1 Hour of Brutally Honest Advice to Nurses

0:00This group of nurses are going to share

0:01their journey on how they broke into

0:03medical device sales.

0:04>> There's only so much you can do in a

0:05hospital field. If you really want to

0:07make a difference on a broad spectrum,

0:09this is your opportunity. Like this is a

0:11great field to be in.

0:12>> What steps they took and their advice to

0:14other nurses. A lot of nurses I work

0:16with, they want more. You're kind of

0:18stuck in this mentality of like, well,

0:19to get more money, you have to do more

0:21work, you have to take more call, you

0:22have to do more this, do more that.

0:23>> What about medical device sales really

0:25got you hooked where you're like, hey, I

0:27think I'm going to go all in on this.

0:28The idea that I could have the life I

0:31always thought I could with my family of

0:32actually being able to like enjoy my

0:35time with them and not come home and be

0:37like, I need 5 minutes before I can even

0:39like talk to you, like do anything, like

0:41get my life back, go back to the things

0:43that I was enjoying doing, working out,

0:44playing sports, and not feeling like

0:46work was consuming me to the point where

0:48I couldn't function anymore. You know,

0:50I've been a nurse for 3 and 1/2 years. I

0:52got maybe 9 months on the floor by

0:55myself before CO hit. That's when things

0:57really took a turn for I don't want to

0:59say the worst, but that's truly how it

1:01went. The amount of work that was

1:03expected of us, you know, tripled. There

1:06was no incentive to work more. They

1:09didn't give us raises. It was just kind

1:11of a nightmarish situation. People are

1:14dying left and right and they had to do

1:15it alone. Burnout is an understatement

1:18because, you know, what leads to burnout

1:20is compassion fatigue. and I became a

1:22nurse to, you know, make someone's day

1:25on one of the worst days of their life.

1:27You want to bring a little bit of light

1:29and joy and compassion to help make that

1:32day just a little bit easier. And you

1:34know, before full burnout, you

1:36experience compassion fatigue. And

1:38that's when you are just I don't want to

1:41use the word burnt out, but you're just

1:42so exhausted and overworked that it's

1:45hard to truly be compassionate in your

1:47work and be patient and be kind because

1:49you have 18 other things to do in that

1:52exact minute. So you're just kind of go

1:54go task oriented. That was really hard.

1:57I took some time doing like vaccine

1:59support trying to figure out do I really

2:02want to leave nursing? Is this for me?

2:04And I realized I loved it. So I went

2:06back full-time. But after the second

2:09wave of COVID was almost just as bad as

2:11the worst because so many nurses were

2:15leaving. Um they were giving us at this

2:17point nice financial incentives to work

2:20more, but that just led to more burnout

2:23at a faster rate. It's just hard when

2:26all you want to do is help people in a

2:29tough situation and the hospital is just

2:32a machine. It's driven by money, which I

2:35understand it's a business, but when

2:37you're losing nurses left and right and

2:39then forcing them to get vaccines, I

2:41could go either way on it, but that also

2:44led to even further staffing shortages.

2:48So, it was just kind of a snowball

2:50effect.

2:50>> The path that I was on was not

2:52sustainable. It was not filling my cup

2:55at the bedside over time. You're giving.

2:59You're giving. I know what I signed up

3:01for in the nursing field. But we all

3:02know what we signed up for. It is to

3:04advocate and to provide the care so they

3:07can get better. Right? At some point

3:09when the burnout sets in, that's just a

3:11sign that you're kind of running out of

3:12fuel. And I was reaching that point. I I

3:15wasn't prepared to give anymore in that

3:17capacity. I was I was running low. I

3:19needed to find a path where I could

3:22still be a giver and assist patients and

3:25getting better and help them in that way

3:27and advocate for them that way. But at

3:29the bedside, I my cup was becoming less

3:32and less full. I I felt that slipping.

3:35I'm sure other nurses know exactly what

3:37I'm talking about. But coming in, it

3:39becomes harder and harder and you have

3:42less and less energy and it really

3:43starts to bleed over into your personal

3:45life. And then now you're not being the

3:48best at home or you're not being the

3:51best with your family, your friends.

3:52Like those key relationships start to uh

3:55get impacted, right? the relationship

3:58you have with yourself gets impacted.

4:00You start losing your identity. I kind

4:02of started seeing that happen. And so it

4:04it was important that I found something

4:06that I was still able to help patients

4:10without the that that that same personal

4:12burden that I was I was getting at the

4:14bedside. And I I was also kind of just

4:17tired of not feeling, you know, the

4:20efforts that you're putting in is not

4:22what you're getting out of it. you know,

4:24and that was a big part of making that

4:26transition and seeking this opportunity

4:28and this career path was what you put

4:30in, you get out at the bedside. You can

4:34put in a,000%. But you're not going to

4:37get that in return. And so there's that

4:38there's this give and take that happens

4:41under the radar. And that that was like

4:43the main the main thing for me.

4:45>> What was kind of the moment you started

4:47looking at something else? Was it year

4:50one? Was it year five? Was it year 10?

4:52you just finally ran out of it or when

4:54was that time for you to be like I

4:56absolutely love nursing. It's what I

4:58went to school for. I love helping

4:59people. But when did those next steps

5:01start coming where you were thinking

5:02about others?

5:03>> Probably once CO hit. Truthfully, we

5:06never fully recovered from the shortage

5:08that we experienced and seeing the care

5:11that was just going downhill. But the

5:14demand for what they wanted from us kept

5:16going up and up and up and I was like,

5:18some of this is just not safe. Like this

5:19is not okay. And this is my license on

5:21the line. like my life, my livelihood,

5:23like I am not okay with this.

5:25>> Um, so I waited it out and I was like,

5:27"Okay, maybe it'll get better." You

5:28know, you got to give it time like

5:30anything else.

5:30>> Yep.

5:31>> And it just didn't it became a financial

5:33game. Turn around, get them in, get them

5:35out, like even if they're still not

5:37100%. And it just didn't sit right with

5:39me.

5:40>> I just couldn't do it anymore.

5:42>> And so that happened in CO, but then you

5:44stayed there for about three, four more

5:46years after that. What was it like

5:48knowing that you maybe weren't all the

5:50way wanting to stay there, but then you

5:52still went to work for the next three to

5:53four years with those

5:55>> really hard. I loved loved loved my

5:58co-workers and that is what kept me

6:00there for as long as it did. My team was

6:02awesome. We had a great rapport. Like

6:05that is really what kept me there for so

6:07long. And then we had an incident with a

6:10patient and it really came down to me

6:13being reprimanded for it and I was like

6:14I didn't do anything wrong and I know

6:16that. So, I'm done.

6:18>> I was working a lot. There was times I

6:20was waking up at 400 p.m. My whole

6:22biological clock was resetting.

