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LEVERAGEACADEMYCPPREP4004ESTABLISH MARKETINGAND COMMUNICATIONPROFILES IN REALESTATE@ [email protected]0 Level 1, Suite 25, 3 – 9 Terminus St, Castle Hill NSW 2154RTO ID: 41017© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 2 | P a g eParticipant Assessment Pack:CPPREP4004 Establish marketing and communication profiles inreal estateUnit DescriptorThis unit specifies the skills and knowledge required to develop marketing and communicationprofiles in real estate.It includes understanding methods for marketing and communicating, clarifying type, value andpurpose of different communication activities and developing a personal profile for marketing andcommunication in real estate.This unit applies to people currently working in or seeking to work in real estate.Each Learner Assessment Pack is made up of three (3) parts:
Participant Declaration & Signature
Participant’s Name:
Address:
Tel:
Mob:
E-mail:
1. I have read and understood the Assessment information for participants on page 3 to 6of this assessment pack

2. The work in the attached assessments is my own. I acknowledge and understand thatcopying the work of others is plagiarism and will result in re-assessment

3. I believe that I am ready for assessment

4. I have received all the relevant tools and resources necessary to undertake assessment

5. I have kept a copy of the work I am submitting

Signed:
Date:
Candidate’s comments:
For tutorial or assessment support:
Return your completed assessment:
Leverage Academy
Post to:
Ph: 02 9659 4025
Leverage Academy
Ph: 1300 438 538
PO Box 369 Castle Hill NSW 1765
Email: [email protected]
Fax to: 02 9659 4633
Email: [email protected]
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 3 | P a g eAssessment information for learnersThroughout your training we are committed to your learning by providing a training andassessment framework that ensures the knowledge gained through training is translated intopractical on the job improvements.You are going to be assessed for:• Your skills and knowledge using written and observation activities that apply to theworkplace.• Your ability to apply your learning.• Your ability to recognise common principles and actively use these on the job.All of your assessment and training is provided as a positive learning tool. Your assessor willguide your learning and provide feedback on your responses to the assessment materialsuntil you have been deemed competent in this unit.How you will be assessedThe process we follow is known as competency-based assessment. This means that evidenceof your current skills and knowledge will be measured against national standards of bestpractice, not against the learning you have undertaken either recently or in the past. Someof the assessment will be concerned with how you apply your skills and knowledge in theworkplace, and some in the training room as required by each unit.The assessment tasks have been designed to enable you to demonstrate the requirements ofthe performance criteria and knowledge in this unit to successfully demonstrate competencyat the required standard.Your assessor will ensure that you are ready for assessment and will explain the assessmentprocess. Your assessment tasks will outline the evidence to be collected and how it will becollected, for example; a written activity, case study, or demonstration and observation.The assessor will also have determined if you have any special needs to be considered duringassessment. Changes can be made to the way assessment is undertaken to account forspecial needs and this is called making Reasonable Adjustment.What happens if your result is ‘Not Yet Satisfactory’ for one or more assessment tasks?Our assessment process is designed to answer the question “has the desired learningoutcome been achieved yet?” If the answer is “Not yet”, then we work with you to see howwe can get there.In the case that one or more of your assessments has been marked ‘NYC’, your trainer willprovide you with the necessary feedback and guidance, in order for you to resubmit yourresponses.What if you disagree on the assessment outcome?You can appeal against a decision made in regards to your assessment. An appeal should only bemade if you have been assessed as ‘Not Yet Competent’ against a specific unit and you feel you havesufficient grounds to believe that you are entitled to be assessed as competent. You must be able toadequately demonstrate that you have the skills and experience to be able to meet the requirementsof units you are appealing the assessment of.Your trainer will outline the appeals process, which is available to the learner. You can request a formto make an appeal and submit it to your trainer, the course coordinator, or the administration© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 4 | P a g eofficer. The RTO will examine the appeal and you will be advised of the outcome within 14 days. Anyadditional information you wish to provide may be attached to the appeal form.What if I believe I am already competent before training?If you believe you already have the knowledge and skills to be able to demonstratecompetence in this unit, speak with your trainer, as you may be able to apply for Recognitionof Prior Learning (RPL).Assessor ResponsibilitiesAssessors need to be aware of their responsibilities and carry them out appropriately. To dothis they need to:• Ensure that participants are assessed fairly based on the outcome of the language,literacy and numeracy review completed at enrolment.• Ensure that all documentation is signed by the learner, trainer, workplacesupervisor and assessor when units and certificates are complete, to ensure thatthere is no follow-up required from an administration perspective.• Ensure that their own qualifications are current.• When required, request the manager or supervisor to determine that the learner is‘satisfactorily’ demonstrating the requirements for each unit. ‘Satisfactorily’ meansconsistently meeting the standard expected from an experienced operator.• When required, ensure supervisors and learners sign off on third party assessmentforms or third party report.• Follow the recommendations from moderation and validation meetings.How should I format my assessments?Your assessments should be typed in an 11 or 12 size font for ease of reading. You mustinclude a footer on each page with the learner name, unit code and date. Your assessmentneeds to be submitted as a hardcopy or electronic copy as requested by your trainer.How long should my answers be?The length of your answers will be guided by the description in each assessment, forexample:
