real estate licensing programs by edukaat2

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									RPL Application WA Real Estate Licensing Program

About Recognition of Prior Learning (RPL)
RPL acknowledges that often people will have developed skills from on the job learning, other courses and life experiences. Where such ‘prior learning’ matches those competencies required for a specific qualification it is the role of a Registered Training Organisation (RTO) to assess candidates and award a Statement of Attainment or Qualification based on assessment of this Prior Learning application. This process starts with self assessment by you of your possible competence using this form and checklist. When this form is completed & evidence supplied it is assessed. An interview will usually be required to finalise your exemptions. The Points for discussion section outlined for each unit in this application provides you with an indication of what may be covered during the interview process. You may also be asked to perform a workplace project or task to establish your competence

In order to obtain RPL with Kaplan Professional, you will need to complete and submit this document to us ensuring you have completed the following: • • • • provided. Ticked the box at the top of each page confirming that you wish to apply for RPL for that specific unit. Supplied all General Evidence required from the Evidence checklist Completed the details below and signed the declaration. Completed payment form on the following page

Please Note: Kaplan Professional will not process your application until all the above information has been completed and

General Evidence, refer to checklist, required will include: • • • A brief CV/Resume outlining your working life (include non real estate related roles) Letters from past or current employers/supervisors/colleagues with job description or duties if possible Transcript of results (copies to be certified by a Justice of the Peace)/copies of certificate(s) gained from courses attended (included in-house) Also evidence of attendance at any company or real estate training courses, seminars or conferences together with details of content. Samples of your work (brochures, appraisal letters, listings, sales, leases, letters to & from clients, allied professionals, hard copy of your details as shown on office web site, etc) Must contain your name or be attested as your work by your supervisor or accountant/solicitor. Client and customer references.

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Please Note: The supply of suggested evidence with this application will make the process both easier and quicker for you. This includes less time involved in the interview process itself. A transcript of results, from an RTO, showing the unit number gives advanced standing which is an automatic transfer of credit for these units. Within each unit is a further list of suggested evidence to help you establish your competence and gain exemption

Please return completed form including supporting evidence and documentation to: Kaplan Professional GPO Box 9995 Sydney NSW 2001

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Recognition of Prior Learning costs.

Application fee (non refundable)

$150

Note: You have 6 months from payment of your application fee to submit all evidence for assessment. If you do not submit within 6 months you will be required to make a new application and pay appropriate fee’s.

Amount Payable (including GST): $ By Cheque or Money Order

Cheque / Money Order made payable to Kaplan Professional – ABN 54 089 002 371
By Credit Card

MasterCard Card Number: Expiry Date:

Visa

American Express* Total: $________________________________

*Payment by American Express will incur a 2.5% surcharge

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Name of Cardholder:________________________________ Signature:________________________________
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Declaration
I hereby declare: • • • • • • the information contained in this application is true and correct the documentation and evidence provided is my own I hold a copy of this application in its entirety including supporting documentation I have not sent any original documentation but I have sent certified copies of the originals I will not hold Kaplan responsible for any lost or damaged documentation provided by me I understand the material sent by me will not be returned.

First Name: __________________________________ D.O.B:_____________

Surname: ____________________________________

Company: _____________________________________________________________

Address: ___________________________________________________________________________________ Suburb: ___________________________________ Work Phone: _______________ Signed _____________________

State: ___________

Postcode: ___________________

Mobile: ________________
Date_____/_____/_____

Email: ________________________________

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Next Steps – (Once you have submitted your RPL Application for review)
• A qualified assessor will assess your application and contact you for an informal discussion and/or interview about your application. A result should be known within two weeks of the assessor receiving your evidence pack. (Please ensure you include this completed application form) Results will be either “competent” or “not yet competent”. You will receive a Statement of Attainment for all units for which competency has been achieved.

•

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Yes, I wish to apply for RPL for this unit:

BSBFIM501A Manage budgets and financial plans
You must be able to demonstrate your understanding in the following elements of competency:

• • • •

Plan financial management approaches Implement financial management approaches Monitor and control finances Review and evaluate financial management processes

Points for Discussion

• • • •

Financial skills required to work with and interpret budgets, ageing summaries, cash flow, petty cash, GST, and profit and loss statements Resources & systems you would have in place to achieve budgeted projections Reporting & monitoring systems required internally Knowledge of the record keeping requirements for the ATO and for auditing purposes

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Budgets & written reports developed by you, business management or accounting qualifications Portfolios of work evidence including third party reports, identification of cost variations & expenditure overruns Letters from company accountants or auditors confirming involvement in financial management of a business
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

