THE PEOPLE BEHIND
THE PLATFORM.

A recorded interview series with HPM leadership, built for agents and agencies. The goal is not a highlight reel. It is education: the market, Medicare and the ACA, building and running a book, growing an agency, and what an FMO actually does. Every leader answers the same broad industry set, then a set built for their seat. HPM has been building this since 2013.

The Leaders

The Broad Industry Set

Asked of every leader. Same questions, different chair, so the series builds one layered picture of the industry across the whole team.

1. For an agent who has never worked with an FMO, what does an FMO actually do on a normal Tuesday that an agent could not do alone?
2. When someone chooses the wrong Medicare plan, what happens to them six to twelve months later that nobody warned them about, and how does a good agent prevent it?
3. What is one rule in Medicare or the ACA that makes no sense until someone explains why it exists?
4. What is the single piece of advice that, if a new agent followed it, would almost guarantee they wash out inside their first year?
5. What decision does a new agency owner make in the first ninety days that quietly kills the agency by month eighteen?
6. Two agents both step away from selling for six months. One comes back to a business that kept running, the other comes back to nothing. What did the first one build that the second one did not?
7. When a CMS rule change or a carrier shift lands, who tends to get hurt and who tends to get ahead in the same six months, and what separates them?
8. What is a book of business that looks impressive on paper but is actually fragile the moment the agent behind it steps away?
9. If an agent builds their whole book through an FMO and later decides to leave, what should they have asked about book ownership and portability on day one?
10. What kind of agent should you honestly talk out of this business, or out of going independent, before they get hurt?
11. Where is the health insurance market actually heading over the next three to five years, and what should an agent be doing today to be ready for it?
12. What is a moment in this business where doing the right thing for a client cost you money, and would you do it again?