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Last updated: May 2026

ISO & Broker Partnership Program

Commercial Lending ISO Program: How to Join and What to Expect

Commercial lending ISO programs are the formal agreements that power the alternative finance origination channel. If you are considering joining an ISO program — or evaluating whether a referral partner structure is a better fit — understanding what these programs actually look like is essential before signing anything. This guide covers every material dimension of commercial lending ISO programs: what they are, how they differ from referral programs, what the agreement covers, how lender panels are structured, how commissions are paid, and what makes a program worth joining. It also explains how Axiant Partners' referral program compares to a full ISO agreement and why that distinction matters for CPAs, equipment vendors, and other professionals who refer deals occasionally.

Send a Deal Review the Referral Agreement
  • What commercial lending ISO programs cover and how they work
  • ISO agreement terms — commissions, clawbacks, exclusivity, prospect protection
  • Lender panel access: MCA funders, equipment lenders, SBA, AR financing
  • Deal submission workflows and commission payment timing
  • ISO program vs. referral program — which fits your situation

Table of Contents

What is a commercial lending ISO program?

A commercial lending ISO program is the structured partnership that connects a funder — or a network of funders — with an Independent Sales Organization that originates commercial finance deals. The ISO brings deal flow: it markets to businesses, takes applications, collects documentation, and submits packages for approval. The funder brings capital and underwriting: it reviews submissions, approves deals, funds approved borrowers, and services the ongoing relationship with the business. The ISO agreement is the contract that defines how these two parties work together and how they split the economics.

ISO programs in commercial finance are not uniform. Some programs are run directly by funders — a merchant cash advance company, an equipment lender, or an SBA lender that signs ISOs directly and gives them access to that single funder's products. Others are run by ISO networks — intermediary companies that have their own signed agreements with multiple funders and sign referral partners or sub-ISOs who submit through the network. Axiant Partners operates in this second model: we work with a network of funders and serve referral partners and ISOs who submit deals through our program rather than requiring each partner to build their own funder relationships from scratch.

The practical benefit of an ISO program — rather than trying to build direct funder relationships independently — is efficiency. Building a meaningful lender panel as a standalone ISO requires signing individual agreements with multiple funders, managing multiple submission portals, maintaining relationships with underwriters and program managers at each funder, and navigating each funder's specific submission requirements and credit guidelines. For an ISO who is just starting out, or for a professional who wants access to the ISO channel without making it their full-time business, plugging into an established ISO program with an existing funder panel is significantly more practical.

Commercial lending ISO programs typically cover multiple product categories: merchant cash advances and working capital for lower-credit businesses, equipment financing for asset-backed deals, accounts receivable financing for B2B businesses, and SBA referrals for deals at the top of the credit spectrum. The best programs have strong relationships with funders in each category, not just the highest-commission products.

ISO program vs. referral program

The most important distinction in the commercial finance origination channel is the difference between an ISO program and a referral program. These two structures are designed for different types of deal sources with different levels of involvement, volume, and infrastructure. Understanding which one fits your situation before signing any agreements will save significant friction later.

Dimension Commercial Lending ISO Program Referral Partner Program
Primary business Commercial finance origination is the ISO's core business Financing referrals are incidental to the partner's primary work (CPA, vendor, consultant)
Deal volume Volume commitments or expectations — multiple deals per month No volume minimum — deals referred as they arise from existing relationships
Agreement structure Formal ISO agreement with the funder or ISO network; specifies commission rates, clawback terms, submission requirements Referral agreement with the ISO or ISO network; defines referral fee, prospect protection, payment timing
Deal management ISO manages application, document collection, funder submission, offer presentation, and closing ISO or network manages the deal; referral partner passes the opportunity and stays informed
Dedicated rep Usually assigned — dedicated program manager or account rep at the funder Contact at the ISO network for deal status and questions
Compliance burden Full — state licensing, disclosure requirements, clawback management, funder-specific compliance Lighter — ISO network handles funder-side compliance; referral partner signs a referral agreement
Compensation Full ISO commission split — typically 2–5% of funded amount for MCA/working capital Referral fee — a share of what the ISO network earns, per the referral agreement terms
Best for Full-time commercial finance originators, existing broker shops, high-volume MCA shops CPAs, equipment vendors, financial consultants, insurance brokers, advisors who refer occasionally

