NZQA registered unit standard
4685 version 6
Page 1 of 5
Title
Attract and qualify tenants for commercial and industrial properties
and prepare lease agreements
Level
5
Purpose
Credits
7
This unit standard is for property managers and salespersons
in the commercial property management or sales sector of the
real estate industry.
People credited with this unit standard are able to:
–
research and select target markets for commercial and
industrial leases;
–
develop marketing plans and budgets for specific
premises for lease;
–
qualify prospective lessees for commercial and industrial
properties;
–
demonstrate an understanding of conducting sales
presentations with prospective lessees; and
–
draft Heads of Agreement, and explain Deed of Lease
and types of lease.
Classification
Real Estate > Residential and Commercial Property
Management
Available grade
Achieved
Explanatory notes
1
References
Building Act 2004;
Consumer Guarantees Act 1993;
Fair Trading Act 1986;
Financial Transactions Reporting Act 1996;
Goods and Services Tax Act 1985;
Human Rights Act 1993;
Overseas Investment Act 2005;
Overseas Investment Regulations 2005;
Privacy Act 1993;
Property Law Act 2007;
Real Estate Agents Act 2008;
Resource Management Act 1991;
Unit Titles Act 2010;
and all subsequent amendments and replacements.
ElectroTechnology industry Training Organisation
SSB Code 100401
 New Zealand Qualifications Authority 2016
NZQA registered unit standard
4685 version 6
Page 2 of 5
2
Definitions
Common Law is also known as case law – judgements made by courts, rather than
laws written by parliament. Judgements relating to the duties of an ‘agent’ may be
applicable to this unit standard.
Deed of Lease embodies all statutory and legal obligations of the parties to a lease.
Approved guides mean the two approved guides developed by the Real Estate
Agents Authority covering an agency agreement and a sale and purchase
agreement. These are available from http://www.reaa.govt.nz.
Client means the person on whose behalf an agent carries out real estate agency
work and is commonly known in the industry as a vendor or seller.
Industry requirements mean all actions must comply with relevant professional body
standards, legislation, codes of professional conduct and client care, and approved
guides. Legislation is available from http://www.legislation.govt.nz and codes of
professional conduct and client care, and approved guides are available from
http://www.reaa.govt.nz.
Heads of Agreement is a non-binding document outlining the main issues relevant to
a tentative (partnership or other) agreement.
Lessee is a person who leases a property from its owner, and is also known as
tenant.
Lessor is a person that leases a property to another, and is also known as a landlord
or owner.
Reflecting back understanding means seeking to understand a speaker's idea, then
offering the idea back to the speaker, to confirm the idea has been understood
correctly.
3
Common Law judgements relating to the duties of an ‘agent’, property managers or
body corporate secretaries may be applicable to this unit standard.
4
Assessment
This unit standard must be assessed on the basis of evidence of demonstrated
performance in the workplace or in simulated work situations designed to draw upon
similar performance to that required in the workplace.
5
Evidence must be presented for one commercial property and one industrial
property.
Outcomes and evidence requirements
Outcome 1
Research and select target markets for commercial and industrial leases.
Evidence requirements
1.1
Prices and features of properties are matched with the needs and preferences
of categories or segments of lessees.
1.2
Categories or segments of lessees suitable for particular properties are defined
as target markets.
1.3
Research is undertaken to establish target markets for commercial and
industrial leases.
ElectroTechnology industry Training Organisation
SSB Code 100401
 New Zealand Qualifications Authority 2016
NZQA registered unit standard
4685 version 6
Page 3 of 5
Outcome 2
Develop marketing plans and budgets for specific premises for lease.
Evidence requirements
2.1
Develop marketing plans for leasing commercial and industrial premises in
keeping with lessor’s needs and industry requirements.
Range
marketing plan includes but is not limited to – timetable of events,
marketing costs, types of marketing, recommended method of
sale, property details.
