RINKE CADILLAC
RELATIVELY page 45
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Sandy Scholnick entered the
male-dominated world of insur-
ance 20 years ago when most of
her peers were either teaching
or raising their children at
home. She does not dwell on her
maverick status, and today ap-
pears to be a calm master of her
domain.
"We are all very goal-orient-
ed, but also very caring, because
that's what the insurance busi-
ness requires," she says. Ego
doesn't have a place in their of-
fice.
"Because we're family, we're
not competitive. It's a synergis-
tic place. There's no internal
competition," Gary says.
Sandy considers her son to be
the intellect of the operation,
whereaS she believes Lisa's ge-
nius is in finding clients.
"She is the best prospector in
the business," Sandy says. "In
her sales and service presenta-
tion, she's a perfectionist."
Gary says his mother "brings
a warm and human element" to
the business.
"Sandy has a lot of patience,"
Lisa adds. "She is a people per-
son. Everybody loves Sandy."
Working together means
putting all their talents to use,
and because they are all spe-
cialists in different areas, Gary
says, there's very little down-
time.
And, he figures, they rou-
tinely put in 12-hour days.
Unlike other companies, par-
ticularly in the insurance in-
dustry, Gary points out, they
don't worry about defections.
"At the highest peak of dif-
ferences in opinion, there's a
high loyalty and cohesiveness,"
Sandy says. The loyalty, she
adds, is not based on a blood tie
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but on their confidence that the
other "will come through."
Much of their business is in
estate planning and planning
for small businesses, so they
work with a host of CPAs,
attorneys and other profession-
als.
Gary is earning a master
of tax degree from Walsh Col-
lege.
During his student days at
the University of Michigan in
Ann Arbor, he took a job at Eq-
uitable Life, the same company
for which his mother worked
and with which they are still af-
filiated. He saw her "achieve a
high level of success and expo-
sure" in the business.
Gary later moved to New
York City to start up a pension
firm. In 1991 he sold the busi-
ness before moving to Philadel-
phia and finally deciding to come
home. Helping Scholnick & As-
sociates to expand was "com-
pelling" enough to bring him
back, he says.
Sandy, whose playful eyes
flash with a steely inner spirit,
says she loves that her children
chose to follow her lead.
"I'm not only very proud. It's
very rewarding they've achieved
success," she says.
Her husband, Ivan Scholnick,
is a real estate broker who "is
one of our biggest supporters."
In the early days, he was the
only male spouse at company
parties at Equitable Life.
Another daughter, CPA Jill
Leib, does the company's books.
"We're very understanding of
each other's moods. It never gets
so vehemently negative that it
counteracts our business abili-
ty," Sandy says. "It's OK to say,
`I'm sorry.' "
,-/
❑
LEADING ISRAELI STOCKS
TRADED ON U.S. EXCHANGES
Symbol
Name
Exchange
May 31
June 7
Change
SCIXF
Scitex
NASDAQ
'19.50
'19.50
'0.00
ECILF
ECI Telecom
NASDAQ
'26.50
'25.55
-'0.95
TEVIY
Teva Pharm
NASDAQ
'45.50
'44.68
IEC
PEC Israel
NYSE
19.25
'18.75
-s0.50
ELBTF
Elbit Computers
NASDAQ
'16.87
'17.25
+s0.38
ELT
Elscint LTD
NYSE
'14.12
'14.25
+s0.13
ELRNF
Elron Electronics
NASDAQ
'12.25
'12.00
TAD
Tadiran
NYSE
'27.00
'26.50
-s0.50
CMVT
Comverse
NASDAQ
'28.62
'29.50
-s0.88
ISL
First Israel Fund NYSE
'12.62
'12.37
-$0.25
(=\/
Source: Allen Olender, Prudential Securities,
West Bloomfield.