE
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:
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Context of and specific resources for assessment |
Resource implications for assessment include:
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:
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. |
Range Statement
RANGE STATEMENT
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: |
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Legislative requirements may include: |
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Business and personal referral networks may include: |
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Enquiries from potential clients may be received through: |
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Appropriate rapport relates to use of techniques that: |
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Client requirements may include: |
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Property may include: |
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Interpersonal communication techniques may include: |
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Promotional material and listing kit may include: |
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Visual inspection may include: |
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Key decision makers may include: |
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Marketing activities may include: |
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Statutory and agency listing documentation may include: |
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Negotiation techniques may include: |
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Relevant parties may include: |
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Unit Sector(s)
Unit sector |
Property development, sales and management |
Competency field
Competency field |
Real estate |