1. NQF4 – Learner Guide 1 – Knowledge Modules – OC: Real Estate Agent – 118714

KM-01: Legislative and Regulatory Framework, NQF Level 4, Credits: 7 (Learning contract time 5.5 Days) Purpose of the Knowledge Modules The main focus of the learning in this knowledge subject is to equip qualifying learners with knowledge and understanding of the basic concepts of applying legislative and regulatory framework within the property and real estate environment. The learning will enable learners to demonstrate an understanding of: KM-01-KT01: Fundamentals of the macro environment impacting on the property and real estate sector (25%) KM-01-KT02: Principles of relevant legislation and contract law (30%) KM-01-KT03: Specific contracts relevant to transactions (30%) KM-01-KT04: Regulations impacting upon the industry (15%)

KM-01-KT01: Fundamentals of the macro environment impacting on the property and real estate sector (25%) Topic elements to be covered include: KT0101 Demographic environment KT0102 Socio-economic environment KT0103 Political environment KT0104 Technological environment KT0105 Competitive environment Internal Assessment Criteria 1. Explain the concept of cultural diversity with examples in relation to property and real estate developments and trends. 2. Identify the demographic trends of the country versus own area of operation. 3. Identify and explain the trends, developments and statistical information that affect property and real estate market. 4. Discuss sources of economic related information that can be used to determine economic climate affecting property and real estate environment. 5. Describe the concepts of supply and demand and the buyer versus seller markets. 6. Explain the property and real estate economics in relation to interest rates and inflation. 7. Discuss the concepts of scarcity and choice. 8. Describe the socio-economic factors that impact the property and real estate environment. 9. Discuss the political environment and how it affects the success of the property and real estate function. 10. Explain the technological environment and its related trends. 11. Describe the competitive environment and how it affects the property and real estate context. (Weight: 25%)

KM-01-KT02: Principles of relevant legislation and contract law (30%) Topic elements to be covered include: 242101000-00-00-Curriculum-Real Estate Agent ` Page 16 of 128 KT0201 The Estate Agency Affairs Act, 112 of 1976 KT0202 Property Practitioners Act 22 of 2019 KT0203 The Financial Intelligence Centre Act, 38 of 2001 KT0204 Protection of Personal Information Act, 4 of 2013 KT0205 Sectional Titles Act, 95 of 1986 KT0206 Sectional Title Schemes Management Act, 8 of 2011 KT0207 The National Credit Act, 35 of 2005 KT0208 The Consumer Protection Act, 68 of 2008 KT0209 Financial Sector Regulation Act, 9 of 2017 KT0210 Matrimonial Property Act, 88 of 1984 KT0211 Alienation of Land Act, 68 of 1991 KT0212 Deeds Registry Act, 47 of 1937 KT0213 Income Tax Act 58 of 1962 KT0214 Administration of Deceased Estates Act 66 of 1965 KT0215 Companies Act 71 of 2008 KT0216 Rental Housing Act 50 of 1999 as amended KT0217 The Municipal Property Rates Act, No 6 of 2004 and its related Regulations KT0218 The Share Blocks Control Act, No 59 of 1980 KT0219 The Housing Development Scheme for Retired Persons Act, No 65 of 1988 KT0220 Property Timesharing Control Act, No 75 of 1983 KT0221 Spatial Planning Land Use Management Act, No 16 of 2013 KT0222 National Environmental Management Act, No 107 of 1998 KT0223 Transfer Duty Act No, 40 of 1949 Internal Assessment Criteria 1. Describe the various legislation and regulations that affect the property and real estate function. 2. Explain the Estate Agency Affairs Act and its relevance to the property and real estate industry. 3. Define the main provisions of the Estate Agency Affairs Act and their functions 4. Describe the duties and obligations imposed on property and real estate agents/practitioners by the Act. 5. Outline all rules and regulations relating to trust monies and fidelity fund certificates 242101000-00-00-Curriculum-Real Estate Agent ` Page 17 of 128 6. Discuss the regulations pertaining to land use controls. 7. Describe the legal implications to property ownership. 8. Outline the shared-listing systems available and their functions. 9. Explain referral networks and the opportunities they can create. 10. Discuss the Deeds Office and its functions. 11. Discuss the key elements of contracts. 12. Describe the contracts of sale, lease and management specific to property and real estate transactions. 13. Explain the impact of electronic communication and transactions on property and real estate transactions. (Weight: 30%)

