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:

• Explain the difference between a wholesaler and insurance agent
• Explain what an independent Main Street agent is and why they are important
• Explain how and why insurance agents work with the federal and state governments

Read "Recrutiing Generation Y," AA&B's January cover story.

We started by having the three teachers explain what a wholesaler was by playing the parts of the agent, prospect and insurer. Paul Doctor was the Main Street agent with several carriers in his office. Evelyn Murphy was the prospect who Doctor was trying to write the policy for on the coast of Long Island, N.Y. Sheila Schneider was the company that wrote that business, but Doctor did not have that market. I was the MGA/wholesaler (since I work for one) who was able to give Doctor the access to Mrs. Schneider's company. Once Doctor had the ability to work with the wholesaler and could get to Schneider's company, he was able to help his client get the policy she needed.