Inscriptions 14

INSCRIPTIONS 14
WALL 3 PANEL 2
HIGHLIGHTS OF THIS ISSUE:
1) CAPITAL NEED ANALYSIS PART 1
2)MR NIKHIL ANANDPARA TALKS ABOUT THE PROFESSION OF
LIFE INSURANCE AGENCY
AND THE SCULPTOR INSCRIBES SHOWS THE KNOWN RULES
THAT GOVERN OUR LIFE AND HOW THEY MAKE LIFE VERY SIM-
PLE.

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 36

Inscriptions
14
RULES RULE
PLAY BY IT AND RULE THE
WORLD

RULES RULE
PLAY BY IT AND RULE THE
WORLD
“RULES RULE”
Our Life is both simple and complicated
Simple because it is governed by known
rules. Complicated because we don't re-
spect the rules.
When we are playing a game, if we
know the rules thoroughly it helps. If for
some reason we do not know the rules
then the game can be very confusing.
We might be thinking that we are win-
ning but we ﬁnd that in fact we are los-
3
R.GOPINATH
gopinathr@go-past.com

ing. We will not be able to prepare our
moves forward, because we do not
know if they are within the rules or will
they be considered foul.
When we know the rules well it makes it
easy for us to plan and win. The life’s
rules are clear in the open. They are
there wide in the open for everybody to
know. They are not hidden. They are
not coded, that only the specialists can
decode and understand.
4
What are those known rules?
1.The rule of cause and effect
2.The rule of equality. There are no con-
cessions, no one is special.
3.The rule of Time
4.The rule of nothing is permanent.
5.The rule of freedom and responsibility.

Rule no:1 The rule of cause and
effect:
This rule is very simple to understand,
and all our scriptures have repeatedly
stressed on this. In simple terms “As you
sow, so you reap”. That means all your
actions are bound to produce the results
that they are bound to. For example if
our deeds are bad, we will get pun-
ished. If our deeds are good, then we
will be rewarded. If we want a particu-
lar result then we have to put in efforts
to achieve it. If our efforts are adequate
and correct then we get the results that
we wanted. If our efforts are inade-
quate or incorrect, we will get partial re-
sults are no results at all.
A sales person wants the meeting to go
well, so he prepares well. He studies
various possibilities, gets prepared for
that. Does research about the client and
his business. Anticipates likely objections
and gets his charts and tables ready to
support his logic. The meeting goes
well.
Look at another situation: The sales per-
son wants the meeting to go well, but,
the previous night, got stuck with his
friends in a party, not able to cut it short
5

and come back late in the night back
home, hurriedly prepares some slides
and notes. The meeting did not go well.
He tried to make good the lacuna in ef-
forts by his talents, but still it was falling
short.
A farmer works in his ﬁeld. He does all
that is expected of him and he reaps a
good harvest. Let us say that year the
rains were not adequate, then what hap-
pens?
Within that situation his results will be
equal to his efforts. The same with the
sales person in situation 1. Let us say
inspite of his best efforts, the sale did
not happen because of a sudden ﬁnan-
cial crisis that the economy was under-
going then. Even then within that situa-
tion his results will be equal to this ef-
forts.
These failures do not indicate that the
rule of cause and effect is wrong or
that it only works at times and not all
the while. Such an interpretation is
false. Without that efforts the results
could have been disastrous and not just
a failed attempt.
6

Imagine that there is invisible score
board, keeping scores of all your ef-
forts. You do not know how much it
takes to win, but as you keep scoring,
you are bound to win.
What about people who haven't put in
as much efforts as you might have, but
still have achieved their goals? It is simi-
lar to an OD (Over Draft Account facil-
ity) in a bank. Must be repaid with inter-
est. So let that not become a model to
be followed.
It is not only the volume of efforts it is
also about correctness. What is correct
is correct and what is wrong is wrong.
No justiﬁcations are valid for a wrong
deed. There was a great saint and poet
by name Thiruvalluvar who lived about
2500 years before. He created an epic
called “Thirukural” which contains 1330
couplets. One of his couplets goes like
this, “ Whatever we have acquired by
making others cry in pain, will go away
from us and while leaving will make us
cry in pain. Even if we have lost some-
thing which was acquired rightfully, that
loss will ultimately turn into good later
on.”
7

