Internal use only · For training purposes only · Not a compensation agreement
1What is the lead source?
Self-Generated
LO's own lead
Lead came from the LO's own network, past clients, or personal marketing. LO earns their full comp rate. No branch split.
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Branch Referral
Branch-introduced lead
Lead was introduced by branch management, a company campaign, or a company-owned partner relationship. LO comp is reduced to half their self-gen rate. The freed-up bps benefit the borrower.
2Is the lender flagged non-del?
Non-Delegated
Lender flagged non-del in pricing
UMortgage is technically the lender. Lender underwrites and discloses, but we control pricing exceptions. Caps are generally already built into pricing.
Underwriting feeMust be priced in — no separate charge
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Brokered
No non-del flag — brokered file
Wholesale lender funds and underwrites. UMortgage earns a broker fee. Two comp options: lender paid or borrower paid — never both on the same file.
Underwriting feeSeparate line-item charge or priced in — either available
3How comp works by combination
Self-GenNon-Del
Full comp + limited pricing exceptions
LO compFull self-gen rate (e.g. 125 bps)
Comp capLO's chosen $ cap (e.g. $8,000)
Pricing exceptionsCase-by-case on larger loans — branch manager approval required
LO Comp CapBuilt into pricing
Branch ReferralNon-Del
Reduced comp → pricing exception to borrower
LO compHalf of self-gen rate (e.g. 62.5 bps)
Freed-up bps62.5 bps → pricing exception
Borrower benefitReduced discount points or lender credit
LO Comp CapBuilt into pricing
Self-GenBrokered
Lender paid at 275 bps, or switch to borrower paid
Lender paid comp275 bps to company
Borrower paid optionUp to 275 bps, subject to 3% points & fees cap
Large loan cap savingsExcess revenue above cap can reduce borrower-paid bps further
LO Comp CapNot built into pricing — managed by branch manager manually
Branch ReferralBrokered
Automatically borrower paid — reduced rate
Comp typeBorrower paid only (lender paid is always 275 — no reduction possible)
Large loan cap savingsAdditional bps reduction possible if excess revenue exists
LO Comp CapNot built into pricing — managed by branch manager manually
Exceptions & Guardrails
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VA Loans
Veteran capped at 1% total — not enough for borrower-paid comp. Must use lender-paid brokered or non-del. Branch referral pricing exception still available.
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Sub-600 Credit Score
Non-delegated is not available. Must go brokered only. Company does not take on warehouse line risk for these files.
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Specialty Products
One-time close construction and doctor loans may be required to go brokered even if lender allows non-del. Check with branch manager.
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3% Points & Fees Cap
On brokered files, broker compensation counts toward the 3% cap. Borrower-paid comp is generally 275 bps or lower as a result.
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LO Comp Cap
LO chooses their own dollar cap (e.g. $8k self-gen / $4k branch referral). On brokered files, caps are not built into pricing — managed by branch manager manually.
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Lead Source Designation
Self-gen vs. branch referral must be set at time of application and cannot be changed retroactively. Escalate disputes to branch manager.