Type of Answer
Answer Guidelines
Short Answer
4 typed lines = 50 words, or5 lines of handwritten text
Long Answer
8 typed lines = 100 words, or10 lines of handwritten text = 1⁄3of a foolscap page
Brief Report
500 words = 1 page typed report, or50 lines of handwritten text = 11⁄2foolscap handwritten pages
Mid Report
1,000 words = 2 page typed report100 lines of handwritten text = 3 foolscap handwritten pages
Long Report
2,000 words = 4 page typed report200 lines of handwritten text = 6 foolscap handwritten pages
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 5 | P a g eHow should I reference the sources of information I use in my assessments?Include a reference list at the end of your work on a separate page. You should reference thesources you have used in your assessments in the Harvard Style. For example:• Website Name – Page or Document Name, retrieved insert the date. Webpage link.• For a book: Author surname, author initial Year of publication, Title of book,Publisher, City, State.Assessment guideThe following table shows you how to achieve a satisfactory result against the criteria for eachtype of assessment task. The following is a list of general assessment methods that can beused in assessing a unit of competency. Check your assessment tasks to identify the ones usedin this unit of competency.
Assessment Method
Satisfactory Result
Non-Satisfactory Result
You will receive an overall result of Competent or Not Yet Competent for this unit. Theassessment process is made up of a number of assessment methods. You are required toachieve a satisfactory result in each of these to be deemed competent overall. Yourassessment may include the following assessment types.
Questions
All questions answeredcorrectly
Incorrect answers for oneor more questions
Answers address thequestion in full; referring toappropriate sources fromyour workbook and/orworkplace
Answers do not address thequestion in full. Does notrefer to appropriate orcorrect sources.
Third Party Report
Supervisor or managerobserves work performanceand confirms that youconsistently meet thestandards expected from anexperienced operator
Could not demonstrateconsistency. Could notdemonstrate the ability toachieve the requiredstandard
Written Activity
The assessor will mark theactivity against the detailedguidelines/instructions
Does not followguidelines/instructions
Attachments if requestedare attached
Requested supplementaryitems are not attached
All requirements of thewritten activity areaddressed/covered.
Response does not addressthe requirements in full; ismissing a response for oneor more areas.
Responses must refer toappropriate sources fromyour workbook and/orworkplace
One or more of therequirements are answeredincorrectly.Does not refer to or utiliseappropriate or correctsources of information
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 6 | P a g e
Observation/Demonstration
All elements, criteria,knowledge andperformance evidence aredemonstrated at theappropriate AQF level
Could not demonstrateelements, criteria,knowledge andperformance evidence atthe appropriate AQF level
Case Study
All comprehensionquestions answeredcorrectly; demonstrating anapplication of knowledge ofthe topic case study.
Lack of demonstratedcomprehension of theknowledge required tocomplete the case studyquestions correctly. One ormore questions areanswered incorrectly.
Answers address thequestion in full; referring toappropriate sources fromyour workbook and/orworkplace
Answers do not address thequestion in full; do not referto appropriate sources.
Practical Activity
All tasks in the practicalactivity must be completedand evidence of completionmust be provided to yourtrainer/assessor.All tasks have beencompleted accurately andevidence provided for eachstated task.
Tasks have not beencompleted effectively andevidence of completion hasnot been provided.
Attachments if requestedare attached
Requested supplementaryitems are not attached
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 7 | P a g ePart A – Written Activity – Short AnswersAs part of your assessment of this unit of competency you are required to complete the followingwritten short answer questionsParticipant Instructions:• Read the questions carefully to ensure you have understood them.• Provide your response in the space provided in your own words.• If you are submitting on a separate document, please include the original question withyour answer. As a guide, responses should be approximately 4 typed lines = 50 words, or 5lines of handwritten text.• If a question relates to legislation you should correctly reference the act and section of theact that applies.• You MUST handwrite your name and signature onto every page you submit with yourassessment. Failure to do so will result on your assessment being returned to youunassessed.• Contact your assessor if you require further clarification
Assessor to complete shaded areas:
S
NYS
1.
What will need to be identified and analysed in relation to marketing andcommunications channels?


