Key Takeaways

• Contracting with a new carrier should never be rushed. Asking the right questions upfront can protect your time, your book of business, and your future earnings.

• Pay close attention to commission structures, release policies, compliance protocols, and support systems. Not all carriers align with the way you want to grow your Medicare business.

Why This Decision Deserves More Scrutiny

Choosing a new carrier relationship isn’t a minor administrative task. It’s a strategic decision that shapes your book of business, revenue stream, and client experience. As a licensed Medicare agent, you already understand the importance of being contracted with the right mix of carriers to meet client needs. But not every carrier deserves a spot in your portfolio.

Before you sign anything, take time to evaluate the full scope of what the carrier offers—and what they require from you.

1. What Does the Commission and Renewal Structure Look Like?

Understanding how you’ll be paid should be the first item on your checklist. Ask detailed questions about:

• Initial commissions vs. renewal commissions

• Payment frequency (monthly, biweekly)

• Payee rules (will you get paid directly or through your FMO?)

• Vesting schedule and requirements

• Chargeback policies on cancellations or disenrollments

In 2025, CMS has increased oversight of commission arrangements to protect clients from aggressive sales tactics. That makes it even more important to ensure your compensation is sustainable and fairly structured.

2. Are You Vested in Your Book?

Some carriers delay full vesting until a certain production threshold is met or a specific period has passed. If you’re not vested immediately, it means your renewals can be withheld if you leave the relationship early.

Clarify:

• When does vesting occur?

• Are renewals portable if you switch FMOs or go independent?

• Are there penalties or forfeitures for inactivity?

In 2025, more agents are choosing to build independent, portable books of business. Make sure your vesting rights support that direction.

3. What Are the Terms for Termination or Release?

If things don’t work out with the carrier, how easy is it to move on? You should never feel locked into a contract that no longer serves your clients or your business.

Ask:

• Can you request a voluntary release, and how long does it take?

• Is a release required to move your contract to a different FMO?

• Are there blackout periods during which no releases are granted?

Also verify whether a release is needed just for the carrier or also for any upline FMOs tied to the contract. In 2025, some carriers impose stricter protocols during AEP or lock-in periods.

4. How Strong Is the Carrier’s Training and Support?

Even seasoned agents benefit from strong back-end support. Look into the carrier’s onboarding process, certification requirements, and ongoing training.

Find out:

• How often is training updated?

• Is training done online, in person, or both?

• Is agent support handled by phone, email, or dedicated portals?

• How fast is typical response time for agent issues?

Training matters for compliance as well as confidence. A carrier that keeps you informed helps you protect your license.

5. What Are the Compliance Expectations and Monitoring Practices?

Compliance is a major focus in 2025. CMS continues to increase penalties for non-compliant sales practices, so your carrier’s expectations need to be clear and fair.

Key questions:

• Are your marketing materials subject to pre-approval?

• Will the carrier conduct mystery shopping or call monitoring?

• What’s their policy on correcting unintentional errors?

• Is there a warning process before suspensions or terminations?

You want to be held accountable—but not blindsided. Transparent compliance policies are a must.

6. How Are Enrollment Issues and Application Errors Handled?

Mistakes happen. The question is whether the carrier will work with you or against you when they do.

Find out:

• Is there a grace period for application corrections?

• Who do you contact if an enrollment doesn’t process correctly?

• Are agents penalized for minor administrative errors?

Avoid carriers that make simple issues needlessly difficult to resolve.

7. How Efficient Is the Enrollment Technology?

In 2025, digital platforms are the standard. A carrier that lags behind in technology will cost you time and potentially clients.

Ask about:

• Enrollment platform usability and speed

• Integration with quoting tools and CRM software

• E-signature capabilities

• Real-time application tracking

Time spent navigating a clunky system is time you’re not spending building relationships or closing sales.

8. What Is the Reputation Among Agents?

Don’t rely solely on what the carrier or your upline tells you. Seek out honest reviews from other agents—especially those who aren’t tied to that carrier.

Look for feedback on:

• Responsiveness of agent support

• Fairness of commission payments

• Clarity of communications during AEP

• Willingness to correct mistakes without punishment

If multiple agents flag the same problems, it’s probably not a coincidence.

9. Does the Carrier Offer Any Marketing Support?

While not essential, good marketing support can save you significant time and money.

Check:

• Are co-branded materials available?

• Is there cost-sharing for marketing campaigns?

• Are there digital assets or pre-approved mailers?

Some carriers may also offer co-op funds, but these typically require production minimums.

10. Are There Production Requirements or Minimums?

Some carriers require you to meet production thresholds to remain active or receive bonuses.

Ask:

• Is there a minimum number of enrollments per year?

• What happens if you fall below the minimum?

• Are exceptions made for part-time agents?

Production minimums aren’t always bad, but they should be realistic and flexible based on your goals.

11. Is the Carrier Competitive in Your Market?

Even if a carrier offers strong support and fair pay, it won’t help if the plans aren’t a good fit for your area.

Assess:

• Network adequacy for doctors and hospitals

• Local market share and brand recognition

• Plan options across Medicare Advantage, Part D, and Med Supp

• Member satisfaction trends

In 2025, many clients are focused on continuity of care, cost predictability, and reliable customer service. A carrier that doesn’t meet those expectations will be a harder sell.

12. What Happens If the Carrier Makes Plan Changes or Exits the Market?

The Medicare landscape changes every year. You need to know how the carrier handles transitions.

Ask:

• How are agents informed about plan terminations or changes?

• Are clients reassigned automatically or with your involvement?

• Can you pivot your clients to other options without losing renewals?

You don’t want to lose your book or your reputation because of a carrier’s internal decisions.

Make Smarter Carrier Decisions That Support Your Long-Term Goals

The right carrier partnerships can enhance your credibility, profitability, and retention. But the wrong ones can derail your progress and create avoidable friction.

Take your time, ask the tough questions, and protect your independence as a Medicare professional. When you contract smart, you grow smart.

If you’re looking for a platform that supports your independence while simplifying contracting, onboarding, marketing, and renewals, we encourage you to explore BedrockMD. We help agents like you build better relationships with better carriers. Sign up today to see how our tools and support can position you for long-term success.