Knowledge Assessment 1of3
Criteria
Unit code, name and release number
CPPREP4102 – Market property (1)
Qualification/Course code, name and release number
CPP41419 – Certificate IV in Real Estate Practice (1)
Student details
Student number
Student name
Assessment Declaration
- This assessment is my original work and no part of it has been copied from any other source except where due acknowledgement is made.
- No part of this assessment has been written for me by any other person except where such collaboration has been authorised by the assessor concerned.
- I understand that plagiarism is the presentation of the work, idea or creation of another person as though it is your own. Plagiarism occurs when the origin of the material used is not appropriately cited. No part of this assessment is plagiarised.
Student signature and Date
Version: 20200505
Date created: 8 January 2020
Date modified: 05 May 2020
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Assessment instructions
Table 1 Assessment instructions
| Assessment details | Instructions |
| Assessment overview | The objective of this assessment is to assess your knowledge as would be required to |
| Assessment Event number | 1 of 3 |
| Instructions for this assessment | This is a written assessment and will be assessing you on your knowledge of the unit. This assessment is in one part: Short answer questions This assessment also contains an: Assessment feedback |
| Submission instructions | On completion of this assessment, you are required to upload it or hand it to your trainer for marking. Ensure you have written your name at the bottom of each page of this assessment. It is important that you keep a copy of all electronic and hardcopy assessments submitted to TAFE and complete the assessment declaration when submitting the assessment. |
| What do I need to do to achieve a satisfactory result? | To achieve a satisfactory result for this assessment all questions must be answered correctly. |
| What do I need to provide? | USB drive or other storage method with enough free space to save work to. Personal computer with internet access. |
| What the assessor will provide? | Access to the Learning Management System. |
| Due date and time allowed | Refer to Unit assessment guide (UAG) for the due date. This assessment may be completed in or outside of the classroom. Indicative time to complete assessment: 1.5 hours. |
| Supervision | This is an unsupervised assessment. For unsupervised tasks, your assessor may ask for additional evidence to verify the authenticity of your submission and confirm that the assessment task was completed by you. |
| Assessment feedback, review or appeals | In accordance with the TAFE NSW policy Manage Assessment Appeals, all students have the right to appeal an assessment decision in relation to how the assessment was conducted and the outcome of the assessment. Appeals must be lodged within 14 working days of the formal notification of the result of the assessment. If you would like to request a review of your results or if you have any concerns about your results, contact your Teacher or Head Teacher. If they are unavailable, contact the Student Administration Officer. Contact your Head Teacher for the assessment appeals procedures at your college/campus. |
Part 1: Short Answer Questions
To complete this part of the assessment, you will be required to answer all of the questions to demonstrate your understanding of the processes, the legal requirements and your role as an agent in the marketing of properties for sale and rent.
- Discuss your role as an agent in carrying out your duties and responsibilities, providing property marketing advice and plans to vendors to vendors. Your answer should be between 250 and 300 words.
Real estate industry is said to be a regulated industry where all the activities are followed by governmental rules, as it was designed to make the loss minimal for a consumer while doing the transaction. A vendor is said to be a person or a company which offers something for sale.
As a real estate agent the main role is to dealing or selling or leasing the properties, lands etc. Promote the properties so that the buyer can buy the property without hesitation. There are two kinds of properties, residential and industrial or commercial. For marketing he property between vendor to vendor, I will follow the legislative norms and promote the property which is going to be sell and give proper information about the land or property to the vendor. And as we know the property can be sold by mainly Auction, Private treaty or through Tender, so I will mange the selling method for them and give them assistance till the property is selling process is completed.
- Discuss the marketing resources that are available for an agency to use in the marketing of a property for sale or rent. Then summarise the principles underpinning effective marketing resources. Your answer should be between 250 and 300 words.
For selling or rent of a property, there are many options available, but mainly three method which are used often are Auction, Private treaty and Tender.
Auction: In case of auction the property can be sold to the highest bidder present at the auction. But it also can be sole before auction if the purchaser makes an offer to the vendor and if he is happy with the offer.
Private Treaty: If the property deal is completed with the specific price asking by the vendor, it calls as the private treaty. It is onto the vendor, he can accept the deal or reject.
Tender: It is most popular among others, the agent of the vendor publish advertisement through print media or other methods and asking for the deal within a specific date.
