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DESCRIPTIONHouse magazine for the associates of Gopast. This is the SIXTH 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
INSCRIPTIONS 6WALL 2 PANEL 1
INSCRIPTIONS IS ENTERING INTO ITS 2ND YEAR.
HIGHLIGHTS OF THIS ISSUE:1) FUNDAMENTAL PRINCIPLES OF FINANCIAL PLANNING2) SUBCONSCIOUS MIND THE SUPER POWER3) UNDERWRITING FOR THE FUTURE4) ASK RG
AND THE SCULPTOR INSCRIBES TALKS ABOUT USING THE POWER OF OUR SUBCONSCIOUS MIND
TITLES SPACE FOR P.NO
Sculptor Inscribes RG 2
Gurus speak Faculty Members’ space 11, 14 and 18
Caterpillar Space Students and Trainees 22
News Channel Happenings at Gopast 26
SUBCOSNCIOUS MIND THE SUPER POWER
SUBCONSCIOUS MINDTHE SUPER POWER
Imagine two powerful men working together. One person is strong in thinking, analysing, predicting etc while the other man is expert in executing perfectly.
That is exactly the way our mind is constructed for operation. Conscious mind will think, forecast, analyse, understand. It is cautious, and protective. Subconscious mind will execute, exe-cute instantly, execute with perfection, it will find solutions in-stantly like a flash so that it can execute the idea.
1) Does not think,
2) It executes ideas
3) It executes instantly and perfectly
4) It does not analyse as to whether the idea is good or bad
5) It does not debate on right or wrong
6) It is not influenced by the probable consequences.
7) It readies all the parts of our body to sync with for execution
8) It releases unlimited energy from within to break all limitations to make execution of the idea possible.
Let me give you an example:
I am a part of a team of a hospital which specialises in Fertility support. I am associated with the doctors and their support team, where together we develop modules for improving our counseling capabilities. Over a period of time we have under-stood, that infertility is more mind issue and less a physical is-sue. We have seen prospective parents who have very small physical impairments leading to infertility but they carry huge mental blocks that stop them from becoming parents. With a right mix of Medicines, Procedures and Counseling they are able to conceive and become happy parents.
Once a couple had come to this hospital. The have a long mar-ried history of 22 years. They had approached many hospitals,
undergone many procedures, consumed lots of medicines but did not get the desired results before meeting Dr Andal who is the chief at this hospital. By the time they got to see Dr Andal, they had done their usual tests suggested by the junior doctors based on the history of the case. Dr Andal as is her nature stud-ied all the reports patiently and in-depth, turned towards the couple and told them, there are 3 issues 1) Mild level of Thy-roid, 2) block in one of fallopian tubes and 3) less counts in sperms. She told them that these issues can be cured and she will suggest some medicines, Physical exercises and a diet regi-ment and in due course they will have a child. As she was speaking she noticed that the lady appeared to be not con-vinced. So she asked her will she do all that exercises sug-gested to her. The lady replied, yes i will do, but i don’t think i can ever conceive a baby. Her tone indicated that she is con-vinced about that. The doctor asked her as why she felt so. The lady replied that when she was young about 11 or 12 years old, she and her brother were playing in the garden and she spotted a snake and asked her brother to kill it. Both she and her brother threw stones at the snake and killed it. Because of that act she believes she is cursed by the snake, and because of that she may not be able to bear a baby.
The doctor instantly touched the lady’s hand gave a small squeeze with her palm and said authoritatively that “Take it your curse period is over and you are going to become preg-nant. You will call me in 90 days from now and tell that you are pregnant, that i promise you”. As she said this by coinci-
dence a flower kept on the picture of a Goddess fell down on the table. The lady suddenly brightened up and said, “yes doc-tor i feel so now. This is a good omen”. She did all that was ad-vised by that doctor and exactly on 90th day from her first visit, she called the doctor and mentioned that she is preg-nant.
What was stopping her from conceiving a baby? May be ini-tially because some inherent physical issues, she was not able to conceive, but as time passed by she had mentally linked the delay to the curse assumed and over a period of time was abso-lutely convinced that she will never be able to bear a baby. All the treatments which she was taking from many places did not bear fruit because her mind was blocking the conditions conducive for pregnancy. But the moment she got a good omen, the block was broken. The Doctor’s assurance in posi-tive words with emphatic voice and that confident touch, acted as a catalyst in breaking that jinx.
The word 90 days got into the subconscious and the subcon-scious made the conditions conducive in 90 days. What could not happen in 22 years happened in that 90 days. This is one example of the power of subconscious mind.