BSBHRM402A Recruit, select and induct staff
You must be able to demonstrate your understanding in the following elements of competency:

• • •

Determine future people needs Select appropriate people Confirm employment arrangements

Points for Discussion

• • • • • • • •

Discuss the various roles and positions to be filled within your agency as they relate to your business requirements. Demonstrate that remuneration packages are calculated based on agency needs and market conditions. Discuss how job descriptions and duty statements are produced. Demonstrate how the agency markets to attract high quality staff. Demonstrate interview techniques utilised to select the most suited candidates. Demonstrate the selection criteria used to evaluate claims against the competency requirements of the position. Discuss the relevant legislation in the provision of employment contracts. Explain the induction procedure & process

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Evidence demonstrating the personnel required to deliver agency services. Evidence of how staff are recruited including marketing. Evidence of the interview strategies that are utilised when selecting new staff. Evidence of the relevant employment contracts that form part of the recruitment process. Evidence of induction procedures
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

BSBMGT502B Manage people performance
You must be able to demonstrate your understanding in the following elements of competency:

• • • •

Allocate work Assess performance Provide feedback Manage follow-up

Points for Discussion

• • • • • • • • • • • • • •

Discuss the various roles and positions within an agency as they relate to allocating work The performance standards are well known to personnel. Demonstrate regular staff appraisal procedures. Demonstrate that remuneration packages are calculated based on agency needs and market conditions. Discuss how job descriptions and duty statements are produced. Discuss performance criteria of individual staff members. Demonstrate how personnel records are to be maintained. Demonstrate performance benchmarks for individual staff members. Demonstrate review of performance benchmarks. Demonstrate or discuss the records that are maintained in reviewing performance benchmarks. Demonstrate how the agency assesses and adjusts performance evaluation. Demonstrate how staff meetings are conducted. Communication strategies that are employed to enhance communication and teamwork in staff meetings. Demonstrate the staff meeting follow up strategies that are implemented.

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Evidence demonstrating the personnel required to deliver agency services. Examples of how staff performance is monitored and reviewed. Evidence of how staff meetings are conducted including agenda, minutes and follow up.
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

BSBSMB402A Plan small business finances
You must be able to demonstrate your understanding in the following elements of competency:

• • •

Identify costs, calculate prices and prepare profit statement Develop a FINANCIAL PLAN Acquire finance

Points for Discussion

• • • •

Development of a financial plan which identifies the financial requirements of the business, including profit targets, cash flow projections and strategies for the acquisition of finance Knowledge of financial decision making relevant to the business Legal requirements involved in planning finances such as taxation or corporations law Sources of finance & financial backers relative to small business

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Portfolio of evidence including financial plan & records Projected cash flow & profit statements Evidence showing accounting or bookkeeping qualifications or experience Evidence of previous business management or ownership Letters from company accountants or auditors confirming involvement in financial management of a business
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4003A Appraise property
You must be able to demonstrate your understanding in the following elements of competency:

• • •

Research property Appraise sale price range or rental value of property for listing purposes Present information

Points for Discussion

• • • • • • • • •

Demonstrate a thorough understanding of legislation as it relates to ethical pricing. Discuss the role of the valuer and the agent when pricing property. Clearly define the reasons why a valuation may not reflect the current market price of a property. Demonstrate the impact of local, regional and national factors on the market price of property. Describe your local market accurately and demonstrate that your market research relating to current market conditions is being constantly monitored. Calculate average and median prices for property in your area. Discuss the calculation of vacancy rates and their relationship to the market price of real estate. Demonstrate an understanding of highest and best use and provide examples of when a feasibility study may be required. Demonstrate the impact of illegal use and non complying structures on the price of real estate.

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

A research report prepared by you for the client e.g. Data analysis of sales in your area/or a property management report on vacancy rates and current market conditions for a client. A brochure or correspondence to a client highlighting the current state of the market in your area. Copy of a sales or property management CMA or price analysis. This must be a report that demonstrates analysis of sales, including properties currently for sale and direct comparable properties that have recently sold (It cannot be a printout of property searches) or a rental CMA including rental properties currently available and properties that have recently rented.
(Please Note: For confidentiality reasons names can be removed from these documents)

Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4005A Establish and build client–agency relationships
You must be able to demonstrate your understanding in the following elements of competency:

• • • • •

Communicate effectively with clients Implement client–agency relationship management strategies Implement agency client care and client service standards Implement personal marketing strategies Build ongoing relationships with clients.

