NZ Certificate · Level 4Salesperson — Study Companion
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50 credits · 13 unit standards · NZQA ref 3111

The honest head start.

Every provider teaches the identical 13 NZQA unit standards. This companion gives you the high-yield backbone — the concepts, the actual Code rules, and the current law — plus links to the free primary sources so you can go as deep as you like before you pay.

It is not a substitute for the course: the providers' full manuals and the assessments are where competency is proven, and those are copyright. Treat this as orientation that lets you move through the paid assessments faster, not a one-hour shortcut to a 50-credit qualification.

13unit standards
50total credits
~500notional hours
3attempts per assessment
Must know cold — high-yield, gets tested Context & currency notes

How to speed through it

The qualification is competency-based, not graded. There's no single exam — each unit standard is a written, mostly open-book assessment marked "Achieved" or "Not yet achieved," with up to three attempts. Arriving already fluent lets you clear the submissions fast.

A 3-week pre-study run

  • Week 1 — Module 1 (Law & land). The heaviest, most-tested block. The Act, the Code, land titles and unit titles underpin everything else.
  • Week 2 — Module 2 (Contract & consumer). Contract and agency law (23135) is the biggest unit at 5 credits; consumer protection and "other legislation" overlap, so learn them together.
  • Week 3 — Module 3 (Marketing & selling). The most practical and, for you, most familiar — appraisals, methods of sale and the sale & purchase agreement are things you already brush against at Harcourts.
Do this alongsideOpen the Free sources tab and read the actual REA guidance pages and the Code as you work through each module. That's the real depth — this companion is the map, those pages are the territory.

How you're assessed & licensed

  • Assessments, not exams. Each unit standard has its own written assessment; competency is "Achieved," no percentage.
  • Three attempts with feedback between them.
  • Then the licence. You can only apply to the REA after NZQA awards the qualification. Apply online via the REA Licensee Portal (RealMe login), pay the application fee plus two annual levies, and provide referees who've known you 12+ months.
  • Fit and proper. The REA checks criminal history, bankruptcy/insolvency status, prior licence cancellations and overseas orders.
  • You work supervised. A salesperson must be supervised and managed by a licensed branch manager or agent — you can't operate independently at Level 4.
  • CPD once licensed. At least 20 hours of CPD each year (by 31 December) — for 2026 that's 1 mandatory topic + 9 verifiable elective hours + the balance as non-verifiable. If first licensed between 1 Sept and 31 Dec, you're exempt for that year.
Currency note (verified 2026)The qualification suite is now L4 → L5 → L6 in succession (salesperson → branch manager → agent). The Level 4 stays the salesperson prerequisite.

Module 1

Law & land

The backbone: the Real Estate Agents Act 2008 and its Code of Conduct, land titles and ownership, unit titles, resource/building law, and construction basics. Tap any unit to open it.

26149Licensing & the Code of Professional Conduct4 credits · most heavily tested unit▾

The Act and the regulator

The Real Estate Agents Act 2008 exists to promote and protect consumers and public confidence. It's administered by the Real Estate Authority (REA) — the operating name of the Real Estate Agents Authority (REAA).

  • Three licence classes: salesperson, branch manager, agent. A salesperson must be properly supervised and managed by a branch manager or agent (Act s50; Code rule 8.3).
  • Real estate agency work is defined in s4 of the Act. Doing it without a licence is an offence.

The Code — the rules that get tested

The Professional Conduct and Client Care Rules 2012 (in force 8 April 2013). Learn these by rule number:

