Long Haul trucking is the quintessential 'difficult' insurance class and Patrick and RSI specialize in it. 
I learned many things!

- specialize in a class and understand the businesses of your customers "even better than they do"
- even adopt the jargon of that business. You'll note that when Patrick says "carrier" he means transportation carrier whereas most people in insurance mean insurance company. 
- within the trucking world there are sub-classes of business that matter for determining carrier appetite
- in trucking, insurance is one of the top cost sources for the client. Generates a lot of focus
- this is a very hard market these days
- insurers lost money on this segment for years. According to Patrick, new insurers kept showing entering and exiting fairly rapidly at the same old (inadequate) rate levels. For YEARS.