10celebrating of service nsw cpd courses 2020 · nsw cpd courses 2020 for residential salespeople...

NSW CPD COURSES 2020FOR RESIDENTIAL SALESPEOPLE & PROPERTY MANAGERS, RETAIL/COMMERCIAL/INDUSTRIAL AGENTS, STOCK AND STATION & STRATA AGENTS.PRESENTED BY REAL MASTERY CONSULTING

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12 NSW CPD POINTS*

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urrent C

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ese courses

will change once new legisla

tion comes in

to effect in

2020.

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REAL MASTERY COURSESTABLE OF CONTENTSCOURSES FOR RESIDENTIAL PROPERTY MANAGERSMinimising Trip Ups and Hiccups - Be Property Prepared ...................................................................................................................... 32020 Tactical Property Stragegy .................................................................................................................................................................... 3Exclusively Property Management .............................................................................................................................................................. 4Property Professionals Essentials .................................................................................................................................................................. 414 Tips for winning at Tribunal ....................................................................................................................................................................... 5Minimising days on the market...................................................................................................................................................................... 5Planning for a smooth final inspection ........................................................................................................................................................ 5Trials & Tribulations of Property Management ........................................................................................................................................... 6Challenges for Property Professionals ......................................................................................................................................................... 6Customer Service nightmares & solutions .................................................................................................................................................. 6Strata Management Tips for Property Managers ...................................................................................................................................... 7Yin & Yang Property Management - How to maintain a harmonious balance between tenants and landlords....................... 7Yin & Yang of Real Estate - Combined Sales & Property Management ............................................................................................... 7Best practice to minimise trust account fraud ............................................................................................................................................ 8Property Management nightmares & solutions ........................................................................................................................................ 8Disclosure, Death & Dispair ............................................................................................................................................................................ 8Focus on Property Management ................................................................................................................................................................... 8Perfecting Property Management procedures .......................................................................................................................................... 9The highlights of property .............................................................................................................................................................................. 9

COURSES FOR SALES AGENTSNail the Sale ......................................................................................................................................................................................................102020 Tactical Property Strategy ...................................................................................................................................................................10Sales Mastery Bootcamp ..............................................................................................................................................................................11Property Professionals Essentials ................................................................................................................................................................11A Case of Misrepresentation ........................................................................................................................................................................11Challenges of Property Professionals in ....................................................................................................................................................12Yin & Yang Sales - The Perfect Sales Cycle ................................................................................................................................................12Yin & Yang of Real Estate - Combined Sales & Property Management .............................................................................................12Auction Nightmares & Solutions .................................................................................................................................................................13Underquoting and other challenges ..........................................................................................................................................................13Clients, Contracts & Commissions ..............................................................................................................................................................13Agency Agreements #getpaid #dollars ....................................................................................................................................................13

COURSES FOR RETAIL/COMMERCIAL & INDUSTRIAL AGENTSCommercial, Retail & Industrial (Module 6) ......................................................................................................................... 14Commercials Sales & Retail Case Studies & Scenarios ..................................................................................................... 14Commercial Agents WH&S Toolbox ..................................................................................................................................... 15Retail Nightmares - When is it time to lock out? ................................................................................................................. 15Retail Leasing 1.01 ..................................................................................................................................................................... 15Leasing - Prenup to Breakup .................................................................................................................................................... 16Dispute Resolution in Retail Management .......................................................................................................................... 16

COURSES FOR STOCK & STATION AGENTSStrickly Stockies (Module 1) ..................................................................................................................................................... 17Stock & Station Agents (Module 1 & Module 2) ................................................................................................................ 17

COURSES FOR STRATA AGENTS

Strata Course for Strata Managers (Module 1 & Module 2) ............................................................................................ 18

Real Mastery Consulting | P 0431 635 292 | [email protected] | www.realmastery.com.au

REAL MASTERY COURSES FORRESIDENTIAL PROPERTY MANAGERS

Minimising Trip Ups and Hiccups - Be Property PreparedWHO SHOULD DO THIS COURSE:Business Owners, Property Managers, Admin Staff, Reception, Leasing Executives, Property Officers,Property Executives

WHAT WE COVER:In this course we will cover and review:

