Plan Advisors

Helping you choose the right health plan

What are the Qualities of a Great FMO?

Marketing

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There are a lot of great Field Marketing Organizations (FMO) out there. When choosing the right one for you, countless factors go into making the correct decision. However, here at Plan Advisors, we’ve identified five key qualities that every great FMO should have and that you should expect when choosing the best fit for you.

Portfolio Assistance

As a broker, there are a lot of logistics you have to coordinate when it comes to growing your book of business. A great FMO should assist you with appointments, certifications, access to carrier systems, and information about carrier availability.

Technology That Makes a Difference

The right technology can go a long way in helping agents to locate resources, acquire quotes, and get contracted. At Plan Advisors, we offer the Broker Portal, which is a one-stop shop for resources and support requests for all of our agents. We also offer MedicareCENTER, which is available to agents as a CRM or for quoting, call recordings, and enrollments. Other enrollment tools include MedicareAPP, MedicareLink, CSG, and HealthSherpa. We want to show you that we have your best interest in mind by offering the best technology available. 

Marketing for Your Agency

Any FMO worth looking at will offer your agency marketing support. Whether you have a small agency that’s only you, or a large agency with agents across the nation, you need an FMO that will help you get your name out there to grow your Book of Business. This may include:

  • Website Development
  • Branding and Logo Creation
  • Advertising Material
  • Marketing Strategy
  • Promo and Sales Collateral

These types of efforts can often be a difference-maker come time for the Annual Enrollment Period (AEP).

Services That Meet Your Needs

Sometimes when you have a problem, you just need a helping hand to get the ball rolling. One of the best qualities of an FMO is one that helps to solve problems that you aren’t sure how to fix. For example, perhaps you have compliance questions and need someone to review what you’ve produced, or you may have billing or claims issues. Whatever it may be, great FMOs like Plan Advisors exist to be the middleman who supports your interests and helps you get on the right track.

Compensation for Your Hard Work

Many financial factors play into being a successful agent. FMOs should help you prepare and execute your finances, audits, commissions, overrides, and billing issues. At Plan Advisors, it’s our mission to ensure that you are paid what you have earned.

We think that these qualities of a great FMO are so important that we’ve made them the pillars of our organization. These are the key ways we serve our agents across the country. So if you’re an agent who needs more support to grow your Book of Business, reach out to Plan Advisors today!

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Plan Advisors understands that the buzz around disclaimers and the recording rule speculation surrounding each and every enrollment is ever-present. In fact, we continue to receive more guidance on what creating compliant marketing materials should look like and how to do it. With all of the new information we continue to receive, we feel it is worth mentioning. 

The following disclaimers are, in fact, final and required for all marketing materials from this point forward. So, how do we know what disclaimers apply to us and what disclaimers are necessary? Humana has created a spectacular guide that you can view here.

Marketing or Communication Disclaimers?

Marketing. The commercial’s intent is to draw the beneficiary to a Medicare Advantage plan(s) since name-specific plans remain unacknowledged. The content addresses plan premium, cost-sharing, and benefit information for plans represented and sold by the third party.

Let’s Break it Down…

It is important to note that if your material aligns with what marketing is, then these additional disclaimers apply: 

  • Federal Contracting Statements must be present on all “marketing” materials, except banners, banner-like advertisements, outdoor advertisements, text messages, social media posts, and envelopes.
    • Example Text: “Plans are insured or covered by a Medicare Advantage organization with a Medicare contract and/or a Medicare-approved Part D sponsor. Enrollment in the plan depends on the plan’s contract renewal with Medicare.”
  • Third-Party Marketing Disclaimers must exist on all third-party websites, marketing materials, and television/radio advertisements that meet the definition of “marketing”. (Note: For those that truly offer every option in a service area, this disclaimer is not imperative.)
    • Required Text: “We do not offer every plan available in your area. Any information we provide is limited to those plans that we do offer in your area. Please contact Medicare.gov or 1-800-MEDICARE to get information on all of your options.”
  • Benefits Disclaimers apply if plan benefits include additional coverage (i.e. Dental, Vision, Hearing, OTC, Transportation, Fitness, etc.).
    • Example Text: “Not all plans offer all of these benefits. Availability of benefits and plans varies by carrier and location. Deductibles, copays and coinsurance may apply.”
  • Part B Give-Back Disclaimers must be present on all materials when Part B give-back info is written.
    • Required Text: “Part B Premium give-back is not available with all plans. Availability varies by carrier and location. Actual Part B premium reductions vary.”
  • When mentioning STAR Ratings Disclaimers, it is necessary to convey that Medicare performs yearly evaluations, and that a 5-star rating system is active.
    • Example Text: “Every year, Medicare evaluates plans based on a 5-star rating system.”