Rule no: 1 The rule of cause and effect,
makes life so easy. Otherwise, how con-
fusing this life can be?
Rule no: 2 The rule of equality.
There are no concessions, no one is spe-
cial:
The ﬁre, the water, the soil, the sky and
the air are common to all. The resources
behave with everyone in the same way.
The market is common to all. Economy
is common.
This means that we can not claim any
special favour, nor can anyone else. In
social systems and political systems it
might appear that some people are par-
doned, some people get special privi-
leges. But in life that does not happen.
No one is spared. It doesn't matter
which race one belongs to, or which
country one is born in. It does not even
matter who his parents are. Not even if
he is rich or poor. No one gets any spe-
cial treatment. The nature does not
spare anyone, nor does it blesses any-
one excessively. Take an example of
ﬂoods hitting a village. Rich, poor, big,
8

small, young, old all get affected. When
there is a war, or any catastrophe no
one is spared.
Some people do wrong things. They
cause pain to others. They acquire
money in wrong means. They do not
pay the taxes due. But they go to tem-
ples, places of worship and pray. They
donate a lot to the temples and to their
religious heads. They read scriptures,
they act very piously. They hope they
will get some concessions because of
this and God will be kind to them, and
they will get less punishment if at they
might even get it. But the truth is that
they are not spared. Our conscience tell
us what is correct and what is wrong. Lis-
ten to it and act. Never ever do some-
thing which is wrong. Doing wrong and
hoping to escape punishment is like eat-
ing unhealthy food and hoping that we
will not be affected by it. Evil deeds will
result in extreme pain for self.
In the same way when someone be-
comes deserving for a fortune, it
reaches him. If he is not eligible then he
doesn't get it.
Well then we all get a level playing ﬁeld
then.
9

Rule no: 3: The rule of time:
Time is the most valuable resource. But
by itself it does not carry any value. It
gets its value by the way we use it. The
qualities of this resource is universally
the same. Time is not storable, Time is
not transferable and above all, time is ir-
reversible. What has gone has gone
and can never be brought back. This ir-
reversibility is what makes is so pre-
cious. That means none of our alter-
nates can outsmart us on this aspect.
For example, after the match is over,
they can not erase the ending, however
influential they may be. And what we
have achieved also can never be
erased. This aspect gives finality to all ef-
forts.
Rule no: 4: The rule of nothing is
permanent:
Our difficulties are not permanent. The
storm goes away, does not stay. Crisis
passes off. The same way our successes
also. So let us not allow these successes
to develop vanity in us. Let us not be-
10

come egoistic and feel invincible and in-
fallible.
When faced with setbacks let us remem-
ber even this is temporary. Economic cri-
sis are temporary. Political crisis are tem-
porary. This feeling will give us the cour-
age to persist with our ventures.
Rule no: 5: The rule of freedom
and responsibility:
We all have been given the freedom to
choose our responses and the freedom
to take initiatives. We are responsible
for our being. Some may not have
proper education, some may not have
wealth, some may not have positions to
boast of, but every one has this freedom
to choose. We can choose our goals.
We can choose to pursue our dreams.
We have the freedom to decide, not to
pursue our dreams. In every situation,
however worst or best it may be we will
have the choice of our response to it.
Human beings can choose, animals can
not. Animals have preconditioned
minds. If a cat is sitting and a rat passes
by, the reaction is certain. It will pounce
11