Points for Discussion

• • • • • • • • •

Explain how the existing client base is maintained in accordance with candidate’s business plan and marketing strategy. Demonstrate how the client base is categorised. Explain how contact is made with potential clients on a regular basis. Demonstrate involvement of activities in local business and local community (networking activity). Demonstrate strategies that are implemented to expand the client base. Explain marketing strategies used. Explain the process of handling repeat and referred business generated by the implementation of these strategies. Demonstrate that records are being maintained to provide accuracy. Demonstrate that contact with prospects is current, informative and reflective of current marketing trends.

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Letters and testimonials from satisfied clients and customers. Newsletters and emails demonstrating planned contact with clients and customers. Evidence of a business prospecting plan identifying your target market and methods of maintaining contact with your market. This can include brochures, advertisements, photos of signage etc. Evidence of community activities supporting demographic marketing (handouts, school sports ribbons etc.) Evidence to support your ability to establish and use a computerised database. This evidence may be part of the abovementioned evidence.
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4006A Establish and manage agency trust accounts
You must be able to demonstrate your understanding in the following elements of competency:

• • • • •

Review agency trust accounts for compliance with trust account requirements Establish and maintain trust accounts Manage and control trust accounts Monitor and review trust accounts Authorise and verify trust accounts

Points for Discussion

• • • • • • • • • • • • •

Explain the legal requirements for keeping separate books of account & establishing trust accounts. Explain the processes for monies entering a trust account, including how monies are received, receipted and banked. Discuss the flow of information through the trust account including establishing client ledgers, trust bank ledgers and special ledgers. Explain the legal requirements for paying monies out of a trust account. Explain the role of the general journal in trust accounting. Understand the concept of double entry book-keeping. Understand and demonstrate trial balance and explain the processes for bank reconciliation. Discuss common risks to the security of monies being held in the trust account including negligence, fraud and fidelity breaches. Demonstrate an understanding of risk management strategies to minimise trust account legislative breaches. Demonstrate security and confidentiality of trust account information being held by the agent. Discuss how the agent must disburse monies under client instructions. Explain the management of discrepancies in the trust account. Discuss the reporting requirements for both an internal and external audit.

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Evidence of a trust account transaction. You must include the source document, journal entry, ledger entry including trust bank ledger showing the incoming funds, and the disbursement of funds; also include evidence of payment of funds. Provide documented evidence of how the trust account is secured in your office. This may include written policies and checklists. Accounting qualifications obtained by you or letter from company accountant/auditor regarding your supervision/handling of trust accounts.
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4007A Identify legal and ethical requirements of property management to complete agency work
You must be able to demonstrate your understanding in the following elements of competency:

• • • • •

Apply knowledge of property management Develop knowledge of property management process Handle moneys Identify roles and responsibilities of agency personnel in property management Use key register

Points for Discussion

• • • • • • • • • • • • •

Demonstrate an ability to prepare appropriate contract documentation for commercial, residential or industrial leasing Demonstrate an understanding of legal and government requirements appropriate to the preparation of documents. Demonstrate knowledge of how to complete the documents accurately. Demonstrate an understanding that the advice given to client is accurate and complete. Demonstrate an ability to discuss the client’s rights, obligations and responsibilities when entering into a contract or lease. Explain the structure & roles of a property management department Explain the handling of money in relation to property management transactions Demonstrate an understanding of signing and witnessing documents in accordance with legal requirements. Demonstrate an understanding of the relevant processes and searches. Demonstrate an understanding of the importance of the required timeframes in executing documents by all parities. Demonstrate documentation is adapted or drafted to meet the client’s needs. Demonstrate an understanding of the importance of the required timeframes in executing documents by all parities Explain key handling process & register

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

A property management job description or profile for your job or produced by you Examples of property management procedures relevant to the unit elements such as handling money & key register Copies of any required documents prepared with your name on them or with corroboration by supervisor that they were prepared by you.
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4008A Identify legal and ethical requirements of property sales to complete agency work
You must be able to demonstrate your understanding in the following elements of competency:

• • •

Develop knowledge of property sales Develop knowledge of sales process Identify roles and responsibilities of sales personnel

