Innovare Realty Solutions (IRSC) Manual

CHAPTER 1: EXECUTIVE SUMMARY
1.1 INNOVARE REALTY SOLUTIONS CORPORATION
1.1.1 DESCRIPTION
InnovareRealty Solutions Corporation (IRSC in short) is a multi -listingrealty
company cateringmostly to the middle class Filipino who wants to have their
own home for their families or for their investments.
1.1.2 MISSION
"We provideprofessional Real Estateserviceto ensure clients' satisfaction and
best valuefor their investments"
1.1.3 VISION
"To be regarded as one of the most trusted Real Estate Company in the
Philippines"
1.1.4 CORE VALUES
Integrity
Quality Relationship
Consistency
1.1.5 TAG LINE
"Where Learning and Earningbegins"
1.2 BASIC INFORMATION
1.2.1 DATE ESTABLISHED
The company was established on October 10, 2012
1.2.2 FOUNDERS
Christopher M. Balbuena
Joven B. Artiaga

Jesus M. Fulgar
Ron del G. De Castro
Jacquelyn Cabreros
1.2.3 OFFICE ADDRESS
OfficeAddress of the Main Officeof Innovare Realty Solutions Corporation is
located at Unit 403 Bertagnolli Bldg., 525 Edsa, Pasay City,1303.
1.2.4 EMAIL ADDRESS
Email Address used to communicate to the company is:
innovarerealtysolutions@gmail.com
1.2.5 WEBSITE
Website of the company is:
www.innovarerealty.weebly.com
Blogsiteof the company is:
www.propertyninja.com.ph
The website contains the blog(linked to www.propertyninja.com.ph),
google forms, properties and trainingfor the sellers.
The main purpose of this website is for the easy access of properties,
forms and trainingfor the Seller.
1.2.6 FACEBOOK GROUP
Facebook Group of the company is:
www.Facebook.com/InnovareRealtySolutions
The main purpose of the Facebook Group is for
 Announcement of closed sales
 Announcement of promos, discounts and updates

 Information dissemination fromthe Management
 Changes in the policy
 Management reports
1.1.6 CONTACT INFORMATION
Contact Information of InnovareRealty Solutions Corporation
1.3 PRESENT OFFICERS
1.3.1 CHIEF EXECUTIVE OFFICER (CEO)
Christopher Meruena Balbuena
1.3.2 PRESIDENT / CHIEF OPERATING OFFICER (COO)
1.3.3 VICE PRESIDENT OPERATIONS
1.3.4 VICE PRESIDENT FINANCE
Ron Del Marasigan DeCastro
1.3.5 VICE PRESIDENT MARKETING
1.3.6 OFFICE COORDINATOR
Crishia Carena Meruena Balbuena
1.4 HISTORY
1.4.1 ESTABLISHMENT

InnovareRealty Solutions was established on October 12, 2012 in
Quezon City in the apartment of one of fellow co-founder, Joven Artiaga, and
became our officeaddress as a requirement. We met occasionally in different
locations likecoffee shops,affordablerestaurants and mallsto establish the
company.
1.4.2 WHY IS IT ESTABLISHED
It was established for the purposeof helpingSELLERS more thru
systematic and innovativeapproach of commission and marketing. Moreover, it
was established to develop properties for fellowFilipinosin themiddle classto
help them have their own home affordably.
1.4.2 SALES HISTORY
2012: P 30M
2013: P 130M
2014: P 150M
2015: P 150M
2016: P 110M
1.4.3 OFFICE ADDRESS HISTORY
Office#1: Quezon City
Office#2: Unit 501, Gold Bldg., Annapolis St., San Juan City
Office#3: Level 10-1 Fort Legend Tower, 30th St. cor. 3rd Ave., Bonifacio Global
City (BGC), TaguigCity
Office#4: Unit 205 Travellers LifeBldg., 480 T.M. KalawSt., Ermita, Manila (in
front of National Library)
Office#5: Pag-asa I,Imus,Cavite
Office#6: Unit 403 Bertagnolli Bldg.,525 EDSA, Pasay City

CHAPTER 2: STRATEGIC OBJECTIVE
2.1 MISSION, VISION, CORE VALUES & TAG LI NE
2.1.1 MISSION
"We provideprofessional Real Estateserviceto ensure client's satisfaction and
best valuefor their investments"
2.1.2 VISION
"To be regarded as one of the most trusted Real Estate Company in the
Philippines"
2.1.3 CORE VALUES
 Integrity
 Quality Relationship
 Consistency
2.1.4 TAG LINE
"Where Learning and Earningbegins"
2.2 2017 GOAL
2.2.1 TO LAUNCH PROPERTYNINJA.COM.PH BY MAY 15, 2017
2.2.2 50 NEW HOME OWNERS SERVED
Color codingto be used in performance reports
6 Serviced Owners per month
2 Serviced Owners per month per Head
2.2.3 COLOR CODING ARE AS FOLLOWS:
Orange: 3 Units

Green: 2 Units
Yellow: 1 Unit
Red: 0 Units

CHAPTER 4: MANAGEMENT STRATEGY
Management System is a System designed to produce a marketing
result.This is how IRSC do it for the clients to trust and purchasea property to
us.
4.1 MANAGEMENT STRATEGY PROCESS
1. Prospecting
2. Qualify Client
3. Sales Letter
a. Record Inquiry
b. Send an Appointment-Setting Letter
c. Followup through Text
4. Appointment
5. Presentation
6. Closing
7. After Sales
4.2 PROSPECTING
4.2.1 DESCRIPTION
Prospectingis the firstprocess in the sales process.
4.2.2 METHODOLOGY
1. To get a prospect, a Seller shall postthe information of the property
online.
2. Add contactinformation / Prepare CallingCard
3. Put Logo of IRSC in every posting and CallingCard
4.2.3 TRAFFIC SOURCES
 Social Media sites (Facebook,Instagram,Twitter, YouTube)
 Advertisingsites (property24, OLX)
 Relatives
 Referral (Word of Mouth)
4.2.4 NOTES

Remember to put a watermark to all pictures / videos to posts regarding
property selling.
4.3 QUALIFICATION
4.3.1 DESCRIPTION
Qualifyinga clientis the next step in the sales process.This step
highlights the importanceof the clientif it is good for tripping.
Inquiry is the actof the clientwhen interested.
Needs are the description of the property the clientis searchingfor.
Basic needs you should know are:
 Target Location
 Time to move-in
 Budget
4.3.2 METHODOLOGY
1. Answer the clientwith a, "Good Morning, may I know what's your name
and how may I help you?"
2. Take note of the clients’needs and information.To get the inquiry
sourceask,"How did you know about the property?” Get the following
information:
 Full Name
 Contact #
 Email Address
 Source of Inquiry
 Needs
3. Input the inquiry in our ProspectForm found in the IRSC website:
www.innovarerealty.weebly.com/prospect-form. A Seller will find the
followinginformation to fill out:
 Seller Name
 Manager Name
 Prospect Name

