Real estate recruiting happens year-round, but January and April are the busiest months for agent movement. July and October also see higher market activity than usual. Still, the best time to recruit a specific agent depends mostly on when their commission cap resets, either on January 1 or on their brokerage anniversary.
So, there is no single recruiting season that works for every agent. Some agents start thinking about a move before the peak months, while others have evaluated their options when their cap resets.
This guide focuses on brokerages that recruit licensed real estate agents. It does not cover commercial real estate firms hiring analysts through campus recruiting.
Brokerage owners, growth leads and team leaders can plan real estate agent recruiting more effectively by targeting agents when they are most open to a move.
Why the Calendar is the Wrong Unit for Recruiting Timing
An agent’s cap reset date can be a better recruiting signal than the calendar. Brokerages usually use one of two systems:
- Calendar reset: Every agent’s cap resets on January 1.
- Anniversary reset: The cap resets on the date the agent joined the brokerage.
This matters because a January recruiting push can reach all agents on a calendar reset. But agents on anniversary resets become open at different times throughout the year.
How the Two Commission Cap Reset Systems Work
A commission cap is the maximum amount an agent pays their brokerage through commission splits during 12 months. After reaching the cap, they usually keep more of their commission until the cap resets. The main difference is when that reset happens.
| Aspect | Calendar Reset | Anniversary Reset |
| Reset date | January 1 for every agent | The date the agent joined |
| If an agent capped in September | Splits start again on January 1 | Splits start again in September |
| Timing | All agents reset at the same time | Reset dates are spread across the year |
| What you need | The calendar | Each agent’s join date |
| Recruiting impact | January can reach all of them | The right month depends on the agent |
Brokerage compensation pages explain both systems. They also show how income growth, splits and support can affect an experienced real estate agent’s decision to switch brokerages. There is no public data showing which reset system is more common, so it is better not to assume one covers most agents.
Many brokerages publish their reset rules in their compensation materials. That means you can use this information when building your recruiting prospect list and deciding when to contact each agent.
What Month Do Agents Actually Switch Brokerages?
Agents switch brokerages most often in January and April, based on the four-corridor production data from Recruiting Insight. The national office-change index from Relitix shows March as the busiest month instead.
Both datasets track real agent movement, but they use different methods. That is why they show different peak months.
An MLS, or multiple listing service, is the local database agents use to list and search properties. Both datasets use MLS data to track agent movement.
| Comparison | Relitix Agent Movement Index | Recruiting Insight with Lone Wolf |
| What it tracks | Office changes | Production records |
| Coverage | Major MLS systems across the US | Four MLS corridors, 31% of US agents |
| What it leaves out | New agents, exits, mergers, reflags and same-address moves | Internal transfers are counted separately |
| Peak month | March | January, then April |
Why the Two Datasets Name Different Months
The two datasets use different rules, so they do not always show the same peak month. Relitix does not count new agents, agents leaving the business, mergers or reflags. It also only counts a move when an agent changes to a different office name and address.
Recruiting Insight uses production records from four MLS corridors. It also separates moves between brokerage brands from transfers within the same brand.
Region can also change the result. Recruiting Insight found that West-based agents moved at nearly twice the rate of agents in some other regions during the fourth quarter. So, a dataset with more agents from one region may show a different peak month.
Keep three things in mind:
- The January data comes from one dataset: Recruiting Insight works with Lone Wolf Technologies Broker Metrics, so January figures shown on both sites come from the same source.
- Agents may decide before the move is recorded: Relitix says many agents start reevaluating in January, while recorded moves peak in March.
- Top producers move less often: In the second quarter of 2026, productive agents moved at a rate of 2.92%. Agents producing $20 million or more annually moved at 1.47%.
One more number needs context. The 2025 Recruiting Insight and BoldTrail report found that 13% of active business operators changed brokerages in 2024. But the study covered only four MLS corridors, not all US agents.
Does Recruiting Timing Differ for Newly Licensed Agents?
Yes. New agents follow a different recruitment process. Relitix leaves out new agents, while Recruiting Insight and Lone Wolf use production data. That means both datasets mainly track agents who already have sales. So, January and April are not automatically the best recruiting months for newly licensed agents.
Their timing follows the licensing process:
- Complete pre-licensing education: Finish the state-required real estate course.
- Pass the licensing exam: Take and pass the required state exam.
- Complete the license application: Submit the application and any required background checks or fingerprints.
- Join a sponsoring brokerage: Find a licensed broker to sponsor or associate with you where the state requires it.
- Receive or activate the license: Once the state approves the application and brokerage association, the agent can begin practicing.
The exact order can vary by state. In some states, a sponsoring broker is needed before the license application is completed. In others, the agent can pass the exam first and choose a brokerage before the license is issued or activated.