There is no "better" model in absolute terms — the right structure depends on how central commercial finance origination is to your business and how much volume you expect to generate. A full-time commercial finance broker who places 20+ deals per month benefits from the economics and depth of a full ISO program. A CPA who might refer two or three financing opportunities per year from their existing client base does not need — and should not try to build — the infrastructure required for a full ISO program. The referral partner structure exists precisely because this is a common situation, and the ISO channel benefits from having CPAs, vendors, and consultants funneling warm opportunities into it.

What an ISO agreement covers in commercial finance

The ISO agreement — also called a commercial lending broker agreement, funder ISO agreement, or ISO partner agreement — is the governing document that defines the entire relationship between an ISO and a funder or ISO network. Before signing any ISO agreement, every term should be understood. Below is a breakdown of what these agreements typically cover and what to watch for in each section.

Commission rate and structure

The most important financial term in the agreement. Commission is typically expressed as a percentage of the funded amount — "points" — where 1 point equals 1%. For MCA and working capital products, ISO commissions commonly run 2–5 points. For equipment financing, 1–3 points. For SBA referrals, rates are regulated and lower. Some agreements include tiered commission schedules that increase as monthly funded volume crosses defined thresholds. Confirm whether the rate is calculated on the funded amount, the gross advance amount, or some other basis — this matters for MCA products where the factor rate creates a gap between the funded amount and the total repayment.

Clawback provisions

Clawback terms define when and how the funder can recover commissions already paid to the ISO if a funded deal defaults or is rescinded. Typical windows are 30–90 days for MCA and short-term working capital, shorter for term loans. Some funders apply sliding-scale clawbacks based on how much was repaid; others apply full clawbacks within the window regardless of partial repayment. Some agreements also include clawback rights if the funder's gross commission is reduced by regulatory action, chargeback, or rescission. Read every clawback provision carefully — it directly affects ISO cash flow planning and should influence submission quality standards.

Exclusivity or non-exclusivity

Most commercial lending ISO agreements are non-exclusive — the ISO can submit deals to other funders, and the funder can work with other ISOs in the same market. Some captive vendor programs or branded partnerships require product-specific exclusivity (for example, an equipment vendor program may require the ISO to submit all transactions for that vendor through the program). Understand whether any exclusivity provisions limit your ability to shop deals to the best-fit funder. Full exclusivity agreements that prevent the ISO from working with any other funder are rare and generally unfavorable for the ISO.

Prospect protection period

The prospect protection period defines how long an introduced business remains "owned" by the ISO for commission purposes. If the funder later deals directly with a business the ISO introduced, the prospect protection provision entitles the ISO to a commission on any funded transaction within the protection window. In commercial finance, prospect protection periods typically run 12 to 24 months for direct ISO-funder agreements. In referral partner agreements (where the partner introduces the deal to an ISO network), protection periods can run longer — Axiant's referral agreement includes 60-month prospect protection from initial introduction.

Approved products and deal size ranges

ISO agreements specify which products the ISO is approved to originate under the program and sometimes set minimum and maximum deal sizes. An ISO approved for MCA may not automatically be approved to submit equipment deals unless the agreement specifically covers equipment financing. Understanding the product scope of the agreement upfront avoids submitting deals that fall outside the program's coverage and creating confusion about commission obligations.

Payment timing

ISO agreements specify when commission payments are made after a deal funds. Some funders pay at funding — the ISO commission is wired simultaneously with the business's advance. Others pay within 30 days of the funded transaction. Some agreements specify payment on a weekly or monthly batch schedule rather than per-transaction. Payment timing matters significantly for ISO cash flow, especially for shops with high submission volume and active clawback reserves. Understand the payment schedule before committing to a funder program.

