Assessment 3

STUDENT ASSESSMENT
BOOKLET
CPP41419 CERTIFICATE IV IN REAL ESTATE
PRACTICE
M A R K ET I NG I N R E A L E S T A T E
CPPREP4102 MARKET PROPERTY
CPPREP4004 ESTABLISH MARKETING AND

COMMUNICATION PROFILES IN REAL ESTATE
Student Name: _________________________________________________________________________
Date Commenced: ______________________________________________________________________

© 2020 Eduworks Resources
Eduworks Resources is a division of RTO Advice Group Pty Ltd.
INTELLECTUAL PROPERTY RIGHTS NOTICE
These resources are sold under licence to Registered Training Organisations and other education providers for use within their
organisations and their students. Only licensed RTOs or their students are permitted to use these resources, any parts of them, or any
derivative works made from them. Unauthorised use of these resources is illegal under Australian Copyright law and any individuals or
organisations found to be using these resources outside of a valid licence will be prosecuted to the full extent permitted by law.
To find out the status of your licence, please contact us at info@eduworks.com.au
Cover image 2 sourced from Unsplash at unsplash.com and used under the Unsplash Licence
Cover images 1 and 3 sourced from Rawpixel at www.rawpixel.com and used under the Rawpixel Licence
The copyright of any adaptations and/or modifications to this document and any associated documents remains with Eduworks Resources.
For changed or edited documents, the following attribution must be made on this page underneath the Eduworks Logo: ‘This is a modified
document based on resources owned by Eduworks Resources.’
The copyright notice on the bottom of each page cannot be removed.
IT IS ILLEGAL TO REMOVE THIS PAGE.
Table of Contents
Assessment Overview ........................................................................................................................................ 4
Assessment Task Summary .......................................................................................................................... 4
Assessment Documents ..................................................................................................................................... 4
Assessment Task Cover Sheet ..................................................................................................................... 4
The Assessment Process and Your Rights ........................................................................................................ 4
Submitting your Assessment Tasks .............................................................................................................. 4
Assessment Attempts and Resubmissions ................................................................................................... 5
Assessment Outcomes .................................................................................................................................. 5
Plagiarism, Cheating and Collusion .............................................................................................................. 5
Assessment Appeals ..................................................................................................................................... 5
Reasonable Adjustment ................................................................................................................................ 6
Information about Assessment ........................................................................................................................... 6
Dimensions of Competency........................................................................................................................... 6
Principles of Assessment and Rules of Evidence ......................................................................................... 6
Principles of Assessment .............................................................................................................................. 6
Rules of Evidence .......................................................................................................................................... 7
Glossary of Instructional Task Words ............................................................................................................ 7
Assessment Plan ................................................................................................................................................ 8
Assessment Task Cover Sheet – Assessment Task 1 ....................................................................................... 9
Assessment Task 1: Written Questions ............................................................................................................12
Assessment Task Cover Sheet – Assessment Task 2 .....................................................................................32
Assessment Task 2: Marketing and Communication Profiles ..........................................................................37
Assessment Task Cover Sheet – Assessment Task 3 .....................................................................................40
Assessment Task 3: Marketing Plans ..............................................................................................................50
© SKUP | WWW.SKILLEDUP.EDU.AU | CLUSTER 3 – ASSESSMENTS | V1.0.21 | RTO # 40471 | NEXT REVIEW DEC 2021 PAGE 3
Assessment Overview
This Student Assessment Booklet includes all of your assessment tasks for Marketing in Real Estate, which
consists of the following units:
▪ CPPREP4102 Market property
▪ CPPREP4004 Establish marketing and communication profiles in real estate
Assessment Task Summary

This cluster requires you to complete three assessment tasks. You must satisfactorily complete all tasks to
achieve competency for the units in this cluster.
Assessment Task Assessment Method Task Summary
Assessment Task 1: Written Questions Students must correctly answer all questions in this
Written Questions task to show that they understand the knowledge
required of this topic.
Assessment Task 2: Portfolio of Profiles Students will create a portfolio of documents which
Marketing and include the marketing and communication profiles for
Communication Profiles three different purposes.
Assessment Task 3: Portfolio of Marketing For this task, you will need to prepare and implement
Marketing Plans Plans and Role Plays a marketing plan for two different properties. You will
need to include specific information as listed below
for each property. You can complete this task in your
workplace or in a simulated workplace environment.
Assessment Documents
Assessment Task Cover Sheet

At the beginning of each task in this booklet, you will find an Assessment Task Cover Sheet. Please fill it in
for each task where you need to submit items for assessment, making sure you sign the student declaration.
Your assessor will give you feedback about how well you went in each task and will write this on the back of
the Task Cover Sheet.
The Assessment Process and Your Rights
Submitting your Assessment Tasks

When you have completed your assessment tasks, you will need to submit them, according to the
instructions provided to you by your assessor or RTO.
If you are provided with a due date, you must make sure you submit your tasks in accordance with it. You
may be required to apply for an extension if you require extra time, according to your RTO’s policies and
procedures.
Instructions about submission can be found at the beginning of each assessment task.
Make sure you keep a copy of your tasks before you submit them. Your RTO will need to keep them as
evidence and may not be able to return them to you.
Assessment Attempts and Resubmissions
You have up to three attempts to complete each assessment tasks satisfactorily. If after the third attempt,
you have not completed a task satisfactorily, your assessor will make alternative arrangements for
assessment, which may involve additional training and time to consolidate your skills and knowledge. When
you are required to resubmit, you may be required to:
▪ Resubmit incorrect answers to questions (such as written tasks and case studies)
▪ Resubmit part or all of a project, depending on how the error impacts on the total outcome of the task
▪ Redo a role play after being provided with appropriate feedback about your original performance
▪ Being observed a second (or third time) undertaking any tasks/activities that were not satisfactorily
completed the first time, after being provided with appropriate feedback
When you are required to resubmit, you’ll be given a due date for your resubmission. For example, you may:
▪ Be given 30 days in which to resubmit incorrect responses to written tasks, projects and so on
▪ Be provided with feedback about your performance in a role play and then being required to complete
the role play again at a future meeting with your assessor
▪ Need to complete workplace-based tasks again during the same workplace visit or additional workplace
observations may need to be scheduled (as applicable)
All re-submissions will be conducted in accordance with the RTO’s policies and procedures.
Assessment Outcomes
Each assessment task will be given an outcome of either Satisfactory (S) or Not Satisfactory (NS). You must
complete all tasks satisfactorily to achieve an overall outcome of Competent (C) for a unit. If one or more of
tasks are assessed as Not Satisfactory, you will be given an outcome for the unit of Not Yet Competent
(NYC).
You will be given a total of three attempts to complete each task and achieve a Satisfactory outcome. In the
case of resubmission, you will be given a date by which you will need to resubmit, and you’ll be given
feedback about what needs to be addressed in your resubmission.
Plagiarism, Cheating and Collusion

Plagiarism, cheating and collusion on assessments is not acceptable. Any incidence of this is considered
academic misconduct. The definitions of each of these are below.
▪ Cheating – seeking to obtain an unfair advantage in the assessment of any piece of work.
▪ Plagiarism – to take and use the ideas and/or expressions and/or wording of another person or
organisation and passing them off as your own by failing to give appropriate acknowledgement. This
includes material from any sources such as staff, students, texts, resources and the internet, whether
published or unpublished.
▪ Collusion – unauthorised collaboration between students.
Where your assessor believes there has been an incident of academic misconduct involving plagiarism,
cheating, and/or collusion, this will be addressed in line with the RTO’s policies and procedures which may
ultimately lead to your withdrawal or you needing to complete the whole unit again.
Assessment Appeals
If you don’t agree with an assessment decision made, you have the right to appeal it. You may need to lodge
your request for an appeal within a certain amount of time from the original decision being made. You will
need to make your appeal in writing and follow your RTO’s process for appeals. Refer to your Student
Handbook for more information about our appeals process.
Reasonable Adjustment
A legislative and regulatory framework underpins and supports the delivery of vocational education and
training across Australia. Under this framework, providers of vocational education and training must take
steps to ensure that students with recognised disabilities have the same learning opportunities and same
opportunities to perform and complete assessments as students without disabilities. Sometimes reasonable
adjustments are made to the learning environment, training delivery, learning resources and/or assessment
tasks to accommodate the particular needs of a student with a disability. An adjustment is reasonable if it
can accommodate the student’s particular needs while also taking into account factors such as:
▪ The views of the student
▪ The potential effect of the adjustment on the student and others
▪ The costs and benefits of making the adjustment
RTOs are obliged by law to provide reasonable adjustments where required to ensure maximum
participation of students with a disability.
Making reasonable adjustments requires the RTO to balance the need for change with the expense or effort
involved in making this change. If an adjustment requires a disproportionately high expenditure or disruption
it is not likely to be reasonable.[1]
Please discuss with your assessor if you believe a reasonable adjustment to an assessment task, method or
process needs to be made on the basis of disability.
Information about Assessment
Dimensions of Competency
To be competent, you must show your ability to perform effectively in a broad capacity. The dimensions of
competency ensure the person being assessed has the skills to perform competently in a variety of different
circumstances. To be competent, you must demonstrate the following:
▪ Task Skills: The skills needed to perform a task at an acceptable level. They include knowledge and
practical skills, and these are usually described in the performance criteria.
▪ Task Management Skills: These are skills in organising and coordinating, which are needed to be able to
work competently while managing a number of tasks or activities within a job.
▪ Contingency Skills: The skills needed to respond and react appropriately to unexpected problems,
changes in routine and breakdowns while also performing competently.
▪ Job Role/Environment Skills: The skills needed to perform as expected in a particular job, position,
location and with others. These skills may be described in the range of variables and underpinning skills
and knowledge.
Principles of Assessment and Rules of Evidence

