As we head into 2025, the Medicare market continues to evolve, and choosing the right Field Marketing Organization (FMO) is crucial for your success as an agent. An FMO should be more than just a company you contract with—they should be a true partner, offering tools, support, and strategies that help you grow and thrive.
But with so many FMOs out there, how do you know what to look for? Whether you’re a seasoned agent or just starting, here’s what you should prioritize when searching for a Medicare FMO in 2025.
1. What Are They Offering You?
The first and most important thing to ask yourself is, “What am I getting from this FMO?” If the answer is “nothing,” you should keep looking. An FMO should provide value in some form. That value could come in many different ways:
- Training: If you’re new to Medicare or looking to sharpen your skills, training should be a key component of what an FMO offers. Ask potential FMOs about the training programs they provide. Do they offer initial training for new agents? Do they keep you updated on changes in Medicare and sales strategies through ongoing training?
- Technology: In today’s fast-paced world, technology is key to running an efficient business. Does the FMO provide you with a customer relationship management (CRM) system or an enrollment platform that simplifies your workflow? Technology can save you time, streamline your operations, and allow you to focus more on selling.
- Marketing Support: Some FMOs offer marketing dollars based on your production to help you grow your business. Whether it’s co-branded marketing materials or direct financial support for campaigns, this kind of investment from your FMO can make a significant difference in your outreach and client acquisition.
Remember, not every FMO will offer all these things—but you should be getting something in return for your partnership.
2. Do They Offer a Strategy for Growth?
While tools and resources are important, they aren’t enough on their own. A great FMO should offer more than just access to products—they should offer you a strategy for growth.
When you meet with a potential FMO, ask them: What’s your strategy for helping me grow?
- Do they have a game plan for helping you find more clients?
- Will they help you build and execute a marketing plan?
- Do they offer field support, and are they willing to coach you through challenges?
An FMO that’s truly invested in your success will have answers to these questions. They’ll provide you with a roadmap for achieving your goals and offer personalized support to help you implement that strategy.
3. Ask About Their Strengths
Every FMO has its strengths. Some might excel in training, while others may shine in providing state-of-the-art technology or offering robust marketing support. When you’re shopping for an FMO, don’t assume that every company is the same. Ask them what makes them different.
- Do they specialize in a particular region or product?
- Do they have a reputation for excellent agent support?
- How do they handle compliance and ensure agents are protected?
Understanding an FMO’s strengths will help you determine if they’re the right fit for your specific needs.
4. Look for a Partnership, Not Just a Contract
The best FMOs don’t just hand you contracts and leave you to figure things out on your own. They act as true partners in your success. This means regular communication, ongoing support, and a willingness to adjust strategies as the market evolves.
When evaluating an FMO, try to get a sense of how invested they are in their agents. Do they offer one-on-one coaching? Are they available when you need help with a tough case? Are they genuinely interested in helping you succeed?
5. Check Their Reputation
Before signing with any FMO, do some research. Talk to other agents who work with them, check online reviews, and ask for references. A good FMO will have a strong reputation in the industry and among their agents.
- Are their agents successful and happy?
- Do they have a track record of helping agents grow their businesses?
- How do they handle disputes or challenges?
Final Thoughts: Make Sure You’re Getting Something in Return
In 2025, it’s more important than ever to choose an FMO that offers you real value. Whether that’s training, technology, marketing support, or a clear strategy for growth, you should be getting something meaningful from your partnership.
When you’re shopping for a Medicare FMO, ask the tough questions. Don’t just settle for any contract—find out how they plan to help you succeed. What tools will they give you? What’s their game plan for your success? The right FMO will have a clear answer, and they’ll be just as committed to your growth as you are.