6:24Nighttime was becoming my body's awake

6:26daytimes and then having to separate

6:28from working nights. It's all of a

6:31sudden I'm off and now I got to try to

6:34do my social life where everybody's so

6:36used to going to bed at night and waking

6:37up during the day and I'm not trying to

6:39cross function with them and uh yeah so

6:43you know it does affect you know your

6:45mental your social um your physical for

6:48sure you know you're on your feet for 12

6:49hours um but I think that's some of the

6:51main things that a lot of nurses can

6:52speak to um and then obviously the big

6:55side of it too is you know when you look

6:58at the financials of nursing I I don't

7:00think any nurse truly ever really feels

7:03compensated for the effort they are

7:05putting in regardless of whatever you

7:07know department they work in.

7:09>> Um so for me that's kind of those things

7:11started adding up and then a big thing

7:13man especially in my nurse career is I

7:15started feeling really stagnant even

7:17with travel nursing was like I'd still

7:19show up to a new hospital you know I'd

7:21meet a new team and that was helping me

7:23but you know after a while just things

7:25become so routine. It's like, you know,

7:28you show up, you start working around

7:29the same schedule, especially as a

7:30traveler, you're at the mercy of

7:32whatever days they want you to work. You

7:33don't get to choose your schedule.

7:34That's the downside to traveling is

7:36because they are contracting you and

7:38they are paying you better.

7:40>> You're going to fill in the gaps where

7:41they need those gaps filled. So, you

7:43know, I was starting to work a lot of

7:44weekends. So, not even just working at,

7:47you know, nights or whenever I was, it

7:49was like I was working the weekends and

7:51then during the weekday when I was off,

7:53you know, my girlfriend's going to work,

7:55all my friends are going to work. And

7:57so, you, you know, you don't mean to,

7:59but you kind of build this almost

8:01isolation with nursing, too, where it

8:04really does start feeling like it's

8:06becoming work and home and work and home

8:08and work and home.

8:09>> Yeah. and uh you know, you you almost

8:11got to like really push yourself to

8:14maintain just a regular schedule.

8:16>> If you're a nurse or a clinical

8:17professional looking to break into

8:18medical device sales, but don't want to

8:20be wasting time, don't want to be

8:22hitting your head against the wall of

8:23just hoping it works out or just

8:25continue to get rejection letter after

8:26rejection letter, then feel free to

8:28click the link below and schedule a call

8:30with our team where we can talk about

8:31the next steps of helping you break into

8:33medical device sales well over six

8:35figures. The initial draw to nursing is

8:39this idea that it's going to open so

8:41many doors, but there's there's tons of

8:44doors, but they're not all there's not a

8:47lot of money behind every door.

8:48>> Yep.

8:49>> So, you could go anywhere, do anything.

8:51I got a friend that went from nursing,

8:53now he's with it, and you know, yeah, he

8:56got a little bump, but you know, now

8:57he's got more on his plate than he's

8:58ever had before, and he doesn't know how

9:00to do half the stuff. And it's there's

9:01so many options, but once you kind of

9:04find one that you get comfortable with

9:06and relaxed in, you stick with that. And

9:09then there's this fear of just change.

9:12Overall, just change

9:13>> and you're comfortable. You're like,

9:15it's 15-minute drive to work. I do the

9:17same thing every day. It's great. Don't

9:20have to think half the time when you're

9:21doing it, but it's comfort. It's pure

9:23comfort. And that's that's one of the

9:25kind of scariest, more kind of anxious

9:27things for me is that I'm stepping out

9:29of that comfort. But I know that on the

9:32other side once I, you know, it's going

9:34to take a little bit of time to get

9:35comfortable. Once I get there,

9:37>> it's going to be amazing. When I

9:39initially went into nursing, I thought

9:41it was going to be a lot of autonomy.

9:43And it's kind of what they drive home in

9:45school.

9:46>> You know, you're caring for your

9:47patients, you're doing this, you're

9:48doing that, you're doing this. And

9:51there's some there's some autonomy, but

9:53it depends on where you're at. But at

9:55the same time, it seems like to me

9:58there's more and more like nursing

10:01political oversight.

10:02>> I remember being a new grad nurse and

10:04being like working on the same floor cuz

10:06I was a tech for like two years before I

10:07became a nurse on that same floor. And I

10:09was working with nurses that have been

10:11doing the same floor for 30, 40 years.

10:13And I remember telling myself, I'm like,

10:15I cannot do this.

10:17>> Like I love my patients. I love taking

10:18care of people. It's always been in me.

10:20Like I I just love helping people. And

10:23when I saw I'm like there has to be

10:25something more out there. Like there has

10:26to be something that I can like and with

10:28medical device like you're using a

10:30product and you're helping surgeons like

10:32make a difference on a broad spectrum.

10:33And that's that is more

10:35>> like appealing to me than sitting 12

10:38hour well not sitting working 12 hours

10:41and taking care of um these patients and

10:43then the next day it's like I don't even

10:45hear from them like how they're doing.

10:46Like I it's just like in-n-out type of

10:48thing. We get a lot of nurses that are

10:49reaching out to us or or even like

10:51nursing students um that reach out to us

10:53and it's because again you guys all get

10:55into wanting to help people, right? But

10:57I say this on every podcast and I and

10:59I've worked with so many nurses. The the

11:01normal things that I hear is, "Hey, I'm

11:04capped on hours. I really have to just

11:07take more shifts if I want to make more

11:08money." Um a lot of times I don't get

11:10treated the nicest by either the

11:12patients or even the other staff or the

11:15doctors or whatever it is. Um, and I'm

11:17really at a career stump because like I

11:20could go maybe take after they have some

11:21experience a managerial role, but the

11:23responsibility is way more and the money

11:25is usually not matching it. And so they

11:27feel stuck. But many of the people again

11:29we work with with nurses that we've

11:30helped break in, they just know they're

11:32meant for more. For some reason, the

11:33hospital and especially the nursing

11:35culture is like the crab in the bucket

11:37culture. It's if you want to do better,

11:40we're actually going to be very rude to

11:42you. We're being mean to you. And we'll

11:43also tell you you can't do it because we

11:45can't do it. Um I can I can just tell

11:47you guys there's a lot of industries

11:48that people become stagnant

11:50>> and I watched nurses where a lot of the

11:52nurses we get they're like Jake I don't

11:53want to be at the same place for 40

11:54years. Um we just watched retirement

11:56that I don't want that. That's number

11:58one. But number two that I I see there

12:00is you know I've worked with a lot of

12:02nurses. I've worked with people who they

12:04just don't believe in themselves and

12:05they don't believe they can do it. And

12:06so when you try to go do it they're

12:08going to grab you and they're going to

12:09say you can't do this. You're not good.

12:11But deep down, all the nurses like

12:13yourself and others we've worked with,

12:15they knew they were worth it. And now

12:17y'all work half the amount that they're

12:20going to work and you're going to make

12:21more. And your career trajectory just

12:22went up like crazy, right? And so the

12:24reason I'm just saying that is I just

12:26want to put that is a to every nurse out

12:28there is like number one,

12:30>> we see you. Usually when I say that

12:32they're like, are you reading my mind?

12:33Because I know the the pain points.