• An update on the new Residential tenancy Act & PSBA Act legislation

• A review of recent case studies on trust account, mould & effectively taking over news managements

• How to plan your “Ideal Week” as a Property Manager• The TOP 10 Tips on when and how to have a discussion

with your business owner about letting a Management go.• Review the NSW PTY MGMT IMPORTANT DATES – a quick

reference guide

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2020 Tactical Property Strategy*

WHO SHOULD DO THIS COURSE:Business Owners, Sales team members, Property Management team members, Admin staff, Reception* Suitable for whole team

WHAT WE COVER: In this course you will :

• An update on e-conveyancing and how it effects sales agents• The importance of getting written instructions re offers from

your vendors • What your sales files needs to comply with the PSBA Act • How to deal with • Minimising Cyber Hacking • An update on the new Residential tenancy Act & PSBA Act

legislation • A review of recent case studies on trust account, mould &

effectively taking over news managements • How to plan your “Ideal Week” as a Property Manager• The TOP 10 Tips on when and how to have a discussion with

your business owner about letting a Management go.• Review the NSW PTY MGMT IMPORTANT DATES – a quick

reference guide



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Property Professionals Essentials*

WHO SHOULD DO THIS COURSE:All the team, Property Management & Sales * Suitable for whole team

WHAT WE COVER:In this training topic we review and cover the below:

• Complete a review of NSW Real Estate Legislation relevant to sales & property management

• Responding to a NSW Fair Trading request re a complaint• Minimising risks in relation to tradespeople and sub

contractors• How to manage the disruptors such as AIRBNB• Get up to date with E Conveyancing from an Sales Agents

perspective• A review of current sales and auction case studies• What constitutes an ‘Effective Cause of sale’ and tips to

protect your commission• An update on relevant legislation re Residential Tenancies

Amendment Bill 2018• Work Health & Safety practices for Property Management• A review of some ‘best practices’ for property management

in relation to ingoing reports, invoices and work orders• Managing photography with tenants • Review “important dates” for property management & sales

Exclusively Property Management WHO SHOULD DO THIS COURSE:Principals, Property Managers,Property Officers, Leasing Team

WHAT WE COVER:In this course we will cover and review:

• An update on relevant legislation re Residential Tenancies Amendment Bill 2018

• Work Health & Safety practices for Property Management• A review of some ‘best practices’ for property management

in relation to ingoing reports, invoices and work orders• Managing photography with tenants • Responding to a NSW Fair Trading request• Minimising risks in relation to tradespeople and sub

contractors• How to manage the disruptors such as AIRBNB• Review “important dates” for property management


Planning for a Smooth Final InspectionWHO SHOULD DO THIS COURSE:Principals, Property Managers, Property Officers, Leasing Team

WHAT WE COVER:

• Learn all the tricks a tenant can play to hide their damage• Be one step in front of your tenants when conducting a

final inspection• If we only had a dollar for every time we heard…“it’s

cleaner now than when I moved in”• The facts are that only 10% of final inspections are straight

forward – we give you tips to raise that %• Final inspections can be time consuming, stressful & filled

with conflict – we show you how to turn this around• How to minimise the risk involved with ingoings and

outgoings• Learn how to deal with difficult vacate situations• Receive a complimentary copy of our famous Pantry• Pack & Important Dates for Property Managers.

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14 Tips for Winning at TribunalWHO SHOULD DO THIS COURSE:Principals, Property Managers, Property Officers, Leasing Team

This course is interactive and covers every Property Manager’s dream- be a tribunal member for the day.

This topic will teach you the 14 tips you need to know to Prepare and present a Tribunal case.

This includes a checklist on how to prepare and what to take, the importance of a mind map and reviewing your evidence. We also discuss communicating with your Landlord and how to train your tradespeople. We learn from other tribunal matters and review recent relevant tribunal case studies.

Minimising Days on the MarketWHO SHOULD DO THIS COURSE:Principals, Property Managers, Property Officers, Leasing Team

WHAT WE COVER:

• 15 “every day” tips you can implement in your office to minimise days on market

• How to target your marketing and what to do to attract more tenant enquiries

• Quick and low-cost presentation tips to present properties to reduce your vacancy periods

• How to write advertising copy that generates enquiries• What questions to ask to qualify tenants and save time.


