He has Stockholm Syndrome! Stockholm syndrome is the psychological condition in which hostages form a positive bond with their captors. Those being held captive empathize and sympathize with their captors to the point that they even defend their motives.
Many insurance companies such as Mass Mutual, MetLife, Nationwide, American General, AXA, Lincoln, etc., have captive agents. These agents are not allowed or are highly discouraged from doing business with other companies. But here's the rub, there is a double standard. The companies above and many more are available for independent agents to use. The carriers have support teams just for the brokerage channels who compete with the agents on the captive side. So what would motivate a prospective insurance buyer to work with a Lincoln or Nationwide captive agent, when that consumer could have access to those companies and more through an independent? A relationship, Maybe, but when you're talking about 10's or 100's of thousands of premium dollars over the life of the insurance contract, the smartest shoppers use independent agents.