Single Mom & Surgical Tech Breaks into Medical Device Sales in 3 Weeks

0:00single mom, someone who was a surgical

0:02tech that wanted to break into medical

0:03device sales and in under 3 weeks broke

0:05in with one of the largest medical

0:07device companies in the world.

0:08>> I definitely can understand, you know,

0:10having kids and having a family is hard.

0:12It's a lot of work. Being a single mom

0:14is hard. Being a married mom is hard.

0:16You know, everything in life is [music]

0:17hard. It's like, okay, well, what hard

0:19do you want? Do you want the hard of

0:21working in a job and having to, you

0:23know, be really organized and structure

0:25your life, but do something that you're

0:27passionate about, or do you want the

0:29hard of working for a job that you hate

0:31and always wondering what [music] if?

0:33It's hard, but life is hard. Like,

0:35figure it out. That's just a part of it.

0:37One thing I love about my device is it's

0:38very black and white. You have a quota.

0:40You either hit it or you don't. And it's

0:41very objective driven. And for me,

0:44that's just the way that my brain is

0:45wired. So, I know like, okay, I need to

0:47hit this today. Hey, I hit this this

0:49week. I need to hit this for the month

0:51and then this for the quarter and this

0:52for the year. It just makes it very easy

0:54to know daytoday how to win the day and

0:58then win the year. That I think is so

1:00important to realize that I didn't

1:01realize before coming into this was yes,

1:03the money is great, but there's so much

1:05more that I gained from Medias other

1:07than just a higher income. Like the

1:10relationships, the training, it's so

1:12nice to wake up every day and enjoy what

1:15you're doing.

1:16>> Welcome to the podcast.

1:19It's great to have you and it's great to

1:21be able to dive deeper today about your

1:23journey because you have a fantastic

1:25journey and this is going to be really

1:27encouraging to a lot of individuals,

1:29especially our mothers and our single

1:31mothers and people who want to be

1:32mothers inside of the industry. But

1:35before we get too deep into that, can

1:37you kind of tell me a little bit about

1:38who is Haley?

1:39>> Yeah, for sure. So, I'm originally from

1:41Tuscaloosa, Alabama. Born and raised.

1:43After I graduated high school, I just

1:46wanted to made away. Um, so moved to Pit

1:48School of Florida, went to the

1:49University of West Florida, had the best

1:52time there, do Argos. Um, met one of my

1:55really good friends in college named

1:57Julianne, uh, who also works for

1:59Hologic. And after I graduated from

2:03college, I was planning on going to PA

2:05school. Um, but I got pregnant my senior

2:07year. So, as a searchful tech, I

2:09continued doing that for a little while.

2:11And I just felt like I was called to be

2:14more. And after having my son and

2:17realizing like, okay, I feel like I'm at

2:19a place now where I have a little bit

2:21more autonomy over me. Um, I can focus

2:25on myself and my career. That's whenever

2:27I started pursuing the medical device

2:29side of things.

2:30>> Yeah. And I really enjoy that little

2:32explanation of because when you really

2:35actually started pursuing medical device

2:37sales, it wasn't the first time we had

2:39talked. And so I want to just touch on

2:41that is you and I talked several years

2:43ago

2:44>> and you were interested in medical

2:45device sales, but as you said, life

2:48happened. I think if I remember right,

2:50you told me we had that call and I think

2:52within the next one or two months, you

2:54found out you were pregnant.

2:55>> Yeah. Yeah. So, my spring semester of my

2:59senior year at EWF, I was in that area

3:02of trying to figure out, do I apply to

3:04PA school? Do I not apply to PA school?

3:06Like, what do I want to do? And I've

3:08always loved medicine. I've always

3:09wanted really good like biology. And,

3:11you know, I've always u been very

3:13compassionate and wanting to like take

3:15care of people and enjoy that. But I

3:19being a first generation college student

3:21too, the thought of pursuing more

3:24student loan debt was pretty daunting.

3:26And I didn't at that time know if I even

3:29wanted to pursue another two and a half

3:30years of school. I was so burnt out. Um,

3:34and I just, you know, I have from being

3:36a surgical tech, I met reps in the O and

3:38I was like, well, I wonder what it looks

3:39like to this. I like I could be good at

3:41that. I would love to still be in the O

3:43and I could still provide um care to

3:46people.

3:48So I started looking into it, reached

3:50out to you and then started like you

3:52know creating my own like CRM database

3:55and it was about a month after that I

3:57found out I was pregnant with my son and

3:59essentially whenever I found out I was

4:00pregnant with him it's like the whole

4:02world stopped. Um cuz at the time um his

4:07father was in the military. So I was

4:09like well I can't how am I going to move

4:12to PA school like move away to a school

4:15that's 5 6 hours away while I'm pregnant

4:17with this child take care of this child

4:19while he's deployed or who knows where

4:21in the earth. Um and it just felt like a

4:24lot. So, I kind of like stopped all of

4:28that and pursuing that because I'm the

4:30kind of person too where I never want to

4:33give my um heart to something unless I'm

4:36110% in it. And I just felt like at that

4:39time I needed to focus on myself and my

4:42son and my family and sure I could give

4:45all of me to that. And fortunately, you

4:48know, like everything works out and I

4:49think like God always has a plan for us.

4:52And so medical device sales back around

4:542 and 1/2 years later. And it's

4:57interesting because whenever I was first

5:00pursuing it, I felt like I was getting a

5:02lot of resistance. Whereas this time

5:04around, I did it and it was just like

5:06cosplay. [laughter]

5:07>> Yeah, it moved quick

5:08>> which was really cool. So, it has been

5:10very fulfilling, too, because not only

5:14do I feel like, oh, I got in medical

5:15device sales, I feel like I got in with

5:19a company that I'm very passionate

5:20about. I work with the most amazing

5:23team. I love everyone that I work with

5:25and I don't really feel like I have to

5:28sell um because I truly believe like the

5:30products that we have genuinely help

5:32women and um improve women's lives. So,

5:35it feels really easy because I feel like

5:38this is a job that was like made for me

5:41because I get to take care of patients,

5:43help my surgeons, take care of staff,

5:45build relationships with people, talk

5:47all day, and then like still make money

5:50to support myself and my son as well.

5:51So, it really just felt like it all kind

5:53of worked out.