- Identify and discuss the agency standards, ethical and regulatory practices relating to statutory documentation and forms for marketing a property for sale or lease.
The agency standards, ethical and regulatory practices relating to statutory documentation and forms for marketing a property for sale or lease are not to hide anything about the property to buyer, not leave from the deal without completing it, provide and arrange the methods for selling or leasing the properties etc.
- Explain ethical and regulatory standards and principles including the legislation and sections most relevant to marketing in NSW, with particular reference to:
- Misleading and deceptive conduct
- False representation
- Price advertising
- Advice and disclosure of material facts
Your answer should be between 300 and 350 words.
Misleading and deceptive conduct, False representation, Price advertising, Advice and disclosure of material facts are falls under the following legislation and sections most relevant to marketing in NSW:
• Competition and Consumer Act 2010 (Commonwealth) (CCA Act)
• Competition and Consumer Regulations 2010 (Commonwealth)
• Fair Trading Act 1987 (NSW)
• Fair Trading Regulation 2012 (NSW).
Misleading and deceptive conduct: It is related to misleading behaviour by the marketingagent to the buyer or client. It also included the deceptive conducts also.
False representation: If any agent or vendor shows false representation of the property, then if is falls under the above mentioned laws and the government can take strict actions against them.
Price advertising: It includes the disclosure of the confidential information about the property.
Advice and disclosure of material facts: It includes the disclosure of the confidential information about the property, building materials etc.
- Discuss the different methods of sale used in the sale of property. Your answer should be between 300 and 350 words.
For selling or rent of a property, there are many options available, but mainly three method which are used often are Auction, Private treaty and Tender.
Auction: In case of auction the property can be sold to the highest bidder present at the auction. But it also can be sole before auction if the purchaser makes an offer to the vendor and if he is happy with the offer. Generally it happens in case of big property and when we expect high value of the property.
Private Treaty: If the property deal is completed with the specific price asking by the vendor, it calls as the private treaty. It is onto the vendor, he can accept the deal or reject. Generally it happens in case of small property and when we expect low value of the property.
Tender: It is most popular among others, the agent of the vendor publish advertisement through print media or other methods and asking for the deal within a specific date. It is popular from other and hugely used for selling the properties. It happens in case of small to big property and when we expect small to medium value of the property.
- Discuss the different methods of lease used in the lease of property through a real estate agency. Your answer should be between 100 and 150 words.
There are many methods for lease through a real estate company, these are absolute net lease, triple net lease, modified gross lease, and full-service lease.
Absolute net lease: Here all the burden comes to the tenant and he have to do everything including maintaining, pay taxes etc.
Triple net lease: Here the tenant have to take care of three things, insurance, real property taxes and maintaining only.
Modified gross lease: Here entire burden comes to the property owner and he have to do everything including maintaining, pay taxes etc.
Full-service lease: The property owner pays every cost including service cost like maintaining common area, utility payment etc.
- Summarise strategies used to build agency-client relationships. Your answer should be between 250 and 300 words.
There should be proper understanding between two parties before going to the business agreement. The agent should disclose every information about the land or property and the client should give proper care at the time of understanding the terms or information by agent. They should follow the agreement and the fees should be discussed before going to the agreement. The Consultant shall perform the following services, including but not limited to pitching of campaign ideas, presentation, assessment, advertisements, or rollout.
The Consultant should treat the proprietary information, land details, and other confidential information confidential disclosed to them by the Client. Said confidential information will not be used for their personal benefit and will be treated as confidential even after the termination or early termination of this Agreement.
They should discuss about the advantages of the location, disadvantages, target location, cost details etc.
- Provide descriptions of the following marketing activities that an agency uses in marketing a property for sale or rent. Your answer should be between 300 and 350 words. Activity Your answer
- Advertising including print and electronic media.
- Agency property guides.
- Brochures.
- Direct marketing.
- Inspections.
- Mail-outs.
- Networking.
- Open house.
- Signboards.
- Explain how marketing and communication relate to the agency brand. Your answer should be between 400 and 450 words.
Marketing and communication is tightly related to each other. Without proper communication we cant express the thoughts and influence the client about the product or service. Communication is classified in two categories, oral communication and written communication.
