Unit of competency Outline
Information current as of
21/10/2026 2:04 AM AWST
21/10/2026 2:04 AM AWST
Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.
List and market rural property for sale or lease
List and market rural property for sale or lease
Unit of competency
National Code
CPPDSM4052A
CPPDSM4052A
State Code
D1296
D1296
TGA Status
Deleted
Deleted
DTWD Status
Deleted
Deleted
State Implementation and Classification
Approved Date
15/09/2014
Original Release Date
07/04/2011
Nominal Hours
50
Field of Education
080503 - Real Estate
Description
This unit of competency specifies the outcomes required to list and market rural property for sale or lease. It includes sourcing listings, researching and evaluating market conditions, delivering listing presentations, recording listings, and developing, implementing, reviewing and reporting on marketing plans and activities.The unit may form part of the licensing requirements for persons engaged in stock and station agency activities in those States and Territories where these are regulated activities.
General notes
N/A
Elements and Performance Criteria
1Source property listings.
- 1.1 Key sources of property listings are identified in line with agency practice and legislative requirements.1.2 Target groups are identified in line with agency practice.1.3 Strategy is developed and implemented to access target groups in line with agency practice, ethical standards and legislative requirements.1.4 Target groups are canvassed in a thorough and systematic manner in line with agency practice, ethical standards and legislative requirements.
2Establish 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 Appointment is made with client to discuss property listing in line with agency practice.2.4 Client requirements regarding listing and marketing of property are clarified and accurately assessed using appropriate interpersonal communication techniques.
3Plan property listing presentation.
- 3.1 Preparations are made for property listing presentation in line with agency practice.3.2 Promotional materialand listing kit are prepared to highlight benefits of agent and agency in line with agency practice, ethical standards and legislative requirements.
4Deliver effective listing presentation and close agreement.
- 4.1 Potential clients are advised on market influences likely to affect rural property sales and leasing through the provision of reliable market information.4.2 Available options are discussed with potential client before agreement is reached on method of sale or tenancy or lease agreement arrangements.4.3 Agreement is confirmed in writing, including a market value assessment in line with agency practice and legislative requirements.4.4 Agreed instructions are recorded in line with agency practice and legislative requirements.4.5 Personal presentation is in line with expectations of client group and agency practice.4.6 Relevant parties are advised of the listing in a timely manner.4.7 Listing documentation is completed according to agency practice and legislative requirements.
5Confirm marketing plan for rural property.
- 5.1 Potential buyer profile and benefits of effectively marketing property for sale or lease are discussed with seller or owner.5.2 Strategies and timeframe for marketing property, including possible marketing activities, are discussed with seller or owner.5.3 Costs of different marketing strategies and activities are discussed with seller or owner.5.4 Marketing plan for property is prepared and presented to seller or owner in line with agency practice.5.5 Marketing plan, including marketing activities and budget, is agreed with seller or owner.
6Prepare marketing materials.
- 6.1 Marketing materials that reflect agreed property and agency marketing plan are developed within agreed budget and timeframes.6.2 Marketing materials are checked for accuracy and compliance with agency and legislative requirements.
7Implement marketing activities.
- 7.1 Persons involved in marketing property for sale are briefed on their roles and responsibilities to ensure success of marketing activities.7.2 Marketing activities are implemented in line with agreed marketing plan and budget.7.3 Responsibility is assigned for ongoing monitoring of marketing activities.7.4 Implementation of marketing activities complies with agency practice, ethical standards and legislative requirements.7.5 Seller or owner is kept informed of progress of marketing activities according to agency practice and legislative requirements.
8Review and report on marketing activities and plan.
- 8.1 Marketing activities are reviewed against aims and objectives of marketing plan.8.2 Feedback on outcomes of marketing activities is sought according to agency practice and using reliable methods and verifiable data.
- 8.3 Need for alternative marketing activities and adjustments to marketing plan are assessed in consultation with relevant people if property proves difficult to sell or lease.8.4 Effectiveness of planning and marketing processes is assessed to identify possible improvements in future activities.8.5 Costs and time lines are analysed to evaluate and improve future marketing initiatives.8.6 Conclusions are prepared from verifiable evidence and advice is provided on future marketing initiatives.
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.
Sources of property listings may include:
advertising and promotion
business newsletters
cold prospecting
mailing lists
networks, including:
local community
personal
recommendations from friends, and past and present clients
social organisations
targeted direct mail
telephone canvassing
website.