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Customer Service Nightmares & SolutionsWHO SHOULD DO THIS COURSE:Principals ,Property Managers, Property Officers, Leasing Team

WHAT WE COVER:This course covers how to provide a premium experience in today’s changing customer service arena, the three simple steps to stay off the NSW Fair Trading Complaints Register and stop small issues escalating and ruining your hard earned reputation.• Common complaints• Complaint handling rules• Ways to deliver negative information• Property management success essentials• Your best defence• Be pro-active rather than reactive• Technology & automation• Best practice

Trials & Tribulations of Property Management

WHO SHOULD DO THIS COURSE:Principals, Property Managers, Property Officers, Leasing Team

Challenges for Property Professionals*

WHO SHOULD DO THIS COURSE:Principals, Property Managers, Property Officers, Salespeople and Admin Team * Suitable for whole team

WHAT WE COVER:This course is designed for the whole team, you will learn:

• Current Legislation Updates• Review of Current real life case studies• Best practices for listing and marketing properties for

lease & sale.

WHAT WE COVER:In this session we cover, review and discuss:

• A selection of true case studies of “every day situations – learn what to do and what not to do

• Identify the potential consequences of your actions and in-actions

• Tips on how to be proactive rather than reactive• Ideas on how to deal with Air BNB• Tip sheet on who is responsible to pay for what –

landlords vs tenants• 15 ways to minimise the stress of property management

& learn how to “switch off” after a hard day• Procedures, checklists & special conditions to add to your

lease agreements to take back to your office• Receive a complimentary copy of our famous Pantry Pack

& Important Dates for Property Managers.


Yin & Yang of Real Estate: Combined Sales & Property Management*

WHO SHOULD DO THIS COURSE:All the team, Sales & Property Management* Suitable for whole team

WHAT WE COVER:Yin & Yang – two complementary principles of Chinesephilosophy – we all know if the sales & propertymanagement team work together it can boost incomeand referrals to keep the business in the office andthe office in business!

• Important dates for everyone with fabulous one-page handouts

• 15 ways to feel better every day• Words to live by• Overview of housing styles and fittings• New Legislation changes.

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Strata Management Tips for Property ManagersWHO SHOULD DO THIS COURSE:Property Managers, Property Officers, Leasing Team

WHAT WE COVER:In this course you will learn the art of negotiating andcommunicating with strata managers to get the desiredoutcome for your landlord and tenant – know who isresponsible for what!

What to do with “by law breaches” and the right processesto take. Discover the strata community roll and learnabout strata legislation and documents.

Yin & Yang Property Management - How to maintain a harmonious balance between tenants and landlordsWHO SHOULD DO THIS COURSE:Principals ,Property Managers, Property Officers, Leasing Team

WHAT WE COVER:We will review why trust accounting is everyone’sresponsibility.

Review the major changes to the strata law legislationand how it will affect your properties.

Understand what loose fill asbestos is and how to dealwith it as well as tips on how to leave the office feelingbetter every day. This course also Includes a one pagehand-out of “Important dates for property managers”to use in the office. Learn how to decipher the differenthousing styles and use them in your inspections andmarket appraisals – learn the correct terms to impressyour clients.


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Disclosure, Death & DispairWHO SHOULD DO THIS COURSE:Principals ,Property Managers, Property Officers, Leasing Team

Focus on Property ManagementWHO SHOULD DO THIS COURSE:Principals ,Property Managers, Property Officers, Leasing Team

WHAT WE COVER:A course covering how to handle the media, what to doif a client of customer dies and an update on what youneed to disclose as an agent.

WHAT WE COVER:In this course we cover current legislation changesincluding swimming pools, the must haves for a propertymanagement file as well as selling a residential propertythat is tenanted and FAQS for tenants and landlords, howto handle asbestos with your tradespeople.

Best Practice to Minimise Trust Account FraudWHO SHOULD DO THIS COURSE:Business owners & LIC, trust account book keepers, Property Management team members

Property Management Nightmares & Solutions

WHO SHOULD DO THIS COURSE:Principals ,Property Managers, Property Officers, Leasing Team

WHAT WE COVER:This course covers real life case studies to identify howthings can go wrong and how to handle them and avoidthem in the future.

