Are traditional insurance carriers open to your new business model? They’ve been very open to it, which has been encouraging. It’s sometimes hard for them to provide technology that connects to our platform in the way that we might like it to, and that’s a challenge operationally that we work on improving every day. But certainly the idea that digital is going to be a huge game changer in this industry is something that everyone has accepted now. For example, we work with nine of the 10 largest commercial carriers in the U.S. and more than 40 overall. It’s not easy for all of them to work in a seamless way because their system was built over a long period of time, but there is openness and a desire to do it.

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