Every year some carriers grow and some pull back. If your book is concentrated with a carrier that shrinks in your market, your clients and your renewals are exposed. A balanced carrier portfolio is one of the best protections you have, and building it is easier with an upline that watches the market for you.
I'm Justin Brock. Brock Partners has helped agents serve 250,000+ Medicare beneficiaries. For the carrier-by-carrier picture for 2027, read The 2027 Carrier Scorecard: Who Grew, Who Shrank and What to Do on justinbrock.com. This piece covers how to build your portfolio with your FMO.
What a balanced portfolio looks like
- A few strong MA carriers in each market you serve, not one.
- Medigap options for clients who want or need them.
- Ancillary carriers to fill gaps.
- Room to adjust when a carrier changes direction.
What your FMO should help with
- Annual market review. Which carriers are growing, shrinking or changing plan types in your states.
- Appointment strategy. Where to add appointments and where to deepen product knowledge. See getting appointed through an FMO.
- Book analysis. How concentrated your clients are and who is affected by changes.
- Retention support. Helping clients through carrier changes so you keep the relationship.
Questions to ask an FMO
- Which carriers can I access in each state I sell in?
- How do you brief agents on carrier changes each year?
- Can you help me analyze how concentrated my book is?
- How quickly can I add a carrier if my market changes?
How Brock helps
Brock gives agents broad carrier access, market updates in weekly webinars and help planning appointments. See our Certification Hub and Why Brock.
Want help balancing your carrier mix? Book a call with the Brock team.
Frequently asked questions
Why should Medicare agents diversify carriers?
When a carrier shrinks, exits or changes plans in your market, a concentrated book means many clients need help at once and renewals may drop. A balanced mix of strong carriers lets you place clients well and protects your business from any single carrier's decisions.
How many carriers should I be appointed with?
Enough to offer strong options in each market you serve, but not so many that you cannot know the products well. For many agents, that means a few MA carriers per market plus Medigap and ancillary options. Your FMO can help you decide.
How does an FMO help with carrier changes?
A good FMO reviews the market each year, alerts you to carrier changes, helps you add appointments quickly and supports you as you move affected clients. It should help you plan before AEP rather than react during it.
Should I move clients when a carrier shrinks?
Only if their current plan no longer fits their needs or is ending. A carrier shrinking elsewhere does not mean a client's plan is worse. Review each client's doctors, drugs and costs and recommend what fits them best.