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A MAGAZINE FROM THE GOPAST CENTRE FOR LEARNING
Inscriptions 34
TRUTH STAYS FOREVER
JULY 2021
PAGE INDEX
Page CHAPTER Topic By
3 SCULPTOR SCULPTS
LegenD
From L to D
MR R.GOPINATH
21 GURUS SPEAK
CO-CREATING THE LIFE
INSURANCE PLAN
MR R.GOPINATH
38 CATERPILLAR SPACE
FAMILY A MUTUAL
ENTERPRISE
MRS SAVITA HARSH
PILLAI
44 WE ARE PROUD OF
MR ROHIT
A PASSIONATE CRICKETER
AND AN ARTIST
46 GALLERY
SCREEN SHOTS OF THE
SESSIONS IN PROGRESS
SCULPTOR INSCRIBES
R.GOPINATH
LEGEND

From L to D

R.GOPINATH

gopinathr@go-past.com

If we trace the movement of a vast majority of the
people on this Earth, it will appear like the picture
shown below: From P to P in 5 years or even 10
years. There has been no big progress. They have
managed to just maintain their positions. Even though
in these 5/10 years they would have grown in age,
experience and knowledge, their lives still remain the
same.

We will also come across people who move from P to
D as shown in the picture Pic2. I believe that almost
everyone on this planet will have some dream or
other or even multiple dreams. There can hardly be
anyone who has not had a dream. Dreams show us a
much bigger and better version of ourselves. Dreams
show a bigger and better life than the one that we are
Pic 1
now having. Dreams thereby become the harbinger of
progress in life.

But only a few people pursue their dreams, many
others think meekly that some miracle will happen
and their dreams will come true by itself. While others
are busy moving from P to P in this picture. There can
be many reasons for abandoning the dreams or not
pursuing them actively. One of the major reasons is
while dreaming is relatively effortless, pursuing it
consumes lots of effort. Look at the blue path
between P and D. It is quite steep. It might also
contain lots of hurdles on the way. This is the reason
that only a few pursue their dreams and raise
themselves from P to D in life. 

Pic 2
Sometimes destiny plays tricks with people and while
they are in pursuit of their dreams, they are pushed
down to a Loss (L) position. They suddenly face this
jolt in life and instead of progressing towards their
dreams on the planned path of P to D, they fall into
the valley of L. (See Pic3)

Now what are the options with such people 1) Try
maintain L to L, 2) Work hard to move from L to P 3)
Pursue the dreams and chart a new path L to D. Let
us address such people as “Legends” in this article.
See Pic 4

Pic 3
What we must note here is that they did not fall from
P to L due their laziness, procrastination, indifference
or negligence. They have been pushed to L by forces
beyond their control like an accident, recession,
calamity, war or a Government policy. Yet they still
pursue their dreams and most of the times they
achieve it too.

Let me share a story of a girl by name Ms Roshan
Sheik. A bright and hardworking student that she
was, she carried a dream of becoming a doctor. If she
succeeded in achieving it she would be the first
doctor in her village. In all the past decades no body
Pic 4
has ever graduated in medicine to become a doctor
in her village. So even to pickup a dream of that size
needs lots of courage.

At her age of 17 while travelling by a crowded local
train in Mumbai, she fell from the moving train as it
was entering station. She was admitted to the
hospital with grievous injuries. Both her legs were
amputated from thigh below. After a gruelling post
operative care she got back home in 2 months time,
with a 86% disabled certificate from the operating
surgeon. She focussed on her education and scored
top of her school also earning a place in the top 50 of
the state. When she made her applications to the
Medical colleges to join MBBS, she was turned down
quoting her disability, as the medical science
education demands hours of standing to perform all
those dissections. She moved a petition in Mumbai
High court challenging her rejection inspite of being
academically qualified for the admission. The court
ruled in her favour. She excelled in all the papers and
completed her 5 years of study and internship with
great scores. Her professors are very proud of her
and they say that she never claimed any concession
or exemptions quoting her physical condition. One
professor quoted, “She used to stand on her
prosthetic legs for 3 to 4 hours during the lab periods
and in the operation theatres and would not even
seek a 5 minutes break to sit down and rest. She
says to the world in her televised interview that, “If
with 86% disability, I could pursue my dream of
becoming a doctor and could achieve it, you all can
achieve whatever you dream of, with your
commitment to your dreams.”

Dr. Sheik is a fitting example of the movement from L
to D (Pic ). Now Dr Roshan Sheik has set a new
dream for herself to pursue, that is to become a
Surgeon which we know could be very demanding on
this lady with 86% disability.

Let us quickly see the fall from P to L in her case. It
was not self initiated. An accident happened and a 17
year old, who could walk well in the morning, lost her
legs in the afternoon. How much physical trauma she
would have undergone due that accident? How much
of emotional suffering she would have undergone to
admit that she has lost both of her legs? Is it a
recoverable loss like somebody losing a job or falling
ill with flu. NO. It is an irrecoverable loss. 

We are seeing her at this stage when she has already
achieved her dream of becoming a doctor. But
suppose we go back to that day when the accident
happened and walk with her till she completed her
MBBS, how would that be like. Could it be an easy
walk? Would it be eventless? Would it be without
rejections? without falls? without being verbally
mocked?
No she would have seen all that. She would be
fighting almost every day, every step forward towards
her dream. Individuals, systems and societies would
have tested her perseverance a lot. 

It is not a singular case of L to D. But we would have
come across such instances in a lot many occasions.
If P to D was steep and challenging. L to D should me
multiple times more challenging and almost a
perpendicular climb. What drives the movement from
L to D?



Pic 4
Three factors contribute to the successful movement
from L to reach D.

1) Focus

2) Belief

3) Competence (New)

Legends, when they are sliding from P to L, still keep
their focus on their dreams. They never let their
dreams go out of their sight. They closely guard their
dreams like a warrior guarding a treasure. 

Whereas the majority of the population who are not
legends, during the slide from P to L loose sight of
their dreams, reset their dreams to a much lower level
and start focusing on the reduced levels now. Worse
still are many others who let go their dreams and
become indifferent towards life, with no dreams to
pursue. They now settle for the minimum levels in life.
Mostly they do one thing quite often, that is to blame.
Blame God Almighty, Others around, the systems, the
situations and themselves too. This blame game
makes a person feel helpless, escalates the situation
to hopeless levels.

Looking at the position D from the state of L, will
appear outright steep (in reality also it is steep). So
the mind will start arguing that this is an impossible
climb. At this time the Legends develop a strong
belief system in themselves, that even though the
climb seems to be impossible, for them it should be
possible. 

Vast majority of the people fail here, in convincing
themselves that it is still possible to reach their goals.
Instead of getting convinced about the probability of
reaching, they convince themselves with the greater
probability of failing. 

Legends keep presenting evidences to themselves
about the possibilities of fulfilling their dreams. They
go through similar success stories. They take stock of
the available resources, like their intelligence, their
experiences, their remaining strength, the support of
the relations they have within the industry and
outside, their capacity to learn anything and the
kindness of God. 

Whatever competence that could have taken the
Legends from P to D, will not be enough to take them
from L to D. If at all that competence can only take
them from L to D1 (dotted line in the Pic 5).
So Legends go in search of the new skills, new levels
of knowledge and a bigger infrastructure like
technology, Apps and machines that will help them
reach to D from L. They work hard to acquire that
requisite level of competence. They belong to the
innovators and the early adopters group in the
Rogers’ normal distribution or bell curve.

Whereas a vast majority of the people wait till it
becomes compulsory to adopt a new technology or
process. In such situations they feel learning is a big
pain. It takes lots of time and energy to learn new
things. They vaguely hope that things will remain the
same and the new technology or system is only a fad
Pic 5
and will disappear soon. They have riveted
themselves to the comfort of old habits. 

Legends take advantage of the disruptions to better
themselves. They use the fall to create a better
version of themselves. 

The onset of the pandemic Covid19 and the
consequential lockdown created serious disruptions
in many businesses. The effect was more pronounced
in direct selling spectrum. Agents of Life insurance,
investment products, salesmen of consumer goods
they felt severely handicapped of not being able to
meet their prospects in person and make convincing
presentations. Since most of their income was linked
to the sales, they suffered financially too. But some
enterprising agents took to technology that provided
them video conferencing along with whiteboards that
they can create a near personal sales experience with
the prospect, that these agents performed well and
they topped the company’s merit lists. One the
agents, who is our associate for the last 12 years told
me that, “This lockdown gave me two advantages 1)
Saved my travel time and 2) Prospects availability for
conversation has increased”. This year he has almost
tripled his business. While many agents are still
expecting for this pandemic to end and they will be
getting those olden days again of making one-to-one
in person meetings with their prospects. Which is
very likely to happen. But they ignore the fact that
even after these lockdown periods will come to an
end, many prospects might still find it convenient to
do an on-line meeting. So if the agents adopt the new
technology and also new skills of presenting on-line
to the prospects, they will get an ace over the other
agents. 

