A) One-page SOP (operational)

Purpose
Standardize lead attribution, BOR assignment, wholesale pricing via TheLender.com, processing milestones, and commission/partner payouts with an auditable trail.

Scope
All Terra Nest / VHome mortgage transactions across all 50 states for: broker-sourced, Winston-sourced, VHome-sourced, and partner-sourced leads (GC/Dealer/Distributor/Realtor/Agent, etc.).

Roles

  • Lead Referrer: submits lead via Lead Registration Form.
  • BOR (state-licensed Broker of Record): owns file, issues disclosures, submits to TheLender.com, closes.
  • TheLender.com: wholesale pricing + underwriting/funding pathway.
  • VHome Finance Ops (outsourced): intake, Deal ID, duplicate checks, milestone tracking, payout calculations, recordkeeping.
  • CFO/VP Biz Dev: resolves disputes, approves exceptions, oversees chargeback controls.

Required Artifacts

  • Lead Registration Form (timestamped)
  • Deal ID + Attribution Lock (recommended 45 days)
  • Commission Waterfall Tracker (template)
  • Document Vault (disclosures, UW, closing package, lender/broker comp confirmation)

Process Steps (Required)

  1. Intake + Attribution: Create Deal ID; verify borrower state; duplicate check; lock lead source.
  2. Assign BOR: verify NMLS/state license; execute SLA + comp acknowledgment.
  3. Price + Disclose: obtain wholesale pricing from TheLender.com; present retail pricing to borrower; deliver required disclosures.
  4. Process + Underwrite: collect docs; submit; clear conditions; track milestones (Appraisal → Conditional Approval → CTC).
  5. Close + Fund: confirm funding; capture lender/broker comp confirmation.
  6. Payout: release after funding + rescission end (if applicable) + compliance checklist complete.
  7. Closeout: archive package; set clawback monitoring window; monitor EPO/chargebacks.

Commission Policy (Internal Splits by Origin)

  • Broker Origin: Broker 30% | Winston 30% | VHome 40%
  • Winston Direct: Winston 50% | Broker 30% | VHome 20%
  • VHome Direct: VHome 40% | Broker 30% | Winston 30%
  • Partner Origin: Partner Bucket 10% | Broker 30% | Winston 30% | VHome 30% (reduced from 40%)

Controls

  • Dispute window: 72 hours from Deal ID creation.
  • One BOR per Deal ID (no dual ownership).
  • Payout gate: funding + rescission end + disclosures checklist + lender comp proof.
  • Clawback/chargeback: EPO, fraud/misrep, lender repurchase/chargeback; apply holdback if needed.

B) Commission Waterfall Template (what to track per Deal ID)

Columns (per Deal ID row)

  • Deal ID; Origin; State; BOR Name; BOR NMLS #
  • Partner Bucket %; Broker %; Winston %; VHome % (auto); Total % (check)
  • Commission Pool ($)
  • Partner $; Broker $; Winston $; VHome $
  • Funding Date; Rescission End Date; Payout Release Date
  • Holdback %; Holdback $; Net Payout ($)
  • Clawback End Date; Status/Notes

Key formulas (implemented in the XLSX)

  • VHome % (auto) = 1 - Partner% - Broker% - Winston%
  • Total % (check) = Partner% + Broker% + Winston% + VHome% (should equal 100%)
  • Partner $ / Broker $ / Winston $ / VHome $ = Commission Pool * respective %
  • Payout Release Date = Rescission End Date + 1
  • Holdback $ = Commission Pool * Holdback %
  • Net Payout = Commission Pool * (1 - Holdback %)
  • Clawback End Date = Funding Date + 180 (default; editable policy)

The spreadsheet includes split presets and example rows for: Broker Origin, Winston Direct, VHome Direct, and Partner Origin (with Partner Bucket fixed at 10% and VHome reduced accordingly).