CPPDSM4001A & CPPDSM4022A: Buyer's Agent & Property Sales Report

This document serves as an assessment report for the units CPPDSM4001A (Act as a buyer’s agent) and CPPDSM4022A (Sell and finalise the sale of property by private treaty) at the Australian College of Business and Training. It outlines the purpose, competencies, essential knowledge and skills being assessed. The report details the elements and performance criteria required for demonstrating competence in these units, covering aspects like establishing buyer requirements, confirming agency engagement, sourcing properties, negotiating purchases, monitoring settlements, and maintaining communication. It also covers qualifying buyers, arranging property inspections, delivering sales presentations, submitting offers, managing contracts, and preparing documentation. The assessment tools and procedures, including a portfolio of written answers, are described. The report also provides essential knowledge areas such as consumer protection principles, general legal principles impacting property law, and ethical and conduct standards. This report is a comprehensive guide for students undertaking this assessment and can be useful for understanding the real estate processes.

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CPPDSM4001A & CPPDSM4022A
Act as a buyer’s agent & Sell and finalise the sale of property by private treaty
Participant Assessment
Information and Tools
Australian College of Business and Training
ABN: 871 401 337 95 Provider no.: 40493
Level 7, 32 Martin Place, Sydney, NSW 2000
Phone: [phone] Fax: + 61 2 9222 18 05
E-mail: [e-mail]
Website: www.auscbt.com.au
Contents 1. Purpose of this document
2. Competencies to be assessed
3. Essential knowledge to be assessed
4. Essential skills to be assessed
5. Critical aspects of assessment
6. Employability skills to be assessed
7. Context of and specific resources for assessment
8. Methods of assessment
9. Reasonable adjustments in assessments
10. Perceived academic misconduct
11. Assessment tools
11.1 Assessment tool 1: Portfolio of written answers
12. Procedures of assessment submission
13. Recognition of prior learning
Appendix I. Assessment Submission Cover Sheet
Appendix II. Results sheet
1. Purpose of this This document provides an introduction to the assessment and
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document procedures for evaluating a participant’s achievement of
competency in ‘CPPDSM4001A Act as a buyer’s agent &
CPPDSM4022A Sell and finalise the sale of property by private
treaty’ unit of competency. It incorporates details on the
competency, knowledge and evidences a participant should be
able to demonstrate to be deemed competent in this unit. This
document also includes the assessment tools through which a
participant would be assessed in the unit.
2. Competencies to be
assessed
The NSW Office of Fair Trading requires (along with other
conditions) proof of successful completion of the following 9
units in order to award an individual with a NSW Buyer’s
Agent License.
The 9 unit of competency include:
1. CPPDSM3019 Communicate with clients as part of
agency operations
2. CPPDSM4015B Minimise agency and consumer risk
3. BSBLED401 Develop teams and individuals
4. CPPDSM4001A Act as a buyers’ agent
5. CPPDSM4003A Appraise property
6. CPPDSM4005A Establish and build client-agency
relationships
7. CPPDSM4022A Sell and finalise the sale of a property
by private treaty
8. CPPDSM4080A Work in the real estate industry
9. CPPDSM4008A Identify legal and ethical requirements
of property sales to complete agency work
This assessment will address the requirements of
CPPDSM4001A Act as a buyer’s agent & CPPDSM4022A Sell
and finalise the sale of property by private treaty unit. There
will be a series of face to face activities that will be conducted
over the whole program. These will contribute to your
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assessment of competency in this unit. Your active participation
in the group activities and your general communication will all
contribute to a successful assessment of competency.
The participant (You) should be able to demonstrate
competency in the following elements/skill sets and
performance criteria to be deemed competent in this unit. These
are listed below. The full unit of competencies can be accessed
from https://training.gov.au/Training/Details/CPPDSM4001A
& https://training.gov.au/Training/Details/CPPDSM4022A.
The following elements and criteria need to be met in order to
achieve competence in this unit.
Element Performance criteria:
CPPDSM4001A Act as
a buyer’s agent
Establish buyer
requirements
1.1 Enquiries from prospective buyers are handled promptly
to enable high quality service delivery according to agency
requirements.
1.2 Appropriate rapport is established with prospective
buyer.
1.3 Buyer requirements are clarified and accurately assessed
using appropriate interpersonal communication techniques and
data collection techniques.
Confirm engagement of
agency by buyer
2.1 Agency services and fee structure are discussed with
buyer in line with agency practice.
2.2 Buyer engagement of agency, including agreed services
and fees, is confirmed in writing in line with agency practice
and legislative requirements.
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Source properties that
meet buyer
requirements
3.1 Information on properties that meet buyer requirements
is gathered and organized in a format suitable for analysis and
interpretation in line with agency practice.
3.2 Reliable methods are used to collect information on
properties in line with agency practice.