We also have a table of important property managementnotice periods; routine property visit checklist and ourfamous “Pantry Pack”.

WHAT WE COVER:

• Key risk areas – learn how to identify “at risk” team members

• Review of current case studies and how they could have been avoided

• Top tips for minimising fraud• Review the frequently asked questions by the property

management team regarding trust accounting• The importance of random audits• Next steps if you believe you have an issue of fraud.



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Perfecting Property Management ProceduresWHO SHOULD DO THIS COURSE:Principals ,Property Managers, Property Officers, Leasing Team

WHAT WE COVER:This course covers property agent requirements thatare changing, how much personal information can areal estate agency collect from me when applying fora lease? Gaps and holes in applications, dealing withchallenging clients and customers, frequently askedquestions by tenants.

The Hightlights of Property*

WHAT WE COVER:An assessment suitable for the entire team a combinedcourse that covers WHS Act, legislation updated withregards to pools, window locks and trust accounting.FAQ about strata schemes, the guidelines of writing adsfor sales and property management.WHO SHOULD DO THIS COURSE:

All the team, Sales & Property Management* Suitable for whole team


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REAL MASTERY COURSES FORRESIDENTIAL SALES AGENTS

Nail the Sale

WHO SHOULD DO THIS COURSE:Business Owners, Salespeople, Sales Assistants, Sales Executives, Sales Associates, Buyers Agents, People wanting to get into sales, Sales Administrators



your vendors • What your sales files needs to comply with the PSBA Act • How to deal with • Minimising Cyber Hacking

2020 Tactical Property Strategy*

WHO SHOULD DO THIS COURSE:Business Owners, Sales team members, Property Management team members, Admin staff, Reception* Suitable for whole team



your vendors • What your sales files needs to comply with the PSBA Act • How to deal with • Minimising Cyber Hacking • An update on the new Residential tenancy Act & PSBA Act

legislation • A review of recent case studies on trust account, mould &

effectively taking over news managements • How to plan your “Ideal Week” as a Property Manager• The TOP 10 Tips on when and how to have a discussion with

your business owner about letting a Management go.• Review the NSW PTY MGMT IMPORTANT DATES – a quick

reference guide


A Case of MisrepresentationWHO SHOULD DO THIS COURSE:Principals, Salespeople and Sales Admin Team

WHAT WE COVER:In this course, you will:

• Get updated on a salesperson role in reading contracts• Review “important dates” for the sales team• Get an update on relevant legislation• Review real life relevant Case Studies.

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REAL MASTERY COURSES FORRESIDENTIAL SALES MANAGERS

Property Professionals Essentials*

WHO SHOULD DO THIS COURSE:All the team, Property Management & Sales * Suitable for whole team

WHAT WE COVER:In this training topic we review and cover the below:

• Complete a review of NSW Real Estate Legislation relevant to sales & property management

• Responding to a NSW Fair Trading request re a complaint• Minimising risks in relation to tradespeople and sub

contractors• How to manage the disruptors such as AIRBNB• Get up to date with E Conveyancing from an Sales Agents

perspective• A review of current sales and auction case studies• What constitutes an ‘Effective Cause of sale’ and tips to

protect your commission• An update on relevant legislation re Residential Tenancies

Amendment Bill 2018• Work Health & Safety practices for Property Management• A review of some ‘best practices’ for property management

in relation to ingoing reports, invoices and work orders• Managing photography with tenants • Review “important dates” for property management & sales

Sales Mastery Bootcamp

WHO SHOULD DO THIS COURSE:Principals, Salespeople and Sales Ad-min Team


• Complete a review of NSW Real Estate Legislation relevant to sales

• Get up to date with E Conveyancing from a Sales Agents perspective

• A review of current sales and auction case studies• What constitutes an ‘Effective Cause of sale’ and tips to

protect your commission


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Yin & Yang Sales - The perfect sales cycle

WHAT WE COVER:This course covers current and relevant case studies and scenarios affecting today’s salesperson.This course includes a one page hand-out of “importantdates for salespeople” to use in the office.Learn how to review and understand the Australian housing styles guide for real estate agents.This course also comes with an open for inspection checklist that ensures all Is are dotted and Ts are crossed.