KM-01-KT03: Specific contracts relevant to transactions (30%) Topic elements to be covered include: KT0301 Fundamentals of Contracts KT0302 Contracts relevant to property and real estate transactions KT0303 Legislation for Immovable property transactions KT0304 General Principles of Contract Law KT0305 Contracts of Sale, Lease and Management KT0306 Electronic Communication and Transactions Act, 25 of 2000 Internal Assessment Criteria 1. Define a contract and its legal requirements (This includes but is not limited to immovable property). 2. Explain contract law concepts. 3. Describe the circumstances under which contracts can be terminated. 4. Discuss the following concepts: a. Breach of contract b. Damages c. Specific performance 5. Define and explain contracts relevant to property and real estate transactions. 6. Explain the essential and material terms of the following contracts for immovable property: a. agency and mandate b. purchase and sales c. letting and renting d. management 7. Outline legislation and regulations for immovable property transactions. 8. Explain the legislative and regulatory provisions affecting rights in immovable property. 9. Discuss the legislative and regulatory provisions affecting the competencies of natural persons dealing with immovable property. 10. Describe the legislative provisions relating to immovable property titles and their registration. 11. Discuss the legislative provisions affecting the competencies of legal entities dealing with immovable property. 12. Discuss the key elements of contracts. 13. Describe the contracts of sale, lease and management specific to property and real estate transactions. 14. Explain the impact of electronic communication and transactions on property and real estate transactions. (Weight: 30%)

KM-01-KT04: Regulations impacting upon the industry (15%) Topic elements to be covered include: KT0401 Money laundering legislation KT0402 Requirements for accountable institutions KT0403 Record keeping KT0404 Consequences of non-compliance Internal Assessment Criteria 1. Explain the purpose of the various money laundering legislation. 2. Discuss the concepts of money laundering and unlawful activities. 3. Describe the purpose of the The Financial Intelligence Centre Act (FICA), 38 of 2001 and how it contributes to the prevention of money laundering. 4. Identify the statutory bodies who support the money laundering legislation. 5. Outline the concept of an accountable institution with reference to their duties under the The Financial Intelligence Centre Act, 38 of 2001. 6. Explain the role and functions of the FICA Compliance Officer. 7. Identify the categories of clients and documents required in the money laundering legislation. 8. Explain the concepts of identification and verification with reference to a business relationship or one that requires indication. 9. Discuss the circumstances or products exempt from the The Financial Intelligence Centre Act, 38 of 2001. 10. List the records required by the money laundering legislation along with the timeframes for storage. 11. Describe the requirements of accessibility of information. 12. Explain the process to be followed when reporting different types of transactions. 13. Discuss the possible indicators that could infer a transaction is suspicious. 14. Describe the penalties for non-compliance with reference to: a. Personal liability b. Liability of the organisation 16. Outline the risk management and compliance programme (RMCP) of an organization to ensure compliance with the The Financial Intelligence Centre Act, 38 of 2001. 17. Discuss the possible defences of accountable institutions in the event of prosecution against personal liability for not reporting suspicious transactions available to: a. Employees b. Employers 18. Explain the impact of non-compliance on the economy with reference to foreign investment. 19. Describe the consequences of whistle blowing for an individual in respect of appropriate legislation. (Weight: 15%)

