Become an Agent

Managing Your Book of Business

Building a book of business is one thing, but managing it is something else entirely. Many Field Marketing Organizations (FMOs) teach their agents the basic skills for how to sell to a client, but don’t teach them how to effectively manage a growing roster of clients. Through our comprehensive training program, MCC Academy™, you’ll learn industry-leading sales techniques as well as actionable, step-by-step strategies for building, managing, and growing a robust, reliable book of business. Some of the most common questions that new agents ask include:

What Makes a Good Book of Business?

A book of business is an industry term that refers to an agent’s complete catalog of clients and accounts. A good book of business, however, is more than merely a list of names and corresponding phone numbers; it contains pertinent information about clients, such as details of their life situation and notes about what makes them unique (e.g., Sally just had a baby boy and she and her husband love the New York Yankees!).

How Do You Manage a Book of Business?

Managing a book of business is like caring for any living, evolving entity — it grows and changes, and thus requires close care and attention. Just because a book of business is booming today, there are no guarantees that it will be booming a year from today. Properly managing a book of business requires keeping in touch with existing clients as well as cultivating relationships with new ones.

Who Owns the Book of Business?

Many FMOs retain full or partial ownership over their agents’ books of business. This is unfortunate for the agents because, should they part ways with that FMO, they’ll have to start at square one. However, as an agent with MCC Brokerage, you’ll retain sole ownership of your book of business until you’re ready to turn around and sell it.

Contact Us Today

Our comprehensive training courses provide thorough answers to all these questions, plus so much more. Take advantage of this vital resource to grow and manage your book of business by contracting with MCC Brokerage. Contact us today to get started.

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“The Tampa back office team is amazing! You can call them or come in to the office and get help with ease. Extremely efficient and knowledgeable. All my requests and questions are completed and answered. Anything that needs to get done is finished quickly and correctly. Thank you for the great partnership!” – Alex A.

“I have worked with MCC Brokerage for many years. I love working with the team in the Tampa office. They are friendly and ALWAYS ready to help. Looking for an FMO to help grow your business and make your life easier? Go with MCC.” – Steven H.

“I am about to enter my third year of offering Medicare products and services to my clients. MCC Brokerage and their knowledgeable staff have been with me every step of the way. Thank you guys!” – Joe M.

“I have been working with MCC Brokerage for 25 years. They have a great ownership and management team with highly experienced service personnel designed to make a broker’s life easier. The MCC Brokerage team will make your Medicare AEP much more manageable and profitable.” – Tom H.

“MCC Brokerage has been a large factor in my success as a new agent. They have brought me into their team with open arms, a family atmosphere with the best of class services provided to help me excel. They will take my call regarding my client’s needs anytime – day or night. Their marketing programs are unsurpassed in the industry! Patricia and the Tampa team are amazing to work with.” – Jared P.

“IAMS, INC. has worked with MCC for over twenty years! They have a knowledgeable staff and are willing to go that extra mile. We would not consider any other brokerage to work with. MCC makes staying up with the new products and trends in the benefits industry easy. They assist with training and product familiarity. Staff are personable and a pleasure to work with.” -Herschel V.

“I have been associated with MCC Brokerage for many years. I have found them to be very knowledgeable in all things Medicare and life insurance. If you want to grow your agency they are an excellent choice for getting contracted with. All the people are very friendly and fun to work with.” – Darry S.

“MCC has exceeded my expectations as an agency owner. The corporate staff are very responsive. They have worked very closely with me to help the transition from another FMO. I have been so fortunate to work directly with Patricia F. She is very personable, but also well-educated in all of the different dynamics of Medicare Advantage carriers.” – Mel L.

“Great leadership, great culture! The administration staff is extremely knowledgeable and with MCC’s support my business has skyrocketed! MCC is truly the most agent friendly group that I’ve ever encountered in my 12 years in the insurance industry. I’m so grateful that I found MCC and I would highly recommend any agent that’s looking to be successful and empowered to look no further than this dynamic organization.” – Micah M.