  • Rule 5 — skill, care, competence and diligence, and sound knowledge of the law.
  • Rule 6 — fiduciary duty to the client (6.1); act in good faith and deal fairly with all parties (6.2); don't bring the industry into disrepute (6.3); don't mislead or withhold information that should in law or fairness be provided (6.4).
  • Rule 7 — may report suspected unsatisfactory conduct; must report suspected misconduct; must report unlicensed agency work.
  • Rule 9 — client & customer care: act in the client's best interests (9.1); no undue pressure (9.2); communicate regularly (9.3); don't mislead customers on the client's price expectations (9.4); recommend legal advice before signing (9.7); don't exploit someone who can't understand documents (9.8); no incomplete documents for signature (9.9); confidentiality (9.16–9.18).
  • Rule 10 — sellers' agents: appraisals (10.2), disclosure of defects (10.7–10.8), submit all written offers (10.10), keep offers 12 months (10.12). More in unit 26148 and 23137.
  • Rule 12 — every agency must keep a written in-house complaints procedure; consumers can go straight to the REA regardless.
Must know coldClient vs customer (defined in rule 4.1). The client engages the agency (usually the vendor) and is owed fiduciary duties. A customer is a party/potential party to the transaction (usually the buyer) — owed fairness, honesty and disclosure of known defects, but not fiduciary loyalty. Getting this wrong is a leading cause of both assessment failure and real disciplinary cases.

Conduct, complaints & discipline

  • Unsatisfactory conduct (s72) — the lower tier. Misconduct (s73) — the serious tier (disgraceful/wilful/reckless or serious/repeated breach).
  • Path: complaint → REA → Complaints Assessment Committee (CAC) → serious matters to the Real Estate Agents Disciplinary Tribunal. Penalties from censure/fines to suspension or cancellation.
Tick when you can explain it
QDifference between a client and a customer, and does it change your duties?
The client engages the agency (usually the vendor), owed fiduciary duties. The customer is the other party (usually the buyer), owed fairness, honesty and disclosure of known defects — not fiduciary loyalty. You deal fairly with both but act for the client.
QA vendor asks you not to mention water damage. Which rules bite?
Rule 6.4 (don't withhold/mislead) and rule 10.7 (must disclose known defects to a customer). Rule 10.8 says you must not continue acting for a client who directs that such information be withheld.
QWhen must you report another licensee, and when is it optional?
Rule 7: you may report suspected unsatisfactory conduct; you must report suspected misconduct, and must report unlicensed agency work immediately.
23134Land titles, ownership & transfer of land4 credits▾

The Torrens system

Title by registration under the Land Transfer Act 2017 (replaced the 1952 Act), maintained by Land Information New Zealand (LINZ).

  • Record of Title (formerly Certificate of Title) — the official record of ownership and interests.
  • Indefeasibility — the registered owner's title is state-guaranteed and generally can't be overturned (fraud excepted).

Estates

  • Fee simple (freehold) — fullest, indefinite ownership.
  • Leasehold — own the right to occupy, lease the land (ground rent).
  • Cross-lease — shared freehold of the land + a lease of your flat/area; "flats plans" and restrictions matter.
  • Unit title — see 22311.

Registered interests

  • Easement (a right over another's land), covenant (a use restriction), mortgage (lender's security), caveat (freezes dealings), encumbrance (a charge/obligation).
Must know coldJoint tenancy vs tenancy in common. Joint tenancy = equal ownership with right of survivorship (passes to the co-owner on death). Tenancy in common = defined shares (can be unequal), no survivorship (passes by will).
Free toolREA's "Checking titles" page and LINZ explain how to read a Record of Title — linked in Free sources.
Tick when you can explain it
QTwo friends want each share to pass to their own families on death. Which co-ownership?
Tenancy in common — defined shares, no survivorship, so each share passes by will.
QA neighbour can cross the driveway. Where does that show and what's it called?
On the Record of Title, as an easement (right of way).
22311Aspects of the Unit Titles Act 20102 credits · high-yield disclosure content▾
  • A unit title = a principal unit, often an accessory unit (car park/storage), plus a share of common property. All owners form the body corporate.
  • Ownership interest = share of ownership/voting; utility interest = share of levies/costs. They can differ.
  • Owners pay levies; the body corporate must keep a long-term maintenance plan (LTMP) and usually a fund.
Must know cold — disclosureSelling a unit title triggers mandatory disclosure: pre-contract (before signing), pre-settlement (before settlement), and additional disclosure (on request, possibly for a fee). They cover levies, body corporate finances, the LTMP, weathertightness/legal issues and disputes. Missing/late disclosure can let the buyer delay or cancel.
Currency noteThe 2022 amendment strengthened disclosure and governance (bigger LTMP/body corporate obligations). REA has a dedicated "Unit title guidance" page — see Free sources.
Tick when you can explain it
QName the three disclosure statements and when each is given.
Pre-contract (before signing), pre-settlement (before settlement), additional (on request, possibly for a fee).
29882Resource management & building law4 credits▾

Resource management

  • Resource Management Act 1991 (RMA) — councils set district plans with zoning; a resource consent (land-use or subdivision) is needed for anything not permitted as of right.
  • LIM (Land Information Memorandum) — council report on an existing property (hazards, consents, rates, zoning). PIM — for a proposed building project.
Currency noteThe RMA is being reformed and progressively replaced. Learn the RMA framework as taught; real-world, refer clients to the council/lawyer.

