Broker-owners ask me whether daily discipline really shows up in retention. Here’s a second answer, from a large multi-office franchise brokerage in the Midwest. The company asked us to keep its name confidential, so I’ll let its numbers speak.
Over the past year, its leaders went through 90 Days to Recruiting Success, Recruiting Insight’s 12-week coaching program. Then they kept two habits going every day: 30 minutes of Daily TCF+ (Touches, Conversations and Face-to-face appointments) and follow-up built on D.R.I.S. (Data, Recognition, Insight and Stories). The company’s COO recently shared these results with me.
The numbers
| Year | Agents lost | To competitors | Share |
|---|---|---|---|
| 2024 | 152 | 56 | 37% |
| 2025 | 140 | 62 | 44% |
| 2026 | 69 | 20 | 29% |
The 2026 figures are year to date, so compare the share lost to other brokerages, not the totals.
What the numbers show
- Fewer agents are walking across the street. In 2025, 44% of the agents who left went to another brokerage. In 2026, it’s 29%.
- Total losses keep coming down. From 152 in 2024 to 140 in 2025, and 69 in 2026.
- Track the right loss. Some departures can’t be prevented: agents retire, change careers or move away. Losses to other brokerages are the ones leadership can compete for, so that’s the number to watch.
What they did
- Ran the 90 days. They clarified who they serve best, who they want to attract and why an agent should stay, then built a daily routine around it.
- Protected 30 minutes a day for Daily TCF+. Touches, conversations and face-to-face appointments, every day, on the calendar.
- Followed up with D.R.I.S. Every follow-up brought something of value: a useful number, credit for something done well, an idea that helps the agent’s business, or a story about what’s working for someone like them.
None of it is complicated. It’s daily. That’s the idea behind Action Produces Data: take the next right action, track it and let the results guide what you do next.
What broker-owners can take from it
- Track where departing agents go, not just how many leave. The total and the share lost to competitors tell different stories.
- Retention runs on the same daily work as recruiting. The conversations that attract agents are the ones that keep them. Embrace, the E in TRIBE, is where that starts.
- Thirty minutes is enough if it happens every day.
Congratulations to the leadership team and their agents.
See how the program works: 90 Days to Recruiting Success.
Framework: This post is part of 90 Days to Recruiting Success, Recruiting Insight’s 12-week coaching program that turns experienced-agent recruiting into a daily habit. See how the 90 days work.
Win the day.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
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