Too bad I won’t be able to make it to the Daytona 500 this year. Now, according to The Wall Street Journal, “Daytona International Speedway has eased its cooler policy, letting fans bring in as many as 36 cans of beer rather than just a six-pack.”
If I could go it would be for a reason beyond watching an exciting race or the more lenient cooler policy. I would have a chance to catch up with an old friend and key informant, John Gorsline. I first profiled John and his extraordinary way of doing business in Networking with the Affluent and Their Advisors. “He is regarded by many as the premier supplier of life and disability insurance to world class race drivers.”
When I first contacted John I assumed that he would be present at the upcoming meeting of super achievers from the life insurance industry, The Million Dollar Round Table. I was scheduled to speak at the meeting and thought it would be a good opportunity to interview him in person. But he told me by phone, “I have never sold an insurance policy at a meeting of insurance agents. I’ll be at Talledaga!”
John is successful because he focuses on the needs of his clients and their families. He logs over 300,000 miles a year going to and from races. His presence at the track is reassuring, especially when speeds reach over 200 mph!
John’s unique method of doing business has been documented in numerous articles stretching from USA Today to The New York Times. More often than not, however, when John is asked for another interview he redirects the request by saying, “you need to interview this rising star who will be the next great Cup champion.” In other words, he acts as a publicist [component #5 of networking] for those who are in need of recognition. John has a keen eye for racing talent and has unselfishly given the limelight to others.
Wow- What a great story. I really enjoyed the creative approach John has used with an otherwise mundane, underappreciated profession – of which I am a part by the way. As a 22 year veteran of the business, it’s refreshing to hear such a story. Ours is a business with a high turnover ratio – anyone who has ever been out of work has sold life insurance or roofed houses it seems. For those of us who have found our “perfect North” in this very noble profession, I appreciate John’s tenacity. I can tell you that he earns a very admirable living insuring such high-rise clients.
The story here is to work hard (“gee-hawing” with others who sell what you sell doesn’t make money) and also the ability to recognize affluent customers BEFORE they become affluent is a real credit John’s business accumen. Thanks!