Oral communication takes place both in a face-to-face situation and on the telephone. The main difference is that, when we use the telephone with a client, neither of we can interpret the other’s body language. When talking to our clients, it’s important to use language that suits the situation we’re in. Inappropriate language makes establishing rapport difficult. For example, we should use polite formal greetings in an office situation, or the specific phrases needed for answering the telephone, such as ‘Putting you through now’. There will also be times in our work where we’ll need to communicate in writing. This may mean writing reports, completing forms or writing emails. Written communication must be clear and accurate. Clients and customers judge the professionalism of an organisation by, among other things, the quality of its written communication, so it’s important Knowing how to communicate with and respond to customers’ online enquiries is an important skill for maintaining both personal and professional relationships.
Social media communication skills are vital for real estate agents. Sites such as Facebook, Instagram, Twitter and Pinterest have made it easier to keep in touch with current and potential clients and are now common and expected channels of communication. They can also present you with both opportunities and challenges.
This is how marketing and communication is related to each other.
- Summarise the key aspects of a marketing plan and discuss the process for reviewing the effectiveness of the plan and the materials. Your answer should be between 300 and 350 words.
The resource is appropriate for marketing plan as the pamphlets though are traditional way of advertisements, yet they are one of the most relevant method for reaching out to masses in colonies to people who are willing to buy houses. Also, the pamphlets can be viewed by anyone passing near it and can grab the attention of masses at a time. The cost involved is very nominal in it for printing and pasting the pamphlets. The resource is also in accordance with the agency as the agency is involved in print media also. According to ethical standards also, the pamphlets are supposed to be ethical and legal. The only thing to be cautious about is that the content of the advertisement should not be against any person, law, or organization and should not be deceptive.
Identify target market appropriately, Development of social media and website, Referrals and word-of-mouth advertisement for additional response, Quickly responding back to the queries and acknowledgements of the traffic, Proper and accurate information regarding the property along with contact details should be mentioned in each advertisement, Creative and interactive advertisements including graphics for providing customer a real feel of the property, Content should be relevant and showcase profits of the property, Proper location details and owner details should be there etc.
- Locate the NSW Property and Stock Agents Act 2002 and research the rules about underquoting in representations when marketing a residential property and summarise it in your own words. Your answer should be between 100 and 150 words.
The activities of real estate agents, stock and station agents, and business agents are governed by the Property, Stock and Business Agents Act 2002 (NSW) and its Regulation, amongst other pieces of legislation. This is covered in legislation as well by ethics. This practice entices more customers to your listings by underestimating the price, usually at auctions. The effect that this has is that the agent has more ‘foot traffic’ through the open houses, which then increases their database contact numbers. However, the customer ends up with an unrealistic expectation as to a probable sale price and can often miss out on the purchase. Costs to the purchaser can also be incurred for reports such as building inspections and valuations.
- Summarise the purpose of a marketing budget, agency fees and charges and other conditions that need to be considered by a real estate agent when marketing a property. Word Count (200-250 words)
The resource is appropriate for marketing plan as the pamphlets and newspapers, though, are traditional way of advertisements, yet they are one of the most relevant method for reaching out to masses in industry and corporate world. Also, the pamphlets can be viewed by anyone passing near it and can grab the attention of masses at a time. The cost involved is very nominal in it for printing and pasting the pamphlets. The resource is also in accordance with the agency as the agency is involved in print media also. According to ethical standards also, the pamphlets and newspapers are supposed to be ethical and legal. The only thing to be cautious about is that the content of the advertisement should not be against any person, law, or organization and should not be deceptive.
- Analyse the factors that affect the choice of a marketing strategy. Your answer should be between 100 and 150 words.
While doing property business there are some factors which is always taken in mind. Firstly we need to identify the needs of the buyers and what kind of property he or she wants, along with the environment or facilities. If it is for residential property, then there should be proper utilities available along with essential services like market, hospital, public transport etc. But in case of commercial property there should proper power supply, manpower, transport facility for caring the raw materials or final items in case of manufacturing facility etc.
- Give three examples of marketing strategies for a residential property and explain how they might be beneficial. Your answer should be between 100 and 150 words.
Following is the roadmap which will be followed to attract the population for the lease of the property.