Building law

  • Building Act 2004 and the Building Code. Building consent → work → Code Compliance Certificate (CCC).
  • Certificate of Acceptance — fallback where work lacked consent or a CCC can't issue: a red flag.
  • Licensed Building Practitioner (LBP) for restricted building work. Healthy Homes standards for rentals.
Practical flagUnconsented work, a missing CCC, or a Certificate of Acceptance are classic issues — disclose and refer to a LIM and legal advice (rule 10.7). Never reassure a buyer that unconsented work is "fine."
Tick when you can explain it
QSeller says the deck was built "no consent, years ago." What do you do?
Treat it as unconsented work (a material fact). Disclose it, recommend a LIM and legal advice; the seller may need a Certificate of Acceptance.
23157Building styles & materials3 credits · the most straightforward unit▾
  • Framing: mostly timber; some steel. Foundations: concrete slab or piles + suspended floor.
  • Cladding: weatherboard, brick veneer, and monolithic/plaster (stucco) — tied to the leaky-building era.
  • Roofing: concrete/clay tile, long-run steel, pressed-metal, older Decramastic. Insulation/joinery: aluminium vs timber; single vs double glazing.
Why it mattersYou describe properties accurately but aren't a builder — flag construction concerns and recommend a building inspection. Note the Code (rule 10.7 footnote) specifically cites weathertightness-era homes as a known risk you can't ignore.
Tick when you can explain it
QWhy is a 1990s–2000s plaster-clad home a caution?
The leaky-homes weathertightness era — some systems trapped moisture and rotted. Recommend a specialist inspection; the Code treats this as a known risk.

Module 2

Contract & consumer

Contract and agency law, consumer protection, the other statutes you must comply with, and the methods of sale. This block is where the current-law details matter most.

23135Law of contract & law of agency5 credits · the biggest unit▾

Contract law

  • Valid contract = offer, acceptance, consideration, intention, capacity, certainty/genuine consent.
  • Condition vs warranty: condition is fundamental (breach → cancel); warranty is minor (breach → damages).
  • Conditional contracts: finance, LIM, building report, sale of another property — must be satisfied or waived to go unconditional.
  • Void (never valid) vs voidable (valid until cancelled). Remedies: damages, cancellation, specific performance.

Agency law

  • Authority: actual (given) vs ostensible/apparent (reasonably believed).
  • Agent's duties: obedience, loyalty/good faith (fiduciary), skill & care, account for money.
  • Commission is generally earned when the agent is the effective cause of a completed sale, per the agreement.
Must know coldAgency agreement types: sole; sole and exclusive (paid even if the vendor sells privately); general/open (multiple agencies, first to sell earns); auction authority. Note Code rule 9.10 — you must warn a client they could owe more than one commission if they've signed multiple agency agreements.
Tick when you can explain it
QList the elements of a binding contract.
Offer, acceptance, consideration, intention to create legal relations, capacity, certainty/genuine consent.
QUnder a sole and exclusive agency the vendor finds their own buyer — commission payable?
Generally yes — the agency is entitled even if the vendor sells privately during the term. Always read the agreement.
23136Consumer protection law4 credits▾

Fair Trading Act 1986

  • No misleading/deceptive conduct (s9) or false representations (s13).
  • Silence can mislead — failing to mention a known defect can breach the Act.
  • No unsubstantiated representations — back up factual claims.