Points for Discussion

• • • • • • • • • • • •

Demonstrate an ability to prepare appropriate sales contract documentation Demonstrate an understanding of legal and government requirements appropriate to the preparation of documents. Demonstrate knowledge of how to complete the documents accurately. Demonstrate an understanding that the advice given to client is accurate and complete. Demonstrate an ability to discuss the client’s rights, obligations and responsibilities when entering into a contract Demonstrate how documents are presented in the correct order for execution by the parties. Demonstrate an understanding of signing and witnessing documents in accordance with legal requirements. Demonstrate an understanding of the relevant processes and searches. Demonstrate an understanding of the importance of the required timeframes in executing documents by all parties. Explain the role & structure of a sales department Demonstrate documentation is adapted or drafted to meet the client’s needs. Demonstrate an understanding of the importance of the required timeframes in executing documents by all parties. Explain the process of a sale from acceptance of offer through to settlement

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

A sales contract negotiated by you and any sales disclosures prepared by you. An example of any common special conditions that you have arranged or prepared under instruction. Copies of any required documents prepared with your name on them or with corroboration by supervisor that they were prepared by you. A sales job description or profile for your job role or prepared by you
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4009A Interpret legislation to complete agency work
You must be able to demonstrate your understanding in the following elements of competency:

• • • • •

Identify legal principles and legislative requirements affecting real estate operations Interpret legislative requirements affecting real estate operations Identify changes to legislation and regulations affecting agency operations Comply with relevant industry codes Maintain records of legislation and industry codes

Points for Discussion

• • • • • •

Demonstrate an ability to prepare appropriate sales contract documentation or commercial, residential or industrial leasing documentation. Explain legislation that impacts on your job in the industry Show your understanding of the conduct required under the legislation Explain how you will maintain records of legislation Explain how you will keep up to date with legislative changes Explain how this unit impacts on agency staff & personnel in relation to licensee obligations & supervision

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Evidence of attendance at any legislative seminars run by legislative authorities or legal representatives such as ACCC, solicitors etc Evidence of membership of industry associations Any office or company policies & procedures relating to this unit prepared or improved by you
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4010A Lease property
You must be able to demonstrate your understanding in the following elements of competency:

• • • • •

Screen tenant enquiries Undertake property inspection Obtain and review tenancy applications Complete tenancy documentation and place tenant in property Record tenancy arrangements

Points for Discussion

• • • • • • • • •

Essential questions to ask a rental customer when qualifying to find suitable properties. An understanding of key requirements and motivating factors when selecting rental properties in your area. The relationship between market demand, vacancy factors and the type of tenants a property will attract. Legislation that impacts on tenancies including residential, retail, commercial, discrimination & privacy. State government entities and how they impact on transactions Procedures for conducting inspections with rental customers including rental open for inspections. Essential information required for tenancy applications. How to check references and objectively ascertain suitability of rental customers to a property and the client’s rental instructions. Requirements for maintaining a rental database

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Copy of a completed tenancy application form that you have processed. Copy of evidence of conducting a property inspection to a prospective lessee. You must include a completed enquiry sheet, diary entry and or palm card. Copy of a completed checklist that you have used to process a tenancy application. A print out from your agency database providing evidence relating to a tenancy. You must provide evidence of the following: duration of lease, amount of rent paid, bond lodgment number, date of first routine inspection, any special conditions and a diary entry for lease renewal
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4011A List property for lease
You must be able to demonstrate your understanding in the following elements of competency:

• • • • • •

Promote agency’s property management services Establish client requirements Plan property listing presentation Deliver property listing presentation. Finalise property listing Record and act on instructions

Points for Discussion

• • • • • • • • • • • • •

The underpinning law of agency and an agent’s duty of care to the client, including conflict of interest and beneficial interest. How to prepare for a listing presentation. The essential workings of a pre-listing or listing kit and how to develop a pre-listing strategy. Questions required establishing client requirements Ability to conduct and interpret a title search. Ability to research market conditions and prepare a competitive market analysis. The protocol of conducting a listing inspection. Essential information required when completing a listing inspection report. The essential elements/steps to be covered when conducting a listing presentation to a client. An ability to discuss a range of marketing options with the client and provide advertising and promotion options to the client. The legal requirements relating to the payment of agency fees and commissions. The legal requirements for a valid and enforceable appointment to act, including statutory limitations on terms of appointment and ethical behaviour when listing The system employed for recording & acting on client instructions

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Samples from your pre-listing or listing kit and/or presentation folder. An example of a title search or a general property search. Evidence of market research and price analysis in the form of a CMA. Evidence of marketing options to be offered to the client. A copy of a completed property management agreement that you have recently completed. A completed listing inspection report
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4012A List property for sale
You must be able to demonstrate your understanding in the following elements of competency:

• • • • • •

Prospect for property listings Establish client requirements Plan property listing presentation Deliver property listing presentation Prepare and execute agency agreement Record and act on instructions

