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INSCRIPTIONS 11
WALL 2 PANEL 4
HIGHLIGHTS OF THIS ISSUE:
1) FUNDAMENTAL PRINCIPLES OF FINANCIAL PLANNING PRINCI-
PLE NUMBE...
i
TITLES SPACE FOR P.NO
Sculptor Inscribes RG 2
Gurus speak Faculty Members’ space 15
Caterpillar Space Students and Train...
Inscriptions
11
WE ARE BORN TODAY
WE ARE BORN TODAY
WE ARE BORN TODAY
A train traveling on a particular track ends
up at a place where the track takes it to...
When we refer to the stories of great lead-
ers like Mahatma Gandhi, Dr Abdul Kalam,
Nelson Mandela, or of great sportsmen...
At that time a soldier was brought in with
multiple bullet injuries. This is an emergency.
He needs to be operated upon an...
There is similar experience, a reverse one, of
another person who died of a cancer which
wasn’t there at all in him. A wro...
to him that he should aspire to get 100% in
that subject, he feels they are overestimating
his capacity. He knows even if ...
Outside the circle of visible reality is all that
is waiting to be created. The big targets, big-
ger houses, bigger cars,...
sive coaching and browsing of volumes of ref-
erence materials. Hardly 1 out of 500 clear
the exams and the interview.The ...
Vanmathi, who is from a family of cattle-
rearers in Sathyamangalam, Erode, remem-
bers how she used to sit on the
back of...
get married. In her own words she says how
she used to even while sitting on a buffalo
she was imagining of being a distri...
Dr Henry Beecher administered saline water
and it worked like a Morphine. The patients
expected that it will work like tha...
Assuming that I am the athlete, let me pro-
ceed writing this in first person.“When I win
this race beating all of them and...
larger workforce by repeating it, by visualis-
ing it created an expectation in the whole
team. The team started experienc...
CHAPTER 2
GURUS
SPEAK
WEALTH THAT LASTS FOREVER
PART 6
R.GOPINATH
gopinathr@go-past.com
www.go-past.com
16
8 Governing principles:
1) If a person adopts the formula “Income - Expenses = Savings” then he can never become
wealth...
WEALTH THAT GROWS AND LASTS FOREVER
PRINCIPLE NO: 5
“PURPOSE DECIDES THE CHOICE”
PART 2
gopinathr@go-past.com
Risk toleran...
18
These 3 dimensions are interlinked. We can not change one dimension with-
out disturbing the other. If you look at the X a...
What ß?
20
So if you are dividing your goals into 3 levels Minimum, Reasonable and As-
pirational then the selection of investible as...
Same about retirement planning.
22
The Visionary Saint Thiruvalluvar says:
To fear those to be feared of is wisdom, to act as if not afraid of the things
to ...
The same way we must be aware about the risk we are undertaking and
then decide. We can after knowing the extent of risk i...
After being aware about the depth, the tourist can still take a plunge into
the pool at that level depending on his expert...
Look at the table given here. If an investor invests regularly 1,00,000 every
year (SIP) in Sensex the bench mark index in...
27
on the Current level (25610)the IRR is 10.73%. At a maximum level (27643)
it can be 11.5% and on the other side at 2008 le...
In India if Government backed assets (Risk Free) would have given 8% dur-
ing this period, then what is the Sharpe ratio f...
earn that much return. Postfacto the yield of 20% might appear very good,
but the things could have gone worst for the inv...
31
CHAPTER 3
CATERPILLAR
SPACE
THIS SPACE IS MEANT FOR
THE STUDENTS OF GOPAST
WHICH IS THE MOST IMPORTANT INGREDIENT FOR ACHIEVING A HAPPY AND
MEANINGFUL RETIREMENT? -
NAYAN BHOWMIK
A) A sound financi...
1) Pursuing my creative interests.
2) Working around my home or in the garden.
3) Recreational activities.
4) Working part...
All the above mentioned activities are directly related with two things i.e health and wealth. The basic problem
of us is ...
5) Another number to know:- Our body mass index or BMI, relates our weight to our height. It helps to deter-
mine if we ar...
So, it is mandatory to have a proper financial planning so that we can overcome the longevity risk and again we
must have ...
Concept Base Sale- True Need
Mr Prafulla Gurav
Anecdotes are interesting ways to begin conversation and I am no exception ...