5:54>> Yeah. And I remember us getting on that

5:56second call just where you again, you

5:58felt a lot more peace. Uh felt like, you

6:00know, hey, this is the right decision

6:02for me and my family. and just being

6:05able I would love to have you kind of

6:07talk about you know you were already

6:08grinding you were working a lot you were

6:10providing for your family but the talk

6:12we really had was the life you wanted to

6:14create for you and your son and can you

6:17just kind of talk about that because it

6:18was still like a big step right you had

6:20to invest in yourself and go to that

6:22next level but like for you what really

6:25pushed you to go take the next step for

6:28your life oh or check out our website at

6:30newtomedicaldeviceales.com

6:32see all the testimonial videos of people

6:34breaking in with Metronic at over

6:36$170,000 at AB at $175,000 as a full

6:39line rep. So, if you're really excited

6:41and also motivated and wanting

6:43personalized coaching and mentorship,

6:44then go and click the link below,

6:46schedule a call, and we'll get you where

6:48you want to go. Enjoy the rest of the

6:49episode.

6:50>> Yeah. So, um I was working full-time and

6:54I was making like 50 maybe like 40 or

6:58$50,000 a year. Um that's not a lot in

7:01today's economy. Um so like I was

7:04struggling a lot and even be before um

7:08calling you I started taking things in

7:10my audience and I developed my own

7:12business. So I created a bakery um and

7:15the bakery was great. It provided a lot

7:17of money um that helped like furnish a

7:20lot of things but I was working from

7:23like I would wake up at 3:00 in the

7:25morning. I would work for the bakery, go

7:27to work, get off, continue working for

7:30the bakery. I drop my son to bed. I go

7:32to bed about like 11 o'clock at night,

7:33sometimes midnight, get two or three

7:35hours of sleep and start all over again.

7:37Um, I just like it wasn't sustainable

7:40and I felt like I was not my best self

7:43because I was just trying and trying and

7:46trying to get somewhere and I just

7:49wasn't passionate with what I was doing.

7:51And I felt like I was at a point where I

7:54could invest in my future and trust

7:59that, okay, if if I'm working 21 hours

8:03of the day right now doing this, I can

8:07what if I invested 21 hours of the day

8:09into this? And so that's what I did. Um,

8:14for a couple weeks, I took off from the

8:16bakery and I focused solely on the

8:18program. I

8:20watched all of the videos on like the

8:22archive um and I wrote down like every

8:26single interview question and like

8:28paused it and would answer it myself and

8:31then I would play it and see how other

8:32people answered it. I'm like, "Yeah, I

8:34should have not answered it that way and

8:36took notes and learn how like, okay,

8:38this is how I need to work on my

8:40interview style. This is how I need to

8:41work on these questions um and better

8:43myself." like I was very confident in

8:45myself, but interviewing is such a skill

8:50and it takes practice, you know, and not

8:52just like writing things down, but

8:54talking about it, looking in a mirror

8:56and watching yourself and putting the

8:58pressure on because if it's your first

9:00time saying it out loud to your hiring

9:03manager, it's probably not going to go

9:05very well.

9:06>> So, um, I practiced a lot. I like really

9:10persevered. I was relentless in

9:13preparing. I felt like I had a lot to

9:15lose as far as, you know, like providing

9:18for my son and myself. And so I was

9:20like, no one's going to tell me no, and

9:22it's definitely not going to be me. Um,

9:24so I'm going to do everything that I can

9:26to make this happen and I'm going to do

9:27it quick. And fortunately, it all worked

9:29out. Um, but it was a little

9:30nerve-wracking in the beginning.

9:32>> Yeah. And at the beginning, again, I

9:33just remember us having that

9:34conversation. I'm like, "Hey, I know

9:36this is going to happen and you are

9:38already working so much." you was like,

9:39"Hey, I just need you to come in and

9:41trust the process." And like you said,

9:43many times people will be like, "Oh, I

9:45got this. I've practiced it." I'm like,

9:46"Wait, did you say it out loud?" And

9:48they're like, "Well, no." I'm like, "Do

9:50you think the first time it comes out to

9:51a hired manager if they're challenging

9:53you, it comes out the same way that it

9:54came out in your head?" No, it doesn't.

9:57And then also, what's your face look

9:58like? Do you have good facial

10:00expressions? And it's like going through

10:01what we always say, sweat during

10:02practice so you don't bleed during war.

10:04Like, got to make it tough. You got to

10:05test proof it. like are you ready to go

10:07get these opportunities? And why I was

10:09so confident about you being able to

10:11break in so quickly, which again, you

10:13did was you're a hustler. And that's one

10:17thing I really want everyone to hear is

10:19you're a hustler, but you also hustled

10:21because you had a massive why. And

10:23that's what people miss is you have to

10:25have a why that's bigger than just make

10:27a couple bucks for yourself to go do

10:29ABC, right? if you're doing it for a

10:32reason, which was provide for you and

10:34your son.

10:36That was easy. I'm like, well, she's

10:37going to get hired very quickly, which

10:39again you did, compared to my other

10:41people who are like, "Oh, I want to make

10:42money so I can post on TikTok and do

10:44ABC." Right? It's just a different why.

10:47And so for you, you came in again, we

10:49always say just trust the process. Do

10:51ABC. And then again from the work that

10:53you were already doing, you came in

10:56moved extremely quickly and you were

10:58able to use your background in the

11:00clinical world to really help you. And

11:02so let's talk about that. You didn't

11:03have the sales background that

11:05everyone's looking for. Just so you guys

11:07know, I want everyone to hear this is

11:08they're going to say, "Oh, you don't

11:09have the B2B sales, right? And selling

11:12to a bakery." They're going to be like,

11:13"Oh, that's not a surgeon." So let's

11:15talk about hey how you were able to use

11:18working the clinical background and

11:19working at the bakery and only sleeping

11:212 three hours night but being able to

11:23bring that into why one of the top

11:24companies should take a shot on you.

11:26>> Yeah absolutely. So whenever I was asked

11:28that question and rightfully asked you

11:31know um I told him I was like well I do

11:33have business business sales. I

11:35developed my own bakery from start by

11:37myself. all the marketing, all the

11:39communication, all of the um customer

11:42relationship management cycles. I

11:44partnered with the University of Alabama

11:46and ended up getting my bread into the

11:49University of Alurn Bunny Hall. Um that

11:52took a lot of effort and a lot of

11:55relentless strength to do that because

11:57they have a lot of dietary restrictions

11:59and things. So, you know, all the

12:01testing and and I it was just me,

12:03myself, and I doing all of that. So I'm

12:05like, if I can do that, imagine I can do

12:09with you and your support and our team.

12:11Medical device sales is it's a very

12:14difficult role to be in, but they don't

12:18not give me the tools to be successful.

