Financial Grade’s Playbook for Medicare Brokers Navigating California’s Evolving Market

Via Interview with Pete Blasi CEO of Financial Grade by Phil Calhoun

For two decades, Pete Blasi has been quietly shaping the Medicare brokerage landscape in California and beyond.

As the CEO, and president of Financial Grade, Blasi brings a rare blend of hands-on sales experience, strategic vision, and a deep commitment to broker education. In a recent conversation with Phil Calhoun, CEO of California Broker Magazine, Blasi opened up about his journey, the evolving needs of brokers, and the actionable strategies that have made Financial Grade a trusted partner for hundreds of California insurance professionals.

Financial Grade is a leading Medicare-focused field marketing organization (FMO) based in California. The company partners with independent insurance brokers to provide access to top Medicare Advantage, Medicare Supplement, and ancillary health products, while also delivering robust training, compliance support, and business development resources.

From Financial Advisor to Medicare Market Pioneer

Blasi’s entry into the Medicare space was serendipitous but quickly became a calling. “About 20 years ago, I founded Financial Grade after helping a client unravel Medicare,” Blasi recalls. “There was limited knowledge and resources to really get Medicare—especially all the different products that could serve clients’ needs. I saw the future, with Baby Boomers coming and increasing complexity, and jumped in as one of the first distributors in the Medicare market in San Diego.”

This foresight proved prescient. The Medicare market has since exploded, with California’s aging population and regulatory environment creating both challenges and opportunities for brokers and agencies.

The Broker’s Pain Points: Organization, Education, and Retention

Having worked with hundreds of brokers over the years, Blasi has a clear-eyed view of their biggest needs. “Brokers are great conversationalists and salespeople, but being organized is often a challenge,” he notes. “They need tools and processes to manage the client journey—from initial engagement and enrollment to ongoing follow-up, reminders, birthday cards, and annual policy reviews. A system is essential.”

This focus on systems is more than operational—it’s about building trust and delivering consistent value. “Systems and processes prove you’re a trusted advisor,” Calhoun observes, and Blasi agrees: “You really want to gain, but you also want to retain those clients year after year.”

Education as a Differentiator

Blasi emphasizes that successful Medicare brokerage starts with education, for both brokers and their clients. “Medicare is different from other types of insurance. Whether a broker comes from under-65 health, P&C, or another line, proper education is key,” he says. Financial Grade offers a structured track for agents,

covering both “Insurance 101” and “Medicare 101,” ensuring they understand not only the basics but also the nuances of the client journey as needs change over time.

He also highlights the importance of understanding ancillary opportunities: “Beyond Medicare, there are add-on products—dental, hospital indemnity, and more— that can serve clients and expand the broker’s value proposition.”

Touchpoints and Client Engagement: The Financial Grade Formula

One of Blasi’s core philosophies is that enrollment is just the beginning of the client relationship. “You want to call clients three days after enrollment, engage with them several times a year, and provide additional education. The idea is to serve them well, year over year,” he explains.

This approach is especially crucial in California, where strict Department of Insurance regulations require brokers to maintain clear records and demonstrate ongoing service. Regular touchpoints not only support compliance but also foster loyalty and retention—key drivers of long-term revenue.

Scaling Up: Supporting Growth-Oriented Brokers

For brokers who have built sizable books—300, 500, or more Medicare clients—scaling can become a challenge. “Sometimes brokers outgrow their FMO,” Blasi observes. “Many FMOs provide support but haven’t built a huge book themselves. We have a unique knowledge base from running our own national call center and direct-toconsumer platform. We share best practices for gaining and retaining membership year over year.”

Blasi stresses the importance of recognizing the multiple opportunities within each client relationship. “Every client comes with multiple opportunities—not just for additional revenue, but for deepening the value you deliver. Our goal is to help brokers engage clients throughout the lifecycle, ensuring they know you’re there to answer questions and provide solutions.”

Action Steps for California Brokers

For brokers considering entering the Medicare market or seeking a more robust partnership, Blasi recommends engaging with Financial Grade’s educational resources and community events. “Every month we host a broker engagement webinar, and our broker engagement managers act as coaches.

We also organize in-person events, like our upcoming Topgolf event in Los Angeles, where brokers can meet the team and learn from peers and industry experts.” Blasi invites interested brokers to contact their office directly: 855-202-5789. “We’re always happy to speak with brokers—whether they’re new to Medicare or looking to take their practice to the next level.”

The Bottom Line

As California’s Medicare market continues to evolve, brokers face increasing complexity, competition, and opportunity. Financial Grade, under Pete Blasi’s leadership, offers a proven blueprint: invest in education, implement systems for client engagement, leverage strategic partnerships, and never lose sight of the value in every client relationship.

For brokers considering their next move, Financial Grade hosts a monthly broker engagement webinar, where broker engagement managers act as coaches addressing different topics and highlighting what Financial Grade is doing in the community. Brokers interested in learning more can call the Financial Grade office, explore financialgrade.com, or attend an upcoming event. With Financial Grade’s commitment to education, community, and broker success, California’s insurance professionals have a valuable resource as they navigate the dynamic Medicare market.

Pete Blasi is the founder and CEO, leads the organization with extensive experience in the senior health insurance industry. He has played a key role in developing independent agents by forming partnerships with top-rated insurance carriers and value-based care organizations (VBCs), guiding industry best practices. In addition to his responsibilities at Financial Grade, Pete serves as the President and CEO of My Senior Health Plan (MSHP), a direct-to-consumer telephonic engagement model focused on assisting the Medicare-eligible community in understanding and selecting appropriate Medicare coverage and benefits. Pete graduated from San Diego State University with a degree in management and has been a driving force behind both organizations since their founding in 2005. He has been featured multiple times on news channels such as ABC as a Medicare expert. He actively shares insights on Medicare-related topics, including recent updates to Medicare Part D and Medicare Advantage plans, through blog posts and national webinars. His organizations have been nominated for the Better Business Bureau’s Most Ethical Business award, a recognition he takes great pride in webinars.