12:35We've we've talked to enough. But number

12:37two is it is possible. found myself

12:40working five to six days a week, working

12:42the nights and working that is very

12:45quick way to get burnt out. Learning

12:46about medical device sales that I can I

12:48have this passion for helping people and

12:50that hasn't changed and I can still do

12:52that and now even on a much broader

12:54scale I have a much larger net to cast.

12:56So that's what excited me so much to

12:58make this jump. I know how scary this

13:00can be making the jump. I just went to

13:02school for however many years and spent

13:04all this time and money. A lot of people

13:06don't understand this jump. I' I've

13:08learned in this course is that your

13:10experience that's what makes you so

13:11valuable and that's what I could use to

13:14leverage myself to get in. Speaking with

13:16reps, I found that these are the skills

13:18that make you so valuable. You know, a

13:20lot of people, my family included, they

13:22didn't understand the the switch, right?

13:24We just spent this time and money going

13:27to school and now all of a sudden you're

13:29throwing it away. But I I saw what more

13:33medical device sales has to offer and

13:36learning that I can take all this great

13:38knowledge that I've learned in the

13:40hospital and now bring it to this new

13:41industry. You know, that's what's going

13:43to hopefully set me up for success.

13:45>> What was the thing for you to be like,

13:46"No, I'm investing myself." Because so

13:48many nurses I talked to are so scared

13:50and they're like, "Oh, I'm throwing away

13:51my degree and I went to school and I did

13:53all these all this work." And it's like,

13:55you're actually not throwing it away at

13:57all. It was the realization that

13:59hospitals,

14:01floors, managers, directors,

14:05they don't have loyalty to you.

14:08>> They and we I shouldn't have any loyalty

14:11to them. As much as I love taking care

14:13of patients and as good as and as hard

14:16worker I am, no matter how hard I work

14:19and how well I do, it was I I called the

14:23unit that I last worked on when I was

14:25done traveling um before I became a

14:28clinical nurse coordinator and I was

14:30like, "Hey, I'm ready to come back." And

14:32they didn't want me back. And it it was

14:36the although the last text I got from

14:39the manager was hope to see you soon.

14:42The they had a new director who was

14:44going some different ways and I

14:46immediately saw that it it didn't matter

14:48there. Even though everything that I

14:51brought to that unit I won a a Daisy

14:53award on that unit.

14:55>> That they had no loyalty to me.

14:57>> They I thought I was family and I

14:59wasn't. And so that was the moment that

15:01I realized okay I need to make a change

15:03for myself. I need to invest in myself.

15:06I know the investment is going to pay

15:08off because I've invested in other ways

15:10when I made that change to go traveling.

15:12So many of my nurse friends, you get

15:14comfortable in a unit. You get

15:17comfortable in your your nurse family. A

15:20lot of nurses, all their friends are

15:22nurses. Trust yourself. Don't give up.

15:25If it's really if you are really that

15:27unhappy, you're obviously unhappy,

15:28right? You're looking for something

15:29different. You're you're doing some

15:31research. You're looking out. make the

15:33change. It's terrifying. I was so scared

15:36the first time we talked. I thought I

15:38was making the biggest mistake of my

15:39life and I was going to be homeless and

15:42broke and all of those fun things. And

15:45you just have to you have to know that

15:48there's something better out there. And

15:50if you really believe that and you put

15:52in the effort and you put in the work

15:53and you follow the process, you will get

15:56there. But you don't do that if you

15:58don't put in the effort that you want

16:00back.

16:00>> And I've had co-workers tell me that.

16:02I'm like, "Oh, when are you getting out?

16:03What are you doing after this?" They're

16:04like, "I want to go here." You know, I

16:05just like the comfortability. And like I

16:08never saw myself and I could never even

16:11understand how people thought that way.

16:13And that's okay. Some people that

16:15>> we're all different. Yep.

16:16>> We're all different. But like for me, I

16:18didn't align with that. And so I knew

16:20that if I was going to get out of my

16:23comfort zone, it was going to mean

16:25spending money and time into going into

16:28an industry that I knew nothing about

16:31with people that I knew no like I didn't

16:33know any people in it at first, but I

16:35knew that for me it was going to be

16:37worth it. And um and ultimately that was

16:39just because I didn't want to waste my

16:42time.

16:42>> Yeah.

16:43>> I don't want to waste time. Like I'm

16:45very efficient. I try to be efficient.

16:47And so for me, I was like, "Let me just

16:49do this." And it paid off. And it will

16:51pay off. If you put in the work, it will

16:53pay off. I'm somebody if I can do it.

16:56Seriously, if I can do it, I'm not the

16:58smartest person in the world. I'm not

17:00like the best looking. I'm not like

17:02this, that, and the other. Like, it

17:03doesn't matter. Compare yourself all you

17:04want. And I truly believe that. I know I

17:07went on a little bit of a tangent, but I

17:08just wanted to go all that to say like

17:10those were all the biggest reasons why I

17:12was just like, "No, I'm not going to do

17:14a bachelor's. I'm going to just do this

17:15now and make it quick." and it worked.

17:17>> There's going to be a lot of nurses

17:18listening to this. So, you get it.

17:20You've either worked Black Friday or

17:21Thanksgiving, Christmas Eve or Christmas

17:23Day, New Year's Eve, New Year's Day,

17:25Easter. You work all these holidays.

17:27You're so pulled away from your family,

17:29you just don't have the time. It's not

17:31that we were not making a good living

17:32because we did fine as nurses. I I I'm

17:34not complaining about that. It's what

17:36medical device offers outside of

17:38financial that is the biggest impact for

17:40me. As a nurse, you have a lot of value.

17:42You bring a lot of value to the table,

17:44especially those of you who worked

17:46through COVID. You understand what it's

17:47like to be in the trenches. You

17:49understand what it's like to to deal

17:51with hard situations and you can spend

17:52that favor. And the second thing I would

17:54say is you're still impacting patient

17:57care. Nurses don't get into nursing for

17:59money. At least most of the ones that I

18:01know don't. I don't know many that do.

18:02I'm sure there's there's some, I'm sure,

18:05>> but nurses get into it because they have

18:06a genuine heart for caring for other

18:08people. It it's what they have a heart

18:10of being a servant. They want to help

18:12others. They want to drag people out of

18:13their lowest positions and help them to

18:15be better people. A lot of times when

18:17you look at med device, people see it as

18:18the other side, the dark side, whatever

18:20they say. But you're still impactful.

18:22You're still doing something that's

18:23going to help someone help better their

18:26lives. You're you're you're making a

18:27huge difference in their lives. You're

18:29not just some guy who's coming in to

18:31push product. You're some guy who's

18:32coming in oral to add value. You're

18:34you're you're coming in with a product

18:36that's going to improve someone's life.

18:38And when you present that to a provider

18:41or a nurse or whatever it is that you

18:43may be presenting to, whenever you can

18:45show how this is going to make a

18:46difference in someone's life and they

18:49make the plunge and they decide, all

18:50right, you know what? We're going to go

18:51with what Tyler wants. We're going to go

18:52with what he's bringing to the table.