Non-circumvention

Non-circumvention provisions protect both parties from being cut out of transactions they introduced. From the ISO's perspective, this means the funder cannot contact the ISO's clients directly to close a deal without paying the ISO. From the funder's perspective, it means the ISO cannot take a business it introduced to the funder and redirect it to a competing funder to avoid paying the funder's commission. These provisions are standard in commercial finance agreements. Understanding their scope — particularly which introductions are covered and for how long — is important for both sides.

Term and termination

ISO agreements typically run for a fixed term (12–24 months is common) with automatic renewal unless either party terminates with written notice. Understand the termination provisions: how much notice is required, what happens to pending submissions and funded deals after termination, and whether prospect protection periods survive termination (they typically do for introductions made during the agreement term). Agreements that give the funder the right to terminate immediately for "cause" without defining cause precisely give the funder significant unilateral power — review these provisions carefully.

Independent contractor status

ISO agreements almost always specify that the ISO is an independent contractor, not an employee of the funder. This affects how the ISO is compensated (no withholding, 1099 vs. W-2), what benefits the ISO is entitled to (none from the funder), and how liability for the ISO's actions is allocated (the ISO bears responsibility for its own representations and conduct). Make sure the agreement accurately reflects the independent contractor relationship and that your business structure and operating practices are consistent with contractor classification — misclassification creates tax and legal liability for both parties.

How commercial lending ISO programs evaluate new partners

Not every commercial lending ISO program is open to all applicants. Funders and ISO networks with well-established programs evaluate new ISO partners before granting full access, because the quality of their ISO channel directly affects the quality of their funded portfolio. Understanding what these programs look for helps ISOs prepare a stronger application and helps referral partners understand why a lighter-touch referral program is often the more appropriate entry point.

  • Expected monthly funded volume. Most commercial lending ISO programs have minimum volume expectations — either stated explicitly or informally understood. Programs designed for high-volume ISO shops may expect $200,000–$500,000 or more per month in funded deals before offering their best commission tiers. Programs with lower minimums are available but may offer less favorable economics. New ISOs without a track record should ask about minimum volume requirements before signing and assess honestly whether they can meet them within the program's expected ramp period.
  • Industry and product focus. Funders evaluate whether a new ISO's deal mix is a good fit for their programs. An equipment-focused funder may be selective about ISOs who primarily originate MCA, and vice versa. ISOs who can demonstrate a specific industry expertise — construction equipment, restaurant equipment, healthcare staffing financing — are often more attractive to specialty funders than generalists who submit a highly variable mix of deal types.
  • Prior origination experience and references. Established ISO programs typically ask for references from other funders the ISO has worked with, evidence of prior funded volume, and sometimes a sample submission to evaluate documentation quality. ISOs applying to programs without a prior track record should be prepared to start with lower-tier commission rates and earn upgrades through demonstrated performance.
  • Geographic coverage. Some funder programs have geographic restrictions or preferences. A funder focused on specific states may be less interested in an ISO operating primarily in markets they do not serve. ISOs should understand whether the program's geographic scope aligns with their origination market before investing time in the application process.
  • Documentation and compliance standards. Programs that are serious about quality will ask about an ISO's documentation standards, how they collect bank statements, and whether they have a process for verifying the accuracy of application information before submitting to funders. ISOs who can demonstrate that they have quality controls in place — and that they do not submit fabricated or altered documents — stand out from the large number of ISO shops that compete primarily on commission rate without regard for submission quality.
  • Compliance readiness. In states with commercial finance disclosure requirements — California, New York, Virginia — some funder programs require their ISO partners to confirm that they understand and will comply with applicable disclosure requirements. ISO programs that take compliance seriously (and that are aligned with established funders who also take compliance seriously) are worth more from a long-term partnership perspective than programs that ignore disclosure obligations in the short-term interest of maximizing volume.

Lender panel access

The lender panel is the collection of funders and lenders a commercial lending ISO program connects its partners to. The depth and breadth of the lender panel is one of the most important factors in evaluating any ISO program. A program with a single funder — even a good one — cannot serve the full range of deal types that ISOs and referral partners encounter. A program with a well-constructed multi-funder panel can match each deal to the right capital source based on credit profile, industry, deal size, and product type.