Recording Rule Speculation

At Plan Advisors, we want to emphasize that the rumors surrounding recording every meeting and enrollment is simply a proposed rule. It is up for discussion and open for comment. Additionally, the Medicare industry will receive more guidance on this information within the next few weeks. The National Association of Health Underwriters (NAHU) and American Political Advocacy and Trade Association of Health Insurance Companies (AHIP) are actively working to ensure that this exists solely for call centers instead of the on-the-go agent.

It is important to note that we will continue to update our brokers as we move forward and learn more of the final decisions surrounding the changes to marketing disclaimers and the recording rule speculation surrounding each and every enrollment.

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For well over a year, Medicare sales specialists in many parts of the country have been handcuffed to virtual meetings and events, with the pandemic preventing them from hosting or taking part in community-based marketing events. This has created a tremendous shift away from the community towards online events and marketing. But as areas begin to relax and start to strive for the good old days of public gatherings and festivities, let’s remember that there is nothing quite like quality, local, face-to-face marketing. We’ve got some tips to help you market your Medicare business locally.

How to Get Recognized Locally

To be known, you must market yourself. Whether it’s time or money or both, there is always a cost associated with marketing. The beauty of community-based marketing is that you can spend more time and less money becoming known as a resource in your area.

Therefore, think about your week and how much time you can commit to local outreach. Structure your week to allow for these opportunities and be consistent and committed. In due time, you will reap a return on your time and energy invested.

Best Places to Market Your Medicare Business Locally

First, to state the obvious, if you have experience with marketing in your community, try going back to what worked before. Reintroduce yourself to all your local networking contacts and find out if the events with which you participated in the past are resurfacing. And once you have exhausted those efforts, see if anything new has popped up.

Here are some of the best locations for marketing your Medicare business:

Mom & Pop Diners

Do you have any locally owned breakfast spots that seniors like to frequent in your area? Many restauranteurs are hungry (pardon the pun) for help on all fronts. Try introducing yourself and asking the owner if they’d like a supply of free coffee mugs. You just request that your branding and phone number be placed on the mug. You can have a supply of these that cost you around $2 per mug. If you need help with this process, just reach out to our team here at Plan Advisors! Also consider hosting a coffee club once a week where you can answer senior-related questions for an hour or two.

Community or Senior Centers

As senior centers begin to reopen in your community, try to be an asset they can rely on. Introduce yourself to the center manager and let them know the various ways you’re able to provide support. Try hosting their weekly bingo session and provide a few prizes for the winning cardholders. Have a weekly Medicare Question and Answer session scheduled so that seniors will always know where they can find you for help. Consider hosting a monthly birthday party. There are endless ways to show your support at these community centers.

Farmer’s Markets

Additionally, it’s warming up all across the country. As people get outside to do some weekend shopping, try to secure a space at your local farmer’s market. The cost is typically very reasonable, and you could have weekly exposure to shoppers in your community. All you need is a branded tablecloth, some Medicare related literature to hand out, and some affordable freebies, such as pens or sticky pads.

Discount Pharmacies

Finally, is there a discount pharmacy in your community? Many of these are locally owned and operated. They struggle to compete with national pharmacies and could use support. Introduce yourself and ask the pharmacist if they are familiar with the Part D Senior Savings Program. Educate them on how this program helps diabetic Medicare beneficiaries and let them know you would be happy to educate their customers. Leave your contact info on display and consider setting up a small kiosk a couple of hours per week, if they are agreeable to it.

For more information and ideas about community-based marketing, download our Community Marketing Guide.