Points for Discussion

• • • • • • • • • • • •

The underpinning law of agency and an agent’s duty of care to the client, including conflict of interest and beneficial interest. How to prepare for a listing presentation. The essential workings of a pre-listing or listing kit with strategies for use. Ability to conduct and interpret a title search. Ability to research market conditions and prepare a competitive market analysis. The protocol of conducting a listing inspection. Essential information required when completing a listing inspection report. The essential elements/steps to be covered when conducting a listing presentation to a client. A thorough working knowledge of the listing options and methods of sale and how to apply them to the listing. An ability to discuss a range of marketing options with the client and provide advertising and promotion options to the client. The legal requirements relating to the payment of agency fees and commissions. The legal requirements for a valid and enforceable appointment to act, including statutory limitations on terms of appointment and ethical behaviour when listing

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Samples from your pre-listing or listing kit and/or presentation folder. An example of a title search or a general property search. Evidence of market research and price analysis in the form of a CMA. Evidence of marketing options to be offered to the client. A copy of a completed agency agreement for an exclusive agency or auction that you have recently completed. A completed listing inspection report
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4013A Market property for lease
You must be able to demonstrate your understanding in the following elements of competency:

• • • •

Develop marketing plan for property Check marketing materials Implement marketing activities Review and report on marketing activities and plan.

Points for Discussion

• • • • • • • • • •

The range of advertising and marketing options available for promoting properties that you are renting on behalf of a client. A full understanding of the primary target markets for rental in your area of operation. Discuss the essential elements of correct presentation and pricing strategies and how they impact on the marketing of real estate. An understanding of the concept of customer cycles as they impact on demand for real estate and the timing of marketing campaigns. You should be able to show evidence of the prime rental time in your area. Discuss how a marketing campaign is formulated and why certain marketing options are used for specific properties. Discuss how you arrive at a marketing budget with the client and how you overcome objections to client investment in marketing. Discuss how enquiry is monitored and reviewed. You should be able to discuss circumstances where a marketing campaign has been reviewed and the marketing campaign adjusted with the client’s authority. Discuss and demonstrate the process for creating an advertisement, including digital photography, formats, proofing copy with the clients and placement of the advertisement. Provide a clear understanding of what constitutes misleading advertising or advertising that may be deemed to be making false impressions or representations

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Copy of a marketing plan prepared for a client Copy of a marketing schedule and costs. An example of a typical marketing campaign, including evidence of advertisements, brochures, photos of signage, editorials etc
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4014A Market property for sale
You must be able to demonstrate your understanding in the following elements of competency:

• • • •

Develop marketing plan for property Check marketing materials Implement marketing activities Review and report on marketing activities and plan

Points for Discussion

• • • • • • • • • •

The range of advertising and marketing options available for promoting properties that you are selling on behalf of a client. A full understanding of the primary target markets for sales in your area of operation. Discuss the essential elements of correct presentation and pricing strategies and how they impact on the marketing of real estate. An understanding of the concept of customer cycles as they impact on demand for real estate and the timing of marketing campaigns. You should be able to show evidence of the prime selling time in your area. Discuss how a marketing campaign is formulated and why certain marketing options are used for specific properties. Discuss how you arrive at a marketing budget with the client and how you overcome objections to client investment in marketing. Discuss how enquiry is monitored and reviewed. You should be able to discuss circumstances where a marketing campaign has been reviewed and the marketing campaign adjusted with the client’s authority. Discuss and demonstrate the process for creating an advertisement, including digital photography, formats, proofing copy with the clients and placement of the advertisement. Provide a clear understanding of what constitutes misleading advertising or advertising that may be deemed to be making false impressions or representations

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Copy of a marketing plan prepared for a client Copy of a marketing schedule and costs. An example of a typical marketing campaign, including evidence of advertisements, brochures, photos of signage, editorials etc.
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4015A Minimise agency and consumer risk
You must be able to demonstrate your understanding in the following elements of competency:

• • • •

Identify potential risks to agency and clients Analyse causes and potential impact of risks on agency, clients and other stakeholders Implement agency procedures and systems to minimise risk Implement agency procedures and systems to minimise consumer risk

