Like mother, like daughter: At 30-something in 1992, Kathy Sheppard purchased and later renamed Brock Insurance. A quarter century later, 32-year-old Sara Sheppard Pacifici bought her mother’s agency and invited her real-estate veteran husband onboard. Today, it’s a family affair.
With a degree in political science and international relations, I didn’t plan to go into insurance. Working in public relations for New York City magazines taught me how to network and communicate with C-level executives. Next, I worked for two North Carolina senators, helping with bill research, public relations and solutions for constituents with difficult situations. Those jobs taught me how much I love working with and helping people—and prepared me for insurance. I realized I had a great opportunity right in front of me.
Trust your gut and remember you do not have to write every prospect. As a new producer, I took a sales call from someone who owned several businesses and investment properties. I was excited, but the prospect dodged a lot of my questions. He had switched agents multiple times, and our first meeting just didn’t feel right. Ultimately, my instincts were correct.
FAVORITE SUCCESS STORY?
Valet Gourmet—now Takeout Central—a food delivery service, is a valuable account today. In 2011, it was one of my first big accounts as a producer. At the time, insurance companies were very strict on underwriting. I had to think outside the box and go to bat with underwriters to open their minds to the risk. Valet Gourmet had a variety of needs—general liability, business property, hired and nonowned auto and cyber liability. It definitely wasn't as easy then as it would be now.
WHY INSURANCE?
Insurance is an industry with a lot of heart. It helps people get back on their feet during the most challenging times of their lives. People forget or don’t realize that insurance is the bedrock of our economy. If it weren’t for insurance, most businesses could not get off the ground or grow, and most families could not buy homes or cars.
PASSION OUTSIDE THE OFFICE?
For seven years, we’ve worked with Operation EDITH—Exit Drill in the Home, a fire safety program for children founded by the Independent Insurance Agents of North Carolina. As an agency, we go into schools, churches and community groups. I was able to take a student with me and highlight our work on Spotlight Carolina, a local news program. Not only has it been an incredible community service initiative, but it's also a way to market ourselves. Showing people how much we care about the community is a better, organic way to grow.
I also volunteer with United Way of Asheville’s Girls in Charge, a mentoring program for middle-school girls which focuses on self-esteem, self-worth and body confidence. Working with these girls has been a profound experience, especially now that I have a daughter.