Instead of concentrating on plan presentation alone it would be worthwhile to develop an attitude of providing a
solution ...
CHAPTER 4
NEWS
CHANNEL
PALM LEAF HAS NEW ADDITIONS
NOW
42
PALM LEAF NEXT RENEW-
ALS ACCEPTED ONLINE
WITH 3 OPTIONS:
1) ONEYEAR RENEWAL
2) THREEYEARS OPTION
3) FIVEYEAR OPTION
ADDED NOW
1) FAMILY SOLVENCY RATIO:AFTER FINDING THE NET-
WORTH OF THE PERSON/FAMILY, NOW THE TOOL
NET-WORTH WILL ALSO PRO...
DEVELOPMENT OFFICERS PARTICIPATING IN THE
“LEADING LIGHTS” TRAINING PRESENTING IN GROUPS THEIR
ASSIGNMENTS ON THE CASE STU...
BUILDING BUSINESS ENTERPRISE COURSE FOR DEVELOPMENT OFFICERS AT THANE
SPEAKUP THE ENG-
LISH SPEAKING
TRAINING FOR
AGENTS AND DE-
VELOPMENT OFFI-
CERS 1ST BATCH
BOTH THE FACUL-
TIES MS PRIYA AN...
SPEAKUP THE ENGLISH
SPEAKING TRAINING FOR
AGENTS AND DEVELOPMENT
OFFICERS 1ST BATCH PIC-
TURES OF THE STUDENTS EX-
HIBITIN...
BUILDING BUSINESS ENTERPRISE SESSION SIX MIONTHS
COURSE FOR SBA’S AT CHENNAI
MASTER MENTOR COURSE OF SIX MONTHS AT
HYDERABAD FOR DEV OFFICERS
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House magazine for the associates of Gopast. This is the Eleventh quarterly issue. Inscriptions made on stone seldom fade, this is the core of the tag line of this magazine. Truth Stays Forever. This magazine will be of interest for people engaged in the financial services industry

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Inscriptions 11

  1. 1. INSCRIPTIONS 11 WALL 2 PANEL 4 HIGHLIGHTS OF THIS ISSUE: 1) FUNDAMENTAL PRINCIPLES OF FINANCIAL PLANNING PRINCI- PLE NUMBER 5 “PURPOSE DECIDES THE CHOICE” PART 2 2) HAPPY AND MEANINGFUL RETIREMETN 3) CONCEPT BASED SALES AND THE SCULPTOR INSCRIBES TALKS ABOUT “WE ARE BORN TO- DAY” AN ARTICLE WHICH DESCRIBES THE METHODOLOGY OF TRANSFORMING OURSELVES
  2. 2. i TITLES SPACE FOR P.NO Sculptor Inscribes RG 2 Gurus speak Faculty Members’ space 15 Caterpillar Space Students and Trainees 32 News Channel Happenings at Gopast 41
  3. 3. Inscriptions 11 WE ARE BORN TODAY
  4. 4. WE ARE BORN TODAY WE ARE BORN TODAY A train traveling on a particular track ends up at a place where the track takes it to. Is our life like that? Should we have to travel the track that we have been put on to? Or can we change tracks? Did our birth put us on this track? Can we be re-born and put on another track at this age? Changing tracks can change the destinations. 3 R.GOPINATH gopinathr@go-past.com
  5. 5. When we refer to the stories of great lead- ers like Mahatma Gandhi, Dr Abdul Kalam, Nelson Mandela, or of great sportsmen like Carl Lewis, Sachin Tendulkar, or of great art- ists like M.S.Subbulakshmi, we are awed at the heights they have achieved in their lives. Mostly from humble beginnings, they have raised themselves through testing times and have become inspiring role models for gen- erations to follow. The question is, then can we aspire for such big accomplishments too? The present track can take us to, let us say, destination “B”, can we mid-way (age 40, age 50) change track that can take us to destination “A”? Can we take a re-birth? If we can, then what does it take to make that switch? Dr. Henry Beecher was the head of a military hospital during World War II. He and his medical team worked round the clock to match the inflow of injured soldiers. The in- flow was heavy, making all resources dearer and more dearer. Shortages grew. Supplies di- minished. Space shortage, beds shortage, blan- kets, pillows and linen became scarce. But the spirit of service in him and his team was overflowing. That kept the patients com- forted.Almost every case was an emergency. Surgeries, extracting bullets, plastering, mak- ing slings went on and on. The hospital was running into a critical issue that the stock of Morphine was thinning out and they became near empty. 4
  6. 6. At that time a soldier was brought in with multiple bullet injuries. This is an emergency. He needs to be operated upon and all the 7 bullets removed. The hospital had no Mor- phine to be administered.The doctor loads a syringe with saline water and tells the soldier, “This is morphine injection. In 2 minutes time you may feel little giddy and then your body will start becoming numb starting from your fingers and toes, spreading all over in about 10 minutes. We will be operating and removing all the bullets and stitch back the wounds. In another 6 hours you will regain your senses and then you will feel severe pain, but as the wounds start healing the pain will reduce and God willing you should be up and running in 7 days time. Saline water, was so administered. The sol- dier reported that he is feeling giddy and slowly the body becomes numb, no senses and then the multiple surgery is performed. 6 hours later he regains the senses and feels the pain. He even feels nauseating, and also not able to think coherently for a while and as time passes, he recovers and becomes a normal self. Dr Beecher and the head nurse managed the next one week till supplies of Morphine ar- rived by doing the same with many other in- jured and it worked. It worked invariably. The world war II experience of Dr Henry Beecher was a significant development in the concept of Placebo and its uses. 5
