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.
Enquiries from potential buyers may be received through:
email
inspections
office
open houses
referral
telephone
website.
Rural property may include:
commercial
farm, including:
acreage
aquaculture
cropping
dairy
grazing
hobby farm
horticulture
mixed uses
olive
orchard
trees and forests
viticulture
industrial
residential
retail
water.
Appropriate rapport relates to use of techniques that:
establish and build confidence and trust in the agency and its representatives
make the buyer feel valued
promote and maintain an effective relationship with buyer.
Buyer requirements may include:
access to transport and facilities
access to suppliers and markets
finance
location
price
purpose of purchase, including:
business
farming activities
holiday
investment
private residence
water
settlement period
size and style of property
zoning.
Appropriate interpersonal communication techniques may include:
active listening
providing an opportunity for the buyer or seller to clarify understanding of the sales process
soft questioning and seeking feedback from sellers or buyers to confirm own understanding of their needs and expectations
summarising and paraphrasing to check understanding of seller or buyer's message
using appropriate body language.
Factors likely to influence purchase of rural properties may include:
climatic
economic
historical
political
seasonal
technological.
Legislative requirements may include:
relevant federal and state or territory legislation and local government regulations related to:
animal health
anti-discrimination
aquaculture
consumer protection
crown land
environmental issues
EEO
financial probity
franchises and business structure
industrial relations
livestock
native title
OHS
privacy
rural property sales
taxation
water rights.
Promotional material may include:
agent and agency profile
brochures and pamphlets
posters
property descriptions
web page entry.
Effective questioning techniques may include:
active listening
clarity of questions
different question types
reflection
using silences.
Records of inspection may include:
buyer reaction to property
buyer requirements
name and contact details of potential buyers.
Factors affecting the successful conclusion of the sale may include:
area and environment in which the property is located
availability of comparable properties
circumstances of buyer or seller
marketing preferences of seller
professional skills and resources of agent
state of the market for type of property
type and condition of property.
Key decision makers may include:
buyer's agent
business associates
executors
family members
financiers
friends of buyer
providers of professional advice, such as:
accountants
building advisers
financial advisers
legal representatives
rural property advisers
spouse or partner
trustees.
Presentation may include:
active listening
appearance
body language
use of information technology, such as website, virtual tours and online databases
use of support and promotional materials
voice.
Effective negotiation techniques may include:
analytical skills
listening techniques
non-verbal communication skills
personal attributes
presentation techniques
questioning techniques
speaking skills.
Effective techniques used for dealing with conflict and breaking deadlocks may include:
calling in a third party
clarifying the positions of both parties
deferring the decision
preparing a compromise
restating the position
summarising the progress to date.
Effective techniques used for closing sale may include:
alternate option close
assumption close
competition close
customer close
deal or concession close
direct close
indirect close
summary-of-benefits close
time-driven close.
Sale of property documentation may include:
agency agreement
contract of sale, contract note or contract for the sale of businesses
contract inclusions, such as pasturing of livestock, clearing of timber and verification of equipment specifications
declaration of selling agent
financial statement to buyer
receipt for deposit
special conditions, including insurance, natural increases, timber, crops, water licences, permissive occupancy, possession prior to completion and depasturing
vendor's statement and trading statement.
Settlement requirements may include:
buyer settlement responsibilities include:
anything new the lender requires, such as a notice of acquisition or a disbursement order
bank cheques for the balance of purchase money plus or minus adjustments
seller settlement responsibilities include:
any other documents necessary to provide a clear title to the buyer, such as discharge of mortgage, withdrawal of caveats and change of name declaration
disconnection of services, such as water, gas, electricity and telephone
keys
notify rating and taxation authorities of sale
title
transfer of land
value of land and chattels.
Deposit funds may refer to:
capacity of agent to hold
capacity of agent to release to seller.
Settlement agents and other assisting professionals may include:
accountants
conveyancers
financiers and financial institutions
landlords, managing agents and owners
legal advisers
licensed settlement agents.

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 selling different types of rural property, monitoring the lodgement of documents for the correct transfer of ownership required for a legal sale of rural property, and preparing documentation for agency disbursements. 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:
arranging and conducting property inspections for potential buyers
completing standard and statutory documentation associated with the sale of rural property
knowledge and application of approaches for qualifying buyers
knowledge of agency practice, ethical standards and legislative requirements affecting the sale of rural property, the transfer of ownership required for the legal sale of rural property and agency disbursements
knowledge of consumer protection principles that affect the sale of rural property
maintaining business records associated with the sale of property

maintaining communications with sellers and buyers throughout the sales process
negotiating the sale of property with sellers and buyers
planning and delivering effective sales presentations to facilitate sale of rural property
managing contracts for sale of rural property to settlement
monitoring the lodgement of documents for the correct transfer of ownership required for a legal sale of all types of rural property and businesses
preparing documentation for agency disbursements.
Context of and specific resources for assessment
Resource implications for assessment include:
access to a registered provider of assessment services
access to suitable simulated or real opportunities and resources to demonstrate competence
assessment instruments that may include personal planner and assessment record book.
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 activity and must include evidence relating to each of the 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.