Declaration of Independents: Eli Gillespie

Eli Gillespie

Commercial Producer and Agency Manager
Gillespie Insurance Services
Redlands, California

Playing piano is more than hitting the right notes. Articulation and dynamics matter, but “my college piano teacher taught me to understand the importance of details, such as voicing and balance, to making the song sound good,” Gillespie says.

At 40, Gillespie has parlayed that music lesson into successful business strategy. He’s buying out his father’s agency, and at least one insurance insider has described him as “organized, driven and digitally savvy.”

FINE PRINT?

Just today I closed a deal where the client got quotes from me and another agency, and mine wasn’t the lower-priced option. I was able to get it because I discussed what was covered and excluded on his policy. The other agency didn’t.

BEST PART ABOUT INSURANCE?

The independence—setting my own rules, and mapping out and taking responsibility for my own future.

MOTIVATOR?

I’m an achiever and a learner and strong in follow through. It’s not easy to do this job well. There is a lot to learn, complex systems and processes to master, competition to battle and, on top of that, you have to be friendly and good with people. But I want to know it, excel at it and stick with it. I feel a burning when I don’t earn someone’s ­business and know I could have done better.

SPECIALTIES?

I chose two niches, and one found me. The first is farm, which includes wineries and farms that have other non-farm operations like retail, restaurants and event hosting. I chose it because my dad, who started the agency, insured traditional farms. As farming in Southern California has expanded, I have, too. Food service is another niche—restaurants, caterers and food manufacturers. I chose this because I just like food a lot.

My third niche is artisan contractors. I started in commercial insurance at the beginning of the housing bubble, and there were a ton of artisan contractors who needed coverage. So that one found me.

MENTORS?

My dad is my main mentor. He taught me how to have character, be responsible and be an upstanding person. My piano teacher in college is another. I have a few friends in the insurance industry who help a lot.

FUN?

I play keyboard in my church band with a bunch of ridiculously talented guys. Spending time with my wife and kids is another very important one.