  7. 7. There is similar experience, a reverse one, of another person who died of a cancer which wasn’t there at all in him. A wrong diagnose, resulted in conveying to him about the can- cer.After his death the autopsy showed that there was no cancer cells in the Liver, which was what he purported to have had. How did he die then? The symptoms he men- tioned were that a patient of cancer in liver can undergo, How can this happen to him? THE EXPECTATION OF THE OUTCOME, MADE THEM EXPERIENCE THE OUT- COME. Drawing lessons from the concept of Pla- cebo, we understand the power of what we feel to be a reality in our mind. The expectation is the result of the informa- tion we receive, store and retrieve. Our ex- pectations create our realities. We have two major capacities: 1) Capacity to estimate. 2) Capacity to imagine. The capacity to estimate defines our “Visible reality”. For example a boy who is scoring usually 50% or 60% in the subject mathemat- ics, feels that is his limit. If someone suggests 6
  8. 8. to him that he should aspire to get 100% in that subject, he feels they are overestimating his capacity. He knows even if he works hard he can improve by another 5% maximum, but will never be able to score 100%. A salesman who sells about 100 units sees a possibility of increasing the sale by 50% but if there is a sales competition offering a foreign tour for those who can sell 500 units, he ig- nores this and feels there is someone else who qualifies for that. Can we become a leader of the stature of Mahatma Gandhi or a scientist of the stature of Dr Kalam or a cricketer like Sachin Tendul- kar? The common reply i get for this question is, “Yes, Mr Gopinath. But…” What does this reply indicate? It indicates that such levels in our life are beyond our visible reality. The word “But..” explains this adequately. 7
  9. 9. Outside the circle of visible reality is all that is waiting to be created. The big targets, big- ger houses, bigger cars, bigger projects, big- ger contributions, bigger name, bigger causes, a new design, a new machine and so on. What will allow us to step out of the circle of visible reality? If we are able to get out of this circle we can create that so far unseen greatness. Capacity to imagine. The power of imagina- tion can take us out of the circle of visible re- ality.The power of imagination can provide a new information to us and this new informa- tion creates a new expectation in us and this shapes our new reality (A new born). In India clearing the civil services exam and become an IAS officer is considered to be the toughest of all academic standards. It needs lot of preparation. This preparation in- volves reading quite a number of books and collecting lot of information. It takes inten- 8
  10. 10. sive coaching and browsing of volumes of ref- erence materials. Hardly 1 out of 500 clear the exams and the interview.The rate of suc- cess is less than 0.2% Ms Vanmathi, whose family is engaged in cat- tle rearing has scored 152 All India rank and has achieved her dream of becoming an IAS officer. Her father is a car driver and her mother rears cattle. She is from a village town called Sathyamangalam in Erode district of Tamilnadu, India. This town is in the foot- hills of Western Ghats right in the center of thick forests of Dhimbam. She did her school- ing in Tamil medium and went on to do her graduation in computer sciences. In 2013 she appeared for the IAS exams, she cleared the exam but could not get through the inter- view. In 2014 again she attempted and she cleared the exam but once again could not clear the interview. In 2015 she attempted again and this time she cleared her exams and the interview and has scored 152 rank All India. In her recent interview with “The Hindu” News paper this is what she had said,“ 9