Target groups may include:
buyers
holiday makers and tourists
investors
new arrivals to town or district
previous clients and customers
prospective tenants
retirees
rural property owners
seasonal workers
students.
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, leasing and management
taxation
water rights.
Canvassed may refer to:
advertising
direct contact
networking
referrals.
Enquiries may be:
direct contact
email
inspections
referral
telephone
website.
Clients may include:
potential sellers and buyers
previous clients and customers
prospective tenants and buyers
rural property owners.
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.
Client requirements may include:
method of sale or lease
price or rent expectations
purpose of listing property for sale or lease, including:
business reasons
deceased estate
investment
relocation
replacing or upgrading existing property
timeframe for sale or lease.
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.
Promotional material and listing kit may include:
advertisements
agent profile
agency and statutory documentation
agency profile
agency website and online service information, such as virtual tours and online directory
other marketing material.
Market influences likely to affect rural property sales and leasing may include:
climatic
economic
historical
political
seasonal
technological.
Market information may include:
property leasing
property sales.
Method of sale options may include:
auction
off the plan
private treaty
reverse auction
specialised properties
tender.
Tenancy or lease agreement arrangements may include:
conditions of lease or tenancy agreement
rental range
type of lease, including:
residential tenancy agreement
retail lease.
Market value assessment may include:
agency details, including:
advertising responsibility
internal staff handling matter
type of agency
estimations of:
rental range of property
selling range of property
rural property details, including:
carrying capacity
cropping
description of geophysical aspects
improvements
layout and fencing
pastures
services available
title details
type of sale
use of land
water
seller and location details.
Buyer profile may include:
buyer's property requirements
buying intentions
financial capacity
timeframe for purchase.
Marketing strategies and activities may include:
advertising, including print and electronic media
agency property guide
brochures
business-to-business marketing
direct marketing
inspections
mail-outs
networking
open house
seminars
signboards
target markets by service type
window displays
internet and online advertising, including webpages, virtual tours and online directories.
Marketing plan may include:
advertising and promotional materials prepared and scheduled
advertising budget
aims and objectives
inspection of property by agency sales consultants
property listed in agency property guide
prospective buyers contacted
sale board prepared and ordered as per schedule
seller advised of advertising and marketing procedures and costs
seller advised on optimal property presentation
target group identified for marketing plan
timeframe for marketing activities
web-based advertising arranged.
Monitoring of marketing activities may include:
enquiry records
expenditure
feedback from prospective buyers
feedback from sales consultants
feedback from seller.
Information on progress may include:
agency input into marketing of property
approaches and enquiries of interest regarding the property
costings
perception of levels of interest and worth of current marketing strategies
possible changes in the marketing activities and plan
strategies used in the marketing and promotion of property.
If property proves difficult to sell or lease strategies may include:
advertising budget
advertising copy and promotional materials
involving other agencies.
Verifiable evidence may include:
checklists
notes
qualitative and quantitative data.
records
testimonies.
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.
Sources of property listings may include:
advertising and promotion
business newsletters
cold prospecting
mailing lists
networks, including:
local community
personal
recommendations from friends, and past and present clients
social organisations
targeted direct mail
telephone canvassing
website.
Target groups may include:
buyers
holiday makers and tourists
investors
new arrivals to town or district
previous clients and customers
prospective tenants
retirees
rural property owners
seasonal workers
students.
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, leasing and management
taxation
water rights.
Canvassed may refer to:
advertising
direct contact
networking
referrals.
Enquiries may be:
direct contact
inspections
referral
telephone
website.
Clients may include:
potential sellers and buyers
previous clients and customers
prospective tenants and buyers
rural property owners.
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.
Client requirements may include:
method of sale or lease
price or rent expectations
purpose of listing property for sale or lease, including:
business reasons
deceased estate
investment
relocation
replacing or upgrading existing property
timeframe for sale or lease.
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.
Promotional material and listing kit may include:
advertisements
agent profile
agency and statutory documentation
agency profile
agency website and online service information, such as virtual tours and online directory
other marketing material.
Market influences likely to affect rural property sales and leasing may include:
climatic
economic
historical
political
seasonal
technological.
Market information may include:
property leasing
property sales.
Method of sale options may include:
auction
off the plan
private treaty
reverse auction
specialised properties
tender.
Tenancy or lease agreement arrangements may include:
conditions of lease or tenancy agreement
rental range
type of lease, including:
residential tenancy agreement
retail lease.