Here is what a strong commercial lending ISO program's lender panel should include:

MCA funders

Merchant cash advance funders are the backbone of the lower-credit commercial finance channel. A strong panel should include at least three to five MCA funders with different credit criteria, factor rates, and advance size ranges. Some MCA funders specialize in specific industries (restaurants, retail, healthcare). Others compete on speed (funding in 24 hours or less). Having multiple MCA funder relationships allows an ISO to place deals that one funder declines with a competing funder, and to generate competitive offers for clients who qualify at multiple funders simultaneously.

Equipment lenders

Equipment financing serves businesses across every industry and credit profile, from near-prime equipment buyers who qualify for competitive rates to lower-credit businesses who need equipment to operate but cannot access bank financing. A strong ISO program lender panel should include equipment lenders across this spectrum: captive or vendor-aligned programs with competitive rates for strong credits, broad-market equipment finance companies that serve mid-market credits, and startup or lower-credit equipment programs for businesses with limited credit history. The panel should cover multiple asset classes — vehicles, restaurant equipment, construction equipment, technology, and medical devices each have specialty funders with better programs than generalists.

SBA lenders

SBA 7(a) and 504 programs represent the top of the commercial finance market — longest terms, lowest rates, and largest loan amounts for qualifying businesses. ISO programs that maintain referral relationships with active SBA lenders can serve clients who qualify for SBA but who have been referred through an alternative finance channel. This is particularly valuable when a business comes in as an MCA candidate but turns out to have a strong enough credit profile for SBA. Being able to offer the client a meaningful upgrade — from a high-cost short-term product to a 10-year SBA loan — is a competitive differentiator for the ISO program.

Accounts receivable and factoring companies

AR financing and invoice factoring serve B2B businesses with strong receivables. These products are fundamentally different from loan-based products — approval is based on the creditworthiness of the business's customers, not the business itself. This makes them accessible to businesses with limited credit history or thin balance sheets, provided they have genuine commercial receivables. A lender panel that includes AR and factoring options allows an ISO to serve B2B businesses — staffing firms, manufacturers, distributors, contractors — who need capital but do not fit the profile for MCA or term products.

Business line of credit programs

Revolving lines of credit give businesses flexible access to capital without the rigidity of a term loan repayment schedule. Fintech lenders have expanded the availability of lines of credit for businesses that do not qualify for traditional bank revolvers. A strong ISO program panel should include fintech line of credit programs for businesses with 12+ months in business and $10,000+ per month in revenue, as well as bank-affiliated programs for stronger-credit businesses seeking larger revolving facilities. Lines of credit are particularly valuable for seasonal businesses and businesses with variable working capital needs.

Bridge and specialty lenders

Some deal types fall outside the standard product categories — commercial real estate bridge financing, professional practice loans, franchise financing, healthcare receivables, and government contract financing all have specialty lenders who focus on those niches. ISO programs with deep market experience maintain relationships with specialty lenders for situations where the standard products do not fit. These relationships are difficult to build independently but can be the difference between placing a deal and losing it to a competing ISO network that has the right funder relationship for that specific situation.

Deal submission workflow in a commercial lending ISO program

One of the most practical questions about any ISO program is how deals actually get submitted and managed once the ISO agreement is signed. The submission workflow is the day-to-day operating system of the ISO-funder relationship, and programs with well-designed workflows create significantly better experiences for ISOs and their clients than those with ad-hoc, disorganized submission processes.