18:54You have now impact everyone that that

18:56facility is going to come into contact

18:58with. And you have this broad, you cast

19:00this broad net of helping others that a

19:03lot of people think that you're getting

19:04away from, but you're not. It's just

19:05finding a different way to attack

19:07patient care. So it was it was a

19:09no-brainer for me

19:10>> about early midl last year had the

19:12thought of maybe doing medical device. I

19:14remember the first conversation we had u

19:16when you asked me kind of our wire like

19:18what's your experience with it and uh

19:20the the one time that I remember that

19:21kind of captivated me the most was uh

19:24you know I told you about how the ER

19:25uses the Lucas which is a striker

19:27product. Um, and showing up to this ER,

19:30I'd never used it. And we ran into a

19:32situation where a patient coded and they

19:34attempted to use Lucas and nobody knew

19:37how to properly set it up. So, we

19:40wasted, you know, precious time trying

19:42to get this machine and then just ended

19:43up having to take it off, do manual

19:45compressions. Um, and that actually led

19:47them reaching out to a Striker rep and

19:50him coming out and actually teaching us

19:51how to use the product, telling us how

19:54it works. Um, and then not only that,

19:56him being able to provide the statistics

19:58of why the Lucas is important and, you

20:01know, the difference it makes in

20:03turnaround times and patient recovery.

20:04That's kind of what kind of lit the fire

20:06and I looked into it and uh, you know,

20:08then you quickly learned that you can't

20:10just throw your resume at a medical

20:12device company and get a job.

20:14>> I knew that nursing wasn't the long-term

20:16play. I mean, even one year, two years

20:17in, you're looking around the unit and

20:18you're saying, you know, you're looking

20:20at the older nurses and you're like,

20:21dang, you know, they look like they've

20:23gone through it. you know, they're

20:24limping, they're tired, it's like that's

20:26not I can't be that whatever comes from

20:29this this I I can't pursue this forever.

20:32And so I always had that in mind.

20:34Originally, I was thinking anesthesia. I

20:36even pursued that, applied to some

20:38programs, and then co happened that kind

20:40of shook things up with co as sad as it

20:42is, you know, it was it was a tough time

20:44for everyone, but it did ultimately

20:46become very lucrative for a lot of

20:48nurses

20:48>> in terms of traveling opportunities. And

20:50that kind of changed my trajectory and

20:53ultimately I sat down and pursued

20:56alternative options with all that extra

20:58capital that I accumulated. I invested

21:00in real estate with my ex-wife and then

21:03pivot into entrepreneurship. I opened

21:05operated a mobile IV company for almost

21:093 years here in in Fort Lauderdale. Uh

21:11when my son was born then again that

21:13that costbenefit analysis was there and

21:15I was like I can't do this and be the

21:18father that I want to be. So, I fell

21:20back on nursing at that time, but friend

21:21of mine calls me one day. He's like,

21:23"Dude, you're not going to believe

21:24this." I just broke into medical device

21:25sales. You've just got to look into it.

21:27And I came across your page.

21:29>> And I think I probably applied to 15

21:31medical device openings. And uh it was

21:34the same response from all of them. They

21:35don't even give you like a separate

21:37response letter. They're literally all

21:39verbatim. Hey, thanks for taking time

21:41and interest in our company. We want to

21:43inform you that we're choosing to go

21:44with another candidate. Kind of was

21:46like, "All right, well, I'm going to

21:46focus back on nursing." tried or at

21:48least I thought that's what trying was.

21:50>> Exactly. That's what I was just gonna

21:51say. Everyone's like, "Well, I tried. I

21:53did my best." And I'm like, "You sent 15

21:54applications and just called it quits."

21:56You know what I mean?

21:57>> Exactly. So, what I thought was trying

21:59and so I went back into nursing. Life

22:01has a really weird way of just throwing

22:04opportunities in front of you or, you

22:06know, giving you answers when you do

22:08feel stuck in ruts like that. Um, but

22:11yeah, I mean, I started seeing you come

22:12across my feed. Thank God for social

22:14media. Um, but yeah, I think I think you

22:17you know, it was one of the older videos

22:19where, you know, you were talking about

22:20why nurses make, you know, a successful

22:22transition into medical device. Yeah,

22:24man. I start I just kind of I remember I

22:26saved the post and my saves and I was

22:28like, I'm going to come back to this and

22:29like really look into this. What about

22:32medical device sales really got you

22:34hooked to where you're like, hey, I

22:36think I'm going to go all in on this.

22:38So, it was the idea that I could have

22:40the life I always thought I could with

22:42my family of actually being able to like

22:45enjoy my time with them and not come

22:47home and be like, I need 5 minutes

22:50before I can even like talk to you, like

22:51do anything. Like, I don't want to cook

22:53dinner. I don't want to look at

22:54anything. Like, get my life back. Go

22:56back to the things that I was enjoying

22:57doing. Working out, playing sports, and

23:00not feeling like work was consuming me

23:02to the point where I couldn't function

23:03anymore.

23:03>> When you start thinking about, okay,

23:05you're going to pay for a wedding.

23:06Weddings are super expensive. And then

23:08eventually you want to be able to buy a

23:09house and have kids and all these things

23:11that you want to be able to have. And

23:12although I love what I do, it's not

23:14financially feasible with the lifestyle

23:16that my fiance and I want to be able to

23:17have. So the in a nutshell, I would say

23:20opportunity for more growth. And so that

23:22was a big draw for me. So I started

23:24looking at medical device uh maybe like

23:26a month or two before I initially even

23:28reached out to you. So, I was trying it

23:29on my own and I was I was reaching out

23:31and I felt like there were just gaps the

23:34gaps in my my ability to reach out and

23:36have form really good connections and uh

23:39the interview process was super new to

23:41me. And so, I started trying to learn

23:43some more and then I came across I was

23:45at the gym one day. I remember I was

23:46sitting at the gym. I kind of got tired

23:47of listening to music that I was

23:48listening to. I was like, I'm just going

23:49to change it up and I'm just going to

23:51listen to a podcast. and I just typed in

23:53medical device sales and your podcast

23:55was the first one that came up and boom,

23:57I just hit it and I I listened to it.

23:59Ever since then, I hadn't stopped

24:00listening.

24:01>> A lot of nurses I work with, they want

24:03more. They want more money. And they and

24:05you're kind of stuck in this mentality

24:06of like, well, to get more money, you

24:08have to do more work. You have to take

24:09more call. You have to do more of this,

24:10do more that. But they're always

24:13clamoring for more money, more money,

24:15more money. And then it's like you have

24:17a route. And it's kind of it's kind of

24:18funny that I haven't really thought of

24:20it. It's you have this route to more

24:22money or an option, a door.

24:24>> Yep.

24:25>> But you're too afraid to go there, but

24:27you want it, but you don't want to do

24:28any change. And it's like just

24:31overcoming that. Like that's essentially

24:34all I did. And like I wanted more money,

24:36but I wasn't willing to do anything to

24:38get more money. And then I had an option

24:39that came available to give me more

24:41money, but I was too afraid to do it.

