#134 Sam Heshmati: Don’t Let Fear Kill Your Career
My next guest spent over two decades at the intersection of banking, venture capital, and the innovation economy — helping founders, fund managers, and investors build, grow, and scale some of the most exciting companies and firms in the world.
He co-built one of the most respected venture banking practices in the country at First Republic Bank — and when that institution collapsed overnight in 2023, he did what great leaders do: he steadied his team, made the right call under enormous pressure, and rebuilt from scratch.
Today, as Head of Emerging VC and Innovation Banking at Citizens Private Bank, he's doing it all over again — and by most accounts, better than ever.
But what makes Sam Heshmati worth listening to goes beyond his résumé. He's someone who traveled the world at 24 with Richard Branson, lost everything in the 2008 real estate crash, rebuilt his career from his parents' couch, and came out the other side with a philosophy about work, leadership, and life that is as hard-earned as it gets.
In this episode you'll learn:
1. Fear is not a reason to avoid opportunity Richard Branson's advice stuck with Sam for decades: assess the risk, and if it's worth it, don't let fear be the deciding factor. Fear alone is disqualifying yourself before you even try.
2. Never blindly follow a leader — ask questions The Victoria Falls barrel moment was the lesson Sam didn't expect. Just because someone you respect is willing to do something doesn't mean you should do it too. Qualify the risk yourself.
3. The first 13 years are for learning, not earning Don't chase titles, promotions, or salary bumps early on. Chase skills. If your employer won't reward those skills, someone else will — but you have to build them first.
4. Setbacks shape you more than success ever will Sam lost everything in 2008 and later watched his bank collapse overnight. Both experiences grew him more than any win. Wisdom comes from getting punched and staying standing, not from gray hair.
5. Solve problems, don't sell things Nobody wants to be sold to. Ask questions, listen, understand what the other person actually needs — and then bring that to the table. Sales is a byproduct of problem-solving.
6. Grittiness beats talent The world is full of smart, talented people. What separates high achievers is the willingness to outwork everyone else and adapt when things don't go as planned.
7. Early arrogance is a silent career killer Sam went on an apology tour years later for how he behaved as a young analyst. Be a sponge early on — you know far less than you think, and the people above you are watching.
8. Authentic relationships are your career infrastructure Being liked and building real relationships are not the same thing. In a small industry, genuine care and consistent value-add over time is what makes you the tiebreaker when it matters.
9. Set boundaries — no one will do it for you People respect the limits you clearly establish. If you don't define what matters outside of work, work will fill everything. And the people counting on you at home can't negotiate on your behalf.
SHOW NOTES
(Timestamps are approximate)
[00:00] Introduction — who is Sam Heshmati
[02:00] Childhood heroes — his dad, his brother, Messi and Kobe, and what each taught him about humility and work ethic
[07:00] Growing up with immigrant parents and how their risk-averse mindset shaped his early career choices
[11:00] Attending San Jose State and staying close to home — and what that revealed about his willingness to take risks early on
[14:00] The Rebel Billionaire — traveling the world at 24 with Richard Branson, Sarah Blakely, and the founder of Love Sac
[19:00] The Victoria Falls barrel moment — the lesson about never blindly following a leader
[23:00] The advice Richard Branson gave Sam after he was eliminated: fear is not a good enough reason to say no
[26:00] What Sam does for a living — innovation banking, VC funds, PE funds, and sitting at the center of the founder and investor ecosystem
[31:00] The three chapters of a career and why the first 13 years should be about skills, not salary
[36:00] The biggest influences on his career — Ron, Jeffrey, and Samir Kaji
[40:00] The Samir phone call — being called an idiot by a friend and why it changed everything
[44:00] Losing everything in the 2008 real estate crash, moving back home, and rebuilding from scratch
[50:00] The First Republic Bank collapse — what a bank run actually is and what it felt like from the inside
[56:00] Leading through crisis — Samir's advice to turn off the feelings and be a leader first
[61:00] The hardest career decision he ever made and why the margin for error was razor thin
[66:00] The apology tour — admitting he was a terrible early employee and what he learned from it
[71:00] Advice on business school, salary negotiation, and focusing on long-term earning potential
[75:00] Setting boundaries as a husband and father and why no one will do it for you
[79:00] The Rocky quote on his office wall and why no pain, no gain applies to everything that matters
[82:00] Final advice for a 27-year-old who wants to make an impact — know your why before anything else