Other

  • Consumer Guarantees Act 1993 — guarantees for services.
  • Privacy Act 2020 — collect only what's needed, use for purpose, keep secure. The Code's confidentiality rules (9.17) explicitly cross-reference the Privacy Act.
  • Contract and Commercial Law Act 2017 — consolidates core contract rules.
Must know cold"I didn't know" isn't always a defence, and silence about a known problem can itself mislead — the consumer-law twin of Code rule 6.4.
Tick when you can explain it
QYou know it floods but say nothing because no one asks. A problem?
Yes — silence about a known material defect can be misleading conduct (s9), and breaches Code rules 6.4/10.7.
23141Legislation applied to licensees4 credits · the compliance grab-bag▾
  • AML/CFT Act 2009: agencies do customer due diligence — verify identity (and source of funds where triggered), keep records, report suspicious activity to the FIU. Applies to agencies since 1 Jan 2019.
  • Property Law Act 2007; Human Rights Act 1993 (no discrimination); Health and Safety at Work Act 2015 (safe open homes); Residential Tenancies Act 1986 (letting).
Must know cold — current law (verified 2026)
  • Foreign buyers: the ban largely remains — most overseas persons can't buy existing homes. From 6 March 2026, holders of Active Investor Plus / Investor 1 / Investor 2 visas may buy or build one residential property valued NZ$5m+, with OIO consent. Everyone else stays banned.
  • Bright-line test: tax on residential land sold within 2 years (from 1 July 2024). Don't advise — refer to an accountant/IRD.
Your jobRecognise when a law bites and refer (lawyer/accountant/OIO). Giving legal or tax advice yourself breaches the Code's competence rules.
Tick when you can explain it
QAn overseas buyer without residency wants an existing $900k Auckland home. Can they?
Generally no — the foreign buyer ban still applies. The 6 March 2026 exception only covers specific investor-visa holders buying one home valued $5m+, with OIO consent. Refer them to specialist/OIO advice.
QWhat does AML/CFT require before acting for a client?
Customer due diligence — verify identity (and source of funds where triggered), keep records, report suspicious activity to the FIU.
26150Methods of sale in New Zealand4 credits · very practical▾
  • Auction: public bidding; at/above reserve = unconditional, no cooling-off. Below reserve = passed in.
  • Deadline sale: offers by a date (vendor can consider earlier); can be conditional.
  • Tender: confidential sealed written offers by a closing date.
  • Price by negotiation / advertised price / expressions of interest (premium/commercial).
How to compare"Which method suits this vendor and why" is a favourite. Weigh market, urgency, uniqueness, buyer competition, and certainty (auction) vs flexibility (negotiation/deadline). REA has separate guidance pages on Auctions, Tender/negotiation/deadline, and Multi-offers — in Free sources.
Tick when you can explain it
QWhy does a successful auction give a vendor certainty?
A winning bid at/above reserve is unconditional with no cooling-off — a firm, binding sale on the day.

Module 3

Marketing & selling

The practical craft: your professional presence, inspecting and appraising, marketing and qualifying, and the sale & purchase agreement that ties it all together. Your Harcourts exposure gives you a head start here.