Assessment must be conducted in accordance with the rules of evidence and principles of assessment
(definitions from the Users’ Guide: Standards for Registered Training Organisations (RTOs) 2015).
The following are the definitions of the Principles of Assessment and Rules of Evidence.
Principles of Assessment
▪ Validity:
‘An assessment decision of the RTO is justified, based on the evidence of performance of the individual
learner.’
[1]
From https://vetnet.gov.au/Public%20Documents/BSBv1.2%20Business%20Services%20Implementation%20Guide.pdf
Validity requires:
− Assessment against the unit/s of competency and the associated assessment requirements covers
the broad range of skills and knowledge that are essential to competent performance
− Assessment of knowledge and skills is integrated with their practical application
− Assessment to be based on evidence that demonstrates that a learner could demonstrate these
skills and knowledge in other similar situations; and
− Judgement of competence is based on evidence of learner performance that is aligned to the unit/s
of competency and associated assessment requirements.
▪ Reliability:
‘Evidence presented for assessment is consistently interpreted and assessment results are comparable
irrespective of the assessor conducting the assessment.’
▪ Flexibility:
‘Assessment is flexible to the individual learner by:
− Reflecting the learner’s needs
− Assessing competencies held by the learner no matter how or where they have been acquired
− Drawing from a range of assessment methods and using those that are appropriate to the context,
the unit of competency and associated assessment requirements, and the individual.’
▪ Fairness:
‘The individual learner’s needs are considered in the assessment process.
‘Where appropriate, reasonable adjustments are applied by the RTO to take into account the individual
learner’s needs.
‘The RTO informs the learner about the assessment process and provides the learner with the
opportunity to challenge the result of the assessment and be reassessed if necessary.’
Rules of Evidence
▪ Validity:
‘The assessor is assured that the learner has the skills, knowledge and attributes as described in the
module or unit of competency and associated assessment requirements.’
▪ Sufficiency:
‘The assessor is assured that the quality, quantity and relevance of the assessment evidence enables a
judgement to be made of a learner’s competency.’
▪ Currency:
‘The assessor is assured that the assessment evidence demonstrates current competency. This requires
the assessment evidence to be from the present or the very recent past.’
▪ Authenticity:
‘The assessor is assured that the evidence presented for assessment is the learner’s own work.’
Glossary of Instructional Task Words

Your assessment tasks use a range of instructional words throughout them – such as ‘compare’ and ‘list.
These words will guide you as to the level of detail you must provide in your answers. Some questions will
also tell you how many answers you need to give – for example, ‘Describe three strategies…’. Use the
below glossary to guide you on interpreting the words in the tasks.
▪ Analyse – This means you should break an issue down into its component parts, identify them and
explain how they relate. You should discuss the issue in detail and methodically.
▪ Describe – This means you should outline the most noticeable qualities or features of an idea, topic or
the focus of the question.
▪ Discuss – This means you must point out the important issues or features, key points, possible
interpretations, and debate through argument. You should provide reasons for and against.
▪ Explain – This means you need to make something clear or show your understanding by describing it or
providing information about it. You will need to make clear how or why something happened or
something is the way it is.
▪ Identify – You must recognise something and indicate what the required information is. The length of the
answer should be guided by what you are being asked to identify.
Assessment Plan
The following outlines the assessment requirements for this cluster. You are required to complete all
assessment requirements outlined below to achieve competency for all units in this cluster.
Your assessor will provide you with the due dates for each assessment task. Write them in the table below.
Assessment Tasks Due Date
1. Assessment Task 1 – Written Questions
2. Assessment Task 2 – Marketing and Communication Profiles
3. Assessment Task 3 – Marketing Plans
AGREEMENT BY THE STUDENT
Read through the assessments in this booklet before you fill out and sign the agreement below. Make sure
you sign this before you start any of your assessments.
Have you read and understood what is required of you in terms of assessment?  Yes  No
Have you read and understood the RTO’s policies and procedures related to  Yes  No
reassessment?
Do you understand the requirements of this assessment?  Yes  No
Do you agree to the way in which you are being assessed?  Yes  No
Do you have any special needs or considerations that must be made in preparation  Yes  No
for this assessment? If yes, what are they?
__________________________________________________________________
Do you understand your rights to appeal the decisions regarding assessment?  Yes  No
Student Name: __________________________________________________
Student Signature: _______________________________________________ Date: _______________
Assessor Name: _________________________________________________
Assessor Signature: ______________________________________________ Date: _______________
Assessment Cover Sheet
Students: Please fill out this cover sheet clearly and accurately. Make sure you have kept a copy of your
work.
Name:
Date of
submission:
Cluster: Marketing in Real Estate

Units:
No. of Pages in
Submission:
STUDENT DECLARATION
I __________________________________________________ declare that these tasks are my own work.
 None of this work has been completed by any other person.
 I have not cheated or plagiarised the work or colluded with any other student/s in the completion of this
work.
 I have correctly referenced all resources and reference texts throughout these assessment tasks.
 I understand that if I am found to be in breach of the RTO’s policies, disciplinary action may be taken
against me.
 All attachments and three task completed.
FINAL RECORD SHEET
Assessment Outcome Summary Table: Marketing in Real Estate
CPPREP4102
CPPREP4004
Task Outcomes
Satisfactory (S)
Not satisfactory Assessor
Assessment Tasks (NS) Date initials
Assessment Task 1: Written Questions
Assessment Task 2: Marketing and

Communication Profiles
Assessment Task 3: Marketing Plans
Part A – Documenting Marketing Plans
Part B – Meeting with Clients
Part C – Team Meeting
Unit Result Assessor

Unit Assessment Results (C/NYC) Date initials
C NYC
CPPREP4102 Market property
CPPREP4004 Establish marketing and communication

profiles in real estate
Assessor Name:
Assessor Signature: Date:
ASSESSOR FEEDBACK
Assessors: Please return this cover sheet to the student with assessment results and feedback.
A copy must be supplied to the office and kept in the student’s file with the evidence.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
Assessor Signature: _____________________________________________________________________
Assessor Name: ________________________________________________________________________
Date: _______________
Assessment Task 1: Written Questions
This is an open book written assessment.

