CPPREP4105: Sell Property
Master the complete sales process from negotiation to settlement. Learn advanced negotiation techniques, contract management, and client coordination for successful property sales.
Unit Overview
What You'll Learn
CPPREP4105 covers the complete property sales process from offer presentation and negotiation through to successful settlement. You'll master advanced negotiation strategies, contract preparation, and client coordination throughout the sales journey.
This unit is essential for agents who want to excel at closing sales and managing the complex process of property transactions from start to finish.
Key Skills Developed
- ✓Advanced negotiation and persuasion techniques
- ✓Contract preparation and review processes
- ✓Settlement coordination and management
- ✓Client communication during sales process
- ✓Legal compliance and documentation
Learning Outcomes
Negotiation Mastery
Execute win-win negotiations between buyers and vendors effectively
Contract Management
Prepare, review, and manage property sale contracts and documentation
Settlement Coordination
Manage settlement processes and coordinate with all stakeholders
Legal Compliance
Ensure all sales activities comply with relevant legislation and regulations
Financial Coordination
Coordinate finance approvals and deposit management processes
Stakeholder Management
Coordinate communication between buyers, vendors, lawyers, and financiers
Sales Process Timeline
Offer Presentation
Present buyer offers to vendors professionally
Negotiation
Facilitate negotiations between parties
Contract Preparation
Prepare sale contracts and documentation
Finance Approval
Coordinate buyer finance and conditions
Pre-Settlement
Manage conditions and inspections
Settlement
Complete successful property transfer
Typical Assessment Tasks
Practical Assessments
- •Role-play negotiation scenarios
- •Complete contract preparation exercises
- •Settlement coordination simulations
- •Client communication demonstrations
Written Assessments
- •Sales process documentation
- •Legal compliance checklists
- •Contract review and analysis
- •Settlement timeline planning
Real-World Applications
Residential Sales
Execute residential property sales from offer negotiation through to settlement, managing family home purchases and investment properties.
- • Multiple offer management
- • First home buyer assistance
- • Chain transaction coordination
Auction Sales
Manage post-auction negotiations and sales, including passed-in property sales and unconditional auction results.
- • Post-auction negotiations
- • Unconditional sale management
- • Reserve price strategies
Commercial Sales
Handle complex commercial property sales with multiple stakeholders, due diligence processes, and extended settlement periods.
- • Due diligence coordination
- • Commercial finance facilitation
- • Lease assignment management
Legal & Compliance Framework
Key Legislation
- • Property Law Act (State-specific)
- • Sale of Land Act requirements
- • Consumer Protection legislation
- • Privacy Act compliance
- • Anti-Money Laundering regulations
Compliance Areas
- • Contract disclosure requirements
- • Cooling-off period management
- • Deposit handling procedures
- • Vendor disclosure statements
- • Foreign investment compliance
Learning Resources
Official Resources
Professional Development
Career Pathways
Sales Specialist
Focus on transaction management and settlement coordination
Senior Sales Agent
Lead complex sales and mentor junior team members
Sales Director
Oversee agency sales operations and strategic development
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