While these 3 components that drive the L to D
movement are natural gifts to some, it can be
consciously grown inside anybody. In the above
example of Dr Roshan Sheik, she naturally moved
into that state of mind and started pursuing her
dream ever after a serious set back. One very relevant
fact in her case, that helped her a lot, was the
support and the encouragement that she received
from her family. Her mother and her brothers in law
kept motivating her and also assuring her often that
she will make it.

But not everyone is born with such a tenacious
nature. The question is then, If we are born without
that gift, can we acquire it later on? The answer is
Yes, we can. How to go about it?

F
ocus 

B
elief 

C
ompetence (New).
Focus is a conscious activity. During the slide from P
to L, when we try to stay focused on our dream, we
become conscious about the increased distance, the
steep climb, the lack of resources that we have and
also the possible hurdles on the way. This shakes our
belief in our capacity to realise our dream. This
disbelief drags our focus away from our dream to
something else that is easier to reach. This disbelief
also results in shying away from acquiring the more
demanding new competence. 

This is the reason why vast majority of the people
even if they started their journey in the quest of
achieving their dreams give up and move from L to L,
or L to P.

There are two very important endowments that we
have 1) Our intellect and 2) Our emotions. 

Our intellect like Science helps us find answers. It is
the source of our reasoning ability. It provides the
capacity to make decisions. It helps us to assess the
situation and arrive at a judgement. It explains the
logic behind the situations.

Emotions push us to act (or refrain). Emotions like
fear, frustration mostly stops us from taking actions.
Emotions like Desire, and ambition makes us act
firmly and intensively.
Both these endowments can control each other. In a
situation where a person feels extremely frightened,
his faculty of reasoning and understanding objectively
comes to almost a standstill position and his intellect
is overpowered by the emotion of fear.

Facing a grave situation, as the mind starts getting
emotional about it, a person can activate his intellect
to make an objective assessment of the gravity of the
situation, find options available and use his
judgemental ability to choose the best of such
options, by this he can control his emotions. He stops
himself from being flung into an avalanche of
emotions. 

Wisdom lies in putting both these endowments for
constructive purposes. Learning to properly balance
both these endowments is a big gift that one can give
to oneself.

Environment plays a vital role in achieving this
maturity. A well designed eco system helps the
person to activate his intellect to direct his emotions
constructively and also to intensify the emotions to
belie a logic to find creative, so far unseen ways to
move towards his dream.

We can take advantage of the fact that we are
immensely influenced by our environment. We can do
that by creating our own environment rather than
waiting to be blessed with an empowering
environment . 

We need to construct a three tired environment like
the one shown in the picture (Pic 6). These
environments provide us with supportive and strong
eco-systems that can withstand the onslaughts of
attacks from negative environments present beyond
these two tiers. 

The Inner environment is constructed by our self-
talks, inner dialogues and the visuals that we create
in our mind, the images that we project using our
imaginations. 

We must resolve that come what may, we will always
encourage ourselves. We will stand by our side rock
solid. We will frequently imagine the greater versions
of ourself. We will speak to ourselves with great
intensity, as if motivating a huge crowd of audience
addressing them from a podium. Anytime even by
mistake if a negative or disappointing self talk starts
in our mind, we will quickly take control over the mic
and replace those statements with supportive and
encouraging ones. This inner environment derives
huge support from the Internal environment 

The Internal environment is constructed by the books
we read, the videos that we watch, the audio tapes
that we listen and the channels that we have
subscribed. Let us create a library of books, channels
and tapes that will provide us with inputs to
strengthen our inner environment.

Our Immediate external environment is constructed
by the people around us. Select good friends to be a
part of this environment. Seek good guides and
mentors and get them to be a part of this
environment. Seek support from the immediate family
members to play a positive role in this environment.
Create a mastermind group to assist you. All these
people with all their intellectual genius finding
solutions for us, getting supportive data for our
progress will gives us extreme power like carrying a
rocket’s engine in our heart.

These three environments in combination will act
both as a super filter and a great shield against the
bigger environment out there in this world. The super
filter will allow all supportive inputs from the outer
world and the shield will protect from the
manipulations, coercions the outer world may
attempt on us to keep us safe from the negative
forces that may be lingering in that outer world.
In summation:

A LegenD is sometimes born that way. We can
become a LegenD moving from L to D through our
own design. Whatever we dream to become, we will
become that, even if we are encountered with severe
jolts that can push us into a valley of L. We will realise
our dream D and become the LegenD
Pic 6
GURUS SPEAK
R.GOPINATH
CO-CREATING THE LIFE INSURANCE PLAN
R.GOPINATH

gopinathr@go-past.com

In the last issue of inscriptions under the title of
“Financial priorities pyramid- Pole star” we saw that
“When we are dealing with a resource, that is
available in limited quantity, the first thing to do is to
prioritise its usage. That is how we can manage
tangible resources like Electricity, Water, Battery
power, Oxygen and even intangible resources like
Time, Relationships, etc. We first list out the most
important things to be achieved with these resources,
and then we sequence them in order of their
importance.

It is therefore Prudent to use the same strategy
(Prioritise) when it comes to Finance. Most of the
worries that men, women, families, institutions and
even Governments are facing, have some root level
connection to Finance (shortage). Finance is a limited
resource. Even a person possessing Millions still has
only so many millions”.

The first stage in the financial priorities pyramid is
duties and responsibilities. So a person must first
identify and quantify his duties and responsibilities
and should provide for them first and then proceed to
the second priority in the pyramid. But this is not a
easy task, because of the emotional connect with the
present days and requirements. 

Consider the following 3 Scenarios:
1) When people get money to spend on things, what
will be their choice A) To spend it that they can feel
happy now or B) To spend it on things that can give
them happiness sometime in future (delayed
gratification). They may like to spend money on a
holiday trip this week end or on a dinner in a five star
hotel celebrating the birthday of their child rather than
buy a membership card that may give them a 80% off
on a dinner two years from now.

2) When people buy products, what will be their first
choice A) To buy products that will be useful now, or
B) To buy products that will be useful a few years
from now. Obviously A will be their choice. With the
limited money that they can spare the majority will
have the tendency to buy “A”. For example if a
person buys a car, he will be able to use it from today.
He buys a house, he will be able to stay in it from now
onwards. He buys a mobile phone he will be able to
use it straight away. 

This is not just for the first purchase, it is equally true
for repeat purchases also. For example a person is
having a good phone, but a latest version with a few
additional facilities has come into the market now.
Here also the person may be interested in replacing
this old (not so old) phone with the latest one. 

3) When people buy products that will protect them
from inconveniences or discomfort what will they
prefer A) Protect them from events that can happen
quite often or B) Protect them from events which are
rare to happen. Obviously A will be their preference.
For example rains are frequent and it disturbs their
daily routine so umbrellas are bought. Cell phones
can fall down often and the touch screen may crack,
so buying a protective screen guard is a priority. The
tyres of a car can get punctured, it can cause a
severe disruption, therefore to get a spare wheel is a
matter of priority 

But events like death, disability, critical illnesses are
rare. It may happen once in a life time compared to
the above mentioned events that can happen every
year, or once in a month. Events like death, disability
and critical illnesses don’t happen that frequently,
even though we know that if it were to happen then it
can cause a severe disruption much more than all the
events mentioned above. 

It is not that people spend money extravagantly that
they do not have enough to spare to buy adequate
life insurance cover to provide for a dignified retired
life. In fact they are mostly cautious in spending. The
problem here is the availability of money to fund
those future goals. 

When more money is available even a luxury product
appears to be an essential buy for the extra benefits
that come with it. For example a person can with
much difficulty spare ₹50,000 to buy a cellphone that
too in instalments. The salesman shows him a high-
end phone with face recognition, dictation, high
clarity camera, and many other such advancements
but the cost is ₹1,00,000. The buyer says, “For me, I
need a phone with minimum facilities. I just want a
simple camera. I can switch on my phone manually, I
don’t need a face/audio starts and goes for the
₹50,000 phone feeling that the high end one is a
luxury one and who will spend double the money for
those small additional facilities. 

