Salespersons policy reform agenda

LEGISLATIVE AGENDA

IPORESP will push for the removal of the Salespersons from the jurisdiction of PRC and move them to the jurisdiction of IPORESP. Salespersons minimum education is only 2nd year college, so it is not rational to have them regulated by PRC alongside with the other professions that require a finish of bachelor's degree plus board exam.

IRR AGENDA

IPORESP will push for two major IRR reforms for Salespersons, (1) rationalization of required entry-level salesperson seminar by reducing it to 16 hours, and (2) exempting the Salespersons from paying the PRC-registration anew in the event they need to transfer from one broker to the next in the middle of the three year PRC registration period.

BACKGROUND DISCUSSIONS

PROFESSIONAL FEES FOR SALESPERSONS?

Question: Rltr. John, ako po si ____, salesperson lang po asawa ko, apat po anak namin. Colorum kami dalawa noon, ngayon salesperson na asawa ko. Nagbayad kami ng malaki para sa 120 hours na Salesperson seminar, pero okay lang kasi binigyan siya ng certificate kahit hindi na siya pumapasok sa Seminar, so nakatipid pamasahe. Pero masaklap kasi taon-taon daw ang Seminar so bayad kami ng malaki taon-taon para sa certificate. Ako housewife lang. Noon meron silang natatanggap na P150 allowance galing kay maam (developer) kada araw na mag manning sila doon sa gate ng subdivision. Ngayon po na madalang na po ang benta, natigil po ang allowance nila. Paano nyo po matutulungan ang mga Salesperson na magkaroon naman sila ng source ng bread and butter katulad ng Professional Fees?

ANSWER: Ang salesperson ay hindi "lang". Without Salespersons, walang mabebenta na real estate. Wow, okay yan, apwn na biyaya ng Dyos. Mabuti naman at legal na angpag bebenta ng asawa mo, hindi na colorum. Yan pong FRAUD sa seminar attendence ay source po yan ng hanap-buhay ng mga garapata na seminar poviders, mga corrupt na nagpapahirap sa bayan natin.

Kahit anong profession, kailangan merong source ng bread and butter, aka Professional Fees. I will think it over kung papano i-insert sa Joint Supervision Agreement [JSA®] ang Salesperson Sales Presentation Fee na kailangan bayaran ng Developer sa Salesperson everytime na makarating sa point ng formal sales presentation ang Salesperson sa isang customer na naka-lista sa JSA®. Anyway, sa JSA®, 100% ng commission ay mapupunta na sa Salesperson. Ibababa din natin ang entry-level Seminar to 16 hours. Ang initial thoughts ko, kung nag train naman ang Salesperson on formal sales presentation ng project, I think we can include P2,000 Professional Fee na babayaran ni Developer to the Salesperson pag makapag actual na Sales Presentation siya sa customer na officially listed sa JSA® Booklet. So, 56x2000=P112,000 a year ay pwede na siguro. Iisipin ko pa eto ng maayos.

PREVIOUSLY COLORUM, NOW A LICENSED. CHAT MESSAGE: "Dear John, I used to be a colorum for over 11 years. I studied and passed the exam and now I am licensed. Few years back you were my enemy when I read your crusade statement against colorum. But things change already. Now, I already feel the same way as you, irritated with so many colorum around. But I hate my colorum boss, she fired me immediately after I got my license. Out of pride, I started my own realty business, income is very low because there is no bread and butter, no professional fees. So I have to shut down my realty business and I'll go back to my old business as car dealer. The licensing strike that you are commanding is is good for all of us, hence I will obey. My wife says I will only go back to real estate when you succeed in pushing the professional fees. God bless!"

COMMENTARY: Jean Regado: excuse me po against din ako dun sa mga garapata na nag seminar 60hunits ba u 8500 3500 naman ung 12 units pero isang beses lang naman parang kalokohan naman na yearly magtake ng cpe....tayong mga sales person huwag naman masyado magpaka tanga dun sa mjga garapata noh....60hours pala and 12hours...maganda yan sir john ah dapat nga developer magbabayad kc cla naman mas malaki pakinabang...dba tama sir john.....salamat.

COMMENTARY: Mary Jane De Guzman Abad: Sir Rltr John R Petalcorin ask lang po, db po 1 year lang naman pwede ng magresign sa Broker? kasi ayaw na namin sa Broker masyado mataas. madami na sya kagalit d2. mag 2yrs na po kami sa June 2013. Ngayun po nag resign kami 10 ng agents ko eh cancel na daw nya yung Certification nya sa PRC. at ako daw iba Blocklist nya porke nagre2sign ako sknya. Paki advice po ako? kung Ano po dapat gawin namin? Many thanks po.

ANSWER: Anytime, a person can resign from the Broker. ALL licensed real estate practitioners are ON LICENSING STRIKE RIGHT NOW, walang magpa renew ng brokers license until IPORESP lift the strike. While we are on strike, no salesperson is supposed to jump from one broker to another. So, you stick with your BOSS Broker while we are on strike. Prepare also for a National Strike because we are already planning it.

