3 Money Lessons From Girl Scout Cookies

I recently found myself facing an unexpected dilemma. A parent reached out to say that their kids had been inspired by my book, Grandpa’s Fortune Fables, and wanted to start a mini-business selling copies of it. They asked if I’d be willing to provide books for their venture.

I was thrilled. I love the idea of kids experimenting with entrepreneurship, so I agreed (through the parent) to let them buy the books at cost price, no profit for me. They started with 20 copies, quickly sold out, and came back for another 50. The kids were having a great time trying different approaches to sell the books, and it was wonderful to see their enthusiasm.

Then came the dilemma. When I told a friend about this, they asked:

It was a jarring question. From my perspective, I was simply supporting kids’ entrepreneurial spirit, working only through their parents, not making money myself, and giving them a chance to learn by doing. But it made me pause. Perception matters. Could others see it differently?

That question got me thinking about another, much more famous example of kids selling products: Girl Scout Cookies. If thousands of scouts across the U.S. sell cookies every year, is that seen as child labour, or is it celebrated as one of the most successful youth entrepreneurship programs in history?

This curiosity led me to dig deeper into the world of Girl Scout Cookies, and what I found offers some fascinating money lessons that I haven’t shared with my daughters before.

Before doing this research, my only knowledge about the Girl Scout Cookies was from that one episode of Friends!

Lesson 1: Skills Over Profit

I didn’t realise how big the Girl Scout cookie program is until I researched it, they generate over $800 million in sales each year.

The girls themselves don’t make money directly (though they may win prizes if they reach sales goals). The main purpose isn’t profit … it’s to learn valuable skills that will help them in the future.

These skills include: pitching, finding the best location, leveraging networks (parents’ friends), and budgeting how many boxes to order.

The wider topic of skills over profit is an important lesson for kids.

Many young adults chase jobs at big companies for the impressive name or higher starting pay. It feels like the smart move.

But sometimes, working at a smaller company, even if it pays less, can be far more valuable. You get to sit closer to senior leaders, see how real decisions are made, and often get involved in many parts of the business, from marketing to sales.

You learn how a business really works. Those experiences can build skills and confidence that are worth far more in the long run than a slightly bigger paycheck early on.

Your first few jobs shouldn’t just be about earning (profit), they should be about learning (skills).

For completeness, the money from cookie sales goes to the bakers and the Girl Scout councils, who use it to fund the troops and programs across the U.S.

Lesson 2: How You Sell Matters More Than What You Sell

This is a really strong element when it comes to sales. Many people believe that when it comes to sales, it’s the product that is the most important factor. However, research shows that people care a lot about the sales experience when making buying decisions.

Many Girl Scouts will go door-to-door and say, “Would you like to buy some cookies?” They are hoping the cookies (the product alone) will do all the selling.

The girls who sell a lot do something different. They tell the story of why they are selling the cookies or tailor their pitch based on who they are talking to, i.e., focused on how they sell.

Let me tell you about Elizabeth “Cookie Queen” Brinton, the most legendary Girl Scout of them all. Over her years in the program, she sold more than 100,000 boxes of cookies.

But what made her remarkable wasn’t just the number; it was how she sold them.

Elizabeth didn’t just ask people to buy cookies; she turned each interaction into a moment.

One story goes that she once spotted a Navy officer and boldly called out, “Commanders love Girl Scout Cookies! Bring some to your ship!” That single spark of confidence led her to sell hundreds of boxes in one go.

She didn’t rely on luck or location. Every year, she refined her approach, experimenting with new pitches, discovering the best-selling spots, and learning what really made people say “yes.” Elizabeth understood that sales wasn’t about the cookies; it was about connecting, storytelling, and showing genuine enthusiasm.

Her story perfectly captures the first lesson from this blog: skills before profit. She kept learning, improving, and applying those lessons, and that’s what made her a true selling superstar.

I believe that those who can learn ‘how to sell’ will have a material advantage in life, as this is a life skill that isn’t taught in most schools.

👉 Read more: Why and How to Teach Your Kids to Sell

Lesson 3: Network Matters

The Girl Scouts who sell lots of cookies might not be those with the best sales skills. It might be that they have the best network.

If there are two Girl Scouts in a similar area, but one has a parent who is well-connected, they are more likely to tell these connections and encourage them to buy cookies.

I remember having a conversation with a colleague in Hong Kong. He was about to pay very high school fees to one of the most prestigious schools there. I asked, “Do you really believe the school has the best teachers?” He said, “No idea! I’m not sending my daughter there because of the teachers. I’m sending her there as the children of the CEOs of the largest businesses in Hong Kong send their kids there, and I want those kids to be part of my daughter’s network!” It was an eye-opener for me. A strong network can provide a lot of advantages.

I’ve experienced the power of a great network firsthand. When selling my book, Grandpa’s Fortune Fables, most of the sales have come from the amazing network of people I’ve met over my career (and connected with via LinkedIn and those who have subscribed to my blog). This network has led to companies and financial advisors recommending or buying copies of the book for their clients.

When I explained the importance of networks to my daughters, I told them that networking should feel natural, like making friends. The most important thing is to spend time with people you enjoy and trust. I’d never want them to believe they should only talk to someone because of what they might get in return.

Conclusion

I do not believe Girl Scouts are using child labour to make money 😁. They are providing an initiative that helps scouts learn practical life skills, not typically taught in schools.

When talking to your kids, share these three lessons:

• Skills over profit when young

• How you sell is important

• Network matters

If your kids focus on learning how to sell and building a network, I truly believe it will give them a big advantage in life, regardless of what they end up doing as a career.

Going back to my dilemma about kids wanting to sell my book, I see this as no different from Girl Scouts selling cookies. I’d be very happy to provide copies (at cost price) to parents of kids who want to start their own book-selling business and learn lots of new skills!

Next week, I’ll explore “Targeting the Rich”, building on the Network Matters lesson above, as I had a fascinating conversation with my eldest on this topic. Subscribe so you don’t miss it!

In the meantime, what are you going to read next?

• Related: Why and How to Teach Your Kids to Sell

• Popular: $5 University Challenge

• Essential: Age-by-Age Guide to Teaching Kids About Money

Thanks for reading!

Will

P.S. I really appreciate that you’re part of my network. If you enjoy my blogs, please let others know about them and my book, Grandpa’s Fortune Fables, which is available on Amazon or as part of the Wealthy Kids Program.