WHO SHOULD DO THIS COURSE:Principals, Salespeople and Sales Admin Team

Yin & Yang of Real Estate: Combined Sales & Property Management*

WHAT WE COVER:Yin & Yang – two complementary principles of Chinesephilosophy – we all know if the sales & property management team work together it can boost income and referrals to keep the business in the office and the office in business!

• Important dates for everyone with fabulous one-page handouts

• 15 ways to feel better every day• Words to live by• Overview of housing styles and fittings• New Legislation changes.

WHO SHOULD DO THIS COURSE:All the team, Sales & Property Management* Suitable for whole team

Challenges for Property Professionals*

WHAT WE COVER:This course is designed for the whole team, you will learn:

• Current Legislation Updates• Review of Current real life case studies• Best practices for listing and marketing properties for

lease & sale.WHO SHOULD DO THIS COURSE:Principals, Property Managers, Property Officers,Leasing Team, Salespeople and Admin Team* Suitable for whole team



Clients, Contracts & Commissions

WHAT WE COVER:

• What is the difference between a client and a customer?• What constitutes a contract?• Written v verbal contracts• Verbal promises – are they valid?WHO SHOULD DO THIS COURSE:

Principals, Salespeople and Sales Admin Team

Agency Agreements #getpaid #dollars

WHAT WE COVER:

• What is the difference between a client and a customer?• Agency agreements are legally binding documents that,

when completed correctly, are your “cheque” to getting paid your commission

• Learn the key areas you must be familiar with• How to complete AND serve a valid agency agreement.


Underquoting and Other Challenges


WHAT WE COVER:This course covers the new legislation regardingunderquoting, what to do if the sale price moves? If youquote an estimated selling price what records shouldyou keep? What is the correct price range? Appropriatewording to use, and penalties that can apply. Alsocovering the must haves for your sales file. Thiscourse comes with sample forms to use in your office.

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Auction Nightmares & Solutions (Module 1 & Module 2)WHO SHOULD DO THIS COURSE:Principals, Salespeople and Sales Admin Team

WHAT WE COVER:A large part of an auctions success is being ableto negotiate. This course covers, all the stages of anauction, from possible areas of risk and techniquesto be used during an auction. This course comes witha checklist on exchanging contracts successfully.Learn preparation for auction day the right way!


Commercial, Retail & Industrial Module 6WHO SHOULD DO THIS COURSE:Commercial agents, Retail agents, Industrial agents, Property Professionals, Leasing agents

WHAT WE COVER:

• Understand the differences between commercial and retail leasing

• Use of insightful case studies with key take outs such as rulings in combustible cladding, email documentation and side agreements

• Introduction to the Casual Mall Leasing code of conduct

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REAL MASTERY COURSES FORRETAIL/COMMERCIAL & INDUSTRIAL AGENTS


Commercial Sales & Retail Case Studies & ScenariosWHO SHOULD DO THIS COURSE:All the team, Commercial/ Retail and Industrial agents

WHAT WE COVER:We have five (5) modules to choose from.

We cover recent cases and past scenarios to gain insight and review “lessons learnt”. A fun, interactive course with some great messages.

They all cover essential skills for leasing and salespeople in commercial, retail & industrial environment.

We review mediation process; tenancy rights to seek reinstatement; how to deal with situations both sales and leasing and usage clause.

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Retail Leasing 1.01WHO SHOULD DO THIS COURSE:Leasing executives, Real Estate Agents, Administrators and Property Managers

WHAT WE COVER:This course is for anyone who wants to be able to understand retail/commercial leasing or agents who are moving into a commercial role or who wish to utilise a whole new area for income generation. The course will enable you to work with retail/commercial leases with confidence and competence including understanding the language of retail leasing.

Retail Nightmares - When is it time to lock out?

WHAT WE COVER: This is an up-skilled workshop that will assist Commercial Property Managers dealing with tenancy arrears and management of arrears situations leading to terminations.

• Tenant communications• Retail default management• Considerations regarding termination of retail leases• Retail lease termination processes.