3.3 Relevant people are consulted to gather additional data
using appropriate communication techniques.
3.4 Information is analyzed using reliable and valid methods
in line with agency practice.
3.5 Assumptions and conclusions are supported by
verifiable evidence in line with agency practice.
3.6 Situations requiring specialist advice are identified and
assistance is sought as required in line with agency practice.
3.7 Report on properties that meet buyer requirements is
prepared and discussed with client in line with agency practice.
Negotiate purchase of
property on behalf of
buyer
4.1 Buyer instructions on purchase of property are actioned
in line with legislative requirements and agency practice.
4.2 Purchase process is managed in a professional manner in
line with buyer's instructions, method of sale, agency practice,
ethical standards and legislative requirements.
4.3 Negotiations are conducted on behalf of buyer in line
with buyer instructions, legislative requirements, ethical
standards and agency practice.
4.4 Negotiations are conducted in a professional manner,
including showing respect for seller and buyer in line with
agency practice, ethical standards and legislative requirements.
4.5 Effective negotiation techniques are used to persuade
and reach agreement with seller.
4.6 Effective techniques are used for dealing with conflict
and breaking deadlocks where required.
4.7 Effective techniques are used for closing the purchase.
4.8 Mutually agreed price and conditions of sale are
established and confirmed with seller and referred to buyer.
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4.9 Statutory sales documentation is checked for accuracy
prior to signing by buyer in line with agency practice.
Monitor settlement of
sale
5.1 Settlement process is monitored to ensure compliance
with contract details and legislative requirements.
5.2 Payments to be made by buyer as part of the settlement
process are checked for compliance with contract details and
legislative requirements.
Maintain
communication with
relevant parties
6.1 Buyer confidence in agency activities is maintained
through ongoing contact and correspondence.
6.2 Opportunities to promote agency services are
implemented in line with agency practice.
CPPDSM4022A Sell
and finalise the sale of
property by private
treaty
Qualify buyer 1.1 Enquiries from potential buyers regarding purchase of
property are handled promptly to enable high quality service
delivery according to agency requirements.
1.2 Appropriate rapport is established with potential buyer.
1.3 Buyer requirements are clarified and accurately assessed
using appropriate interpersonal communication techniques.
1.4 Factors likely to influence the purchase of properties are
identified and used to confirm buyer intentions.
1.5 Customer due diligence is undertaken according to
agency practice and legislative requirements.
1.6 Potential buyers are provided with suitable information
about available and prospective listings and assisted to find
listing that best matches their requirements.
1.7 Potential buyers are assisted in making a decision to
view properties using information obtained from sellers and
buyers.
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1.8 Qualified prospects are recorded to provide an
opportunity to maximize future marketing activities.
Arrange property
inspection for potential
buyer .
2.1 Appointments are made for property inspections in line
with agency practice, ethical standards and legislative
requirements.
2.2 Preparations are made for property inspection in line
with agency practice.
2.3 Promotional material on the property is used to describe
main sales features of the property.
2.4 Effective questioning techniques are used to clarify
buyer interest in the property.
2.5 Records of inspections are accurately completed in line
with agency practice.
Deliver effective sales
presentation
3.1 Factors affecting the successful conclusion of the sale
are identified and addressed in the sales presentation.
3.2 Key decision makers are identified to ensure that their
needs and concerns are met in the sales presentation.
3.3 Main features of property are matched to buyers' stated
needs and motivation.
3.4 Relevant legal and financial information is used to
support the sales presentation.
3.5 Effective communication and presentation skills are
used to create buyer interest and focus buyer attention on the
property.
3.6 Buyer is given time and space to evaluate property while
time is used to maximum advantage to promote property.
3.7 Buyer is encouraged to clarify key aspects of property
before a decision is made to purchase property.
3.8 Buyer questions are answered fully and honestly.
3.9 Details of offer to purchase property submitted by buyer
are confirmed and documented.
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Submit offer and
negotiate property sale
4.1 Offer from buyer is submitted to seller in line with
agency practice, ethical standards and legislative requirements.
4.2 Professional agency advice is provided to seller that
incorporates declared knowledge of buyer's motivation.
4.3 Negotiations are conducted with buyer according to
seller response to offer.
4.4 Negotiations are conducted in a professional manner,
including showing respect for seller and buyer in line with
agency practice, ethical standards and legislative requirements.
4.5 Effective negotiation techniques are used to persuade
and reach agreement between seller and buyer.
4.6 Alternative offers are discussed and their viability
assessed.
4.7 Effective techniques are used for dealing with conflict
and breaking deadlocks where required.
4.8 Effective techniques are used for closing sale
4.9 Mutually agreed price and conditions of sale are
established and confirmed with seller and buyer.
4.10 Relevant sale of property documentation is explained to
seller and buyer in line with agency and statutory requirements
for finalization of the property transaction.
