Thomas Gay, Author at Insurance Thought Leadership



Thomas Gay

Thomas Gay

Thomas Gay is a life-long serial entrepreneur focused on bringing IT solutions to complex business and marketing problems. Gay’s newest success, an exciting web 2.0 technology firm called, provides a package of high-performance, referral marketing tools to professional services providers where relationships are at the core of the client’s business success. services are aimed at financial services firms, attorneys, insurance professionals, consultants, accounting, non-profit and many other services firms. teaches users the keys to building trust-based referring relationships and then provides easy-to-use, web and mobile software tools for personal relationship building, task management and results tracking. In today’s setting, marketers are competing with more noise, higher costs and more barriers to reach a decision maker. tools break through the noise and puts the professional back into “high-touch” success building relationships with key prospects and potential referral sources.

In the ’80s, Gay founded National Decision Systems (NDS), the pioneer in advanced target marketing technology tools for major consumer goods and financial services companies. The firm was twice honored with the coveted INC 500 Award, and he sold it in 1988 to Equifax. Today, NDS’ tools are still the industry standard, and the company is now a part of A.C. Nielsen.

In 1990, Gay started VistaInfo to deliver real-time, geo-targeted property risk information to banks, insurers, realtors and home buyers across the U.S. After it went public in 1997, he was honored in an Individual Investor Magazine cover story (May 1999) where he was called one of the “5 Best Undiscovered CEOs” in the U.S. VistaInfo was named a “Magic 25” company in 1999 and was acquired in 2000 with sales of $80 million to create what is now known as Fidelity National Information Solutions.

In 2001, Gay and his wife, Patti, went to South Africa, where they started a nonprofit ministry organization, Monte Christo Ministries (MCM). Today, MCM feeds thousands of people daily and brings together organizations, churches and universities, world-wide, to help relieve the burdens of poverty, family breakdown and HIV/AIDS in the Cape Town area.

He has served on numerous corporate and community boards and is a frequently sought speaker on the topics of referral-relationship marketing success, leadership development and socially responsible business.

Recent Articles by Thomas Gay

Don’t Forget Your Best Strategic Weapon

There’s a lot in print and on the web about the concept of “engagement” and how it applies in the insurance and financial services sales process. We all know what engagement means at an everyday level as we work to connect with people in various ways or describe how someone is engaged or even engaging. […]

Let’s Make Lemons Out of Lemonade

Especially since the announcement of its plans by Lemonade, there’s been an awful lot of buzz and concern about the arrival of so many new disruptive technologies and how they’re going to change the insurance marketplace. Many of these changes are welcome, bring benefits broadly and root out inefficiencies and costs in places where they […]

4 Myths on Social Marketing and Selling

Everywhere you look, marketers and companies are promoting the merits of “social marketing” and “social selling” for insurance producers, and there is certainly value to be derived from content marketing and from increasing brand awareness. But social marketing and social selling don’t lend themselves to insurance. There are four myths about social media that an […]

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