KM-02: Ethical Business Principles, NQF Level 5, Credits: 8 (Learning contract time 10 Days) Purpose of the Knowledge Modules The main focus of the learning in this knowledge subject is to equip qualifying learners with knowledge and understanding of the ethical principles and codes of ethics relevant to the property and real estate environment to his/her own context. The learning will enable learners to demonstrate an understanding of: KM-02-KT01: Elements of developing a Code of Ethics (10%) KM-02-KT02: Concepts of a Code of Conduct (15%) KM-02-KT03: Implications of a Code of Conduct within the industry (15%) KM-02-KT04: Ethical best practices (20%) KM-02-KT05: Application of the Code of Conduct (40%)

KM-02-KT05: Application of the Code of Conduct within a work context (40%) Topic elements to be covered include: KT0501 Code of Conduct KT0502 Self- evaluation of conduct KT0503 Methods of integration Internal Assessment Criteria 1. Describe the Code of Conduct in relation to workplace duties. 2. Identify individual conduct evaluated against the Code of Conduct. 3. Discuss methods of integrating the Code of Conduct and ethical requirements within the work context and alignment to mission and values. 4. Identify and align duties to principles of work ethic. (Weight:40 %)

KM-03: Developing Relationships, NQF Level 4, Credits: 7 (Learning contract time 5 Days) Purpose of the Knowledge Modules The main focus of the learning in this knowledge subject is to equip qualifying learners with knowledge and understanding of delivering on service expectations with internal and external stakeholders in order to ensure that expectations are managed. The learning will enable learners to demonstrate an understanding of: KM-03-KT01: Elements of client engagement in a client-centric manner (15%) KM-03-KT02: Concepts of researching the client database in your area (15%) KM-03-KT03: Fundamentals of verbal and non-verbal communication (30%) KM-03-KT04: Basic principles of negotiation (20%) KM-03-KT05: Dynamics of innovative problem-solving (15%) KM-03-KT06: Principles of conflict resolution (5%)

KM-03-KT02: Concepts of Researching the Client Base in your Area (15%) Topic elements to be covered include: KT0201 Prospective clients KT0202 Client needs analysis KT0203 Client base Internal Assessment Criteria 1. Develop contacts and networks in terms of providing information for the identification of prospective clients. 2. Identify clients using established methods. 3. Establish a consultation method to identify clients. 4. Establish opportunities for buying, selling, letting, renting and managing processes. 5. Identify prospecting methods to establish and build a client base. 6. Establish information needs with current and prospective client base. 7. Establish processes for recording and assessing customer information. 8. Establish and maintain the client database to integrate customer information. 9. Assess client profiles to identify factors in relation to the client’s market. (Weight: 15%)

KM-03-KT03: Fundamentals of Verbal and Non-verbal Communication (30%) Topic elements to be covered include: KT0301 Verbal and non-verbal communication defined KT0302 Characteristics of verbal communication KT0303 The Impact of non-verbal communication KT0304 The Impact of communication during the property and real estate process Internal Assessment Criteria 1. Explain verbal and non-verbal communication. 2. Discuss the impact of cultural diversity in verbal and non-verbal communication. 3. Describe, explain and analyse the impact of verbal communication (clarity of purpose, speaker’s capability). 4. Identify techniques used by speakers to evade or dissipate responsibility for an issue and where the interpretations of the text reflect this insight. 5. Analyse the impact of non-verbal cues / body language and signals during the property and real estate process. 6. Describe, explain and assess the impact of the speaker in terms of clarity of purpose and their capability. 7. Identify and discuss the purpose of various types of texts within each medium in the context of property and real estate services. 8. Connect the target audience and text purpose to various types of activities required to deliver end-to-end property and real estate services. 9. Collate a presentation on the surface understanding and the embedded meaning in various texts. 10. Identify values and views in selected texts and explain it in terms of the impact on meaning and the target audience. 11. Evaluate the effects of content, language and style on readers’/viewers’ responses in specific communication. 12. Analyse the influence of bias on specific language structures and features used during the property and real estate process. 13. Collate, understand and communicate workplace data. 14. Use a basic graph to analyse and communicate information relating to the end-to-end property and real estate service, strategic impact and market trends. 15. Accept and record client terms and conditions verbally and in writing. 16. Complete and administer contract procedures and documentation. 17. Confirm and distribute signed documentation. 18. Define communication strategies and explain their importance. 19. Identify and define the various forms of marketing and the relevant application within the various stages of the property and real estate processes. 20. Explain the importance of having knowledge and understanding of property and real estate and the supporting processes required to successfully conclude a transaction and ensure business continuity. (Weight:30 %)

