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Wix17tx12r2011INMagazine39TheInVESTprogramBaxterinitiatedatDrydenHighSchoolcamewithaBaxtertwist.HewantedtousethetextbookWhatisInsurancebutitwasnolongerinprint.x1cItwasaverysimpletextbookandoryearsIwouldhandittopeoplewehiredofthestreetswhowerenewtoinsurancex1dBaxterexplained.x1cIwenttotheInsuranceInstituteinPhiladelphiaandaskeditherewasanychancetheycouldreprintit.TheysaidiIpaidorittheywoulddoit.x1dItisthebookBaxtercontinuestouseintheprogramwhichhasgrowntoourareahighschools.x1cThereareelevenchaptersinthebookandIthoughtx18HmmIwonderiIcouldgetsomebodywhodoesthatoralivingtocomeinandspeaktotheclassoreachchapterx19Itwasastrokeogeniusx1dBaxterlaughed.x1cIoundaclaimsmanagerwhoworkedormeandhesaidhedidnx19tknowhowtalktostudents.Iaskedhimwhathedidoraliving.Hesaidx18IgototrialandacedownplaintifattorneysandImakecomplicatedarguments.x19Isaidx18WellIthinkyoucanhandleabunchoseventeen-year-olds.Butiyoucanx19tIthinkyouandIshouldhavealongdiscussion.x19x1dWitheachchapteranewspeakerwouldenlightentheclassaboutthatparticularsegmentotheindustry.Localagentsunderwritersandclaimsadjusterswerecominginandoutotheclassroomonaregularbasisthroughouttheyear.x1cWearemakingitcomealiveorthem.Theyarenotjustwatchingusintheclassroom.Theycomewatchusatourjobs.Theyshadowusx1dBaxtersaid.x1cThesubjectmattercouldbex18Herearethecoveragesoundinanautopolicy.x19Snoozesnoozesnoozesnoozesnooze.Ourprogramismoredemonstrationgivingthestudentsalittlebitmorehands-onexperience.x1dDuringthecourseotheyearthestudentsnotonlylearnthebusinesstheyalsolearnthattheindustryisnx19tasdryandboringastheyhadoncethought.x1cTheyoundoutthatvirtuallyeverybodytheytalkedtowasexcitedaboutwhattheydidx1dBaxtersaid.x1cThatx19sbecausepeopleinthisproessionthinkothemselvesashelpingotherseverydayotheweek.Youhelppeoplex3ndcoverageyouhelppeoplesettletheirclaimsyouhelppeoplex3gureouthowtopayorthings.Thisintriguesthestudentswhosayx18Thisisnx19twhatIthoughtitx19sinsuranceaserviceoccupation.x19Thisisarealeyeopener.x1dAbyproductoBaxterx19stweakedversionoInVESTisanewpooloemployeesorDrydenMutual.Althoughitwasnx19tBaxterx19sintent25percentoBaxterx19sstafisromthisprogram.Hesaysitoccurredbyhappenstancebutmaybeitwaskismet.YearsagooneotheteachersinvolvedintheprogramaskediBaxterwouldbeinterestedinhiringaewstudentsonapart-timebasis.x1cLoandbeholdwesaidx18Wearegoingtopaythemwearegoingtomakethemdosomethingimportantx19x1dBaxtersaid.x1cAlongthewaywhathappenedwasthestudentsstartedwatchingtheadultsverycareullyandtheyoundoutthatindeedtheadultswereenthusiasticabouttheirjobsandthatthejobsweredarnedimportant.x1dAterworkingwithsomeothestudentsorawhileBaxteraskeditheywouldliketostayonaterhighschoolgraduation.HesweetenedthedealbyoferingorDrydenMutualtopickupthetabortuitionistudentswenttothecommunitycollegeparttimewhileworkingatthecompany.x1cGuesswhatTheytookit.Parentspushedthemx1dBaxtersaid.x1cIdidnx19twanttoderailthembuttheparentsusuallypushedprettyhardx18Takeitkid.Donx19tlookagithorseinthemouthx19waskindohowsomeparentslookedatit.x1dBaxtersaysthatmostInVESTgraduateswhoareoferedjobsatDrydenacceptthem.Othershavegoneontoour-yearcollegesbuthesuspectsthatovertheyearsnearly80percentstayonwiththecompany.x1cThex3rstoneweeverhiredisstillherex1dBaxtersaid.x1cEarlyin1996wehadanopeningandthispersonwasacollegestudentthen.Shewashappytotakeit.x1dWhenBaxterstartedtheprogramtherewasalmostnoplaceorstudentstogoaterhighschoolitheywereinterestedinacareerininsurance.Veryewcollegesoferedriskmanagementasamajorandthestudentswhodidreceiveadegreeinthesubjectwerequicklysnatchedup.x1cTheyjustdisappearedintobighomeox1cesx1dhesays.x1cTherearemoreandmoreprogramsnowinriskmanagementorundergraduates.InNewYorkstateinsteadojusthavingjustoneinNewYorkCitytherearenowatleastthreeorouraroundthestate.x1dThecontributionsBaxterhasmadetowardtheeducationoyoungpeopleinDrydenareinnumerable.Hehasenlightenednearlyagenerationostudentsontherealworldoinsuranceanindustryx3ghtingpreconceivednotions..SowhatdoesBaxtergetx13otherthanthepossibilityonewemployeesx1cThinkaboutmyjobtitleCEO.Ix19msupposedtoputagoodaceontheindustry.Ix19msupposedtoputagoodaceonthecompanyinthecommunity.GuesswhatEveryoneothesestudentshasparents.Hmmminteresting.NowwhatdotheparentsknowaboutinsuranceandDrydenMutualTheyknowalotmorex1dBaxtersaid.x1cItisanoutstandingpublicrelationsefortinthelocalarea.Theschoolboardknowswhoweare.Thechamberocommerceknowswhoweare.Thebusinesscommunityknowswhoweare.x1cIhaveastrongaltruisticpushpersonally.Thatx19swhyIstartedyearsagobeoreIevercameheretoDrydenMutualx1dBaxtercontinued.x1cIamproudotheindustryandhavealwaysbeenproudoit.x1dHoweverBaxterbelievesitisanuphillbattleortheindustrytochangethenot-so-x2atteringperceptionsthatmostAmericanshaveoinsurance.Inacthex19snotsosureitwilleverchange.x1cItx19sourreputation.Itx19sanancientperception.Youngpeoplehavethesameopinionastheirparentsandtheytakeagenerallydimnarrowviewoit.Itisaveryexpensivethingintheirmindsandyoudonx19tgetanythingoritbutyouareorcedtobuyit.Thatgoeswaywaywaybackx1dBaxtersaid.x1cTheproblemisthatisnotwhatitx19sallabout.Itx19sabouttranserringriskex1ciently.x1dINnWIx17surax17cx12Cx18ux17cilGrifx1ethFx18ux17datix18x17fx18rIx17surax17cx12educatix18x17ohix18Ix17surax17cx12Ix17stitutx12Ix17VeST