1. The Zero Minute Man
Many people know that there is a point called Zero Mile in Nagpur. It is the centre of our
country. What it means is simply a point of no distance. When you go to Latur you will find
that there is a “Zero Minute”. Zero Miles at Nagpur is a static, mundane indicator of a
location. Zero Minute at Latur is a live, charismatic and enthusiastic fountain of humanity.
It’s a pet name that our great and terrific agent Mr. Gopinath Terkar has earned for himself.
Yes, Zero Minute is Mr. Gopinath Nagnath Terkar.
How come this unusual nomenclature stuck him? It is very easy to understand. It reflects the
speed, alacrity, and promptness of Mr. Terkar. He believes in doing anything and everything
for the policy holders in no time. Never mind whether the policyholder belongs to him or any
other agent. Terkar serves him well and as fast as no one can. Terkar serves him well not
only in insurance related matters but also about anything that you can imagine, from getting a
gas connection transferred or arranging an accommodation for a child at distant unknown
place. People know that Terkar has a solution for each and every problem. And they know
that Terkar’s solution is the quickest solution in this world. Terkar believes in not keeping
anything pending. When a policyholder points out a problem or a difficulty Terkar picks up
the phone then and there. He won’t hesitate even to talk to the minister if it is really essential
to do so. If a letter is to be addressed or a representation is to be made he won’t wait for the
aggrieved client to go in for pen and paper. He himself would bring out his letterhead,
envelope and the postage stamps too. The letter goes to the post in front of the complainant.
Earlier people didn’t believe this can happen. When they saw it with their own eyes and
experienced it for themselves in person they started calling Mr. Terkar a Zero Minute man.
The man, who believes in doing the things in no time. If Zero Mile means no distance, Zero
Minute means No Time. There is no one else in insurance industry that deserves this
prestigious honor of being called ‘Zero Minute’ by his beloved policy holders.
Each and every ‘Is it possible?’ doubt has always been responded by Mr. Terkar with ‘In
zero minute Sir!’ As the queries and responses went on repeating frequently Mr. Terkar
became a brand. Zero Minute is the brand name. Now it has become a trademark for him. His
close friends don’t hesitate to address him as Zero Minute.
It’s a brand built over unstinting hard work spread over last forty years. The value of this
brand is reflected in the 26th
MDRT qualification that Mr. Terkar has earned during the year
2011. Completing MDRT requirements for 25 times at a stretch was the Silver Jubilee of
MDRTs for Mr. Terkar last year. He was the one and only LIC agent to achieve this feat
from India. Consistency is the hallmark of Mr. Gopinath Terkar. From 1986 to 2011, every
year he has appeared in the list of MDRT qualifiers and had topped the table thrice.
A humble undergraduate, who struggled with financial wretchedness to begin with and
worked for peanuts with water supply department of Latur Municipality, joined Latur District
Central Co-operative Bank for few more bucks and ultimately landed in Maharashtra State
Electricity Board as typist in search of job security, Mr. Terkar had endured the real penury
in its real colors. Even in that abject poverty there was an attempt, a continuous endeavor to
go further, to do something different, to earn more and to achieve more. Mr. Terkar was
destined to provide financial security to thousands of families through life insurance cover.
1

2. That urge to change the destiny and that search of excellence still holds good for this
undisputed warrior of 67 years. What more evidence do we need than the 26th MDRT
without the break?
When he was approached by a friend for availing life insurance in 1970, he was quick
enough to pick up from him the nuances of life insurance instead. Along with a small policy
he took LIC agency in the name of his wife Mrs. Vidya Terkar. She happens to be the first
lady chairman club member of the corporation. Till 1984 Mr. Terkar continued to help his
better half in conducting the agency, while taking care of his secured job with MSEB. After
his wife had established herself as highest club member for over three years Mr. Terkar
decided to plunge into the field himself.
He resigned his government job and went in for a full time life insurance agency. By this
time he was quite familiar with Life Insurance. He was aware of the greatness of the Life
Insurance Corporation of India. He had all the confidence to do what he had decided to do.
He was not going to stop unless he joined his wife as chairman’s club member. The goal was
set, the plan was drawn. Though no body had even heard about MDRT then, the super star
had born to cross the frontiers.
The year 1986 was a turning point in the life of LIC agency of Mr. Gopinath Terkar. The all
India NB competition was floated in order to commemorate the 30th
anniversary of the
corporation. The period of the competition was 100 days from 20th May to 31st
August 1986.
Fifty Lacs Sum Assured in 100 days was the call. It was a tall order, particularly because that
happened to be the lean period for New Business.
Everybody thought that 50 lacs in 100 days were impossible for any agent at Latur.
Accidentally the competition circular had fallen in my hands in the first week of July 1986.
Casually I alerted Mr. Terkar about that. By that time 50 precious days were already lost.
The equation had become tougher. 50 lacs in 50 days were required. In spite of having told
that “without an attempt, everything is impossible” he cold shouldered my suggestion to
participate. After three days I again called Mr. Terkar to enquire if his mind was changed. He
laughed away the matter. Suddenly however, the APPR figures as at 15th
July 1986 raised a
ray of hope. Mr. Terkar had put in over 17 lacs SA for the year and around 15 lacs of it was
falling in the competition period itself. The information prompted me to call Mr. Terkar once
again. All of us working at Latur knew Mr. Terkar very well. He was the only agent working
24×7. No other agent could match his stamina, enthusiasm and passion. He was the real hard
worker and his dedication was just more than total. He deserved the All India Gold Medal.
On my third pleading, Mr. Terkar looked at the figures, ‘35 lacs SA in 45 days’. He looked at
me. We looked at each other, in each other’s eyes. I was expecting an instant ‘Yes’ but he
denied that pleasure. He just said, “Let me see, I will think over”. I was desperate, but sure
all the same, that my consistent hankering had stirred his mind. Next morning at 10.30 sharp
Mr. Terkar was in front of me with a hand written list of his 30 existing clients. Each one of
them was expected to contribute at least one lac. “30 lacs from 30 friends and 5 lacs was no
problem” was his perspective. Now the Gold Medal was a Zero Minute’s job. He hugged me
2