 Prospect Email Address
 Contact Number
 Industry
 Company
 Prospect Status (Prospect, Tripping,Closed, Referrer,
Champion)
 Need Budget Range
 Notes (other information not specified above)
4.3.3 NOTES
 Prospect form is an editableform so other information is notnecessary
to get at the initial inquiry.
 Translatethe language to suitthe preferred languageof prospect
4.4 SALES LETTER
4.4.1 DESCRIPTION
Sales Letter is a persuasiveemail document to make people read before
buyinga property. This letter contains words used to communicate sales or
marketing message to sell the property. This explains theimportant details of the
property. Tellingthe prospectto read this letter before the appointment.
4.4.2 METHODOLOGY
1. Choose a focus Project
2. Make a Headline
3. Introduce the Problem
4. Input the content, features & benefits
5. Input the action you want your prospect to do
4.4.3 NOTES
 Write the benefits instead of the features
 Offer should be crystal clear
4.5 APPOINTMENT
4.5.1 DESCRIPTION

Appointment is the setting of time and placeto meet with the prospect.
4.5.2 METHODOLOGY
1. Ask them, "Have you read the Sales Letter of Project?"
 If Yes, proceed to step #2
 If No, proceed to step #2 as well
2. Then ask,"We have FREE Site Viewing, are you interested to view the
model units, actual units and amenities?"
3. Then ask,"When would you liketo view the site? Weekends or
weekdays?"
4. Then followup with, "Saturday or Sunday"
5. "Can we meet at the assigned location?"
4.5.3 NOTES
Step #4 can be changed with a weekday should the prospectchoose
weekday likeMonday, Wednesday or Friday.
Translatethe language to suitthe preferred languageof prospect
4.6 PRESENTATION
4.6.1 DESCRIPTION
Presentation is the process to display theproperty, enumerate the
features & benefits and explain the financingoptions of the client.
4.6.2 METHODOLOGY
1. Introduce yourself.Say the following:
 "I'm Full Name, I'm a licensed and accredited Seller of Project"
 "The PRC license# of my Broker is LicenseNumber"
2. Present the Max-Min Sequence. Max-Min Sequence is the presentation
from the BigPicture of the Projectto the Specific Unitof the prospect.
From:
 Vicinity Area to Exact Location of the Project
 Exact Location to the summary information of the Project
 Summary information to the amenities of the Project
 Amenities to Model Units of the Project
 Model Units to the Specific Unit the prospectwant

3. Explain the computation template of the desired unitthe prospect
want.
4.6.3 NOTES
 There are instances thatprospect will ask differentquestions but stay
with the Max-Min Sequence.
 Present the Max-Min Sequence elaboratingthe benefits instead of
features only.
 Give the prospect two (2) options always atclosinglike,"Whatdo you
prefer, Bank or PagIBIGfinancing?"instead of justsaying,"What
financing do you like?".
4.7 CLOSING
4.4.1 DESCRIPTION
Closingis a sales termwhich refers to the process of makinga sale.This
is the final step of a transaction.In sales,itis used more generally to mean
achievement of the desired outcome, which may be an exchange of money or
acquiringa signaturein a check to the property the Seller is selling.
Prospect is the person inquiringfor a property but not yet purchased
one. Clientis the person who already purchased for the property.
4.4.2 METHODOLOGY
1. Ask the prospect, "What unit would you prefer, facingsunriseor facing
amenities?"
2. Explain the exact unitcomputation
3. After choosinga unitand financing,explain again thebenefits he will
get.
4. Ask, "What financingwould you prefer, Bank or In-House financing?"
5. Then hand out a Buyers Information sheet to the prospect.
6. Ask, "Do you have any questions you want to clarify?"
7. Then hand out a Reservation Agreement and explain whatbonus he will
get as soon as he reserves a unit.
8. Ask for the Reservation Fee.

4.4.3 NOTES
 Take note that closingis theartof askingthe question,"Are you
purchasingtheunit?"
 Don't forget to specify at closingwhatthey will receiveshould they
purchasea property that day.
4.8 AFTER SALES
4.8.1 DESCRIPTION
After Sales is thelastbut not the leastof the sellingprocess.Itis the
provision of services and supportafter making an initial sale.
4.8.2 METHODOLOGY
1. Upon closing,theSeller does the following:
o Send the "Investingin Condo Properties" EBook
o Send the "How to PurchaseProperty Guide" EBook
2. Register client's email address to the IRSC newsletter
3. Initiates to deliver the documents to the Developer's office
4.8.3 NOTES
 IRSC shall begivingthe clientan EBook of "Investing in Condo
Properties" for FREE
 IRSC shall includethe clienton a real estate newsletter. Clientwill
expect to receive:
o Real Estate News
o Promos of other related Projects
o Developer News
 Seller shall begivingthe clienta documentation servicewherein the
Seller will be the one to deliver the documents to the Developer's office.
4.8 COMMUNICATION
4.8.1 DESCRIPTION

Communication is the way of communication from one Member to
another Member of the Company.
4.8.2 METHODOLOGY
1. Course Through - If a Coordinator will say to an AE and that Coordinator
talked to an Officer,the Officer should coursethrough the message to
the Manager of AE firstbefore sendingthe message to the AE.

CHAPTER 5: PEOPLE STRATEGY
5.1 PEOPLE STRATEGY DIAGRAM
Orientation
Answer Employee & Seller inquiries
Review of IRSC Systems
Completing the Documentation
Monthly Meeting
5.2 PEOPLE STRATEGY IN DETAIL
5.2.1 ORIENTATION
With summary of System which the entire business brings theidea to reality)
5.2.1.1 PURPOSE
Orientation is a programof introduction for newcomers to Innovare
Realty Solutions Corporation
5.2.1.2 ATTENDANCE SHEET
Attendance sheet will bethe recordinginstrument of the Orientation.
Attendance sheet shall havethe followinginformation:
o Orientation Date
o Attendee
o Email Address
o MobileNumber
o Signature
5.2.1.3 RECRUITMENT FORM

Recruitment form will bethe recordinginstrument of each newcomer.
Recruitment form shall havethe following information:
o Full Name
o Home Address
o Birth Date
o Email Address
o Gender
o Citizenship
o Tax Identification Number (TIN)
o Social Security System Number (SSS #)
o MobileNumber
o Home Phone Number
o Inquiry Source
o Network
o Referral
o PastClient
o OnlineAdvertisement
5.2.1.4 POSITION CONTRACT
Position Contractshall bethe recordinginstrument to review the
responsibilitiesof a newcomer, as an Employee or as an Account Executive.
5.2.1.5 COORDINATOR
The Coordinator for the Orientation activity shall bethe Sales Manager.
The Sales Manager will do the following:
o Reserve the venue
o Invite prospectiveSellers
o Secure budget for the food and transportation and venue (if applicable)
o Set the program for the Orientation
5.2.2 SITE ORIENTATI ON
5.2.2.1 PURPOSE
Site Orientation introduces the newcomers to the projects they have to
sell.Itis importantfor them to be oriented to the exact location of the project,
model units, amenities and sales officewhere reservation will takeplace.

