Key Takeaways

• Before switching FMOs, you must evaluate contract terms, commission structures, release policies, and back-office support to avoid jeopardizing your renewals and business growth.

• Not all FMOs offer the same level of transparency, training, and access to technology, so asking the right questions upfront protects your time, license, and long-term success.

Why Agents Consider Switching FMOs in 2025

If you’re a licensed agent working in the Medicare space, the idea of switching FMOs might already be on your radar. Maybe you feel you’re not getting the support you need, the tools are outdated, or your current upline lacks transparency. These are valid reasons—but switching isn’t a light decision. In 2025, with Medicare compliance tightening and client expectations rising, making the wrong move can cost you more than just your time—it can cost you your livelihood.

Instead of reacting emotionally or out of frustration, take the time to step back and assess any potential new FMO with a structured approach. You’ve built a book of business that deserves protection.

Start With a Clear Goal: Why Are You Switching?

Before you even approach a new FMO, identify your reason for leaving. This will help guide your evaluation and help you focus on what really matters for your future growth.

Common motivations include:

• Lack of support or training

• Outdated or insufficient tools

• Poor communication or delayed responses

• Low-value marketing resources

• Concerns about release and control over your book

• Better commission payouts elsewhere

Understanding your motivation allows you to assess whether another FMO actually solves your problem—or simply dresses it up differently.

1. What Happens to Your Book of Business?

This is the number one question to ask.

• Does the FMO allow agents to own their book?

• Will you be able to move your clients without losing residual commissions?

• What is their release policy, and how long does it take?

• Are there any clawback clauses hidden in the contract?

Some FMOs may lock your downline or make it difficult to port your business. Others delay commission payments during a transition period. Before you sign, ask for everything in writing.

2. What Is the Contracting and Release Process?

Even in 2025, agents still get blindsided by vague or restrictive contracts. A few key things to verify:

• How long are you locked into a contract?

• What’s the process if you decide to leave?

• Is the release automatic or at the FMO’s discretion?

• Are they willing to provide a release letter if requested within a certain timeline (e.g., 30 days)?

Make sure the FMO is open about its release timelines. If they dodge these questions, that’s a red flag.

3. What Kind of Commission Support Is Offered?

Your commission trail is your retirement. That makes transparency and timeliness in payments absolutely non-negotiable.

Ask the following:

• Do they provide real-time commission tracking?

• Are commissions paid directly or passed through?

• How long is the average delay between enrollment and payment?

• Are overrides taken from your payout or from their share?

• Are renewal commissions guaranteed regardless of your FMO status later?

Request a sample commission statement. If they’re unwilling to share one, you should be cautious.

4. How Do They Handle Medicare Compliance?

The rules in 2025 are more complex than ever, especially with recent CMS guidance around call recordings, enrollment disclaimers, and marketing language.

Ask your potential FMO:

• What compliance training do they provide?

• Do they offer auditing or feedback on your recorded calls?

• Is there a CMS-compliant CRM included?

• How do they help agents stay aligned with 2025 marketing regulations?

If the FMO doesn’t take compliance seriously, you’re risking your license.

5. What Kind of Marketing and Lead Support Is Actually Available?

Some FMOs offer generic promises like “free leads” or “marketing support” but deliver little more than PDFs and old scripts.

Clarify:

• Are the leads exclusive or shared?

• What’s the source and average age of leads?

• Is there co-op marketing available, and if so, how is it structured?

• Do they provide actual content, ads, or email templates you can customize?

• Is there marketing automation support?

Ask to see examples. Don’t accept vague statements—demand specifics.

6. What Is the Technology Stack?

Technology can make or break your efficiency. Whether you’re a solo agent or building a team, you need to know what tools you’ll have access to.

Key systems to evaluate:

• CRM: Does it integrate with Medicare enrollment platforms?

• Call tracking: Can you record, organize, and review calls easily?

• Quoting tools: Are they updated regularly?

• Email campaigns: Is automation included?

• Analytics dashboard: Can you track your close rates and productivity?

A tech-forward FMO should offer these in a unified interface—not a clunky mix of third-party tools.

7. How Strong Is Their Agent Support Team?

Support in 2025 is more than just having someone pick up the phone. You need an FMO that offers real-time, proactive help.

Evaluate:

• Agent onboarding speed and quality

• Time to resolution for contracting issues

• Access to carrier-specific support staff

• Dedicated contact person or team for your business

Ask if they track agent satisfaction internally. If they don’t measure their support quality, they likely don’t prioritize it.

8. Is Training and Education Treated as a Priority?

Agents can’t afford to stagnate. With constant regulatory shifts and plan changes, your professional development should be an ongoing commitment from your FMO.

Look for:

• Monthly or quarterly live training sessions

• Access to on-demand webinars and courses

• Certification and CE support

• Training tailored to niche markets (like DSNP or veterans)

A good FMO won’t just offer training at onboarding—they’ll build you into a better agent over time.

9. What Kind of Community and Culture Exists?

This is often overlooked but critical. You want to work with people who uplift, not isolate you.

Ask:

• Do they host agent events or virtual meetups?

• Is there a private forum or agent community you can join?

• Are top-performing agents accessible or involved?

• Is collaboration encouraged or discouraged?

You’ll be spending a lot of time engaging with your FMO. Make sure the environment aligns with your working style.

10. Are There Any Hidden Fees or Cost Traps?

You shouldn’t have to pay extra just to do your job.

Ask for transparency around:

• CRM usage fees

• Lead charges

• Enrollment platform costs

• Training fees

• Technology licensing or “set-up” fees

The best FMOs will either offer these at no charge or make them extremely affordable. Watch for FMOs that bury expenses in fine print or require mandatory purchases.

11. Are They Helping You Build a Scalable Business?

If you have aspirations beyond being a one-person shop, make sure your FMO supports scalability.

Inquire about:

• Team onboarding and downline management tools

• Support for building your own agency

• Hierarchy structures

• Access to back-end reporting on your team’s performance

A future-focused FMO won’t treat you like just another number.

Protecting Your Business Before Signing Anything

Once you narrow down your options, ask for everything in writing. Always review contracts with a fine-toothed comb—preferably with legal oversight. Ensure:

• Your NPN is listed correctly across all carriers

• You aren’t locked into unnecessary restrictions

• You understand renewal rights post-termination

• You’re not agreeing to any non-competes that limit future choices

Switching FMOs is ultimately about protecting your future. Don’t let smooth sales pitches make the decision for you.

Think Long-Term, Not Just Short-Term Gains

Switching FMOs can feel like a fast way to improve commissions or access better support, but short-term gains often come at a long-term cost. You’ve worked hard to build your business—don’t risk it by making a rushed decision.

Take your time. Ask every question. Read every line. Your future self will thank you.

If you’re ready to work with an FMO that prioritizes agent independence, transparent commissions, modern tech, and ongoing training, we invite you to join BedrockMD. We’re here to support professionals like you who are serious about growing a sustainable Medicare business. Let’s build something long-term—together.