Becoming the Protege with Jacob Brawner

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. Connect with: David Carothers LinkedIn Jacob Brawner LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Brawner Insurance Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes