The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording in the performance criteria is detailed below. Add any essential operating conditions that may be present with training and assessment depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts.
Appropriate rapport relates to use of techniques that: | establish and build confidence and trust in the agency and its representativesmake the seller or buyer feel valuedpromote and maintain an effective relationship with the seller or buyer. |
Agency requirements may be outlined within: | access and equity policy, principles and practicebusiness and performance plansethical standardsgoals, objectives, plans, systems and processeslegal and organisational policies and guidelinesmission statements and strategic plansOHS policies, procedures and programsprivacy and confidentiality requirementsquality and continuous improvement processes and standardsquality assurance and procedures manuals, including sales and client liaison procedure manuals. |
Appropriate interpersonal communication techniques may include: | active listeningproviding an opportunity for the buyer or seller to clarify understanding of the sales processsoft questioning and seeking feedback from the seller or buyer to confirm own understanding of their needs and expectationssummarising and paraphrasing to check understanding of seller or buyer's messageusing appropriate body language. |
Information may include: | advantages of various purchases and purchasing optionsseller's views on sale of business or lease of propertybusiness profile portfolio |
| levels of interest in businesspackaging and presentation of sales proposal to the prospective seller. |
Factors may include: | arranging appointmentsbuyer capacitybuyer credentials, including financial positionbuyer entity or statusbuyer needsconfidentiality agreementsinvolvement of third or other parties in process and negotiationslegal documentation and agreements regarding salesseller motivation and requirements. |
Action plans may include: | arrangements for obtaining depositsarrangements for suitable inspection timesarrangements to secure seller's initial interestarranging and facilitating a stocktakeattending to legal requirements, including preparation and exchange of required legal documentscontingency plans to accommodate changes and resolve complicationsdeveloping the terms of contractstrategies for maintaining relationships between the parties during negotiation and providing exchange of information directly or via third parties/agentsstrategies to ensure time lines are met. |
Potential areas of conflict may relate to: | inventory, fixtures and fittings, valuations and determining level of goodwillinvolvement of agents and other partiespricepricing structureresponsibility for future employee entitlementssales process |
| time linestransfer and transitional arrangements. |
Legislative and industry requirements may include: | access and equity policy, principles and practicebusiness and performance plans, including organisational goals and objectivesclient service policiesindustrial awardsindustry and agency codes of conduct and practice, and code of ethicslegislative and statutory requirements for provision of business brokerage serviceslegislative and statutory requirements for the sale of a business or provision of business brokerage services to sell a businessOHS policies, procedures and programsorganisational policy, guidelines and requirementspolicies and procedures relating to own role, responsibility and delegationrecords and information systemsreporting and communication structuresterms and conditions of employment. |
Seller and buyer requirements may include: | clarification of business structureneed for quick saleneed for transparencyneed to specify plant, equipment, fittings and fixtures to determine ownershiptransfer of franchise agreementstransitional arrangementsuse of business name. |
Feedback may be collected from: | formal and informal discussions with existing and previous clientsinformation from potential buyersinformation provided by others involved in the appraisal process, both internal and external to the organisationmarket share datasales and completion results. |
Standard and special conditions may include: | additional optionsassign new lease, option, site licence or variationtransfer or renewal of licences and permitsfranchise agreementsintellectual property, such as business names, patents and copyrightstrademarksdomain names and email addressestelephone and facsimile numbers. |
Assisting professionals may include: | accountantsfinanciers and financial institutionslandlords and managing agentslegal adviserslicensed settlement agentsnominated conveyancers. |