FMO Q&A

July 22, 2026 by Sheryl J. Moore

I was recently working with someone who didn’t realize that I have experience working with Field Marketing Organization (FMO) distribution.

In fact, I crafted an article for those interested in the FMO channel, seven years ago. Read FMO Q & A via LinkedIn

A couple of updates need to be noted:

1. As of 2025, 61.28% of indexed annuity sales are attributable to independent insurance agents, the majority of which originate through an FMO. That means that this channel accounts for over $77 billion of indexed annuity premium annually! (In addition, this figure is projected to increase substantially over the next decade.)

2. While less than two handfuls of FMOs have their own product development arm, the FMOs that DO have a product development arm account for 46.10% of all indexed annuity sales.

3. My list of FMOs has dwindled from over 300, to just 104, due to distribution aggregation. -sjm