From Nursing 8 Years to 6 Figures in Medical Device Sales

0:00a nurse for over eight years, now just

0:03broke into medical device sales at one

0:05of the largest medical device companies

0:07in the world at well over six figures.

0:10>> I recall I got on a phone call with a

0:12guy who was [music] nervous because I

0:14have this nursing background that I can

0:16go back to nursing. I'm thinking in my

0:18head, I don't have any plans to go back

0:19to nursing, but you're right. I could go

0:21back to nursing. It is an option. There

0:23was the objection of having to learn

0:25something new. And for me, it's like I

0:26do travel nursing. I get a week of

0:28training, maybe not even that. I learned

0:29a whole new computer system. And for me,

0:31I was able to speak on that also within

0:33my interviews that [music] I've been in

0:34these situations. If you're able to

0:36learn this technology, why can't I learn

0:37this technology? And for me, I am such a

0:39go-getter. I'm going to get what I want.

0:41I'm I'm happy. I'm grateful for that,

0:43but it's not what I'm looking for. And a

0:46few weeks later, I got exactly [music]

0:48what I was looking for. And it's funny,

0:50like 2 weeks before that, I got denied a

0:52position. And I reached out to the

0:54manager asking for feedback. And he

0:55said, "Honestly, I have no feedback." He

0:57said, "You did great." It was just

0:59somebody with more [music] experience.

1:00He said, "I guarantee you're going to

1:02have a job and I got a job."

1:04>> Destiny Hill, welcome to the podcast.

1:06>> Thank you for having me.

1:08>> We are going to get to learn about your

1:11journey from nursing into medical device

1:13sales, but we're also going to learn

1:14about how much of an amazing person you

1:16are today. And this is going to be so

1:19encouraging for so many others because

1:22you are an amazing human being. and

1:24being able to watch you just grow inside

1:26of our program has been one of the

1:27biggest honors of my life. And now to

1:29see you get that offer and the phone

1:32call we had is a moment I will remember

1:34forever and we're going to share that

1:36with everyone today of that experience.

1:39But before we get too far into it, can

1:42you tell me a little bit more about who

1:43is Destiny Hill?

1:46>> Um I grew up in Columbus, Ohio. went to

1:50school out in Hampton um in Virginia.

1:54Did a year there. Originally out of high

1:57school, I always knew I wanted to be a

1:58plastic surgeon. I wanted to be able to

2:00help people build their confidence up

2:03and provide that um opportunity for

2:04them. Unfortunately, once I got to

2:07school, I realized exactly how much it

2:08costs to be a doctor. So, I made a

2:11transition and my stepmother's a nurse,

2:13so I decided I would go into nursing.

2:16And unfortunately, the school I was at,

2:18their nursing school was probably not

2:19going to be accredited. So, I had to

2:20pivot. So, I feel like early on in my

2:23life, I learned to quickly pivot and

2:25adjust. And I had to go back home,

2:27reset. I end up going to school down in

2:30South Carolina. And that's when I began

2:32becoming a nurse. It's been eight years

2:34as a nurse.

2:36And honestly, I knew very early on, very

2:40early on in my career. I think like when

2:42I was in training for my nursing once I

2:45had started my first job I was like I

2:47don't know how people do this for 20

2:48plus years like there has to be

2:50something else beyond this and naturally

2:53I feel like as a nurse you think oh I'm

2:55going to be a nurse practitioner and

2:57I'll be honest I did think about that

2:58because that's the only thing you think

2:59of as a nurse but I realized

3:04as I went through further I said I don't

3:05want to be a nurse practitioner I want

3:07to feel like I'm more so at the

3:10forefront of healthcare And I feel like

3:11that's what medical device does. It

3:13allows me to prevent new innovative

3:15technology to these doctors and help me

3:17build these relationships with these

3:18doctors and teach them why they should

3:20be using this to improve more patient

3:23outcomes. And that's what really drew me

3:25to medical devices.