  11. 11. Vanmathi, who is from a family of cattle- rearers in Sathyamangalam, Erode, remem- bers how she used to sit on the back of a buffalo, imagining herself to be a collector. When she completed her Class 12, relatives suggested that her par- ents marry her off. "For many people in my village, completing Class 12 was the biggest eligibility for mar- riage," she said. "But I stood second in my school and wanted to study further. I wanted to use my education to improve my family's situation as well as help society." "Another inspirational day was when the district collector Mr Udaya Chandran IAS came to my school when I was 15 years old. When I saw the kind of influence he had and the respect he got, I wanted to be someone like that." This power to imagine got her outside the visible reality of what normally people in that village town had seen, that is once they com- plete the 12th Standard, then the girls will 10
  12. 12. get married. In her own words she says how she used to even while sitting on a buffalo she was imagining of being a district collec- tor. She also mentions about Mr Uday- achandran IAS’s visit to her school. Through her capacity to imagine she had cre- ated a new reality for herself, which was big- ger than others. With meagre resources she reached the pinnacle. A new Vanmathi was born the day Mr Udayachandran IAS visited her school. Another story of IAS: Mrs Atheela Abdullah a girl from a middle class family in the Malabar region in Kerala, remembers how she used to scratch the words IAS on her school desk. She became a doctor, married another doc- tor. But still pursued her dream of becoming a IAS.When she appeared for her interview she was 4 months pregnant. She got encour- agement from her husband who was writing his PG exams then. She stood 230 rank and now she is living her dream IAS. She says even when she was doing her MBBS, she used to write IAS on her desk. The day she wrote IAS on her desk a new Atheela was born. She was greatly inspired by three leg- ends Mahatma Gandhi, Baghat Singh and Dr APJ Abdul Kalam. She says Mahatma Gandhi w a s a Yo g i a n d a B a k t h . 11
  13. 13. Dr Henry Beecher administered saline water and it worked like a Morphine. The patients expected that it will work like that. Because they expected it, they experienced it.All our accomplishments are results of our actions and behaviours. All our actions are triggered by our thoughts. Thoughts are chemical for- mations in our brain. The connect the neu- rones. A specific formation will trigger a spe- cific behaviour. The information inside us create an expecta- tion in us.And our expectations are our real- ity. This reality leads us to some thoughts. For example an athlete who has information about the others participating in the race, knows that there are 5 others in the race who run much faster than him. The record speaks. They finish the 100m in 9 sec+ and the best one standing at the right extreme has the brightest chance because his previ- ous record is 8.59.Whereas his best perform- ance so far is 10.20. But still he wants to bet- ter his performance. The “reality” is that he can not win a medal in this race, but can cer- tainly aspire for a less than 10 sec dash for himself. This reality produces aligned thoughts right from the beginning. Look at the way those five are standing. Look at the pose of the one at the right extreme. He is definitely taller.And as the race begins in the corner of the eyes he sees them running faster. These thoughts generate a specific compound of chemicals that makes the body run at that speed.The result was 10.01 a new record for the self and gold for the one at the right extreme. 12
  14. 14. Assuming that I am the athlete, let me pro- ceed writing this in first person.“When I win this race beating all of them and touch the finish line, the crowd will go berserk, shout- ing at the top of their voices. Cameras will follow me, I will cover myself with my na- tional flag and take a victory round. My coun- try men will be proud. My father will be beaming, sitting there in the first row watch- ing me take the medal. I will be singing inter- nally my national anthem as the medal is of- fered.As I return to my country, there will be thousands to receive me at the airport, they will cheer for me. I will be taken in a proces- sion to the Governor’s bungalow and there will be a brief ceremony there. an so on and so on and so on… Even though I know this is only a dream, but the intensity with which I do this and the repetition of the same gives a new informa- tion to my brain.That information generates a set of expectations inside me and the new expectation is now my NEW REALITY. I have now changed my track from track B to track A”. I am (gold medalist) born now. The vision statements of corporate bodies and really transform the institutions, pro- vided they start expecting it to happen. If the vision statements are just a formality in the corporate world or a good piece of brand building then such statements do not make them great. But companies where they have been imbibing the vision statement inside the 13
