Desai has taken his earnings from Rs 152 per month to Rs 20 lakh per year through agent's commissions. Not a bad day's work for a man who became a part of the Life Insurance Company, in 1972. Twenty-one years later, Desai brought in business worth Rs eight crore for LIC -- the biggest insurance deal ever, in India, by a Key Man. The deal -- which was clicked in three months -- was actually a 18-month-long process. He had met client Mukesh Patel, of Autoriders, when he bought his first vehicle. Though Desai made it a point to keep in touch, they never discussed business. Having initially said that he doesn't believe in insurance, Mukesh helped Desai set a record.

And earn the title of `Chairman Club Member' -- a designation awarded by the LIC and regarded as the highest achievement in India. His winning strategy: Desaifirmly believes that first you make friends and then business will follow. "Don't expect something and develop a relationship. People are not fools, they can make out your motive," he says.

Desai, himself, is driven by the motive to be an all-round winner. The 57- year-old qualified as a delegate for the Million Dollar Round Table (MDRT) -- a worldwide organisation of life insurance agents based in America -- for the sixth time, this year. The MDRT has about 20,000 members from all over the world and the membership -- valid only for a year -- is decided strictly on professional excellence. To qualify as a delegate, an agent has to earn a minimum figure pre-set by the MDRT. The amount for the year 1997 was Rs 3,42,200, on first year commission, excluding the renewable commission of the earlier years. Desai earned Rs 10.3 lakh, in 1997 -- three times that of the set limit. His commission also earned him the title of `Court of the Table' that was presented to him at a five-day conference, in Chicago.

Is hesatisfied? Yes and no. Desai has set his sights on the title `Top of the Table' for 1998. All he has to do is earn six-times the MDRT limit. "The limit is set for Rs 3,73,500. You have to earn this commission on 25 lives. People are expecting me to win," he says.