3:27>> And

3:29with that journey, what you said is so

3:32true of most nurses thinking about, hey,

3:34nurse practitioner. We also hear it's

3:36I'm going to be either a manager and

3:38I'll go climb the ranks or I'll become a

3:40nurse practitioner. But as we've

3:42mentioned before, why that usually

3:44doesn't work out in the way that they

3:46think of is two things. Number one, if

3:48you go become a nurse manager, you just

3:49took on way more responsibility for not

3:51that much more pay. Right. Exactly.

3:53>> And so that's when it usually the return

3:56on that is not worth it because you're

3:58taking on way more stress for not that

4:00much more pay.

4:01>> But we hear the hey, I'm an hourly

4:04employee. I don't get treated the best.

4:05My career growth is capped. If I want to

4:08make more money, I have to work more. Or

4:10you have to go look at the traveling,

4:12which again, travel, nursing is great,

4:15but it's not what it used to be, right?

4:17Everyone will talk about the year of

4:18COVID where people were making crazy

4:20money. It's changed. And so then they

4:24start looking at nurse practitioner.

4:26Why we see a lot of nurse practitioners

4:29or nurses that want to go be a nurse

4:31practitioner not end up doing it is

4:32because the return on investment. It's

4:3550 to 100 plus thousands. It's going to

4:38be two plus years of schooling. You're

4:41not going to make that much money during

4:42that time. And then what many people

4:45miss is you just become a high paid

4:46employee. Aka you went into 50 to 100

4:49grand worth of debt. you're going to go

4:51maybe make 120 $130,000 if you're lucky

4:55to then have to work those hours to pay

4:57off all the debt you just did. And then

4:59that will probably take you another 3 to

5:015 years minimum if you're paying it down

5:03fast. And then you're usually not seeing

5:06the most excited human beings in the

5:08world when you're a nurse practitioner.

5:10And I share that for all of my nurses

5:13because

5:15>> you didn't have to go spend $50,000 or

5:18more. You didn't have to go try for two

5:20plus years and now you're already making

5:23more than what most nurse practitioners

5:25will ever make.

5:26>> And the beautiful part is this is your

5:28baseline.

5:29>> Yes.

5:30>> It only is going to go up from here.

5:31>> Yes.

5:32>> Compared to most people, especially the

5:34nurse practitioners, they're going to be

5:36capped.

5:37>> And so,

5:38let's talk about

5:41what started drawing you to medical

5:43device sales and how did you even hear

5:44about it?

5:46>> That is a good question.

5:48So when I started pivoting, so I was a

5:50travel nurse. I travel nurse for five

5:52years for a very long time and I started

5:54during co and I definitely capitalized

5:56and I was like then it started twirling

5:59down. I was like I still want this. I

6:01still want to touch more lives and

6:03honestly I was on TikTok and I started

6:06just learning more about medical device

6:08sales. I actually knew someone medical

6:09device sales but they came from a sales

6:10background so I never thought about me

6:14working in that industry as well. But

6:16just looking at other people, I was

6:17like, "Oh, there's nurses that do this."

6:20And so, honestly, I stepped out of my

6:23shoes and that's when I met you. I went

6:24to my first networking event. And to be

6:27totally honest with you, I don't think I

6:28ever told you this. I sat in the car for

6:3010 minutes like, "Are you really going

6:32to get out and do this, Destiny?" I had

6:34to pump myself up, build my confidence,

6:36and like, "You're going to do this.

6:38You're right here. You're at the door."

6:40And that was my first step. I walked in

6:42there, talked to people currently in the

6:44industry, had conversations with them

6:47and learned more about their steps. Now,

6:48I met you and you you weren't even

6:51trying to sell me on the program. You

6:52were I was in an interview process and

6:54you sat and you just talked to me. I

6:56told you something that happened with

6:58interview process asked me if I had

6:59sales experience or not. And you told me

7:02how I should have tackled that question

7:04and then you were very genuine about it

7:06and I was like, you didn't even I don't

7:08think you mentioned your program. I

7:09think it was like on your shirt. And

7:11then I looked you up on LinkedIn. I

7:14said, "He has a whole program that helps

7:16people break into this industry." And so

7:19I started to learn more about it. Got

7:20even deeper. Started listening to the

7:21podcast. And I decided I had to bet on

7:24myself. And I understand some people say

7:27you don't have to go this route for this

7:30program. But for me, I needed to build

7:32my confidence. And this program

7:34definitely helped me build my

7:36confidence. This is not the girl that

7:37you met when you first [laughter] met.