5.2.2.2 RECORDING
Attendance sheet will bethe recordinginstrument of the Site
Orientation.Attendance sheet shall havethe followinginformation:
o Site Orientation Date
o Attendee
o Email Address
o MobileNumber
o Signature
5.2.2.3 COORDINATOR
The Coordinator for the Site Orientation activity shall bethe Sales
Manager. The Sales Manager will beresponsiblefor the following:
o Reserve the venue
o Announce activity
o Secure budget for the food and transportation and venue (if applicable)
o Set the program for the Orientation
5.2.3 ANSWER EMPLOYEE & SELLER INQUIRIES
5.2.3.1 PURPOSE
Inquiries will alwaysbepresent to newcomers and existingEmployee &
Sellers.Answering the inquiries will bebased on the information of the project /
developer, the operations manual and experience of the Brokers.
5.2.3.2 METHODOLOGY
Inquiries shall bein a form of a Frequently Asked Questions (FAQ) list.
This listshall beincluded in a menu in our website:
www.innovarerealty.weebly.com and shall beadded as a complement in this
manual.
5.2.4 REVIEW OF IRSC SYSTEMS
5.2.4.1 PURPOSE

Review of IRSC Systems makes surethat everyone is aligned with the
mission,vision,corevalues,targets and policies of the Company. This will bethe
identity of the Company to the clients,partners,employees and sellers.
5.2.4.2 METHODOLOGY
IRSC Systems are already enumerated in this manual in elaborate
fashion.
5.2.5 COMPLETING THE DOCUMENTATION
5.2.5.1 PURPOSE
Completing the Documentation is the standard process of the Company
for all newcomers to have a record of their information.
5.2.5.2 RECORDING
Recruitment form shall beused as one of the recordinginstrument to
complete the Documentation.
Recruitment forms shall becompiled in a physical folder.Theseforms
shall also bescanned and saved to a Google Drive folder as the backup.
5.2.5.3 ADMINISTRATOR
Recruitment forms and Attendance sheets shall becompiled by the
OfficeCoordinator.
5.2.6 MONTHLY MEETING
5.2.6.1 PURPOSE

Monthly Meetings reinforcethe relationship of the Management and
Sellers,communicate any challenges faced and talk aboutstrategies to achieve
the goals set.
5.2.6.2 RECORDING
Minutes of the Meeting shall beused as the recordinginstrument of the
Monthly Meeting.
5.2.6.3 COORDINATOR
Coordinator of the Monthly Meeting shall bethe Chief Operating
Officer.Coordinator shall havethe followingresponsibilities:
o Set the program for the meeting
o Secure the venue
o Set the budget for the food and transportation and venue (if applicable)
o Announce activity
5.3 BENEFITS OF SELLERS
5.3.1 MASTERMIND MEETING
5.3.1.1 PURPOSE
Mastermind Meeting is a regular monthly meeting designed to discuss
the following:
o Best Achievement from lastMastermind
o Best Learningfrom lastMastermind
o Most intriguingChallengefaced from lastMastermind
o Help you most need lookingforward to the next Mastermind
o Review of the Goal Setting
o Target for the next Mastermind

5.3.1.2 METHODOLOGY
Mastermind Meeting will havethe followingsteps:
1. Meeting up
2. All participantsto get a piece of paper and fold it in four (4)
3. Put the following:
o 1Q - Best Achievement
o 2Q - Best Learning
o 3Q - Most IntriguingChallengefaced
o 4Q - Help you most need
o Back 1Q - Target for the next Mastermind
4. Each participantto discuss their paper.Each participantis given a 5
minutes to discusstheir paper and 15 minutes to be given feedback by
other participants.
5. Review of Goal Setting and Target
5.3.1.3 RECORD
Every paper will bepassed to the Meeting Secretary, compiled in a
physical folder,scan then record to a Google Drivefolder.
5.3.2 COMPETITIVE AND TRANSPARENT COMMISSION
5.3.2.1 PURPOSE
Commission is the primary motivation of Sellers to sell accredited properties that
InnovareRealty Solutions Corporation.Transparency isan added
5.3.2.2 METHODOLOGY
Commission is given after consummation of a salehas been made. To
qualify for the commission,the followingshould bemet first:
o Complete documents submitted
o Required Down payment paid depending on the milestone

5.3.2.3 RECORD
Commission shall berecorded through three (3) copies of a Voucher. A
Voucher is a financial instrumentthat reflects the commission to be released to
the Seller with the followingdetails:
o Closed Date
o Total SellingPrice
o ClientFull Name
o Developer's Name
o Down Payment Term
o FinancingChosen
o WithholdingTax
o Commission-ableAmount
o Release Date
5.3.3 EXPERIENCED MENTORS
5.3.3.1 PURPOSE
A newcomer to a certain skill startsas a student.
Mentors help the newcomers and existingSellers perspective,ideas and
methodologies on how to sell a property and go through the sellingprocesswith
less hassle.Moreover, experience plays a bigroleas a learningopportunity to
impartto the Sellers
5.3.3.2 METHODOLOGY
Seller inquiries may come in the form of the following:
o Text Message
o Phone Call
o Email Message
o Facebook PrivateMessage
o Viber Message and Call
o One on one Meeting
o Meetings and Gatherings

5.3.4 PHYSICAL OFFICE
5.3.4.1 PURPOSE
Officeis the primary venue of InnovareRealty Solutions Corporation to
do the different activities of the Company. It is the headquarters of the Company
where the documents are secured and compiled.
Sellers can come to the office to do different activities likeselling,
marketing and recording.
5.3.5 SALES & MARKETING TRAINING
5.3.5.1 PURPOSE
Sales & Marketing Trainingis thebridge that connects the newcomer to
their firstsale.Itis also an upgradeof sales and marketing skillsto get more
prospects and closemore sales.Itis also a chancefor the Seller to ask questions
they may encounter alongthe way.
5.3.5.2 METHODOLOGY
Attendance sheet shall bethe recordinginstrument of the Sales &
Marketing trainingactivity.
5.3.5.3 COORDINATOR
Coordinator of the Sales & Marketing Trainingshall bethe Vice
President Marketing. Coordinator shall havethe followingresponsibilities:
o Set the curriculumfor the training
o Secure the speaker of the event
o Secure the venue
o Set the budget for the food and transportation and venue (if applicable)
o Announce activity

