I had a client with USAA which is a great company but they didn't have their own agent.  Everytime they called in they had to start from the beginning to get the person on the phone up to speed.  They came to me in hopes of building a professional relationship.   Where I know them as well as what they have going on.  Another concern was they wanted to know their agent would put them first not the insurance company.  The idea of me not working the company appealed to them.  I shopped the market for them found a company that fit their needs.