Let me paint you a picture of the perfect world. A world in which you’d have all the clients you could ever want. You’d be able to pick and choose the clients you’d work with. You don’t have to work on every loan deal that comes along just to make a buck. In this world, every loan closes, your client is happy, and you take home 100% of the commission. Did I mention they give you a referral the very next week! Don’t we wish it worked this way?
In reality, you work hard for every loan deal, and they are far from perfect. Then there’s the issue of who gets paid what out of your commission. Usually you lose money every day because of commission split, so you must charge your clients more to make up the difference. The higher fees offset the experience and knowledge a broker brings to the deal and that makes it less beneficial for a borrower to use a broker.
While there is no true “industry standard” for how commissions are split, what we know is that it is industry standard to split commission. The split may be 25%, 30%, 50%, or more. Maybe it’s a point here or a point there. The split may be with the lender, a referral agent, a brokerage house, or a number of others. When it comes right down to it, the split costs you money and therefore costs your client money. There must be a way to provide the best service with the best loan product and charge the client a reasonable fee.
What does it look like when someone takes a percentage of your commission? Most brokers know it all too well, but take a look at the table below for a look at the hard dollars lost from a potential commission split. In this example, the loan value is $1,000,000, the commission is 3%, and the split is 50%.
LOAN VALUE $1,000,000.00
ORIGINATION POINTS (3%) $30,000.00
SPLIT (50%) $15,000.00
BROKER COMMISSION $15,000.00
HARD DOLLARS LOST $15,000.00
If you didn’t have to split your commission you would have the opportunity to charge a little less commission and still make more money. That would result in a happy client and happy clients give referrals and I don’t have to tell you that referrals mean more money. On top of that, if we make it cost effective, that client may just come back to you for the refinancing and for the loan on their next property. Sounds like a win-win for everyone. Read the rest of this entry »