5.3.6 NEWS & UPDATES
5.3.6.1 PURPOSE
News & Updates is the information a Seller and Employee needs to keep
the motivation of selling,to update respective prospects and clients particular
events or promos or discounts,and to increaseinformation in their arsenal of
marketing & sales to new prospects.
5.3.6.2 METHODOLOGY
News & Updates shall bedisseminated through Email and Facebook
Group. News & Updates shall havethe followinginformation:
o News & Update Date
o Subject of the News & Update
o Recipient
o Project / Developer
o ApplicableDate
5.3.6.3 COORDINATOR
Coordinator of the News & Update shall bethe Source of Information.
Coordinator shall havethe followingresponsibilities:
o Set the News & Updates information
o Announce the News & Updates
5.3.7 LIBRARY OF SALES & MARKETING RESOURCES
5.3.7.1 PURPOSE
Library of Real Estate Marketing Resources shall bethe source of
trainings in text format that have been made by authors with experience with
the topics they specialized.
5.3.7.2 RECORDING

Real Estate Marketing Resources shall besaved to a Google Drive for
you to access on a later date and in a remote location other than the office.
Physical Real EstateMarketing resources are also presentin the office in book
and magazine form.
5.4 FILTERING SELLERS (CHOOSING BEST SELLERS TO FIT IN THE
SYSTEM)
5.4.1 WANTS TO LEARN HOW TO SELL
5.4.1.1 PURPOSE
IRSC is lookingfor a Seller who wants to learn how to sell particularly
properties as priority.
5.4.1.2 METHODOLOGY
IRSC shall ask questions to check on whether the newcomer is willingto
learn and coach-able.
5.4.2 ATTEND A ONCE-A-MONTH MEETING
5.4.2.1 PURPOSE
Meetings reinforcethe relationship of the Management and Sellers,
communicate any challenges faced and talk about strategies to achieve the goals
set.
5.4.2.2 METHODOLOGY
Each Seller should attend regular monthly Meetings. Should the Seller
cannot attend a certain meeting, send the promissory note on or before the
meeting via email to innovarerealtysolutions@gmail.com with a Subject line:
"MONTHLY MEETING - Name - Absent" then state the reason of the absence.

5.4.2.3 PENALTY
Failureto attend two (2) consecutive months or a total of three (3)
absences in a year without valid reason,privilegeof attending the monthly
meeting will beforfeited.
5.4.3 MINIMUM OF TWO (2) SALES PER QUARTER
5.4.3.1 PURPOSE
Based on experience, two (2) sales in a quarter is sufficientenough to be
an active Seller.
5.4.3.2 METHODOLOGY
If a Seller sells two (2) properties in a month, that is already enough for
the Quarter already.
5.4.3.3 PENALTY
If a Seller doesn't sell a singleproperty in a Quarter, the Seller will be
forfeited to have a privilegeof attending the monthly meeting.

CHAPTER 6: MARKETING STRATEGY
6.1 MARKETING STRATEGY DIAGRAM
6.1.1 PURPOSE
Marketing Strategy is the business overall gameplan for reaching
people and turningthem into customers of the properties that IRSC provides.
Marketing Strategy contains the following:
 Value Proposition
 Key Marketing Messages
 Information on the Target Customer
6.1.2 PROCESS
1. Determine the Target Market & Customer Avatar
2. Creation of the Clarity Question (ValueProposition)
3. Creation of the Marketing Message(One Pager)
4. Determine Traffic Sources
5. Conversion from Prospect to Client
6. MaintainingRelationship (includeUpsell Properties & Products)
6.1.3 DIAGRAM
6.2 TARGET MARKET
6.2.1 PURPOSE
Determining the "Target Market" is the best way to dominate a
particularniche,backed up by research of the market where people aremost
heading for.
6.2.2 NICHE MARKET
Young ProfessionalsaspiringReal EstateInvestors in Ortigas Condominiums

6.2.3 BIGGER PICTURE
 Main Niche: Real Estate Investors
 Sub Niche: Young ProfessionalsaspiringReal Estate Investors
 Sub Niche: Young Professionalsaspiring CondominiumInvestors
 Sub Niche: Young ProfessionalsaspiringOrtigas CondominiumInvestors
6.3 CLARITY QUESTION
6.3.1 SPECIFIC PERSON / TARGET MARKET YOU SHALL BE HELPING TO
GET THE RESULT
 Young Pinoy ProfessionalsaspiringReal EstateInvestors
6.3.2 SPECIFIC NEED OUR PROSPECT HAS
 Indecisiveness in Real EstateInvesting
 Fear of losingmoney in purchasinga Property
 Fear of not getting the rightProperty
 No idea on how to buy a Property
6.3.3 SPECIFIC RESULT THE PROSPECT WANT
 Become an informed Property Buyer
 Become a savvy Real Estate Investor
6.3.4 PRODUCT THAT SHALL DELIVER THE RESULT
 Ortigas Condominiums especially Rent-to-Own Properties
 SM ShineResidences
 Avida Towers Centera
 Sunshine100
6.3.5 CLARITY PHRASE
 I help Young Pinoy Professionals aspiringReal EstateInvestors
 Solve their Indecisiveness in Real EstateInvesting
 And make them Savvy Real Estate Investors
 Through Property Education

6.4 CUSTOMER AVATAR
6.4.1 CUSTOMER PROFI LE
 Male
 28-32 years old
 Commutes to work / No vehicle yet
 Works in IT industry
 Leaning to Education
 Attends seminars
 Reads books
 Singleand no child
 P60k - P70k per month salary
 P40k - P50k per month salary with sidelines
 willingto pay P16k per month monthly payments
 Usually dine-outs with friends
 No experience in purchasingProperties
 Wanted someone to guide them on Property purchase]
 Don't likereferrals
 Wanted to research to other Sellers
 Unit is for personal use
 Renting out
 Want closingfees at the end of down payment stage
 Money conscious
6.4.2 CUSTOMER NAME
The Customer's Name is JOHN MARK
6.5 TRAFFIC SOURCES
6.5.1 PURPOSE
6.5.2 METHODOLOGY