12:20Um, you know, I feel like I had a really

12:22great team. I had great leadership and

12:24there's never a moment where I feel like

12:26I'm a lone wolf out in the wild just

12:28surviving. So, it's nice now because I

12:31can put all of that hard work and like

12:33work ethic of the 21 hours and funnel it

12:37into a team and just build that

12:39together, which is so fun. It's It's

12:42like an adrenaline rush. It's so

12:43exciting.

12:44>> Yeah. It's knowing that you're not in it

12:45alone and and again, it's like that team

12:47like you're saying, the team atmosphere

12:48of we all win, right? You win and we all

12:51win and you have that again support

12:53system and that's what people are

12:54looking for a lot of times. Again,

12:55entrepreneurship, it's lonely. you do in

12:58the bakery, it's by yourself. No one

13:00[snorts] understands the late nights,

13:01the long hours, the the challenges,

13:04right? No one's going to understand

13:05that. But when you're in medical device

13:07sales, that's what I love is it's that

13:08team. Like, everyone's got the same

13:10mission. And again, it's helping the

13:11patients, but it's also going to get the

13:13challenges. You can celebrate each other

13:15and being able to have that opportunity.

13:17But what I also loved, and this is what

13:18we always talk about, is

13:21many times we'll hear, hey, I'm a person

13:24who wants to have a family one day or I

13:26want to have children. I can't do med

13:28device sales. And the reality of that is

13:30we try to bring as many guests on to

13:31show that's not true, right? You can do

13:34that and you're still able to be mom and

13:37still be in med device sales. Talk to me

13:40how you're able to juggle the two.

13:42>> It's whether you think you can or you

13:44think you can't, you're right. Um and if

13:47you're going to hear no, don't let it be

13:49from yourself. So,

13:52you know, um there's really never been

13:55anything in my life that I've accepted

13:58no for. Um I think anything is a yes if

14:02you figure it out. Um but yeah, I

14:05definitely can understand, you know,

14:07having kids and having a family is hard.

14:09It's a lot of work. Um being a single

14:12mom is hard. Being a married mom is

14:14hard. Being a mom of three is hard.

14:17Being a mom of one is hard. Like being a

14:19father is hard. But like, pick your

14:20hard, you know? Everything in life is

14:22hard. I mean, I have friends that are

14:24stay-at-home moms, and that's really

14:26hard. So, it's like, okay, well, what

14:29hard do you want? Do you want the hard

14:32of working in a job and having to, you

14:35know, be really organized and structure

14:37your life, but do something that you're

14:38passionate about, or do you want the

14:41hard of working for a job that you hate

14:43and always wondering what if?

14:45So, it's like, yeah, it's hard, but life

14:49is hard. Like, figure it out. That's

14:51just a part of it. And I think that's,

14:53you know, a victim mindset to have. Um,

14:57everything's happening to me and I don't

14:59know how I'm going to do this and I want

15:00someone to provide me the answer for it.

15:02And those are the people that don't find

15:05success. I think that sometimes, like,

15:08it's okay to have your pity party. Um,

15:10I've done it. But one of the things that

15:12I would do is I would set a timer on my

15:14phone for 10 minutes. I'm like, "Okay,

15:16for 10 minutes I'm going to have my pity

15:17party. I'm going to be upset about this.

15:19When the timer is off, I'm going to get

15:21up. I'm going to go for a run. I'm going

15:22to go do the dishes and I'm going to get

15:24back on the loop and figure this out."

15:26So, like, have your moment, but get back

15:28to it. What works for me is just being

15:31very structured, very organized. Um, I

15:34had a list on my phone of my support

15:36system. So, my mom of course is at the

15:39top and then I have my two sisters. I

15:41have my nanny and then I have like five

15:43backup nannies that I know very well and

15:45I trust. So, fortunately, I've never had

15:48to rely on like the backup ones, but

15:50it's there if needed, you know. Um, this

15:53job requires me to leave home sometimes

15:55at 2:00 a.m., 3:00 a.m., 4:00 a.m., and

15:58I need to have someone reliable at my

16:00house, make sure my son's safe, and that

16:02he gets to school. So it just requires a

16:04lot of like organization and planning,

16:06but once you do that, you know,

16:09everything is a walk in the park.

16:12>> Yeah. And life's all about sacrifices,

16:14right? And what people just heard is,

16:16"Oh, you wake up at 3:00 and you leave

16:18and oh, I would never do that." I hear

16:20this all the time. But what I want

16:22individuals to hear real quick is that's

16:25not going to be Haley forever, right?

16:27That's Haley in this season as she gets

16:29started in this industry and gets her

16:31footing as a medical device sales rep.

16:35Eventually, you're not waking up at 3:00

16:37a.m. every day and doing everything.

16:39Eventually, you're going to be able to

16:41take your kids to school and pick them

16:43up from school, even as being a rep.

16:45Now, again, every day, maybe not. But I

16:48just want people to like get the full

16:50picture because to your point, life's

16:51all about sacrifices. And when you said

16:53earlier, choose your heart, right? And I

16:56was having this talk off air with

16:57multiple people today. And it's, you

17:00know, the same people who will complain

17:02about not liking their job or, oh, I

17:04would never do ABC are the same people

17:06who complain about their life, complain

17:08about how much money they have, complain

17:10about why they're not happy, complain

17:11about all the problems they have. And

17:13like you said, it's that victim mindset.

17:14And you have to at some point, this is

17:16where I always talk to people, it's

17:18about maturity. And maturity is knowing

17:20that you can't have everything in life

17:22that you want. You have to choose what's

17:24the most important for you and

17:26understanding everything is a part of

17:28sacrifices, right? Because if you're

17:30going to again, you want to make way

17:32more money, probably going to have a

17:33little less time, right? If you want to

17:35have more time, you're probably going to

17:37make a little less money. Like there's

17:38these pieces that come in it, especially

17:40at the beginning. But that's one thing

17:42I've always really admire about your

17:44mindset is again, you came in with the

17:45right mindset and I never was worried

17:47about, hey, is this is going to happen

17:48for you? Because that mindset that you

17:51already said is 99% of it, right? Do you

17:55just believe in yourself and will you do

17:57the work? And before you got here, we

18:00knew you would do the work. You've

18:01already shown that you would do the

18:02work. It's just now we needed somebody

18:04to take a shot on you. Talk about your

18:07interview process cuz it moved quickly,

18:08right? It was it was under three weeks.