2.2
Marketing budgets are developed and explained to the lessor including reasons
for choices made in the plans.
2.3
Overall marketing approaches for the premises are explained to the lessors, in
keeping with industry requirements, and the marketing approach.
2.4
Promotional material is developed consistent with the marketing plan developed
in conjunction with lessor.
Outcome 3
Qualify prospective lessees for commercial and industrial properties.
Evidence requirements
3.1
Prospective lessees are qualified to assess the needs and wants of the lessee.
Range
includes but is not limited to – financial situation, motivation,
timeframes, type of property needed or wanted.
3.2
Qualifying information is recorded and compared with listing information and
potential matches between prospective lessees and premises are identified.
3.3
Rapport built with the prospective lessee is in accordance with industry
requirements.
Range
rapport building includes but is not limited to – showing interest in
the prospective lessee, questioning to understand prospective
lessee’s needs and motivation, listening and reflecting back
understanding.
Outcome 4
Demonstrate an understanding of conducting sales presentations with prospective
lessees.
ElectroTechnology industry Training Organisation
SSB Code 100401
 New Zealand Qualifications Authority 2016
NZQA registered unit standard
4685 version 6
Page 4 of 5
Evidence requirements
4.1
Presentation techniques are explained for presenting premises in a positive
manner to enable the lessee to make a decision, in accordance with industry
requirements.
4.2
Information on the premises is evaluated and explained to enable the
prospective lessee to make a decision, in accordance with industry
requirements.
4.3
Closing techniques are evaluated and explained in terms of leasing, in
accordance with industry requirements.
Range
silent comparison, assumptive, trial.
Outcome 5
Draft Heads of Agreement, and explain Deed of Lease and types of lease.
Evidence requirements
5.1
Heads of Agreement are drafted consistent with legislation, industry
requirements, and the wants and needs of the parties.
Range
5.2
Process for completion of a Deed of Lease is explained from the perspective of
the parties.
Range
5.3
parties may include – lessor, lessee, property owner (if the
agreement involves a sublease).
parties may include – lessor, lessee.
Types of leases are explained in relation to current market standard leases.
Range
Planned review date
gross leases, net leases, retail-type turnover-based leases,
industrial leases, public sector leases.
31 December 2015
ElectroTechnology industry Training Organisation
SSB Code 100401
 New Zealand Qualifications Authority 2016
NZQA registered unit standard
4685 version 6
Page 5 of 5
Status information and last date for assessment for superseded versions
Process
Version Date
Last Date for Assessment
Registration
1
27 July 1995
31 December 2013
Review
2
18 November 1997
31 December 2013
Review
3
19 January 1999
31 December 2013
Review
4
18 December 2006
31 December 2013
Review
5
12 February 2010
31 December 2013
Rollover and
Revision
6
16 August 2012
N/A
Consent and Moderation Requirements (CMR) reference
0003
This CMR can be accessed at http://www.nzqa.govt.nz/framework/search/index.do.
Please note
Providers must be granted consent to assess against standards (accredited) by NZQA,
before they can report credits from assessment against unit standards or deliver courses
of study leading to that assessment.
Industry Training Organisations must be granted consent to assess against standards by
NZQA before they can register credits from assessment against unit standards.
Providers and Industry Training Organisations, which have been granted consent and
which are assessing against unit standards must engage with the moderation system that
applies to those standards.
Requirements for consent to assess and an outline of the moderation system that applies
to this standard are outlined in the Consent and Moderation Requirements (CMR). The
CMR also includes useful information about special requirements for organisations wishing
to develop education and training programmes, such as minimum qualifications for tutors
and assessors, and special resource requirements.
Comments on this unit standard
Please contact the ElectroTechnology Industry Training Organisation at
reviewcomments@etito.co.nz if you wish to suggest changes to the content of this unit
standard.
ElectroTechnology industry Training Organisation
SSB Code 100401
 New Zealand Qualifications Authority 2016