  15. 15. larger workforce by repeating it, by visualis- ing it created an expectation in the whole team. The team started experiencing the same much before it really happened in their lives. The capacity to estimate gives us our visible reality and the capacity to imagine gives us a new world waiting to be created.The new in- formation creates a new reality producing new thoughts, triggering new behaviour and brings to reality now visible to others of what we had been imagining about. This is the birth of a new person at age 40 or age 50 or any age. 14
  16. 16. CHAPTER 2 GURUS SPEAK WEALTH THAT LASTS FOREVER PART 6 R.GOPINATH gopinathr@go-past.com www.go-past.com
  17. 17. 16 8 Governing principles: 1) If a person adopts the formula “Income - Expenses = Savings” then he can never become wealthy.The correct formula is “Income - Savings = Expenses. 2) Regularity is the key to wealth. (The key to wealth is not the ROI, IRR, CAGR etc) 3) Start early and reach safely. 4) Gold and greed can never stay together. 5) Purpose must decide the choice. 6) Financial Pyramid 7) Draw the map before you start the journey. 8) Professional support helps.
  18. 18. WEALTH THAT GROWS AND LASTS FOREVER PRINCIPLE NO: 5 “PURPOSE DECIDES THE CHOICE” PART 2 gopinathr@go-past.com Risk tolerance level of the goals. When the purpose of investing is known, we can decide the risk tolerance level for that goal. Why should we be concerned about the risk? There are 3 dimensions of any investment: 17
  19. 19. 18
  20. 20. These 3 dimensions are interlinked. We can not change one dimension with- out disturbing the other. If you look at the X axis the “Safety” this refers to the safety of the capital invested. The opposite to safety is called “Risk” Risk means: “The probability of loss (or even the negative variation be- tween the expected and the actuals)”. If we divide our goals into three ranges namely Minimum, Reasonable and Aspirational, it will be easy to decide on the risk tolerance levels. Look at this table below that can explain the concept correctly. 19
  21. 21. What ß? 20
  22. 22. So if you are dividing your goals into 3 levels Minimum, Reasonable and As- pirational then the selection of investible assets must be as under: 21
  23. 23. Same about retirement planning. 22
  24. 24. The Visionary Saint Thiruvalluvar says: To fear those to be feared of is wisdom, to act as if not afraid of the things to be feared of is foolishness! - Thirukkural 428 23
  25. 25. The same way we must be aware about the risk we are undertaking and then decide. We can after knowing the extent of risk involved can still take a decision to go ahead. But then that is an informed decision. If equity products are being sold or bought as if there is no risk involved, then it is a wrong practice. And to support this the past performances with rolling charts for 10 years, 15 years and 20 years are being exhibited and if the prospects are told that in a long term they will never make losses, then that will be a wrong advice. The correct method to sell such products is to make the prospect aware about the risk and make them prepared for it. If the markings in a swimming pool indicate 1M depth, 2M, 3M and 4M, the tourist guest must take note of it. Ignoring those signs are not correct. If someone tries to tell that even though it is showing a 4M sign, still that level is not dangerous, then that type of an advice should be ignored. 24
  26. 26. After being aware about the depth, the tourist can still take a plunge into the pool at that level depending on his expertise. But to ignore the sign- post is wrong. The same way investors must be made aware of the ß levels and then guided. As a financial planner we should save the client from ex- posing even the minimum requirement level of fund to risky investments. Just like we focus on Inflation adjusted returns we must also focus on Risk adjusted returns. This indicates how much risk a person is taking to earn that much returns. And is that risk worthwhile taking compared to a risk free return that the money can fetch. If one is betting 100 for a prize of 300 then the risk reward can be 1:3. If he wins he gets 300 or if he looses he will loose 100. Keeping other things aside, this seems to be a worthwhile bet. But if someone is betting 100 for a prize of 120 that 1:1.2 then that is not an intelligent move. To understand a risk reward ratio we must look at Sharpe ratio. 25