24:43And I came up with all these excuses,

24:44like you said, three calls. Three calls.

24:46Just over and over and over. Well, well,

24:47I don't know. I don't know. you know,

24:49you got to tell me for sure, you know,

24:51blah blah blah, but that's what I

24:53wanted. And it's like you said, yeah, I

24:55could potentially be doing far less

24:56work, far less stressful to get it. Why

25:00didn't I just open the door when I had

25:02the chance?

25:03>> What about nursing gives you such a

25:05great background to be a competitive

25:07candidate?

25:07>> What comes to mind is um at least in the

25:10critical care space, every day that

25:11you're showing up for work, you never

25:13know what you're really going to get.

25:14Could be a good day, could be a bad day.

25:16Medical device is very similar. you

25:18really don't know how your day is going

25:19to pan out. So the the dynamic like work

25:22environment, you're already doing that.

25:24You're probably doing it on a level

25:26that's not even going to be required in

25:28the medical device space. So that's

25:30first thing. Second thing is being able

25:32to perform at a high level under

25:35pressure. So in the critical care

25:36environment, lives are on the line.

25:38Medications are all lined up. They're

25:40running. You're programming everything.

25:42You're managing I mean you're a manager.

25:44You're managing a patient's life. That's

25:48not nothing, right? I mean, that's

25:49that's a big deal. And it's not just one

25:51patient, it's two. You know, it might be

25:52three depending on, you know, if you're

25:54in Florida or California and the ratios,

25:56you know, that kind of thing. But the

25:58dynamic situation at work, the pressure

26:02that you're put under day in and day out

26:04for 12 hours.

26:06And the third thing is your

26:08communication skills, I would say, is a

26:10huge factor because you're constantly

26:12communicating your assessments, your

26:14findings, reporting that to the the the

26:17people that need to to hear it, and

26:21you're communicating with physicians on

26:23a high level, on a low level where it's

26:25just, you know, more social, and on a

26:28high level where it's like lives are on

26:30the line. And at the end of the day in

26:32medical device sales, you're

26:34communicating with your

26:35multi-disiplinary team inhouse with the

26:37company you work for and uh out in the

26:39field with the with the surgeons and the

26:41medical team that you're working with.

26:43And if you can have the patient in mind

26:45first and be that patient advocate, uh

26:48communicate clearly, then ultimately

26:50you're you're already doing the job.

26:51>> Just being in medical device sales,

26:53where do you feel like some of those

26:54skills that you learned in nursing

26:55carried over there? So I definitely

26:56think as like nurses um and I'm speaking

26:59for a majority of them just because you

27:00have to kind of be this type of person

27:01to be in nursing is having compassion

27:03and like emotional intelligence. So like

27:06understand when you're like talking to

27:07some people you you're reading them to

27:09seeing how they're reacting back. So if

27:11they're super stressed they might be

27:12coming off a little bit bold if they're

27:14super involved in conversation like you

27:16and me right now they're super

27:17enthusiastic you could kind of read the

27:18room. So, I feel like that definitely

27:19carried on because like going to into

27:21the operating room, um it's it's not

27:23always the best scenarios and people

27:25could be stressed and that goes from the

27:27surgeon to the surgical tech to the

27:29nurse in the room. Um so, you definitely

27:31need to be able to know when it's okay

27:32to talk and when it's okay to mention

27:34some things.

27:35>> Of course, for the patient, like you

27:37have to speak up if you see something

27:39wrong, but I'm saying just like in terms

27:40of like saying some inappropriate things

27:43at the wrong times. So I feel like that

27:45definitely like when I was interacting

27:46with my patients, I was able to read the

27:48situation and kind of guide them in a

27:49direction. Sometimes people just want

27:51you to listen. So yeah, that's one thing

27:54that I really took forward. And like

27:56also like just critical thinking skills

27:58like just like prioritizing and

27:59understand like what do I need to do

28:01first? Like what's the most important

28:03and what can I save for the very last?

28:05you being a nurse and having that

28:06nursing background, where do you feel

28:08like it helped you the most inside your

28:10interview process to get multiple or

28:12multiple job offers from top companies

28:14even though you don't have the

28:15bachelor's degree? Where do you feel

28:16like that carryover was of your clinical

28:18experience that you could talk to? But

28:20then also, what are the some of the

28:21things that you feel like helped you

28:23stand out against candidates who had

28:25quote unquote more experiences, four

28:27year degrees, all that?

28:28>> I think the biggest thing is being

28:31genuine and being yourself. And I've

28:33heard people in your podcast say this.

28:36That's a big part of it. Like actually

28:38it's all of it because if you go in

28:39trying to act like somebody that you're

28:41not, they not only can other people

28:43sense that from you, but when they hire

28:44you, you're going to go get in there and

28:46they're going to be like, "Who is this

28:47person? I don't even know him." It

28:49allows me to be more comfortable. It

28:50doesn't make me nervous cuz I know I'm

28:52giving you who I am. And if you don't

28:53like that, then we're not a good fit and

28:55I'm out. Now, the other percentages is

28:57like preparing, you know, doing your

28:59research, making sure that you've talked

29:01to all the right people, making sure

29:02that you'veorked with all the right

29:04people, having a business plan together,

29:06making sure that you have the 3069 a

29:07day. I told the interviewer, we were

29:09just talking and in the flow of the

29:11conversation, I mentioned a 3069 day. I

29:13had my binder right next to me ready to

29:14give it to him. And by the end of the

29:16interview, I was trying to pitch him to

29:19show to show him my business plan. And

29:21he was so impressed just by me saying

29:24that I had put together a 30 6090. He

29:26was like, I don't want to see it. Like

29:27don't show it to me.

29:28>> The interview process was interesting.

29:31You know, they they'll tell you you have

29:32great clinical experience. And then on

29:34the other hand, they'll tell you, okay,

29:35well, you don't have sales experience.

29:37And I like to give them some push back

29:39and say, I do have sales experience. I

29:41do practice it day in and day out in the

29:43hospital. Every day I'm building

29:44relationships with doctors, with

29:46surgeons, with patients, and their

29:48family members. Trying to get a doctor

29:49or surgeon to do anything is a sale on

29:51its own. You know, I can think back to

29:53an example from last week where I had a

29:55patient where I feel like they needed

29:56their care to be escalated and I felt

29:58like they would benefit from these few

30:00things and I had to bring that to the

30:02doctor and tell them why that they would

30:04benefit from them and getting them to do

30:06that was ultimately a sale on its own.

30:08So, I gave you them give them some push

30:10back say we do have sales experience as

30:11nurses and we practice it almost every

30:14shift.

30:14>> Especially my clinical folks out there,

30:16you're you're worth that amount of

30:17money. It's weird going into these

30:18interviews and they say, "What's your

30:20salary expectation?" It's weird saying

30:22$130,000. It's not normal. It's not

30:24comfortable. That's your value and

30:26that's what you bring to the table.

30:27You've got a load of clinical

30:28experience. You've got all these

30:30experiences that no one else can have.

