Elements and Performance Criteria

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.
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.

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 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.