P2P Properti: Konsumtif atau Produktif?

Properti adalah salah satu segmen yang disasar oleh p2p lending, meskipun masih sedikit penyelenggara yang tergabung dalam segmen ini. Segmen properti cukup unik karena bisa memadukan pinjaman produktif maupun konsumtif, berbeda dengan segmen UMKM yang eksklusif untuk keperluan produktif, ataupun payday loan yang cenderung digunakan untuk keperluan konsumtif. Padahal p2p konsumtif dan produktif sangat berbeda secara fundamental maupun fans club (memiliki penggemar eksklusif masing-masing).

Karena keterbatasan sample (penyelenggara yang sesuai kriteria), kita hanya bisa fokus melakukan pembahasan terhadap p2p lending yang paling pertama dan paling fokus pada segmen properti yaitu Gradana. Gradana sudah memiliki review untuk lender sebelumnya, dan tulisan ini akan lebih fokus pada pembahasan ekosistem produk Gradana, serta prediksi saya terhadap p2p segmen properti di masa depan.

Apa Tujuan P2P lending properti?

Meskipun menurut saya dampak sosial hanyalah ‘fitur marketing’ yang digunakan oleh bisnis startup, namun hal tersebut menjadi inti dari pola bisnis dan proyeksi masa depan, sehingga penting bagi kita untuk memahami dulu jenis masalah yang disasar oleh p2p lending properti.

Gradana berusaha menjadikan p2p lending sebagai solusi atas permasalahan kependudukan di Indonesia, dengan mengutip data sebagai berikut:

Badan Pusat Statistik (BPS) pada 2019 menyebutkan bahwa 43,49% keluarga di Indonesia tidak memiliki akses untuk memiliki hunian yang layak, dan menurut Kementrian PUPR sejumlah 13.5 juta keluarga belum memiliki hunian. Backlog yang terjadi cukup besar. Dimana terdapat 13,5 juta unit hunian, namun kurang dari 25% dari total populasi yang mampu membelinya. Kesenjangan ini terjadi karena kurangnya akses finansial yang memadai, terlebih hampir 60% masyarakat Indonesia bekerja pada sektor informal. Padahal setiap tahunnya kebutuhan akan hunian yang layak terus bertambah sebanyak 800 ribu unit.

Liputan Sindonews terhadap Gradana

Perihal apakah hal ini sukses dilakukan atau tidak tentunya belum bisa ditentukan sekarang, mengingat segmen yang niche tersebut membuat disbursement Gradana masih jauh dari kategori ‘masif’ dan minimnya partisipasi dari penyelenggara lain untuk terjun di tujuan yang sama. Padahal diperlukan ekosistem usaha yang besar dan sistematis untuk membuat perubahan berarti. Kendati demikian, Gradana menginformasikan saya bahwa disbursement mereka naik terus dari tahun ke tahun, dan di tahun 2020 malah melonjak lumayan tinggi.

Apabila kita lihat penyelenggara lain, mayoritas memilih main di segmen UKM, konsumtif, serta agrikultural. Konsumtif memiliki sasaran market terbesar (terbukti dari jumlah lender dan borrower), UKM memiliki potensi growth terbaik (terbukti dari banyaknya penyelenggara baru di bidang ini), dan agrikultural sepertinya paling ‘marketable’ untuk ‘social investing’ (terbukti dari injeksi dana dan awards yang didapatkan segmen tersebut)

Padahal kalau dipikir-pikir, segmen properti ini memenuhi kriteria tiga-tiganya. Ada unsur konsumtif yang dibutuhkan banyak orang, memiliki trajectory pertumbuhan positif (pembangunan terus berjalan), serta juga memiliki ‘dampak sosial’ karena meringankan beban orang dalam membantu memenuhi kebutuhan primer yaitu papan. Menurut saya, justru karena perpaduan 3 ‘beban’ ini sehingga tidak banyak yang mau bergerak di bidang properti. Menyelesaikan satu masalah sosial saja sudah rumit, apalagi tiga sekaligus.

Keterbatasan kompetensi menjadi kendala lainnya. Hampir semua founder p2p lending lainnya berpengalaman hanya di bidang finansial saja, tanpa ada pengetahuan tentang dunia properti sama sekali. Ini juga menjadi barrier of entry yang cukup kuat. Bila berkaca pada masa lalu, banyak p2p lending agrikultural dilanda masalah karena ternyata pendirinya tidak memiliki latar belakang agrikultur. Pemimpin suatu fintech benar-benar harus paham akan industri yang menjadi sasaran utama mereka.