6.5.3 TRAFFIC SOURCES
6.5.4 NOTES
6.6 PROSPECT TO CLIENT CONVERSION
6.7 MAINTAINING RELATIONSHIP
6.8 COMPANY ACTIVITI ES
6.8.1 MONTHLY COMMISSION REPORTING
6.5.2 SOCIAL GATHERING
6.5.3 MONTHLY MASTERMIND MEETING
6.6 SALES ACTIVITIES
6.6.1 ORIENTATION
6.6.1.1 PURPOSE

Orientation is the introduction of the Company to every newcomer
Employee and Seller. The followingshall beincluded in the presentation:
 InnovareRealty Solutions Corporation
 Who are the founders
 What is the purpose, vision,mission and corevalues
 History
 Sales Target for the present Year
 Systems
 Hardware
 SellingSystem
 Information System
 Marketing
 Target Market
 Marketing Strategy
 People
 Organizational Chart
 Officers
 People Strategy
 Requirements
 Finance
 Seller Rate
 Commission Computation
 Taxes
 Products
 Focus Area
 Projects
6.6.1.2 ACTIVITY DATE/S
Orientation shall beheld every third week of the month. (not yet for
implementation)
6.6.1.3 PLANNING DATE
Planningfor the Orientation shall betwo (2) weeks before the
Orientation date.
6.6.1.4 COORDINATOR

Coordinator for the Orientation shall bethe Sales Manager.If Sales
Manager is not available,AssistantSales Manager can take over as the
Coordinator.
6.6.2 SITE ORIENTATION
6.6.2.1 PURPOSE
 Physical SiteOrientation
 Minimum of five (5) attendees
 Broker shall lead theinvites
 Should be within policies
 Virtual Tour
 Videos aretaken from a possiblesourceof Target Market to the Site
 Videos shall beuploaded in the website:
www.innovarerealty.weebly.com
6.6.2.2 ACTIVITY DATE
6.6.2.4 COORDINATOR
Coordinator for the Orientation shall bethe Sales Manager.If Sales
Manager is not available,AssistantSales Manager can take over as the
Coordinator.
6.6.3 PRODUCT KNOWLEDGE SEMINAR C/O DEVELOPERS
6.6.4 ONLINE MARKETI NG TRAINING
 Facebook

 Opt-In
6.7 ANNUAL ACTIVITIES
Annual Activities areyearly activities of the Company that are
determined early in the year to continue momentum, be consistentin the
activities,setdirection for the officers and be the guidelineof Sellers to what
they shall expectyear-to-year basis.
These Annual Activities should be put in a calendar for everyone to see
on a daily basisin theoffice and onlineto avoid neglect. OnlineCalendar should
be put into alarm.
6.7.1 GOAL SETTING
6.7.1.1 PURPOSE
Goal Setting shall bethe motivation that Sellers & Brokers & Managers
shall setbefore beginning the next year. Setting Goals is believed to be the spark
of an individual to do his / her best and to learn what he / she needs to learn to
achievethe Goal he / she set.
Goal Setting shall havethe following:
 Goal Setting of each Seller
 Goal Setting of each Manager
 Goal Setting of the Company
 Discussion of How to get the Goal
 Discussion of whateach needs to achievethe Goal
Goal Setting shall beheld every Saturday night of December.
Planningfor Goal Setting activity shall beat leasta month before so that
reservation of venue shall besecured. Programshould contain the above-
mentioned activities in thepurpose.

6.7.1.4 COORDINATOR
Coordinator for the Goal Setting activity shall bethe Sales Manager. If
Sales Manager is not available,AssistantSales Manager can takeover as the
Coordinator.
6.7.2 GENERAL ASSEMBLY
6.7.2.1 PURPOSE
General Assembly is the announcement of the following:
 Sales Targets
 Marketing Strategies
 Promos and discounts of Developers in focus area
 Incentives for the firstsemester of the year.
General Assembly shall beheld every firstSaturday of January.
Planningfor the General Assembly should be done three (3) days after
Christmas Party before the Christmas Celebrations. Programshould contain the
above-mentioned activities in thepurpose.
6.7.2.4 COORDINATOR
Coordinator for the General Assembly activity shall bethe Vice
President Marketing. If Vice President Marketing is not available,Sales Manager
can take over as the Coordinator.
6.7.3 MID-YEAR ASSEMBLY
6.7.3.1 PURPOSE
General Assembly is the announcement of the following:
 Sales Targets
 Marketing Strategies
 Promos and discounts of Developers in focus area

 Incentives for the second semester of the year.
Mid-Year Assembly shall beheld every firstSaturday of June.
Planningfor the Mid-Year Assembly should be done on May's Monthly
Meeting. Programshould contain the above-mentioned activities in the purpose.
6.7.3.4 COORDINATOR
Coordinator for the Mid-Year Assembly activity shall bethe Vice
President Marketing. If Vice President Marketing is not available,Sales Manager
can take over as the Coordinator.
6.7.4 TEAM BUILDING
6.7.4.1 PURPOSE
Team Buildingis a collectiveterm for various types of activities used to
enhance social relationsand defineroles within teams, often involving
collaborativetasks.Itis distinctfromteam training,which is designed by a
combine of business managers,learningand development/OD (Internal or
External) and an HR Business Partner (if the roleexists) to improve the efficiency,
rather than interpersonal relations.
Team Buildingconducts the following:
 Team Games
 Announcements
 Promos and Incentives
 Repeating of Goals seton Goal Setting
 Review of Mission,Vision and CoreValues
Team Buildingshall beheld every fourth week of April.

Planningfor the Team Buildingactivity should bedone at leastone (1)
month before the said activity so thatvenue can be secured. Program should
contain the above-mentioned activities in the purpose.
6.7.4.4 COORDINATOR
Coordinator for the Team Buildingactivity shall bethe Vice President
Marketing. If Vice PresidentMarketing is not available,Sales Manager can take
over as the Coordinator.
6.7.5 CHRISTMAS PARTY & YEAR END ASSESSMENT
6.7.5.1 PURPOSE
Christmas Party is a social activity doneannually for everyone to have
fun and to gather everyone.
Year End Assessment shall beheld at the same time of the Christmas
Party because this is also thetime to relivesome of the memories of the year.
Year End Assessment conducts the following:
 Team Games
 Announcement of the:
o Seller of the Year
o Manager of the Year
o Largest Sale of the Year
o Events happened
Year End Assessment / Christmas Party shall beheld every second
Saturday of December.
Planningof Year End Assessment / Christmas Party should bedone at
leasttwo (2) months prior to the said event to secure venue. Programshould
contain the above-mentioned activities in the purpose.