  27. 27. Look at the table given here. If an investor invests regularly 1,00,000 every year (SIP) in Sensex the bench mark index in India then what is the yield? 26
  28. 28. 27
  29. 29. on the Current level (25610)the IRR is 10.73%. At a maximum level (27643) it can be 11.5% and on the other side at 2008 level IRR can be 2.42%. That means the investor is taking risk in investing in index and he could have earned 11.5% on the brightest side and 2.42% on the worst side. In fact to see the range we must consider 1998 level (3055), but then IRR can not work a negative value, so we have taken the lowest level after markets really grew to a good size that is from 2006 year. 28
  30. 30. In India if Government backed assets (Risk Free) would have given 8% dur- ing this period, then what is the Sharpe ratio for this investment venture? The bigger the Sharpe ratio the better is the fund performance because with a lesser risk it has earned more than the risk free rate. The smaller the Sharpe ratio, even if the fund has given an IRR of 20% indicates that the fund manager has exposed the investors’ money to much bigger risk to 29
  31. 31. earn that much return. Postfacto the yield of 20% might appear very good, but the things could have gone worst for the investor and he (investor) alone will have had to taken the loss and nobody else would have shared it. In conclusion of this part I would advice both the sellers of equity products and the investors in such instruments to take note of the figures printed or published along with the NAV statements and do not ignore it under pre- text that in a long term these things do not affect the capital invested. These ratios and values have scientific temper. They have been developed by wisemen spending years of their lives in research. But let this also not scare away an investor. If the investor can decide the purpose of invest- ment first and then classify into minimum, reasonable and aspirational lev- els and consciously undertake risk for the second and third levels he will be a wiseman. The same is applicable to all assets which are risk bearing like derivatives, F&Os, etc., 30
  32. 32. 31
  33. 33. CHAPTER 3 CATERPILLAR SPACE THIS SPACE IS MEANT FOR THE STUDENTS OF GOPAST
  34. 34. WHICH IS THE MOST IMPORTANT INGREDIENT FOR ACHIEVING A HAPPY AND MEANINGFUL RETIREMENT? - NAYAN BHOWMIK A) A sound financial plan or B) Good health When we go for financial planning, specially the young generation, retirement planning is one of the most impor- tant planning, that we have to plan seriously. Now, choosing between answers A and B is more difficult. Retire- ment without good health is not ideal. Together, however, the above two ingredients can make a retirement more joyful and fulfilling stage of life. More than 80% of today’s retirees say health is the most important for happy retirement, meaning that the ma- jority value good health even over financial security. In fact, only 58% of retirees say being financially secure is most important to them, according to a Merril Lynch study of more than 5,400 Americans. So, the best retire- ment involves not just our finances but also ways to stay mentally and physically healthy. Moving into retirement free long-term or serious illness may not be easy. But, if we can visualize that we will be physically sound at the time of retirement, than we have to plan our physical fitness from now onwards only. In fact, free from serious illness at the time of retirement demand as much knowledge and effort as financial plan- ning. As we age, our risks of heart disease and diabetes increase. Planning for retirement needs to include eat- ing sensibly, exercising, taking steps to control illness, and engaging in other activities to help us to maintain and improve our health. Lifestyle plays a major role in many of the conditions that commonly affect our quality of life as we get older. These include heart disease, cancer and type 2 diabetes, We can choose some of the retirement activities from the followings and can make our plan accordingly :- 33
  35. 35. 1) Pursuing my creative interests. 2) Working around my home or in the garden. 3) Recreational activities. 4) Working part-time. 5) Volunteering on behalf of some organisations. 6) Enjoying cultural activities. 7) Spending time relaxing with families. 8) Staying in shape by exercising or going to the gym. 9) Attending sporting events. 10) Spending time relaxing with friends. 11) Travelling locally or regionally. 12) Travelling internationally. 13) Reading my favourite books, blogs or magazines. 14) Cooking at home with favourite recopies. 15) Managing my investments. 16) Spending time in a second residence. 17) Going back to school to study or learn new skill. 18) Spending time or playing with grandson or granddaughter. 34
