Wren ZhangCRP, CEP
Job Architecture Lead, Silverline Media
Accepted answer
We avoided recovery altogether by changing when commission is earned. Half is paid after signature and half once the customer has paid for four consecutive months. Nothing is taken back because the second half was never paid. Our counsel was much happier with a condition on earning than with a deduction after payment.
In our data, four months was the point after which a customer was very likely to stay the year, so it catches most early churn.