2.
Identify the two (2) primary components of marketing and communication in clientand community engagement
 
 
1.
2.
3.
What ethical aspects will need to be considered for marketing and communication?


4.
What will need to be considered when interpreting the role of marketing andcommunication in engagements?


Participant’s name:
Signature:
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Assessor to complete shaded areas:
S
NYS
5.
Where might you record the alignments between client expectations and personalpractices?


6.
What is the purpose of a personal profile?


7.
What is an ethical personal profile?


8.
How might you resolve outstanding matters arising from client expectations?


9.
How might you conduct research so you might explain how a property isrepresented to appeal to a client?


10.
Reflect on the alignment between the property profile and marketing approach
    
    
Property profile example
Marketing approach example
Participant’s name:
Signature:
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 9 | P a g e
Assessor to complete shaded areas:
S
NYS
11.
How might you identify the community expectations for real estate marketing andcommunications so these can be analysed?


12.
What methods might be used by an agency to engage the community?


13.
What will you need to do in relation to the alignment between an agency marketingand communication approach and community expectations?


14.
List five (5) examples of the risks you might identify to the agency, resulting frompoor marketing and communication practices
    
    
1.
2.
3.
4.
5.
15.
What might you identify through analysing any community expectations identified forthe marketing and communications activities?


Participant’s name:
Signature:
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 10 | P a g ePart B – Written Activity – Long AnswersAs part of your assessment of this unit of competency you are required to complete the followingwritten short answer questionsParticipant Instructions:
• Read the questions carefully to ensure you have understood them.• Provide your response in the space provided in your own words.• If you are submitting on a separate document, please include the original question withyour answer. As a guide, responses should be approximately up to 8 typed lines = exceed 50words but no more than 100 words, or up to 10 lines of handwritten text.• If a question relates to legislation you should correctly reference the act and section of theact that applies.• You MUST handwrite your name and signature onto every page you submit with yourassessment. Failure to do so will result on your assessment being returned to youunassessed.• Contact your assessor if you require further clarification
Assessor to complete shaded areas:
S
NYS
1.
Identify and outline (brief description) seven (7) different types of real estateservices
      
      
1.
2.
3.
4.
5.
6.
7.
Participant’s name:
Signature:
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Assessor to complete shaded areas:
S
NYS
2.
What are the general expectations of clients and the community for real estateservices?


3.
Identify and explain the six different types of marketing and communication usedin real estate
     
     
1. A_________________
2. D________________ M__________________
3. D________________ M__________________
4. P________________ S__________________
5. P________________ R__________________
6. S________________ and P__________________
Participant’s name:
Signature:
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 12 | P a g e
Assessor to complete shaded areas:
S
NYS
4.
Explain each of the following methods used for marketing and communicating:
  
  
a. The agent to the client
b. The property to the client
c. The agency to the community
5.
What ethical practice is relevant to marketing and communication in real estate?