  36. 36. All the above mentioned activities are directly related with two things i.e health and wealth. The basic problem of us is that we never try to plan regarding health as well as wealth from our early days. As we never plan seri- ously the health maintaining plan and wealth maintaining plan, most of us can not enjoy the old age stage ac- cording to our choice, and we may succumbed to the situation of physical, mental or financial dependence to oth- ers. Therefore, ‘Start early, Plan early and Reach safely’ is the best method to enjoy the old age stage. Otherwise when we realize that we should have some plan for old age,that might be too late to plan. The Top Tips what are some things we can do to make sure we retire not only feeling financially secure but also feeling healthy? 1) Know the cholesterol Numbers :- A simple blood test can let us know if we have high cholesterol. Experts recommend that everyone over age 20 have a blood test to determine cholesterol levels. It should include results of total cholesterol, LDL, HDL and triglycerides. 2) Stop smoking:- Smoking damages the heart. It raises blood pressure and damages blood vessels. It also pro- motes the build up of fatty plaque in arteries and lowers levels of ‘good’ cholesterol. This makes the blood more likely to clot and starves the heart of oxygen. Quitting smoking is the best thing we can do to help prevent a heart attack. 3) Know our blood sugar numbers:- Let us start to monitor our blood sugar and maintain it at a normal level. Have a fasting blood sugar level test performed at least once a year. 4) Maintain a healthy weight:- Eating high-fibre food is essential. These includes fruits, vegetables, whole- grain. We also can try oatmeal, which has a type of fibre that lowers cholesterol. 35
  37. 37. 5) Another number to know:- Our body mass index or BMI, relates our weight to our height. It helps to deter- mine if we are within a healthy weight range. A BMI between 25.0 and 29.9 puts us in the ‘overweight’ category. BMI = ( Weight in Kilograms / ( Height in Meters x Height in Meters ). A BMI of 30.0 or higher puts us in the “obese” category. If we are in one of these categories, we have a greater risk of heart disease, stroke, high blood pressure and diabetes. 6) Ease into Exercise:- When we start our exercise programme, we must be kind to our body. We should not run the first day 30 minutes run. Instead, we can start with 5 minutes walking. We can add 1 minute every day until we reach our 30 minutes per-day goal. 7) Find a way to relax:- Too much stress can make us irritable and depressed. It can also increase our heart rate and raise our blood pressure. Relaxation includes meditation, deep breathing, muscle relaxation, listening to relaxing music. 8) Aware of our blood pressure:- An optimal blood pressure level is 120/80 mmHg or less. To prevent or man- age high blood pressure, we must consider some lifestyle changes. We must cut down the intake of salt, we have to limit alcohol and caffeine intake. We have to physically active every day. Knowing what risks we may encounter is the first step in identifying solution that help to ensure our goals are achieved. People are living longer than ever before. Longevity Risk is one of the major Retirement Risk. Longev- ity Risk is a ‘risk multiplier’. Everyone wants to live long, healthy life. The longer we live, we become exposed to several risks, such as :- 1) Depleted Savings causing us to reduce our standard of living. 2) Have increased medical expenses. 3) Lose purchasing power to inflation. 4) Require long term care. 5) Experience the death of spouse. 36
  38. 38. So, it is mandatory to have a proper financial planning so that we can overcome the longevity risk and again we must have a proper health maintaining planning so that we can enjoy the life even after retirement period also by doing our best retirement activities according to our choice. 37
