Relocation, Executive Moves, and Military: Three Adjacent Verticals

Relocation, executive moves, and military relocation share infrastructure but diverge on client behavior, commission economics, and timing. Worth understanding all three because they cross-refer.

Corporate relocation. Roughly 40-50% of corporate transferees use a Relocation Management Company (RMC)—Cartus, Sirva, BGRS, Weichert Workforce Mobility, NEI Global. The RMC manages the move and selects the listing/buying agent. Agents get on rosters through RMC training programs (Cartus has Cartus Network, Sirva has Global Network) and ongoing performance scoring. Commission haircut: RMCs take 30-40% referral fee. A $500K sale at 2.5% buy-side = $12,500 gross, minus 35% RMC referral = $8,125, minus brokerage split.

The payoff: volume and predictability. A roster agent in a transfer-heavy market (Charlotte, Houston, Raleigh, Austin, Phoenix) can do 15-30 relocation transactions annually at consistent service standards. Lifetime client value is lower (transferees move every 2-4 years and not always back to your market), but the next assignment may come to you.

Military relocation. PCS (Permanent Change of Station) moves are time-driven by orders—10-60 days from notice to needing housing. Military Relocation Professional (MRP) designation from NAR (8 hours, $295 NAR member) is the credential. Many bases (Camp Pendleton, Norfolk, Fort Bragg/Liberty, Joint Base Lewis-McChord) have agent referral networks; AHRN (Armed Forces Homebuying Resource Network) and Military By Owner are the public boards. No referral fees if direct—military families find agents themselves.

VA loan literacy is mandatory. Funding fee structure (1.25-3.3% of loan amount depending on prior use), no PMI, 0-down option, occupancy requirements. Agents who don't know VA appraisal differences and Tidewater Initiative kill deals.

Executive moves. C-suite and senior executive transfers usually involve a Buyer Side Specialist and a Seller Side Specialist working in tandem on both ends. Compensation is full retail (no RMC haircut)—but service expectations are intense. Confidentiality matters. The corporate HR contact is usually the gatekeeper for referrals.

Common mistake: assuming all transferees are alike. Corporate, military, and executive transferees have different decision speeds, financing types, and contingency tolerance.