instantly. It is conditioned that way. In a
forest we have Deers and we also have
Lions. The deers have strong, sharp and
beautiful horns, and they also have
springy legs. If they hear a lion coming
close by, what will they use? horns? or
legs?
Invariably, legs. There can not be any
other reaction. Have you ever heard of
a Deer standing up to the lion and chal-
lenging it, it with its horns instead of ﬂee-
ing away with its legs? No, Never. But
you would have heard of human beings
doing exactly that.
David stands upto Goliath. The whole
village runs, scared of that giant, but
David challenges him. The villagers say,
that Goliath is so big, that he can not be
hit. David says that Goliath is so big,
that he can not be missed while hitting.
He hits. Human beings can choose and
this is the super power that makes us a
superior being.
Once upon a time there was a king.
One day as he was hunting in the for-
est, he came across a poor farmer. The
farmer had nothing to eat and was
starving. The king took pity on him and
took him to the town and gifted him a
12

few acres of sandal wood forest. The
farmer accepted the gift with lot of grati-
tude and thanked the king profusely. Af-
ter about six months, the king passed by
the farmer’s place, he stopped to ﬁnd
out how the farmer was doing.
He saw a person, who was in rags and
he had stains all over his dress, and he
was carrying a back coloured sack on
his back. The king stopped him to en-
quire about the farmer, and that man re-
plied he is that farmer who accepted
the sandalwood forest from the king. So
the King asked, “ Then why are you like
this? what happened to all the sandal-
wood?”. The farmer replied, “Oh,
mighty King, i burnt all those sandal-
wood trees and made them into coal
and i am now selling coal. With your
kindness, now i am able to have full
three times meals every day.”
This life is governed by known rules.
That makes it easy for us. If we are play-
ing a game where we do not know the
rules, it can be quite frustrating and de-
spairing. But fortunately we all know
the rules that govern this life, so let us
play by it and win over.
13

Why do people who still know the rules
but they do not respect it and yet expect
to win? Let us examine the power of
emotions that drags humans away from
these rules, in the coming issues of “In-
scriptions”.
What are those known rules?
1.The rule of cause and effect
2.The rule of equality. There are no con-
cessions, no one is special.
3.The rule of Time
4.The rule of nothing is permanent.
5.The rule of freedom and responsibility.
14

CHAPTER 2
GURUS
SPEAK
WEALTH THAT LASTS FOREVER
PART 9
R.GOPINATH
www.go-past.com

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.

WEALTH THAT GROWS AND LASTS FOREVER
PRINCIPLE NO: 6
“FINANCIAL PYRAMID”
“PROTECTION- THE FOUNDATION”
17

In the previous issue we had discussed about the bottom of the ﬁnancial
pyramid, being protection, and the reasons for the priority given to this as-
set in the pyramid. We concluded the last issue by saying we will now quan-
tify that need.
How much life insurance should a person have? There are broadly three
methods to estimate this requirement. 1) Capital Need Analysis, 2) The Hu-
man Life Value and 3) The Net Worth method.
1) Capital need analysis (Working capital provision) Method:
Just like any business has a cash requirement for providing Fixed Capital
and Working capital, a family also needs cash to provide for these two capi-
tals in the family. If Plant, Machinery, Land etc constitute the Fixed capital
of business, then House, Car, One time Big expenses on Education or Mar-
riage constitute FC of the family. Sample of Working capital is given here
below:
20

Look at the example below of a family. Mr RK’s family
In the present times Mr RK’s family are used to spending 12,00,000 per an-
num. This is made possible because of Mr RK’s income.
22

Please look at the relation between the income of a person and the life
styles the family enjoys or gets to live in:
23