18:10Most people be like, "Oh, it takes

18:11months on months." And again, I want

18:13this to be said. Sometimes it does, but

18:16every interview process is different. It

18:18depends when they're trying to hire by.

18:20It depends what the need is that did

18:21somebody just quit? Did somebody get

18:23promoted? All of these different things

18:25come into play. But let's talk about

18:27your journey as hey I want to break into

18:30medical device sales. And from the

18:32moment you joined us to under three

18:33weeks, you're now with medical device

18:36now you're in medical device sales with

18:38a great medical device company.

18:39>> Yeah, absolutely. So, um I interviewed

18:44with first the hiring manager. Um I was

18:48so nervous because I didn't really know

18:49what to expect. Um but they basically

18:51just went over like do you have like a

18:54credentials for this? Like all the HR

18:56kind of things like do you know what the

18:58job description is? Are you okay with

19:00this? Um ask like basic questions

19:02getting to know you a little bit. Um,

19:04and then typically you would go to your

19:07regional manager, but we didn't have a

19:08regional manager in my area at the time.

19:11So, I went straight to our area

19:12director. Um, and at first it was a

19:15phone call. Had a phone call with him

19:17and that went great. He's like one of

19:19the nicest people on this planet. I feel

19:21so lucky. And then, um, after that I

19:25flew out to Houston and did the

19:27in-person interview. And um so funny

19:31looking back now because on my flight

19:34was the other person I was interviewing

19:37against um sitting in front of me and

19:42the director said, "Okay, we're going to

19:44meet at this Starbucks at 9:00 a.m.

19:47Perfect." So I got there 8:00 a.m.

19:50because I was so nervous. I was like, I

19:53need to calm down, you know, and I

19:55wanted to have time to make sure I

19:56wasn't going to like vomit everywhere.

19:59But, um, I got there at the Starbucks

20:02and the other gentleman that was, um,

20:06interviewing with the director was there

20:08and was like, I'm just going to go sit

20:09over here. Um, be respectful. But

20:12fortunately, we had our interview and it

20:15went great and you just need that one

20:17yes. And I feel so grateful.

20:22um that he took a chance on me and

20:25believed in me. Um I always believed in

20:28myself and I knew that I would be

20:30successful, but just having that one

20:33person say yes and believe in you is,

20:36you know, it's something that you're

20:37never going to forget. Like I always

20:40tell him all the time, every time I see

20:41him or like I text him, I say thank you

20:43so much. Like I love my job. I I love

20:45working here. I love everyone that I get

20:47to support and I just feel so blessed

20:49every day. So, um the interview process

20:53was good. After that interview, um I

20:56found out about 3 days later and then I

21:00did another like HR interview. Um and

21:03then I had my official offer letter.

21:05>> Yeah, it it moved quick. Yeah,

21:07>> it was very quick.

21:08>> It's very quick. And again, when when a

21:10company knows and they and again they

21:11like a candidate and they're trying to

21:13hire quickly because again going back to

21:14everyone's different, you never know how

21:16fast it can be. We've actually had

21:18people, we actually have someone right

21:19now, they are in slotted into a final

21:22round interview and it's their quote

21:24unquote first interview, but because of

21:27the connections and what they've done,

21:29they're like, "Hey, this process has

21:30already been going for 6 weeks, but

21:32you've impressed us so much. Let's throw

21:34you in." And we've done that with other

21:35candidates who literally were in for

21:38five, six weeks of the program, but they

21:39got hired in the first seven days of

21:41their interview process. Because again,

21:43if you know what you're doing and you

21:44show the right things, they might have

21:46you skip a couple of the pieces and and

21:49so people have to understand that. But

21:52for you, right, you got that. Yes, you

21:54got somebody who But you came prepared,

21:56right? Everyone can hear that like you

21:58don't mess around. You didn't just like

22:00wing it. You got there early, too.

22:02That's one thing I really want people to

22:03hear is the fact that you got there an

22:05hour early, right? Right? And then some

22:07people will let their ego take over and

22:09be like, I'm going to go introduce

22:10myself and interrupt this other

22:12interview just so I can say, "Hey, this

22:13is me." Right? You didn't do that,

22:16right? You got there early. You made

22:18sure to be prepared. You did everything

22:20you needed to. And then again, things

22:22all fell in place, which is amazing. But

22:25I want to talk about this now is you got

22:27the job, right? You're able to show,

22:29hey, you did have B2B experience. You

22:32did have the clinical background. even

22:34though they might not say it's the same.

22:36And then you have to overcome ABC.

22:38You've never held a territory with a

22:40quota and helped others, right? You

22:42overcame all that, but talk to me.

22:44You're now in the job. Tell me how

22:46that's going and how you feel with

22:47everything.

22:48>> Yeah. So, I was always like a little bit

22:52nervous at first about like the selling

22:54side of things. Um,

22:58but I will say that coming from a

23:00surgical tech background has helped me

23:03more than I envisioned it would.

23:06Whenever I go into the O, I get so if we

23:09have a case posted for 7, I'll try to

23:11get there at like 6:30. Um, go into the

23:14O, make sure like check in with the

23:15scrub tech, see what all they have

23:17pulled, and I'll just kind of like be

23:19like taking like mental notes. Okay,

23:21like I see this, I see that tray, I see

23:23this. I don't see our scope seals. Hey,

23:25I'm gonna go grab those for you. Is

23:27there anything else you need while I'm

23:28gone out here grabbing this? No, I'm

23:30good. Okay, awesome. Come back. They've

23:32now gone for a back table set up or mayo

23:34set up. Um, we have a lot of floaters

23:37and

23:38turnover at some OS. Um, so you may have

23:42like a surgical tech from a completely

23:43different specialty scrubbing a

23:45hysteroscopy case and they always do

23:47neuro or ortho and they're amazing

23:50techs. But you go from putting a drill

23:52together to putting a hysteroscopy scope

23:55together and it's like what is this? So,

23:58it's really nice having that background

23:59and being able to help them like, okay,

24:01I got you. Like, you're going to eat

24:02this, this, this, and this on your mayo.

24:04You're going to eat this, this, and this

24:05on your back table, and then patient

24:06mess back and go so much smoother um

24:09because you're able to be an asset and a

24:12partner to the staff. And I think that

24:16there are some reps that come in with

24:18the mindset of selling, which is great,

24:21but I think whenever you're able to be

24:23an asset to the team and be like a

24:25collaborative partner, you end up not

24:27really having to do the selling because

24:29you build that relationship, you build

24:31that trust, and they already know that

24:32you're there to help them. Um, so

24:34they're just going to trust you to help,

24:36and they know you're not going to give

24:37them anything that's going to cause any

24:38harm to their patient.

