The Importance of Being a Business Person First

I know that in the Sacramento, Sacramento market being kind of a small group market, a lot of brokers kind of run into each other a lot. And I think this is the difference that in today is that we started with your own brokerage and then built out their benefits division. So not only do we know nothing about employee benefits, but we knew very little about business as well. But at the end of the day, we had a, you know, we got paid. If we won business, we gotpaid. You know, it was that simple.