Points for Discussion

• • • • • • • • • • •

The requirements for managing a real estate business in terms of compliance with state and federal legislation. Employment provisions for correct appointment of salespeople and clerical employees in the agency. Industrial awards and employment termination provisions. Discuss a range of compliance issues relating to workplace health and safety, privacy, harassment and discrimination, and the Financial Services Reform Act. Discuss the operation of an agency procedures and policies manual. You should also be able to demonstrate how it is reviewed and updated. Demonstrate a full understanding of state consumer protection legislation. Demonstrate knowledge of the provisions of the Trade Practices Act and how it impacts on the agency business activities. Discuss the most common risks encountered in sales and property management agency practice and procedures and policies to ensure that they can be minimised and kept in control. Discuss the risks associated with the handling and management of monies within the agency and the personal security of agents and employees. Discuss risk minimisation and transference procedures including essential agency insurance requirements. Discuss how to handle a claim once a letter of demand or similar threat has been made

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Copies of agency policies relating to specific property management risks, sales risks, management of trust account monies, human resources, and the handling and storage of information. An extract from the Agencies Employment Register. A copy of a completed Employment Authority or Agreement. A sample of the agency’s complaints register with a documented complaint along with outlined action taken.
(Note: Names can be erased from these documents to ensure confidentiality of information)

A copy of a report prepared by you with a disclaimer.

Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Yes, I wish to apply for RPL for this unit:

CPPDSM4016A Monitor and manage lease or tenancy agreement
You must be able to demonstrate your understanding in the following elements of competency:

• • • • • •

Implement conditions of lease or tenancy agreement Respond to enquiries from tenants and landlords Plan for renewal of leases and tenancy agreements Manage renewals of leases and tenancy agreements Manage termination of lease or tenancy agreement on behalf of landlord Respond to termination of lease or tenancy agreement initiated by tenant

Points for Discussion

• • • • • • • • • • • •

Demonstrate an awareness of tenancy agreement terms & conditions Demonstrate an ability to handle landlord & tenant enquiries Explain your policy and procedures for the inspection of rented properties. Your explanation should include entry and exit reports (premises condition reports) and periodic inspection reports on properties under management. Discuss your selection criteria for the appointment of trades people and consultants for repairs and maintenance. Demonstrate an understanding of the different types of tenancy agreements and their expiry terms. Discuss the process for renewing a tenancy agreement and statutory notice periods. Demonstrate a clear understanding of the legal rights of both landlords and tenants during a residential tenancy. Discuss the processes for issuing a breach notice and the required statutory time frames. The procedures for the termination of a tenancy ‘without grounds’ and the required documents and time frames. The procedures for termination of a tenancy ‘with grounds’ and the required documents and time frames. The process for conducting a final inspection and the requirements for bond refunds on a rental property. Demonstrate an understanding of the procedures for the abandonment of property and abandoned goods

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

A copy of a completed checklist you would use when conducting a property inspection. A copy of a contractor appointment form you have completed. A copy of the process undertaken by you when renewing a fixed term lease. A copy of any notice to a tenant you have issued. A copy of the process you have undertaken when a lessee is in arrears with their rent, including the appropriate forms and letters used
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

RPL Application WA Licensing Program

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091028V8

Yes, I wish to apply for RPL for this unit:

CPPDSM4017A Negotiate effectively in property transactions
You must be able to demonstrate your understanding in the following elements of competency:

• • •

Establish needs and expectations of relevant parties Negotiate with parties involved in property transactions to reach a desired outcome Manage potential and real disputes with parties to property transactions

Points for Discussion

• • • • •

Questions asked to establish needs & expectations Scenarios where you have negotiated an outcome Dispute resolution procedures Handling difficult people Obtaining a win/win outcome in negotiations

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Examples of successful negotiated transactions Client & customer testimonials Evidence of training attended in relation to negotiating outcomes or dispute resolution
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

RPL Application WA Licensing Program

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091028V8

Yes, I wish to apply for RPL for this unit:

CPPDSM4018A Prepare and present property reports
You must be able to demonstrate your understanding in the following elements of competency:

• • • • • •

Identify different architectural and construction styles and their impact on the market value of property Use common construction terms to describe key features of buildings Explain the impact of common building defects on the marketing of properties for sale or rent Inspect property Identify and communicate to clients the costs and benefits of property improvements Present property condition report and act on client instructions

Points for Discussion

• • • • • • • • • • • • • • • •

Discuss the conduct of a property inspection that will satisfy agency and client requirements. Discuss structural and aesthetic features from internal and external inspections. Obvious building defects and handling of these to satisfy agency and client requirements. Role of periodic inspections and the reporting requirements to client and agency. Identify architectural and construction styles affecting the value of the subject property. Variations from ‘pure styles’ and associated modifications to the original building and surrounds. The affect any modifications may have on current market value of the property. Information that is collected which will provide a useful and precise record of the property inspection report. How additional researched information is compiled as a clear, concise and accurate record of the condition of the property. The research of preventive or enhancement measures to provide a range of options for consideration. Identify possible structural or aesthetic defects requiring professional opinions. Reporting key client concerns and using the report as a reference and decision making tool. How the overall condition of the property relates to current and predicted property values in the relevant market. Discuss immediate and long term options and the cost benefit of each option, explained to the client’s satisfaction. Discuss the role of the agency services related to improving the condition of the property. Discuss how client instructions are obtained and recorded for future action

