Jon Beckham, Chief Marketing Officer for AccidentInsurance Co.
Years at company: 3
College: University of South Carolina '97

Read Jon's previous nGi Q&A

How can employers recruit youngtalent?
Insurance agencies and companies alike needto promote a positive image of the insurance industry as a validcareer choice as well as highlight the various opportunities ininsurance, such as sales, underwriting, claims, loss control, etc.Also, I think it is important to get more involved with localcolleges and universities through internships or job fairs toexpose students to the insurance industry at an earlier stage intheir career decision process.

Similarly, how can employers retain youngtalent?
Corporate culture plays a key role in theretention of young talent. In my opinion, the more engaged ayoung staff member feels in the overall success of the company, themore committed he or she will be to the organization. Furthermore,on the agency side, the ability for younger producers to obtain apercentage of ownership of their personal book of business or inthe agency decreases turnover.

How did you determine that insurance was a viable careerchoice?
Growing up in an insurance family I realized that insurance is amultifaceted industry with a wide range of opportunities. I alsofelt it provided a lifestyle that allowed for a balance betweenwork, family and community involvement.

How does technology fit into your workstrategy?
Commitment to technology is a must no matter if you are aninsurance agency or insurance company. Technology allows for a morefast-paced and efficient work day, quicker delivery and higherexpectations to be met. It continues to shape the way in which wework.

Who do you look toward as a mentor in thisindustry?
There are several individuals in this industry that I highlyrespect and consider mentors but the individual that I learned themost from was my late father who worked in the insurance industryfor more than 35 years.

What are your future goals in thisindustry?
My current goals are to continue to expand my product knowledge andcontinue to grow professional relationships.

How do you balance work and personallife?
The balance between work and one’s personal life can be a challengeespecially as your family starts or continues to grow. We all havea desire to succeed but the important thing is to make sure yoursuccess does not involve sacrificing time with your family.

What do you see Gen Y/Millienials struggle with in aprofessional environment? What advice do you have?
Networking and relationship building seems to be more of a struggletoday that it did in the past due to less face to face or personalinteraction. My advice to younger staff members is to realize theimportance of personal relationships.

Many young agents enter this industry because otherfamily members work in insurance. What advice do you have forworking with family?
I was fortunate enough to work with family members for the firstten years of my insurance career. It was an incredible experiencebut does have its own set of challenges. My advice would be to keepfamily issues and work issues separate. Also, it is important totreat each other as true colleagues in workplace.

What skills do you think young agents will need nextyear?
As the market continues to firm, young agents will need to focus onproduct knowledge and coverages and become true advisors ratherthan solely selling a price.

What do you see young agents struggle with in theirfirst years in this industry? What advice do youhave?
I see young agents struggle with prospecting and cold calling aswell as dealing with rejection. I place just as much value inprospecting and account research as I do the sales process. As forrejection, some of my best accounts were obtained the second,third, or even the fourth year that I called on the account, so itis important to continue to cultivate the relationship regardlessof the original rejection.

Jon Beckham was featured in the September 2012 issue of AA&B. He is a ChiefMarketing Officer for Accident Insurance Co.