6.7.5.4 COORDINATOR
Coordinator for the Year End Assessment activity shall bethe Chief
OperatingOfficer. If Chief OperatingOfficer is not available,VicePresident
Operations can take over as the Coordinator.
6.7.6 ANNIVERSARY & INNOVARE MONTH
6.7.6.1 PURPOSE
Anniversary is the celebration of reachinganother year into the resume
of the Company.
Charity is the time to give back to the community without expecting
anythingin return.
Celebration is the time to celebrate reachinganother fruitful year of the
Company
Trainingis thetime to educate everyone on what they need to learn in
order to help clients more
Recreation is the time for everyone to enjoy through different
recreations likeSpa,Bowling, Archery, Rock Climbingor any other sport/
recreational activity.
If all activities arecompleted, attendee shall haveone (1) already for
Christmas Party.
This shall bea month longactivity comprised of four (4) days divided
into the weeks of the month.
 Charity Week: FirstSaturday of October
 Celebration Week: October 11
 TrainingWeek: Third Saturday of October
 Recreation Week: Fourth Saturday of October

Planningfor the Anniversary / InnovareMonth should be done two (2)
months prior to the events to secure venue/s and determine costs.
Program should contain the above-mentioned activities in the purpose.
One week activity shall beled by a Vice President and Operations
Manager
6.7.6.4 COORDINATOR
Coordinator for the Anniversary activities shall bethe Chief Operating
Officer.If Chief OperatingOfficer is not available,VicePresident Operations can
take over as the Coordinator.
6.7.7 MONTHLY MASTERMIND WITH AFTER SOCI ALS
6.7.7.1 PURPOSE
Monthly Mastermind is a regular monthly meeting designed to discuss
the following:
 Best Achievement from lastMastermind
 Best Learningfrom lastMastermind
 Most intriguingChallengefaced from lastMastermind
 Help you most need lookingforward to the next Mastermind
 Review of the Goal Setting
 Target for the next Mastermind
After Socialsisjustmeeting of everyone to talk about something elsethan
sales and marketing.
Monthly Mastermind shall bedone every lastSaturday of the month.
Planningfor Monthly Mastermind shall bedone a day before. Alarm can
be set to remind everyone of the event.

6.7.2.4 COORDINATOR
Coordinator for the Monthly Mastermind shall bethe Sales Manager. If
Sales Manager is not available,AssistantSales Manager can takeover as the
Coordinator.
6.7.8 MONTHLY CONTRI BUTIONS PAYMENT
6.7.8.1 PURPOSE
Monthly Contributions Payment is a regular monthly payment schedule
meant to pay our dues to the Government as a benefit to Employees and Sellers
of InnovareRealty Solutions Corporation.
Monthly Contributions Payment includes the following:
 Bureau of Internal Revenue (BIR)
 Monthly WithholdingTax
 Quarterly Income Tax
 Annual Income Tax
 PagIBIGFund
 Bureau of Internal Revenue (BIR)
 Monthly WithholdingTax - Every 10th of the month
 Quarterly Income Tax - Every 20th of April,July, October
 Annual Income Tax - Every 15th of April of the followingyear
 PagIBIGFund - every 20th of the month
Planningfor the Monthly Contributions Payment should be at leasttwo
(2) days before the due date. This date is for the preparation of documents
needed to submit on the agency.
6.7.8.4 COORDINATOR
Coordinator for the Monthly Contributions Payment shall bethe Vice
President Finance.If Vice President Financeis not available,Accounts Receivable
Manager can take over as the Coordinator.

CHAPTER 7: ADMINISTRATION SYSTEMS STRATEGY
7.1 HARDWARE
7.1.1 OFFICE
7.1.1.1 PURPOSE
Officeis the primary venue of IRSC to do the different activities of the
Company. Itis the headquarters of the Company where the documents are
secured and compiled. IRSC Officeis a unitinsidea buildingused specifically as a
Government requirement for Companies.
7.1.1.2 NOTES
 The office should be kept clean and dry at all times.
 Electronic devices should be plugged out every time the officewill be
left.
 General cleaningof the office shall beevery two (2) weeks. The activity
shall bethe following:
 Toilet and lavatory cleaning
 Mopping and cleaningthe tiles insideComfort Room (CR)
 Cleaningthe furniturewith a damp rag
 Rearrangingof physical folders and cabinets to clear off wastes
 Avoid vandalismin the walls
7.1.2 DESKTOP COMPUTER
7.1.2.1 PURPOSE
Desktop Computer is the primary location of digital filesof IRSC. It is the
main backup of all the documents of the Company, its partners,its members and
its clients.
7.1.2.2 NOTES
Critical files shall bebacked up every two (2) weeks in Google Drive,
every 15th and 30th of the month.

This can be used to savevideos, music,softwareand digital resources
but atthe risk of the fileowner if those files arenot backed up.
7.1.3 PROJECTOR
7.1.3.1 PURPOSE
Projector is a hardwaredevice used to enlargeimages and videos in a
computer screen that can be delivered anywhere itis necessary.
7.1.3.2 NOTES
Should the Projector be borrowed, the borrower shall fill up a Borrow
Form. The Borrow Form shall havethe followinginformation:
 Borrow Date
 Borrower's Name
 Borrow Purpose
 Borrow Date of Return
 Approving Officer Name & Signature
 Borrower Signature
7.2 SELLING SYSTEM
7.2.1 PROCESS
1. Identify Specific Benchmarks
2. Literal Scripts
3. Materials to be used with each Script
4. Memorization of each Benchmark's Script
5. The delivery of each Scriptby Sellers in identical fashion
6. Managers give feedback the delivery of Scripts
7.2.2 BENCHMARKS
7.2.2.1 PURPOSE
Benchmark is a point of reference from which measurements may be
made. It serves as a standard by which others may be measured or judged.
Benchmark are important for the improvement of a certain skill or performance.

7.2.2.2 BENCHMARKS
The followingarethe benchmarks and below them are the information
needed:
 Appointment Presentation
 Needs Analysis Presentation
 Solutions Presentation
7.2.2.3 RECORDING
Benchmarks arerecorded in a Digital formonline.
7.2.3 LITERAL SCRIPTS
7.2.4 MATERIALS TO BE USED WITH EACH SCRIPT
7.2.5 FEEDBACK FORM
7.3 INFORMATION SYSTEM
7.3.1 VOUCHER
7.3.1.1 PURPOSE
Voucher is a financial instrumentthat serves to confirm or witness
(vouch) for a transaction.AVoucher is a document that shows sales services
have been rendered, authorizes payment, and indicates theledger account(s) in
which these transactions haveto be recorded.
7.3.1.2 METHODOLOGY

A Saleis made, documents submitted and required down payment paid
based on milestone
Receipt Voucher and commission to receive from the developer for
deposit
PayableVoucher and commission to disbursefromIRSC to AE via
personal receipt.
AE shall sign the voucher as proof of commission receipt.
OfficeCoordinator shall keep the voucher and compiled in a physical
folder in the office. A scan copy shall bemade and saveto a Google Drivefolder.
7.3.1.3 NOTES
Commissions areto be received personally.
Should there be an onlinetransfer or bank deposit, transaction receipt
or bank receipt shall serveas proof of receipt, respectively.
7.3.2 MINUTES
7.3.2.1 PURPOSE
Minutes are written record of a meeting. This document describethe
events of the meeting and may includea listof the following:
 attendees
 statement of the issues considered by the participants
 related responses
 decisions for the issues
7.3.2.2 METHODOLOGY
A meeting takes place.
Secretary of the meeting shall writethe minutes, secure and compilein
a physical folder.
All attendees and persons involved shall sign the minutes as proof of
their approval of the decisions and beawareof what transpired in the meeting.