But if the same person were to have ₹1,00,000 to
spare for the phone and the customer was shown
both the high end and also the ₹50,000 one, then the
buyer is likely to go for the ₹1,00,000 high end one
justifying all those small additional facilities are
needed for him. He will justify those facilities save
time for him, and time is money for him. It also saves
efforts which he can now invest in other important
tasks.
When a Life Insurance advisor is visiting a prospect
and initiates the sales discussions, look what
happens most of the time. He is talking about a
product that can save them from a hazard which is
unlikely to happen, at least not immediately. He is
talking about saving money for an event that is likely
to happen a few decades (or years) from now. If they
spare money for this plan then they will have to
deprive themselves of some other purchases that can
be useful immediately or the ones that can give
happiness today. It is not that they are not aware
about the value of insurance. By and large they agree,
that everybody must be insured and everybody must
save money for their better future and must spend
less in the present days. But when it comes to taking
action of buying and putting these insurance plans
they have a different opinion. Let us do it later. Let us
start with a small amount. 

Normally a salesman needs to do a great job of
explaining the product features and the benefits it
gives to the buyer. But Life insurance agents have
one another important job to do, that is of helping the
prospect to understand his need and the urgency to
put a risk management solution in place. 

The agent must also be cautious about not creating
an impression that the agent is assuming the role of a
teacher. Normally adults don’t like to be taught, but
they like to learn.
So one of the very effective approaches a life
insurance agent can adopt is that of a Co-Creation,
that the prospect creates a solution by himself with
some explanation of the technical terms by the agent.
The agent has not come with predetermined
solutions, but is only assisting the client to buy, what
the buyer wants for himself. They jointly design the
product/solution. 

So to show a specimen of one such co-creation
effect, I am presenting a narrative of a sales
conversation that took place between an agent and
one Dr Kumar, who is a leading Orthopaedic Surgeon
of Chennai. I am using Ag: to denote the dialogue of
the agent and Dr K to denote the dialogue of Dr
Kumar. 

Please also note that this is a real incident that I have
been a part of while being incharge of a marketing
vertical of a life insurance company long time ago.
Only that I have changed the name of the prospect,
so as to not to reveal the identity of the client. Also for
this article I have considered the present dates for
calculation so it will be relevant to the reader now.
The agent, after the initial introduction and the
pleasantries are over, says to the prospect, 

Ag: “Sir, by spending a few years in this industry and
having been associated with very good clients, I have
understood that they have very thoughtfully
purchased Financial Assets like Insurance, Mutual
Funds, Equity investments, Real estate and a few
other instruments. Therefore my role in many such
situations is only to explain some scientific tests that
a person needs to get done for himself to ascertain
that he will be able to realise all his dreams about
himself and his family. After doing the tests we jointly
compare the results of the tests with that of the
portfolio of assets that he has already designed to
see if they are properly aligned. In some cases we
find that they are in perfect alignment and there is no
gap between the test results and their assets. In
some cases we spot gaps. We then analyse the
situation to find out should we fill up gap with any
new assets or should we partially fill it up and even
ignore the gap for now.

Dr Kumar I am sure you would also created a
portfolio with some insurance policies, MFs, equities
and other assets, so if you permit me I will present to
you a few scientific tests, that will help us understand
about our financial status accurately.
Dr K “Yes, I am already having a few investments and
also insurance policies. I was thinking of taking a life
insurance policy of 10 lakhs, I can pay a premium of
1Lakh rupee per year for 10 years, but now you are
suggesting that we do some tests, tell me how much
time will this take.?

Ag: Dr Kumar in that case I will explain only two tests,
the first one may take about 10 minutes and the
second one may take about 20 minutes. In case you
have some questions in-between or some
suggestions to offer then this may take slightly more
time than that.

Dr K: Ok go ahead.

Ag: This first test is called A/H test, which can show
us mathematically the extent of the dependence that
our beloved ones have on us.

Accordingly the test was done and the following
result is shown:
Ag: This test shows that your A/H Dr Kumar is 97%

Dr K: What is the inference?

Ag: That since the family is dependent on your
occupational income to the extent of 97%, they are
technically speaking in a “Very High Risk Zone”. So
our priority need will be to transfer the risk to an
insurance company, so that our family will be in the
Low or negligible risk zone. 

PRESENT SOURCES OF INCOME FLOWING
INTO YOUR FAMILY
₹
A YOUR OCCUPATION
97,00,000
B SPOUSE’S OCCUPATION
0
C BANK INTERESTS AND INTEREST INCOMES
60,000
D RENTALS AND LEASE INCOME
2,40,000
E DIVIDENDS
0
F PARENTS OCCUPATION/PENSIONS
0
G ROYALTIES OR OTHER INCOMES
0
H TOTAL INCOME FLOWING INTO THE FAMILY
1,00,00,000
Dr K: But I already have an insurance policy? And I
also have other assets?

Ag: Dr Kumar all those assets with the insurance
policy you are having may be sufficient to provide for
the risk involved. So let us do the second test and
decide as to how sufficient they are?

Dr K: Ok go ahead.

Ag: This test has two parts, the first part is to identify
and prioritise our responsibilities and the second part
is to quantify it. The responsibilities that individuals
carry on their shoulders differ from person to person.
So it may not be correct on my part to assume one’s
responsibility based on his age or background. So I
have prepared a list of 10 responsibilities that by and
large people of your age have. I will present this list to
you. It is likely that some of these may not be relevant
to you in your present position, we will remove them
from the list. It is also like there are some other
responsibilities which are not in this list but you feel
that you have on your shoulders, which we can add
to the list.

So this is the list of those 10 responsibilities, let us go
through this one by one and select the relevant ones.
In case you feel that your spouse should be present
while doing this, that a proper identification can
emerge, you may please invite her to join, or else we
can both together complete this exercise. 

Dr Kumar calls Mrs Kumar to join and he briefs her of
what we are about to do.

The couple identified as their responsibilities as
under:

RESPONSIBILITY APPLICABLE/ NOT APPLICABLE
1 CHILDREN EDUCATION YES
2 THE BEST IN THE GLOBE GRAD/PG YES
3 SETTLING DOWN CAPITAL FOR CHILDREN
YES BUT NOT AN ABSOLUTE
NECESSITY
4 GRAND AUSPICIOUS MARRIAGE OF CHILDREN YES
5 SPOUSE WELL BEING YES
6 PARENTS/IN-LAWS COMFORTS NOT APPLICABLE
7
TO PROVIDE FOR INCOME SUPPORT EVEN AFTER
FALLING ILL/DISABILITY
YES
8 SETTLE LIABILITIES TO HAVE A DEBT FREE LIFE YES
9 SELF RELIANT RETIRED LIFE YES
10 OTHER IMPORTANT GOALS: NIL
Ag: Our next exercise is to quantify these
responsibilities. The couple tried to approximate the
amounts required and the same was captured as
under:

Dr Kumar’s family responsibilities at the Used-to-level
Year
Required for
ongoing
essentials
with inflation
@8%
Higher
Education
Marriage
Personal
Loans
Business
Loans
Cash flow
required
2021 60,00,000 1,00,00,000 3,00,00,000 4,60,00,000
2022 64,80,000 64,80,000
2023 69,98,400 69,98,400
2024 75,58,272 75,58,272
2025 81,62,934 1,00,00,000 1,81,62,934
2026 88,15,968 88,15,968
2027 95,21,246 95,21,246
2028 1,02,82,946 1,02,82,946
2029 1,11,05,581 1,11,05,581
2030 1,19,94,028 1,19,94,028
2031 1,29,53,550 1,29,53,550
2032 1,39,89,834 1,00,00,000 2,39,89,834
2033 1,51,09,021 1,00,00,000 2,51,09,021
2034 1,63,17,742 1,63,17,742
2035 1,76,23,162 1,76,23,162
2036 1,90,33,015 1,90,33,015
2037 2,05,55,656 2,05,55,656
2038 2,22,00,108 2,22,00,108
2039 2,39,76,117 2,39,76,117
2040 2,58,94,206 1,00,00,000 3,58,94,206
NPV@6% ₹ 13,59,92,540.78
₹ 1,83,33,926.66
₹ 1,83,33,926.66
₹ 1,00,00,000 ₹ 3,00,00,000 ₹ 19,39,77,102.69
Saleable
Assets
-₹ 30000000
Business
assets
casheable
-₹ 5,00,00,000
Short fall ₹ 11,40,00,000
Ag: This ₹11,40,00,000 gap is called, Dr Kumar, as
the Protection gap. This has to be bridged through a
life insurance policy of that value.

This Dr Kumar if we consider as the target amount we
can decide on how much of this can be bridged
immediately based on the amount that you will be
able to spare considering your present commitments. 

