Key Takeaways

• Choosing the right FMO directly affects your income, support, compliance, and long-term control over your book of business.

• Not all FMOs offer true independence or full transparency, and small differences in contracts can have a major impact over time.

What Makes One FMO Better Than Another?

At first glance, most Field Marketing Organizations (FMOs) appear similar. They promise competitive contracts, access to carriers, marketing support, and compliance tools. But once you’re under contract, subtle differences in structure, philosophy, and agent treatment start to emerge. In 2025, these differences are more critical than ever as CMS regulations tighten, technology becomes central to client engagement, and retention strategies evolve.

Before signing or renewing with any FMO, it’s essential to dig deeper. How they operate behind the scenes often determines how you succeed in the field.

How Contracting Transparency Impacts Your Commissions

Many agents assume they’re getting full street-level commission when they sign with an FMO. But the reality is, some FMOs skim from the top or structure contracts in tiers that withhold part of your earning potential.

What you should look for:

• Clear commission schedules upfront, not just verbal promises

• Direct carrier appointments when available, rather than sub-hierarchy contracts

• Ownership rights that clearly state you keep your book if you leave

• Written confirmation of how renewals are handled when switching FMOs

In 2025, CMS continues to increase scrutiny on how commissions are structured and disclosed. That doesn’t mean all FMOs have adjusted in your favor. Always ask to see the contract in full—before you agree to anything.

Support That Actually Helps You Sell

FMOs often advertise agent support, but the definition varies. True support is more than a toll-free number or a once-a-year email blast.

What matters in practice:

• Dedicated agent support reps you can reach without waiting days for a reply

• On-demand training and real-time tech support during enrollment periods

• Access to quoting, enrollment, and CRM tools that don’t cost extra

• Compliance-approved marketing resources ready to use without legal risk

A good FMO equips you with both the tools and the confidence to sell more effectively. If the support system isn’t proactive and personalized, you’re left solving problems alone.

Contract Levels and Hierarchy Structures

FMOs operate under a hierarchy structure. Your level in that hierarchy determines what commission you earn. Unfortunately, many agents don’t understand where they sit until it’s too late.

Key points to clarify:

• Are you contracted directly under the FMO or through an upline?

• Is your level adjustable based on production, or fixed permanently?

• Does the FMO allow movement between levels transparently?

• Will you see the full commission schedule and upline overrides?

In 2025, agents increasingly ask for level disclosure before contracting. You should too. If you’re producing but someone else is profiting more, you deserve to know.

Book of Business Ownership: Who Really Controls It?

Your book of business is your retirement plan. You invest years into building it. So it must be yours.

Unfortunately, many agents discover too late that their FMO technically owns the client data or renewal rights. Always ask about:

• Portability: Can you take your book with you if you leave the FMO?

• Renewal ownership: Do you continue receiving renewals even after moving?

• Release policy: Is the FMO obligated to release you within a timeline?

Some FMOs delay or deny releases. Others cut off renewals when agents leave. Protecting your future means locking in true ownership today.

Compliance and Oversight—The Silent Deal Breaker

CMS has ramped up enforcement for Medicare marketing rules since 2023, and the trend continues into 2025. That makes FMO-level compliance oversight more important than ever.

What to evaluate:

• Do they review and approve your marketing materials?

• Do they offer updated CMS-compliant templates for every enrollment period?

• Are they keeping you informed of rule changes, not just reacting after violations?

An FMO that neglects compliance puts your license at risk. Make sure their compliance team works to protect you, not just audit you.

Marketing Help: Strategic or Just Surface-Level?

Every FMO says they “support your marketing,” but that phrase means little without specifics. You should know exactly what you’ll get.

Look for real marketing assets:

• Done-for-you campaigns with pre-approved CMS language

• Client-facing educational content ready to deploy digitally or by mail

• Co-branded material options that actually match your branding

• Support with lead generation, not just a list of vendors to pay

Agents in 2025 don’t just want leads. They want a marketing strategy that positions them as trusted advisors. If your FMO isn’t thinking long-term, your client acquisition will suffer.

Tech Infrastructure: Can You Actually Work Efficiently?

Your FMO’s technology matters more than ever. With digital enrollment, call recordings, appointment scheduling, and client retention all tied to platforms, you need systems that talk to each other.

Ask these questions:

• Is there a CRM included that tracks clients from quote to renewal?

• Can you record calls and store documents compliantly?

• Does the FMO provide access to enrollment platforms that are CMS approved?

• Are there automation tools that save you time during AEP?

A strong tech stack is a necessity, not a perk. Without it, you’ll burn time and lose leads.

Education and Growth: Is Your FMO Helping You Evolve?

You may be experienced, but the Medicare landscape changes fast. Whether it’s new product rollouts, CMS updates, or sales strategies, your FMO should keep you ahead of the curve.

Here’s what matters in 2025:

• Live training sessions before and during AEP

• CE credit opportunities included in your partnership

• Sales workshops and webinars led by experienced trainers

• Annual strategic planning help for your business

If your FMO expects you to figure everything out solo, they’re holding you back. Growth comes from partnerships, not just contracts.

Release Policy: Are You Free to Leave If You Need To?

Many agents feel trapped. FMOs may delay or deny a release, limiting your ability to move to another organization or access new carriers.

Key questions to ask now:

• Is there a written release policy?

• Will they release you within 30 days of a request?

• Are there any production thresholds tied to your release?

An FMO confident in its value won’t hold you hostage. If you sense hesitation around the topic of releases, that’s a red flag.

Direct Communication and Transparency

The best FMO relationships are built on open communication. If you rarely hear from your FMO unless it’s about compliance or contract renewals, you’re missing out on real partnership.

In 2025, top-tier FMOs are improving how they stay in touch:

• Regular agent newsletters with updates, tips, and resources

• Dedicated onboarding to walk you through systems and processes

• One-on-one account managers who know your goals

You deserve more than a login and a contract. Look for an FMO that treats you like a business partner, not just a commission generator.

It All Adds Up to Your Bottom Line

At the end of the day, every small difference—a delayed release, an unclear contract, lack of tech, weak compliance support—carries financial weight. In 2025, your FMO should be helping you grow income, not quietly shrinking it.

Make time this year to evaluate your current FMO relationship. Are you being paid what you’re worth? Do you have the tools to scale? Is your book protected long-term?

You owe it to your clients—and yourself—to be with the right partner.

Set Yourself Up for the Partnership You Deserve

If you’re questioning your current FMO or thinking about your next move, you don’t need to figure it out alone. At BedrockMD, we believe licensed agents deserve full transparency, full commissions, and full support—without the runaround.

We offer technology, training, and hands-on help built around the needs of independent agents. You get access to compliance-ready marketing tools, client retention systems, and real-time sales support that keeps you in control of your book and your income.

Let us show you what a real FMO partnership looks like.