24:40>> Yeah. And to that point, what people

24:42miss about selling is selling takes care

24:44of itself. If you always just go in and

24:46provide value, they'll want to use more

24:48of your stuff. They'll want like again,

24:49if you're an asset, they're like, "Oh,

24:51wow. Haley makes our life 10 times

24:53easier. Let's just bring her in." And

24:54then again, what happens? Volume goes

24:56up. And then what happens? You start

24:57getting closer to quota. And it all

24:59plays into this, right? But I really

25:02wanted people to hear, you know, using

25:04your background, right? You might not

25:05have ABC, but for you, when you

25:09understand the process of how does this

25:11device even get used, well, it all

25:12starts with the scrub tech, your

25:14background, who you used to work it, and

25:16now who better to talk to them and

25:17relate with them than the person who

25:19used to be in their exact same shoes.

25:21>> Oh, for sure.

25:21>> And so, you're able to to do that piece.

25:23Now, one thing I just wanted to ask, cuz

25:25this is just a fun thing for me, is you

25:27sent me a screenshot in the last couple

25:30of weeks. How are things going for you

25:32in your first several months? Yeah. So,

25:35one of the goals that I set for myself,

25:37I wanted to be 110% to quota. Um, just

25:41coming from like my family background,

25:43it's always been like, you know, hard

25:45charge, persevere. I didn't know coming

25:49into my territory where my territory was

25:52performing prior because not being from

25:54a device, I didn't know those questions

25:55to ask. My TN has had a really hard

25:59territory to manage a lot of competitive

26:01threats and it's been so fun to be able

26:05to be a partner and and help her. And my

26:08other TM I don't really look at the

26:10numbers very much. She does. She's

26:12better with the business side of things,

26:14you know. I just like show up and try to

26:17do the very best that I can and you

26:19know, give the staff and the surgeons um

26:22all of me whenever I'm there. But it I

26:25wasn't I knew that we were close to

26:27quit, but I didn't know that we were

26:28that that close. So, it's been very um

26:33very nice being able to see that success

26:36and all the hard work and kind of take a

26:39breath and realize like, okay, this is

26:42this is nuts. Um but I don't want to

26:44just stop there because, you know, we

26:46still have so much to achieve in our

26:49territory. Um, and yeah, like we have a

26:52quota to hit. And that's another part of

26:55the jaw too that's fun. Like one thing I

26:58love about my device is it's very black

27:00and white. You have a quota. You either

27:02hit it or you don't. And it's very

27:05objective driven. And for me, that's

27:07just the way that my brain is wired. So

27:09I know like, okay, I need to hit this

27:11today. I hit this this week. I need to

27:13hit this for the month. And then this

27:15for the quarter and this for the year.

27:17And it just makes it very easy to know

27:20daytoday how to win the day and then win

27:23the year.

27:24>> So I love that it's it's and it is like

27:27a adrenaline drive and it's a lot of fun

27:30>> and it shows why you've been successful

27:33already and how you guys are now

27:34exceeding quota and you're going to

27:36continue to just take the steps because

27:38again when you're ready to go prepare

27:41before you actually go out and play and

27:42then you actually just go follow

27:43through. It's fun what can happen and

27:45also again just grit, personality, being

27:48able to be a resource. It goes a long

27:50way and it's and it's really fun for me

27:52just again to watch. We already knew you

27:54were going to be successful, but how

27:55fast you've gotten and now that you're

27:56already making an impact inside your

27:58territory, it's truly just so much fun

28:00to watch for you from our side and and

28:02I'm so excited for you.

28:05The next question I have for you is a

28:07lot of people are going to watch this,

28:08right? They're going to say, "Haley,

28:10that's fantastic. You broke in. I want

28:12to break in." Michael, what's your

28:13advice to someone who's trying to break

28:15into medical device sales?

28:17>> Yeah. So, one of the things that I did

28:20first um whenever I started the program

28:23was I just reached out to everybody I

28:25could on LinkedIn. Um looking back now,

28:29well, after I did that for a while, I

28:31went back and took your advice and

28:32figured out what company am I actually

28:35interested in? What division am I

28:37actually interested in? Where do I have

28:39a passion? Focus on that area. And then

28:43it's really fun because you do some

28:44investigative work. So you figure out

28:46who with that company in that division

28:48is in your area. Find them, reach out to

28:52them, you know, and don't like, oh, I

28:54want a job. Like try to figure out what

28:56their day-to-day looks like, you know,

28:58see how you feel about that. Is that

29:00even what you're looking for? Cuz it

29:02could it could not be. And it could be

29:03an easy way to figure out, okay, well,

29:05maybe that's not for me. Maybe my best

29:06foot is over here. Um, so that's what I

29:09did is I found the people in my region.

29:13Um, I reached out to every single one of

29:16them. So, everyone in my region,

29:18there's, uh, 15. So, I reached out to

29:21everyone in my region, got on the phone

29:23with every single one of them. Um,

29:25figure out what their day-to-day looks

29:27like and what they would want out of me

29:30in the first year, what my goals would

29:32look like, how I can make this better,

29:34what would it take for me to be an asset

29:35to their team. um and just really built

29:38that relationship and advocated for

29:40myself. Um you can't sell a device if

29:43you can't sell yourself first. So having

29:46confidence in yourself, um doing the

29:48research, everything is out there like

29:52use your resources. So find out what's

29:55the company's mission, what are their

29:57products, why do they have those

29:58products, you know, what purpose do they

30:01serve, how do they help their patients,

30:03um you know, what does the market value

30:05look like? figure out who their

30:06competitors are, why are there their

30:08competitors, who's their biggest

30:09competitor? Um, you know, so there's a

30:12lot that goes into it, but I think that

30:14the program does a really good job of

30:16preparing you. Um, I think that you and

30:19Roxy and Toby and everybody did a really

30:21good job of supporting me through the

30:22process whenever I was going through,

30:25which helped significantly.

30:27>> Yeah. Well, again, you were ready to run

30:28through the wall. We just needed to kind

30:30of show where the wall might go and then

30:31maybe show a doorway to go and then you

30:33went through it and you 10 times

30:35exceeded everything. And like I said,

30:37it's a lot of fun for us to sit in our

30:39side and be like, "Yep, she's crushing

30:40it." And then again get these texts and

30:42be like, "Oh, yep. No surprise. She's

30:44crushing it." And just seeing what

30:45you're doing. It's this is just the

30:47beginning. But the question I've been

30:49really wanting to know is a looking back

30:52six months ago even before she joined

30:55the program, before she got into med

30:57device sales, before she even made the

30:59decision to like go all in

31:01to see where you're at now.