We can decide on this based on the following table,
wherein we identify the minimum level requirements,
adjustable level requirements and used to level
requirements. After further discussions with Dr Kumar
and his wife the following table was agreed upon:
Dr Kumar’s family responsibilities at Minimum level
Year
Required for
ongoing
essentials
with inflation
@8%
Higher
Education
Marriage
Personal
Loans
Business
Loans
Cash flow
required
2021 50,00,000 1,00,00,000 3,00,00,000 4,50,00,000
2022 54,00,000 54,00,000
2023 58,32,000 58,32,000
2024 62,98,560 62,98,560
2025 68,02,445 50,00,000 1,18,02,445
2026 73,46,640 73,46,640
2027 79,34,372 79,34,372
2028 85,69,121 85,69,121
2029 92,54,651 92,54,651
2030 99,95,023 99,95,023
2031 1,07,94,625 1,07,94,625
2032 1,16,58,195 50,00,000 1,66,58,195
2033 1,25,90,851 50,00,000 1,75,90,851
2034 1,35,98,119 1,35,98,119
2035 1,46,85,968 1,46,85,968
2036 1,58,60,846 1,58,60,846
2037 1,71,29,713 1,71,29,713
2038 1,85,00,090 1,85,00,090
2039 1,99,80,097 1,99,80,097
2040 2,15,78,505 50,00,000 2,65,78,505
NPV@6% ₹ 11,33,27,117.32
₹ 91,66,963.33 ₹ 91,66,963.33 ₹ 1,00,00,000 ₹ 3,00,00,000 ₹ 16,11,87,322.80
Saleable
Assets
-₹ 3,00,00,000
Business
assets
casheable
-₹ 5,00,00,000
Short fall Approximately ₹ 8,00,00,000
Ag: Here we are assuming responsibilities only till the
daughters get married and settle down in their lives,
and that they will take care of their mother for the
further period of her life. Dr Kumar’s intention was to
get the children to pursue education in medicine that
they will take over and run the hospital that he is now
owning. 

Ag: Dr Kumar we have only arrived at the Protection
gap, we will still have to quantify the Savings gap for
all those major responsibilities and also for your Self
reliant retired life. 

Ag: Dr Kumar you have now designed your future
map of life and also arrived at the Investments
required to fund that journey. All that is now required
to make a good start at this plan and also the
paperwork and the formalities required to put this
plan in place. If you are satisfied with road map, can
we now happily begin the construction of the same? 

Dr K: Yes we shall begin now.

Ag: Dr Kumar will you be comfortable to begin with
the minimum level table that we have done above and
then review the same every year and keep topping up
till we reach our target amount?

Dr K: Yes I think that is what will suit us.
CATERPILLAR SPACE
MRS SAVITA HARSH PILLAI
FAMILY	–	A	MUTUAL	ENTERPRISE	
Mrs.	Savita	Harsh	Pillai	
FAMILY:	 The	 word	 “family”;	 in	 itself	 is	 one’s	 whole	 world	 which	 is	
complete	in	it’s	true	sense.	When	we	ask	how	you	would	define	a	family?	
we	 get	 numerous	 defini@ons	 for	 the	 same.	 But,	 today	 as	 a	 financial	
advisor;	I	would	like	to	take	you	all	to	a	unique	level	of	percep@on	when	it	
comes	 to	 the	 word	 “FAMILY”	 based	 on	 the	 teachings	 of	 my	 Guru	
Gopinath	Radhakrishna	Sir	Ji.	
“FAMILY	IS	A	MUTUAL	ENTERPRISE.”		
As	 you	 all	 have	 heard	 about	 private	 and	 public	 limited	 companies,	
partnership	and	proprietary	firms;	a	family	depends	on	mutuality,	that	is	
depending	 on	 each	 other.	 Each	 family	 member	 plays	 an	 important	 and	
dis@nc@ve	role	for	the	smooth	func@oning	of	a	family.	It	depends	mainly	
on	 four	 mutual	 factors;	 mutual	 love,	 mutual	 respect,	 mutual	 resources	
and	interdependent.	Coming	to	each	factor,	let	me	start	with	the	first	one.	
1. MUTUAL	 LOVE:	 Mutual	 love	 is	 where	 love,	 care,	 affec@on,	 trust	
resides	among	all	the	family	members	equally.	There	is	a	feeling	of	
being	secured	and	loved	uncondi@onally	amongst	every	member	of	
the	family.	If	any	one	member	of	a	family	is	sad	or	upset	for	any	
reason,	 then	 all	 the	 other	 members	 try	 their	 best	 to	 bring	 back	
happiness	in	that	member.	Thus,	every	member	tries	that	there	is	
peace	 and	 harmony	 in	 the	 family.	 They	 celebrate	 all	 fes@vals	 and	
special	days	together,	exhibi@ng	unity	among	them.		
2. MUTUAL	RESPECT:	This	means	giving	respect	to	each	other	equally	
in	 a	 family.	 It	 also	 shows	 values	 of	 life	 prac@ced	 by	 all	 the	 family	
members	 from	 small	 kids	 to	 the	 older	 genera@on.	 Understanding	
and	 suppor@ng	 each	 other	 equally	 and	 uncondi@onally	 is	 also	
followed	by	everyone.		
3. MUTUAL	 RESOURCES:	 Here	 I	 would	 like	 to	 say	 that	 whatever	
sources	of	facili@es	are	available	in	a	home	are	commonly	used	by	
all.	Say	for	example,	all	watch	the	same	television	in	the	living	room.
Then	 food	 which	 is	 being	 cooked	 for	 all	 the	 family	 members	 is	
common	for	everyone;	etc.	
4. INTERDEPENDENT:	I	would	men@on	that	ul@mately	because	of	all	
these	 reasons	 men@oned	 above	 all	 family	 members	 are	
interdependent	on	each	other.	I	would	further	like	to	explain	this	by	
giving	an	example	that,	as	a	father	works	and	strives	to	fulfil	all	the	
monetary	needs	of	the	family	members,	a	mother	takes	care	of	all	
the	 household	 needs	 and	 nowadays	 in	 some	 cases,	 mothers	 also	
support	the	monetary	needs	of	the	family.	Coming	to	grandparents	
they	play	an	important	role	in	the	upbringing	of	the	grandchildren	
by	taking	care	of	them	and	imbibing	good	values.		
Thus,	you	all	can	see	these	are	the	four	reasons	why	we	call	“FAMILY	A	
MUTUAL	ENTERPRISE”.	
Furthermore,	I	would	like	to	say	a	family	depends	on	FOUR	PILLARS	to	
stand	strong	and	represent	itself	in	a	society.	Now,	let	us	have	a	look	what	
these	four	pillars	are:		
1. HAPPINESS:	It	is	important	that	happiness	prevails	in	one’s	family	
and	all	are	living	happily	with	each	other.	Some@mes	there	can	be	
minor	 fights	 and	 misunderstandings;	 but	 it	 is	 fine	 if	 it	 is	 resolved	
and	taken	care	off	immediately	for	everyone’s	peace.		
2. GOOD	HEALTH:	Good	and	sound	health	of	all	the	family	members	is	
also	 especially	 important	 as	 a	 healthy	 family	 can	 stand	 strong	
always.		
3. RESPECT(FUL):	Every	family	member	should	respect	each	other	and	
in	the	same	way	they	should	respect	the	society	at	large.	This	helps	
them	in	geYng	respect	wherever	they	go.		
Up	@ll	now,	I	have	men@oned	about	three	pillars	which	was	mostly	related	
to	 the	 family	 members	 in	 respect	 to	 their	 happiness,	 good	 health	 and	
their	respecZulness	in	society.	So,	what	about	the	4th	pillar?	As	the	three	
pillars	 the	 4th	 pillar	 also	 plays	 an	 important	 role	 in	 holding	 the	 family	
firmly.	The	4th	pillar	is	ADEQUATE	MONEY.
4. ADEQUATE	MONEY:	Adequate	money	in	rela@on	to	a	family	means	
the	financial	capability	of	a	family	to	meet	all	the	needs	regular	or	
on	emergency.	So,	what	do	we	do	about	this	pillar?	If	this	pillar	is	
strong	enough	then	the	previous	three	pillars	will	automa@cally	be	
strong.	 But	 if	 this	 pillar	 is	 weak	 then	 there	 are	 chances	 that	 the	
other	three	pillars	might	also	be	weak	or	get	imbalanced	in	absence	
o f	 a d e q u a t e	 m o n e y .	
	
CONCLUSION:	
How	do	we	know	if	the	4th	pillar	of	adequate	money	is	strong	or	not?		
To	know	this;	I	shall	recommend	some	primary	and	secondary	levels	of	
scien@fic	 tests	 and	 calcula@ons	 usually	 done	 by	 financial	 advisors	 or	
financial	planners.	A	few	tests	among	them	are	named	as	below:		
1. Human	Life	Value	Calcula@ons	
2. Capital	Need	Analysis		
3. Net	Worth	Analysis		
To	conclude	this	write	up,	I	would	like	to	men@on	a	couplet	wriaen	by	the	
great	Saint	Thiruvalluvar.
!ற# 1030:
இ"#க%கா' ெகா)*ட ,-. அ"01)2.
ந'லா5 இலாத 78.
	 	 	 			