7:39>> No.

7:40>> After helping thousands of people break

7:41into medical device sales, we've

7:43received a lot of messages of asking for

7:45more personalized coaching and

7:46mentorship, our average member breaks in

7:48at around 9 and a half weeks at over

7:51$113,000.

7:52And if you're really interested and

7:54really motivated to break into medical

7:55device sales, you can click the link

7:57below or check out our website at

7:58newtomedicaldeviceales.com.

8:00see all the testimonial videos of people

8:02breaking in with Metronic at over

8:04$170,000 at Abbott $175,000 as a full

8:08line rep. So, if you're really excited

8:09and also motivated and wanting

8:11personalized coaching and mentorship,

8:13then go and click the link below,

8:14schedule a call, and we'll get you where

8:16you want to go. Enjoy the rest of the

8:18episode. And that's why I'm going to try

8:19to hold back some of my tears that come

8:21into these conversations because

8:24that call that day when you let me know

8:26you got that offer that changed your

8:28life.

8:30I thought back to that day we met and

8:33the human being I've got to watch you

8:34transform into and it's not even the

8:37same person. But want to touch base on a

8:39couple things that you said right there

8:41is

8:44you took a bet on you and that's not I'm

8:47not even talking about the program. I'm

8:48talking about at the networking event.

8:51And I say this because all my health

8:53care workers,

8:56health care can become very toxic

8:59and you can get pulled down into the

9:02slump of complaining, the complaining

9:05about how much money you make, about the

9:07people, about your career, and what it's

9:10going to look like. We hear it all the

9:12time.

9:13And most people love to stay in their

9:16misery. Most people love to just

9:18complain because I've worked with scrub

9:20techs and nurses that complain. I say,

9:21"Hey, you would make a great candidate

9:23for med device sales and then they

9:25always have five excuses." But what the

9:27reality of it is is because they would

9:29actually have to change and then what if

9:30it would all went right? What would they

9:31complain about now? And you went to the

9:35networking event that we met at and you

9:38sat there and you were like,

9:40"Am I actually going to change my life

9:42today?" And not did that day, did it

9:46change? Did you get the job? But you

9:47made a decision in that moment. Because

9:49most people let fear

9:53dictate their life. And I want everyone

9:55to hear that because when you're sitting

9:57in that car, you got two little voices

10:00going on right now. Hey, you sure you

10:02want to do this? You sure you're going

10:04to try to do it? What if they and

10:05they'll tell you all the insecurities

10:06that you have about your life and about

10:08who you are and the doubts in your head.

10:10then you have way more coming from the

10:12the fear side than you do the confident

10:14side of like yeah let's go do it

10:16>> but then you stepped into it and to that

10:18point is when we were at the networking

10:20event it was never try to tell you what

10:22you need to do on or be a part of our

10:23stuff we just genuinely love helping

10:26people I love getting to see people and

10:28I just want everyone to know I come from

10:30a big belief of who's for you what's for

10:35you won't miss you and for me when I

10:37have a trust in God is we just work with

10:39a great amazing people and if they want

10:40to bet on themselves and do all the

10:43research and find it for themselves,

10:44awesome. If they don't, that's awesome,

10:46too. And that's why we put all these

10:47free podcasts that you guys will listen

10:49to out as well. But for you, you just

10:51went on the research. You talked about

10:53betting on yourself. And I want to

10:55address something that you just said.

10:57You don't have to do this. No,

10:58absolutely you don't.

11:00But I have still yet to see someone not

11:03take our program and break it at over

11:05six figures. And you've broken well over

11:07six figures. And what most people I will

11:11say this one more time,

11:14the top athletes have coaches and

11:16trainers. The top entrepreneurs and

11:18business individuals have coaches,

11:20mentors.