Ekosistem Produk Gradana

Seperti yang saya sebutkan diawal, produk Gradana terbuka bukan hanya untuk lender umum, melainkan juga borrower individual maupun borrower perusahaan. Hal ini karena mereka memiliki beberapa produk yang memiliki sasaran berbeda. Kendati demikian, menurut pengamatan saya: beberapa produk memiliki jumlah yang lebih banyak daripada produk lainnya. Hal ini menandakan ada kesenjangan jenis borrower yang disasar oleh masing-masing produk.

Grasewa

Kebanyakan pemilik properti meminta bayaran secara tahunan, entah sebagai persyaratan atau sebagai insentif harga yang lebih murah. Grasewa mempermudah penyewa properti untuk melakukan pembayaran bulanan dengan komitmen tahunan kepada pemilik properti, jadi Gradana akan membayarkan harga tahunan tahunan terlebih dahulu kepada pemilik properti, dan peminjam akan melunasi secara bulanan kepada Gradana. Idealnya, diskon biaya tahunan yang diberikan oleh pemilik properti lebih besar daripada bunga yang dikenakan oleh Gradana, namun hal ini tentu tidak bisa terjadi setiap saat.

Tentunya, karena berkonsep p2p lending, maka yang sebenarnya mendanai si penyewa tersebut adalah para lender. Beberapa orang berpendapat Grasewa masuk dalam komponen pembiayaan konsumtif, meskipun hunian sebenarnya adalah kebutuhan dasar manusia menurut Maslow Hierarchy of Needs.

Pinjaman ‘konsumtif’ ini lebih aman daripada pinjaman konsumtif model payday loan yang tanpa jaminan, sebab disini kita memiliki alamat tinggal peminjam, dan kembali lagi ke prinsip Maslow tadi, peminjam melakukan pinjaman untuk memenuhi kebutuhan dasarnya, bukan untuk hal yang bersifat ‘lapar mata’. Kendati demikian, diantara produk Gradana yang lainnya, produk GraSewa secara teori memiliki risiko tertinggi karena uang sudah dicairkan ke landlord, sehingga landlord bisa saja bersikap ‘bodo amat’ bila terjadi telat atau gagal bayar (krediturnya adalah Gradana, bukan si landlord).

GraDP

GraDP adalah pembiayaan agar DP rumah bisa dilunasi terlebih dahulu, dengan cara memecah DP menjadi cicilan sampai dengan 24 bulan. Namun untuk pelunasan kepada pihak propertinya, tidak diurus oleh GraDP. Peminjam bisa mengajukan pembiayaan ke KPR bank atau institusi finansial lainnya. Kemungkinan karena risikonya terlalu besar bila P2P lending melakukan pembiayaan sampai selesai, tentunya lender juga menghindari risiko yang terlalu besar.

Hal ini memungkinkan untuk properti yang menagih DP jauh di muka sebelum memulai pembangunan. Misalnya, booking unit sekarang menggunakan DP, namun pembayaran pertama dilakukan setelah sudah ‘topping off’. Makin banyak properti yang menggunakan strategi ini, meskipun menurut saya jarang berhasil. Wajar saja jenis produk ini lebih sedikit daripada produk lainnya, karena sayapun melihat ada beberapa masalah pada skema ini:

  1. Properti biasanya sudah bekerjasama dengan KPR bank, sehingga tidak ada kesempatan eksposur ke Gradana. Gradana sebenarnya mempunyai program persetujuan otomatis dengan beberapa bank penyedia KPR. Sehingga bila track record pembayaran kepada Gradana bagus, maka otomatis dapat KPR.
  2. Orang yang sudah datang untuk DP properti tidak mungkin datang dengan tangan kosong. Pasti uang DP sudah disiapkan di muka.
  3. Tidak adanya sosialisasi dan penawaran dari pihak properti, sehingga orang tidak tahu akan produk GraDP ini

GraDP ini menurut saya produk yang harusnya digembor-gemborkan, karena orang mapan yang ‘tidak butuh pinjaman’ pun sebenarnya bisa diuntungkan dengan skema pemecahan dp properti ini. Ketika kita sudah DP sebuah properti, uang kita jadi ‘uang mati’ yang tidak berkembang. Dengan GraDP, uang bisa diputar dahulu dan bahkan bisa mengambil spread positif bila ditaruh di instrumen investasi yang returnya lebih tinggi daripada bunga GraDP.