SAINT	THIRUVALLUVAR	
“If	there	is	no	support	made	ready	to	prop	up	and	maintain	a	family	(in	
distress),	at	the	first	stroke	of	misfortune	it	will	instantly	fall	as	if	an	axe	
cut	the	growing	tree.”	
Mrs.	Savita	Harsh	Pillai,		
Specialized	Financial	PorZolio	Advisor,	MBA	–	IFP,	
hap://spswealthhub.com/	
CANDID	MOMENTS	WITH	GURU	SHRI	GOPINATH	RADHAKRISHNA	SIR	JI
PROUD TO BE
ASSOCIATED
MR ROHIT
A PASSIONATE CRICKETER AND AN ARTIST
Mr Murugan Chemistry Professor by profession & LIC Agent. His son
Master Rohit studying in Eighth Standard at BOAZ Public School. He is a
passionate cricketer undergoing coaching at CCE Academy. As an all-rounder
bowler he has participated in many matches and recently he was awarded as the
Man of the Match for playing with his opponent team Asiatic organised by
DBCA.
He is also interested in drawing and during this pandemic period he has
participated in an awareness program Fight Covid conducted by St. Joseph’s
College of Engineering and secured second place in the competition.
NEWS AND GALLERY
EVENTS AT GOPAST
GLIMPSES OF THE “LEGENDS” BATCH JUNE
2021
GLIMPSES OF THE FINAL SESSION OF
MISSION MDRT HINDI BATCH JULY 2021
GLIMPSES OF THE LEADING FROM THE FRONT FOR
TERRITORY MANAGERS AND SR TERRITORY MANAGERS
GLIMPSES OF “CROWN YOURSELF” DELHI BATCH JUNE2021
GLIMPSES OF THE LEADING FROM THE FRONT FOR DEV
OFFICERS LEVEL 3 JUNE2021
GLIMPSES OF THE ILLUSTRIOUS LEADERSHIP BATCH
JUNE2021

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Inscriptions 34 july2021 final version

