“I think the trading partners who bet on us early saw that we were willing to learn quickly, and we were there to modernize, not disrupt the industry. So many people that come into the industry have these big pronouncements about eliminating brokers or changing the way carriers worked. We were there to listen, and we were there to invest in making their lives better and bringing them the types of clients that they wanted to see. I think that attitude was a healthy dose of modesty, and understanding what we didn’t know really helped us early on.”