11:22But for some reason in every industry,

11:24the very bottom levels think they'll

11:28figure it out and they wonder why it

11:31takes so much more time. They wonder

11:33why, like we talked about, you could

11:35never took our program and go work for a

11:36company and make $65,000 a year 247 365

11:41you're on call. You're missing every

11:42holiday and we'll talk in three years

11:44and you know don't even make 100 grand.

11:46That is possible to do here in Med

11:47Devices and you don't need to pay us to

11:48do that.

11:50>> You're not going to do any of that.

11:51>> No. [laughter]

11:53>> And so that's what people just

11:54understand. And also one thing that

11:56people miss is you didn't just get hired

11:58and we say peace out Destiny. Never see

12:00you again. We're going to be along the

12:02journey with you because I'm going to

12:04watch you and make sure that you go have

12:05success because you deserve it. And

12:08also, it's your first time and we all

12:09think these big companies will give us

12:11the best training, but I always will

12:13just bring it back to my experience at

12:15Metronic.

12:16I got ghosted for the first month from

12:19my field sales trainer, the person who

12:21was supposed to be my handholder to help

12:23me. And so, that's what we know because

12:27we've lived it. So, we just want to keep

12:28helping you. But I'm gonna pivot off

12:30that and now we're going to go back to

12:32your journey in med device sales.

12:35You decided to join and you come from a

12:38clinical background. They're always

12:40going to hit you with you don't have

12:43sales experience, right? Talk to me

12:45about the process about the journey of

12:48breaking into medical device sales as a

12:50nurse with a clinical background with no

12:52sales experience.

12:54For me, the program taught me how to

12:57network and network effectively with the

13:00people within the medical device

13:01industry currently. And with doing that,

13:04I was able to speak to my sales

13:05background and what I can bring. I'm

13:07setting up meetings with these people.

13:08I'm getting on phone calls with people I

13:10don't even know and learning about them

13:12and gaining their support. And I think

13:14that was a huge part for me is being

13:17comfortable with asking with that

13:18support, do you see any red flags when

13:20me joining your team? And I remember the

13:23current company that hired me, I got on

13:25one call with one guy. We had a great

13:27conversation and he said, "I want you to

13:31talk to so and so, so and so and so and

13:33so." That was all the sales people on

13:34their team. I got on a phone call with

13:36all of them right away. There was one

13:37person I didn't talk to because they

13:38were on maternity leave.

13:41But I made sure I still talked to that

13:42person. I made the initiative. She did

13:45not attend my panel interview because

13:48she got caught up in a case. I connected

13:50with her on LinkedIn and I set up a

13:51phone call myself and made sure I still

13:53had that conversation with her and I

13:54gained her support as well. And I feel

13:57like this program, like I said, gave me

14:00the confidence to do that and made sure

14:02I made every step along the way to make

14:04sure that I sold myself to my team and

14:07let them know why me as a nurse that I

14:09am beneficial. I talk to doctors. I have

14:11I do not feel uncomfortable talking to

14:12doctors at all. I have worked in

14:15teaching hospitals. I've worked with

14:16residents. I understand that I have to

14:18make sure I stepped up effectively and

14:20let them know that let's not possibly do

14:23that this way. Maybe we need to do it

14:24this way if I notice that something's

14:26being mishandled. I know how to be

14:28adaptable. I adapt constantly. I've

14:30worked in ERS. I understand that the

14:32course can constantly change and this

14:35program helped me sell that on what I

14:39can bring to the table. I sell myself to

14:41patients say I don't want to do this and

14:43I sell them on why they need to do it

14:45continuously all the time. That's just

14:46what I do. And I had to be able to speak

14:48to that and speak confidently to these

14:50managers that I'm the one that you need

14:52to have on your team. And also showing

14:54curiosity. The person who hired me, my

14:57manager, she told me, "Keep that

14:58curiosity. Stay curious." And she told

15:00me that. I love that you are curious.

15:02And you need that throughout this

15:04industry.

15:04>> Yeah. And to all of my nurses,

15:06especially healthcare workers, but

15:08nurses, go back and listen to that for

15:11the last three minutes of what Destiny

15:13just said because that is your guys'

15:14selling point.