3. in a style usual to him and brought smile to my face. He was geared up to grab the well
deserved All India Gold Medal on 1st
Sept. 1986.
That Gold Medal paved the way for three more laurels. Before 31st
December 1986, Mr.
Terkar became the Chairman’s Club Member directly, was declared the first crorepati from
Marathwada and qualified for MDRT for the first time. Marathwada happens to be the
backward region of Maharashtra and till then no other LIC agent had ever dreamed of such
fantastic performance at a stroke. It was a sort of hat trick for him. The Gold Medal thus
proved to be the historic bottom-line. It provided the solid and strong foundation for the 26
MDRT qualifications that followed without a break.
To qualify for MDRT 26 times has happened in India for the first time. In the course of these
successive achievements, from 1986 to 2011, the qualifying requirements for MDRT have
gone up almost fifteen times. This is a great lesson for all our one time wonders and sporadic
MDRT achievers. The entire team of LIC agents needs not only to applaud Terkar’s
achievements but also to learn about a few skills and qualities that he has displayed through
enviable consistent performance. Not long ago when he was on a private sojourn to
Kathmandu the local LIC officials, aware of his stature, had requested him to address their
agents and Mr. Terkar had obliged them in zero minutes. He moves around India spreading
the message of Life Insurance and enriching the lives of LIC agents. He had a fortune of
having a breakfast at Rashtrapati Bhavan as part of the LIC agents group calling on our
honourable president. These are the fruits of his success. Mr. Terkar enjoys and shares his
success with one and all.
Mr. Terkar has proved that you don’t need to be highly educated in order to be highly
successful. Then what is the secret of his success? Yes, being a Zero Minute Man is the crux
of his personality. It adds speed to his actions and glamour to his agency. But is it the only
thing that makes The Terkar what he is? Is it risk taking ability? Yes, it is there in him in
abundance. Is it goal setting? Yes, he is doing it for last 40 years. Is it prospecting? Yes, no
insurance agent can even survive without that. Is it policy-holders service? Yes, he is one of
the top service providers amongst LIC agents in India. Is it hard work? Yes, he has hardly
done anything other than hard work throughout his life. But this is what many other agents
also do. Then what is that makes Terkar so special, different and outstanding?
Killari earthquake in 1993 taught all and one a lesson that with a stroke of a catastrophe the
nature can ruin the lives ad property totally. The cruel dance of death was unprecedented. It
helped people realize the importance of life insurance as an imperishable asset. Life
insurance survives any natural calamity. Mr. Terkar was in the area moving with his own
jeep, carrying the injured to hospitals, unearthing the dead bodies and settling the death
claims in zero minute. It hardened the resolve of Mr. Terkar to bring each and every known
family under the fold of LIC’s cover.
He was neither averse to take risks nor avoided any challenge. Frequent NOs from the
prospects never diminished his enthusiasm to convert them into YESs. He started with
joining hands with village elders to convince rural folks about the need of life insurance and
spread his wings to highly influential civil servants of many hues, brought them in his
3

4. portfolio, making them perpetual friends. To begin with he had a small friend circle of
MSEB employees. Today he has family friends all over the globe. He is so deft at
communication that on many occasions he had converted the strangers into policyholders in
zero minute. It is his genuine commitment to LIC that he is easily able to pass on to the
listener. He is a great learner and outstanding teacher. He has learned everything in the
school of life. He is always open to new experiences, new technologies and is never afraid of
the competition. He is ever ready to forgive the blunders and is generous to treat every LIC
policy-holder as his own client. He is a popular speaker and instrumental in motivating
hundreds of agents to aspire for their own MDRT qualification. In order to do all this he
takes utmost care of his health with regular exercise, moderate vegetarian diet and
meditation.
The usual ingredients of success are fully visible in the personality of Mr. Terkar. What make
him special are the four specific qualities. We can summarize them as A B C D of Terkar’s
success. A is action. You won’t ever find him idle. At any moment of time he is engaged in
some or the other life insurance related activity. If you don’t find him selling insurance you
will find him training the agents or settling the claims. B stands for Bona-fides. One can
never challenge his intentions. He is always there as the Good Samaritan, always doing the
exclusive things that will truly benefit his clients. No personal gains, no vested interests, no
profiteering. C represents consistency. Qualifying for MDRT 26 times successively is the
proof of Mr. Terkar’s consistent and progressive performance. His consistency is not
confined to the things such as holding on the club membership but is reflected in the non-stop
growth in business year after year. And the last, which happens to be the most crucial
element of Mr. Terkar’s success, D means dedication. Very few of his contemporaries can
match his total, undiluted dedication towards the concept of life insurance. What he loves
most is the job of his life insurance agency. His commitment to LIC is true, total and terrific.
The ABCD of Mr. Zero Minute from Latur is something that defines the measure of his
success in true sense. May all of us try to emulate an ounce of it in our own life and taste the
pinch of success for ourselves!
By Vasant S. Deshmane,
Retired FM (DM) ZTC, Pune.
4