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

A case study of a sales listing or property management listing where a property inspection report was required. A copy of the building inspection report by a licensed inspector/or a condition report completed by yourself on that particular property. A copy of correspondence outlining the condition of the property and how it related to price and saleability/or quality of rental customers. A demonstration of how you managed the problems identified in the report and how solutions were negotiated and applied
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________

RPL Application WA Licensing Program

22

091028V8

Yes, I wish to apply for RPL for this unit:

CPPDSM4019A Prepare for auction and complete sale
You must be able to demonstrate your understanding in the following elements of competency:

• • • • •

Implement auction marketing plan Prepare auction documentation Plan auction day procedures Implement auction day procedures Complete follow-up procedures after auction sale

Points for Discussion

• • • • • • • • • •

The benefits of Auction. The Auction marketing campaign. Handling the issue of price enquiries with potential bidders. Implications for selling prior to auction. Essential documentation for an auction sale. Planning an auction sale. The auction strategy and working with the auctioneer. Auction terminology. Signing up the auction sale. Passing in an auction property and the post auction process.

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Copy of your auction submission prepared for the client. A copy of correspondence and weekly reports to the client summarising progress regarding the auction campaign. A copy of the Auction Agreement. A copy of auction brochures and conditions of sale. Evidence such as letters or DVD/Video of actual conduct of an auction showing your involvement
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

RPL Application WA Licensing Program

23

091028V8

Yes, I wish to apply for RPL for this unit:

CPPDSM4022A Sell and finalise the sale of property by private treaty
You must be able to demonstrate your understanding in the following elements of competency:

• • • • • • • • •

Qualify buyer Arrange property inspection for potential buyer Deliver effective sales presentation Submit offer and negotiate property sale Maintain communication with seller Manage contract to settlement Prepare documentation for agency disbursements Decide on future contacts with prospects Maintain client relationships

Points for Discussion

• • • • • • • • • • • • • • •

Questions used to obtain information from customers. An understanding of the key points of qualification of a customer. Understanding the key personality types and the motivator behind a decision to purchase. Criteria used to match a buyer with the correct properties. Dealing with the right price range to show properties. A basic understanding of selling and inspecting tenanted properties. Effective techniques for showing properties. An understanding of how to plan and conduct an open for inspection. An understanding of key points for keeping the clients property secure during inspections. A discussion of customer based contact systems so that buyer contact is maintained and feedback provided to the sellers. How to deal with multiple offers on the same property. The understanding of legal requirements for delivering expressions of interest. Essential communication between buying and selling parties and their solicitors is maintained throughout the negotiation process. The legislation relating to offer and acceptance. Systems for maintaining contact with successful and unsuccessful buyers and past sellers

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Samples of information from a settled sale file for a private treaty sale Diary/palm pilot or inspection cards supporting evidence of inspections conducted. Evidence of supervision/management of a building or pest inspection. Evidence of supervision/management of a valuation and finance notification. Third party reports/letters relating to your management of the sale.
(Please Note: For confidentiality reasons names can be removed from these documents)

Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

RPL Application WA Licensing Program

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091028V8

Yes, I wish to apply for RPL for this unit:

CPPDSM4030A Appraise rural property
You must be able to demonstrate your understanding in the following elements of competency:

• • •

Research rural property Appraise sale price range or rental value of rural property for listing purposes Present information

Points for Discussion

• • • • • • • •

The factors involved in pricing rural property such as weather, water, soil, carrying capacity, current & potential use The impact of target markets on pricing Legislation specific to rural land such as mineral or water rights Impact of factors such as changes in zoning, subdivisions, building codes etc Chattels & livestock such as dairy cattle Cropping properties such as yield, storage, transport Knowledge of issues such as animal health, noxious weeds etc When to enlist specialist assistance in determining price

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Evidence of involvement in farming or rural enterprises such as cropping, stock, wool classing, shearing or environmental issues requiring knowledge of rural procedures or processes Evidence of coming from a farming or rural background or having significant interaction through residing in rural based areas Evidence of any previous exposure to rural sales
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