15:16So many times we watch nurses downplay

15:18themselves. Oh, I don't know how to

15:20sell. I don't know where my experience

15:23would be helpful. But what nobody

15:24understands is you guys are one of the

15:27most valuable players and candidates

15:29that can come into a recruiting process

15:32because of your experience of talking

15:33with doctors or surgeons having to deal

15:36with difficult patients. They're not all

15:38sunshine and rainbows. And usually,

15:39let's take go one more step. You have to

15:41deal with their family.

15:42>> Yes.

15:42>> Right. And the family's harder than the

15:44patient. And then like you said, then

15:46the doctor will come in and sometimes

15:47you have to sell the doctor

15:49>> on your recommendations because you're

15:50the one seeing that patient

15:52>> and again you have so many different

15:54experiences like you just mentioned in

15:55the ER, right? Being in different units

15:58as a nurse

16:00>> that all plays together and they're

16:02going to continuously hammer. You don't

16:05have ABC.

16:07But what everyone needs to understand is

16:08that is medical device sales interviews.

16:11You could literally have the perfect

16:13background

16:14and they're still going to tell you

16:16something's wrong because it's an

16:17objection and they want you to they want

16:19to see how you handle the objection

16:22because in med device sales you don't go

16:24to a doctor say I'm with this company

16:26and sell this and they say give me it

16:28all they're still going to give you

16:29objections even if they want it let's

16:31bring it back to dating even if someone

16:33wants to date you they'll still probably

16:35ask a couple questions

16:37to see if you just run away or how you

16:39handle those questions are you confident

16:42or do you kind of start to sly which

16:43will raise some red flags for them. And

16:46so, let's dive a little deeper. They

16:48say, "Hey, Destiny, you don't have sales

16:51experience and you're a nurse, but I'm

16:54interviewing someone else who has sales

16:56experience." Tell me how you answered

16:58that.

17:00>> For me, it was, did they show up the way

17:02that I showed up? Did they gain the

17:04support of all your team members? Your

17:06team members are the best. you are the

17:10best within the country for your device

17:13and I gained the support of them. Did

17:15they do that as well? I've been

17:17networking with hundreds of people,

17:20learning more and more. I didn't just

17:22assume that I'm going to get this job

17:23because I have so and so experience.

17:26I've shown that I can be resilient

17:29because you definitely get some nos

17:31throughout this process and it can be so

17:33easy for somebody to be like, I give up.

17:36And for me, I kept working harder and

17:39harder to gain that win. And I finally

17:41got that win.

17:42>> Yeah. And you did. I remember multiple

17:44conversations of us have to do some

17:45pickups

17:46>> of like, hey, you got some nose. It's

17:48okay. But that's all part of this

17:50journey, especially when you're a

17:51clinical coming into this transition, as

17:54you guys will hear from a lot of the

17:56great sales people, and we just had Ray

17:57Cohen on our podcast a while ago where

18:00he talks about your job in sales is to

18:03collect nose. But what many people from

18:05the clinical background, they're not

18:06used to getting told no or they don't

18:08like it. And that's what we have to

18:10transition that mindset. But for you

18:12also, what we said earlier is you do

18:15have sales experience because you're

18:16selling to the patients, you're selling

18:17to doctors, you're selling to patients

18:19families. It's just not the traditional

18:22B2B sales experience. And I hope

18:26everyone heard when you say, "Hey, but

18:27did they do this?" That shows

18:29confidence. That says, "Hey, great. You

18:31just told me something silly. let me

18:33just go. And what we always teach,

18:35especially in this process, is someone's

18:37going to give you an objection. You

18:39don't want to just get defensive right

18:40away and go, you acknowledge it and then

18:43you say, "Let me tell you why you're

18:46wrong in the nicest possible way."