The red colour line in the chart indicates the income of a person. The green
colour dotted line indicates the income which usually a person will dream
of to earn for his family. The upward diagonal purple lines in the chart indi-
cates the amount of money spent for the levels of life that the family en-
joys (or required to enjoy). Look at the right hand side ribbon on the chart.
The ﬁrst purple line shows the money required for the family to live an aspi-
rational level of life the next purple line below it shows the money required
to continue the present level of life that the family is used to (accustomed
to). The next purple line below that is the level of money required for an ad-
justable level of life. The family can somehow manage with this level even
though it is below what they have been used to all these days. And below
that is act purple line which shows the money required to live life at a mini-
mum level.
Please trace the income line in the graph. If the income available is more
than the aspirational level then the family is in an ideal situation. And in
the same lines, if the income available is more that the used to level then
the family is in a comfort situation, When the income happens to fall below
the used to level the family gets into a discomfort situation and if the in-
24

come further drops and goes below the adjustable level, the family is left to
undergo a painful situation. If for some reason, the income dips below the
minimum level required to sustain the family then the family is pushed to a
disastrous situation.
If we place Mr RK’s family into this graph and also match the working capi-
tal requirement of the family, it will appear like the table given below. The
amount of working capital that the family is used to is 1,00,000 per month.
If we assume that the family can, if the situation so demands can adjust for
a lesser amount at 80% of the used to level, then they need 80,000 per
month. Assuming 50% is the minimum level then 50,000 per month and if
Mr RK aspires to provide an ideal life style then it could cost around
1,50,000 per month.
25

The last column in the table indicates what amount of liquid capital or Cor-
pus the family should have so that in case of the stoppage of income of Mr
RK, @6% will be able to provide an amount required to provide life style of
various levels. This Corpus will be amount of Insurance Mr RK will require
right now. Ofcourse from this ﬁgure we can reduce the amount of cash or
cash equivalent assets or the insurance cover he has already acquired and
make a recommendation for the balance amount.
27

Prof Solomon S Huebner is known as the father of insurance science. He
says:
“The family should be established and run on a sound business basis. It
should be protected against needles bankruptcy”
“Why is it not fully as reasonable to have a life insurance policy accompany
a marriage certificate, as it is to have a marine insurance certificate invaria-
bly attached to a foreign bill of exchange?
The voyage in the first instance is, on the average, much longer, subject to
much greater risk, and in case of wreck, the loss is of infinitely greater con-
sequence”.
28

Imagine what happens to businesses which have adequate fixed assets
bought out of its capital funded by the promoters, but not having adequate
cash to take care of working capital? You are correct, the business folds up.
The fixed capital is not fully getting used or leveraged.
An Airlines having big planes, but not able to pay the crew, will end up hav-
ing all those big planes parked on ground and depreciating in value without
usage. The same can happen with a family that does not have enough
money for capital, but has big house, car etc.
Life insurance will ensure that the family continues to enjoy the usage of all
fixed assets, and no need of diluting them. That is why heads of families
who are so eager in keeping on increasing the fixed capital of the family,
should equally focus on providing for the working capital as well.
While most of the times fixed capital requirements are arranged through
bank borrwings, Working capital requirements are funded through the earn-
29

ing capacity of an individual. In that case look at the risk the family is put
into depending on the contribution of a person to his family.
WHEN A PERSON’S INCOME AS A RATIO TO THE OVERALL INCOME
FLOWING INTO THE FAMILY IS >90% THEN THE FAMILY IS IN A VERY
HIGH RISK ZONE.
30

IT IS THEREFORE ELEMENTARY THAT THIS RISK SHOULD BE TRANS-
FERRED AND SHOULD NOT BE RETAINED.
LIFE INSURANCE PROVIDES THAT RISK TRANSFER MECHANISM.
31

CHAPTER 3
CATERPILLAR
SPACE
THIS SPACE IS MEANT FOR
THE STUDENTS OF GOPAST

BE OUR GUEST- PERFECTING THE ART OF CUSTOMER SERVICE
MR NIKHIL ANANDPARA
nikhilanandpara@gmail.com
33

