CPPDSM4022A Sell and Finalise the Sale of Property

CPPDSM4022A Sell and Finalise the Sale of Property by Private Treaty

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Questions: Qualify buyers, arrange for potential buyers to inspect listed properties, deliver effective sales presentations, submit offers and negotiate property sale with sellers and buyers and maintain communications with sellers and prospective buyers. It also includes monitoring the process between exchange of contracts and settlement for all types of property and businesses and preparing documentation for agency disbursements.

  • What are some of the methods of sale of property?
  • What is sale by private treaty?
  • What legislative and regulatory requirements impact on sale of property by private treaty?
  • Provide an example and brief explanation of an encumbrance on a property title.
  • Who would you build rapport with at an open home?
  • How might enquiries from potential buyers be received?
  • What are some trust account requirements that agencies may have to follow?
  • Explain how an agency can protect themselves & consumers from false representations and misleading advertising when selling property by private treaty?
  • List 2 different types of land titles and briefly explain the meaning of each.
  • What is the benefit of qualifying potential buyers?

a)   You as an agent

b)   The property seller

Name at least 2 for each.

  • What questions / due diligence should the agent undertake relating to the buyer when selling property?
  • With regard to potential buyers, who might represent key decision makers?
  • What are some examples of appropriate interpersonal communication techniques?
  • List 3 different types of questioning techniques.
  • What are some of the factors which are likely to influence the decision of a buyer to purchase a property?
  • List 4 benefits of an open for inspection for a salesperson, buyer and/or seller.

a)   How would you prepare a home for an open for inspection?

b)   What information or materials would you take with you?

  • What are some examples of effective presentation skills which can be used when promoting a property for sale?
  • Apart from the price, list 3 other factors that may effect the successful conclusion of a sale.

a)   Identify 3 things that might go wrong between the date of signing the contract and settlement.

b)   Identify a contingency plan for possibly overcoming each of these issues.

c)   What is a contract?

d)   What factors constitute the forming of a valid contract?

  • What are some general areas, sections or terms and conditions that are covered in a contract for sale?
  • What is a cooling off period?
  • What are some of the circumstances in which contracts are void, voidable or unenforceable?
  • What are some techniques that can be used to deal with conflict and deadlocks?
  • To assist with property settlements what other professional services may be used?
  • What are 5 rules of negotiation?
  • What are some effective techniques for closing a sale?
  • What are some examples of sale of property documentation?
  • What are some agency disbursements that may occur upon settlement?
  • What information needs to be recorded and filed relating to the sale of property at the end of the transaction? List at least 4 things.

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