Modification History
Not Applicable
Unit Descriptor
Unit descriptor |
This unit of competency specifies the outcomes required to seek out and secure the listing of businesses with a business brokerage. It requires the ability to identify marketing opportunities that match the agency's focus and area of expertise, engage prospective clients and promote the agency in order to secure new listings and custom. Knowledge of the agency's business goals, current market trends and conditions, and sales and promotion techniques is required. The unit may form part of the licensing requirements for persons engaged in business broking in those States and Territories where business broking is a regulated activity. |
Application of the Unit
Application of the unit |
This unit of competency supports the work of those involved in obtaining and securing listings of businesses with a business brokerage. |
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 Identify and develop marketing opportunities . |
1.1 Relationships with targeted groups are established and conducted according to agency practice . 1.2 Potential clients suitable to agency's brokerage are identified and targeted in line with agency's expertise, focus, business plan and marketing strategies . |
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1.3 Potential clients are engaged through use of appropriate interpersonal communication skills and marketing strategies. 1.4 Appropriate rapport is established and maintained with potential clients to ensure delivery of a quality service to maximise new business opportunities. |
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2 Discuss options to encourage client patronage . |
2.1 Potential client needs , motivation and expectations are established, clarified and discussed sensitively. 2.2 Potential clients are provided with information about available options for meeting their needs and expectations. 2.3 Potential clients are assisted in the selection of preferred and realistic options. 2.4 Benefits to potential clients of listing business with agency and agency's approach to business broking are highlighted. 2.5 Recommendations are made to potential clients, emphasising suitable service and listing options according to agency practice. 2.6 Prospective client's agreement to list with agency is sought and wherever possible secured. |
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3 Secure client patronage . |
3.1 Points of agreement and rights and obligations are discussed and documented to ensure clarity and to avoid potential misunderstanding and conflict. 3.2 Documentation relating to obtaining and beginning listings is completed according to legislative , industry and agency requirements . 3.3 Suitable arrangements are made for further contact with the agency to complete the listing process. 3.4 Opportunities for repeat or future business are maximised according to agency procedures and requirements. |
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 a practical demonstration of obtaining and securing the listing of a business. 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:
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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.
Targeted groups may include: |
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Agency practice may be outlined within: |
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Potential clients may include: |
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Marketing strategies may include: |
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Appropriate interpersonal communication skills may include: |
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Appropriate rapport relates to use of techniques that: |
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Client needs , motivation and expectations may relate to: |
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Options may include: |
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Benefits may include: |
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Points of agreement need to be identified by: |
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Rights and obligations relate to those of: |
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Legislative , industry and agency requirements may relate to: |
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Suitable arrangements may include arrangements for: |
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Unit Sector(s)
Unit sector |
Property development, sales and management |
Competency field
Competency field |
Business broking |