Episode 45 | March 3, 2023

Filling the Funnel with Good Leads


In this episode of The Insurance Technology Podcast, Reid sits down with Jay Eshelman, president of small business, personal lines & affinity at Gallagher Select, to talk about the many hats he wears.

Tune in to be inspired by Jay’s story of finding insurance, discovering “pockets of greatness” in the small business market, and how he fills the funnel with good leads.

Episode Highlights

  • Falling into insurance (4:42)
  • Filling the funnel with good leads (13:35)
  • Finding pockets of greatness (19:14)
  • Picking partners, asking the right questions (24:12)

View Full Episode Transcript

About the Guest

Jay Eshelman

Jay Eshelman leads national P&C operations across Gallagher in the U.S. in three main areas – Small Business, Personal Lines and Affinity businesses. Prior to joining Gallagher, Jay practiced as a CPA with Ernst & Young. He then became CFO of a start-up software company before making his way into the insurance world. Jay started his career at Gallagher in finance, before moving into P&C insurance brokerage. After several years in management of the Central Region P&C Operations, Jay embarked on the challenge of overhauling Gallagher’s Small Business and Personal Lines operations across the country.

“I've learned that I need to ask the hard questions up front, you know, like how would you envision this integrating with this tech stack that we're running? And I tell them about that tech stack and make sure that they have good answers to that before we go too far…”

Jay Eshelman

President of Small Business, Personal Lines & Affinity
Gallagher Select

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