  39. 39. Concept Base Sale- True Need Mr Prafulla Gurav Anecdotes are interesting ways to begin conversation and I am no exception to this. Our topic today deals with laying our professional foundation on CONCEPT base and there’s no better way to express first with a story nar- ration. It so happened that a smartphone company assigned sales targets to it’s salesperson. The salesman took the usual path of door to door selling. Newly recruited was he, and had no previous experience of selling phones till then. He approached his first prospect and began his explanation from low to high budget phones. Obviously with increase in budget, features of smartphones kept on increasing and improving. However, the prospect was not amused and rejected idea of buying outright. First attempt left our salesman a bit nervous before he gathered confidence to approach another customer. He thought to innovate his idea of selling and now he presented high cost phones first and brought out range in de- scending budget order. So, he just reversed from first experience i.e. instead of alluring customer with the fea- tures he desired to sell phone on the basis of COST. May be, it was not his day and he failed to fascinate even this customer. He kept on trying the whole day only to fail without making a single sale. Dejected, with a heavy heart he decided to meet his mentor – his immediate boss. His boss an experienced old player of the market did not give any piece of advice, neither did he pacify him. Instead, he asked the salesman to approach the same cus- tomers where he failed to deal and find out the reason behind their rejection. Every customer he met had com- mon response “I DO NOT NEED SMARTPHONE, so why waste money ?" Those responses brought about enlight- enment in the salesman . He realised, he failed not because of features or cost but mainly because he was not able to make his customers feel the urge or need of the product. This anecdote makes me realise that somewhere down the line, we are committing same mistake when it comes to marketing our insurance products. We fail to make our customers realise their true need of insurance and savings and subsequently are not able to provide correct solution for life long financial needs. 39
  40. 40. Instead of concentrating on plan presentation alone it would be worthwhile to develop an attitude of providing a solution which would cater to the needs of customer. So, the first step obviously is to study current financial facts of the customer, show him what would be his correct needs in changing market and financial scenario and then present him with product which would take care of all his financial needs to the optimal level. It must be our endeavor to make our customer realise and understand his needs. Here we are likely to face a bit of tough challenge which however can be eased if we base all our knowledge on CONCEPT selling. This calls for systematic behavior and scientific thinking. We can make use of concepts such as : 40
  41. 41. CHAPTER 4 NEWS CHANNEL PALM LEAF HAS NEW ADDITIONS NOW
  42. 42. 42 PALM LEAF NEXT RENEW- ALS ACCEPTED ONLINE WITH 3 OPTIONS: 1) ONEYEAR RENEWAL 2) THREEYEARS OPTION 3) FIVEYEAR OPTION
  43. 43. ADDED NOW 1) FAMILY SOLVENCY RATIO:AFTER FINDING THE NET- WORTH OF THE PERSON/FAMILY, NOW THE TOOL NET-WORTH WILL ALSO PROVIDE THE SOLVENCY RA- TIO FOR THE FAMILY.THIS TOOL ALSO INCLUDES AN- OTHER MENU CALLED AS WAYNE PERIOD MEANING HOW LONG THE PERSON HAS TO SURVIVE TO GET THE FAMILY BALANCE SHEET EQUALLY BALANCED.
  44. 44. DEVELOPMENT OFFICERS PARTICIPATING IN THE “LEADING LIGHTS” TRAINING PRESENTING IN GROUPS THEIR ASSIGNMENTS ON THE CASE STUDY ON RETIREMENT PLANNING AND CLASSIFICATIONS OF INCOME AT THANE. THE CASE STUDY INVOLVED IN-DEPTH RESEARCH INTO AS- PECTS OF EXPENSES PROVISION METHOD AND ALSO PSYCHO- LOGICAL ASPECTS RELATED TO RETIREMENT PLANNING.
  45. 45. BUILDING BUSINESS ENTERPRISE COURSE FOR DEVELOPMENT OFFICERS AT THANE
  46. 46. SPEAKUP THE ENG- LISH SPEAKING TRAINING FOR AGENTS AND DE- VELOPMENT OFFI- CERS 1ST BATCH BOTH THE FACUL- TIES MS PRIYA AND MR MANOJ SHARAT ARE FACILITATING
  47. 47. SPEAKUP THE ENGLISH SPEAKING TRAINING FOR AGENTS AND DEVELOPMENT OFFICERS 1ST BATCH PIC- TURES OF THE STUDENTS EX- HIBITING A PRACTICAL PRES- ENTATION SPEAKUP THE ENGLISH SPEAKING TRAINING FOR AGENTS AND DEVELOPMENT OFFICERS 1ST BATCH PIC- TURES OF THE STUDENTS EN- GAGED IN A GROUP DISCUS- SION IN ENGLISH ON A CUR- RENT TOPIC.
  48. 48. BUILDING BUSINESS ENTERPRISE SESSION SIX MIONTHS COURSE FOR SBA’S AT CHENNAI
  49. 49. MASTER MENTOR COURSE OF SIX MONTHS AT HYDERABAD FOR DEV OFFICERS
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House magazine for the associates of Gopast. This is the Eleventh quarterly issue. Inscriptions made on stone seldom fade, this is the core of the tag line of this magazine. Truth Stays Forever. This magazine will be of interest for people engaged in the financial services industry

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