There are 20 questions and some questions have sub-parts.
You must answer all questions and their parts correctly to achieve a satisfactory
TASK SUMMARY outcome for this task.
▪ Access to your learning materials

RESOURCES AND
EQUIPMENT ▪ Access to a computer, printer, internet and email software (if required)
REQUIRED ▪ Access to Microsoft Word (or a similar program)
WHERE AND
WHEN THIS TASK ▪ You will complete this task in your own time, or you may be provided with time
WILL BE in class to complete it (where applicable)
COMPLETED ▪ You will be advised of the due date for this task
If your assessor marks any of your answers as incorrect or insufficient, they will
WHAT HAPPENS IF
make arrangements with you for resubmission. Your assessor may ask you some
YOU GET questions verbally to check your understanding, or you may need to provide new
SOMETHING written responses to the questions that were answered incorrectly. Your assessor
WRONG will give you a due date by which this must be provided.
▪ This is an open book written assessment – you can use your learning materials
as reference
▪ You must answer all questions and their parts correctly to achieve a satisfactory
outcome for this task
TASK
INSTRUCTIONS ▪ Refer to the Glossary of Instructional Task Words for descriptions of
instructional words to guide you in the level of response required in each
question
Assessment Task Cover Sheet – Assessment Task 1
work.
Name:
Date of
submission:

Units:
No. of Pages in
Submission:
STUDENT DECLARATION
work.
against me.
Assessment Task 1: Written Questions (Assessor Marking)
Attempt 1 Attempt 2 Attempt 3
Date: Date: Date:
Yes No Yes No Yes No
Did the student answer all written questions correctly in line with the
decision-making rules provided in the Marking Guide?
If ‘no’ to the above, have arrangements been made for re-assessment?
Where any items above are marked ‘No’, outline the gaps below. Ensure feedback is provided to the student on their
Assessment Task Cover Sheet. Note actions that will be taken to correct the gaps.
Comments: What did you observe? Are there any gaps? What did the student to demonstrate competence?
Please outline any reasonable adjustments made for this task here.
Assessment Task 1 Outcomes
Attempt Date Outcome Assessor Name Assessor Signature
Attempt 1  Satisfactory
 Not Satisfactory
QUESTION 1
Complete the following table by outlining one legal and one ethical consideration for each of these real
estate areas of practice:
Area of real estate practice Legal consideration Ethical consideration
Sales Have a valid real estate agent Honest

license in Victoria consideration/Information,
Realistic
Property Management Have proper agreements Acting in best interest of

Client.
Lease Contracts with clear lease Professional dealing with

period, All T & Cs should be Landlords and Tanents
there.
Auction Provide accurate information Contracts and the vender's

to perspective bidders. No statements must be displayed
under-quoting. to bidders. No false bidding.
Buyer’s Agent Can not be a seller's agent, Acting in best interest of

Buyer. Avoid any conflict of
interest.
Stock and Station A stock and station agent is Professional, Honest

able to provide agistment for
livestock or collect fees for the
agistment of livestock.
Business Broking Request buyer's financial, Acting in best interest of

Seller. Avoid any conflict of
interest. Getting him best
price.
QUESTION 2
a) Identify three expectations that a client might have of a real estate agent who is working with them to sell
their business. Analyse how an agent could demonstrate that they are able to meet these expectations.
Getting right price. With experience and knowledge. Get you desired results.
You want them to be a licensed agent. Who is covered under law so if something
goes wrong you can get it right.
Want them to be professional. Want them to be confident and answer all your
queries. Also be in touch with you all the time during the transactions.
b) Identify and explain three expectations that members of the general community might have of a real
estate agency which is operating within their local community.
Want them to be professional, be ethical. You don't want to deal in unethical way and
misguide the buyer as they might be buying first time and not have all the knowledge.
Your fees and charges has to be genuine. Changing your prices will affect other
businesses as well as they might need to change prices of their properties as well. It
will change market price of whole community in that area.
Quotations and appraisal has to be proper as it will change prices of similar properties
in that area. As other needs to sell similar properties in that range.
QUESTION 3
Briefly describe and give an example of each of the following marketing and communication approaches in
real estate:
▪ Online or real time inspections
When an interested buyer inspects the property and ask for information. Looks at
property and condition and put their desired price to agent for buy or rent.
▪ Signboard for a property available for lease
Shows key feature of the property and placed in a way to visually attract the pass by
people. Includes images of the property and details of agents, also include inspection
or auction time. Property manager's name and company name of advertiser.
▪ Online auction
Potential buyer come online and bid for the property they are interested to purchase.
▪ Direct mail outs in a suburb or location
Putting brochure, flayer with property details and posted to suburb or dropped in the
suburb
▪ Agency property guide
Booklet or brochure showcasing currently available properties for purchase or lease.
▪ Brochure to highlight features of an agency
A physical document highlighting the main features of the agency and main selling
points like their services, specialty, achievements stating why you want to list your
property with them. Featured in sponsorship program. Showing their involvement with
community.
▪ Open house
Set time when the property is available for inspection for people who are interested to
buy or lease that property.
▪ Networking activities within the community
Activities in which we can get involved to promote our business or agency. We can
build network. Get some potential leads to sell or lease properties. Like getting
involved in local festival or after sports party etc.
▪ Advertising via a third party website
Advertising with sites where more traffic is coming from. Websites on portals like
realestate.com.au or domain.com.au who are mainly focused on buyers or tenants.
Who generated much more leads for the advertised property at lower investment.
QUESTION 4
Using each method of marketing and communicating listed below, give a description of the methods and
approaches you might use, identify an example and explain the ethical considerations which should be used
for the selected approach.
▪ Marketing and communicating the agent to the client
Direct Communication or Indirect Communication.

Direct is calling or talking to them in the office or while inspections taking place.
Indirect communication is showing potential clients what we have achieved at work or
what we have special/different from other agents with help of social media, reviews,
testimonials, past experience, recently sold properties and prices paid for them.
▪ Marketing and communicating the property to the client
Describing the property or featured of that keeping in mind with legal, professional and
ethical manner. Clearly communicating features and amenities of the property. Don't
hide or provide misleading information.
▪ Marketing and communicating the agency to the community
We need to show professionalism. Demonstrate knowledge of the current market. Be

supportive to the community. We need to show our expertise in the field.
Trustworthiness. Involve yourself in the reputable cause in the community. Spreading
positivity in the community.
QUESTION 5
You have completed a property appraisal for a residential property. You know that:
▪ The land size is 700 square metres
▪ The dwelling is 20 squares
▪ There are three bedrooms, including a master which contains an ensuite and built in robe, with the
remaining two bedrooms having a shared toilet in the main bathroom
▪ There is an in ground swimming pool which is adequately fenced and is well maintained and clean
▪ There is a carport with space for two vehicles
▪ There is a large vegetable garden and rockery and several established fruit trees
▪ The dwelling is well maintained and neat, with fresh paint throughout and a well presented garden
▪ All perimeter fences are new
The location is in a court, adjacent to a large park with children’s playground.
a) What is your role as agent when you are communicating with the vendor about the marketing plan
development based on the appraisal conducted?
How to sell property(Auction or advertisement). Amount he wants to spend for

marketing.
b) Identify two factors which might affect the choice of marketing strategy for this property, and what
features the agent should consider as they develop a marketing plan:
Its in court so more privacy. Safe for kids as less cars drive past.
Hugh land so you can subdivide in future.
c) What are three general expectations that a client might have of the agent who is marketing this property?
Professional and punctual
Ethical and honest
Experienced and qualified
d) Identify two possible target buyers for this property and explain how you would represent the property to
appeal to each of these target buyers. Include a reference source that you have accessed to help you
identify the relationship between the target buyer and the marketing features.
Young Families. Large area for kids to play. Summer days they can enjoy at pool.
Sufficient bedroom spaces.
Investors. As dwelling is small and large land. They can knock down and rebuild more
units by subdividing.
e) Choose a location for this property and then write your recommendation for marketing approach that you
feel would be most effective. Provide the street address (fictional) or a screen shot using Google Earth
street view for the location, identify one target buyer and write three marketing approaches you might
use for this buyer.
On realestate.com.au
https://www.realestate.com.au/property-house-vic-ringwood-135839114
QUESTION 6
Choose two communication strategies which can be used for responding to client complaints and provide an
example for each.
Active listening.
To be involved in the communication with client. Acknowledging and replying to their
opinions and clarify if any doubts. Nod head when you understand any points or not
understanding.
Positive energy.
What you are communicating has to be more positive about your point rather than doing
negative marketing about someone else
QUESTION 7
How could a real estate agent apply the four Ps of marketing to assist a client in planning and delivering their
marketing approach? Apply the four Ps approach to a residential, rural or commercial property of your choice
to demonstrate the role of the agent in providing advice and marketing plans for a client. Include a screen
shot or link to the property you select for this question.
https://www.realestate.com.au/property-house-vic-ringwood-135839114
Product
It refers to Property. Can be a house, business or rural.
Promotion
Garage spaces: 2
Land size: 694m²
Price : $1,000,000 - $1,050,000
Target Market.
Time Frame.
Agent Experience.
State of the Market condition.
Budget.
Place
Internet Realestate.com.au, Office, Property location by putting board in front. Letters or

