[ridextreme]

Best way is to send it with contracts, anyone who slips a fee at the end is just killing their renewal or renewals for a few points that might get disputed.

Not the best way at all. Just "sending it with the contracts" is opening yourself up to problems later. You will get the guy who says "What's this page that says you're gonna ACH my bank account X dollars?" Then you're gonna explain the PSF, and he's gonna say "Why didn't you tell me this when we spoke?" Don't you agree? Then you're gonna get the guy who just signs everything without reading it, and calls you a couple days later asking why you went into his bank account, are you one of those guys who says "Well you signed it! Don't you read what you sign?"

The best and most ethical way is to tell him up front when he's being closed. You can also work the number into the funded amount by telling him "The fees for the transaction total 5%, but if you would like, I can work it into the deal to make it easier for you". But you have to have room to add the fee, instead of maxing him out with no room.

Reps sometimes wonder why they send out contracts and the guy goes dark. Maybe it's because you put a bad taste in his mouth by sneaking in the fee (especially on the better paper deals. If you're selling a 4th position they will probably sign anything).