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I had the fortunate experience to realize just how smart fifth graders are recently when I was invited to speak to three fifth-grade classes at Cottage Lane Elementary School in Blauvelt, N.Y. We started the morning the way any good wholesaler would start off a marketing visit: I brought food. The kids, ranging from ages 9 to 11, were excited, knowing if they behaved they would be rewarded with Dunkin’ Donut Munchkins. My son Tommy happens to be in the class, and has often said to me “Insurance isn’t cool. I don’t even know what you do.”

This was my chance to show Tommy just how cool insurance could be. It also was a good opportunity to share with the class a few other important things I was hoping the kids would understand. My goals:

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