Building Prideful Relationships Remains Paramount Perhaps the greatest challenge I foresee is our ability to continue to find good people. The quest for human capital is extremely important. We are proud of our people, their accomplishments and their ability to help us attract other highly motivated, achievement-oriented individuals. The ongoing recruitment of strong, highly qualified people to our team continues as one of our primary areas of focus. Another will be the ongoing review of the many merger and acquisition opportunities with which we are regularly presented. As our industry continues to consolidate, it is critical that we exercise thorough pre-merger/acquisition reviews. For Brown & Brown to complete an acquisition, three basic steps must be accomplished: First, the organizational chemistry must “feel” right. Second, a jointly authored functional pro forma income statement that clearly defines how the office will operate starting on the day after closing, including duties, responsibilities, compensation and margin targets, must be developed. Third, the data generated by the functional pro forma income statement must produce acceptable sustainable margins. We do not want to dissuade good prospects, yet we must identify people who can help us move to the next level. I am pleased to report that we see many high-quality opportunities for continued expansion through merger and acquisition.