Writing applications builds production. Keeping clients builds a book. Every client who leaves after a year is a relationship you have to replace, and every client who stays and refers is one that compounds. Retention is where a good partner pays for itself.
I'm Justin Brock. Brock has helped agents serve 250,000+ Medicare beneficiaries. For strategies to build a real book, read How Medicare Agents Build a Real Book of Business on justinbrock.com. This piece covers what your FMO should provide to help.
What retention requires
- Annual reviews before AEP.
- Service between seasons, not just at enrollment.
- Referral habits.
- Communication so clients hear from you first when plans change.
What your FMO should provide
- CRM tools with review reminders and client notes. See our tools.
- Annual review templates and processes.
- Compliant client communication templates.
- Training on service and referral conversations.
- Ancillary products that show you are looking at the whole client.
Questions to ask an FMO
- What retention tools do you provide?
- Do you have annual review templates?
- How do you help agents get referrals?
How Brock helps
Brock helps agents build lasting books with tools, training and resources. See our companions on ancillary product support and AEP support.
Want a book that lasts? Book a call with the Brock team.
Frequently asked questions
How do Medicare agents improve retention?
Run annual reviews, stay in touch between seasons, respond quickly to service needs and reach clients before plan changes reach them. Clients who feel looked after tend to stay and refer.
What is an annual review?
An annual review is a check-in, usually before AEP, to confirm the client's doctors, drugs, costs and needs still fit their plan. It is a chance to make changes if needed and strengthen the relationship.
How do I get more Medicare referrals?
Serve clients well, ask at natural moments such as after a smooth enrollment or a solved problem, make referring easy and thank people who refer. Follow CMS and carrier marketing rules for any referral programs or gifts.
What retention tools should my FMO provide?
Look for a CRM with review reminders, client notes, communication templates and reporting, plus training on service and referral conversations. Ask for a demo so you can see how the tools fit your workflow.