I have to admit, I was shocked. I asked them to explain it to me, and they did. Even the teachers couldn't believe it, but they understood the premise and what an insurance wholesaler's role was in the transaction.

Next we talked about Doctor and how in this example he was an "independent agent" and what that means. We talked about how an independent agent has a lot of companies in his office that can give clients the coverage they need for their home, for example, or they can go to a wholesaler to help them access other companies. The independent agent helps the client find the best coverage and the best price, but most importantly they explain everything to their client and guide them through the buying process and if the client has questions later when something happens they can contact the agent. The independent agent gives the client choices, I explained.

We talked about how if there was something to happen to the client's house, Doctor, (the independent agent) would be there with a check to help pay for it. We all hope it will never be needed, but if you do, insurance is there for you.

We talked about natural disasters like hurricanes, and the difference between wind and flood, which brought us to the NFIP and how insurance agents do not want NFIP to include wind. We talked about other areas of legislation where wind can and should be covered and how people can be protected by companies and the government.

Then we talked about how many of us in the insurance industry volunteer our time to work with the government to explain the details of the industry--like why wind should not be included in the NFIP. We discussed how some of us go to Washington, D.C., to work with our state representatives on important issues. The kids couldn't believe that these representatives actually sit with us, let alone listen and ask for our opinions.

We brought the conversation to the state level again by talking about the floods a few years ago in New York state, looking at the coastal problems people face along Long Island and other areas. I asked the kids what they thought those problems might be, and they said it must be hard to get insurance for your home.

The kids did not know the word "risk," but they understood the concept. Yes, it is hard to get insurance for your home if you live on the coast. And yes, the state government in New York is putting together a task force for this very issue: PIANY (Professional Insurance Agents of New York) is working closely with the insurance department on this issue. And yes, there are markets out there who can help agents. But agents are still finding it very difficult to place coastal business all over the United States, not just in New York.

But the most important message I tried to convey to the kids was that the primary purpose of insurance--whether business or personal, life or health--is to protect them. And although we are there to share the pain with our clients, our real goal is to there to help them get through their losses and get back on their feet.

I explained that not all insurance professionals meet with people in the government to talk about issues important to our industry. Many of us do these things by volunteering through associations. Tommy was proud when I told the class that next year I would be president of the PIA of New York, and that I was the PIA National Young Insurance Professional chair. One of the handouts I gave the children was information on how to talk to your legislator, developed by the New York Young Insurance Professionals for PIA members. This guide talks about how to write a letter, who to address it to, how a bill becomes a law, and answers basic and not so basic questions about the New York state legislature. At the end of the presentation when I asked several of the children what they had learned. Here were some of the answers:

• Insurance is about helping people
• You are trying to get different companies to have one trigger for storms and that is a good thing
• You get to travel and meet a lot of people
• You get to talk to people in the government
• You protect people
• You want to help save people money
• You work for a wholesaler.

So the talk was over, and the kids went back to their classrooms, each with their box of Dunkin' Donut Munchkins. The teachers thanked me and said it was very informative, but I knew I would get more information when I spoke with Tommy later.

When I finally got the chance to speak with him, I couldn't believe what he said. Not only did Tommy say the kids thought I was "cool" and had a "cool job," but he finally understood what I did. He understood the difference between a wholesaler and agent and finally realized Jimcor was not an insurance company, but a wholesaler. He thinks insurance is "not that bad," which, coming from a 10-year-old, is amazing.

I received the best gift of all when he chose me as the subject of his "Wisest Person I Know" project.