Email marketing.
QUESTION 8
Explain three factors which might influence the choice of marketing strategy for a property that is for sale.
Target Market.
If any property is just for investors, first home buyers depending on area nearby.
Time Frame.
if they want to sell it quicker it is better to target investors and get more interest from
them.
State of the Market condition.
If new school or hospital is proposed nearby it will be better to sell it to a family. Or if

market is quiet it is better to sell it to investor as they will find someone to rent and sell
later at higher prices.
QUESTION 9
Select three aspects of a real estate agency’s branding and explain how these aspects relate to marketing
and communication.
Good images and video marketing
Its all about looks. How you show your product makes first impact on potential buyer's
mind. Better images people will remember for long time and they may come for
inspections. Which will give lead to business as well. Also good marketing for finding next
client easily as they will love your portfolio.
Logo/Branding
Logo is first impression to what they can connect to their memory. Looking at easy to
remember logo and colors, customer will notice that they have seen that logo plenty of
times and remember that means that company is popular in that area and nearby
suburbs.
Colors
Colors are easiest thing to let people know what you are about. Like yellow and red color
shows you are excited and passionate about something. Where as some people who
want to show more professionalism over passion will go for Blue or Green. Also depends
on personal preference.
QUESTION 10
Complete this table by describing two marketing or communications documents or forms which are required
by an agency or which are a statutory requirement for each of these methods.
Method Documents/forms
Sale of a rural property Exclusive auction authority to Listing Presentation,

by auction sell Competitive market analysis
Sale of a residential Exclusive sales authority Listing Presentation, Profile Kit.

property by set date
QUESTION 11
Write or present a script or demonstration of the discussion you would have with a new client who is a
property vendor or landlord to provide them with information and seek guidance and instructions from them
about each of the following:
▪ Marketing budget
▪ Agency fees, charges and conditions
▪ Development of a marketing plan
▪ Client’s motivation and need for a landlord or vendor
▪ Potential motivation and need of a possible buyer or tenant
You may present this in a face to face activity with your assessor, or via a video or audio file.
QUESTION 12
Describe two strategies you could use to build a relationship with a client who has approached your real
estate agency as they are considering selling their business premises.
Focus on Social media Marketing.
Do proper market research and select target audience according to who will fit in that
property and surrounding areas.
QUESTION 13
You have been asked to conduct a review into the effectiveness of the marketing which is currently being
used across the agency for promoting residential listings to the local community. You find that the following
approaches are currently being used:
▪ Signboards at the residence
▪ Letter box drop to local neighbouring properties
▪ Open for inspections arranged generally for weekends and/or one week night
▪ High percentage of auctions
▪ The agency has noted that there is a lower than expected clearance rate at auction and that the agency
has been receiving negative feedback from clients about the time taken to sell properties.
Analyse the current approach and recommend what changes could be made to respond to the complaints of
clients, improve the effectiveness of the marketing and develop a more appropriate marketing plan for the
agency for residential property sales. Ensure you base your answer on the fundamentals of effective
marketing resources.
Approaches used are very basic once which is being used by any basic advertising. If it
will need improvements has to go wide for marketing.
Best option is to go for Google Adwords. Which is very active and effective way to put a
property in a large market. Which will target a Blog or a page of that property. Blogs can
be quick to set up to easy to implement but are a long-term strategy because they are
your primary tool for implementing a content marketing program. Blogs don’t require a
large capital expenditure, however they require a significant time investment. But with
continuous targeting same page it will become popular and will direct traffic all the time so
you can just change listing on that page and it will do same work for new property.
Email Marketing is also a very affordable option. To send a tempting mail to all list of
interested buyers or investors to get them to come for an inspection or show interest in
that property.
Facebook marketing. In this time when everyone is on their phone and not able to go out
a lot of time to have a look at boards Facebook is all time favorite for people who are on
social media for new news and market updates.
QUESTION 14
You have recommended a sale by date approach to a client who is selling their inner city apartment which is
located within a multi storey tower with a shared swimming pool and gymnasium. You have developed a
marketing plan and will rely on the following for marketing the property:
▪ Professional photography of the property taken without furnishings
▪ Online listing of the property on your agency website and on a third party website
▪ Priority placement of the property and use of banners and links on the websites
▪ Video walk through of the property taken by a professional videographer
Identify and explain one legal, one ethical and one agency requirement for the marketing plan you have
developed. Base your answer on your state or territory of operation as well as one piece of federal legislation
applicable to marketing the property.
Legal- We must know the relevant laws. Follow their client’s lawful instructions, except if it
would not be good estate agency practice. Exercise skill, care and diligence in performing
their functions.
Ethical- Being honest and transparent about all the facilities they are getting. You have to
be clear that thy will have to share cost of maintaining those things as well and adds up
the cost. To work in best interest of the client.
Agency- Do the checklist. Use Agency's Logo and marketing guidelines.
Federal Legislation - Estate Agents Act 1980

Australian Consumer Law and Fair Trading Act 2012
QUESTION 15
a) Match each of these activities with their definition: (please type the correct activity name in blank area)
Activity Definition
Conduct Verbal or Marketing a property at a price for which it is unlikely to sell

written
advice, Quote Quotes or statements which are untrue or fictitious
False testimonials
advertisings or
Underquoting state Encourage or persuade another person to believe something which
or
Marketing a
statements ments might affect their ability to make an objective decision or judgement
about a situation
propertymade bywhich
at a price the
for whichagent are
it is Encour
Representations Actions that may mislead or deceive
unlikely to sell age untruor
Mislead Actions that e or
persua Verbal or written advice, advertising or statements made by the agent
may mislead fictitio
de
b) An agent makes the following
or deceive us statement to a potential buyer: ‘The property has amazing views – look at
these images. You can anothe
see all the way to the bay!’ The agent shows the buyer images of the nearby bay,
however she does not r explain that the photos have been taken with a long lens and from the rooftop of
the garage at the lowerperson
boundary of the property. The property which is for sale does not in fact offer
direct views of the bayto from the residence itself.
Is the conduct of thebelieve
real estate agent reasonable? Why or why not? Give reasons for your answer and
somet
refer to legislation and ethical requirements if relevant.
hing
It is not reasonable which to do so. Agent can fine largely. As they have to show practical
and proper images might of the property. They can't mislead potential buyers with wrong or
misleading images. affect
their
ability
to
make
an
objecti
ve
decisio
c) An agent and an owner n oragree that there is no need to disclose the fact that the vacant land which they
are selling has beenjudge
previously used to store a large pile of asbestos cladding, which has since been
removed by the local council.
ment
Is the conduct of theabout
real estate agent reasonable? Why or why not? Give reasons for your answer and
a ethical requirements if relevant.
refer to legislation and
situatio
Competition andn Consumer Act 2010, Estate Agent's act 1980.
Agent's conduct will breach the guidelines of material facts which could include
reference to building works for any homiside or serious crime has to be told to the
buyer.
d) A client asks a real estate agent to explain the difference between dummy bidding and vendor bidding.
The agent tells the client that there is no such thing as dummy bidding and that any bids made during an
auction are acceptable, including those from non genuine bidders. They tell the client to just leave the
auctioneering to the experts and not to get worried about the details of the process.
Is the conduct of the real estate agent reasonable? Why or why not? Give reasons for your answer and
It is not reasonable. They have to explain that dummy bidding is illegal and they can
get fined heavily for that. On the auction day only Vendor bidding is legal that too only
one time by auctioneer.
e) An agent provides a client with a statement of fees and charges for marketing options for their property
sale. The client later phones the agency and asks why the statement has a date in the footer of the
document which is 2017. The agent tells the client the fees and charges have not changed very much in
the past year or two, and that they will give them an updated fee schedule when they see them next. The
agent does not provide the updated document on any of the next three meetings with the client. The
client is later surprised at the significant increase in fees which are presented to them by the agency.
Is the conduct of the real estate agent reasonable? Why or why not? Give reasons for your answer and
Client fully understands agency's all hidden costs and fully updated prices. By hiding
that they are breaching Competition and Consumer Act 2010.
QUESTION 16
Describe two techniques for determining the motivation and needs of one of these groups of people –
vendor, buyer, landlord or tenant.
Communicate and ask questions
Considering their need vs what they want.
QUESTION 17
You are giving a presentation about real estate to a local business networking group. You decide to explain
to the group about the purposes of a personal, property and agency profile in a real estate context. Write a
dot point summary of the key points you would use for your speech.
Personal - So client can understand who are they meeting and who will work on their
behalf, their credibility, past experience and their testimonials.
Property - So all the information is saved at one place and by looking at it client will get all
information about that property.
Agency - Helps to link all the agents working in the agency under 1 banner.
QUESTION 18
You are a real estate agent and you are planning on moving to a new agency in the town of Dubbo, in New
South Wales. You decide to do some research before you arrive, so you better understand the
demographics, location, competition and opportunities which apply in the region.
Complete this table with the information you find out about Dubbo, and provide sources for your data:
Postcode 2830
Median household 869/week

