Good reps look at the pay before almost anything else. If the math doesn't work for them, they don't apply, so the plan you write decides who you get to choose from.
Below is how closers and setters are usually paid, how to check your plan from the rep's side, and the payment details that keep good reps around.
How closers are usually paid
Commission-only. This is the most common setup for high-ticket closers. The rep earns a percentage of cash collected, often 10% to 15%, and some offers pay more or less. Where you land depends on the ticket size, how warm the leads are and how much of the sale the closer handles. Colder leads and longer sales cycles usually mean a higher percentage.
Base plus commission. A small base with a lower commission rate. It's less common for closers, but it helps when your lead flow is still building or you need the closer on set hours.
Tiered commission. The percentage goes up once the rep passes a monthly cash-collected number. It rewards your best reps without paying top rates on an average month.
How setters are usually paid
Setters are more likely than closers to get a base. A lot of their work, like conversations, follow-ups and confirming calls, happens before any money comes in, and a base makes the role easier to hire for.
Base plus commission. A monthly base plus a commission on deals that came from calls they booked. This is common for setters working set hours.
Per qualified call or per show. A flat amount for each booked call that meets your criteria, or for each call that actually shows up.
Commission on closed deals. A smaller percentage of the cash from deals they set, often with no base.
A mix. For example, a small base or a per-show amount plus a commission on closed deals, so the setter is paid for both volume and quality.
A draw. The rep is guaranteed a set amount each month, and they get their commission instead once it passes that amount. On a $3,000 draw, a rep who earns $2,000 in commission is paid $3,000, and a rep who earns $5,000 is paid $5,000. There are two kinds, so say which one you mean:
- Non-recoverable draw. The rep keeps the difference. In that example, they keep the extra $1,000 and start the next month at zero.
- Recoverable draw. The difference is an advance. In that example, the rep pays back the extra $1,000 out of future commissions.
Whichever you pick, write down what a "qualified" call means for your offer before the setter starts. It saves a lot of back-and-forth later about which calls count.
Check the numbers from the rep's side
Before you post the role, work out what a rep would actually earn. Here's an example with made-up numbers:
| Input | Example |
|---|---|
| Offer price | $4,000 |
| Booked calls per week | 15 |
| Show rate | 70% |
| Close rate on shown calls | 20% |
| Commission | 12% of cash collected |
That's about 10 calls showing up and 2 closes a week, or around $8,000 in cash collected. At 12%, the closer makes about $960 a week, roughly $4,000 a month.
Then ask yourself whether a good closer would take that. If not, change the pay or get more leads before you post the role.
Payment terms matter as much as the rate
Late or confusing payouts can cost you good reps. Spell out:
- What counts as collected: paid in full only, deposits, or payment plans as each payment comes in.
- Refunds and chargebacks: whether commission is taken back, and for how long after the sale.
- When they get paid: weekly or every two weeks works better than monthly for commission-only reps.
Put all of it in writing before their first day.
What good reps look for besides the rate
- Enough leads. A higher percentage doesn't help if there aren't enough calls to take.
- Your current numbers. Good reps will ask for your show rate and close rate.
- Payouts on time, every time.
- A product that works. When a customer refunds, the rep can lose that commission.
These are the same things I ask business owners about before placing reps on an offer, because reps will ask them too.
Keep it simple
Make the pay easy to understand. Pick one structure, run it for a few months, and adjust it based on who applies and who stays.
Frequently asked questions
What percentage do high-ticket closers usually get?
Commission-only closer roles are often 10% to 15% of cash collected, and some offers pay more or less. The right number depends on ticket size, lead quality and how much of the sale the closer handles.
Do appointment setters get a base salary?
More often than closers do. Setters working set hours commonly get a monthly base plus commission or per-call pay. High-ticket closers are usually commission-only.
Should I pay setters per call or per close?
Per-call or per-show pay rewards volume, and commission on closed deals rewards quality. A lot of teams mix the two, and setters on set hours often get a small base as well.
Hiring right now?
I aim to get you 2–3 vetted finalists in about 7 days. You pay only after your rep brings in 5x my fee or reaches day 30.