31:04What do you feel like has been the

31:06biggest takeaway in those last six

31:08months? And what's the thing you're

31:09probably the most proud of?

31:11>> Yeah, so it was scary. um,

31:16you know, investing in my future and not

31:19knowing what God was going to look like.

31:20It was a scary step, especially making

31:23as little as I was making. Like, I mean,

31:25that was like a fifth of my income at

31:27the time. But I knew that I needed to do

31:31something. Like, you can't expect change

31:33if you don't ever make a change. And

31:35what I was doing wasn't working. And I

31:37knew that I wanted more. And I'm so glad

31:41that I trusted myself and you and took

31:45that step. Um, but I will say like it's

31:50more than just taking the step. It's

31:51putting in the work to do it and

31:55really, you know, staying up late and

31:57researching and writing down those

31:59interview questions and practicing them.

32:00Like, there were so many nights after I

32:02put my son to bed that I was like, I

32:03just want to go to sleep. But I'm glad

32:06that I didn't. like I have a whole

32:07notebook full of interview questions and

32:09things that um I relentlessly went

32:13through and practiced and you know

32:15looking back at all of that I'm just I

32:18think the biggest thing for me is I'm so

32:19glad that I trusted myself

32:22>> because I know that at this point I

32:24would still be asking well what if what

32:27if and I'm just glad I don't have to

32:29live with that. And that's what people

32:31really miss is right because people get

32:33afraid and they always bring money into

32:35an emotional side, right? Money gets

32:37emotional and it is you have to have it

32:39to pay your bills. But for people that I

32:41just hope can I can educate you all on

32:43this is

32:44>> most people don't think about the mental

32:46tax of the whatifs, the 3 months, 6

32:48months, 12 months, and you'd be better

32:50off to just rip the band-aid off and

32:52just know, hey, I tried or I didn't try

32:53or whatever it is. Because I always tell

32:55people, right, and I always bring in my

32:56faith. It's kind of like God's like

32:59either trust me and like follow me or

33:02don't. Like don't be lukewarm. Like

33:03don't don't say you will and then don't

33:06do it. And it's kind of the same thing

33:07with anybody's goals. Like either decide

33:09to go all in or just don't give in

33:11because you're going to drive yourself

33:12more nuts going 50% and then stopping

33:15and then 20% and then stopping because

33:17then you're going to say you tried but

33:19you really didn't actually try. Right?

33:20So that's number one. Number two, I

33:23always want to put this out there for

33:24anybody who's ever thinking about that

33:25next step of investing in themselves, is

33:28most people look at investing wrong.

33:29They think about, I'm going to put money

33:30in and they think they're going to burn

33:32money on fire. That's not what happens

33:34when you invest. When you actually

33:35understand investing, that means I put a

33:36dollar in today to get more than a

33:38dollar out tomorrow. And the beautiful

33:40part with us is you came in in under a

33:43month. You you grinded and hustled. And

33:46let's make this clear, you were already

33:47grinding and hustling before you ever

33:48came to us, right? but actually grinding

33:51and hustling for in under one month, you

33:54changed your whole entire life. And not

33:57only did you make your investment, you

33:58made your investment back, already

34:00making more than what you currently were

34:02making. And and this is the least amount

34:05of money you're ever going to make

34:07inside of this industry because you're

34:08only going to keep going up. And I just

34:11hope I can encourage somebody whether

34:13you invest in something else or wherever

34:15it's at. You have to put on the the ball

34:18cap of when I invest it's for the next

34:20year. If I put a dollar in today, hey,

34:23if I made more money in a year or if I

34:25got new skills that will help me for the

34:27rest of my life, is it worth it? Right?

34:29And this is I share this because people

34:31will come to our program or whatever it

34:33is that's not like the S&P and they'll

34:35be like, well, what's my return? What's

34:37all this? And it's like, but if you talk

34:38about a retirement, you're putting a

34:40dollar in today to get it back when

34:41you're 65. And everyone does that,

34:44doesn't think, because they just get

34:45told to do that. And and they can't even

34:47tell you how much money they'll make

34:48after it. And I just always try to

34:49educate people. If you go put in the S&P

34:52and you get 10%. Aka, you put 10 grand

34:56in in one year. If you got 10% returns,

35:00that's decent. That's average. Aka, I

35:02put 10 grand in in 12 months. If I got a

35:05$1,000 back, so I started with 10. Now I

35:07have 11. That's a pretty good

35:10investment, right? Like you said, you

35:12come in in under a month, you double

35:14what you're pretty much making. And now

35:16again, this is the least amount of

35:17you're going to make. And let's take

35:19everything else. Let's take the money

35:20side away from it. What about the skills

35:22that you earned? What about the

35:24confidence you gained? What about you

35:26trusting in you to now go do the next

35:28thing to go take that step? And like you

35:31just said, you bet in you so you never

35:32have to wonder what if. And I just want

35:34to say this, I'm not saying this about

35:36med device sales. I'm just saying this

35:37for a lot of people. You guys would all

35:38be better just to spend some money and

35:40stop wondering about the what if. Then

35:42you guys still wondering about the what

35:43if 6 months later and never taking that

35:46step and then staying in this exact

35:47cycle to where you're not happy, but you

35:50don't love your life, but you don't make

35:51enough money, but you don't make enough

35:52money because you won't invest. You

35:53won't invest and then you stay broke and

35:55you stay broke and then you hate. It's

35:57this cycle and you guys don't even know

35:58you're in it. Compared to, hey, who do I

36:01trust? Who do I bet? And the last thing

36:03I just want to put out here for people

36:06because I really want to talk to

36:07someone. I feel like I'm talking to

36:08someone right now. Here's the

36:10difference. When I talk about rich

36:12people and poor people, and I don't mean

36:15this to be rude and socioeconomic. I'm

36:17just telling you guys from what I see.

36:20People who don't make a lot of money tie

36:21emotional ties to money. People who make

36:23a lot of money don't tie emotional ties.

