Glossary / Commissions and splits
Also known as: GCI, gross commission
Gross commission income (GCI) is the total commission a broker earns before the brokerage split, referral fees, and other costs are taken out. Brokerages use it to measure production and to track progress toward split tiers and commission caps.
The Close defines GCI as "the full amount of money a real estate agent may receive in exchange for representing a buyer, seller, or both in a real estate transaction." It is the starting number, before anything is subtracted. On a lease, the commission itself depends on the rent, the term, and the rate in the Commission agreement. Whether your brokerage counts GCI when a lease is signed or when the commission is actually received depends on its policies.
GCI often drives your split. The Close describes graduated plans that move, for example, from 70/30 to 80/20 after a set GCI threshold, and cap plans where the agent keeps all of their commission after reaching the cap. Total Brokerage's cap example is also measured in GCI. A strong GCI year can therefore improve the share you keep on later deals.
GCI is not take-home pay, though. The Close separates it from net commission income, which is what remains after splits, transaction fees, referral fees, and marketing costs. GCI also says nothing about timing. A lease signed in March may pay part of its commission months later, so high GCI and tight cash can exist at the same time.
Track GCI for production goals, but track expected payment dates and net amounts for cash planning.
For example, a broker who closes three hypothetical leases with commissions of $25,000, $40,000, and $15,000 has $80,000 in GCI for those deals, before any splits, referral fees, or other costs.
