New MLS data shows that agent retention and recruiting hinge on pipeline timing, not canceled listings. The analysis found that 15.6% of agents with zero listings and six-plus months since their last closing switched brokerages, making inactivity the primary driver of churn.
This pattern holds across markets, with inactive agents far more likely to move than those with active listings, regardless of cancellation rates. The finding suggests brokerages should focus retention efforts on agents nearing the six-month inactivity mark rather than reacting to canceled deals.
For sellers, the stalled listing market presents a different challenge. When properties sit in 2026, agents are advised to conduct an exposure audit, comparing comparable sales and days on market before revisiting pricing with clear seller expectations.
While the inactivity-switching correlation is strong, some brokers argue that agent mobility is also influenced by commission structures, culture, and leadership. The analysis does not account for these qualitative factors, which may temper the pipeline-timing strategy's predictive power.