If any idea gets into the subconscious then it will execute the idea to perfection and instantly. The key is to get it to the sub-conscious. How can we do it? And if we know the method then all our important goals can be pushed into the subconscious so that the execution is guaranteed. To understand that we have to see the functions of both the minds, the conscious and subconscious.
The subconscious does not think. does not argue about good or bad. Does not analyse the consequences possible. It only triggers execution. It takes charge of all our physical resources and pushes the resources towards executing. On one side, this seems to be a big advantage. But look at the other side of it, if some wrong idea gets into the subconscious then it will exe-cute that also, creating dangerous consequences.
So there has to be a watchman who checks and permits ideas into. And that exactly is what the conscious mind does. The conscious mind analyses, argues, debates and then allows ideas to pass into the subconscious. The conscious mind uses past data recorded, gains proof from environment like friends, media, internet and tests the logics, does estimates, forecasts consequences and then only decides. It is protective.
But at times it is counter productive. Let us say we want to take up a big goal in our business, this conscious mind looks into the past data and says it is too big to become real. Since this mind wants to protect us, it keeps looking for safe signals before we can venture into something.
It is not to say that this mind does not venture into un-treaded areas at all. It will at times, but will look out for encouraging signals. If no such signals are available for a while, it does not allow us to gather all our resources and commit our whole to the goals.
If however an idea enters the subconscious mind, then there is only one outcome that is execution. So we must know to cross over this watchman “Conscious mind” and enter the fort of subconscious mind.
Normally a watchman allows entry to the following persons:
2) Person of esteem
3) Person with authority
When a person very intimate to him comes towards the gate, he does not stop him. For example parents, spouse, close friends, siblings and so on. That is why we need to be careful while advising people intimate to us. As parents we have to be extra careful on what we talk to our children. Even in an angry mood we must not curse them. We must say that your are weak, that you will never become something in life etc. No negative statements at all. Because their conscious mind is not going to filter this information. It takes it seriously.
On the other hand we can use this as an useful tool to moti-vate them. We can help them build confidence, like saying that “you can”. “you are brilliant” and so on. The subconscious receives it without being stopped by the watchman because of the intimacy.
When a person of esteem is approaching the gate the watch-man does not stop him, in fact he almost receives him well. Say for example when a person whom we hold in esteem tell us something, we do not analyse it, we simply allow it to sink inside. That is why we must select our heroes properly. Popu-lar figures need not be truly great people. For example a cine hero or a sports personality might be very popular, but if they do not posses good character then we should not hold them in esteem. But unfortunately nowadays popularity is confused with greatness. When in a movie the hero does some wrong deeds, the fans follow them in real life. Like for example smok-ing, drinking or rowdyism.
Person who are holding high positions in offices are also hav-ing easy access, in the sense that the watchman conscious mind does not stop them. People in higher positions must un-derstand this and behave well with their team members. They can easily inspire them or even discourage them. In the exam-ple I had given in the beginning, Dr Andal’s position was that of a person with great authority. The doctor instantly touched the lady’s hand gave a small squeeze with her palm and said authoritatively that “Take it your curse period is over and you are going to become pregnant. You will call me in 90 days from now and tell that you are pregnant, that i promise you”.
But of all the people the fourth person listed above is going to be very useful to us in this connection. For example let us say a person is approaching the gate, and the watchman stops him, sends him back does not allow him to enter. But he comes back again, sent back again and this goes on, at one point of time the watchman breaks down and allows him in. That is all once he enters inside he does his wish.
The same technique we can adopt in planting ideas into the subconscious. Let us say we are taking a audacious goal. The conscious mind after looking into the past performance says “no not possible” the idea is rejected, but we repeat it again, again, again, again at one point of time the watchman con-scious mind can not stand any more allows that idea inside, once it gets inside then it gets executed.
So to do this we need to adopt two important methodologies:
Suggestions means talking to self. Let us say for example a life insurance agent wants to qualify for MDRT. And let us say that so far in the last 10 years of agency he has never done even half of that qualifying business. The conscious mind re-
fuses to accept this target. It keeps working on how much has been done in the past, and also on the prospects now visible and rejects the idea.
This person needs to talk to himself “I will qualify for MDRT this year”. And keep repeating it with lot of power. As he does that slowly the conscious mind yields and allows this idea to enter the subconscious mind.
Visualisation is a much easier method. Just sitting down and visualising the end. He qualified for MDRT and is being con-gratulated by all his friends. The managers are showering praises. He is now on his way to attend the convention. The participation at the convention, the events as they unfold, the friends that he will be making there. He must run the entire reel of the movie now itself, in real life it might take place much later, but right now he must see that movie again and again. The conscious mind yields its resistance and allows this idea to enter the subconscious mind.