  • Standard application form. Most commercial lending ISO programs provide a standardized business finance application that the ISO uses to collect client information. This covers business name, EIN, business structure, time in business, monthly gross revenue, requested amount, and business owner information including credit authorization. Standardized applications reduce errors and speed up underwriting because the funder receives information in a consistent format.
  • Document checklist by product type. Good ISO programs provide clear documentation checklists for each product: for MCA and working capital, that means 3–6 months of business bank statements and a voided check; for equipment deals, an equipment quote and business financials; for AR/factoring, an aging report and sample invoices. ISOs who submit complete packages on first submission get faster decisions and build better funder relationships than those who submit incomplete packages and follow up with missing documents piecemeal.
  • Submission portal or dedicated email. ISO programs handle submissions through a web portal (most common for high-volume programs), dedicated email (simpler programs), or a combination. Portal-based submissions typically offer status tracking — the ISO can see where the deal is in underwriting without having to call or email for updates. For referral partners submitting occasional deals rather than managing high volume, email-based submission is often simpler and sufficient.
  • Program manager or account rep contact. Full ISO programs typically assign a dedicated account rep or program manager to the ISO — a specific point of contact at the funder for questions, deal status, escalations, and relationship management. This person knows the ISO's deal mix, can advocate for borderline approvals, and communicates program changes that might affect the ISO's submissions. The quality of this relationship varies enormously between programs and is one of the factors that experienced ISOs weight heavily when choosing which funder programs to prioritize.
  • Decline feedback. When a deal is declined, the best ISO programs provide specific feedback on why — credit concerns, insufficient revenue, industry restrictions, or structural issues with the request. This feedback helps the ISO determine whether the deal should be resubmitted to a different funder, whether additional documentation could support a different outcome, or whether the business genuinely does not qualify for the requested product. Programs that only issue form declines with no specific feedback are less useful partners over time.
  • Offer communication and closing support. After approval, the ISO program should provide clear documentation of the offer terms, including funded amount, factor rate or interest rate, repayment structure, fees, and any conditions to funding. Good programs support ISOs in presenting offers to clients by providing clear, client-facing summaries of terms. Closing support — getting the business to execute documents and satisfying any funding conditions promptly — is another area where program quality varies significantly.

Commission timing and payment

Commission payment timing in commercial lending ISO programs varies by funder and program structure. Understanding when you will actually receive commissions on funded deals is critical for ISO cash flow planning — and for referral partners, understanding when their referral fees will be paid matters equally.

Payment Structure When Paid Common For
At funding ISO commission is wired simultaneously with the business's advance on the day of funding Some MCA funders; fast-turnaround working capital programs
Within 30 days of funding Commission paid within 30 days of the funded transaction date Most commercial lending ISO programs including Axiant's referral program
Weekly batch All commissions earned during the previous week are batched and paid on a specific day High-volume ISO programs with many transactions per week
Monthly batch Commissions for all funded deals in the prior month paid on a specific date each month Equipment lenders; SBA programs; lower-volume specialty programs
After clawback window Commission held until the clawback window expires, then released Some MCA funders who want to net clawbacks before paying out; uncommon but exists

For ISOs who maintain an active portfolio of funded deals, commission timing has a real effect on working capital. If you are funding 20 deals per month at $50,000 average and earning 3 points per deal ($1,500 per deal = $30,000 per month in commissions), a 30-day payment lag is meaningful. ISOs who use commissions to cover operating expenses should account for this lag in their cash planning — particularly in the early months when a new program is ramping up.

Clawback provisions add further complexity. If a funded deal defaults in month 1 and the commission has already been paid, the funder will deduct the clawback from the next commission payment. ISOs with high-volume programs should maintain a clawback reserve — a portion of commissions set aside to cover potential clawbacks on the active portfolio. The size of this reserve depends on the funder's clawback terms and the ISO's default experience with the products they originate.

For referral partners under a referral agreement, payment timing follows from the ISO network's payment schedule. At Axiant Partners, referral partner payments are issued within 30 days of our receipt of funds from the funder on funded transactions. This means the referral partner's payment timeline follows: funder funds the deal → Axiant receives its commission from the funder → Axiant pays the referral partner's share within 30 days of that receipt.

What makes a commercial lending ISO program worth joining

There are many commercial lending ISO programs available in the market. The proliferation of alternative funders and ISO networks over the past decade means that an ISO has dozens of potential program options to evaluate. Not all of them are worth the time investment of signing an agreement and building a relationship. Here is what distinguishes programs worth joining from those that are not.

