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| Friday, 23 January 2004 |
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Know your life insurance and how to sell it Mehewara, Gunanga saha Sarthakathwaye Aswadaya
Sedera's main area of contribution is to Sinhala literature. In his varied field of literary activity he has published several volumes of short stories, novels, children's books and poetry; and, his most recent publication which is under review here, is an exception to his avowed field of creative literature. It comes from his chosen field of business activity, insurance - more precisely life insurance. All insurance is a gainful guarantee against disaster, calamity and accident affecting life and property of man. For it to reach the widest possible segment of the people, it needs promotion and education. Nobody takes an insurance cover unless he is aware of the benefits it yields to him promptly and unfailingly when he is really in need. So it has to be sold. So Sedera has launched a book to educate the sellers as to how effectively they can sell insurance, and finally to tell them how they could enjoy the success of their endeavour. Objectives With that in view, he lays down four objectives in this handy volume: (1) the sale of life insurance is a superior business, (2) compilation of writer's own experience in the sale of insurance, (3) the advantages of insurance cover that accrues to the holder and (4) sharing the progress of a successful venture in a marked gesture of gratitude. As a writer he achieves all the aforesaid objectives with distinction. His language skills evident in the volume are scholarly and then conversational and smoothly moves on to lucid simplicity with easy comprehension to the ordinary readers as well as the professional insurance businessman. Life insurance is material protection offering mental relief when one is in distress provided that proper care had been taken to ensure insurance against such possibilities. On the other hand, Buddhism speaks of life insurance which is prevention or cessation of distress itself eventually leading to spiritual relief. One who conducts oneself in the Dhamma (righteousness) is protected by the Dhamma itself (Dhammahave rakkhathi dhammachari) which is spiritual insurance cover that prevents one from falling prey to distress and dismay. Sedera refers to Sai Baba who says "God is like insurance who helps at the time of need." God here is personification or accumulation of one's own beneficial investment in righteous life which protects one at the appropriate time from falling a victim of disaster. Sedera skilfully co-relates his work with the teachings in religion so as to strengthen the fact that all acts of merit is insurance against distress, and life insurance is another material aspect functioning in the same direction. Process What interests and inspires most in this almost pioneering work is the perception of the process of trading in the business of life insurance through the spirit of some Buddhist principles evident in approach to complications in life. For instance, he cites the example of a world record-holder of the 100 meter dash which he had realised within a few seconds which he calls is an achievement of years of training, miles and miles of running and tons of dedication. This is what the Buddha said that we should strive to reach the goal of emancipation 'little by little, from moment to moment' (thokam thokam khane khane) an endeavour that runs in the seemingly endless cycle of existence in samsara. For our mental and spiritual health we invest in meritorious acts and wholesome thoughts. Similarly we make monetary investments and savings to realise material health in our life in future. However, one is complementary to the other. Lethargy retards progress. Liveliness is essential for physical and mental advancement. For the life insurance seller, the difference between the two elements is hardly discernible. Advantage The writer exalts the advantage of savings as a spring-board for everyone who looks for a stable future. In fact, if one saves what he wastes on drinks, cigarettes and bets, and invests in life insurance for self and the rest of the family, most of his woes of ills later in life will disappear. It is the privilege of the insurance seller to reach them and advise them on the virtues of savings in the form of buying a life insurance. The writer explains this with exciting alluring examples which any ordinary person would easily understand. Chapters on subjects of dedication of a salesman, his loyalty, how insurance is useful for the disabled and the men in old age etc. are written to educate the public on the usefulness of having a life insurance policy. This volume explains in lucid readable language what is intended to be conveyed to the insurer as well as to the insured, the art of selling insurance and how to enjoy its fruits in the long run. Sedara's book fulfils a long-felt need in this area of a business which many still do not consider as a business. But, surely it is, and this work shows that it is the key to it. E. M. G. Edirisinghe |
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Produced by Lake House |
It is seldom a book on the business of life insurance is written in
Sinhala. It is still rarer to get a book on the service, characteristics
and the satisfaction of a life insurance seller in Sinhala. It is
precisely what Nimal Sedera, a veteran in the field of life insurance and
a gifted speaker and communicator, has done to fill that glaring vacuum in
the life insurance field of literature.