WHO SHOULD DO THIS COURSE:Commercial/ Retail and Industrial Leasing team


Commercial Agents WH&S ToolboxWHO SHOULD DO THIS COURSE:Commercial/ Retail and Industrial Leasing team

WHAT WE COVER:Did you know that as agents we are responsible for the WHS management of each and every commercial property that we manage, including the WHS for our tenants? Yes this is right! We are RESPONSIBLE.

Our WHS TOOLBOX course will provide the information and skills required to protect all stakeholders involved in the management of WH&S in commercial property management.

As commercial property managers this workshop is very important as it will assist in enabling you as the commercial manager to risk manage your agency and owners from possible litigation and at worst prevent a preventable accident incurring injury or death on one of your commercial properties.

16Real Mastery Consulting | P 0431 635 292 | [email protected] | www.realmastery.com.au


Leasing - Prenup to Breakup

WHAT WE COVER:How to ensure the right terms and conditions arein each lease to ensure correct strategies are inplace. From fit-out manuals to make-good strategies– We cover it all!

WHO SHOULD DO THIS COURSE:Commercial/ Retail and Industrial Leasing team

Dispute Resolution in Retail Management

WHAT WE COVER:A course which will give you the confidence to workthrough the process of dispute resolution in retailproperty management.

• What is a dispute in retail leasing management• Working with the adt – administrative decisions tribunal• Mediation processes in retail management• Managing tenancy claims.

WHO SHOULD DO THIS COURSE:Retail/Commercial Property Managers

Strickly Stockies Module 1

WHO SHOULD DO THIS COURSE:Livestock Agents only

WHAT WE COVER:ALPA have categorised some HIGH RISK areas for Agents and recommend that they no longer participate in these activities do you know what they are?

We review the background information that you would require prior to advising, the criteria that a Stock agent would use to grade beef cattle.

Fat estimation and the Cattle Assessment Manual

Stock & Station Agents (Module 1 & Module 2)

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REAL MASTERY COURSES FORSTOCK & STATION AGENTS

WHO SHOULD DO THIS COURSE:Live stock agentsStock & Station Agents

WHAT WE COVER:At Real Mastery Consulting, we understand that the stock and station industry has different needs to residential agents.

In conjunction with materials from several livestock industry bodies, we have formulated two NSW CPD programmes that cover a variety of relevant, informative and interesting content:

• Recommended best practice for safe working in saleyards and with livestock

• Roles and responsibilities: management, employees and contractors

• Livestock training policies• Hazards identification and risk assessment• Recommended safe working procedures for saleyards and

livestock• Receival and dispatch practises• In-pen practices• Distracting and inattentive practices• Animal health and husbandry practices• National vendor decelerations and waybill• Beef grading system• Overloading stock creates• Stock preparation pre-transport• Surplus agricultural protocol• Disposing of unwanted agricultural chemicals.



REAL MASTERY COURSES FORSTRATA AGENTS

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Strata Course for Strata Managers (Module 1 & Module 2)

WHO SHOULD DO THIS COURSE:Strata Managers

WHAT WE COVER:At Real Mastery Consulting we understand that thestrata industry has different needs to residentialagents. Real Mastery Consulting has created separateprogrammes for strata managers and residentialproperty managers dealing with strata managers.

We have formulated two NSW CPD programmes.In these programmes we cover a series of case studiesthat relate to both the strata manager, body corporateand the residential property manager.

We also take a look at the following:

• New legislation introduced in 2016• The differences between a stata manager and residential

property manager• The documentation required by the strata plan• Strata rules and community by-laws• Breaches of rules and by-laws• Levies• The most frequently asked questions

“Who is responsible?”• Dealing with preferred contractors• Urgent repairs• Pets• Landlord work• Disputes.

As required by NSW Fair Trading, in accordance with PSBA Act (2002) and PSBA Regulations (2003), every holder of a NSW Real Estate Licence or Certificate of Registration must complete 12 points of CPD every twelve months following the granting of, or renewal of your existing licence or certificate.Real Mastery provides CPD Training in association with accredited Registered Training Organisation:

Real Estate Training Solutions Pty Limited RTO ID: 90897

Real Mastery Consulting P 0431 635 292 E [email protected] W realmastery.com.au

10celebrating of service nsw cpd courses 2020 · nsw cpd courses 2020 for residential salespeople...

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