• Identify target market appropriately
• Development of social media and website
• Referrals and word-of-mouth advertisement for additional response
• Quickly responding back to the queries and acknowledgements of the traffic
• Proper and accurate information regarding the property along with contact details should be mentioned in each advertisement.
• Creative and interactive advertisements including graphics for providing customer a real feel of the property.
• Content should be relevant and showcase profits of the property.
• Proper location details and owner details should be there.
- Discuss some techniques used to identify the needs and motivations of vendors and buyers, landlords and tenants. Your answer should be between 400 and 500 words.
In any property marketing there fre four character involved, they are vendor and buyer in case of property selling and landlord and tenant in case of leasing property.
Vendor: A person or company offering something for sale
Buyer: A person who makes a purchase
Landlord: A person who rents out land, building or accommodation
Tenant: A person who rents from a landlord a building, land or accommodation
- Discuss some communication strategies that can be used to respond to a client complaint. Your answer should be between 400 and 500 words.
Methods of communication
There are many methods of client communication that can take place in a real estate practice. The obvious ones are:
• face-to-face: where the agent and client relate interpersonally
• telephone: a useful business tool
• written: not only business letters, meeting notices, agendas and minutes reports, but also electronic writing such as emails and websites
• social media: sites such as Facebook, Twitter, lnstagram, YouTube, Snapchat, Pinterest.
While responding to the complaint by client the things which could be followed is mentioned below.
Oral communication takes place both in a face-to-face situation and on the telephone. The main difference is that, when we use the telephone with a client, neither of we can interpret the other’s body language.
When talking to our clients, it’s important to use language that suits the situation we’re in. Inappropriate language makes establishing rapport difficult. For example, we should use polite formal greetings in an office situation, or the specific phrases needed for answering the telephone, such as ‘Putting you through now’.
Here are some other things to remember:
• Avoid highly colloquial or technical language.
• Be friendly, but also business like.
• Being over friendly with new contacts is unprofessional and reflects badly on your organisation.
There will also be times in our work where we’ll need to communicate in writing. This may mean writing reports, completing forms or writing emails.
Written communication must be clear and accurate. Clients and customers judge the professionalism of an organisation by, among other things, the quality of its written communication, so it’s important for every member of staff to make sure that everything that goes out on the organisation’s letterhead is error-free and well presented. It’s also important to make sure the written documents contain correct grammar, spelling and punctuation to ensure they look professional.
Knowing how to communicate with and respond to customers’ online enquiries is an important skill for maintaining both personal and professional relationships.
Social media communication skills are vital for real estate agents. Sites such as Facebook, Instagram, Twitter and Pinterest have made it easier to keep in touch with current and potential clients and are now common and expected channels of communication. They can also present you with both opportunities and challenges.
Some hints and tips for communicating effectively on social media include the following:
• Be clear and direct – text communication has the potential to lead to misunderstandings, for example, don’t use sarcasm as this doesn’t always translate well.
• Be conversational – write for enjoyment.
• Focus on one core message.
• Don’t have to agree with everyone to build rapport – learning how to respectfully disagree or say no shows others that you stand up for what you believe in.
• Give the followers the information they want.
• Focus on building relationships, not selling your services.
• Respond to customers.
Assessment Feedback
NOTE: This section must have the assessor signature and student signature to complete the feedback.
This section is to be completed by the assessor. Once feedback has been provided by the assessor you will be given the opportunity to respond.
Additional evidence for verification of assessments
Additional questions asked by assessor
Assessors may ask additional questions to clarify student understanding. List here any additional questions that were asked during this assessment event.
Student responses to additional questions
Record the student responses to any additional questions that were asked during this assessment event.
Assessment outcome
☐ Satisfactory
☐ Unsatisfactory
Assessor Feedback
☐ Has the Assessment Declaration on page 1 of the assessment been signed and dated by the student?
☐ Are you assured that the evidence presented for assessment is the student’s own work?
☐ Was the assessment event successfully completed?
☐ If no, was the resubmission/re-assessment successfully completed?
☐ Was reasonable adjustment in place for this assessment event?
If yes, ensure it is detailed on the assessment document.
Comments:
Assessor name, signature and date:
Student acknowledgement of assessment outcome
Would you like to make any comments about this assessment?
Student name, signature and date
NOTE: Make sure you have written your name at the bottom of each page of your submission before attaching the cover sheet and submitting to your assessor for marking.
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