The Best (and Worst) Months to Recruit Insurance Agents – Insights from 10+ Years in the Field
Discover the best months to recruit insurance agents and why December may secretly be the most powerful month of all.
The Best (and Worst) Months to Recruit Insurance Agents – Insights from 25+ Years in the Field
By Matt McCray – Founder of IULLeadPro.com & AgencyBuilderPro.com
Over the past 25+ years, I’ve helped hundreds of IMOs, agencies, and independent recruiters build their sales teams. From start-ups to national organizations, I’ve seen one truth hold up again and again: timing matters.
Recruiting licensed insurance agents isn’t just about sending messages or posting ads. It’s about understanding when agents are most open to new opportunities. Below, I’ll share what I’ve learned about the best months of the year to recruit insurance agents—and why December might be your hidden advantage.
📅 The Best Months to Recruit Insurance Agents (Ranked 1–12)
This ranking is based on agent motivation, response rates, and results from hundreds of recruiting campaigns.
| Rank | Month | Why It Matters |
|---|---|---|
| 1 | January | New year, new goals—agents are fired up and open to change. |
| 2 | December | Reflection month—agents quietly evaluate their year and explore better options for January. |
| 3 | February | Momentum stays high; agents ready to act on New Year plans. |
| 4 | March | Performance review season—many realize their agency isn’t helping them grow. |
| 5 | August | Post-vacation focus returns; recruiters can line up new hires for Q4. |
| 6 | April | Agents settle into routines but stay open to better systems and support. |
| 7 | May | Steady engagement before summer distractions start. |
| 8 | June | Slower response, but seasoned producers start planning ahead. |
| 9 | September | AEP prep makes it tougher for Medicare agents, though life producers stay reachable. |
| 10 | July | Vacations and conferences limit availability. |
| 11 | October | AEP peak—agents are heads-down with clients. |
| 12 | November | Year-end crunch plus holidays make recruiting difficult. |
🔥 Why December Is Secretly a Goldmine
I used to skip December altogether, assuming no one wanted to talk. Then I noticed a pattern—conversations started in December were turning into January sign-ups. That’s when I realized December isn’t quiet—it’s reflective.
- Reflection Mode: Agents look back at their year, comparing their results to their goals.
- Less Noise: Many recruiters pause their efforts, giving you a clear lane.
- Perfect Timing: Agents who start conversations in December are ready to move by January 1.
- Emotional Window: The holidays magnify dissatisfaction and spark motivation for a fresh start.
📊 Recruiting Season “Heat Map”
(Tip: Add a simple gradient chart image here with green-to-red tones for visual appeal.)
🧠 What the Data Taught Me
Across all campaigns, I’ve noticed distinct rhythms:
- Early Year (Jan–Mar): High motivation, best for direct recruiting pushes.
- Mid-Year (Apr–Aug): Focus on nurturing, education, and relationship building.
- Late Year (Sep–Dec): Agents are busy but thoughtful—perfect for soft, future-focused outreach.
December isn’t for closing hard—it’s for planting seeds. The payoff comes when your phone lights up in January.
🧭 Adjusting Your Strategy by Season
Launch big campaigns. Use strong CTAs like “Let’s talk this week.” Agents are decisive and ready for action.
Shift to value-based messaging: training, tools, and support. Focus on building relationships that lead to fall conversions.
Scale back on Medicare agents; target life and P&C producers. Share success stories and social proof to stand out.
Use softer CTAs: “Let’s chat before the new year so you can hit the ground running in January.” Offer early-access onboarding or planning sessions.
⚙️ Systems That Recruit and Generate Leads
At AgencyBuilderPro.com , I’ve built automation systems that start real conversations with licensed agents and send the replies directly to your team. Through IULLeadPro.com , I help those same agents generate IUL and annuity leads using LinkedIn and automated follow-up systems.
When you blend recruiting automation with proven lead generation, you create predictable growth that runs year-round.
🏁 Final Thoughts
If you’ve been waiting until January to start recruiting, you’re already a month behind. The best recruiters plant seeds in December so they’re harvesting in January.
Recruiting isn’t random—it’s rhythmic. Once you understand how agents think throughout the year, you can show up at the perfect moment.
👉 Next step: Message me on LinkedIn or visit IULLeadPro.com to see how I help agencies build systems that attract both agents and IUL clients.
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