In this third installment of the “Becoming the Protégé” series on Power Producers Shop Talk, host David Carothers sits down with contestant Lloyd Brown. David opens the show with a candid discussion on the need for greater diversity in the “pale, male, and stale” insurance industry, commending Lloyd for joining the competition. Lloyd shares his powerful personal journey, from attending ministry school for six years to become a pastor to finding his calling in the business world. He explains how his core strength of empathy has become his greatest asset, allowing him to build a successful niche serving churches, religious organizations, and schools in the challenging Florida market.
Lloyd Brown details his unique background, explaining his decision to take his spiritual foundation and purpose “outside the walls of the church” and into the business world. This transition led him to insurance and, after binging the podcast for guidance, to The Protégé competition.
Lloyd shares his motivation for joining the show: to represent people of color and spotlight the insurance industry as a powerful vehicle for creating generational wealth. He emphasizes his strong belief in meritocracy over victimhood, stating that success in production is open to anyone with the hunger and desire to achieve it.
After discovering empathy was his top result on StrengthsFinders, Lloyd learned to embrace it as his key differentiator. This strength allows him to connect deeply with leaders of churches and schools, understand their missions, and navigate the difficult coverages unique to their operations (like property, SAML, and pastoral legal liability).
The conversation highlights the unique value of serving non-profits. Lloyd shares a story of saving a school $27,000 by reclassifying work comp codes (moving employees from 9101 to 8868), which the school used for employee bonuses. David adds a powerful tip: agents in this niche should get client testimonials and reframe savings not in dollars, but in mission terms (e.g., “10,000 more Bibles”).
In commercial insurance, the most dangerous threats to your book of business aren’t always visible on the loss runs. One of the most overlooked vulnerabilities for middle market producers is ignoring the personal lines needs of their business owner and executive clients.
In an industry where tradition often outweighs innovation, artificial intelligence and automation are slowly but steadily reshaping how independent insurance agencies operate. The push toward smarter, more efficient workflows is no longer a matter of if—but when. While many agencies are still evaluating how AI fits into their operations, early adopters are already reaping the benefits of streamlined submissions, faster processing, and actionable data insights.
The commercial insurance industry is changing faster than ever—and not always for the better. Consolidation is accelerating. Service levels are declining. Private equity is pushing agencies to scale in ways that strip out the personal touch that once defined the independent channel. But for the producers willing to do the work, lean into mentorship, and sharpen their craft, this isn’t a challenge—it’s an opportunity.
The commercial insurance industry is in the midst of a major evolution. The traditional workflows that once drove agency productivity are now dragging down growth, overloading staff, and frustrating owners who are trying to scale efficiently. For independent insurance agencies—especially those in the middle market—adapting to these challenges without increasing overhead is a tightrope walk.
Few industries reward consistency, discipline, and patience quite like middle-market commercial insurance. Initially, every producer starts with a different story, background, and path into the business. However, the ones who rise are the ones who learn to embrace the long game. Moreover, while success may take time, those who persevere ultimately reap the benefits. Furthermore, this industry values resilience, and those who remain committed often find themselves achieving great success in the end.
In today’s performance-obsessed culture, achieving elite status in your profession can often come with a hidden price. Tania Khazaal, known to many as Tanya the Herbalist, knows this truth firsthand. After climbing the ranks in the insurance industry and landing in the top 1% of sales professionals, she found herself at a crossroads. Despite the accolades, international travel perks, and consistent recognition, she was suffering from a quiet crisis: burnout.
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