18:48Right? So, for example, I don't know if

18:50you'll be successful because you're a

18:51nurse. You get to say, "Hey, I totally

18:53hear your concern, but this is why I

18:55feel like I would be a great fit for

18:57your position." Aka, I hear you. Now,

19:02I'm going to tell you why I feel like I

19:03am the best position when you don't

19:04think I am. And then you're going to go

19:05into all your reasons. And so, hopefully

19:08that can be helpful for anyone listening

19:09because many times as nurses, you get

19:12told, "You don't have this." And what

19:14they do because they're not used to this

19:15interview process and this type, they'll

19:18shrug their shoulders. They lose the

19:20confidence. They say, "Dang it, I don't

19:21have what they want." But they're

19:23waiting for you to sit up in your chair,

19:25chest up with a big smile on your face,

19:28saying, "I've been waiting for this

19:30question so I can tell you." And not

19:32only tell you, what you were able to do

19:35was show them

19:37>> of the work you're doing.

19:38>> That is very true because I remember I

19:39had that moment in my panel interview.

19:42You know, you get to the end, you're

19:43supposed to do your closing. I asked all

19:46my questions and they asked if I had

19:48another question. I was getting to that

19:50closing point. And I sat there and I

19:52just started going and the one girl in

19:54my panel view I already gained her

19:56support and I could just see her in the

19:57corner just yeah asking question after

20:00question after question you know when I

20:01follow up with you do I have your

20:03support and this manager hit me with I

20:06have other interviews in my first

20:07interview. Next question well do you see

20:09any red flags? No. Then I ask when can I

20:12follow up with you? I'm going follow up

20:13with you via email via phone. If I don't

20:14hear for you by then when I follow up

20:15with you I just see my champion in the

20:17background like yes yes yes. I'm like,

20:19and that was just fueling me like I have

20:21this confidence. I want this job. This

20:23is going to be my job.

20:25>> Yeah, it was. And it did become

20:26[laughter] it. And to that point, I want

20:30to address sometimes I hear reps say,

20:32"Don't ask about red flags or don't ask.

20:35We'll talk about hesitations or

20:37concerns." Cuz they say, "Oh, it comes

20:39from a negative light."

20:40>> But why we are really big on this is

20:43because I watch people try to make it

20:45too positive all the time. And then when

20:48you phrase it as a positive, hey, do I

20:51have your support? They'll say yes. But

20:54just because you had support, that

20:55doesn't mean you they didn't have any

20:56concerns either. And again, what you'll

20:58learn, especially in sales, medical

20:59device sales, doctors are going to yes

21:01you to death to get you out of their

21:02office. So, you actually need to go

21:05address what could be the thing that

21:07holds up because we've watched people

21:09try to do the positive. Hey, do I have

21:11your support? Yes. Email two days later.

21:14Sorry, we went with another candidate.

21:16Yeah, you had the support, but they they

21:17probably gave their support to five

21:18other people,

21:20>> but you might have never handled the

21:21actual concerns that were underlying on

21:23all of this compared to when you say,

21:25"Hey, can I ask is there any hesitations

21:28of why I want to move on to the next

21:30round?" And then when we get to the

21:31final, for the goodness gracious Lord of

21:34sakes, you're asking for the job at the

21:36final, not if you can move on because

21:38that means you understand the process.

21:40>> And like we always say, you're not

21:43focusing on the others. Oh, just so

21:45we're clear, every interview process you

21:47all will go in has other interviews, has

21:50one or two other candidates. Just so

21:52we're clear, we interview these

21:54managers. Most of the time they don't

21:56have other candidates.

21:58They're just saying that to get into

21:59your psyche and they want to see how you

22:02respond, right? Same thing. Do the job

22:05to get the job. As we always teach

22:06inside the program, you're with a

22:08surgeon. Hey, yeah, I'm looking at a

22:10couple other products. We're a hospital.

22:12Yeah, we're going to be testing a couple

22:14other products. They might not be.

22:18They want to see how you show up and so

22:20you're able to get those objections and

22:22you smile.

22:23>> Yeah.

22:23>> But it's not even this piece because

22:25this is what I want people to hear. Even

22:27if we told you, "Hey, Destiny, you're

22:29going to come up with A, B, and C."

22:32There's a difference between hearing

22:34that and then you going for a walk and

22:35kind of rehearsing it in your head

22:37>> and then actually sitting across from

22:39somebody

22:39>> and getting that and then having the

22:42confidence and what people don't

22:43understand there's so much body posture,

22:46eye contact,

22:48>> solidness in your voice. Are you kind of

22:49hairy? Are you kind of airy or do you go

22:51a little more quiet or do you have a lot

22:53of confidence when you talk? Is your

22:55chest up? Do you sit? Do you make eye

22:57contact or do you start looking all

22:59over?