Minutes shall beread before the startof the next meeting to reminisce
the decisions and events happened on the lastmeeting and to followup the
assignments of different key persons involved.
7.3.2.3 NOTES
Secretary of the Meeting is determined before the meeting in
alphabetical order of attendees.
7.3.3 POSITION CONTRACT
7.3.3.1 PURPOSE
A Position Contractis a written agreement concerningemployment or
contractors that is intended to be enforceable by law.
7.3.3.2 METHODOLOGY
A Newcomer shall attend Orientation and fill up a Recruitment form to
send to the OfficeCoordinator.
The Newcomer shall completethe People System process as stated in
this manual.
Vice President Operations shall approveif the Newcomer is qualified to
be a member of the Company.
The Newcomer shall sign a Position Contractas approved by the Vice
President Operations.
7.3.3.3 NOTES
Position Contract shall becompiled by the Office Coordinator in a
physical folder and Google Drivefolder.
Every member of the Company shall havetheir own physical folder.
7.3.4 CLOSED SALE RECORD
7.3.4.1 PURPOSE

Closed SaleRecord is a document of summary information of the closed
sale.Closed SaleRecord shall havethe followinginformation:
 Closed SaleDate
 Project Name
 Developer Name
 Unit Number
 Principal ClientName
 Total SellingPrice(TSP)
 Down Payment (DP) Term
 FinancingChosen
 Account Executive Name
 Manager Name
 Inquiry Source
 Documents Submitted
7.3.4.2 METHODOLOGY
1. A saleis made.
2. AE shall writethe Closed SaleRecord information.
3. AE shall send the Closed SaleRecord information to the following
avenues:
4. Facebook Group
www.innovarerealty.weebly.com/closed-sale-report
5. Text Message to Manager
6. Scan / Picture Buyer Information Sheet (BIS) / Reservation Agreement
(RA)
7. OfficeCoordinator shall printa hard copy of the BIS
8. OfficeCoordinator shall send a Sales Confirmation Textwith the
followinginformation:
9. Summary Information of the Sale
10. Tentative scheduleof commission releases
11. Reminder about the completion of client's requirements
7.3.4.3 NOTES
AE shall scan and compilea copy of the BIS / RA for salereference.

Use only one (1) filefor the Closed SaleRecord and Commission
computation instead of multiplefiles.
Sales Confirmation Text shall besent every after Closed Sale.
DISCLAIMER: The scheduleprovided in the scheduleof releases is based on the
Developer's commission milestone.There can be changes without prior notice.
Pleasemake surethat all required documents are complete and payments are
paid on due date.
7.3.5 PROJECT INFORMATION
7.3.5.1 DESCRIPTION
Project Information aredata about developments that salespersons,
brokers and referrers can useto learn about these projects,ableto educate
prospects and market effectively.
7.3.5.2 RESOURCE LOCATION
Project Information can be found in this location:
 www.innovarerealty.weebly.com/
 Members
 Sales Kit
7.3.6 DEVELOPERS LIST
7.3.6.1 CRITERIA
 Location of Projects
o Transportation is accessible
o Near commercial establishments
 Quality of Projects
o With wall,ceilingand floor finishing
o Construction methodology is up-to-date
o Materials used arestandard with the local and international
standards
 ApproachableCoordinators
o Replies immediately, or after a work, on an inquiry

o Can be called until in the evening (but consider not callinglate
at night)
 FastCommission Release
o Release of commissions should beon or before the milestone
date.
o Less bureaucracy,approvalsor signatures in releasingof
commissions.
 Sends out regular Updates
o Sends memorandums on the promos and discounts of the
Project through email
o Sends notices on the changes or news, likepriceincrease,in
the Project through email or text message
o Reminds Sellers of
 Ease of Site Viewing & Presentation
o Less bureaucracy or approval,if noteliminated,in accessing
Model Units
o Ready availablepresentation materials sent
o Coordinator is ready to assiston siteviewing
7.3.6.2 DEVELOPERS LIST & COORDINATOR & CONTACT NUMBER
DEVELOPER COORDINATOR CONTACT #
DMCI Jennifer Briones 0815.122.6741
SMDC Maria Corazon Silvano
0877.085.8840
0842.206.1288
Federal Pioneer
Development
Corporation
Emelyn Liberato 0817.838.7101

Antel Group of
Companies
Nesty Mascardo
Annabel Culang
Kristel Anne Lopez
0817.780.6687
0888.888.1738
0877.824.4487
0885.630.2701
8880 Development
Corporation
Borland Development
Corproation
Joy (North)
Angela (South)
Avida Land Inc. Diona Quiblat(North) 0817.582.3856
Metrostar Realty
Development Corp.
Kathleen Saberon (QC)
Vicky (SJDM)
0816.618.2518
0823.748.1517
0818.845.1181
7.3.6.3 FOCUS

IRSC is focused on properties in Ortigas area.This is to specializeand
become an expert in a certain nichemarket, be known and dominate it as the
leadingmarketer. Remember that, "Not everyone is your market"
The followingDevelopers are the Developers in the Ortigas area:
o DMCI Homes
o SMDC
o Federal Pioneer Development
o 8880 Landholdings Inc.
o Antel Group of Companies
o Borland Development Corporation
7.3.6.4 ACCREDITATION PROCESS
1. Determine Developer to Accredit
2. Determine the Office, Broker Coordinator and requirements
3. Fill up Accreditation form and send requirements
4. Disseminateinformation aboutthe Developer, Projects,Promos &
Discounts
5. Start making a Marketing Plan based on the Marketing Strategy
7.3.6.5 NOTES
o Accreditation shall bedone by the Management only.
o It is advisablethatan AE pick a particular projectto focus on.