income
Main employing industry Agriculture, forestry and fishing
Percentage of residents 6.2%

aged over 75 years
(approx.)
Median house sale price $525000
Median attached dwelling $455000

sale price
Number of real estate 46

agencies
Number of properties 62
currently available for
rent
Number of rural 0
properties within Dubbo
and a 25km radius
Percentage of home 67.9%

owners
Percentage of renters 24.6%
Average days on the 24 Days

market for a 3BR home
Auction clearance rate for 100%

a 5BR home this year
QUESTION 19
You have been asked to give a presentation at a local community Probus club about real estate ethics. You
decide to make the subject of your presentation ‘marketing costs – what every potential vendor should
know.’
Write the speech notes you would use for your presentation. You can consider ethics, marketing costs, the
role of marketing and communication in engaging with clients and the community and the intent, purpose
and relationship between marketing and communication channels in your speech.
Ethics - Usually all the references and people getting part of the selling will get parts of
their commission so vendor has to know all the people who are getting benefited. What
will be their choice of marketing and how much they want to spend. And list of prices of
different types of marketing. They have to know about council cost, agent's commission,
conveyancer cost etc. Any rebates they are getting Estate agent's Act 1980.
Marketing costs - There will be different basic costs like to list on realestate.com.au,
domain.com, facebook, agency website etc. There will be certain cost to take house
images by professionals. It will cost to put a board outside their house stating that
property is for sale and few featured points. There will be some cost if they want to do
take 3D view of the house or they want to take a professional video as it will cost more
but it will give more exposure and it will be quicker to sell that property.
Role of marketing and communication - Asking purpose of their market. Ask them about
nearby areas what interests people the most. How they want to do their marketing, how
eager they are to sell their property as cost will very on those things. Quicker sales will
need more marketing which will cost more. If they are not in hurry to sell it may get
cheaper as not many paid advertisements will be needed. To create interest and get
more buyer's interest. To create competition in the market.
QUESTION 20
Identify two possible risks to a real estate agency of poor marketing and communication practices. For each
risk explain two possible strategies you could use to minimise the risk.
Risk: Strategy:
They may loose buyers, they may Checking the marketing material before property
face legal charges. People will goes live.
loose trust in that agency.
Strategy:
Getting a statement from vendor before you put in
marketing material.
Risk: Strategy:
Destroy the agency reputation. Have standard checklist.
Strategy:
Train team every month or certain period of time.
SUBMISSION
REQUIREMENTS  Your answers for each question (ALL 20)
work.
Name:
Date of
submission:

Units:
No. of Pages in
Submission:
STUDENT DECLARATION
work.
against me.
 Plan attached with the booklet
Assessment Task 2: Marketing and Communication Profiles (Assessor Marking)
Date: Date: Date:
Did the student: Yes No Yes No Yes No
1. Develop an agency profile for Part 1 of their portfolio that includes:

 Detailed, specific branding features of the agency including:
- Colours used to represent the agency in branding, print,
communications, marketing, and so on. For example: logo colours, font
colours, bordering, digital marketing, etc
- logo that is clear and can be used in a range of sizes
- keywords
- agency name in a large, clear font
- consistent use of styling across all marketing and communication
platforms
 Social media/digital elements such as Facebook profile, LinkedIn profile,
Twitter, and so on.
 Up to date contact information including:
- physical office address
- office phone numbers
- office email address
 Agency description including:
- specialties
- niche markets
- the work the agency does
- individual agents within the agency
 Written description for each element to explain its inclusion and relevance
including:
- Online imagery and text
- Print based imagery and text
 Purpose of the items in the marketing and communication profile including:
- promote community engagement
- to focus attention on a niche market
- to focus attention on a specialist area
- to broaden the client base
- lead generation
 Research used (bibliography or reference list) including:
- web pages
- social media posts and channels
- texts
- agency profiles from a workplace
2. Develop a personal profile for Part 2 of their portfolio that includes:

 Branding elements/styling including:
- using colours that align with the features of the agency for consistency
and brand recognition
- Consistent font to align with the features of the agency for brand
recognition
- Use of style to align with the features of the agency for consistency and
brand recognition
- use of the agency logo to align with the features of the agency for
consistency and brand recognition
- keywords that align with the agency to ensure consistency and brand
recognition
 Social media/digital profile to reach online clients such as Facebook profile,
LinkedIn profile, Twitter, Instagram, and so on.
 Print based content to engage with people including:
Date: Date: Date:

- brochures
- direct mail outs
- newspaper listings
 Written description of each element that has been selected for the personal
profile including:
- How the methods were selected to engage clients
- Why the methods were chosen to engage clients
 Purpose of the profile methods and techniques and reasons for their
inclusion such as:
- to create new leads
- promote a professional image in the community
- to provide new work opportunities against competing agents
- gaining traction in a new work area such as apartments or housing
developments
- developing or expanding a network of clients
 Link made between key words and descriptions of personal practice related
to client expectations such as:
- including ‘experienced’, ‘track record’ or ‘trusted’ to align with the clients
who are seeking a traditional, highly professional approach
- including a description which is focused on humour, fun and excitement
to align with clients who are seeking a more contemporary approach
 Description of how to resolve outstanding matters with a client including:
- Contacting a client personally at a suitable time for both parties to
discuss expectations
- Using the chat feature on social media to include an auto response that
indicates to the client how long it will take for an agent to respond to
them
3. Develop a property profile for Part 3 of their portfolio that includes:

 Text description of the property
 Target market
 Marketing approach and rationale for its use including:
- digital marketing approach for a younger target market
- signboards and print media for older target market
 Analysis of the location, competition and opportunities including:
- using digital methods of marketing for properties with minimal drive by
or foot traffic
- focusing on community and personal engagement for rural properties
where there is a high level of familiarity from the local community
- using signboards where visibility is significant for passing traffic
 Alignment with agency branding and approach
 Key elements of the marketing approach included (showing understanding of
marketing methods and techniques) including:
- using imagery in the marketing profile
- use of the floor plan
- a video walk through
- staging and property highlights
 Written description of how and why the marketing approaches have been
selected including:
- how the selected methods will appeal to specific client target markets
- why the selected methods they have chosen will align the
communication they have had with the client and the target market for
the property
 Evidence of research of the location including:
- market appraisal
Date: Date: Date:

- demographics
- previous recent sales
- understanding of current market
- potential competition
- potential opportunities
Assessment Task Cover Sheet. Document the actions that must be taken by the student to address the gaps.
ASSESSOR FEEDBACK
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
Assessor Name: ________________________________________________________________________
Date: _______________
Assessment Task 2: Marketing and Communication Profiles
Students will create a portfolio of documents which include the marketing and
communication profiles for three different purposes. These are:
▪ A profile for an agency which is designed to engage the community
TASK SUMMARY ▪ A personal profile for an individual designed to attract potential clients
▪ A marketing profile for a property which is designed to engage clients.
▪ Access to your learning materials.

