The Onsite Land Lease Sales Consultant is responsible for driving home sales within an over 55's land lease community. This role focuses on engaging prospective homeowners, conducting tours, managing the sales process from enquiry to settlement, and delivering an exceptional customer experience aligned with the lifestyle-focused nature of over 55's communities.
The consultant plays a key role in achieving occupancy targets while upholding compliance with Australian land lease legislation and consumer protection regulations.
Key Responsibilities
Sales & Business Development
Generate and convert enquiries into sales to meet or exceed monthly and annual sales targets
Conduct community tours and home inspections with prospective purchasers
Build rapport with buyers, understanding their lifestyle needs and financial position
Manage the sales pipeline using CRM systems
Follow up leads in a timely and professional manner
Conduct open homes, information sessions, and promotional events
Collaborate with marketing to optimise lead generation strategies
Customer Experience
Provide a high-touch, consultative sales approach suited to over 55's clients
Clearly explain the land lease model, site fees, contracts, and community rules
Support purchasers through the decision-making process with empathy and professionalism
Maintain regular communication throughout contract, cooling-off, and settlement stages
Facilitate a smooth handover and welcome experience for new residents
Administration & Compliance
Prepare and manage sales documentation in accordance with state legislation
Ensure compliance with relevant Residential (Land Lease) Communities Acts and Australian Consumer Law
Maintain accurate records of enquiries, contracts, deposits, and settlements
Liaise with solicitors, conveyancers, and finance providers




Monitor contract conditions and settlement timelines
Community Engagement
Work collaboratively with the Community Manager and onsite team
Participate in resident events and community activities when appropriate
Maintain presentation of display homes, sales office, and communal areas
Promote the lifestyle benefits of the community brand
Key Performance Indicators (KPIs)
Monthly and annual sales targets achieved
Conversion rates (enquiry to contract)
Average days on market
Customer satisfaction scores
Compliance adherence
CRM accuracy and reporting
Skills & Experience
Proven experience in property, land lease, retirement living, or lifestyle village sales
Solid closing skills with a consultative sales approach
Excellent interpersonal and communication skills
Experience managing a full sales cycle
Understanding of contract processes and compliance requirements
Current Driver's Licence
Experience in over 55's, retirement living, or manufactured home estates
Knowledge of state-based land lease legislation
Certificate of Registration or Real Estate Licence (as required by state)
Personal Attributes
Empathetic and patient communicator
Professional and well-presented
High level of integrity and ethical conduct
Results-driven and self-motivated
Strong organisational skills
Team-oriented mindset
Onsite sales office within a land lease community
Weekend work required (as per sales roster)
May require attendance at expos or offsite marketing events
Remuneration
Base salary plus commission structure
Superannuation in accordance with Australian legislation
Incentives linked to settlement outcomes
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📌 Sales Consultant (Cobram)
🏢 Capstone Recruitment
📍 Cobram