Be Our Guest – Perfecting the Art of Customer Service
When you hear the words “Walt Disney Company”, what do you think? For most people it conjures up all kinds
of wonderful associations- magic, creativity, wonder, imagination, joy and excitement. Indeed, that name is so
widely recognized that people usually focus on is the “Walt Disney” part and forget that Disney is still a major
company.
Michel Eisner, the chairman of the Board of the Walt Disney Company, will tell you that the Disney companies
are “a work in progress”. In the latest Disney Shareholder’s report, you will see that Disney is the third largest
media company in the world. The Disney companies employ over 125,000 people worldwide. Walt Disney World
in Orlando Florida is the largest single on site employer in the United States and it operates every day of the
week, year round. It is run by a work force of over 55,000 “cast members’ Disney always refers to its employees
as cast members. To get a better perspective it is twice the size of Manhattan. Last year Disney’s reported reve-
nues were in excess of $8.38 Billion dollars. What is the energy that powers Disney World.... one word .....Magic!
Even though the organization has grown well beyond Walt Disney’s early visions, the fundamentals for Walt Dis-
ney’s success still ring true today. They are:
You build the best product you can.
You give people effective training to support the delivery of exceptional service.
You learn from your experiences; 
And you celebrate success. 
And ﬁnally ...you never stop growing and you never stop believing! 
What I would like to do now is share with you a little bit more of the magic of the living values of permanent life
insurance. Anaheim, California, the birthplace of Disneyland and ultimately all that has become the Disney enter-
prises today. Yet, how many of you are aware that if it weren’t for the cash values in permanent life insurance,
34

Disneyland might never have been. Few years ago, Top of the Table was held at Disney World. As part of that
meeting, a book was given entitled “Be Our Guest – Perfecting the Art of Customer Service” which is published
by the Disney Institute. It is a marvelous book and I recommend it to you because so much of what the Disney or-
ganization espouses is also incredibly important to what we do on a day-to-day basis. According to the book, in
the late 1940s Walt Disney had come up with the idea for Disneyland. The problem, he wasn’t dealing with vision-
aries. His brother, Roy, held the purse strings of the Disney organization. Walt went to him with the idea of Dis-
neyland, but Roy did not want to let Walt have the money for a “venture like that”. He felt that it was far too
risky for Walt to go out and do something that nobody else had done before. But Walt was a visionary and in es-
sence said “I’m not going to listen to you”. He started approaching banks for his project but was rejected by 300
banks, he didn’t stop there. Walt sold his vacation home in Palm Springs and he was still short of money when he
came home and was thinking what else he can do. He opened his cupboard and found insurance policies from
which he borrowed the cash value from his life insurance to form what we know today as Disneyland. So, when
we tell our clients that life insurance and the cash value in life insurance is there not only in the event of death,
but also for either emergency or opportunity, you can point out this example. Without that money, we might not
have Disney Land.
35

CHAPTER 4
NEWS
CHANNEL
PALM LEAF HAS NEW ADDITIONS
NOW

37
PALM LEAF NEXT RENEW-
ALS ACCEPTED ONLINE
WITH 3 OPTIONS:
1) ONEYEAR RENEWAL
2) THREEYEARS OPTION
3) FIVEYEAR OPTION

ADDED NOW
HAND BOOK OF INDIAN INSURANCE STATISTICS
2014-2015
COMING UP:
AUDIOVERSIONS OF “MY RESOURCES”, SO THAT THE
SUBSCRIBERS CAN PULG IN AND LISTEN IF THEY PRE-
FER THAT TO READING THE RESOURCE MATERIALS

DEVELOPMENT OFFICERS PARTICIPATING IN THE
“SUPER SIXER COURSE AT KOLKATA”

SUPER SIXER COURSE EXERCISE
ON RECRUITMENT OF AGENTS

30TH BATCH OF MISSION MDRT SESSION AT CHEN-

DR.ANDAL AND DR BHASKAR’S TEAM AT NELLORE DURING THE REGULAR
MONTHLY ROOTS FOR GREATNESS SESSION

ROOTS FOR GREATNESS COURSE PARTICIPANTS AT
MALAD MUMBAI

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