4.11 Documented, agreed price and conditions of sale are
made accessible that provide an accurate record of agreement
and meet agency and statutory requirements for finalization of
the property transaction.
Maintain
communication with
seller
5.1 Seller confidence in agency marketing activities is
maintained through ongoing contact and correspondence.
5.2 Communication is diarized to provide an accurate and
objective record of progress reports to seller.
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Manage contract to
settlement .
6.1 Settlement requirements are identified and checked with
relevant parties to minimize misunderstanding or breaches of
contract in line with agency practice and legislative
requirements.
6.2 Requests from buyer to inspect property prior to
settlement are facilitated in line with agency practice and
legislative requirements.
6.3 Information on buyer and seller responsibilities with
regard to building and content insurance prior to settlement is
provided in line with agency practice and legislative
requirements.
6.4 Procedures for holding and release of deposit moneys
during the settlement period are implemented in line with
agency policy and legislative requirements.
6.5 Settlement within the contract's legal framework is
ensured by liaison with settlement agents and other assisting
professionals representing the seller and buyer.
6.6 Progress of settlement agents and other assisting
professionals is monitored in line with agency practice.
6.7 Contingency plans are prepared in consultation with
relevant legal agents to avoid the possibility of one or more
parties to the transaction being unable to fulfil contractual
obligations.
6.8 Appropriate procedures are implemented if any party to
the transaction is unable to fulfil contractual obligations.
6.9 Effective communication techniques are used in liaising
with seller, buyer and other parties representing the seller and
buyer through the settlement process.
7 Prepare documentation for agency disbursements.
Prepare documentation
for agency
disbursements
7.1 Settlement financial transactions are checked for
accuracy against contractual documentation, and agency fees
are calculated and safeguarded during disbursement activities.
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7.2 Authorized agency disbursements are obtained within
contractual, agency and statutory requirements.
7.3 Financial systems are updated to reflect authorized
transactions.
7.4 Agency fees are calculated and safeguarded during
disbursement activities.
7.5 Due and proper attention is paid to obtaining required
authorizations, signatures and identifications prior to
disbursement.
Decide on future
contacts with prospects
8.1 Nature of future contacts with prospects is assessed in
the light of likely agency-client interaction to a given point in
time.
8.2 Business correspondence records are held on file to
provide justification for the continuation or termination of
contract, and are communicated without prejudice to the parties
involved.
Maintain client
relationships .
9.1 Future business relations are established by mutual
evaluation of seller and buyer satisfaction with services
provided.
9.2 Business records and databases are updated to facilitate
networking and informed marketing strategy planning
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3. Essential knowledge
to be assessed
CPPDSM4001A Act as a buyer’s agent:
• consumer protection principles that impact on the sale
of property, including:
• cooling off provisions
• false representations and misleading conduct in
relation to the sale of land
• impact of consumer protection legislation on
contracts
• insurance provisions
• penalties and remedies for breaches
• protection offered for consumers
• rights and obligations of estate agents
• secret commissions
• ethical and conduct standards
• general legal principles that impact on property law
relating to the sale of property, including:
• adverse possession
• contracts
• easements
• fee simple and life estates
• general law system and the Torrens system of title
• mortgages
• real and personal property
• restrictive covenants
• types of interest in land
• insurance
• methods of sale, including:
• auction
• off the plan
• private treaty
• reverse auction
• set sale
• specialized properties
• tender
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• negotiation techniques
• property inspections
• property sales, including:
• after-sales procedures
• agency and statutory documentation
• 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
• environmental issues
• financial services
• franchises and business structure
• OHS
• privacy
• property sales
• risks and risk management strategies
• role and responsibilities of buyer's agents, including:
• act in client's best interests
• client authority
• confidentiality
• conflict of interest
• fair trading
• fiduciary obligations
• inducements
• knowledge of legislation
• licensing
• obtain best possible purchase price
• privacy
• referral of buyer to service providers
• rights and duties.
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CPPDSM4022A Sell and finalise the sale of property by private
treaty:
• agency disbursements, including:
• authorizations, signatures and identifications that must
be obtained prior to disbursement
• calculation and protection of agency fees during
disbursement activities
• documentation for agency disbursements
• financial transactions that take place at settlement
• circumstances in which contracts are void, voidable or
unenforceable, including:
• illegality
• lack of capacity
• misrepresentation
• mistake
• consumer protection principles that impact on the sale of
property, including:
• cooling off provisions
• false representations and misleading conduct in relation
to the sale of land
• impact of consumer protection legislation on contracts
• insurance provisions
• penalties and remedies for breaches
• protection offered for consumers
• rights and obligations of estate agents
• secret commissions
• contract construction principles, including:
• acceptance
• consideration
• implied matters in contracts for sale of property
• negligence
• offer
• contracts for sale of property, including:
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Version 2
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