CHAPTER 8: POLICIES
8.1 COMMISSION COMPUTATION
8.1.1 PURPOSE
Commission Computation is the computation IRSC use to determine the
commission of an AE from an account. Commission Computation contains the
following:
o Closed SaleDate
o ClientName
o Developer Name
o Total SellingPrice(TSP)
o Seller Name
o DP Term
o FinancingChosen
o ReceivableAmount
o Released Amount
o WithholdingTax Amount
o Commission Amount
o Released Date
8.1.2 NOTES
For Developer with Lead Broker, Developer subtracts withholdingtax
then the Lead Broker subtracts withholdingtax then IRSC subtracts withholding
tax
8.1.3 SAMPLE COMPUTATION
o Closed SaleDate: January 1,2017
o ClientName: Jose P. Rizal
o Developer Name: Federal Pioneer Development Inc.
o TSP: P 2,500,000
o Seller Name: Andres Bonifacio
o DP Term: 18 months
o FinancingChosen:Bank
o ReceivableAmount: P 75,000
o Released Amount: P 4,166.67
o WithholdingTax Amount: P 416.67

o Commission Amount: P 3,750.00
o Released Date: June 30, 2017
8.2 COMMISSION RELEASE (IRSC TO AE)
8.2.1 PURPOSE
Commission Releaseis a policy on how the commissions will bereleased
to the Sellers.
8.2.2 NOTES
o DATE: Every lastSaturday of the month
o The form of commission shall be the following:
o Checks
o Bank Deposit
 BDO
 BPI Family Savings Bank
o Personal Appearance
 OfficeHours
 Mastermind Meeting
8.3 COMMISSION RATE
8.3.1 DESCRIPTION
Determination of the rate of a seller shall receiveupon consummation
of a sale.
8.3.2 RATE
 Account Executive: Three per cent (3%) of TSP
 Manager: Five per cent (5%) of TSP
 Referrers: Two per cent (2%) of TSP
8.3.3 NOTES
 IRSC is considered the Real Estate Broker
 "ACTIVE" means an Account Executive / Member who is participatingin
Company Events

8.4 COMMISSION MILESTONE (FOCUS PROJECTS ONLY)
8.4.1 PURPOSE
8.4.2 NOTES
 Each Developer has its own Milestone.
 Each Payment Term has its own Milestone
8.4.3 MILESTONES
Pleasesee Bibliography for the Milestones.
8.5 INCENTIVES
8.5.1 PURPOSE
Incentives are something that motivates or encourages an Account
Executive to sell properties.It may be in the form of cash or in-kind or points.
8.5.2 INCENTIVES
8.5.2.1 ACCOUNT EXECUTIVE
Cash and In-Kind and point incentives all goes to the Account Executive.
Should the Broker is the only one allowed to receive such incentives,
IRSC shall giveauthority to the Account Executive to receive the said incentiveby
the AE themselves.
8.5.2.2 REAL ESTATE BROKER
Should there be an incentivefor the Real Estate Broker, IRSC gets the
incentive. IRSC is considered the Real Estate Broker.
8.5.2.3 IN-KIND

Should the incentive be in the form of in-kind,the incentive goes only to
the AE and nothing to the AssistingExecutive. Searchingfor a clientis more
difficult,if notmore important, than closinga sale.
8.5.2.4 GROUP / AWARDS
If incentive or award comingfrom a group effort is cash,cash shall be
divided pro-rata to the salecontribution
If incentive or award comingfrom a group effort is in-kind,the following
will befollowed:
Determine the monetary equivalentof the in-kind incentive
Incentive will beoffered to the top AE achievers with 10% to 30%
discount,with the top Seller havingthe rightof firstrefusal.
After monetization of the in-kind incentive,the cash shall bedivided
pro-rata to all the contributors
What about IRSC parthere?
8.5.2 NOTES
8.6 PERFORMANCE REPORTS
8.6.1 PURPOSE
Performance Reports is a document containingthe month-by-month
performance of a Seller.The report shall havethe followinginformation:
Details of the sale(see Section 7.3.4.1).
Tentative scheduleof releases.
Reminder about the completion of client's requirements.
8.6.2 COORDINATOR

8.6.3 NOTES
Performance Reports shall besent through email and confirmed
through call atthe end of every month.
Performance Reports shall bereleased at the same time as the
commissions
A disclaimer will beadded on the reports as a reminder. The disclaimer
shall havethe followingphrase:
DISCLAIMER: The scheduleprovided is based on the Developer's commission
milestone. There can be changes without prior notice. Pleasemake sure that all
required documents are complete and payments are paid on due date.
8.7 POSITION CONTRACT
8.7.1 DEFINITION OF TERMS
8.7.2 MEMBER LEAVES WITHOUT FINISHING CONTRACT
8.7.2.1 HEALTH & FAMI LY REASONS
8.7.2.2 PERSONAL CHOI CE
8.7.2 NEGLIGENCE OF POST
8.7.3 UNETHICAL MOVE

8.7.3 COMPETITION
All Members of the Company, with signed and notarized Position
Contracts,covenant and agree that, duringthe term of your contractwith the
Company and for twelve (12) months after the termination thereof, regardless of
the reason for the employment termination, you will not, directly or indirectly,
anywhere in the territory, on behalf of any Competitive Business perform the
same or substantially thesame Job Duties.
All Member of the Company also covenantand agree that duringthe
term of your contract with the Company and for twelve (12) months after the
termination thereof, regardless of the reason for the contract termination,a
Member will not, directly or indirectly,solicitor attempt to solicitany business
from any of the Company's Customers, Customer Prospects,or Vendors with
whom you had Material Contactduringthe lasttwo (2) years of your contract
with the Company.
All Member of the Company also covenantand agree that duringthe
term of your employment with the Company and for twelve (12) months after
the termination thereof, regardless of the reason for the contract termination,a
Member will not, directly or indirectly,on your own behalf or on behalf of or in
conjunction with any person or legal entity, recruit, solicit,or induce,or attempt
to recruit,solicit,or induce,any non-clerical employee or seller of the Company
with whom you had personal contactor supervised whileperforming your Job
Duties, to terminate their contract relationship with the Company.
8.7.4 NO EMPLOYEE-EMPLOYER RELATIONSHI P
Seller, in performance of services under the contract,is actingas an
independent contractor,and will not be considered an employee of the
Company for any purpose. It is not the Parties' intent, and nothing herein shall be
construed, to create between Contractor and the Company the relationship of
employer / employee, partners or jointventures. Contractor is engaged in an
independent business separateand apartfrom the Company and as such has the
rightto control the manner, method and means by which Contractor's work is
performed. The Company shall nothave the rightto, nor shall the Company in
fact, control the manner, method or means by which Contractor provides
Contractor's services.The Company only has the right to control Contractor as to
the identification of services and results desired.

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