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Most carriers pay you up to 9 months of commission up front as an advance. If the policy lapses before you earn it, they take the unearned part back. That is a chargeback. Many agencies also hold 10% to 20% in reserve to cover them.
Example: $16,000 of issued premium at an 80% contract is $12,800 in commission. At a 75% advance, about $9,600 is paid up front and the rest comes as the policy stays in force.
Guaranteed issue plans usually charge back 100% if the client dies in the first 24 months. Level plans usually do not charge back for a death in year one unless there was fraud.
Strong persistency is the best protection. See why policies lapse and how to stop it.
Updated October 2026. Industry ranges from public lead and commission guides. Your results depend on your carrier, contract, and dialing.
