Wrestling with Change: Lessons in Sales, Service, and Jewelry Insurance with Sam McGregor
Release Date: 06/06/2025
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info_outlineIn this episode of "Neil on Business," host Neil Darling interviews Sam McGregor of Briteco a jewelry and watch insurance company. Sam shares his journey from wrestling at UVA to careers in automotive, jewelry, and insurance. They discuss the value of wrestling in building discipline, the importance of trust in the jewelry industry, and trends like lab-created diamonds. Sam explains how Briteco streamlines jewelry insurance and emphasizes strong customer service. The episode offers insights into career adaptability, sales skills, and the evolving jewelry market, all while highlighting the significance of community and personal connections.
Key Topics Discussed
- Early beginnings for Sam McGregor shares how hockey and wrestling became his passion
- Walking on at the University of Virginia as wrestler
- The lessons the training and the lessons learned from the mat
- How he went from recovering from surgery to joining the jewelry business
- Cutting his teeth in the diamond world
High School & Transition to Wrestling (00:01:44) Sam discusses his switch from hockey to wrestling, his high school years, and how wrestling became his main sport.
Wrestling Philosophy & College Experience (00:03:19) Sam explains what he loves about wrestling, the team and individual aspects, and his journey as a walk-on at UVA.
Family Heritage & Tattoo Story (00:04:20) Sam talks about his Scottish heritage, family stories, and the story behind his McGregor tattoo.
Wrestling at UVA: Challenges & Growth (00:07:19) Sam details his weight classes, the challenges of college wrestling, and the lessons learned from the sport.
Making the UVA Wrestling Team (00:09:04) Sam describes the process of joining the UVA wrestling team, the tryout experience, and working his way up the ranks.
First College Match & "Rudy" Moment (00:12:09) Sam recounts his first official match for UVA, the excitement, and support from friends and teammates.
College Life & Academics (00:13:44) Sam discusses his major in foreign affairs, academic challenges, and balancing wrestling with studies.
Early Career: Geico & Sales Experience (00:14:14) Sam talks about graduating in 2012, starting at Geico, and learning sales and resilience in a high-pressure environment.
Transition to Supply Chain at Continental (00:16:04) Sam explains moving to Continental, his role in supply chain, and the plant’s operations in Culpeper.
Continental Plant Operations & Products (00:18:02) Details about Continental’s products, plant consolidation, and Sam’s responsibilities as account manager.
Entry into Jewelry Industry (00:19:58) Sam shares how he was recruited into the jewelry business by a friend, learning the trade, and managing Dad Jewelers.
Jewelry Business & Family Legacy (00:22:22) Sam discusses the history of Dad Jewelers, the Eller family, and the values of a family-run business.
Jewelry Training & Gemology (00:24:07) Sam describes his training at GIA, his focus on business operations, and obtaining an AJP certificate.
Advice for Jewelry Shoppers (00:25:12) Sam gives tips for buying jewelry, the importance of research, and working with reputable jewelers.
Transition from Jewelry to Braco (00:27:59) Sam explains his decision to leave jewelry retail, his interest in business operations, and joining Britco.
Role at Braco: Jewelry & Event Insurance (00:30:26) Sam outlines his current role at Briteco, B2B sales, appraisal software, and the launch of wedding/event insurance.
Wedding & Event Insurance Details (00:32:19) Discussion of Briteco's wedding/event insurance, coverage options, and how venues and planners can partner.
How to Obtain Jewelry & Event Insurance (00:35:10) Sam explains the process for consumers and venues to get insurance, online quoting, and discounts.
Braco’s Underwriting & Reputation (00:37:01) Details about Briteco underwriters, coverage quality, and maintaining high customer reviews.
Jewelry Insurance Pricing & Coverage (00:38:31) Sam discusses the cost of jewelry insurance, coverage benefits, and comparison to homeowner’s policies.
Appraisals & Technology in Jewelry Insurance (00:39:30) How Briteco streamlines appraisals, integrates with jewelers, and leverages technology for efficiency.
Lab-Grown vs. Natural Diamonds (00:41:45) Sam explains the differences, market trends, and insurance considerations for lab-created diamonds.
Sales Career Advice (00:46:15) Sam offers advice for aspiring sales professionals, emphasizing phone sales, resilience, and skill development.
Ring Spaces Experience & Community (00:48:06) Sam shares his positive experience working at Ring Spaces, the benefits of coworking, and community involvement.
Hockey Involvement & Local Community (00:50:04) Sam discusses his hockey activities, local leagues, and plans for a Ring Spaces-sponsored team.
Quotes from this episode
Sam McGregor "I realized very quickly, without any ice around whatsoever, I wasn't going to make it to the NHL as a five-foot-six, overweight kid. So I took up wrestling. When I had an asthma attack during basketball tryouts in eighth grade, my coach had to carry me to the locker room to take my inhaler in front of everyone. My closest friends had an intervention with me in gym class and said, 'Hey Sammy, it might be time to lose some weight.'"
Sam McGregor "It's every man for himself. You have the team environment, but there are no excuses. You put in the work or you don't. You're the only person out there on the mat, but you still get that team environment. You go through a lot together cutting weight. It's a grueling, grinding sport, and you make a lot of connections with hard-headed but hard-working people."
Connect with Sam McGregor
The Best Jewelry Insurance Coverage | BriteCo™
Connect with the Show
- Ring Spaces Studio: Check out the co-working and podcast facilities in Fredericksburg
- Neil on Business Podcast: More episodes featuring Marine entrepreneurs coming soon
- Host: Neil Darling, owner of Ring Spaces
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