We can create some props which will help us in repeating this. For example a poster in the office right in front of the desk. A wallpaper of the convention picture in our laptop. Flags, Sign-boards, pictures, small movie clips, ring tones etc can be use-ful props.
Let us underestimate the power of this simple idea. The idea of looking at a figure written down on our wall and thereby pushing it into our subconscious may appear as very simple at sometimes it might appear even silly. But believe me it works.
Let us use the power of our subconscious mind and create a great future for ourselves. Let us breakthrough all our limita-tions. Let us gather the energy to move towards our goals even in the toughest situations.
SOLVENCY MARGIN (CONTD FROM INSCRIPTIONS 5)
Need for Solvency Reserve13) It was mentioned in Sec.7 that, “The assumptions made by the actuary will generally be conservative. He/she may employ higher than necessary rates of mortality, morbidity, disability, inflation, expenses ... etc., and lower than necessary rate of interest”. Will not these built-in margins in the valuation assumptions provide sufficient buffer to take care of adverse changes in economic environment, one may ask. The probability of occurrence of significant deviations between actual experience and as-sumptions may get minimised due to the built-in margins, but never gets completely eliminated. Even this minimised probability may turn out to be significant, since the assumptions made while estimating the liability have to cover long periods in future.R.RAMAKRISHNAN Page 6 of 26
An Example14) During the year 1992 – 93, the LIC of India achieved a yield of about 11.45% on its investments. In fact, the yield had been in-creasing gradually and continuously, year after year, for many years. In the valuation as at 31st March 1993, the rate of discount used was 9.3%. Providing for a gap of 2.15 percentage points between the actual yield on investments and the rate of discount used in the valuation was quite conservative, especially in Gross Premium valuation (earlier known as Bonus Reserve Valuation), and that too in the context of continuously rising yields. But, within a decade, the yield on investments began decreasing and today, it is almost equal to the assumption made in 1993. A yield of more than 15% on pension funds, achieved in 1992 – 93, crashed to less than 10% within a decade. While, all along, higher than anticipated, rate of inflation was persisting. Due to this persistent inflation, the margins in the provision for expenses simply vanished. How then did the Corporation ward off the crisis, especially when it did not have any Solvency Reserve at that time? It would be explained a little later.
15) To Repeat, the built-in margins in the valuation basis may be quite sufficient, if the assumptions involved in the valuation were only in respect of short periods in future. But, when the assumptions have to cover long periods, sometimes even spread over a few decades (as in the case of annuities) these built-in margins may prove to be inadequate and an additional Reserve has to be provided for. Hence is the need for creation of a Solvency Margin Reserve (or simply, Solvency Reserve).
Origin of Solvency Margin 16) This concept of “Solvency Margin” or, Solvency Reserve, evolved in Europe in the seventies and, from there, spread to other countries. When a few insurance companies failed, the European Economic Community (EEC) felt the need for maintenance of a special reserve, to be called the Solvency Reserve, by all insurance companies. The EEC- 1973 directive dealt with General Insur-ance and, EEC-1979 directive dealt with life insurance. This article, deals only with life insurance.
WEALTH THAT LASTS FOREVERPART [email protected]
“Let us encourage our children to save 20% first and then spend the balance of what we give them.”
There are EIGHT fundamental principles that govern the science of wealth management. If we violate these principles, then the result could be one of the two mentioned below:
1) wealth that we have acquired will disappear or 2) will put us in distress even it is available adequately.
Like the 8 directions in a Compass, these principles help us to navigate in the sea of our life. These principles have evolved over a few centuries and some of these principles are as old as the history of money is
(more than 3000 years).
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 Pyramid7) Draw the map before you start the journey.8) Professional support helps.
Let me explain the first principle here:
Let me explain the first principle here:
Income - Expenses = Savings is not a correct approach. Ironically, you will find a majority of the people on Earth following this approach and all the while aspiring to become rich and wealthy. This formula does not work in real life.
2000 years before one saint called Thiruvaluvar wrote:
“Even if the income were to be small in volume, it is not a matter of concern as long as the
expenses are contained within the income.”
This means the secret of wealth management is not in income management but the secret lies in outgo management.
Prof. Adam Smith who is considered to be the father of modern economics says
“Capitals are increased by Parsimony and diminished by prodigality and misconduct. whenever a person saves from his revenue he adds to his capital”
All these words of wisdom guides us that we must exercise control over our expenses. These words do not indicate that we must behave like a miser and deprive ourselves of the essentials in order to make wealth, but they only guide us to be sensitive about our expenses and spend on necessities.
