The Importance of a Relationship With a Broker

Vinny: Carrier reps have all this incentive, obviously, to write more business. But you're talking about that next layer, which I think a lot of people miss because maybe they don't even understand that this is a culture. You've got the technical side of being a broker and what does it take to be a broker, right? Vinny: And then third, you have the education side, which you have to be a student of the business.