If you’re serious about selling final expense insurance, partnering with the right Final Expense Field Marketing Organization (FMO) is one of the most important decisions you’ll make.
A great FMO provides carrier access, training, marketing support, and business transparency, all of which are crucial for your long-term success.
Let’s walk you through what an FMO is, why you need one, and how to choose the right one for your final expense agency.
What Is a Final Expense FMO?
A Final Expense FMO is essentially a wholesaler in the insurance industry.
They act as intermediaries between insurance carriers and independent agents, helping agents get contracted with top final expense insurance companies like Mutual of Omaha, Royal Neighbors, Transamerica, and others.
Without an FMO, you won’t have direct access to these companies, which means no contracts, no products, no sales and no income.
Types of Final Expense Wholesalers
Wholesalers come in different forms, and while they may use different titles, they serve a similar purpose—helping agents access life insurance carriers and providing business support.
- GA (General Agent)
- MGA (Managing General Agent)
- IMO (Independent Marketing Organization)
- NMO (National Marketing Organization)
- BGA (Brokerage General Agency)
- FMO (Field Marketing Organization)
- Common industry term: “Upline”
Each of these entities may specialize in different insurance products beyond final expense, so it’s important to choose one that has a strong track record in the final expense market.
What Makes a Good Final Expense FMO?
Not all FMOs are created equal. Some simply provide carrier contracts, while others actively support agents in building and growing their business.
At a minimum, a strong final expense FMO should offer:
- A dedicated marketer: Someone who answers your questions, helps you navigate carrier processes, and provides essential materials.
- Consistent training opportunities: Webinars, in-person coaching, and ongoing sales training specific to final expense.
- Lead sources and marketing support: Access to discounted lead programs, lead vendors, or marketing strategies to help generate business.
- Business transparency: Clear commission structures, contract policies, and agent-first service.
If an FMO isn’t offering these core services, keep looking.
Why You Need an FMO That “Goes to Battle” for You
A good FMO does more than just hand you a contract—they actively help you succeed. They’re the ones fighting for you behind the scenes, ensuring that you get paid correctly and have everything you need to sell.
Here are key questions to ask before committing to an FMO:
- Who will track my commissions to ensure I get paid on time?
- What happens if I get underpaid? Will my FMO help resolve the issue?
- Who ensures I have up-to-date, compliant final expense applications?
- What support will I receive if I submit an application on the wrong form?
- Does this FMO truly care about my long-term success?
A few FMOs have given the industry a bad reputation by focusing only on high commission payouts rather than agent support. Do your due diligence, the best FMOs help you build a business, not just push policies.
How to Find a Final Expense FMO
If you’re wondering where to start, the answer is simple: Google and youtube, there are a lot of good sources.
Search terms like:
- “How to sell final expense”
- “Final expense sales”
- “Best final expense FMOs”
- “final expense sales trainer”
This will give you a list of potential FMOs, but don’t stop there.
Speak with at least 2-3 different FMOs before making a decision. Look for organizations that are truly agent-focused, rather than ones that only emphasize high commissions.
Questions to Ask Before Choosing an FMO
Before signing any contract, ask these critical questions to ensure you’re making the right choice:
- What if I don’t have startup money? Will they provide guidance on affordable lead strategies?
- What kind of final expense training programs do you offer? Do they provide structured training or just a contract and commission schedule?
- How do your final expense leads work? Do they offer discounted leads, lead vendors, or exclusive lead programs?
- Am I required to sell life insurance to friends and family? Be cautious—if they push recruitment over sales, it might be a multi-level marketing (MLM) setup.
- Who do you believe are the best final expense insurance companies and why? A knowledgeable FMO should clearly understand the best carriers and why they are suited for final expense sales.
- Do you accept part-time agents? Some FMOs require full-time commitment, while others welcome part-time agents—make sure their expectations align with yours.
- Do you have an open release policy? If you want to switch FMOs later, will they release your contracts without a fight?
- How much do I need to travel? Is final expense sales primarily face-to-face, or do they support telesales and virtual sales models?
- Can I sell final expense over the phone? If you’re interested in telesales, make sure they support that business model with the right training, lead types, and technology.
Conclusion
Your FMO is one of the biggest influences on your success in final expense sales. It’s worth taking the time to find the right one.
- Look for an FMO that prioritizes agent success over commissions.
- Ask tough questions before signing any contracts.
- Choose a partner who will support you, train you, and fight for your business.
If something doesn’t feel right, trust your gut and move on, there are plenty of great FMOs out there ready to help you build a profitable final expense business.
Next Steps
If you’re serious about final expense sales, start researching FMOs today and reach out to organizations that align with your business goals. The right choice can set you up for long-term success and financial freedom.
