The Challenge: A Platform Shutdown and a Complex Structure to Carry Forward
Three Point Mortgage had spent significant time originally finding SalesVista, a commission tool that could accommodate the nuances of mortgage compensation. When SalesVista announced it was going out of business, the team was back to square one, and with a hard deadline looming.
“We were crushed. We took a lot of time in finding them, and so we definitely had the fear popping up of, oh no, we have to go through that again,” Connor said.
Their commission structure wasn’t going to make the search any easier. With multiple role-based commission structures, overrides, draws, and branch-level accounting requirements, the list of requirements was long.
The dominant commission tools built for the mortgage industry were either prohibitively expensive or too rigid. And generic platforms rarely handled mortgage-specific nuance at all.
What they needed was a platform flexible enough to fit their process, not the other way around.
QuotaPath over Everstage
SalesVista itself referred Three Point Mortgage to a handful of potential replacements, giving the team an 8-month runway to evaluate options. They looked at four providers, including Everstage.
QuotaPath stood out almost immediately.
“The main things were, to be blunt, the pricing, the simplicity, and the support that we saw through those calls,” Connor said.
One competing platform had a UI that resembled Excel and Smartsheets, which were quickly ruled out.
“We can’t have our sales staff surviving their sales cycle just to jump into something so complex it would take a pay cycle just to understand,” he said. “What made QuotaPath pop out was the ability to be flexible and make the process simple for our team.”
The difference was also visible during the sales process itself.
QuotaPath’s rep conducted a live walkthrough demonstrating how their platform could support Three Point’s compensation structures.
“Hector did a thorough walkthrough that we trusted right off the bat. We didn’t do any trial; we just jumped both feet in,” Connor said.
Implementation: Options, Not Constraints
With multiple nuanced compensation plans, varied payout scenarios, and a hybrid approach to plan structure, implementation at Three Point Mortgage required flexibility. What set the experience apart was how QuotaPath’s onboarding team approached that complexity.
Connor worked closely with QuotaPath’s implementation specialist Patty, who logged every payment method, mapped out all the possible combinations, and guided the team through key decisions, like when to use a rollup, when not to, and when a multi-rate commission made sense versus a single-rate.
Solving the Draw Problem
One of the thorniest challenges in mortgage commissions is managing recoverable draws. Draw amount totals can vary by pay period depending on production, prior balances, and timing, which makes it important to calculate them accurately, track them clearly, and show loan officers how the numbers flow through future commission payments.
SalesVista could assign draws, but it always showed and paid them, regardless of whether the rep actually needed one. Connor fielded a steady stream of confused questions every month as a result.
“I had to explain every time that SalesVista just assigns a draw and then pays it back,” he said.
Other platforms they evaluated had the same limitation.
QuotaPath took a different approach. Cole, QuotaPath’s Co-Founder, built a custom Excel workflow alongside custom functions within QuotaPath that aligned to Three Point Mortgage’s pay periods, calculating draws intelligently based on actual earnings.
“Our loan officers could have a full draw, a partial draw, or no draw depending on the pay period, production, and prior balances,” Connor said. “That changed the way we look at commissions.”
The result: better accuracy, less confusion, and a finance team that trusts the numbers, even if it means a bit more back-end work.
“We’re happy to do that extra work because it means we have more accurate data and ultimately fewer questions because of that accuracy,” Connor said.
P&L Branches: Automated Carve-Outs
Three Point Mortgage also has branches operating on a P&L model. where certain commission amounts need to be separated for branch-level P&L accounting before payroll is finalized. Before QuotaPath, this required manual accounting work each pay cycle, creating extra review steps and questions for branch managers..
QuotaPath built that logic directly into their payroll automations.
“Now the payroll amounts and P&L allocations are clearly separated, identified, and easier to reconcile,” Connor said. “It’s made my life a lot easier, and our managers’ lives a lot easier; they can go on QuotaPath and confirm: yes, this matches my pay stub, and this matches my P&L.”
The Rippling Integration: A Welcome Surprise
What’s more, about halfway through implementation, QuotaPath launched a direct integration with Rippling, Three Point Mortgage’s payroll provider. It wasn’t part of the original sales conversation, yet it became one of the most meaningful parts of the relationship.
“I can’t tell you how much time that’s saved, both in sending numbers to our payroll provider, but also the trust that we have that we didn’t fat-finger a number, or accidentally copy and paste a commission into someone else’s line, or manually upload something incorrectly,” Connor said. “We just load QuotaPath and hit send.”
The integration shortened payroll run time and, just as importantly, removed a category of human error that Connor had always been quietly worried about.
“Pay is the one thing you can’t mess up. You mess with someone’s pay, you mess with their trust and their personal life,” he said. “It’s great to have QuotaPath in our corner.”
Rep Experience: Visibility That Speaks for Itself
For the loan officers themselves, the shift to QuotaPath meant something they didn’t have before: a clear, deal-level view of exactly what they earned and why.
“Every single sales staff member that’s come into QuotaPath has told me, ‘Oh my god, the website is so much better,'” Connor said. “They’re like, we understand what we’re going to get paid.”
For reps who pay out portions of their commission to cover other team members, that transparency goes even further. They can see exactly where they received pay and where they paid out.
“That visibility is such a relief to our team. In turn, it cuts down on the support calls we have to have internally to explain those compensations,” Connor said.
The Bottom Line
Before QuotaPath, commissions at Three Point Mortgage were:
- Tied to a platform that shut down
- Rigid: The process had to fit the tool
- Reliant on manual P&L carve-outs and draw explanations
- Dependent on error-prone manual uploads to payroll
Today, they are:
- Automated and accurate
- Flexible enough to fit their process, not the other way around
- Delivered directly to Rippling with significantly less manual handoff
- Visible and understandable to every rep
“Our processes have changed internally because QuotaPath can accommodate our needs, whereas previously, we had to accommodate the system’s needs,” Connor said.
But more than the tactical work, what stood out was having choices.
“The majority of our onboarding wasn’t, ‘how can QuotaPath help us?’ It was, ‘what’s the best of the three options to tackle this for our company,'” Connor said. “With SalesVista, it was how can we fit our plan to SalesVista. With QuotaPath, it’s which is the best QuotaPath method to fit our plan.”