RPL Application WA Licensing Program

25

091028V8

Yes, I wish to apply for RPL for this unit:

CPPDSM4079A Work in the business broking sector
You must be able to demonstrate your understanding in the following elements of competency:

• • •

Model high standards of performance Develop and maintain professional competence Interpret and apply financial, legal and procedural requirements

Points for Discussion

• • • • • •

Legal requirements in relation to selling businesses Business entities & their advantages & disadvantages Taxation issues Interpreting profit & loss & balance sheets Business benchmarks & their application in appraising businesses Establishing business networks

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Evidence of business involvement or ownership Accounting, bookkeeping or small business qualifications Evidence of any previous exposure to business sales
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

RPL Application WA Licensing Program

26

091028V8

Yes, I wish to apply for RPL for this unit:

CPPDSM4080A Work in the real estate industry
You must be able to demonstrate your understanding in the following elements of competency:

• • • •

Develop knowledge of estate agency operations Interpret and comply with legislative and agency requirements Model ethical practice Identify industry employment requirements

Points for Discussion

• • • •

Your understanding of agency operations General knowledge of legislation including the legislative authority & the acts that regulate how the agency operates Industry ethics & what they mean Employment agreements including statutory terms & conditions

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

Evidence of knowledge of legislator’s role & legislation through training undertaken or seminars attended Copies of employment agreement for your job or prepared by you Evidence of any exposure through business to ethical practices or business legislation such as Trade Practices, Fair Trading, Privacy, Discrimination etc
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

RPL Application WA Licensing Program

27

091028V8

Yes, I wish to apply for RPL for this unit:

CPPDSM5012A Develop a strategic business plan in the real estate industry
You must be able to demonstrate your understanding in the following elements of competency:

• • • •

Identify business opportunities in the property market Establish the potential demand for agency services Establish business goals and objectives for agency Document and review agency business strategies

Points for Discussion

• • • • • • • • • • • • • •

Research techniques and research resources used to obtain information about the area of operation in your appropriate area of business. The ability to obtain, verify and use information from a variety of sources. Identify immediate and potential business opportunities from an analysis of the business environment. Cost benefit analysis based on available property market information. A property market profile applicable to the agency operation. The immediate demand for the agency service and the potential demand through area analysis. Capacity to obtain and use legal, financial and market information for strategic planning. The agency marketing positioning strategy. List the services the agency will provide and the fees and charges to be incurred by clients and customers. Business goals and objectives and the strategies implemented to build the agencies market share. Actual cash flow and projected cash flow and strategies implemented to manage cash flow. The documented business plan and strategies implemented for regular evaluations of the agencies performance. Strategic directions the business will take against performance benchmarks. Justify decisions made in relation to strategic business direction.

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

A business plan. Evidence of prior business ownership.
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

RPL Application WA Licensing Program

28

091028V8

Yes, I wish to apply for RPL for this unit:

CPPDSM5032A Market the agency
You must be able to demonstrate your understanding in the following elements of competency:

• • • • •

Undertake market research Develop marketing strategy Implement marketing strategy Review and adjust marketing activities Select and promote agency services

Points for Discussion

• • • • • • • • • • • • • • • •

Market research methods that have been developed to provide a property database. Research undertaken which provides a base for operational marketing decisions to be made. The marketing strategy as outlined in the organisations business plan. The strengths and weaknesses of the competitors and the opportunities identified for competitive advantage and inclusion in the marketing strategy. The marketing strategies that are formulated will minimise the adverse effects of direct competition on the agency. The marketing strategy is developed based on the needs and in consultation with key stakeholders. The agency logo and mission statements are developed to promote positive public recognition of the agencies services. Materials produced are easy to read and clearly understood. Involvement with community networks. Service fees are charged which are consistent with the agencies objectives. Regular reviews of marketing activities against agreed benchmarks and targets. Stakeholders are regularly informed of adjustments to marketing activities. Agency services maximise the competitive advantage while addressing client requirements. Targets that are set for agency services. A cost benefit analysis on services and marketing. Regular reviews of agency service performance in line with changes in the market place.

Suggested Evidence (if supplied please tick) NOTE: General evidence must be provided. The evidence listed below is optional Must be identified &/or confirmed as being produced or developed by you

A portfolio of material by individuals or teams working on a marketing project (this can be the agencies marketing strategy). Evidence of interview and surveys conducted or marketing plan for a real estate agency.
Assessor’s Comments

_________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________ _________________________________________________________________________

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Assessor’s General Comments
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