▪ Access to a marketing and communication profile for a property.
RESOURCES AND
EQUIPMENT ▪ Access to an agency marketing and communication document.
REQUIRED ▪ Access to Microsoft Word (or a similar program).
WHERE AND
WHEN THIS TASK
WILL BE
COMPLETED The portfolio can be designed and created in a workplace or in their own time.
WHAT HAPPENS IF
YOU GET Your assessor will identify any areas of your assessment task which require
SOMETHING resubmission. You should discuss these areas with your assessor and make
WRONG arrangements to resubmit these areas for remarking.
You are to create a portfolio which can be shown to your assessor, to demonstrate
your ability to create a marketing and communication profile for three purposes. The
profile can be organised and presented in any format which is suitable and
appropriate, such as:
TASK ▪ video
INSTRUCTIONS
▪ print
▪ multimedia
▪ text/print based.
Assessment Submission Instructions
The portfolio will be in three parts, as follows:
1. A profile for an agency to engage the community. This profile should include:
▪ branding features such as colour, logo, key words and font used in marketing and communications
▪ social media elements, such as Facebook and LinkedIn details
▪ agency details such as contacts, physical office address and phone numbers
▪ agency description
▪ imagery such as cover image, carousel of images or short video clip
▪ online and offline approaches
▪ written description of the profile which explains:
− the rationale for the chosen branding features and other elements included
− the methods which are used by the agency to communicate their profile to the community and
engage with the community
− the intended purpose of the communication.
2. A personal profile to attract new clients. This profile should include:
▪ branding features such as the use of colour, font, style, logo and keywords which are associated with
an agency or workplace
▪ social media profile such as personal LinkedIn page or Facebook page
▪ video/multimedia content
▪ text based content
▪ written description which includes:
− how and why the methods have been selected to engage clients
− the intended purpose of the communication
− how key words and descriptions of personal practice relate to client expectations
− how outstanding matters arising from client expectations can be resolved.
3. A marketing profile for a property. This should include:
▪ a brief text description of the property
▪ the target market
▪ the marketing approach and rationale
▪ an analysis of the location, competition and opportunities
▪ how the profile aligns with the branding of the agency/business
▪ key elements that are included, such as imagery, floor plan, video walk through, staging and
property highlights
▪ written description which includes:
− how and why the marketing approaches have been selected and their alignment to the
communication with the client and the target market
− evidence of research conducted in the development of the marketing profile, including
references.
SUBMISSION  Portfolio of documents/digital resources and files. Attached with assessment
REQUIREMENTS booklet
work.
Name:
Date of
observation/
submission:

Units:
No. of Pages in
Submission:
STUDENT DECLARATION
work.
against me.
 Marketing plan attached with other relevant documents
Assessment Task 3: Marketing Plans – Assessor Marking
PART A – DOCUMENTING MARKETING PLANS Date: Date: Date:
1. Develop a marketing plan for one property, including:

 Details of the property, including its location and features. For example:
 Details of the target market. For example:
 The marketing budget.
 Any performance indicators used to measure success of the marketing
activities. For example: number of website hits, number of phone
enquiries, attendees to open inspection, etc.
 Details surrounding points at which the marketing plan will be reviewed for
effectiveness. For example: weekly, monthly, once 30 responses/enquiries
have been received, etc.
2. Develop a marketing plan for a second property, including:

 Details of the property, including its location and features. For example:
 Details of the target market. For example:
 The marketing budget.
 Any performance indicators used to measure success of the marketing
activities. For example: number of website hits, number of phone
enquiries, attendees to open inspection, etc.
 Details surrounding points at which the marketing plan will be reviewed for
effectiveness. For example: weekly, monthly, once 30 responses/enquiries
have been received, etc.
3. Provide evidence of marketing activities related to the marketing plan

for at least one of the properties listed above.
For example: video clip of visible marketing in public (such as at the
property itself), screenshot of marketing information posted on a
website, a copy of a brochure displaying the property, etc.
PART B – MEETING WITH CLIENTS Date: Date: Date:
Did the student demonstrate they can: Yes No Yes No Yes No
Scenario 1 – Jane and Alex
1. Explain marketing services and costs:

 Identify and explain applicable marketing services that suit the needs of
the vendors. For example: cost effective marketing techniques such as
newspaper advertisements, signboard at the front of the property, website
advertisements, video, brochures, etc.
 Provide reasonable costs for each service, ensuring costs provided are
similar to the real costs of marketing methods specified.
 Recommend suitable services based on the vendors’ needs and
responses. For example: social media advertisement may be appropriate
as it is cost effective (potentially free, depending on where the information
is posted), and can be tailored to reach specific audiences such as young
couples and young families.
 Retaining a professional and respectful demeanour with the client at all
times. For example: using polite, business-like language; using positive
body language such as eye contact, good posture, open posture (not

crossing arms or legs and facing the client), and so on; speaking clearly
and concisely; etc.
 Behaving in an ethical and legal manner. For example: ensuring the clients
are aware of their right to ask questions, clarify information, request
changes, and seek further guidance or information; avoiding any tactics
such as coercion, untruthful behaviour, false or misleading statements; and
so on.
2. Document marketing plan and obtain agreement:

 Consult with client on whether marketing plan is suitable for the client’s
needs and budget.
 Alter marketing plan where needs surrounding budget and extent of
marketing are not adequately met. For example: adding further marketing
activities to ensure a wider audience is reached, limiting activities to those
without running costs, etc.
 Explain significance of documentation and obtain agreement from client(s)
to proceed with the marketing plan. For example: to ensure the rights and
interests of the clients are protected, to ensure that the agreement is clear,
and everyone is aware of the client’s responsibilities and those of the
agent, etc
 Answer any questions from the client. For example: regarding costs, length
of marketing activities, performance indicators, points of review, etc.
 Check documentation has been completed, signed and dated correctly.
Scenario 2 – Tanna
3. Explain marketing services and costs:

 Identify and explain applicable marketing services that suit the needs of
the vendors. For example: cost effective marketing techniques such as
newspaper advertisements, signboard at the front of the property, website
advertisements, video, brochures, etc.
 Provide reasonable costs for each service, ensuring costs provided are
similar to the real costs of marketing methods specified.
 Recommend suitable services based on the vendors’ needs and
responses. For example: social media advertisement may be appropriate
as it is cost effective (potentially free, depending on where the information
is posted), and can be tailored to reach specific audiences such as young
couples and young families.
 Retaining a professional and respectful demeanour with the client at all
times. For example: using polite, business-like language; using positive
body language such as eye contact, good posture, open posture (not
crossing arms or legs and facing the client), and so on; speaking clearly
and concisely; etc.
 Behaving in an ethical and legal manner. For example: ensuring the clients
are aware of their right to ask questions, clarify information, request
changes, and seek further guidance or information; avoiding any tactics
such as coercion, untruthful behaviour, false or misleading statements; and
so on.
4. Document marketing plan and obtain agreement:

 Consult with client on whether marketing plan is suitable for the client’s
needs and budget.
 Alter marketing plan where needs surrounding budget and extent of
marketing are not adequately met. For example: adding further marketing
activities to ensure a wider audience is reached, limiting activities to those
without running costs, etc.
 Explain significance of documentation and obtain agreement from client(s)
to proceed with the marketing plan. For example: to ensure the rights and
interests of the clients are protected, to ensure that the agreement is clear,
and everyone is aware of the client’s responsibilities and those of the
agent, etc

 Answer any questions from the client. For example: regarding costs, length
of marketing activities, performance indicators, points of review, etc.
 Check documentation has been completed, signed and dated correctly.
VERBAL QUESTIONS – ASSESSMENT TASK 3: PART B
Ask the student the following verbal questions. Tick the answers or key points as student provides answer or covers
the key points. Document specific wording for key points used by student to demonstrate reliability. Document any
additional information provided by the student in the Comments column.
Questions Key Points and Required Answers
1. What are three examples of things you The learner must be able to identify legal and ethical requirements and
should not do when you are discussing conversely also the legal and ethical conduct that is not appropriate during a
marketing plans with a client? marketing discussion. Responses must include three of the following:
 Making false statements
 Acting for the buyer and seller
 Leading the client to believe something which is not true
 Misrepresenting the likely price for the sale of the property
 Not holding an appropriate licence for the work being undertaken (such
as being a qualified and licenced real estate agent or holding an
auctioneers’ qualification if the property is going to be auctioned by the
same person)
2. What would you do if a client did not The learner must specify that they would do at least two of the following to
appear to understand the marketing costs assist their client to understand marketing costs:
as you explain them?  Use communication and interpersonal skills to assist the client, such as
gestures, images, speaking slowly and in a more concise manner, and
so on.
 Remain patient, professional and courteous at all times.
 Repeat the information or restate the information in a different way to
promote understanding.
 Provide Plain English documentation to assist the client to understand
the information.
3. What are some marketing activities that The learner’s response must indicate that:
you might recommend if the client tells  They will refrain from judgement and adjust their recommendations to
you that they have a limited budget and correspond with the client’s budget, such as removing some marketing
cannot afford all the options you suggest options or reducing the scope, scale and timeframe. For example: they
to them? might reduce the quantity and quality of photos, reduce the use of video
footage or avoid using styling of the property to reduce the cost if hiring
furniture and other styling features.
4. How would you make sure that the The learner should refer to the following:
marketing resources you suggest to the  Agency policies and procedures, such as privacy and confidentiality,
client are consistent with the requirements marketing, customer service standard, documentation, etc.
of your agency?  Using standardised forms and styling guides.
 Seeking clarification from experienced colleagues and comparing their
marketing resources with those of other agents in the workplace.
 Ensuring they are complying with statutory requirements such as
completing documentation fully, protecting privacy and confidentiality
and ensuring consumer protection requirements are followed.
5. Imagine your client tells you that the The learner must address the following key points:
property has had building work completed  Inform the client that this information is likely to need to be disclosed to
without the appropriate building permits, the potential buyer and that it cannot be withheld.
VERBAL QUESTIONS – ASSESSMENT TASK 3: PART B
but they ask you to keep this information  Requirement to disclose information according to legal and ethical and
to yourself. What would you say? consumer protection requirements, and that they would be potentially
breaching legal requirements if they did not disclose this information to
a potential buyer.
Where further verbal questioning is required or additional prompts are required that do not interfere with reliability of
assessment process, please document the questions asked in the space provided below and the responses provided
by the student.
PART C – TEAM MEETING Date: Date: Date:
Scenario 1 – Jane and Alex
1. Brief colleagues in the meeting on marketing information relating to the