QUESTION: Sir John, magiging isang beses lang ba ang PF ng Salesperson kahit dalawang beses siya mag present? First time sa bahay/office ng buyer and second time sa tripping project site or show-room. Saka lang ba babayaran ang PF pag maka-benta?

ANSWER: Good question. The Developer will pay PF in each presentation. Maybe the rate will be P2,000 for regular and P3,000 for presentation during tripping. Salesperson's PF has time, effort, and execution of trained skill, so it will have to be paid by the Developer/Seller whether the buyer signs a reservation or not.

COMMENTARY: Nikko Mahor: PF for SPs? Equivalent to the direct seller's incentive from the developer sa ngayon kung meron man. Pero mas maganda nga kung standard at integrated PF na sa JSA... Pabor sa SP yan. Basta additional income sa SP, aprub sa maraming SPs yan...

Sabi nung partner ko lang na kasama din sa group na ito pero silent observer lang siya, "Sino naman daw na developer papayag diyan? Sanay na sila na TY na lang pagod ng mga tao, tapos paiyakan sa pagbigay ng commissions..." Hehehe Mawalang galang na pero may punto nga naman siya...

Yang CPE na yan masyadong pabigat kaya mas maganda kung tanggal na talaga yan tutal mas maselan pa nga ibang professions, wala namang CPE. Para pantay-pantay tayo sa ibang professions. Walang lamangan, walang gulangan.

ANSWER: May point siya Nikko Mahor. Kaya critical ang Salesperson membership in IPORESP. Pag watak-watak kayo mga Salesperson, hindi kayo magpa member sa IPORESP, trust me, we would not include you in the Mandatory PF. Developers sell 1 condo worth P200,000 with a price of P2,000,000 -- ang laki ng profit margin nila. We in IPORESP want to protect the Salespersons commissions and PF. But if the Salespersons won't rally behind IPORESP, bahala kayo sa buhay ninyo, kung paano kayo ini-exploit ngayon ng mga develoer, mananatiling ganyan ang kalakaran, kagustuhan nyo yan. Basta kami mga Brokers, sisingilin namin kayo ng PF for the training and for the supervision, safe na hanap-buhay namin, hindi kayo maging legal kung hindi kayo mag bayad sa amin.

Sa JSA, hanggang pag papa-schedule lang ng appointment for Sales Presentation ang libre na trabaho ng Salesperson. Pag meron nang appointment for Sales Presentation, the Developer will be alerted by the Salesperson, then the Developer must pay the Salesperson a PF first before the Salesperson goes to execute the Sales Presentation. This is how the JSA works.

In the new scheme, if the Developer will not pay the Salesperson's PF, automatically the JSA of that Developer can be terminated across the board, everyone will be alerted to drop that Developer from the JSA. Ang Developer na unfair, hindi natin yan i-patronize, hindi natin tutulungan maka-benta, bahala siya mag-isa.

COMMENTARY: Nikko Mahor: Ako member ako ng IPORESP sir John although under my legal name. Nikko lang gamit ko sa FB kasi social networking site naman ito, kung gusto pa nga na Diablo ang name na ilagay dito pwede rin... Hehehe. Kidding aside.

Oo nga, everyone should rally behind IPORESP pero tao lang naman lahat tayo. We join professional organizations for our own personal vested interests. Kagaya ko, yung 5 point agenda ng IPORESP, supportado ko yan. Pero everything else, medyo isip-isip muna, observe-observe lang muna. May mga panukala kayo na sagasa rin sa aming mga SP pero yun yung sa tingin nyo ay tama para sa amin. Doesn't necessarily mean na 100% agree ako sa lahat ng sinasabi ninyo pertaining to our service as salespersons. Pero they are ideas worth studying.

I would prefer an amendment to the RESA that will require SPs to have their own professional licenses similar to the license to exercise profession of security guards para they can be licensed for 3 years and if they change brokers, wala na masyadong mahabang usapan. A simple resignation letter and the usual clearance will do. Hindi yung pinananakot ng mga broker na tatanggalan kami ng accreditation AS IF SILA ANG GUMASTOS SA ACCREDITATION NAMIN PATI NA ANG SALESPERSONS SEMINAR. DIYAN KUMUKULO ANG DUGO KO.

Tutuo, maraming butas bangko din sa mga SP kaya naiintindihan ko rin kung bakit gusto mong patawan ng supervision fee ang mga SP na ibabayad sa broker. Eh paano naman yung scenario na ganito: lead generation - SP. tripping including cost of tripping and representation - SP. documentation - SP. reservation assistance and after reservation services - SP. Si broker, ayun tiga kolekta na nga lang ng cheke, iniipit pa ang release sa SP nya. Do you think, the broker in this instance is deserving of any supervision fee samantalang may over-ride na siya na 2%? I don't think that's fair pag ganito ang sitwasyon. OK lang ang supervision fee pag walang production ang SP at kung may mga marketing activities na broker-initiated. Pero kung lahat ride din lang sa developer at todo pasa sa salesperson, ayun lang, palagay ko excessive na pag humingi pa siya ng supervision fee eh wala naman siyang ginagawa.