23:00That's the piece of this that many human

23:02beings miss because in sales it's not

23:05just how you answer. It's the whole

23:08situation inside of it. And that's why I

23:11get so excited and when I talk about I

23:13know you're going to crush it is I've

23:15watched destiny

23:17literally transform from the person what

23:19you just answered. You would have never

23:21answered that

23:22>> when I first met you

23:24>> and now you're able to sit here and be

23:25like, "Hey, do you see the value I

23:27bring?" And I just want to encourage

23:29every healthcare worker except es

23:31especially my nurses. You all bring so

23:34much value.

23:35You just need to pull it out of you. And

23:37again, sometimes if you're in an

23:39environment that doesn't pull it out of

23:41you, that doesn't do us any good. But

23:45that was probably the biggest thing you

23:47continue to hear as an objection was you

23:50don't have sales experience. But what

23:52else did you hear during that process

23:53that was always trying to hold you back?

23:56I recall I got on a phone call with a

23:58guy who was nervous because I have this

24:02nursing background that I can go back to

24:04nursing. I'm thinking in my head, I

24:06don't have any plans to go back to

24:07nursing, but you're right. I do I could

24:10go back to nursing. It is an option. So,

24:13and he he let me know that's going to be

24:14an objection that you're going to face.

24:17And so I mean that was good to hear and

24:20it was good that we have mock interviews

24:22from this program that could help

24:24prepare me for that because for me I in

24:27my heart knew nursing is not what I

24:29wanted to do for the long run. I like I

24:30said earlier I don't know how people do

24:32this for over 20 years

24:34>> lifting patients and everything and I

24:36it's

24:37>> I that's just not what I was pursuing in

24:40life. So just being able to overcome

24:42those that was an objection I had to

24:44come overcome.

24:45Um, there was the objection of having to

24:49learn something new.

24:51And for me, it's like I do travel

24:53nursing. I get a week of training, maybe

24:55not even that. I learned a whole new

24:57computer system during co sometimes I

24:59was just thrown out there. You better

25:00find what you got to find and deal with

25:02these new personalities right away. So,

25:04that didn't put fear in me. And for me,

25:08I was able to speak on that also within

25:09my interviews that I've been in these

25:11situations. I've learned to adapt to

25:13different situations. I've learned new

25:14technologies. I can learn this

25:16technology. If you're able to learn this

25:18technology, why can't I learn this

25:19technology?

25:20>> I love the confidence that just comes

25:22through now because you're so right.

25:25That is they're always going to throw

25:27objections at you all and that's what

25:29you need to hear. Even if you have the

25:31perfect background, there'll still be

25:32objections. But for example, let's just

25:34touch on the ones that you just

25:35mentioned for number one. Hey, you're

25:37nurse, you could go back there, right?

25:40Just so we're clear.

25:42A lot of times the people you're talking

25:45to had careers before med device sales.

25:49You can flip it back right on them and

25:51say, "Well, couldn't you go back to

25:53selling copers?"

25:55Why don't you?

25:58Most people don't have the confidence to

26:00ask that. And also, let me just make

26:02this clear. It's also how you ask that

26:03because if you come with a snoody

26:04conversation, they'll take it. Not the

26:06best. But you can smile and be like, "I

26:08love that question." Well, I know why I

26:11will not make that change back to

26:13nursing and I can tell you that. But let

26:15me ask you a question because just so

26:17we're clear, everyone in sales by you

26:19telling doesn't get very far. A lot of

26:21times by asking, you'll get a lot of

26:23good results. And you can ask them,

26:26hopefully you did your research and you

26:28know what they did before you get on a

26:29call with them. But then you can ask

26:31them,

26:32>> "What did you do before this?"

26:34>> And they'll tell you, "I was an athletic

26:37trainer." Oh, I was I worked in sales

26:39and B2B, whatever it was. And you say,

26:42why don't you go back

26:45and then they're going to explain and

26:47then you can say, I think those are

26:49great points, very similar to why I

26:52don't want to go back to nursing.