Market value assessment may include:
agency details, including:
advertising responsibility
internal staff handling matter
type of agency
estimations of:
rental range of property
selling range of property
rural property details, including:
carrying capacity
cropping
description of geophysical aspects
improvements
layout and fencing
pastures
services available
title details
type of sale
use of land
water
seller and location details.
Buyer profile may include:
buyer's property requirements
buying intentions
financial capacity
timeframe for purchase.
Marketing strategies and activities may include:
advertising, including print and electronic media
agency property guide
brochures
business-to-business marketing
direct marketing
inspections
mail-outs
networking
open house
seminars
signboards
target markets by service type
window displays
internet and online advertising, including webpages, virtual tours and online directories.
Marketing plan may include:
advertising and promotional materials prepared and scheduled
advertising budget
aims and objectives
inspection of property by agency sales consultants
property listed in agency property guide
prospective buyers contacted
sale board prepared and ordered as per schedule
seller advised of advertising and marketing procedures and costs
seller advised on optimal property presentation
target group identified for marketing plan
timeframe for marketing activities
web-based advertising arranged.
Monitoring of marketing activities may include:
enquiry records
expenditure
feedback from prospective buyers
feedback from sales consultants
feedback from seller.
Information on progress may include:
agency input into marketing of property
approaches and enquiries of interest regarding the property
costings
perception of levels of interest and worth of current marketing strategies
possible changes in the marketing activities and plan
strategies used in the marketing and promotion of property.
If property proves difficult to sell or lease strategies may include:
advertising budget
advertising copy and promotional materials
involving other agencies.
Verifiable evidence may include:
checklists
notes
qualitative and quantitative data.
records
testimonies.
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 and marketing a rural property for sale or 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:
completing standard and statutory documentation associated with listing and marketing rural properties for sale or lease
identifying client requirements with regard to listing and marketing rural properties for sale or lease
knowledge of agency practice, ethical standards and legislative requirements affecting listing and marketing properties for sale or lease
knowledge of consumer protection principles that affect the listing and marketing of rural properties for sale or lease
maintaining business records associated with listing and marketing properties for sale or lease
maintaining communication with clients throughout the listing and marketing process
planning and delivering effective listing and marketing presentations in line with agency practice, ethical standards and legislative requirements
negotiating and finalising the listing of rural property for sale or lease in line with agency practice, ethical standards and legislative requirements
planning and developing marketing plans for the sale or lease of rural property in line with agency practice, ethical standards and legislative requirements
implementing marketing activities for the sale or lease of rural properties in line with agency practice, ethical standards and legislative requirements
preparing marketing materials for the sale or lease of rural properties in line with agency practice, ethical standards and legislative requirements
reviewing and reporting on marketing activities associated with the sale or lease of all types of rural properties.
Context of and specific resources for assessment
Resource implications for assessment include:
access to suitable simulated or real opportunities and resources to demonstrate competence
assessment instruments that may include personal planner and assessment record book
access to a registered provider of assessment services.
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.
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 and marketing a rural property for sale or 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:
completing standard and statutory documentation associated with listing and marketing rural properties for sale or lease
identifying client requirements with regard to listing and marketing rural properties for sale or lease
knowledge of agency practice, ethical standards and legislative requirements affecting listing and marketing properties for sale or lease
knowledge of consumer protection principles that affect the listing and marketing of rural properties for sale or lease
maintaining business records associated with listing and marketing properties for sale or lease
maintaining communication with clients throughout the listing and marketing process
planning and delivering effective listing and marketing presentations in line with agency practice, ethical standards and legislative requirements
negotiating and finalising the listing of rural property for sale or lease in line with agency practice, ethical standards and legislative requirements
planning and developing marketing plans for the sale or lease of rural property in line with agency practice, ethical standards and legislative requirements
implementing marketing activities for the sale or lease of rural properties in line with agency practice, ethical standards and legislative requirements
preparing marketing materials for the sale or lease of rural properties in line with agency practice, ethical standards and legislative requirements
reviewing and reporting on marketing activities associated with the sale or lease of all types of rural properties.
Context of and specific resources for assessment
Resource implications for assessment include:
access to suitable simulated or real opportunities and resources to demonstrate competence
assessment instruments that may include personal planner and assessment record book
access to a registered provider of assessment services.
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.
No information
| State Code | National Code | Title | Type |
|---|---|---|---|
| D223 | CPP40407 | Certificate IV in Property Services (Stock and Station Agency) | Qualification |