property. This includes:
 Briefing the colleagues on roles and responsibilities that are involved in
conducting the marketing activities, as well as any demonstrations of
materials that have been put together. For example: a graphic artist and
printer put together brochures showing the property’s features and
showing a copy, contacted the local newspaper to discuss running an
advertisement and showing the contents of the advertisement to be
printed, and so on.
 Providing information on the marketing activity responses received for the
property, including any evidence collected. For example: number of page
visits, phone enquiries, inspection requests, click throughs, and so on.
 Explaining how the data collected can be used by the agency. For
example: gaining insight into the current market, gaining additional clients,
etc.
 Detailing how the data collected assists with progressing towards the
eventual sale of the property. For example: public interest gaining traction,
word of mouth advertising, targeting audiences more likely to be interested
and available for open inspection times, etc.
 Referencing one piece of legislation relevant to the student’s state or
territory, explaining how the marketing materials comply with this
legislation and represent an honest, accurate and fair reflection of the
property. For example: Queensland – Property Agents and Motor Dealers
Act (2000), Victoria – Estate Agents Act (1980), New South Wales –
Property and Stock Agents Act (2002), Australian Capital Territory – The

Agents Act (2003), Commonwealth (Federal) – Competition and Consumer
Act (2010), etc.
 Describing how to correct marketing material that may be incorrect or
insufficient, and how this may negatively impact the agency. For example:
misleading or false information is against the law and therefore marketing
materials need to be updated immediately upon discovery of any incorrect
information; messy, unprofessional, or poor quality marketing materials
could lead to poor reputation of the agency due to unappealing
representation of property; etc.
2. Respond to the real estate manager (played by the assessor)

regarding the discussion between the manager and the client. This
includes:
 Addressing the disclosure of building work completed without an
appropriate building permit, and discussing potential options. For example:
explaining that this must be disclosed to potential buyers and could affect
interest in the property, may be subject to council review depending on
what was done, etc.
 Discussing the need to reduce the marketing budget, and potential
alternatives to reduce costs. For example: choosing to run fewer or smaller
newspaper ads, potentially removing colour from newspaper ads, giving
brochures to local businesses rather than publishing in a magazine,
reducing target audience size for online and social media advertisements,
etc.
Scenario 2 – Tanna
3. Brief colleagues in the meeting on marketing information relating to the

property. This includes:
 Briefing the colleagues on roles and responsibilities that are involved in
conducting the marketing activities, as well as any demonstrations of
materials that have been put together. For example: a graphic artist and
printer put together brochures showing the property’s features and
showing a copy, contacted the local newspaper to discuss running an
advertisement and showing the contents of the advertisement to be
printed, and so on.
 Providing information on the marketing activity responses received for the
property, including any evidence collected. For example: number of page
visits, phone enquiries, inspection requests, click throughs, and so on.
 Explaining how the data collected can be used by the agency. For
example: gaining insight into the current market, gaining additional clients,
etc.
 Detailing how the data collected assists with progressing towards the
eventual sale of the property. For example: public interest gaining traction,
word of mouth advertising, targeting audiences more likely to be interested
and available for open inspection times, etc.
 Referencing one piece of legislation relevant to the student’s state or
territory, explaining how the marketing materials comply with this
legislation and represent an honest, accurate and fair reflection of the
property. For example: Queensland – Property Agents and Motor Dealers
Act (2000), Victoria – Estate Agents Act (1980), New South Wales –
Property and Stock Agents Act (2002), Australian Capital Territory – The
Agents Act (2003), Commonwealth (Federal) – Competition and Consumer
Act (2010), etc.
 Describing how to correct marketing material that may be incorrect or
insufficient, and how this may negatively impact the agency. For example:
misleading or false information is against the law and therefore marketing
materials need to be updated immediately upon discovery of any incorrect
information; messy, unprofessional, or poor quality marketing materials
could lead to poor reputation of the agency due to unappealing
representation of property; etc.
4. Respond to the real estate manager (played by the assessor)

regarding the working relationship with the client. This includes:
 Discussing the marketing plan in detail, such as what marketing activities
have been planned, the overall budget and the client’s expectations of the
marketing activities. For example: the client is willing to spend a
considerable amount on marketing as they understand the process and
want to sell the property quickly; they have asked for as many possible
methods of marketing including social media, online, newspaper,
magazine, brochures, and signage at the property; they are understanding
of the costs involved and were happy to have so many options; etc.
 Addressing the client’s frustration that the property has not yet been sold.
For example: discussing further marketing methods to attempt to gain
more interest in the property such as bigger newspaper advertisements,
expanding the demographics of targeted online advertisements, and so on;
considering that the client may have high expectations in terms of the
asking price and may need to consider lower offers; etc.
VERBAL QUESTIONS – ASSESSMENT TASK 3: PART C
Ask the student the following verbal questions. Tick the answers or key points as student provides answer or covers
the key points. Document specific wording for key points used by student to demonstrate reliability. Document any
additional information provided by the student in the Comments column.
Questions Key Points and Required Answers
1. What are some of the responsibilities that Learner must address the following key points in their response:
other people from a real estate office  Responding to client phone calls and emails within a specified time
might have in relation to marketing a (based on the agency’s KPI for response time).
property?  Referring potential buyers.
 Completing documentation.
 Recording data after open for inspections.
 Maintaining secure and confidential document management within the
office and on electronic platforms.
2. Identify some of the marketing activities Learner must include at least three of the following activities in their
that you might complete as you implement response:
the marketing plan.  Generating leads.
 Following up enquiries.
 Providing information.
 Seeking clarification of features for interested potential buyers.
 Maintaining documentation.
 Updating the clients about progress.
 Altering recommendations based on progress towards the marketing
goal.
3. Imagine you are having a discussion in The learner’s response must include the following:
your real estate office about a property  Involve the clients in the discussion.
which has not sold and has not generated  Base their ideas on their professional opinion based on data, best
the interest and leads that you thought it practice, and suburb/location trends.
might. What are some ideas that might be  Seek information and guidance from experienced colleagues and find
suggested to help you review and alter the out about recent experiences of other agents in the office to see if there
marketing plan? is a wider trend or pattern, or if the issue is limited to just one property.
4. What are some examples of data you The learner must refer to at least three of the following types of data:
might provide to your colleagues about  Page or video views.
 Clicks on a website.
VERBAL QUESTIONS – ASSESSMENT TASK 3: PART C
the progress being made towards selling a  Visitors to a property for an open for inspection.
property?  Phone and email enquiries.
 Text messages about the property.
 Form based contacts on a website.
5. What might some of the outcomes for an The learner’s response must indicate their understanding of the importance
agency be if materials for marketing are of branding, shared outcomes and actions, cohesiveness of approach in
not effective or are of low quality? styling, brand recognition and actions, and the importance of community
engagement with the reputation of the agency alongside individual
responsibility for agents to produce high quality work for the best interests of
their clients. Examples of outcomes for the agency are listed below:
▪ Poor reputation
▪ Lack of interest in properties managed by the agency
▪ Fewer clients due to poor sales performance
▪ Potential loss of staff to other, better performing agencies
Where further verbal questioning is required or additional prompts are required that do not interfere with reliability of
assessment process, please document the questions asked in the space provided below and the responses provided
by the student.
Assessment Task Cover Sheet. Document the actions that must be taken by the student to address the gaps.
ASSESSOR FEEDBACK
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
Assessor Name: ________________________________________________________________________
Date: _______________
Assessment Task 3: Marketing Plans
For this task, you will need to prepare and implement a marketing plan for two
different properties. You will need to include specific information as listed below for
each property. You will also participate in two role plays based on the marketing
plan developed in the first part of the task. You can complete these tasks in your
TASK SUMMARY workplace or in a simulated workplace environment.
▪ Access to your learning materials.