Participant’s name:
Signature:
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 13 | P a g e
Assessor to complete shaded areas:
S
NYS
6.
Identify the legal obligations in real estate which are related to marketing andcommunication.


7.
Briefly discuss each of the following marketing and communication techniques:
 
 
a. Profiling of people and environment
b. Target market analysis
8.
Analysis of factors, including location, competition, opportunities


Participant’s name:
Signature:
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Assessor to complete shaded areas:
S
NYS
9.
Briefly explain the purposes of each of the following types of profiles:
  
  
a. Personal profiles
b. Property profiles
c. Agency profiles
10.
Reflect on the communication strategies suitable to implement for responding toclient complaints.


Participant’s name:
Signature:
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Assessor to complete shaded areas:
S
NYS
11.
Define the relationship between marketing and communication channels.


12.
Identify and explain ethical practice considerations in marketing and communication.


13.
Scenario: A landlord has given you a number of units to lease in the same block.The lowest priced one has been successfully leased but the landlord doesn’t wantthe cost of a new signboard (which shows ‘units starting from $…)What do you do (quoting legislative requirements and penalties) and who isultimately responsible and why?


Participant’s name:
Signature:
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 16 | P a g e
Assessor to complete shaded areas:
S
NYS
14.
Explain the client’s expectations of the personal practices listed below:
       
       
Personal Practice
Client Expectations
Conflict of interest
Follow principal’s reasonableinstructions
Act in good faith
Act in the principal’s bestinterests but remember to befair to the purchaser
Make a full disclosure of anypersonal interest in a businessrelationship
Exercise a duty of skill, care &due diligence in any dealingson behalf of a principal
Maintain the principal’sconfidentiality
Faithfully account for allmonies held on behalf of aprincipal.
15.
Using the examples from above, show how you would address, record and resolve thefollowing issues?
  
  
Personal Practice
Client Expectations
Conflict of interest
Act in the principal’s bestinterests but remember to befair to the purchaser
Exercise a duty of skill, care &due diligence in any dealingson behalf of a principal
Participant’s name:
Signature:
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 17 | P a g e
Assessor to complete shaded areas:
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16.
Below is a table of properties and some marketing options. Which form ofmarketing would you select based on the property description and provide thereasoning for your choice.Choose from any or all of these marketing options:
    
    
Property
MarketingOption(S)E.g. A & D
Reasoning
1 bedroom unitto lease
1 bedroom unitfor sale
4 bed familyhome to lease
4 bed familyhome for sale
3 bed cottageon 5 acres tolease includinguse of the landfor agistment.
Participant’s name:
Signature:
A. Generic signboardB. Photo signboardC. Professional photographyD. Professional photography plus videoE. 1 – 2 websites (e.g. realestate.com)random listingF. 1 – 4 websites random listingG. 1 – 2 websites premium listingH. 1 – 4 websites premium listingI. NewspapersJ. Magazines (e.g. Highlife)K. Brochures and letter box drop
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 18 | P a g ePart C – Project / Assignment: Develop marketing and communication profilesAs part of your assessment of this unit of competency you are required to develop andcreate three (3) separate marketing and communication profiles. One ‘marketing andcommunication profile’ for each of the following:1. 1 x Designed to engage the community for an agency2. 1 x Individual personal profile designed to attract potential clients3. 1 x Marketing profile for a property designed to engage clientsParticipant Instructions:• Read the questions carefully to ensure you have understood them.• Provide your response in the space provided in your own words.• If you are submitting on a separate document, please include the original question with youranswer. As a guide, responses should be 2 or 3 sentences and up to ½ page in length on an A4page with 12-point font size.• You MUST handwrite your name and signature onto every page you submit with yourassessment. Failure to do so will result on your assessment being returned to youunassessed.• Contact your assessor if you require further clarificationMarketing and communication profiles 1: Designed to engage the community for an agencyThe task will be to write a marketing and communication profile for your agency’s ‘Winter’promotion that shows the community what the agency has to offer for the upcoming snowskiing clientele.As preparation for the task, you will first need to complete the following research aspects:
Assessor to complete shaded areas:
S
NYS
1.1
Identify and include critical information that is factual yet appealing to possible clients in thecommunity and what they would expect to see in the marketing piece.