ANSWER: Hindi mangyayaring yang pagkakaroon ng direct registration ng Salesperson sa PRC HLURB na hindi dumadaan sa Broker. Salespersons will always be under the supervision and license of the Broker. Pwede pa siguro sa DTI, pero now na nasa PRC na, impossible.

However, if the Brokers will continue to do selling by themselves, and will continue to see Salespersons as competitors instead of subordinates, and will never mature to becoming supervisors, the result is Salesperson will be abolished as part of RESA kasi walang masisilungan ang Salespersons. Kung mangyari eto, in your case, kailangan mo makatapos ng 4 year BS REM para maging Broker.

Naiintindihan ko naguluhan ka kasi dalawang scenario ang tinitingnan mo, (1) ang kalakaran ngayon na kung saan marami kang reklamo as a Salesperson, at (2) ang hinaharap mong pangarap na sana magka-totoo ang advocacies ng IPORESP. Pabaling-baling-baling ka sa dalawa kaya hindi mo na alam kung sino kausap mo, ang resulta pinapagalitan mo ang kaliwa sa mga kamalian na gawa ng kanan.

Brokers need money for the maintenance of an office that is used by 20 Salespersons. Nowhere else can Brokers get the money to maintain license but from the Salespersons. IPORESP upholds the principle that for every peso paid by any RESP, there must be corresponding service rendered. Kailangan merong contribution ang bawat Salesperson na ikabubuhay ng opisina ng Broker. Hindi pwedeng tawaging "contribution". That is why Salesperson will pay for the Broker's supervision services.

To maintain a legal registration, the Salesperson will pay P15,000 per year to the Broker. To maintain the license, the Broker will have to spend over P200,000 a year to maintain an office. Hindi madali maging salesperson, pero mas hindi madali maging Broker. And come to think of it, when the Salesperson resigns, nobody gets affected. But when a Broker resigns, 20 Salespersons, the entire office, loses their legality to operate.

In any organization, private or government, employees in the front line always thinks the company will run without supervisors and managers. This is what's happening now that is why the real estate service is very chaotic. When there is chaos, the workers at the lowest level of the production, the salespersons, are the ones will suffer the exploitation.

In IPORESP, we don't only discipline Salespersons, but moreso Brokers. As I said, as a Salesperson, if you don't like your Broker, then resign. When you jump to another Broker, you will have to pass through the same process again because the new Broker have a different standard, each Broker have different standard. A Salesperson Seminar will never give you a permanent tattoo that will serve as a badge to skip the seminar of the new Broker. New Broker, new seminar, new PRC registration process, new BOSS to respect, new specialization to follow, new location of office, new co-Salespersons in the office.

By the way, Salespersons will be like security guards. You can transfer from one Developer to another without need to apply for new PRC license, but just get the permission of the Broker. Pero ang opisina ng mga Broker ay hindi toilet bowl na basta-basta ka lang lilipat from one toilet bowl to another whichever is convenient for you anytime.

Regarding the commission override ng Broker, mawawala na yan when the PF is applied. As independent Salespersons, you get 100% of the commission, but you pay PF to the Broker with or without sale. Walang share ng commission ang Broker if the Salesperson pays the annual Professional Fee for the supervision. I have repeatedly explained this a many times already in my previous blogs.

Nikko Mahor's issue is he wants the Salespersons to be capable of executing the work of the Broker. Similar to his issue are several suggestions I got that Brokers will be authorized to do the appraisal kung kaya naman nila kasi madali lang.

My response is always the same, stick to the restrictions and limitations of your license. Salespersons cannot do Broker's work kahit marunong pa sila. Brokers cannot do Appraisers work, kahit marunong pa sila. Moreover, I don't like it when Appraisers and Brokers do the work of the Salespersons na directang magbenta-benta. I kept on maintaining that Salespersons shall have EXCLUSIVE RIGHT to function as salespersons.

Another thing Nikko Mahor wants is security of tenure of legal registration, meaning, long-term PRC registration (3 years) wherein in the event the Salesperson needs to transfer from one Broker to the next while still in the middle of the 3 year registration, they will be allowed the transfer with exemption from PRC Registration Fee. This we can do as a Policy Agenda under the IRR because it is just a lobby affecting the PRC Processing Charges and Fees. Nevertheless, this agenda will be easier to implement and the Salesperson will even get MORE than they are asking if it is inserted in the IPORESP Legislative Agenda that seeks to remove the Salespersons from the jurisdiction of PRC and put them merely under the Registration and Accreditation System of IPORESP.

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