▪ Appraisal report for a residential property.
▪ Property listing agreement.
RESOURCES AND ▪ Agency service options and costs.
EQUIPMENT
▪ Agency marketing agreement.
REQUIRED
▪ Marketing resources and strategies.
▪ Legislation access via internet.
▪ Data recording document used to build agency records.
▪ Access to a real or simulated workplace environment.
▪ Access to colleagues or co-workers to participate in the role plays.
▪ Access to Microsoft Word (or a similar program).
▪ Two colleagues are required for this task to participate in a meeting and play the
role of clients who are seeking a marketing plan from the agent.
▪ Marketing plan developed in Part A.
▪ Office or home-like location with chairs, table, online or print access to
marketing plan and required documents.
▪ Agency service options and costs.
▪ Agency marketing agreement.
▪ Marketing activity responses based on the marketing of the property from Part A
(this can be generated by the learner as fictional responses, for example
recording the number of enquiries, visits to an open for inspection or clicks and
page views of a website).
▪ Data generated from marketing activities from the property in Part A (this can be
developed by the learner as a fictional data set.
WHERE AND
WHEN THIS TASK
WILL BE In the workplace or a simulated workplace environment. Attached with Assessment
COMPLETED booklet
WHAT HAPPENS IF
YOU GET
SOMETHING The assessor may ask the learner to resubmit parts of the assessment where the
WRONG learner is not yet competent.
You will need to prepare and implement a marketing plan for each of two properties.
You will need to include the following information for both properties:
▪ details of the property
TASK ▪ the location of the property

INSTRUCTIONS: ▪ the features of the property
PART A – ▪ the target market details
DOCUMENTING
MARKETING ▪ the marketing budget
PLANS ▪ the performance indicators used to measure success
▪ nominated points where the marketing plan will be reviewed.
You will need to include marketing resources for one of the properties including:
▪ How the property will be described for the market
▪ The performance indicators which will be applied
▪ You will need to include evidence of marketing activities related to the marketing
plan for one property, such as a video clip or screen shot of marketing
information uploaded to a website or a copy of a brochure for a property which
has been developed.
You will need to demonstrate the following during your meeting with the clients:
▪ explain the marketing service options to the clients which are available from
your agency
TASK ▪ explain the costs of the services

INSTRUCTIONS: ▪ give a recommendation about marketing to the clients
PART B – ▪ consult with the clients about marketing the property
MEETING WITH
CLIENTS ▪ check the marketing plan is suitable for the needs and budget of the client
▪ adjust the marketing plan if required
▪ document the marketing plan which has been agreed to by the clients
▪ obtain agreement to proceed with the marketing plan with the clients
▪ document the agreement to proceed with the plan using the agency marketing
agreement.
For this task, you will be participating in a team meeting in a simulated or actual real
estate office setting. You will be providing information to work colleagues about the
progress of marketing a property (developed in Part A). You will be giving
information, responding to questions, clarifying marketing approaches and
TASK strategies and giving performance based information to add to the agency’s records.
INSTRUCTIONS: You will need to demonstrate the following during your meeting with colleagues:
PART C – TEAM ▪ Brief the colleagues about the roles required during the marketing of the
MEETING selected property.
▪ Provide information and demonstration of the marketing for the property (such
as by showing the marketing materials developed for the property in Part A and
B).
▪ Provide information about the marketing activity responses for the property
during the marketing plan.
▪ Providing information and evidence of data that you have collected about the
marketing activity responses.
▪ Explain how the data you have collected can be used by the agency.
▪ Confirm how the marketing materials represent an honest, accurate and fair
reflection of the property and comply with legislative requirements and agency
requirements – reference one piece of legislation for your state or territory in this
part of the task.
▪ Advice about how to correct a section or part of the marketing material that is
not suitable and give information about how this might negatively impact the
agency (this could be presented as an early draft of a marketing item or a
separate sample item that the learner develops to demonstrate their
understanding of poor marketing materials and their impact on the agency).
 Portfolio of resources for marketing two properties.

 Marketing resources for one of the properties.
 Report on marketing activities against key performance indicators for the
SUBMISSION property and the effectiveness of the marketing plan and budget.
REQUIREMENTS
 All relevant documents and assessment report attached with this booklet.
 Completed TASK A – Marketing Plan
 Completed TASK B – Meeting with Clients
 Completed TASK C – Team Meeting

Assessment 3

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Assessment 3

Uploaded by

Copyright:

Available Formats

STUDENT ASSESSMENT

CPPREP4004 ESTABLISH MARKETING AND

Student Name: _________________________________________________________________________

Date Commenced: ______________________________________________________________________

Assessment Task Summary

Assessment Task Assessment Method Task Summary

Assessment Task Cover Sheet

The Assessment Process and Your Rights

Submitting your Assessment Tasks

Plagiarism, Cheating and Collusion

Information about Assessment

Principles of Assessment and Rules of Evidence

Glossary of Instructional Task Words

Assessment Tasks Due Date

1. Assessment Task 1 – Written Questions

2. Assessment Task 2 – Marketing and Communication Profiles

3. Assessment Task 3 – Marketing Plans

AGREEMENT BY THE STUDENT

Do you understand the requirements of this assessment?  Yes  No

Student Name: __________________________________________________

Student Signature: _______________________________________________ Date: _______________

Assessor Name: _________________________________________________

Assessor Signature: ______________________________________________ Date: _______________

Cluster: Marketing in Real Estate

▪ CPPREP4102 Market property

Student Signature: _______________________________________________ Date: _______________

Assessment Task 1: Written Questions

Assessment Task 2: Marketing and

Assessment Task 3: Marketing Plans

Part A – Documenting Marketing Plans

Part B – Meeting with Clients

Part C – Team Meeting

Unit Result Assessor

CPPREP4004 Establish marketing and communication

Assessor Signature: Date:

Assessor Signature: _____________________________________________________________________

Assessor Name: ________________________________________________________________________

This is an open book written assessment.

▪ Access to your learning materials

Cluster: Marketing in Real Estate

▪ CPPREP4102 Market property

Student Signature: _______________________________________________ Date: _______________

Date: Date: Date:

Yes No Yes No Yes No

If ‘no’ to the above, have arrangements been made for re-assessment?

Assessment Task 1 Outcomes

Attempt Date Outcome Assessor Name Assessor Signature

Area of real estate practice Legal consideration Ethical consideration

Sales Have a valid real estate agent Honest

Property Management Have proper agreements Acting in best interest of

Lease Contracts with clear lease Professional dealing with

Auction Provide accurate information Contracts and the vender's

Buyer’s Agent Can not be a seller's agent, Acting in best interest of

Stock and Station A stock and station agent is Professional, Honest

Business Broking Request buyer's financial, Acting in best interest of

▪ Direct mail outs in a suburb or location

▪ Agency property guide

Booklet or brochure showcasing currently available properties for purchase or lease.

▪ Brochure to highlight features of an agency

▪ Advertising via a third party website

Direct Communication or Indirect Communication.

▪ Marketing and communicating the property to the client

We need to show professionalism. Demonstrate knowledge of the current market. Be

How to sell property(Auction or advertisement). Amount he wants to spend for

Student Signature: _________________________________ Date: _

Assessor Signature: ________________________________ Date: _

Student Signature: _________________________________ Date: _

Student Signature: _________________________________ Date: _

Student Signature: _________________________________ Date: _

Student Signature: _________________________________ Date: _