What Does Your Medicare FMO Do For You?

A Medicare FMO (short for Field Marketing Organization) partners with independent agents and agencies to help with carrier contracting and provide other assistance. The type of assistance varies, but the best Medicare FMOs generally offer technology, training, and help with leads and other resources.

What Should I Look for in an FMO?

You’ll want to confirm that the FMO you’re working with contracts your preferred carriers, but to truly differentiate between FMOs, you have to dig past the surface. While you’re making inquiries and reviewing materials, ask yourself a few questions:

• Does this Medicare FMO have agent-first policies?
  Some Medicare FMOs seem almost adversarial toward the agents they work with. Their materials will be full of stern warnings and they’ll defend practices like withholding releases outside of carrier blackout periods, or they’ll scold you for even wanting a release. Others will attempt to have your commissions paid through the FMO instead of directly from the carrier – a big red flag.

  An agent-first Medicare FMO understands that their job is to support you, not control you.

• What kind of training is available?
  A worthwhile FMO wants to help you develop and grow your business, and they’ll offer training to ensure your success. Not all training is equal, however. Blog posts and written guides are a given, but download a few of those guides and see if they’re truly useful. Beyond that, look for webinars and other online training opportunities. Any FMO that’s truly invested in your success will give you multiple ways and opportunities to learn and improve your skills.
• Is the FMO’s staff responsive?
  You’ll generally have a chance to get to know your FMO before contracting. When you reach out to inquire about their services or contracting process, pay attention to how responsive they are. Do they reply to you quickly, and with complete, accurate information? A Medicare FMO will show you a lot about themselves during the getting-to-know-you phase, so pay attention.
  

How Does an FMO Get Paid?

We earn when you earn, without touching your commissions. We get paid by the carrier just like you. Your commission is for selling Medicare policies. Ours is for handling your contracting and making sure you have the support and training you need to sell successfully and compliantly. You still get paid exactly what you would without a Medicare FMO, but you also get access to training, technology, and one-on-one support.

How Do I Get Started?

You can reach out with the form above, call us at 800-695-0280, or go directly to our contracting page if you’re ready to contract online. If you’re still learning about NCC, be sure to check out our downloadable agent resources, including our 60+ page Medicare Sales Training Guide.