Kevin Tawil

And at this time we did.

While there were pockets of competition from AAA sprouting up, we did have confidence in the growth.

And it was tough not to, given how fast we were growing and how fast the wireless industry was growing.

Irv said, look, if you're confident you enjoy what you're doing, then do you really want to sell now, pay half of what you get in taxes to Uncle Sam, and then you guys got to go out and find another.

And it's not easy.

defined the road rescues of the world.

They're few and far between.

That point of view ended up carrying the day.

I mean, Jim and I, of course, made the decision, but it gave us a chance to actually really evaluate how committed we were to this company and the industry.

And in a sense, we emotionally doubled down after that.

I think both of them came at it from their experiences that they had.

Okay, so let's maybe talk about Hanset Insurance.

So once we decided we were going to focus on wireless, we looked at

doubling down in that space.

So building out our client services team and sales team to sell into more wireless carriers.

But we also looked at other products that we could potentially sell through that same channel of distribution because it is such an amazing channel of distribution.

And at the time, if you went into any wireless handset store, you would see a couple of brochures on the desk when you're waiting to buy your handset or set up your wireless plan.

One was roadside assistance for $3 a month.

And right next to it everywhere was cell phone insurance for $3 a month.

And so, of course, we'd be mystery shopping and training in these stores all the time.