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 skilled 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
- Strong 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