We have seen Big companies collapsing when they have not exercised control over their Outgo. We have seen airlines companies which have shut down, not because they are not having enough traffic, but because they have engaged people with high salaries and spent lavishly on them-selves. We have seen Entertainment companies which started of with a big bang, with star power backing, collapsing under the burden of debts. The same can happen to individuals and families who do not exercise caution in spending.
How to control expenses?
The simplest and the surest method is to make limited money available for that. From our income if we save first for our future, even a small money, we are restricting the money available for our current expenditure.
Spending is for todays man, savings is for the tomorrow’s man. Out my earnings i must provide for two people 1) Present Gopinath and 2) Fu-ture Gopinath. Future Gopinath should not be left solely at the mercy of Future Gopinath’s income.
Let me deal with each of the principles listed above in our magazine in the coming days, please stay connected.
UNDERWRITING IN THE FUTURE
In Life Insurance Underwriting the three key stake holders are Company, Customers and Channels. Underwriter has to strike a ju-dicious balance between meeting the expectation of all the stake holders. While striving to do that, underwriters’ spend consider-able amount of energy in quite a few non- core / peripheral activities of underwriting rather than concentrating on their core area of strength of “Underwriting”.
In the recent years lot of researchers have shared their study / opinion that technology will change the game of Life insurance un-derwriting in the next decade. Big data has emerged as one among the top five trends that is predicted to shape the technology land-scape in next 10 years.
But what is big data? - Huge amount of structured, semi-structured, and unstructured data which may be sourced from inside the organization / Insurance company or outside the organization- it could be industry wide data related to demographics, Life style, financials, Mortality, morbidity or anything that might impact the subject matter of insurance or may be from medical transac-tions, online transactions, social media data, etc.
Though these data are now available in abundance due to the huge volume, they are mostly left unused or only limited data – say companywide data or geography wide data is used for analysis and the results / inferences of this is used in underwriting / deci-sion making.
What will make this big data Analytics a reality in Life insurance underwriting?
A proper mechanism/ technology landscape to
1. Collect – appropriate tool sets to identify the right sets of data and data sources and integrate it to the Insurer’s systems
2. Classify this data into areas of relevance like – Actuarial, Product related, financial, Medical, Personal, hobbies & habits etc.
3. Consume these data and using statistical models derive meaningful inferences
Big data analytics when applied to those data, useful insights which can enhance the life underwriting efficiency can be inferred. From the online transactions, underwriter not only can find the applicants buying behavior but also his health habits. For ex, num-ber of times the applicant ordered junk food online can give underwriter with his buying behavior and his food habits. On the other side, this can be useful to the applicant too. For ex, if the applicant purchases cardio exercise equipment online, underwriter will know that the applicant is health conscious which in turn will have a positive impact in underwriting.
Benefits of Big data analytics in Life insurance underwriting
1. Assessment can be made in a more holistic manner
2. Will empower the underwriter in making an informed decision in the assessment and classification process
3. Insurer can avoid selection against them by classifying risk in the appropriate category and brining precision in premium pric-ing
4. Agents will enjoy the faster processing of New Business and improved underwriting quality
5. Product performance will be more aligned to the actuarial expectations
6. Customers will have enhanced satisfaction of through assessment and right classification of their lives
THIS SPACE IS MEANT FOR THE STUDENTS OF GOPAST
OUR PALM LEAF SUBSCRIBERS HAVE BEEN USING “ASK RG” MENU QUITE FREQUENTLY. INFACT I KEEP RECEIVING EVERY DAY 2 OR 3 QUESTIONS.
IN THE CATERPILLAR SPACE WE HAVE DECIDED TO COVER EVERY ISSUE A FEW SUCH QUESTIONS ASKED BY THE SUBSCRIBERS AND MY ANSWERS TO THEM- R.GOPINATH.
HERE ARE A FEW QUESTIONS AND THE ANSWERS THEREOF:
1) AskRG Question from PalmLeaf Website
Name: Nayan Bowmick
Email: [email protected]
Question: Sir what is discounting in HIV calculation?
When we are projecting the future income of the person, we need to arrive at the present value of the future stream of income, so to derive at the PV we need to discount that at a rate of interest. In short it is the present value factor.
in our calculations we have to assume a rate. For example if the growth rate in income is supposed as 10% year on year, we can take a discount value of 8%.
Or a safe side will be to discount it at the prevailing bank rates or bond rates for a 10 year period.
