Scaling Beyond Solo: Leveraging Teams and Niches for Growth with Samantha Curtin

Prepared transcript (edited for clarity) Notes This transcript was edited from an audio recording for readability. Filler words, false starts, and repeated phrases were removed where they did not change meaning. No recommendations or statements in this transcript should be construed as investment, tax, or legal advice. Transcript Nick (Host): Hey Sam, awesome to have you here. I’m really excited because we bumped into each other at an event earlier this year. Samantha (Guest): February—Miami. Nick (Host): Yes. It’s gone quickly since then. You were on stage and it was memorable because you got thrown up there unexpectedly. I loved the energy, levity, and humor you brought. It made it more impactful.

I’d love to start with how did you get started in the business, what’s your focus, and how do you support your clients? Samantha (Guest): I specialize in life insurance and financial planning for law enforcement officers and their families—very specific. My father, Mark Meredith, was an advisor with Mutual of New York starting in 1979. Growing up I didn’t fully understand what he did, but I noticed the outcomes: My mom stopped working when I was six. We never went without. We went to great schools. My dad was home around 2 PM every day. He loved his work. That was enough for me. I thought: here’s a career where I can make as much money as I want, control my schedule, and enjoy it. I went to Cal State Long Beach, got my business degree, then my MBA, got my 7 and 66, and I basically showed up and said: “I’m here—what do we do?” Nick (Host): It sounds like your dad had work-life balance down. Samantha (Guest): Yes. Since the early 90s my dad had it dialed in. Family was just as important to him as success at work. To him, success was providing for the family, saving for retirement, and being involved. He coached our teams, came to events, and was present. I’ve tried to follow those footsteps. Nick (Host): If you could point to one mindset that helped you over time, what would it be? Samantha (Guest): Keeping the big picture in focus and staying even. Celebrate wins, but there will be losses. You need staying power. Early on, that’s hard. The first couple of years are difficult. There are highs and lows. But keeping that mindset has helped. Nick (Host): What were some breakthrough moments for you? Samantha (Guest): A big shift was realizing I incorrectly assumed clients understood all the services I could provide. Because I work with police unions, a large part of my business is insurance. I got labeled “the life insurance lady.” Then clients would call and say things like, “My financial advisor said…” or “My financial advisor told me to ask you…” and I’d think: that’s what I do.

They would respond “I didn’t know you did that.” That was on me. So I started spelling out, from the beginning, what I can help with. Even if a 24-year-old only needs term insurance today, I still set the stage so they remember me later. That shift increased cross-selling (doing more lines of business with existing clients) and referrals for the kinds of business I want. Nick (Host): Is there a tool or habit you use that works well for you? Samantha (Guest): I’m very visual, and insurance isn’t tangible, so I create simple, color-coded comparison sheets: Term vs permanent Universal life vs other permanent options Clients want to see cost and trade-offs side by side. It helps them feel more in control and confident in the decision. Nick (Host): How do you structure your team support? Samantha (Guest): One of the best decisions I made was joining a producer group. My strength is protection products—life insurance, disability, and other insurance planning. My partners are strong on the AUM and managed money side. So I can confidently serve clients with a full solution using the combined expertise. Nick (Host): What challenges are you seeing recently? Samantha (Guest): Uncertainty—markets and politics. People are anxious. Money is emotional, and we end up being part therapist. Listening well and helping clients feel grounded is important. Nick (Host): You said something strong: relationship over spreadsheets. Samantha (Guest): We’re in the relationship business. I don’t care how good projections are—if you don’t have a relationship, what are you doing? Nick (Host): How do you think about referrals in your niche? Samantha (Guest): Traditional “write down five names” scripts don’t work for law enforcement. People in that community are private. Instead, I focus on doing great work, being clear about what I do, and reinforcing value through reviews. Referrals come naturally once trust is established. Nick (Host): If you could go back and tell yourself something in the first 10 years, what would it be? Samantha (Guest): Hang in there. The days are long but the years are short. The early years are hard—rejection is not easy. There were times I cried or put my head down. But the flexibility and life you can build later make it worth it. Nick (Host): What daily habit keeps you on track? Samantha (Guest): Planning. My Outlook calendar runs my life. And I work out with my trainer two to three times a week. It re-energizes me and helps me show up well. Nick (Host): Sam, thank you. Great insights on niche focus, clarity of services, and relationship-driven growth.