36:26They tie logical ties. And so I always

36:28say this, here's the difference between

36:29rich people, poor people. Poor people

36:31ask how much. Rich people ask, "What's

36:33my return?" A poor person never spends

36:36$1,000 because it's too much money, but

36:38they'll buy the new iPhone. They get the

36:39new Jordans. They get all the

36:41depreciating assets compared to rich

36:44people are happily pay 10 grand if they

36:46can make 10 grand. And then I always say

36:49this is let's go one step further,

36:51right? Poor people think emotionally and

36:54they always go, "What if?" And they

36:55always go negative. What if I spend the

36:57money? If it doesn't work, what if what?

36:58And then I always get to make the joke,

37:00what if the aliens come back tomorrow?

37:03Then none of this matters anyway. But

37:04it's always what if and negative. And

37:07then I always say, but rich people think

37:09what if and more positive. But they will

37:11still feel all those emotions that you

37:13all are feeling right now. The only

37:15difference between rich people and the

37:18not rich people, they don't let the

37:20emotions dictate the decision. They go

37:22ask themselves, hey, logically, do I

37:24believe ABC? Do I believe this? And if I

37:27believe it, no matter how I feel, I'm

37:29still going to move forward with it. And

37:30I share this because anyone who's ever

37:33bought a house, if you're going to go

37:35buy a house, the moment you go to sign

37:37your life away on all the different

37:38pieces of paper, if you think

37:39emotionally, you will never buy it. You

37:41will never be like, "Oh, I'm going to

37:42pay 2 3 4 600 grand for a house."

37:47But when you take the emotional side

37:48away and you just say, "Oh, no. This

37:50logically makes sense. I can afford the

37:51down payment. I can make this. This is

37:53less than what I would pay in rent. and

37:55then I will have an asset in 20 years

37:57that then you're able to move forward.

38:00And so I always just share this for

38:01people cuz I would really want this to

38:02be like educating. Again, I'm not saying

38:04do our program, go do your own thing.

38:06I'm just saying how most people don't

38:08think about it is they always just go

38:09the emotional side instead of saying,

38:11"Hey, what's the actual logical thing

38:14and how do I actually want to look at my

38:17investment?" And again, going back to

38:19most people I meet, they live in fear.

38:21And they tell me the life they want to

38:23live, but then they let the current life

38:25where they're at, which is the life

38:27they're truly trying to run away from

38:30keep them stuck because they have the

38:31fear to leave that life instead of I

38:33always say, "Hey, the person who is

38:35where you want to be in a year, are they

38:37coming from a place of confidence or

38:39fear?" Confidence. And then I'm like,

38:41"Okay, what are you going to do?" And

38:42they're like, "I'm going to go back to

38:44what if and play and fear and all the

38:45stuff." And then the last statement I

38:47really wanted to put here, and this is

38:49going to be a little triggering to some,

38:50so I understand it. I always just I'm

38:52going to put this preface for you, but

38:53if you can't afford $5,000 and not worry

38:56about it, you're not in a good financial

38:57spot.

38:58>> And you can be offended, but I just want

39:00anyone to hear this. If you are

39:01offended, that means that's you. It's

39:03the same thing with fit people. If you

39:05go call someone who's fit not fit, fit

39:08people laugh at you and they say,

39:09"That's funny. I'm fit." Walk away. But

39:11if you're not fit and you get called not

39:13fit, you now get offended. Right? So I

39:15share that too. What we've seen is

39:18financially if you can't afford

39:20something five grand and five grand puts

39:22you out homeless can't do all the stuff.

39:25I always tell people you actually have

39:26nothing to lose because for most of you

39:29you all have family you have friends and

39:32everyone's like I'll I had somebody the

39:34other day what happens if I become

39:35homeless and become a drug addict? And I

39:37was like well do you actually think that

39:39would happen? Do you do drugs now? And

39:41they're like no. And I'm like so where

39:43did that come from? And again, I I share

39:45that as a joke for everyone to hear.

39:46That's what you all do. You all go what

39:50if. You go fear. You go say something

39:53that makes no sense that you in your

39:55craziest mind would still never do. But

39:57that's what you do in that moment. And

39:58then we call it the spiral. And I'm just

40:00I'm sharing that for somebody.

40:02>> Walk away.

40:03>> Walk away. And so I just share that. I

40:04wanted to spend some time on that

40:05because again again I'm not saying work

40:07with us. I'm just saying for anybody

40:09again, if you want to buy real estate,

40:11if you want to go do something, there's

40:13things you have to unlearn from what

40:14you've currently been doing. And again,

40:16if you keep doing the same thing, you're

40:17going to keep getting the same results

40:19>> and something change. Nothing changes if

40:21nothing changes.

40:21>> So true. And change is hard. I mean,

40:23change is hard for anybody. But one

40:25thing that I think is so important to

40:27realize that I didn't realize before

40:28coming into this was, yes, the money is

40:31great. It's just very nice to make more

40:34money. It's, you know, refreshing, but

40:36there's so much more that I gained from

40:38Medivvice other than just a higher

40:40income. Like the relationships, the

40:43training, like all of the memorization

40:48that we have to go through and the

40:49training we have to go through that puts

40:51you through the ringer. Um, and I'm so

40:53lucky for it because it it was the first

40:55time since college that I felt truly

40:58tested and I loved it, you know, and

41:01it's not just you go through training

41:03and you're done. It's like every week,

41:05every week we have trainings, you know,

41:07and you get the opportunity to learn.

41:09And I feel like it's so nice to wake up

41:13every day and enjoy what you're doing.

41:15People that say to me, "Oh, I can't

41:16believe you wake up at 2:00 in the

41:18morning. That's crazy." I'm like, "Well,

41:21I mean, I get to go and hang out in O

41:24with a really amazing surgeons." One of

41:26my surgeons was a professor at Harvard,

41:28and I get to just be in her presence and

41:30talk to her and help patients. and this

41:33woman that we got to help today wasn't

41:34able to have children. And now with the

41:36procedure that we're doing might

41:38increase our chances of having children

41:39and I love my baby, so I needed to help

41:42offer that to someone else. Like I will

41:45happily wake up at 2 a.m. to go do that,

41:47>> you know? So it's like it's more than

41:49just the money. It's like yes, the

41:50money's great. like I love having a

41:52higher income now, but being challenged

41:55professionally again and feel like I'm,

41:58you know, challenging myself on an

42:00education aspect and then also building

42:02these relationships with these people.

42:04Um, you know, from the physicians, the O

42:06staff to the nurses, the educators to

42:09the practice administrators and my team.

42:11Like, it's just a lot more that you gain

42:14other than the money side of things that

42:16you really don't think about before

42:17getting into it.

42:18>> Yeah. I just want to put this out there.

42:20money just solves money problems, right?

