In the sixth installment of the “
Becoming the Protégé” series on
Power Producers Shop Talk, host
David Carothers speaks with contestant
Jacob Brawner of
Brawner Insurance, based in Iowa and serving the Midwest.
Jacob shares his unconventional path from being a teacher to joining his family’s agency, originally focused on
crop insurance. The conversation highlights
Jacob’s educational background as a key asset in his sales process, allowing him to patiently teach clients rather than just sell to them. They also discuss the importance of
detaching from the outcome, the value of building a consistent pipeline, and how
Jacob plans to leverage the mentorship and networking opportunities within
The Protégé to accelerate his agency’s growth.
Key Highlights:
From the Classroom to Commercial Insurance
Jacob Brawner explains his transition from teaching to insurance, driven by a desire to continue his father’s legacy after his brother purchased the agency. He discusses the steep learning curve of moving from a specialized
crop insurance focus to a broader commercial portfolio and how his teaching background gives him a unique advantage in educating clients.
Sales as an Educational Process
David and
Jacob dive into the philosophy that sales is actually education. They agree that taking the time to explain the “why” behind coverages, renewal processes, and loss runs builds trust and leads clients to ask the right questions, ultimately making the sale a natural conclusion rather than a high-pressure pitch.
Detaching from the Outcome & Pipeline Strategy
The conversation emphasizes the power of
detaching from the outcome.
David shares his mindset that he enters every meeting already in the “worst-case scenario” (not having the account), so there is only upside. They discuss the critical need for a robust pipeline to remove the desperation from sales, allowing producers to walk away from bad fits and focus on long-term relationships.
The Power of Mentorship and Networking
Jacob expresses his excitement for the mentorship aspect of
The Protégé, noting that the Friday mentor calls alone are “priceless.” He shares how the competition has already accelerated his growth and connected him with industry leaders, reinforcing
David’s point that the real victory lies in the process and the network built, not just the final prize.
Identifying the Competition in Protege
When asked who he sees as his stiffest competition,
Jacob points to
Aaron from the
Carlyle Agency, citing their reputation as a “big deal” in the region.
David offers his own take, noting that while
Jacob,
Joe, and
Sam had the top video submissions, past seasons have shown that grit and execution often outweigh production value.
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