Gary is a well-respected technician. And the commissioner 'saw the light' and said, 'Okay, we'll fix it,'-and they did.

We're an immature team and you saw the difference tonight. We have a lot of things to fix before we face the Mountaineers.

If an agent or producer isn't licensed and appointed properly, they are automatically locked out of the sales system. Between that feature and our 98.7% matching rate with the PDB, we're in good shape as far as compliance.

In one year, we jumped from about 27,000 active licenses and 48,000 appointments to 55,000 licenses and 115,000 appointments. We needed a system that was going to do more for us than what we were using.

Reconciliation is huge with us. It's a mantra.

We don't want to drag agents off the phone to work on their license renewals when we can do it for them.