Ashley Nguyen is the Controller at JMAC Lending and she leads its accounting and payroll functions. She explains that commissions in the lending space can be extremely complicated.
“We have a tiering system affected by units or volume. We have adjustments and kickers based on various loan products. We have various kickers for pull-through. Timing of payments from customers also adds complexity to commissions payouts.”
Large Nationwide Team
With 40-50 reps across the nation, Ashley and her team were sinking too much time into creating, downloading, and manually sending out reports one by one.
Manual, Time-Consuming Process
Prior to adopting CaptivateIQ, Ashley’s team was using a mix of Excel and Crystal reporting. Each time the company made changes to commissions plans, her team would have to make changes in Crystal Reports which proved to be a very time consuming process.
Vulnerability in the Face of Turnover
On top of the old process being extremely time consuming, the JMAC team became acutely aware of how vulnerable it was to turnover when they lost a reporting analyst who understood the commissions reporting system end-to-end. In the face of having to pull together reports without the analyst, Ashley and her team set out to find a more sustainable, more robust solution.
With the complexity of commissions in the lending space, Ashley mentions that finding a platform that was flexible enough to handle the nuance and complexity was critical.
“With CaptivateIQ, we found that we didn’t have to change our plans simply to conform to the system. There was no boxing ourselves in, and there were no limitations.”
Ashley and her teammates reviewed a slew of software options, including general ledger software platforms and mortgage lending-specific software options. However, they found that CaptivateIQ was still able to better handle the intricacies of their calculations and commissions plans.
“CaptivateIQ was able to calculate whatever we defined as pull-through, because everybody defines it very differently. It was able to take every component of our plan and make calculations accurately.”
Ashley notes that there has been a huge time-savings now that they can simply share data and statements to every single sales rep at the push of a button.
Over a year after adopting CaptivateIQ, Ashley says she would describe the platform to a friend this way,
“If you can think it, CaptivateIQ can do it.”
We agree with Ashley that our platform can do whatever you think it should be able to do.
If you’re curious to know whether CaptivateIQ can handle your commissions structure, we'd love to hear from you!