42:22But there's a bunch of people who make a

42:23lot of money and then they're still not

42:24happy. And this goes back to what you're

42:26saying is you're fulfilled, you're

42:28passionate, right? Because if you're

42:30fulfilled and you're passionate, you'll

42:31wake up at whatever time because you

42:33know you love it. And again, money is

42:35just a transfer of value. The more value

42:37you bring, the more passion, the more

42:38better you get at it, the more you make,

42:40right? And too many people get caught up

42:42on just the money, right? But for you, I

42:45want people to really hear that it's the

42:47passion. It's you feel fulfilled. And

42:49that's the thing that we hear the number

42:51one reason people want to come to

42:52medical device sales and work with us is

42:55right now I currently don't feel

42:56fulfilled and I want to wake up excited

42:59every day. And now you get to wake up

43:01excited. You know you're making an

43:03actual difference. And like you said,

43:04you get to work with some of the

43:05smartest individuals in the world who

43:09actually are making a difference. And

43:10because of you, you get to make an

43:12impact on those people. And that's

43:15what's so amazing about this industry is

43:17again, like you just said, the money is

43:20just a byproduct. It's just a cool thing

43:22that happens with it. But when you're

43:23actually helping people like that, I

43:25want everyone to think what she just

43:27said. Somebody who can't have a baby now

43:29because of what they've done now

43:31possibly will have the chance to have a

43:32baby. Like invaluable. And again, think

43:34about the difference you're making. And

43:37I hope that just hits somebody because

43:38if you're sitting here with another day

43:40of just doing another thing where you're

43:42not fulfilled, you don't like what you

43:43do, all this stuff, you could actually

43:46be in an industry that does that and

43:49make a difference.

43:49>> It blows my mind how many people just

43:51stay stagnant with what they're doing.

43:53Like they hate their lives, they hate

43:55their careers, they don't like their

43:56job, they don't like their co-workers,

43:57but they don't think about what if I do

44:01something different. And there was a

44:04woman that I went through um headquarter

44:06training with. She was probably I think

44:08in her like in her 40s and I, you know,

44:12I told her, I said, "I think that you

44:14are so amazing for choosing yourself,

44:17you know, and leaving a career and doing

44:19something completely different

44:22and having this passion now for what

44:24you're doing." She love it. She actually

44:26had um she had a procedure that we offer

44:31the device for and it changed her life

44:35and now she works for him. I just think

44:38that's so cool. Yeah.

44:39>> You know, and to have the confidence be

44:42like, you know what, I'm not really

44:43enjoying being a teacher anymore. I

44:45think I'm going to go do this.

44:46>> You can do whatever you set your mind

44:48to,

44:48>> but don't let the person telling you no

44:52be yourself.

44:53>> Yeah.

44:53>> Like just go do it.

44:54>> Yep. That's it. Just go do it.

44:56>> And my encouragement is go do it, but

44:58also just do a little research. And to

45:00cuz to your point, you can do whatever

45:02you put your mind to. But most people

45:04just go blindly at it compared to

45:06there's probably people who have done it

45:08before, might have. But again, you just

45:11just to help yourself because again

45:13going back to that victim mindset, the

45:15amount of human beings I've talked to

45:16who've tried for two years,

45:18>> can't get a second round interview, and

45:19then say, "Oh, it's the industry." It's

45:21like, well, what did you do? How'd your

45:23messages show up? How much did you

45:24commit? What research did you do? How

45:26did you There's so many other things

45:27that come into it. And so for anyone out

45:30there, I just hope this really gets you

45:32going if a single mother who's getting

45:35two to three hours of sleep making bread

45:38for a college and wants something more

45:42can go do it. And then now you've

45:44crushed it. You've broken in under a

45:46month. You worked really hard for a

45:47month to change your life. And now

45:48again, you work really hard. But now

45:50again challenges we're talking about is

45:54you're excited you're going to grow in

45:55your career you're doing all that aspect

45:57that aspect it's not can you pay your

45:59rent right it's just a different

46:00conversation great great new problems

46:03but for you because Haley bet on herself

46:06because Haley put in the work because

46:08Haley went and just didn't take no for

46:10an answer and she believed in herself

46:13Haley in under a month changed her whole

46:15entire life and now every single day

46:17gets to go change other people's lives.

46:19I'm team blue. But, you know, I I just

46:23feel so lucky, so grateful, and I'm glad

46:25that I took y'all's advice whenever I

46:27did. You have to be able to drop your

46:29pride and drop your ego to be successful

46:32in this job. And to be able to drop your

46:35pride, drop your ego, and be like,

46:36"Yeah, I could probably get in, but why

46:39wouldn't I use my resources and ask for

46:42help?" Because it's one thing to get

46:43into Medivi, so what happens if you get

46:44fired in a month because you have no

46:46idea what you're doing?

46:47>> Yeah. you know, so I think that's where

46:49you guys really prepared me and made me

46:52feel a lot more confident in myself to

46:54help me be a better teammate currently.

46:57>> And I appreciate that because that's

46:58what we really focus on again, guys, is

47:00I just always say this, we're here to

47:01help you have a career, not just get a

47:03quick job. And again, we get people

47:05hired quickly, but for example, I want

47:06you to guys to hear this. She's already

47:08crushing it. They're already hitting

47:09quota. And again, it does us no good to

47:11get people hired and they get fired or

47:13quit or just leave or it's not the right

47:14fit. It's want to set people up to go be

47:17an asset to a team. Go actually make a

47:20name, which you are making a name for

47:21yourself. And I just know you are going

47:23to be so so successful in this industry.

47:25And I just want you to know Haley truly

47:26from like the bottom of my heart. I'm so

47:28proud of you because I've got to watch

47:31your journey maybe not be along every

47:33step of the way over the last several

47:34years, but knowing the first time I met

47:36you to then this next call we had to

47:40then seeing what you did in under a

47:41month to see where you're at now. Yeah,

47:43tonging is everything

47:45>> and blading in yourself is everything,

47:47you know, because I mean I think it was

47:50about four or five years ago whenever I

47:53first wanted to get into medical device

47:56from my confidence in myself then and my

47:59why then to like my confidence myself

48:02now and my why now. You know, that's so

48:05different and it makes it makes a huge

48:06difference when you're trying to break

48:08in. makes you more successful in your

48:10career, too, because you it it's what

48:12gets you up out of bed at 3:00 in the

48:14morning.

48:14>> Yeah. And you're going to absolutely

48:16crush it. I just want you to know so

48:17proud of you. Thank you for letting us

48:19be a part of your journey.