2) AskRG Question from PalmLeaf Website
Name : Nayan Bowmick
Email : [email protected]
Question : Sir what is A/H.
A/H shows the dependence of the family on the income of the individual.
A - the income from his occupation21
B- the income from his spouce's occupation
H- Total income to the family.
So if we divide A/H then the % will show the risk zone the family is in
if A/H is >90% then the family is in a very high risk zone
A/H is >75% then the family is in a high risk zone
A/H is >50% then the family is in a medium risk zone
Like that we can classify the risk on the family.
If you want more explanation please write back to me.
3) AskRG Question from PalmLeaf Website
Name : KS Palanisamy
Email : [email protected]
Question : Please explain Orbit change tasks..ksp
Orbit changing tasks are such actions that will take you to a higher orbit altogether. For example setting up a of-fice to serve the clients by an agent can take him to another higher level of performance altogether. Focusing on NRI business can be another orbit changing task. Doing insurance institute exams can be another Orbit chang-ing task. i am giving some more examples here:
BRANCH OFFICE HOLIDAY FOR…
SURVEY OF 20,000 PEOPLE.
50 MWP ACT POLICIES.
PROSPECTING 100C POLICY.
CNA FOR EVERYONE.
PROSPECTING 10C PREMIUM FAMILIES
SOURCE DUBAI, EUROPE, SINGAPORE
SIX MONTHS REVIEW WITH CLIENTS
EDUCATING 100 ACCOUNTANTS ABOUT PARTNERSHIP INSURANCE.
3 PER DAY OR NO DINNER
PRODUCT TO CONCEPTS
PERIODIC CLENT MEETS
SYNDICATE STUDIES/CASE STUDY
ONE OFFICE ASSISTANT FOR EVERY 1000 POLICIES.
What we need to do is to identify 10 such tasks for ourselves and focus week by week on such actions. In the tools you can yourself create such tasks and keep monitoring as to how you are faring in each of such actions
PALM LEAF PORTAL WAS LAUNCHED ON 14TH APRIL 2014
RANK NAME USAGE DATE OF JOINING !MM/DD/YY
1 Mr. A Chandrasekaran 527 05/08/14
2 Mr. Nayan Bowmick 252 04/14/14
3 Mr. Sabaji Ganpat Bhagat 213 05/24/14
4 Mr. Subrata Saha 210 05/05/14
5 Mr. KS Palanisamy 206 05/04/14
6 Mr. Samir Kotak 194 05/13/14
7 Ms. Sangita Binod Sahu 192 05/10/14
8 Mr. Ramalingam V 173 04/14/14
9 Mr. Dharmesh D Patel 166 05/09/14
10 Mr. Kasi Viswanathan 162 05/22/14
11 Mr. Ramachandra Babu N 122 05/02/14
12 Mr. Naran Gopal Bhanushali 117 05/09/14
13 Mr. Palanisamy A 117 06/10/14
14 Mr. Arjun Sonagara 115 04/25/14
15 Mr. T.Thanasekaran 114 05/02/14
16 Mr. Punit Bhatt 105 04/23/14
17 Mr. Senthilkumar K 100 05/07/14
18 Mr. Kulandaivel K 99 06/15/14
19 Mr. Dinesh B Gaggar 96 05/10/14
20 Ms. Nisha Vijay Pandya 96 05/21/14
21 Mr. Nimesh A Mistry 94 05/21/14
22 Mr. Shashank Joshi 94 05/13/14
23 Mr. Ashok T Ganatra 87 05/04/14
24 Mr. Kanahavel S 87 05/26/14
25 Mr. Venugopal M 87 05/04/14
I HEARTILY THANK AND CONGRATULATE THE TOP USERS-RGFROM OUR SUBSCRIBERS THE TOP 25 USERS OF PALM LEAF PORTAL SINCE BEGINNING UPTO 25.06.2014.
RANK PAGE USAGE
1 MY RESOURCES PAGES 12972 mytools CNA 6393 mytools- FIN PYRAMID 4384 mytools- HLV 3905 mytools- ORBIT CHANGING TASKS 3886 mytools- EPM 3177 mytools- A/H 3008 mytools- PORTFOLIO 2959 upd-pwd 295
10 mytools- RRM 255
THE TOP 10 UTILITIES USED
DEVELOPMENT OFFICERS AT AHMADABAD WRITING THEIR EVALUATION EXAM AT THE
END OF THE SIXER COURSE.
DEVELOPMENT OFFICERS AT AHMADABAD WRITING THEIR EVALUATION EXAM AT THE
END OF THE SIXER COURSE.