Risiko GraDP sangat tergantung dari kerjasama dengan pihak developer (pengembang properti). Apabila terjadi telat bayar, apakah developer bersedia mengembalikan ke pihak Gradana? 

Grarenov

Konsep Grarenov sebenarnya sama persis seperti Grasewa, hanya saja tujuan pembiayaannya untuk renovasi. Grarenov bisa menjadi konsumtif ataupun produktif tergantung dari si peminjam. Misalnya, restoran UKM yang mengajukan renovasi untuk ekspansi kapasitas tempat duduk tentunya masuk kategori pendanaan produktif, sedangkan individual yang renovasi rumah bisa dikatakan pendanaan konsumtif.

Untuk pinjaman individual, tentu yang dinilai adalah kemampuan bayar berdasarkan penghasilan bulanan misalnya gaji, sedangkan untuk pinjaman bisnis, di cek cashflow hasil operasionalnya. Grarenov, sama seperti working capital, tidak memiliki jaminan namun bisa mengandalkan data historis sebagai metriks risiko. Beberapa borrower mengambil working capital bukan berarti tidak memiliki cukup dana untuk pembayaran upfront, tapi untuk memperlancar cashflow. Jenis borrower yang seperti ini harusnya risikonya tidak terlalu besar.

GraKarya

Grakarya merupakan produk Gradana yang paling klasik alias umum ditemukan di p2p lain juga, yakni berupa pendanaan tagihan (invoice financing). Pendanaan kategori ini secara teori paling aman karena kita sekedar ‘menalangi’ dana yang belum cair atas tagihan si peminjam. Grakarya di Gradana dibatasi hanya untuk keperluan proyek yang berhubungan dengan properti saja, meskipun di tahun 2020 Gradana sempat ‘melunak’ karena tingginya kebutuhan pendanaan di segmen lainnya terkait dengan pandemi COVID-19.

Tidak banyak yang saya bisa komentari disini, karena memang tidak ada hal khusus. 

Kesimpulan

P2P Properti bisa menjadi middle ground

Pada dasarnya konsumtif dan produktif bersatu disini, untuk tujuan yang dibatasi hanya untuk yang berhubungan dengan properti: sewa tempat tinggal, renovasi, dp cicilan, dan invoice financing. Segmen hybrid ini saya harapkan kedepannya bisa semakin banyak tersedia, mengingat konsumtif maupun produktif memiliki kelebihan dan kekurangan masing-masing.

Spektrum risiko terlebar

Karena banyaknya variasi tujuan pendanaan dan jenis peminjam, maka klasifikasi risiko disini tergolong yang paling lebar dan variatif. Bila jumlah kesempatan pendanaan di segmen ini bisa meningkat drastis, maka memberikan keuntungan pada lender karena pilihan pendanaan menjadi sangat bervariasi dari segi tenor maupun risiko.

Dampak sosial

Jumlah penyelenggara yang bergerak di segmen ini masih terlalu sedikit untuk membuat dampak sosial yang berarti, dan sejauh ini penyelenggara lain hanya menjadikan segmen properti sebagai ‘sampingan’ ketimbang fokus utama. Sebenarnya mirip juga dengan pendanaan edukasi yang memiliki karakteristik dan nasib sama.

Potensi

Segmen ini masih belum banyak digarap sehingga menjadi potensi yang menarik untuk ‘calon’ penyelenggara baru, namun di sisi lain sepertinya belum banyak juga borrower yang tertarik untuk meminjam untuk memenuhi kebutuhan yang berhubungan dengan properti. Perlu diingat juga bahwa segmen ini termasuk salah satu yang paling sulit dipelajari dan dikuasai. Pemain eksisting hanya menjadikan properti sebagai segmen sampingan ketimbang segmen utama.

Masa Depan

Segmen ini sepertinya bisa mendadak hype dalam beberapa tahun kedepan, sama halnya seperti fintech agrikultur yang butuh waktu untuk menjamur. Khususnya untuk Gradana, masih perlu lebih banyak sosialisasi dan promosi, terutama untuk produk seperti GraDP dan GraSewa, agar lebih banyak borrower yang tertarik menggunakan produk tersebut untuk membantu manajemen keuangan. Ekosistem P2P lending yang sehat dinilai dari pertumbuhan borrower maupun lender secara seimbang.

Apabila anda tertarik mencoba Gradana sebagai satu-satunya p2p lending properti, anda bisa menggunakan kode referral saya adrianxgradana

Adrian Siaril
Adrian Siaril

The boss

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