NZQA registered unit standard
23140 version 3
Page 1 of 5
Title
Develop marketing plans for real estate, qualify customers, and
present properties for sale
Level
4
Purpose
Credits
4
This unit standard is for people preparing for entry into, or who
are currently working in, the real estate industry as
salespersons.
People credited with this unit standard are able to:
–
explain and develop the purpose of marketing plans and
budgets for properties;
–
develop marketing plan promotional material for the
marketing of properties;
–
explain and demonstrate the methods to qualify
prospective customers; and
–
demonstrate effective sales presentation techniques for a
particular property or business, sensitive to the customers’
needs.
Classification
Real Estate > Real Estate Practice and Law
Available grade
Achieved
Explanatory notes
1
ETITO has common assessment material available to use for organisations with
consent to assess against Real Estate unit standards contained in the National
Certificate in Real Estate (Salesperson) (Level 4) [Ref: 1543]. The use of this
assessment material is encouraged to eliminate the need for pre-assessment
moderation of assessment material. The organisation with consent to assess is
charged for the use of this material.
2
References
Consumer Guarantees Act 1993;
Fair Trading Act 1986;
Human Rights Act 1993;
Overseas Investment Act 2005;
Overseas Investment Regulations 2005;
Privacy Act 1993;
Real Estate Agents Act 2008;
Residential Tenancies Act 1986;
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
23140 version 3
Page 2 of 5
3
Definitions
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.
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.
Customer means a person who is a buyer or potential buyer of land or a business
and is commonly known in the industry as purchaser or buyer.
Industry requirements mean all actions must comply with 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.
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.
Company procedures are the specific procedures used in real estate companies and
vary from company to company. All must comply with the Real Estate Agents Act
2008 and any applicable real estate regulations that may apply.
Properties include residential property, a business, rural property, commercial or
industrial property, and rental properties not owner occupied.
Prospective customer means a person who is considering or intending to enter into
an agency agreement with an agent to carry out real estate agency work.
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.
4
Assessment
This unit standard will 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.
Outcomes and evidence requirements
Outcome 1
Explain and develop the purpose of marketing plans and budgets for properties.
Evidence requirements
1.1
Marketing approaches for properties are explained to the client consistent with
industry requirements.
Range
includes but is not limited to – auction, tender, with or without
prices, standard sale, open home promotion, trade, swap.
1.2
Marketing plans and marketing budgets are explained to the client including
reasons for choices made in the plans.
1.3
Rebates, discounts and commissions are disclosed and explained in
accordance with industry requirements.
ElectroTechnology Industry Training Organisation
SSB Code 100401
 New Zealand Qualifications Authority 2016
NZQA registered unit standard
1.4
23140 version 3
Page 3 of 5
Disclosure of any conflicts of interest or confidential information is explained to
the client in terms of legal obligations and industry requirements.
Outcome 2
Develop marketing plan promotional material for the marketing of properties.
Range
material is developed for each of two different properties.
Evidence requirements
2.1
Marketing plans are developed to meet the needs of the client and in
accordance with industry requirements.
2.2
Promotional material produced is compliant with industry and legal
requirements.
Outcome 3
Explain and demonstrate the methods to qualify prospective customers.
Evidence requirements
3.1
Methods of qualifying prospective customers are explained in terms of industry
requirements.
3.2
The needs and wants of the prospective customer are assessed.
Range
includes but is not limited to – type of property or business needed
or wanted, timeframes, motivation, financial situation.
3.3
Qualifying information is recorded and compared with listing information and
potential matches between prospective customers and properties are identified.
3.4
Rapport is built with the prospective customer in accordance with industry
requirements.
Range
rapport includes – understanding customers’ needs, motivation,
listening and reflecting back understanding, types of questioning.
Outcome 4
Demonstrate effective sales presentation techniques for a particular property or business,
sensitive to the customers’ needs.
Evidence requirements
4.1
Techniques used match the type of property being presented to the prospective
customers and are consistent with company procedures and industry
requirements.
ElectroTechnology Industry Training Organisation
SSB Code 100401
 New Zealand Qualifications Authority 2016
NZQA registered unit standard
23140 version 3
Page 4 of 5
techniques used may include but are not limited to – presentation
of features and benefits of property, security arrangements for the
property, handling objections by the prospective customer,
handling rejection, active listening, needs identification, identifying
buying signals.
Range
Replacement information
This unit standard replaced unit standard 4656 and unit
standard 4657.
Planned review date
31 December 2015
Status information and last date for assessment for superseded versions
Process
Version Date
Last Date for Assessment
Registration
1
18 December 2006
31 December 2013
Review
2
12 February 2010
31 December 2013
Rollover and
Revision
3
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
NZQA registered unit standard
ElectroTechnology Industry Training Organisation
SSB Code 100401
23140 version 3
Page 5 of 5
 New Zealand Qualifications Authority 2016