30:31Yeah. You've got a biomedical

30:32engineering degree. You fine. I don't

30:34care. I don't care. There's nothing that

30:36can take away from the time that you've

30:37spent at bedside being hands-on with a

30:40patient. The way I've explained it to

30:41other people is nursing opens doors, but

30:44it's like opening doors to like a 32 a

30:47three-bedroom, two bath house. And then

30:49where med device to me as I've gotten

30:51into it, it's opening doors to like a

30:54coliseum or something. It's not this

30:56little itty bitty single family home.

30:59There's so many options. I had a rep. It

31:01was it was Boston Scientific and it was

31:04uh for urology. It was basically a

31:05bladder stimulator. She's like, "Oh, you

31:07got a great personality. You should do

31:08this." I handed in my 2-year-old resume

31:11and never heard a word. Never heard

31:13anything. And I did the same kind of

31:15thing. I was like, "Well, you know, it's

31:17just not for meant for me. I'll just go

31:18back to this. Screw them." Blah, blah,

31:20blah. You know, the kind of the crab

31:21mentality still. Then before I even

31:24started the program, it was the same

31:26situation. It was, you know, throw the

31:28resume out. No, we went in a different

31:30direction. No, we went a different

31:31direction. No, we went I'm like, what's

31:33going on? How is it that I can do this

31:35with nursing, but I can't do this in

31:36this? That's when I finally signed up

31:39and I realized what I'm looking into.

31:41Seven. I mean, I think I had for this

31:44position, I think I'm at like eight or

31:46nine. I never thought in a million years

31:48I'd be doing eight interviews to try to

31:49get a job. It felt like they were kind

31:51of trying to weed people out. They want

31:53someone that's going to work hard. They

31:55want someone that's going to do the job,

31:56someone that's going to put the extra

31:57effort in. From what I've heard, I

31:59probably had the easiest interview

32:00process of some of the people that are

32:02in the program. And it was still

32:05drastically harder, crazy harder than

32:08any nursing interview I've ever been in.

32:09I mean, we're talking like a 10-minute

32:11interview of what's your name? What do

32:13you like to do? Do you like ice cream?

32:16>> Yeah. And then, okay, you're hired.

32:18Versus get to know, make sure they're

32:20making the right call. Weed out any

32:22people that weren't, you know, right for

32:24the role. I don't know if I speak for

32:25all nurses, but I think a lot of us get

32:27in our head the whatifs, the, you know,

32:29this could happen, that could happen.

32:30It's the natural mindset of a nurse is

32:34that fear of the worst thing that could

32:36possibly happen. And I think what I knew

32:39was that if I said no, there would have

32:42continued to be that, well, nobody's

32:44hiring me. This isn't happening. Maybe I

32:46shouldn't do this. you know, that fear

32:48and that doubt and that weighing you

32:49down and that stress and that anxiety

32:51and it just it's not fun to deal with.

32:54When I was like, "No, this is I'm going

32:56to prioritize me." Like you said, that

32:59felt good. Lord knows who what I would

33:02have been. You know, maybe I'd be

33:04divorced and on the street cuz I'm beat

33:06myself up or something, but I actually

33:08took a chance and it felt good. What was

33:10it like for you to go through the

33:12interview process as a nurse with no

33:15sales experience?

33:17So, I feel like that's when I really

33:19relied on my like clinical expertise to

33:21like really like sell them on it and

33:23just giving them like scenarios. You

33:25have to you have to be ready to talk

33:26about examples like otherwise if I just

33:29say like I'm compassionate, nice,

33:30hardworking like there that doesn't

33:32prove to them anything. Anybody can say

33:33that. Um but giving them examples I feel

33:36like in my clinical field like teamwork

33:38um two questions that they asked me was

33:39like tell me a really good time where

33:41teamwork went well and tell me a bad

33:43time when teamwork went terrible and I

33:46was able to provide those examples and

33:48like the regional sales manager she

33:49loved it. She's like oh my gosh like

33:50yeah that's that's a perfect example cuz

33:52that's what we go through too.

33:53>> What did you get for feedback of like

33:55what made you such a strong candidate

33:57with your background? Yeah, they really

33:59loved the fact that I was not only like

34:01a a nurse in like the clinical field,

34:03but that I also had that like managerial

34:05experience, too. And they could tell

34:06that you don't get that just by like,

34:08you know, punching a clock doing one

34:10thing. And so, they knew that I would

34:12put forth the effort that they were

34:14looking for to make sure the patients

34:16were cared for.

34:17>> I love that. Now, did you ever hear any

34:19concerns? I think the one concern that I

34:21heard from somebody was just that I had

34:23that I was new to the industry that I

34:25didn't know what I was getting myself

34:27into. And I I said, "Well, I can

34:29understand that I haven't been a med

34:30device before, but you're probably

34:33looking for somebody who's a go-getter,

34:35a hard worker, someone who's not going

34:37to quit, and someone who's going to show

34:38up and do what they have to do." And I

34:40promise you, I am that person. Like, I

34:42did not get to where I got to by

34:45slacking off, calling out sick, like

34:47doing those things. So, if that's your

34:50concern is that I just haven't been in

34:52this industry enough, ask me a question.

34:54What what what can I how can I change it

34:55for you? Do you want to know about the

34:57body? Do you want to know about the

34:58system? Like, I'll tell you about your

35:00device cuz I've already looked it up and

35:01I know, so let's go.

35:04>> One of the common threads was, okay,

35:06yeah, you know, you have a great

35:08clinical background. that's cool, but

35:10doesn't mean that you're prepared for

35:13the dynamic dayto-day that this position

35:17is is going to be. They were trying to

35:19make sure that I had the mindset going

35:22into it that you were I was going to be

35:23able to have a a very um unstructured

35:27daily schedule because nurses, you know,

35:30like I said, you clock in, you clock

35:31out. You're on that unit, you know

35:33everybody. When you're out in the field

35:35as a device rep, it's not that at all.

35:38you're constantly saying, "Hey, how's it

35:39going?" Introducing yourself. Every day

35:41is different. The staff's always

35:43changing. And so, I would say that was

35:45the the main objection that I I

35:48personally received was, "Are you going

35:50to be able to wake up every day and not

35:52know where you're going to go?" So, my

35:53rebuttal actually, me personally, I I

35:55work in a I worked in a float pool.

35:57That's how I leveraged and and handled

35:59that objection personally was, well,

36:02yeah, I might be a nurse and I might be

36:04in a unit, but I'm also in a float pool.

36:06So, I'm credentialed at four hospitals

36:09in this health system. And so, they're

36:11calling me at 4:30 in the morning or

36:12texting me at 4:30 in the morning tell

36:14telling me where I need to report. It

36:15could be a unit I've been in, it could

36:17be a unit I haven't been in. And so, I'm

36:18constantly I was kind of already doing

36:20what they're describing. And so, that's

36:22how I handled that. kind of talk about

36:23like doing all that work, doing all that

36:25hustle to be like you got the rejection

36:27letter.

