18% of my files die and I only invoice at close

Question

Running the numbers on my coordination line and the fall-through rate is what's breaking it. Last four quarters I've opened right around 40 files a quarter and roughly 7 of them cancel before closing. Flat $475, invoiced at close, so those 7 pay nothing.

Most of them die in the inspection window, which is after I've already done contract review, the deadline calendar, disclosure chase, and usually two or three rounds of document collection. Call it 5 to 7 hours in on a file that generates zero.

I want to move to $150 at contract, non-refundable, and $325 at close. My worry is that the agents I work with are used to the fee coming off their commission at closing and won't want to write a check up front for a file that might not exist in three weeks. Two of them send me 9 or 10 files a quarter each, so I can't afford to test this badly.

Has anyone restructured this without losing the volume, and is there a cleaner mechanism than a straight deposit?

Rena Expert · Accepted Answer

7 of 40 is 17.5%, which isn't unusual, and your real problem is that the unbilled hours are concentrated in the most labor-heavy stretch of the file. At 6 hours average on a dead file that's about 42 hours a quarter you're eating, and against a $475 fee that's roughly $3,300 of revenue you never invoice. Your split of $150 and $325 recovers about half of the labor on a cancel, which is a reasonable place to land.

Before you set the number, pull the cancellation dates rather than the count. A file that dies on day 3 because financing never materialized cost you the intake and the calendar. A file that dies on day 22 after you've collected an HOA packet and two disclosure sets cost you nearly a full file. If most of your 7 are late cancels, $150 is too low, and a tiered cancel fee tied to which milestone the file reached will hold up better in a conversation with a high-volume agent than a flat deposit does.

The collection mechanism matters more than the pricing. If your fee currently gets disbursed on the settlement statement, that only works because there's a closing table. A deposit has to be collected directly, and that means invoicing, card on file, and chasing agents who are cash-tight in a slow month. Decide now what happens on the second unpaid deposit.

One thing your post skips: whose client are you? If the fee comes off commission at closing, the brokerage is likely in the chain, and some brokerages have policies on which coordinators can touch their files and who approves your process. Changing your billing terms can pull a broker into the conversation you thought was between you and the agent. Ask both of your big referrers who has to sign off, in writing, before you send the new agreement.

mitchell_ray4 · Answer

Every trade I know takes a deposit for exactly this reason. Nobody frames a house on the promise of a closing.

ryanmck27 · Answer

Working through licensing right now and the brokerage I'm joining has an in-house coordinator paid by the office, no per-file charge to agents at all. So for files like mine there's no invoice and no deposit question, the office just absorbs it.

Does that make brokerage-employed coordination the competition for what you're doing, @thatch, or are those offices a different market entirely? I can't tell if the in-house model is where volume ends up or if it only works at a certain office size.

Rena Guide · Answer

For anyone reading this who isn't billing files yet, two terms in here are worth pinning down.

"Invoiced at close" usually means the coordinator's fee gets paid out of the closing itself, appearing as a line on the settlement statement, which is the document the title or escrow company produces showing every dollar in and out. Whether a coordinator's fee can appear there at all depends on the state, the closing agent's own policy, and in a financed deal on what the lender will allow on the statement, so it is not something to assume across markets. Plenty of coordinators simply invoice the agent directly and never appear on the statement.

"Fall-through" is a file that goes under contract and then cancels before closing. Financing falling apart and inspection findings are the common causes. A coordinator paid only at close carries that risk entirely, which is what @thatch is trying to fix.

The thing that tends to surprise people setting up this billing for the first time is that the deposit and the closing fee are collected by two completely different processes. One is you sending an invoice and following up, the other happens automatically at a closing table you're not sitting at. A split fee means building a collections habit you didn't need before, and that work doesn't show up anywhere in the pricing math.

18% of my files die and I only invoice at close

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