This means the new-agent recruiting process follows the licensing pipeline, not the commission cap reset dates that can influence experienced agents.
Where the New-Agent Calendar Actually Comes From
For new agents, the recruiting calendar mostly comes from pre-licensing schools and exam schedules. Real estate courses start on set dates, and licensing exams follow. Each group of students can then create a new batch of licensees who may soon need a sponsoring brokerage.
Most standard recruiting sources miss these people because they rely on MLS records, brokerage directories and production data. New agents usually do not have a sales history yet.
That means a production-based recruiting prospect list can miss newly licensed agents. To find them, brokerages may also need to track local real estate schools, course dates and exam schedules. There is currently no public dataset that shows new-agent brokerage affiliation by month.
Which Fixed Dates Put Agents in Front of Their Brokerage Costs?
Some fixed dates can also make agents think more about brokerage-related costs. Association dues are one example. Invoices often arrive in September or October, with payment due around January 1. Late fees or deactivation may follow during the first quarter, depending on the local association.
NAR membership includes annual dues. The National Association of Realtors, or NAR, set 2026 dues at $156 per member. A $45 consumer advertising assessment is added on top.
| Month | What Happens |
| September to October | Local associations send dues invoices for the next year |
| January 1 | NAR dues and assessment are due |
| January to March | Late fees or deactivation may follow under local rules |
October and January also fall within the months when agent movement is relatively high. That does not mean dues cause agents to switch brokerages. It only means agents are reviewing another business expense during the same period.
License renewal is another date worth tracking. Renewal deadlines vary by state, so check the calendar for the market you are recruiting in.
A Month-by-Month Real Estate Recruiting Calendar
January and April are the strongest months for agent movement. July and October are also active. The months between those peaks are better for prospecting, follow-up and relationship building. Recruiting still happens throughout the year.
Recruiting Insight recorded agent movement in every month. The busiest month had 1,524 moves, while the slowest had 833. So, even slower months still had real activity.
| Month | Movement | Main Trigger | Best Use |
| January | Peak | Calendar cap resets and NAR dues deadline | Closing conversations |
| February to March | Reloading | Dues late fees and deactivation | Prospecting and list building |
| April | Peak | Quarter-start move pattern | Closing conversations |
| May to June | Reloading | Spring selling season | Light follow-up |
| July | High | Quarter-start move pattern | Closing conversations |
| August to September | Elevated | Post-summer reflection and dues invoicing | Discovery conversations |
| October | High | Quarter-start move pattern and invoices | Closing conversations |
| November to December | Low | Year-end planning | Build pipeline for January |
Recruiting Insight also describes August and September as a reflection period. These are not peak months, but some agents may start thinking about a future move.
Keep four limits in mind when using this calendar:
- Busy markets reduce movement: When agents are busy closing deals, they have less time and less reason to think about switching brokerages.
- Results vary by region: Peak months can be different from one market to another, so local MLS data may be more useful than a national average.
- External switching is flat: External brand moves were 3,390 in the second quarter of 2026, compared with 3,396 a year earlier. Internal transfers increased from 526 to 800.
- Call answer rates are unknown: There is no public data showing that agents answer recruiting calls more often during peak months.
Use the calendar to understand agent receptivity, decide when to increase outreach, follow up more often and build your pipeline. Recruiting appointments should still be booked throughout the year.
A strong recruiting window only helps if someone is doing the outreach. Most brokerages know when they want to recruit, but daily transactions often take priority.
CallingAgency handles the outreach, so your team can spend more time speaking with interested producers instead of making recruiting calls.
Frequently Asked Questions
Is real estate recruiting seasonal or year-round?
Year-round, with peaks. Agent movement happens in every month on record, and the lowest month still carried real volume. January and April run highest, followed by July and October. The practical difference is what work suits each month, and how much effort it deserves.
What month do the most real estate agents change brokerages?
January and April in the four-corridor production data, and March in the national office-change index. Both figures are real. They differ by method. One dataset measures office changes with new agents excluded. The other measures production records across four regions where seasonality differs.
When should a small brokerage recruit if it only has time for a few months a year?
A small office gets more from its own list than from the national calendar. Pull join dates for target agents at anniversary-reset brokerages. Then add January and April for everyone else. That combination beats any two months selected from a national average.
Does the recruiting message change during peak months?
Yes. Peak months favor closing conversations with agents already deciding, so lead with specifics on economics and support. Reloading months favor discovery, where the goal is learning what would make a move worthwhile. Same list, different ask.
How many agents actually switch brokerages each year?
The 2025 Recruiting Insight and BoldTrail report found 13% of active business operators changed brokerages in 2024. The study covered four MLS corridors, or 31% of US agents. Pages restating it as 13% of all US agents have expanded the population beyond what the study measured.