36:27>> It was for a structural heart division,

36:30which I'm a cardiac nurse, CVICU. So, I

36:34I may have put in my eggs in one basket

36:36a few times here and there cuz I was

36:39very aspirating into uh high aspirations

36:42into cardiac. Uh but the interview went

36:46great. I knew I did good. I knew they

36:49would want me on their team. And just to

36:52know that people in that situation for

36:56somebody who's never interviewed really

36:58truly I've never interviewed. My first

37:00interview I was already a CNA with the

37:02manager. So it's like yeah get your RN

37:04you know and we'll hire you on. That was

37:06my interview. This interview was 2 and

37:091/2 hours long. I had a data analysis

37:12with numbers they sent me. I had a

37:1515inute slide presentation on the

37:18product in addition to just question

37:20question, you know, why why why and it

37:24it was kind of fun because I was so

37:27prepared. I I was I knew that what I had

37:31to do. I knew what was coming and at the

37:33end of it I felt so good and I was like

37:36regardless if I get this I know I did

37:39good. I know now I can do this again,

37:42>> you know. So when that opportunity comes

37:44again, I'm still going to do good. Y

37:47>> and so when I sent you that voice note,

37:50I I was so proud of myself. Nobody could

37:54take that away from me. Even if I didn't

37:56get the job, they went with somebody

37:58internal anyways. And that was the only

38:00reason. They just they already had them

38:02in their system. And luckily the the

38:05very next interview I got was with the

38:07same company and that managers talk,

38:10right, Janna? I did my research on you.

38:13You're you're exceeding my expectations.

38:16The only reason you didn't get that job

38:18as an internal candidate. And and that

38:20made me even more proud of myself.

38:22>> But you don't understand how that

38:24process works. And there's a lot of

38:26confidence to be had in understanding

38:28where you are in that process and and

38:31knowing the right things to say and how

38:32to sell yourself. But I will tell you

38:34the most valuable thing in this program

38:37bar none. I mean, it is I can't even I

38:40can't even talk about how important this

38:42was for me. And I didn't know it existed

38:43until we we you know, I got in. It's the

38:46MC calls. No offense. It's not the

38:49weekly calls with you. You were very

38:50helpful. Don't hear what I'm not saying.

38:52Super helpful. But that's where I got

38:53the most value. That's where

38:55>> whenever I I reflect on this and think,

38:58was it worth it? Did Did I really need

39:00to do that? Yeah, I absolutely did

39:02because I had no idea how to talk about

39:04myself. I had no clue how to talk about

39:06my past. I had no idea how to how to

39:09manipulate those into, you know,

39:11something that's advantageous from a

39:12hiring manager to hear somebody say, you

39:14know, I've done crazy stuff in my

39:16career. I've recovered people after open

39:17heart surgery. I've I've been in the

39:19trenches of COVID. I've been in

39:20leadership. I've been in the Kath lab,

39:22which if you don't know, it's it's of

39:24course 95% of the time it's nothing.

39:25It's a lot of fun, but 5% of the time

39:27it's just pure terror. And and people's

39:29lives are at your fingertips. you're the

39:32one who's there making a difference and

39:34spinning that into a way that's our

39:36hiring manager will look at and be like,

39:38"Yeah, like this guy this guy can handle

39:40pressure. This guy can talk the talk.

39:42This guy knows how to have conversations

39:44with physicians and providers."

39:45>> Um, I didn't know how to do that

39:47beforehand. And and and you're not

39:49really taught how to do that as a nurse,

39:50but this program set me up for success.

39:52>> And how much has your life changed from

39:54when you were a nurse to now that you're

39:55in medical device sales? When I come

39:57home at the end of the day, that cup,

40:00it's not empty anymore. It's still full

40:03and now it's bleeding over and it's

40:06impacting what I can and cannot do

40:07outside of of my professional life. So,

40:10my friendships now I'm communicating

40:12with my friends more. I'm communicating

40:14with my family members more. I'm with my

40:17son more presently. I can give him the

40:21best part of me now. Whereas before, I

40:23was really having to find that because I

40:25I had already given it all at work

40:27>> and I didn't like that feeling anymore.

40:29Not to not to doom and gloom nursing,

40:32but this path that I'm on on now is is

40:35the complete opposite of that.

40:37>> I'm able to go out there and deploy

40:39myself, my expertise, and build

40:41relationships and get devices in the

40:43right surgeons hands and make impact on

40:46patients lives and still come home and

40:48still have the energy to to fill my

40:50family's cup up. You know, my biggest

40:52advice would be that if if you're in the

40:55same position that I was and you you

40:57didn't see yourself moving forward,

40:58because there's only so much you can do

40:59in a hospital field, um management in

41:02that case, clinical education, if you

41:04really want to make a difference on a

41:06broad spectrum and like work handinhand

41:08with a surgeon to make differences, th

41:11this is your opportunity. Like this is a

41:13great field to be in. I haven't stopped

41:14smiling since I got the offer letter and

41:16that was like three four weeks ago. So,

41:18I I it's just such an exciting step and

41:21it's only looking forward from here. And

41:23like I was talking to you offline about

41:24this, but like I'm keeping my um foot on

41:27the gas pedal and just keeping this

41:28momentum going and like there's no way

41:30like you just are learning so much

41:33constantly. Like there's just so much if

41:36it's not from surgeons, it's from

41:37surgical techs, other nurses, like other

41:39reps. Like you're just constantly

41:40surrounding yourself around people that

41:42are like trying to be successful and see

41:44you win as well. Couldn't be always the

41:47case, but majority of the case, yes.

41:49Like I I've met so many great people

41:52from different medical device companies

41:53that are just rooting for me and I'm

41:55rooting for them and it's just been such

41:57it's like it's like a whole different

41:58world that you're entering. So, it's

42:01truly exciting and I I am looking

42:03forward to what's going to look like in

42:055 10 years from now.

42:06>> Start thinking about life in seasons. Y

42:08I think that's a good point because even

42:10going through, you know, my divorce,

42:12that was a season. It has a start and an

42:15end and there's a phase, a phase in and

42:17a phase out. It's okay to go through

42:19those seasons. But come on the other

42:21side of it and enjoy the next season

42:23because now it's here and take advantage

42:25of it. When it's cold, it's cold. Stay

42:27inside. When it's hot, get out.

42:29Otherwise, you're going to you're going

42:31to waste time and you're going to have

42:33regrets and you're going to be that old

42:34person having those uh those thoughts

42:36and you don't want to be that. Can you

42:38kind of tell us a little bit about that

42:40uh your journey, what you did, some tips

42:41that kind of helped you throughout that

42:43process?

42:44>> Absolutely. I think you said it best.

42:46You have to do the job to get the job.

42:48So, you just have to be consistent. Keep

42:50reaching out to people. Anyone that will

42:53respond to you on LinkedIn is the

42:55greatest resource ever. You need to take

42:58full advantage. Be prepared to ask

43:01questions and to have answers for them,

43:04too. You know, you need to know your

43:06story. Y

43:07>> and then especially just be prepared

43:10with questions. You know, the initial

43:12questions are, I'm a nurse. I'm

43:14interested in this role. Can you tell me

43:16about the role? And then from there, you

43:18just kind of build relationships with

43:20these people. And I think that's the

43:22most important part. Be consistent.

