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 lessees may be received through:
advertising
email
inspections
office
referral
telephone
website.
Lease may include:
business
commercial
industrial
retail.
Property may include:
commercial properties
industrial properties
retail properties
specialist business properties, such as marinas, hotels, open space, resorts and caravan parks.
Appropriate rapport relates to use of techniques that:
establish and build confidence and trust in the agency and its representatives
make the lessee or lessor feel valued
promote and maintain an effective relationship with the prospective lessee or lessor.
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
employment
environmental issues
franchises and business structure
industrial relations
leases
OHS
privacy
trade practices
zoning.
Promotional materials may include:
agency email and website details
agent business card
agent and agency profile
brochures
description of property
list properties for lease
pamphlets
testimonials from past clients
website.
Effective interpersonal communication techniques may include:
active listening
providing an opportunity for the client to clarify their understanding of the sales process
soft questioning and seeking feedback from the client to confirm own understanding of their needs and expectations
summarising and paraphrasing to check understanding of client message
using appropriate body language.
Effective questioning techniques may include:
active listening
clear questions
different question types
reflection
using silences.
Terms and conditions of lease may include:
default provisions
dispute resolution process
duration
equipment and services
general rules that apply to all lessees in property
goodwill
gross or nett lease
GST
insurance
options for extending period of lease
outgoings
permitted uses and access, including:
car parking
competitors
expansion or sale of business
hours of operation
licences
rights to use common areas
zoning
personal guarantees
power of attorney
rent, including:
method of calculation
rent increases
renewal of lease or tenancy agreement, including:
exercise of option to renew
option to renew
renewal period
rent
repairs and maintenance
security
security bond or deposit
tenancy mix
termination of lease or tenancy agreement.
Effective negotiation techniques may include:
analytical skills
listening techniques
non-verbal communication skills
personal attributes
presentation techniques
questioning techniques
speaking skills.
Effective techniques 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.
Lease agreements may include:
acceptance and consideration
agreement to lease
heads of agreement
letters of intent
negotiations containing offers
relative lessee or lessor obligations.
Business equipment and technology may include:
computers and data storage devices
email
facsimile machines
internet, extranet and intranet
photocopiers
printers
scanners
software applications.

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 arranging and completing the lease of industrial, commercial and retail property. 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 lease arrangements, including relevant agency and statutory documentation, in line with agency practice, ethical standards and legislative requirements
conducting inspections for prospective lessees in line with agency practice, ethical standards and legislative requirements
knowledge of agency practice, ethical standards and legislative requirements associated with the lease of industrial, commercial and retail property
knowledge of consumer protection principles and the rights and obligations of licensed real estate agents and real estate representatives in regard to retail leases
monitoring lease arrangements against lease agreement requirements, and safely and securely maintaining all relevant documentation
negotiating terms and conditions of industrial, commercial and retail leases in line with agency practice, ethical standards and legislative requirements
qualifying lessees in line with agency practice, ethical standards and legislative requirements
recording lease arrangements in line with agency practices.
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.