Participant’s name:
Signature:
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Assessor to complete shaded areas:
S
NYS
1.2
Identify the marketing method/s you will use for the agency’s ‘Winter’ promotion to engagethe community and why you have selected the method/s.


1.3
Based on the answers to the previous two questions, how does the proposed agency’smarketing meet public expectations? Record this explanation.


1.4
For your proposed agency’s ‘Winter’ promotion, have you identified any possible risks ofinadequate marketing practices?


Yes / No
If Yes, explain what the risks were, and how you will overcome them.If no, explain how you had allowed for all possible risks and what they were.
Participant’s name:
Signature:
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Assessor to complete shaded areas:
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1.5
Based on the previous four questions and your research, record the marketing andcommunication profile that you have developed for your agency’s ‘Winter’ promotion thatshows the community what the agency has to offer for the upcoming snow skiing clientele.(If it cannot fit below, please provide as a separate document noting that it is answer C1.5)


Participant’s name:
Signature:
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 21 | P a g eMarketing and communication profiles 2: Individual personal profile designed to attractpotential clients
Assessor to complete shaded areas:
S
NYS
2.1
Develop and create an ethical personal profile for marketing and communication purposesthat you could use in your agency that would attract and meet the main expectations of localclients.(If it cannot fit below, please provide as a separate document noting that it is answer C2.1)


Participant’s name:
Signature:
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 22 | P a g eMarketing and communication profiles 3: Marketing profile for a property designed toengage clientsThe task will be to write a marketing and communication profile for a property. You have justlisted for sale a large beachside home at 44 Sands Road, Castle Town for ‘$3.1 – $3.3 million’. Itis situated in a highly sought-after estate.
Assessor to complete shaded areas:
S
NYS
3.1
Identify and include critical information that is factual yet appealing to possible clients andwhat they would expect to see in the marketing piece concerning the property?


3.2
Identify the marketing method/s you will use for the promotion of the property to engage withclients and why you have selected the method/s.


Participant’s name:
Signature:
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Assessor to complete shaded areas:
S
NYS
3.3
Write your marketing submission, maximum of 200 words that would appeal to thepublic but also bearing in mind the relevant legislative requirements as per yourresource book. (TIP: Metres, NOT Minutes)


Participant’s name:
Signature:
© Leverage Academy| RTO 41017 CPPREP4004_Trainer Marking Guide_15.09.20 Vs1.0 24 | P a g eAssessment:CPPREP4004 Establish marketing and communication profiles inreal estate(THIS PAGE – ASSESSOR USE ONLY)Assessment Methods Used:
A

Written Questions – Short answers
E
Demonstration or Observation
F
Role Play
B

Written Questions – Long answers
G
Documentary Evidence Portfolio
C
Case Study / Scenario
H
Verbal Interview
D

Project / Assignment
I
Supervisor/ 3rd Party report
Assessment Outcome:
Part A – Written Short Answer Questions
 Satisfactory
 Not yet satisfactory
Part B – Written Long Answer Questions
 Satisfactory
 Not yet satisfactory
Part C – Project / Assignment
 Satisfactory
 Not yet satisfactory
Assessor Comments / Feedback / Recommendations:
The following questions are to be completed by the assessor:
Yes
No
Have the Learner’s rights and the appeal system been fully explained?


Have you discussed any special needs to be considered during assessment?


The evidence submitted for assessment is:
Yes
No
Valid (relates to the performance required for this unit)


Sufficient (addresses all elements and performance criteria)


Authentic (is the participant’s own work)


Current (demonstrates competency now)


Outcome for this unit
 Competent
 Not competent
Learner Declaration
I declare that: The material I have submitted is my own work I have kept a copy of all relevant notes & reference material that I used in production of my work I have given references for all sources of information that are not my own, including the words,ideas and images of others
Learner Signature:
Date:
Assessor DeclarationThe required skills & knowledge for this unit of competency have been demonstrated in theevidence and assessed at AQF level 4.
The participant is Competent in:CPPREP4004 Establish marketing andcommunication profiles in real estate
Assessor Name:
Signature:
Date:

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