Business

Commissions

Track expected commission payments per policy, mark them received as cash lands, and watch for chargebacks when policies lapse. The page supports every common carrier structure: heaped life, levelized, Medigap, Medicare, annuity trail, P&C books, ancillary, DI, LTC, group ACA.

Quick answers

Why are my expected payments wrong?

Expected payments are computed live from each policy's commission setup. If the math looks off, the inputs are the place to fix it: open the client, expand the policy, scroll to the commission block, and check the mode (flat / advance / annuity) plus the percentages, term, and dates. Click Preset for a starting point that matches common carrier structures.

A policy lapsed and a red row appeared. What is it?

A chargeback. When you set a policy to Lapsed/Cancelled/Surrendered/etc. within the chargeback window you configured, the system writes a negative-amount ledger row reversing part of the commission you'd already received. Defaults: 100% reversal in the first N months (per policy), 50% in the next M months, zero after vesting. You can edit or delete it if the carrier negotiates a different recovery.

How do bonuses work?

Bonuses (persistency, production, contingent) are tracked as positive-amount ledger entries you record manually. Click Mark received on any date, switch the Type radio to "Bonus", enter the amount, save. They count toward YTD earnings but don't tie to a specific expected-payment row.

What's "as-earned" mode for?

Some carriers don't advance commission — you just get paid as the premium comes in, month by month. Setting frequency to as-earned on a flat-mode policy disables scheduled generation entirely. You manually record each payment with Mark received.

The three commission modes

Every policy with a commission setup picks one of three modes.

Flat — pays a fixed dollar amount on a schedule. Use for P&C personal lines, level group life, Medicare MA/PDP (where carriers pay $726 first year then $363 each renewal year for 60 months), and group/ACA per-member-per-month.
Advance — pays a percentage of annual premium up front (3, 6, 9, or 12 months advanced), then renewal percentages in subsequent years. Use for heaped life, final expense, Medigap, ancillary, DI, LTC, levelized splits.
Annuity — pays an upfront percentage on the deposit, then an annual trail percentage of account value. Use for fixed/indexed/MYGA annuities.

Carrier presets

The Preset dropdown on the commission block fills in a starting point for common carrier structures (Medigap, heaped life, final expense, ancillary, DI, LTC, levelized IUL, Medicare MA, Medicare PDP, level group life, group ACA, P&C personal, annuity with trail). Picking a preset sets the mode and the canonical percentages. You can edit anything before saving.

Chargebacks

Set Full chargeback months and Half chargeback months on the policy's commission block, plus an optional Vested after month if the policy stops being clawback- eligible after a fixed point. When you mark the policy lapsed or cancelled within the window, a red negative-amount ledger row appears on the commission calendar. The client's detail page also surfaces an oxblood callout linking you straight to the ledger.

Producer splits

If you owe an override to a downline producer, set Producer split % on the commission block. Every expected payment then reflects your share, not the gross carrier payment. Useful for agencies where the top-line producer keeps less than 100%.

The page

Four stat cards sit across the top. Expected This Month also says how many carriers and policies make up that number, and how much of it lands this week (Sunday through Saturday). Received This Month is always the calendar month, no matter which preset or filter you have on. Total Overdue is whatever is past due in the current view. YTD Earnings is a signed total: chargebacks pull it down, bonuses push it up. Under it you get a comparison with the same stretch of last year, counted through today's date. If last year has nothing in that window you get a dash instead of a percentage.

Calendar view is the default. List view shows the same payments as a stack of cards. The carrier, product, and status filters narrow the list, and the carrier and product ones also change the expected figures. Click a date to open the panel for that day. Mark received records the cash; Undo deletes the record.

Exporting to CSV

Set a From and To date in the filter card and click Export CSV. The dates start out at the last 24 months through today. You can widen that to anything up to ten years. Each expected payment in the range gets a row with the client, product, carrier, expected date, amount, status, received date, and notes. The export ignores the filters on the page and covers every policy in the workspace.