  • Multi-funder panel with genuine product diversity. A program connected to a single funder or to funders concentrated in one product category (all MCA, no equipment or SBA) cannot serve the full range of deals an ISO or referral partner encounters. Evaluate the program's actual lender panel — not just what they claim to have access to, but what they have actually funded recently and at what volume across different product types. Programs with strong MCA volume but minimal equipment or SBA placements may not be the right fit for an ISO whose clients span the full credit spectrum.
  • Transparent, documented commission structure. If a program is vague about commission rates — citing "competitive rates" without specifying what they actually are — that is a red flag. Commission rates should be documented in the ISO agreement with specific percentages by product. Volume tier schedules should be clearly stated with the funded volume thresholds that trigger tier upgrades. Do not sign an agreement that requires you to discover the actual commission rate after submitting your first deal.
  • Reasonable clawback terms. Clawback windows should be clearly defined and proportionate to the product risk. A 90-day full clawback window on an MCA product is on the aggressive end; 30–60 days is more standard. Sliding-scale clawbacks that recover less as more of the deal is repaid are fairer to the ISO than full clawbacks applied regardless of partial repayment. Programs that add unusual clawback triggers — regulatory actions, funder disputes, or vague "credit events" — deserve extra scrutiny.
  • Responsive program management. ISO programs live and die by the quality of their program management. A dedicated rep who responds to questions within a business day, provides specific feedback on declines, advocates for borderline approvals, and communicates program changes proactively is worth a lower commission rate than a non-responsive program manager at a higher-paying program. Commission rates are visible; program management quality is only visible after you have submitted deals and experienced how the program actually operates.
  • Clean reputation in the market. The commercial finance ISO community is relatively small, and program reputations travel fast. Before signing with any ISO program, ask other ISOs who have worked with the program about their experience — commission payment reliability, clawback disputes, funder access, and overall program support. Programs that have histories of delayed commission payments, aggressive clawbacks without good cause, or poor communication should be approached with significant caution regardless of the stated commission rate.
  • Compliance orientation. Programs aligned with funders who take commercial finance disclosure requirements seriously are better long-term partners than programs that ignore compliance in the short-term interest of maximizing volume. The regulatory landscape for commercial finance is changing rapidly, and programs that have built compliance into their operations are better positioned to survive that change than those who have not. Aligning with a compliance-oriented program protects the ISO's own reputation and reduces the risk of being caught up in regulatory action targeting a non-compliant funder.

How Axiant's referral program compares to a traditional ISO agreement

Axiant Partners operates a referral-based commercial finance program designed for professionals who encounter commercial financing needs as a byproduct of their primary work. This includes CPAs, equipment vendors, financial consultants, insurance brokers, business attorneys, and other advisors — as well as ISO shops and independent brokers who want access to a broader funder panel for deals outside their own network.

Here is how the Axiant referral program compares to what you would experience joining a traditional commercial lending ISO program as a full ISO partner.

Dimension Traditional ISO Program Axiant Referral Program
Agreement type Full ISO agreement with the funder — complex, detailed, multi-page Referral agreement — clear, documented terms for referral partners
Volume requirements Usually yes — volume expectations to maintain program access and commission tiers No volume minimum — refer deals as they arise
Deal management ISO manages full deal lifecycle from application through funding Axiant manages the deal — referral partner passes the opportunity
Compensation Full ISO commission split — 2–5% for MCA/working capital depending on funder 35% of Axiant's gross commission on funded transactions from referred deals
Payment timing Varies by funder program — at funding to monthly batch Within 30 days of Axiant's receipt of funds from the funder
Prospect protection Typically 12–24 months in direct ISO agreements 60 months from initial introduction
Clawback exposure Full clawback risk on funded deals within the clawback window Clawback provisions apply to referral commissions if funded transaction defaults, is rescinded, or charged back
Agreement term Varies — typically 12–24 months 24 months from execution
Compliance burden Full — state licensing, disclosure requirements, multiple funder agreements Lighter — Axiant handles funder-side compliance; referral partner signs one referral agreement
Best for Full-time commercial finance originators with high, consistent volume CPAs, vendors, consultants, advisors, and lower-volume brokers who refer occasionally

The 35% revenue share structure at Axiant means referral partners earn a meaningful portion of the commercial finance economics without managing the full ISO relationship with funders. On a deal where Axiant earns $3,000 in funder commission, the referral partner receives $1,050. On a $200,000 equipment financing deal where Axiant earns $4,000, the referral partner receives $1,400. These amounts compound meaningfully when a CPA, vendor, or consultant has a client base that generates several financing opportunities per year.