  • 1. A MAGAZINE FROM THE GOPAST CENTRE FOR LEARNING Inscriptions 34 TRUTH STAYS FOREVER JULY 2021
  • 2. PAGE INDEX Page CHAPTER Topic By 3 SCULPTOR SCULPTS LegenD From L to D MR R.GOPINATH 21 GURUS SPEAK CO-CREATING THE LIFE INSURANCE PLAN MR R.GOPINATH 38 CATERPILLAR SPACE FAMILY A MUTUAL ENTERPRISE MRS SAVITA HARSH PILLAI 44 WE ARE PROUD OF MR ROHIT A PASSIONATE CRICKETER AND AN ARTIST 46 GALLERY SCREEN SHOTS OF THE SESSIONS IN PROGRESS
  • 4. LEGEND From L to D R.GOPINATH gopinathr@go-past.com If we trace the movement of a vast majority of the people on this Earth, it will appear like the picture shown below: From P to P in 5 years or even 10 years. There has been no big progress. They have managed to just maintain their positions. Even though in these 5/10 years they would have grown in age, experience and knowledge, their lives still remain the same. We will also come across people who move from P to D as shown in the picture Pic2. I believe that almost everyone on this planet will have some dream or other or even multiple dreams. There can hardly be anyone who has not had a dream. Dreams show us a much bigger and better version of ourselves. Dreams show a bigger and better life than the one that we are Pic 1
  • 5. now having. Dreams thereby become the harbinger of progress in life. But only a few people pursue their dreams, many others think meekly that some miracle will happen and their dreams will come true by itself. While others are busy moving from P to P in this picture. There can be many reasons for abandoning the dreams or not pursuing them actively. One of the major reasons is while dreaming is relatively effortless, pursuing it consumes lots of effort. Look at the blue path between P and D. It is quite steep. It might also contain lots of hurdles on the way. This is the reason that only a few pursue their dreams and raise themselves from P to D in life. Pic 2
  • 6. Sometimes destiny plays tricks with people and while they are in pursuit of their dreams, they are pushed down to a Loss (L) position. They suddenly face this jolt in life and instead of progressing towards their dreams on the planned path of P to D, they fall into the valley of L. (See Pic3) Now what are the options with such people 1) Try maintain L to L, 2) Work hard to move from L to P 3) Pursue the dreams and chart a new path L to D. Let us address such people as “Legends” in this article. See Pic 4 Pic 3
  • 7. What we must note here is that they did not fall from P to L due their laziness, procrastination, indifference or negligence. They have been pushed to L by forces beyond their control like an accident, recession, calamity, war or a Government policy. Yet they still pursue their dreams and most of the times they achieve it too. Let me share a story of a girl by name Ms Roshan Sheik. A bright and hardworking student that she was, she carried a dream of becoming a doctor. If she succeeded in achieving it she would be the first doctor in her village. In all the past decades no body Pic 4
  • 8. has ever graduated in medicine to become a doctor in her village. So even to pickup a dream of that size needs lots of courage. At her age of 17 while travelling by a crowded local train in Mumbai, she fell from the moving train as it was entering station. She was admitted to the hospital with grievous injuries. Both her legs were amputated from thigh below. After a gruelling post operative care she got back home in 2 months time, with a 86% disabled certificate from the operating surgeon. She focussed on her education and scored top of her school also earning a place in the top 50 of the state. When she made her applications to the Medical colleges to join MBBS, she was turned down quoting her disability, as the medical science education demands hours of standing to perform all those dissections. She moved a petition in Mumbai High court challenging her rejection inspite of being academically qualified for the admission. The court ruled in her favour. She excelled in all the papers and completed her 5 years of study and internship with great scores. Her professors are very proud of her and they say that she never claimed any concession or exemptions quoting her physical condition. One professor quoted, “She used to stand on her prosthetic legs for 3 to 4 hours during the lab periods and in the operation theatres and would not even seek a 5 minutes break to sit down and rest. She says to the world in her televised interview that, “If
  • 9. with 86% disability, I could pursue my dream of becoming a doctor and could achieve it, you all can achieve whatever you dream of, with your commitment to your dreams.” Dr. Sheik is a fitting example of the movement from L to D (Pic ). Now Dr Roshan Sheik has set a new dream for herself to pursue, that is to become a Surgeon which we know could be very demanding on this lady with 86% disability. Let us quickly see the fall from P to L in her case. It was not self initiated. An accident happened and a 17 year old, who could walk well in the morning, lost her legs in the afternoon. How much physical trauma she would have undergone due that accident? How much of emotional suffering she would have undergone to admit that she has lost both of her legs? Is it a recoverable loss like somebody losing a job or falling ill with flu. NO. It is an irrecoverable loss. We are seeing her at this stage when she has already achieved her dream of becoming a doctor. But suppose we go back to that day when the accident happened and walk with her till she completed her MBBS, how would that be like. Could it be an easy walk? Would it be eventless? Would it be without rejections? without falls? without being verbally mocked?
  • 10. No she would have seen all that. She would be fighting almost every day, every step forward towards her dream. Individuals, systems and societies would have tested her perseverance a lot. It is not a singular case of L to D. But we would have come across such instances in a lot many occasions. If P to D was steep and challenging. L to D should me multiple times more challenging and almost a perpendicular climb. What drives the movement from L to D? Pic 4
  • 11. Three factors contribute to the successful movement from L to reach D. 1) Focus 2) Belief 3) Competence (New) Legends, when they are sliding from P to L, still keep their focus on their dreams. They never let their dreams go out of their sight. They closely guard their dreams like a warrior guarding a treasure. Whereas the majority of the population who are not legends, during the slide from P to L loose sight of their dreams, reset their dreams to a much lower level and start focusing on the reduced levels now. Worse still are many others who let go their dreams and become indifferent towards life, with no dreams to pursue. They now settle for the minimum levels in life. Mostly they do one thing quite often, that is to blame. Blame God Almighty, Others around, the systems, the situations and themselves too. This blame game makes a person feel helpless, escalates the situation to hopeless levels. Looking at the position D from the state of L, will appear outright steep (in reality also it is steep). So the mind will start arguing that this is an impossible climb. At this time the Legends develop a strong belief system in themselves, that even though the
  • 12. climb seems to be impossible, for them it should be possible. Vast majority of the people fail here, in convincing themselves that it is still possible to reach their goals. Instead of getting convinced about the probability of reaching, they convince themselves with the greater probability of failing. Legends keep presenting evidences to themselves about the possibilities of fulfilling their dreams. They go through similar success stories. They take stock of the available resources, like their intelligence, their experiences, their remaining strength, the support of the relations they have within the industry and outside, their capacity to learn anything and the kindness of God. Whatever competence that could have taken the Legends from P to D, will not be enough to take them from L to D. If at all that competence can only take them from L to D1 (dotted line in the Pic 5).
  • 13. So Legends go in search of the new skills, new levels of knowledge and a bigger infrastructure like technology, Apps and machines that will help them reach to D from L. They work hard to acquire that requisite level of competence. They belong to the innovators and the early adopters group in the Rogers’ normal distribution or bell curve. Whereas a vast majority of the people wait till it becomes compulsory to adopt a new technology or process. In such situations they feel learning is a big pain. It takes lots of time and energy to learn new things. They vaguely hope that things will remain the same and the new technology or system is only a fad Pic 5
  • 14. and will disappear soon. They have riveted themselves to the comfort of old habits. Legends take advantage of the disruptions to better themselves. They use the fall to create a better version of themselves. The onset of the pandemic Covid19 and the consequential lockdown created serious disruptions in many businesses. The effect was more pronounced in direct selling spectrum. Agents of Life insurance, investment products, salesmen of consumer goods they felt severely handicapped of not being able to meet their prospects in person and make convincing presentations. Since most of their income was linked to the sales, they suffered financially too. But some enterprising agents took to technology that provided them video conferencing along with whiteboards that they can create a near personal sales experience with the prospect, that these agents performed well and they topped the company’s merit lists. One the agents, who is our associate for the last 12 years told me that, “This lockdown gave me two advantages 1) Saved my travel time and 2) Prospects availability for conversation has increased”. This year he has almost tripled his business. While many agents are still expecting for this pandemic to end and they will be getting those olden days again of making one-to-one in person meetings with their prospects. Which is very likely to happen. But they ignore the fact that
  • 15. even after these lockdown periods will come to an end, many prospects might still find it convenient to do an on-line meeting. So if the agents adopt the new technology and also new skills of presenting on-line to the prospects, they will get an ace over the other agents. While these 3 components that drive the L to D movement are natural gifts to some, it can be consciously grown inside anybody. In the above example of Dr Roshan Sheik, she naturally moved into that state of mind and started pursuing her dream ever after a serious set back. One very relevant fact in her case, that helped her a lot, was the support and the encouragement that she received from her family. Her mother and her brothers in law kept motivating her and also assuring her often that she will make it. But not everyone is born with such a tenacious nature. The question is then, If we are born without that gift, can we acquire it later on? The answer is Yes, we can. How to go about it? F ocus B elief C ompetence (New).
  • 16. Focus is a conscious activity. During the slide from P to L, when we try to stay focused on our dream, we become conscious about the increased distance, the steep climb, the lack of resources that we have and also the possible hurdles on the way. This shakes our belief in our capacity to realise our dream. This disbelief drags our focus away from our dream to something else that is easier to reach. This disbelief also results in shying away from acquiring the more demanding new competence. This is the reason why vast majority of the people even if they started their journey in the quest of achieving their dreams give up and move from L to L, or L to P. There are two very important endowments that we have 1) Our intellect and 2) Our emotions. Our intellect like Science helps us find answers. It is the source of our reasoning ability. It provides the capacity to make decisions. It helps us to assess the situation and arrive at a judgement. It explains the logic behind the situations. Emotions push us to act (or refrain). Emotions like fear, frustration mostly stops us from taking actions. Emotions like Desire, and ambition makes us act firmly and intensively.