KM-03-KT04: Basic Principles of Negotiation (15%) Topic elements to be covered include: KT0401 Definitions of Negotiation KT0402 The Role of Negotiation in the property and real estate process KT0403 Strategies used in negotiation Internal Assessment Criteria 1. Define negotiation. 2. Explain the need for negotiation in the property and real estate sector. 3. Identify the kind of outcomes that property and real estate professionals may be required to negotiate in various scenarios. 4. Name and explain the steps in negotiation with reference to various clients. 5. Identify the abilities needed by skilled negotiators and indicate how each ability can contribute to the success or failure of a negotiation. 6. Analyse the demands of all parties and propose a concession for a selected scenario. 7. Identify tactics and methods that could be used in negotiation to facilitate a mutually satisfactory solution. 8. Identify different types of closure and indicate when each is suitable. (Weight:15 %)

KM-03-KT06: Principles of Conflict Resolution (5%) Topic elements to be covered include: KT0601 Main sources of conflict KT0602 Conflict management techniques KT0603 Strategies to manage conflict KT0604 Attributes of conflict management Internal Assessment Criteria 1. List the possible causes of conflict. 2. Discuss the positive and negative characteristics of conflict. 3. Explain the organizational and various business conflict modes 4. Describe conflict arising from personality types using transactional analysis. 5. Outline appropriate techniques in conflict management. 6. Describe the personal attributes of an effective conflict manager and how each relates to conflict resolution. 7. Conduct a personal skills audit and identify areas of development for an effective conflict manager. (Weight: 5%)

KM-04: Brand Reputation, NQF Level 4, Credits: 3 (Learning contract time 2 Days) Purpose of the Knowledge Modules The main focus of the learning in this knowledge subject is to equip qualifying learners with knowledge and understanding of the basic concepts of personal and professional branding and thereby building a long-lasting positive brand reputation. The learning will enable learners to demonstrate an understanding of: KM-04-KT01: Fundamentals of personal branding (30%) KM-04-KT02: Elements of professional branding (30%) KM-04-KT03: Dynamics of performance management (20%) KM-04-KT04: Fundamentals of time management (20%)

KM-04-KT02: Elements of Professional Branding (30%) Topic elements to be covered include: KT0201 Professional brand identity KT0202 Principles and components of a professional brand statement KT0203 Components of brand promises KT0204 Communicate your promises KT0205 Elements of consistency Internal Assessment Criteria 1. Identify and define what professional brand identity is. 2. Define the principles and components of a professional brand statement. 3. Write a professional brand statement. 4. Identify and specify communicate medium of the promises of your professional brand. 5. Discuss the importance of consistency in your commitment to the brand promise. 6. Identify and explain the role of digital communication in brand awareness. (Weight:30%)

KM-04-KT04: Fundamentals of Time Management (20%) Topic elements to be covered include: KT0401 Time management profiles KT0402 Principles of time management KT0403 Time efficient work plans KT0404 Implementation of work plans Internal Assessment Criteria 1. Describe various time management profiles. 2. Outline the benefits of time management. 3. Identify time management disruptors. 4. Discuss time management principles and techniques. 5. Explain how to draw up a time-efficient work plan. 6. Describe the methods of implementing a successful time-efficient plan. 7. Define the monitoring and evaluation of work plans with review and revisions. (Weight:20 %)