15500Your professional presence2 credits▾
  • Personal marketing strategy — target area/niche, point of difference, how you'll be known.
  • Prospecting/farming a defined area or database (Privacy Act applies).
  • Marketing plan & review — set activities/goals, then measure and adjust.
Tick when you can explain it
QStrategy vs plan?
Strategy = direction (target, positioning, point of difference); plan = the concrete activities, timeline and goals, reviewed against results.
26148Inspection & appraisal of property4 credits · closest to work you do▾
  • Systematically record land, dwelling, features, condition, and legal attributes (title, zoning, chattels).
  • Chattels vs fixtures: chattels are removable (must be listed to be included); fixtures are attached and pass with the land unless excluded.
  • CMA (comparative market analysis) — value from comparable recent sales.
  • Appraisal (agent's estimate of likely selling price) vs registered valuation (by a registered valuer). Don't call an appraisal a "valuation."
Must know cold — Code rule 10.2An appraisal must be in writing, realistically reflect current market conditions, and be supported by comparable sales of similar land in similar locations. If no comparable data exists, you must say so in writing (10.3). Over-quoting to win a listing ("buying the listing") breaches the Code and rule 9.4 (don't mislead on price expectations).
Tick when you can explain it
QA vendor pushes you to appraise well above comparable sales. The issue?
Rule 10.2 requires appraisals to be realistic and supported by comparable sales. Inflating to win the listing breaches the Code and rule 9.4.
QIs a dishwasher automatically included?
Only if listed as an included chattel. Chattels are removable and must be specified; fixtures pass unless excluded.
23140Marketing plans, qualifying & presenting5 credits▾
  • Marketing plan: sale method, advertising mix, budget, timeline, target buyer — agreed with the vendor in writing (Code rule 10.6 covers what must be disclosed about marketing costs and commission before signing).
  • Qualifying buyers: need, authority, ability (finance), motivation/timeframe.
  • Presenting: open homes and viewings; features honestly with benefits; keep it safe (rule 9.5) and disclose known defects.
Tick when you can explain it
QWhy qualify a buyer first?
To act efficiently in the vendor's interest — matching genuine, able, motivated buyers by need, authority, financial ability and timeframe.
23137Sale & purchase agreement; facilitating a sale5 credits · ties it together▾
  • Most residential deals use the ADLS/REINZ Agreement for Sale and Purchase: parties, title, chattels, price/deposit, conditions, settlement, possession, GST, warranties.
  • Deposit is held in the agency's trust account under strict rules.
  • Recommend legal advice before signing (rule 9.7); don't submit incomplete documents (rule 9.9).
Must know coldSubmit all written offers to the vendor (rule 10.10); give your agent a copy of every offer (10.11); the agency keeps every written offer for 12 months (10.12). Run multi-offers fairly and transparently — tell each buyer it's a multi-offer, invite best offers, treat everyone even-handedly, don't reveal one offer to another. Trust-account breaches and unfair multi-offers are common disciplinary cases.
Free depthREA has guidance pages on Sale & purchase agreements, Multi-offers, and Trust accounts, plus the two consumer guides you must hand over before signing — all in Free sources.
Tick when you can explain it
QTwo buyers want to offer at once. What must you do?
Run a fair, transparent multi-offer: tell each buyer, invite best offers, treat them even-handedly, present all written offers to the vendor, document it, and don't reveal one offer to another.
QHow long must the agency keep written offers?
12 months — every written offer, whether or not it led to a sale (rule 10.12).

Flashcards

Rapid recall

Tap the card to flip. Mark what you knew — "review" cards come round again.

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Round complete

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Free sources

The real depth, for free.

These are the authoritative, public sources the course draws on. Read the REA guidance pages alongside each module, and use legislation.govt.nz for the actual wording. This is where you turn a skeleton into genuine knowledge.

The regulator (REA) — start here

Official guidance, written for licensees, free.

The full Code of Conduct (2012 Rules)rea.govt.nz — the Code Other laws & legislation overviewrea.govt.nz — obligations Appraisals guidance (rule 10.2 in practice)rea.govt.nz — appraisals Checking titlesrea.govt.nz — titles Unit title guidancerea.govt.nz — unit titles Multi-offers · Auctions · Tender/negotiation/deadlinerea.govt.nz — sales process Principles of disclosure (defects, weathertightness, meth, disasters)rea.govt.nz — disclosure Trust accountsrea.govt.nz — trust accounts

Consumer guides & settled.govt.nz

The two guides you must give clients before signing — and REA's plain-English consumer site (great for the basics).

Approved agency-agreement & sale-and-purchase guidesrea.govt.nz — consumer guides settled.govt.nz — buying & selling explainedsettled.govt.nz

The legislation (the actual wording)

Free, official, current. Skim the definitions and key sections.

Real Estate Agents Act 2008legislation.govt.nz Professional Conduct & Client Care Rules 2012legislation.govt.nz Land Transfer Act 2017legislation.govt.nz Unit Titles Act 2010legislation.govt.nz Fair Trading Act 1986legislation.govt.nz

The qualification itself

Official unit-standard details and licence requirements.

NZQA — Certificate in Real Estate (Salesperson) L4, ref 3111nzqa.govt.nz REA — accepted providers & licence requirementsrea.govt.nz — apply REA — CPD requirementsrea.govt.nz — CPD
A realistic planWork through a module here, then read the matching REA pages above and skim the relevant Act sections. Do that for all three modules and you'll walk into the course genuinely oriented — which is the real goal, not skipping the study.