Let's set the stage
Contracting is the paperwork that lets a carrier pay you. Your state license lets you sell insurance. A carrier contract (often called an appointment) lets you sell that carrier's products and get paid commissions on them. An FMO like ESI sits between you and the carriers: we submit your contracting, keep your licensing and certifications straight, and help when a commission or a policy goes sideways. Here is exactly what it takes.
What you need before you start
| Requirement | Details | Notes |
|---|---|---|
| Resident insurance license | Health (accident and health) for Medicare and ACA; life for final expense | Issued by your home state insurance department |
| Nonresident licenses | Needed for each additional state where you will write business | Usually filed through NIPR |
| National Producer Number (NPN) | Your nationwide producer ID, separate from state license numbers | NIPR NPN lookup |
| Errors and omissions (E&O) | Professional liability coverage most carriers require to contract | Have your certificate ready to upload |
| Current plan year Medicare certification | Annual training and testing on Medicare rules before you market Medicare Advantage or Part D | AHIP Medicare + FWA is the common one; some carriers accept alternatives. Plus each carrier's product training |
| Banking for direct deposit | Where your commissions are paid | Your account, or your agency's if you contract under an agency |
| Background questions | Carriers and states ask about past regulatory actions, licensing issues and criminal history | Answer completely; have documents ready if any answer is yes |
Agent contracting with ESI, step by step
- Call or message agent relations. Tell us your states, the lines you want to sell, and any carriers you are contracted with today.
- Release check. If you are contracted with a carrier through another FMO, that carrier may require a release or a waiting period before you can move. We review this carrier by carrier. See what is a release to contract?
- License and certification review. Our contracting specialist checks your resident and nonresident licenses and your certifications against the carriers you picked.
- Carrier contracting. We submit your contracting for each carrier. You sign, upload E&O and complete each carrier's background and payment sections.
- Carrier training. For Medicare Advantage and Part D, complete the carrier's product training for the plan year.
- Ready to sell. Once each carrier confirms, you can write that carrier's business. We keep a record of what you are ready to sell, and where.
Let's be real about what slows contracting down
- Missing nonresident licenses. You cannot contract in a state where you are not licensed. File nonresident licenses before you ask for contracts in that state.
- Old certifications. Medicare certifications are by plan year. Last year's does not count for selling the next plan year.
- Releases. If you are moving from another upline, the carrier's release rules drive the timeline, not the FMO.
- Background answers. A yes answer is not automatically a no from the carrier, but it adds review time. Disclose fully.
- Season. August and September are the busiest months for contracting. If you can, contract in the spring.
For more on timing, see how long does carrier contracting take?
Contracting as an agent or under an agency?
| Question | Agent contract in your name | Contract under an agency |
|---|---|---|
| Who is paid the commission? | You | Usually the agency, which then pays you under your agreement with it |
| Who do you call with problems? | ESI agent relations | Your agency first, with ESI behind it |
| Who sets your contract level? | Your contract with the carrier through ESI | The agency's contract, and the split the agency gives you |
| Best fit | Independent producers building their own book | Agents who want an agency's leads, office and management |
Neither is better in every case. Read agency vs agent contracting for the tradeoffs, especially around who owns renewals if you leave.
Federal rules that come with a Medicare contract
Once you sell Medicare Advantage or Part D, CMS rules apply to you, not just to the carrier. Under 42 CFR 422.2274, agents must be licensed in the state, appointed where the state requires it, and complete annual training and testing on Medicare rules and plan details. CMS describes Medicare compensation as an initial payment in the enrollment's first year, then a renewal amount in later years if the member stays, on its agent and broker compensation page. Read how Medicare agent commissions work before you count your first check.
After you are contracted
This is where most uplines disappear. At ESI our agent support team helps with contract statuses, contracting processes, sales scenarios and compliance questions. Align seven of our top carrier contracts with ESI and you earn Premier Agent Status: free access to Seven Figure University and Seven Figure CRM, 50% off Lead Heroes services and 25% off virtual assistants through Hire Heroes.
Ready? Call 801-255-5340, Monday to Friday, 9:30am to 5pm Mountain, or use our contact page.
Frequently asked questions
What do I need to get contracted as a Medicare agent?
A health license in each state you will sell, your NPN, E&O coverage, and the current plan year Medicare certification plus each carrier's product training. Federal rules at 42 CFR 422.2274 require licensing, appointment where the state requires it, and annual training and testing.
Do I need E&O to contract with ESI?
Most carriers require proof of errors and omissions coverage to contract an agent, so plan on it. Have your certificate ready to upload during contracting.
Can I switch my contracts to ESI from another FMO?
Often yes, but each carrier sets its own rules for moving to a new upline, which may include a release or a waiting period. We review your current contracts carrier by carrier before submitting anything.
Does last year's AHIP count for this year?
No. Medicare certifications are tied to a plan year, so you need the certification for the plan year you will sell, plus each carrier's product training.
Sources
- Everything Senior Insurance, Agent Info (carriers we can offer)
- Everything Senior Insurance, About Us (team and agent relations staff)
- eCFR, 42 CFR 422.2274 Agent, broker, and other third party requirements
- CMS, Agent and Broker Compensation
- NIPR, Look up a National Producer Number
- AHIP Medicare + Fraud, Waste and Abuse training
Updated October 22, 2026 by the Everything Senior Insurance Data Desk.