KM-05: Property and real estate services, NQF Level 4, Credits: 8 (Learning contract time 3Days) Purpose of the Knowledge Modules The main focus of the learning in this knowledge subject is to equip qualifying learners with knowledge and understanding of the basic concepts of property and real estate service and its impact on the organisation. The learning will enable learners to demonstrate an understanding of: KM-05-KT01: Elements of marketing a property and real estate (20%) KM-05-KT02: Fundamentals of buying and selling a property and real estate (25%) KM-05-KT03: Principles of letting and renting (25%) KM-05-KT04: Concepts of Community Scheme management (25%) KM-05-KT05: The importance of after-sales services (5%)

KM-05-KT02: Fundamentals of Buying and Selling a Property and Real Estate (25%) Topic elements to be covered include: KT0201 Concepts of buying a property and real estate KT0202 Financial sources KT0203 Methodologies of selling a property and real estate KT0204 Shared-listing systems KT0205 Valuation of property and real estate KT0206 Cost-based and value-based pricing KT0207 Procedure for Offers to Purchase KT0208 Negotiation of transaction Internal Assessment Criteria 1. Discuss the concepts for buying a property and real estate. 2. Identify the entities in which the property or real estate can be bought. 3. Discuss the tax implications of buying a property or real estate. 4. Describe the costing when buying a property or real estate. 5. Outline the various sources of securing finance. 6. Explain the techniques and methods for selling a property in various property and real estate contexts. 7. Describe property owner’s conduct and the impact on the transaction. 8. Outline the various types of selling mandates (This includes but is not limited to; residential, commercial, industrial, business undertaking, agricultural, auctioneer, leisure). 9. Describe various listing and shared-listing systems. 10. Discuss the valuation of the property and real estate to determine selling price. 11. Explain the purpose of listing of property and securing of a mandate. 12. Define the principles of cost-based and value-based pricing to determine viable purchase prices. 13. Describe the methods of presenting the property. 14. Explain the procedure for making the Offer to Purchase and accepting thereof. 15. Discuss the process of closing the sale. ((Weight: 25%)

KM-05-KT03: Principles of Letting and Renting a Property (25%) Topic elements to be covered include: KT0301 Procedures for letting and renting KT0302 Qualification of tenants KT0303 Key elements of data quality KT0304 Principles of cost-based and value-based estimations KT0305 Letting and renting documentation KT0306 Procurement and administration functions Internal Assessment Criteria 1. Explain the procedure for letting and renting 2. Discuss the qualification criteria for tenants. 3. Define the principals of cost-based and value-based pricing to determine market related rentals. 4. Identify all required documentation relating to letting and renting of a property and real estate. 5. Explain the administration and management of rental properties. 6. Describe the difference between procurement and managed leases. 7. Explain the process of inspections of property and real estate. (Weight: 25%)

KM-06: Financial Business Principles, NQF Level 4, Credits: 7 (Learning contract time 3 Days) Purpose of the Knowledge Modules The main focus of the learning in this knowledge subject is to equip qualifying learners with knowledge and understanding of the basic concepts of business principles to property and real estate transactions to achieve their own personal targets. The learning will enable learners to demonstrate an understanding of: KM-06-KT01: Principles of budgeting (25%) KM-06-KT02: Personal financial planning (25%) KM-06-KT03: Concepts of taxation (25%) KM-06-KT04: Fundamentals of business planning (25%)

KM-06-KT04: Fundamentals of Business Planning (25%) Topic elements to be covered include: KT0401 Business plan methodology KT0402 Concepts of market research KT0403 Financial forecasts KT0404 Marketing plans KT0405 Monitoring and evaluation Internal Assessment Criteria 1. Explain the identified business case within an area of operation. 2. Identify the steps required for drawing up a business plan within an area of operation. 3. Conduct market research in order to compile a business plan. 4. Compile a marketing plan. 5. Discuss the extraction of financial forecasts from the marketing plan. 6. Describe the methods for monitoring and evaluating the business plan. 7. Draw up the business plan within an area of operation. 8. Explain the implementation, monitoring and adjustments required for the business plan. (Weight: 25%)