Buy Sell Cluster

CPPREP4104 Establish buyer relationships

CPPREP4105 Sell property

REAL ESTATE FOR WESTERN AUSTALIAN WA

Please i need someone that will answer all the question.

thanks

The Sparkling Waters Case Scenario

You are working as a sales representative at Sparkling Waters Realty. The agency is located at 14 Negotiation Road in Sparkling Waters and the licensee is Lisa Jackson. As required by law, the agency deposits all trust monies into the Sparkling Waters Realty trust account. You have listed a property for sale by private treaty - the owners are Megan and Michael Jenkins. The address of the property is 7 Polyester Place in Sparkling Waters. This is a recently renovated family home in the established section of Sparkling Waters near to public transport, shops and schools. The property has three large bedrooms, a study which could be used as a fourth bedroom, spacious entertaining areas and a well maintained garden.

You compile a marketing plan for the Jenkins' property in accordance with the funds agreed to in the Selling Agency Agreement. As the marketing process unfolds you plan to conduct a series of home opens at 7 Polyester Place.

Activity 1: Home opens

1. Creat a checklist of items you need to arrange as you prepare for this home open.

2. List five ways to present a property so it will have maximum appeal to buyers.

3. List five risks of holding a home open together with suggestions to manage these risks.

4. Creat a role play interacting with buyers at a home open, promoting both the property and Sparkling Waters.

5. What information should you record following initial contact with a buyer?

6. What legislation and ethical conduct standards must you adhere to when promoting a property and its features to prospective buyers?

A young couple, Emma and Tyler O'Connor attend a home open. They are looking to buy their first home and specifically want to live in Sparkling Waters to be near to family and friends.

Activity 2: Establishing buyer relationships

1. Creat five questions you could ask Emma and Tyler to find out their needs and wants.

2. How will you promote both yourself as the sales representative and Sparkling Waters Realty to Emma and Tyler?

3. What information should you record following this contact with Emma and Tyler?

4. How will you qualify Emma and Tyler as suitable buyers for 7 Polyester Place?

5. How would you handle the situation if Emma appeared interested and Tyler appeared negative in 7 Polyester Place?

Emma and Tyler O'Connor like 7 Polyester Place but are not ready to commit. They want to see what else is on the market and take time to consider their options. They are concerned that the garden will be a lot of work and that the property may be overpriced.

Activity 3: Maintaining buyer relationships

1. Outline a communication plan detailing how you can stay in touch with Emma and Tyler.

2. How will you overcome their objections about the property?

3. How will you keep Megan and Michael informed during the sales process including feedback from prospective buyers?

Activity 8: Settlement

1. What happens once the signed contract is received at Sparkling Waters Realty?

2. List 5 important provisions of the JFGC which are applicable to the successful settlement of this sale.

3. Name three types of delays to settlement and a preventative strategy for each.

4. What happens on settlement day?

5. How will you measure buyer and seller satisfaction? Give examples of questions you could ask to gauge their satisfaction.

6. What follow up tasks will you complete post settlement?

Megan and Michael are thrilled with the result. They decide to list another property with you. 12 Specialist Street which is a unique property, situated on the banks of the Sparkling River and a decision is made to sell this property via the auction process. You present your auction strategy and marketing plan to Megan and Michael explaining all the steps involved in the process. Megan and Michael agree and decide to follow your advice and place the property on the market by auction.

The week before the auction you introduce the auctioneer Dudley Smith to Megan and Michael and discuss the reserve price. Auction day arrives and there is a lot to get done.

Activity 9: An auction

1. List the actions you as the sales representative should follow on the day of the auction.

2. How would you proceed if the property did not sell at auction and was passed in?

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