43:24Reach out to people on LinkedIn. Pay to

43:27have LinkedIn premium so you can message

43:30as many people as you possibly can. and

43:33be prepared for them to call you back

43:36because the worst thing you can do when

43:37someone is willing to help you that

43:39you've never met before is be

43:41unprepared.

43:42>> I think a big thing that maybe a lot of

43:44people might be able to take like when

43:46it comes to measurable steps is like

43:49first of all be patient with yourself.

43:50You have to take these things slow.

43:52There's a lot it's like drinking from a

43:53fire hose. You're talking with a lot of

43:54new people. It's nerve-wracking this

43:56that and the other.

43:56>> It's like learning a new language.

43:58>> It literally is. Make your goals

44:00measurable. Sure. Have your expectations

44:02high. have high expectations always, but

44:04if you see that you're burning out,

44:06don't flood yourself with 50 calls or

44:08whatever. Like, if that's too much for

44:10you, then be honest with yourself and

44:12slow down. I've had to do that.

44:13>> What were the biggest takeaways or

44:15biggest things that led to you having

44:16that way more confidence throughout the

44:19process than when I first met Robert

44:20when you first joined and said, "Hey, I

44:21I want to break into medical device

44:22sales."

44:23>> It's definitely not being afraid to

44:25fail, right? You know, I come from a

44:26sports background, baseball in

44:27particular. It's known as the game of

44:29failure. So, I've learned to deal with

44:30that at an early age. Just the same

44:32thing in this industry, you know, being

44:34in the course. The first couple calls

44:36that I made networking with reps were a

44:38lot different than the last few. You

44:39know, my first ones were probably a bit

44:41more surface area and just learning for

44:43me. And again, you just build off those

44:46learning experiences. Don't think of

44:47them as a failure. Think of it as an

44:49experience to grow from. From each call,

44:51you get a little better. Even in the

44:53interview processes, the more you go

44:54through, it's just practicing those reps

44:56and taking what you've learned and

44:58leveraging that moving forward.

45:00>> I started the course, uh, it was

45:01literally, you know, the days I wasn't

45:03at work, you know, I was giving myself

45:05to the course, taking the time, having

45:07to work the three shifts, you know, do

45:10the 12 hours, and depending on how they

45:12schedule it, sometimes they would

45:13schedule me three on, one off, three on.

45:15any little time I had, I took, you know,

45:18really heat of it when applying myself

45:20with the course. And I would literally

45:22do my shifts and then the days I was

45:24off, I'd get up early and I'd be, you

45:27know, at my computer falling at my side

45:29and I'd be on LinkedIn messaging as

45:32many, you know, whether that was

45:33associate reps, uh, in the clinical and

45:35sales team, uh, the territory. I kind of

45:38made it to where I had a job and then

45:40because I wanted the job, I now made the

45:43process a full-time job of working to

45:45get these opportunities. Would get up

45:46early, get on LinkedIn, I'd be watching

45:48the course videos, making sure, and then

45:51I follow everything down to a tea. And I

45:53think if I check my LinkedIn now, they

45:55have 400 plus connections. I reached out

45:58to every single one of them uh in some

46:00way, shape, or form.

46:01>> When you think about it, I say, if I was

46:03to say one word, I'd say be consistent.

46:06be consistent and be allin. It's a hard

46:08process. It's a long process. It can you

46:10can have ups and downs and different

46:12things, but you can't let your your foot

46:14off the gas because if you want to be

46:16successful, whether you're getting in or

46:18obviously when you get into medical

46:19device, you have to be consistent.

46:22Whether it's reaching out to people or

46:23you're following up, that's what's going

46:25to make you successful. And so, it all

46:27starts from consistency and and just set

46:30that standard for yourself, but always

46:31exceed it. We we actually hopped on a

46:33call in kind of a rough patch that I was

46:36going through and you're like, "John,

46:37there's there's a tone in your voice

46:39that you you have right now that is not

46:42the John that I remember meeting on our

46:44consultation and you really need to

46:46start bringing that back because what

46:48I'm not hearing from you is the energy

46:50that you should be providing in these

46:52conversations. And if you're low energy

46:55in these conversations, then you're not

46:56going to move forward. This is going to

46:57be harder. even if you have the best way

47:00to handle an objection, if you're not

47:02bringing that energy, these people

47:03aren't going to want to work with you.

47:04And so, I remember you telling me that

47:06that also brings me to a second point is

47:08there's a strategy behind this as well.

47:10You know, there's the the the alter ego

47:12and kind of maybe putting on a this

47:14alter ego to to handle these moments

47:16that you might not be used to or

47:18comfortable with. Clark Kent, Superman,

47:20Bruce Wayne, Batman, it's one person,

47:22but they're different how they handle

47:23things. kind of putting on that other

47:25hat when you're networking and

47:28interviewing is a huge X factor in

47:30delivering a message because everybody

47:32could all the candidates could be saying

47:34the same thing and very likely they

47:35probably are. It's just like slight

47:37deviations from the mean. The tone in

47:39your voice, the energy that you bring

47:40into that moment that could be it. It

47:42could be as simple as that. man, when we

47:44had that talk that that day, you hopped

47:46on the the phone with me. I think it's

47:48also important to be to to state that

47:51you have to be willing to take feedback

47:53throughout this because if you're not

47:55willing to take feedback, then you're

47:57going to miss opportunities. And I was

48:00able to take that feedback, that

48:01criticism, not personally, but as a

48:04critique, like, oh, he's kind of right.

48:06I am not I'm bringing low energy right

48:08now. And so when I made that switch and

48:11I started bringing that that energy,

48:14that that tone of voice, the the eye

48:16contact, the presence, you feel

48:17different. And people feel it too on the

48:20other end of the conversation, the room

48:22or if it's just one-on-one. And in my

48:24personal life and in my professional

48:28networking journey to get in medical

48:30device, just like that. I mean, that

48:32night I sat on that that advice. But

48:35moving forward, everything's changed.

48:37>> Bet on yourself. you're the only one

48:38that's ever going to change and make

48:41change uh for yourself. And then two is

48:45stay consistent. That was hard for for

48:48me reaching out to as many people as I

48:51did throughout the program. Um and for

48:55the first few weeks, I wasn't getting

48:56results, you know, and you get

48:59discouraged, especially with as busy as

49:01my schedule was. But you encouraged me.

49:04Nope. Just keep going. Keep that

49:06consistency. Keep your followup and and

49:08it'll come. And so just bet on yourself

49:11and stay consistent. If you enjoyed this

49:14video, check out our other video where

49:16we talk to experts inside of medical

49:18device sales where there's over a

49:20hundred years of experience coming from

49:22top executives and surgeons sharing what

49:25they look for in top reps in medical

49:27device sales.