  • 17. Both these endowments can control each other. In a situation where a person feels extremely frightened, his faculty of reasoning and understanding objectively comes to almost a standstill position and his intellect is overpowered by the emotion of fear. Facing a grave situation, as the mind starts getting emotional about it, a person can activate his intellect to make an objective assessment of the gravity of the situation, find options available and use his judgemental ability to choose the best of such options, by this he can control his emotions. He stops himself from being flung into an avalanche of emotions. Wisdom lies in putting both these endowments for constructive purposes. Learning to properly balance both these endowments is a big gift that one can give to oneself. Environment plays a vital role in achieving this maturity. A well designed eco system helps the person to activate his intellect to direct his emotions constructively and also to intensify the emotions to belie a logic to find creative, so far unseen ways to move towards his dream. We can take advantage of the fact that we are immensely influenced by our environment. We can do that by creating our own environment rather than
  • 18. waiting to be blessed with an empowering environment . We need to construct a three tired environment like the one shown in the picture (Pic 6). These environments provide us with supportive and strong eco-systems that can withstand the onslaughts of attacks from negative environments present beyond these two tiers. The Inner environment is constructed by our self- talks, inner dialogues and the visuals that we create in our mind, the images that we project using our imaginations. We must resolve that come what may, we will always encourage ourselves. We will stand by our side rock solid. We will frequently imagine the greater versions of ourself. We will speak to ourselves with great intensity, as if motivating a huge crowd of audience addressing them from a podium. Anytime even by mistake if a negative or disappointing self talk starts in our mind, we will quickly take control over the mic and replace those statements with supportive and encouraging ones. This inner environment derives huge support from the Internal environment The Internal environment is constructed by the books we read, the videos that we watch, the audio tapes that we listen and the channels that we have
  • 19. subscribed. Let us create a library of books, channels and tapes that will provide us with inputs to strengthen our inner environment. Our Immediate external environment is constructed by the people around us. Select good friends to be a part of this environment. Seek good guides and mentors and get them to be a part of this environment. Seek support from the immediate family members to play a positive role in this environment. Create a mastermind group to assist you. All these people with all their intellectual genius finding solutions for us, getting supportive data for our progress will gives us extreme power like carrying a rocket’s engine in our heart. These three environments in combination will act both as a super filter and a great shield against the bigger environment out there in this world. The super filter will allow all supportive inputs from the outer world and the shield will protect from the manipulations, coercions the outer world may attempt on us to keep us safe from the negative forces that may be lingering in that outer world.
  • 20. In summation: A LegenD is sometimes born that way. We can become a LegenD moving from L to D through our own design. Whatever we dream to become, we will become that, even if we are encountered with severe jolts that can push us into a valley of L. We will realise our dream D and become the LegenD Pic 6
  • 22. CO-CREATING THE LIFE INSURANCE PLAN R.GOPINATH gopinathr@go-past.com In the last issue of inscriptions under the title of “Financial priorities pyramid- Pole star” we saw that “When we are dealing with a resource, that is available in limited quantity, the first thing to do is to prioritise its usage. That is how we can manage tangible resources like Electricity, Water, Battery power, Oxygen and even intangible resources like Time, Relationships, etc. We first list out the most important things to be achieved with these resources, and then we sequence them in order of their importance. It is therefore Prudent to use the same strategy (Prioritise) when it comes to Finance. Most of the worries that men, women, families, institutions and even Governments are facing, have some root level connection to Finance (shortage). Finance is a limited resource. Even a person possessing Millions still has only so many millions”. The first stage in the financial priorities pyramid is duties and responsibilities. So a person must first identify and quantify his duties and responsibilities and should provide for them first and then proceed to
  • 23. the second priority in the pyramid. But this is not a easy task, because of the emotional connect with the present days and requirements. Consider the following 3 Scenarios: 1) When people get money to spend on things, what will be their choice A) To spend it that they can feel happy now or B) To spend it on things that can give them happiness sometime in future (delayed gratification). They may like to spend money on a holiday trip this week end or on a dinner in a five star hotel celebrating the birthday of their child rather than buy a membership card that may give them a 80% off on a dinner two years from now. 2) When people buy products, what will be their first choice A) To buy products that will be useful now, or B) To buy products that will be useful a few years from now. Obviously A will be their choice. With the limited money that they can spare the majority will have the tendency to buy “A”. For example if a person buys a car, he will be able to use it from today. He buys a house, he will be able to stay in it from now onwards. He buys a mobile phone he will be able to use it straight away. This is not just for the first purchase, it is equally true for repeat purchases also. For example a person is having a good phone, but a latest version with a few
  • 24. additional facilities has come into the market now. Here also the person may be interested in replacing this old (not so old) phone with the latest one. 3) When people buy products that will protect them from inconveniences or discomfort what will they prefer A) Protect them from events that can happen quite often or B) Protect them from events which are rare to happen. Obviously A will be their preference. For example rains are frequent and it disturbs their daily routine so umbrellas are bought. Cell phones can fall down often and the touch screen may crack, so buying a protective screen guard is a priority. The tyres of a car can get punctured, it can cause a severe disruption, therefore to get a spare wheel is a matter of priority But events like death, disability, critical illnesses are rare. It may happen once in a life time compared to the above mentioned events that can happen every year, or once in a month. Events like death, disability and critical illnesses don’t happen that frequently, even though we know that if it were to happen then it can cause a severe disruption much more than all the events mentioned above. It is not that people spend money extravagantly that they do not have enough to spare to buy adequate life insurance cover to provide for a dignified retired life. In fact they are mostly cautious in spending. The
  • 25. problem here is the availability of money to fund those future goals. When more money is available even a luxury product appears to be an essential buy for the extra benefits that come with it. For example a person can with much difficulty spare ₹50,000 to buy a cellphone that too in instalments. The salesman shows him a high- end phone with face recognition, dictation, high clarity camera, and many other such advancements but the cost is ₹1,00,000. The buyer says, “For me, I need a phone with minimum facilities. I just want a simple camera. I can switch on my phone manually, I don’t need a face/audio starts and goes for the ₹50,000 phone feeling that the high end one is a luxury one and who will spend double the money for those small additional facilities. But if the same person were to have ₹1,00,000 to spare for the phone and the customer was shown both the high end and also the ₹50,000 one, then the buyer is likely to go for the ₹1,00,000 high end one justifying all those small additional facilities are needed for him. He will justify those facilities save time for him, and time is money for him. It also saves efforts which he can now invest in other important tasks.
  • 26. When a Life Insurance advisor is visiting a prospect and initiates the sales discussions, look what happens most of the time. He is talking about a product that can save them from a hazard which is unlikely to happen, at least not immediately. He is talking about saving money for an event that is likely to happen a few decades (or years) from now. If they spare money for this plan then they will have to deprive themselves of some other purchases that can be useful immediately or the ones that can give happiness today. It is not that they are not aware about the value of insurance. By and large they agree, that everybody must be insured and everybody must save money for their better future and must spend less in the present days. But when it comes to taking action of buying and putting these insurance plans they have a different opinion. Let us do it later. Let us start with a small amount. Normally a salesman needs to do a great job of explaining the product features and the benefits it gives to the buyer. But Life insurance agents have one another important job to do, that is of helping the prospect to understand his need and the urgency to put a risk management solution in place. The agent must also be cautious about not creating an impression that the agent is assuming the role of a teacher. Normally adults don’t like to be taught, but they like to learn.
  • 27. So one of the very effective approaches a life insurance agent can adopt is that of a Co-Creation, that the prospect creates a solution by himself with some explanation of the technical terms by the agent. The agent has not come with predetermined solutions, but is only assisting the client to buy, what the buyer wants for himself. They jointly design the product/solution. So to show a specimen of one such co-creation effect, I am presenting a narrative of a sales conversation that took place between an agent and one Dr Kumar, who is a leading Orthopaedic Surgeon of Chennai. I am using Ag: to denote the dialogue of the agent and Dr K to denote the dialogue of Dr Kumar. Please also note that this is a real incident that I have been a part of while being incharge of a marketing vertical of a life insurance company long time ago. Only that I have changed the name of the prospect, so as to not to reveal the identity of the client. Also for this article I have considered the present dates for calculation so it will be relevant to the reader now.
  • 28. The agent, after the initial introduction and the pleasantries are over, says to the prospect, Ag: “Sir, by spending a few years in this industry and having been associated with very good clients, I have understood that they have very thoughtfully purchased Financial Assets like Insurance, Mutual Funds, Equity investments, Real estate and a few other instruments. Therefore my role in many such situations is only to explain some scientific tests that a person needs to get done for himself to ascertain that he will be able to realise all his dreams about himself and his family. After doing the tests we jointly compare the results of the tests with that of the portfolio of assets that he has already designed to see if they are properly aligned. In some cases we find that they are in perfect alignment and there is no gap between the test results and their assets. In some cases we spot gaps. We then analyse the situation to find out should we fill up gap with any new assets or should we partially fill it up and even ignore the gap for now. Dr Kumar I am sure you would also created a portfolio with some insurance policies, MFs, equities and other assets, so if you permit me I will present to you a few scientific tests, that will help us understand about our financial status accurately.
  • 29. Dr K “Yes, I am already having a few investments and also insurance policies. I was thinking of taking a life insurance policy of 10 lakhs, I can pay a premium of 1Lakh rupee per year for 10 years, but now you are suggesting that we do some tests, tell me how much time will this take.? Ag: Dr Kumar in that case I will explain only two tests, the first one may take about 10 minutes and the second one may take about 20 minutes. In case you have some questions in-between or some suggestions to offer then this may take slightly more time than that. Dr K: Ok go ahead. Ag: This first test is called A/H test, which can show us mathematically the extent of the dependence that our beloved ones have on us. Accordingly the test was done and the following result is shown:
  • 30. Ag: This test shows that your A/H Dr Kumar is 97% Dr K: What is the inference? Ag: That since the family is dependent on your occupational income to the extent of 97%, they are technically speaking in a “Very High Risk Zone”. So our priority need will be to transfer the risk to an insurance company, so that our family will be in the Low or negligible risk zone. PRESENT SOURCES OF INCOME FLOWING INTO YOUR FAMILY ₹ A YOUR OCCUPATION 97,00,000 B SPOUSE’S OCCUPATION 0 C BANK INTERESTS AND INTEREST INCOMES 60,000 D RENTALS AND LEASE INCOME 2,40,000 E DIVIDENDS 0 F PARENTS OCCUPATION/PENSIONS 0 G ROYALTIES OR OTHER INCOMES 0 H TOTAL INCOME FLOWING INTO THE FAMILY 1,00,00,000
  • 31. Dr K: But I already have an insurance policy? And I also have other assets? Ag: Dr Kumar all those assets with the insurance policy you are having may be sufficient to provide for the risk involved. So let us do the second test and decide as to how sufficient they are? Dr K: Ok go ahead. Ag: This test has two parts, the first part is to identify and prioritise our responsibilities and the second part is to quantify it. The responsibilities that individuals carry on their shoulders differ from person to person. So it may not be correct on my part to assume one’s responsibility based on his age or background. So I have prepared a list of 10 responsibilities that by and large people of your age have. I will present this list to you. It is likely that some of these may not be relevant to you in your present position, we will remove them from the list. It is also like there are some other responsibilities which are not in this list but you feel that you have on your shoulders, which we can add to the list. So this is the list of those 10 responsibilities, let us go through this one by one and select the relevant ones. In case you feel that your spouse should be present while doing this, that a proper identification can
  • 32. emerge, you may please invite her to join, or else we can both together complete this exercise. Dr Kumar calls Mrs Kumar to join and he briefs her of what we are about to do. The couple identified as their responsibilities as under: RESPONSIBILITY APPLICABLE/ NOT APPLICABLE 1 CHILDREN EDUCATION YES 2 THE BEST IN THE GLOBE GRAD/PG YES 3 SETTLING DOWN CAPITAL FOR CHILDREN YES BUT NOT AN ABSOLUTE NECESSITY 4 GRAND AUSPICIOUS MARRIAGE OF CHILDREN YES 5 SPOUSE WELL BEING YES 6 PARENTS/IN-LAWS COMFORTS NOT APPLICABLE 7 TO PROVIDE FOR INCOME SUPPORT EVEN AFTER FALLING ILL/DISABILITY YES 8 SETTLE LIABILITIES TO HAVE A DEBT FREE LIFE YES 9 SELF RELIANT RETIRED LIFE YES 10 OTHER IMPORTANT GOALS: NIL
  • 33. Ag: Our next exercise is to quantify these responsibilities. The couple tried to approximate the amounts required and the same was captured as under: Dr Kumar’s family responsibilities at the Used-to-level Year Required for ongoing essentials with inflation @8% Higher Education Marriage Personal Loans Business Loans Cash flow required 2021 60,00,000 1,00,00,000 3,00,00,000 4,60,00,000 2022 64,80,000 64,80,000 2023 69,98,400 69,98,400 2024 75,58,272 75,58,272 2025 81,62,934 1,00,00,000 1,81,62,934 2026 88,15,968 88,15,968 2027 95,21,246 95,21,246 2028 1,02,82,946 1,02,82,946 2029 1,11,05,581 1,11,05,581 2030 1,19,94,028 1,19,94,028 2031 1,29,53,550 1,29,53,550 2032 1,39,89,834 1,00,00,000 2,39,89,834 2033 1,51,09,021 1,00,00,000 2,51,09,021 2034 1,63,17,742 1,63,17,742 2035 1,76,23,162 1,76,23,162 2036 1,90,33,015 1,90,33,015 2037 2,05,55,656 2,05,55,656 2038 2,22,00,108 2,22,00,108 2039 2,39,76,117 2,39,76,117 2040 2,58,94,206 1,00,00,000 3,58,94,206 NPV@6% ₹ 13,59,92,540.78 ₹ 1,83,33,926.66 ₹ 1,83,33,926.66 ₹ 1,00,00,000 ₹ 3,00,00,000 ₹ 19,39,77,102.69 Saleable Assets -₹ 30000000 Business assets casheable -₹ 5,00,00,000 Short fall ₹ 11,40,00,000
  • 34. Ag: This ₹11,40,00,000 gap is called, Dr Kumar, as the Protection gap. This has to be bridged through a life insurance policy of that value. This Dr Kumar if we consider as the target amount we can decide on how much of this can be bridged immediately based on the amount that you will be able to spare considering your present commitments. We can decide on this based on the following table, wherein we identify the minimum level requirements, adjustable level requirements and used to level requirements. After further discussions with Dr Kumar and his wife the following table was agreed upon:
  • 35. Dr Kumar’s family responsibilities at Minimum level Year Required for ongoing essentials with inflation @8% Higher Education Marriage Personal Loans Business Loans Cash flow required 2021 50,00,000 1,00,00,000 3,00,00,000 4,50,00,000 2022 54,00,000 54,00,000 2023 58,32,000 58,32,000 2024 62,98,560 62,98,560 2025 68,02,445 50,00,000 1,18,02,445 2026 73,46,640 73,46,640 2027 79,34,372 79,34,372 2028 85,69,121 85,69,121 2029 92,54,651 92,54,651 2030 99,95,023 99,95,023 2031 1,07,94,625 1,07,94,625 2032 1,16,58,195 50,00,000 1,66,58,195 2033 1,25,90,851 50,00,000 1,75,90,851 2034 1,35,98,119 1,35,98,119 2035 1,46,85,968 1,46,85,968 2036 1,58,60,846 1,58,60,846 2037 1,71,29,713 1,71,29,713 2038 1,85,00,090 1,85,00,090 2039 1,99,80,097 1,99,80,097 2040 2,15,78,505 50,00,000 2,65,78,505 NPV@6% ₹ 11,33,27,117.32 ₹ 91,66,963.33 ₹ 91,66,963.33 ₹ 1,00,00,000 ₹ 3,00,00,000 ₹ 16,11,87,322.80 Saleable Assets -₹ 3,00,00,000 Business assets casheable -₹ 5,00,00,000 Short fall Approximately ₹ 8,00,00,000
  • 36. Ag: Here we are assuming responsibilities only till the daughters get married and settle down in their lives, and that they will take care of their mother for the further period of her life. Dr Kumar’s intention was to get the children to pursue education in medicine that they will take over and run the hospital that he is now owning. Ag: Dr Kumar we have only arrived at the Protection gap, we will still have to quantify the Savings gap for all those major responsibilities and also for your Self reliant retired life. Ag: Dr Kumar you have now designed your future map of life and also arrived at the Investments required to fund that journey. All that is now required to make a good start at this plan and also the paperwork and the formalities required to put this plan in place. If you are satisfied with road map, can we now happily begin the construction of the same? Dr K: Yes we shall begin now. Ag: Dr Kumar will you be comfortable to begin with the minimum level table that we have done above and then review the same every year and keep topping up till we reach our target amount? Dr K: Yes I think that is what will suit us.
  • 37.
  • 39. FAMILY – A MUTUAL ENTERPRISE Mrs. Savita Harsh Pillai FAMILY: The word “family”; in itself is one’s whole world which is complete in it’s true sense. When we ask how you would define a family? we get numerous defini@ons for the same. But, today as a financial advisor; I would like to take you all to a unique level of percep@on when it comes to the word “FAMILY” based on the teachings of my Guru Gopinath Radhakrishna Sir Ji. “FAMILY IS A MUTUAL ENTERPRISE.” As you all have heard about private and public limited companies, partnership and proprietary firms; a family depends on mutuality, that is depending on each other. Each family member plays an important and dis@nc@ve role for the smooth func@oning of a family. It depends mainly on four mutual factors; mutual love, mutual respect, mutual resources and interdependent. Coming to each factor, let me start with the first one. 1. MUTUAL LOVE: Mutual love is where love, care, affec@on, trust resides among all the family members equally. There is a feeling of being secured and loved uncondi@onally amongst every member of the family. If any one member of a family is sad or upset for any reason, then all the other members try their best to bring back happiness in that member. Thus, every member tries that there is peace and harmony in the family. They celebrate all fes@vals and special days together, exhibi@ng unity among them. 2. MUTUAL RESPECT: This means giving respect to each other equally in a family. It also shows values of life prac@ced by all the family members from small kids to the older genera@on. Understanding and suppor@ng each other equally and uncondi@onally is also followed by everyone. 3. MUTUAL RESOURCES: Here I would like to say that whatever sources of facili@es are available in a home are commonly used by all. Say for example, all watch the same television in the living room.
  • 40. Then food which is being cooked for all the family members is common for everyone; etc. 4. INTERDEPENDENT: I would men@on that ul@mately because of all these reasons men@oned above all family members are interdependent on each other. I would further like to explain this by giving an example that, as a father works and strives to fulfil all the monetary needs of the family members, a mother takes care of all the household needs and nowadays in some cases, mothers also support the monetary needs of the family. Coming to grandparents they play an important role in the upbringing of the grandchildren by taking care of them and imbibing good values. Thus, you all can see these are the four reasons why we call “FAMILY A MUTUAL ENTERPRISE”. Furthermore, I would like to say a family depends on FOUR PILLARS to stand strong and represent itself in a society. Now, let us have a look what these four pillars are: 1. HAPPINESS: It is important that happiness prevails in one’s family and all are living happily with each other. Some@mes there can be minor fights and misunderstandings; but it is fine if it is resolved and taken care off immediately for everyone’s peace. 2. GOOD HEALTH: Good and sound health of all the family members is also especially important as a healthy family can stand strong always. 3. RESPECT(FUL): Every family member should respect each other and in the same way they should respect the society at large. This helps them in geYng respect wherever they go. Up @ll now, I have men@oned about three pillars which was mostly related to the family members in respect to their happiness, good health and their respecZulness in society. So, what about the 4th pillar? As the three pillars the 4th pillar also plays an important role in holding the family firmly. The 4th pillar is ADEQUATE MONEY.
  • 41. 4. ADEQUATE MONEY: Adequate money in rela@on to a family means the financial capability of a family to meet all the needs regular or on emergency. So, what do we do about this pillar? If this pillar is strong enough then the previous three pillars will automa@cally be strong. But if this pillar is weak then there are chances that the other three pillars might also be weak or get imbalanced in absence o f a d e q u a t e m o n e y . CONCLUSION: How do we know if the 4th pillar of adequate money is strong or not? To know this; I shall recommend some primary and secondary levels of scien@fic tests and calcula@ons usually done by financial advisors or financial planners. A few tests among them are named as below: 1. Human Life Value Calcula@ons 2. Capital Need Analysis 3. Net Worth Analysis To conclude this write up, I would like to men@on a couplet wriaen by the great Saint Thiruvalluvar.
  • 42. !ற# 1030: இ"#க%கா' ெகா)*ட ,-. அ"01)2. ந'லா5 இலாத 78. SAINT THIRUVALLUVAR “If there is no support made ready to prop up and maintain a family (in distress), at the first stroke of misfortune it will instantly fall as if an axe cut the growing tree.” Mrs. Savita Harsh Pillai, Specialized Financial PorZolio Advisor, MBA – IFP, hap://spswealthhub.com/ CANDID MOMENTS WITH GURU SHRI GOPINATH RADHAKRISHNA SIR JI
  • 43.
  • 44. PROUD TO BE ASSOCIATED MR ROHIT A PASSIONATE CRICKETER AND AN ARTIST
  • 45. Mr Murugan Chemistry Professor by profession & LIC Agent. His son Master Rohit studying in Eighth Standard at BOAZ Public School. He is a passionate cricketer undergoing coaching at CCE Academy. As an all-rounder bowler he has participated in many matches and recently he was awarded as the Man of the Match for playing with his opponent team Asiatic organised by DBCA. He is also interested in drawing and during this pandemic period he has participated in an awareness program Fight Covid conducted by St. Joseph’s College of Engineering and secured second place in the competition.
  • 47. GLIMPSES OF THE “LEGENDS” BATCH JUNE 2021
  • 48. GLIMPSES OF THE FINAL SESSION OF MISSION MDRT HINDI BATCH JULY 2021
  • 49. GLIMPSES OF THE LEADING FROM THE FRONT FOR TERRITORY MANAGERS AND SR TERRITORY MANAGERS
  • 50. GLIMPSES OF “CROWN YOURSELF” DELHI BATCH JUNE2021
  • 51. GLIMPSES OF THE LEADING FROM THE FRONT FOR DEV OFFICERS LEVEL 3 JUNE2021 GLIMPSES OF THE ILLUSTRIOUS LEADERSHIP BATCH JUNE2021