The 60-month prospect protection period is longer than what most ISO partners receive in direct funder agreements. This matters because the clients you refer today may have additional financing needs over the next several years. If a client you referred funds a working capital facility now and returns for equipment financing 18 months from now, the 60-month protection period ensures that continued relationship earns a referral fee without any additional action required on the referral partner's part.

To get started, review the referral agreement to understand the full terms, sign and return it, and submit your first deal through the referral form. The process is designed to be straightforward for referral partners who are not running a commercial finance origination operation — you should not need to build infrastructure or hire staff to participate. If you have questions about how a specific deal type would be handled, reach out directly before submitting.

Send a Deal Review the Referral Agreement

FAQ

Questions about commercial lending ISO programs

What is a commercial lending ISO program?

A commercial lending ISO program is a structured partnership between a funder or lender network and an ISO that originates commercial finance deals. The ISO signs a formal agreement, gains access to the funder's products and underwriting, and earns a commission when submitted deals are approved and funded. ISO programs provide ISOs with a defined deal submission workflow, dedicated account management, and lender panel access they may not be able to build independently.

What does an ISO agreement cover in commercial finance?

A commercial lending ISO agreement covers commission rate and structure, clawback provisions, exclusivity or non-exclusivity terms, prospect protection periods, approved products and deal size ranges, payment timing, non-circumvention provisions, and independent contractor status. It is the governing document for the entire ISO-funder relationship — every term should be understood before signing.

How do commercial lending ISO programs evaluate new partners?

Programs evaluate new ISO partners on expected monthly funded volume, the types of deals they originate, geographic coverage, prior experience, and submission quality standards. Some programs require references from other funders or proof of prior funded volume. Programs designed for lower-volume referral partners typically have lighter evaluation requirements and no volume minimums.

What types of funders should a good ISO program connect you to?

A strong ISO program should connect you to MCA funders for lower-credit working capital deals, equipment lenders across asset classes, SBA lenders for qualified businesses, accounts receivable and factoring companies for B2B businesses with strong receivables, and business line of credit programs. Programs that offer only one product type limit your ability to serve diverse client needs and match each deal to the right capital source.

How long does it take to get paid after a deal funds?

Commission payment timing varies by funder program — some pay at funding, others within 30 days, others on weekly or monthly batch schedules. At Axiant Partners, referral partner payments are issued within 30 days of Axiant's receipt of the commission from the funder on the funded transaction.

What is the difference between an ISO program and a referral program?

An ISO program is designed for full-time commercial finance originators who have volume, infrastructure, and compliance requirements to manage. A referral program is lighter-touch — designed for CPAs, vendors, consultants, and other professionals who refer deals occasionally from existing client relationships. Referral partners earn a percentage of the ISO network's commission without managing the deal or building funder relationships.

What clawback provisions should I expect in an ISO agreement?

Clawback windows in commercial lending ISO agreements typically run 30–90 days for MCA and short-term working capital products. Some funders apply sliding-scale clawbacks; others apply full clawbacks within the window. Clawback provisions also typically apply if the funded transaction is rescinded or if the funder's gross commission is reduced by a chargeback or regulatory action. Read every clawback provision carefully before signing — it directly affects ISO cash flow planning.

Ready to partner?

Join the Axiant referral program

Brokers, ISOs, CPAs, equipment vendors, and financial consultants can review and sign the referral agreement and start sending deals for review. We handle deal management from submission through funding — you earn a referral fee when the deal closes. Review the agreement to see the full terms before committing.

Send a Deal Review the Referral Agreement Referral Partners