What are waterfall steps?
Each commission record has an ordered list of steps that are applied in sequence to the gross commission income (GCI). Common steps include a referral fee, a brokerage percentage, a transaction fee, and a team override — but you can create any steps that match your office structure.
Adding steps to a transaction
When recording a commission on a closed lead, click Add Step to build the waterfall for that transaction. For each step, enter a label (e.g. "Brokerage Split"), choose the type (percentage or flat dollar), enter the value, and optionally name the recipient.
Step order matters
Steps run in the order you define them. Each step takes its amount from the remainder left after the previous step. Reorder steps by dragging them in the step list. A live preview shows the payout at each stage as you build the waterfall.
Saving as a template
Once you have a waterfall that represents your standard office structure, click Save as Template. Give it a name (e.g. "Standard 70/30" or "Referral Deal"). Templates appear in a dropdown on any future commission record — applying one pre-fills all steps instantly.
