“I think the turning point was a couple of things. One was we were able to get some traction and show that we could build a product. We were more than just ex-consultant PowerPoint jockeys who advise on strategy and build decks to somebody who could actually build a team, build a product, get something out in market. Then two, our initials proof points around "Hey, we're actually able to sell very complicated products like life insurance and disability insurance" through this approach and finally broke through and got the attention of institutional investors.”