26:53>> And that's a good point, Jacob, just

26:54remind me. There's a lot of objections I

26:56would get from nurses, which was

26:59surprising,

27:00especially the ones that worked in

27:01procedural areas. I didn't work in

27:03procedural areas. That was a big

27:04objection I would get from nurses. you

27:06don't have experience being you should

27:08go and go work in a O you should go work

27:10in a calf lab or something like that and

27:14I even got a call with a sales rep who

27:16said that who transitioned over I

27:18believe originally to ortho and then

27:20moved into the vascular place space and

27:22I said you weren't originally in the

27:25procedural area but you learned these

27:27companies provide training for you so

27:29why do you think I can't do it he said

27:31you can you really can I'm just letting

27:34you know I'm

27:35I understand that.

27:37>> Yep. And just for everyone to hear,

27:41they love to give you objections, but

27:43also that's one thing that I get so

27:46passionate about.

27:48There have been people who have taken

27:50our program who had zero clinical or

27:53sales experience that we get into the

27:56industry and then they be part of our

27:58program alumni and then we have you all

28:00reach out to them just for those same

28:02people to say you go get sales or

28:05whatever experience and there's this

28:08piece of human beings think because I

28:11did it you can't do that. I hear it all

28:14the time because my favorite is why we

28:16make these podcast is I talk to hire

28:19hiring managers and my favorite is when

28:21I talk to a hiring manager who had no

28:24sales or clinical experience

28:26then they came in and they were a top

28:29rep and then they climbed the ranks and

28:32they say what are you looking for and

28:33they say I have to have four years of

28:35experience of and I'm like but you

28:37didn't you didn't have that and you were

28:39the best and you look where you came and

28:41you you progressed faster than any of

28:43the ones that you just mentioned. And

28:45then what happens is it's this

28:46brainwashing.

28:49Oh well, this is what everyone says. And

28:52that's why I get so passionate about

28:53what we do because every single day I

28:55get told you can't break into medical

28:57device sales if you don't have the B2B

28:58sales experience. You just did it. We

29:00get told that you can't break into

29:02medical device sales at over six figures

29:04without any experience. You just did it.

29:07And what we've built this whole brand on

29:09is doing exactly what everyone says you

29:11can't do.

29:13and what they continue to say you can't

29:15do. And every single day we get to watch

29:18people just like yourself come on these

29:20podcast and say, "Hey, I didn't have any

29:23of the pieces. I didn't have the O

29:25experience that they were looking for. I

29:27didn't have the sales experience that

29:28they had. I didn't know all these people

29:30that could just hand me interviews,

29:34but because I learned how to do the job

29:35to get the job and I learned the process

29:37and I got around people who understand

29:38it, I'm starting med device sales at one

29:41of the largest companies at over six

29:42figures and that's the baseline of my

29:44career and I'm going to go progress it.

29:46And that's what I want everyone to hear

29:48is everyone will tell you what you can't

29:50do.

29:52You need to get around people who can

29:53tell you what you can't do.

29:55>> And that's what this is all about.

29:56Because even with us right now, I still

29:59love when people be like, "Hey, how's

30:01your little podcast doing?

30:03It's doing great. I get to be with

30:06amazing human beings every day and I get

30:09to watch them change their life."

30:11And all you need is how many yeses?

30:14>> One.

30:16>> And changes your life forever.

30:18Now, let's talk about this. You went

30:20through that process.

30:23You had a lot of ups and downs. You had

30:25a lot of people who made promises

30:28>> that then dropped through.

30:29>> Yeah.

30:30>> In that clinical world and also in the

30:32med device world. And that's why we

30:34teach you unless it's in your inbox,

30:37it don't count. Just like in medical

30:39device sales, unless that PO hits your

30:41email, just because purchasing is saying

30:44it's coming, doesn't mean it's coming

30:45right away. Stuff falls through. But for

30:48you, then you got yourself into multiple

30:51offers.

30:52>> Yeah. all within a week of each other.

30:56Talk to me how that experience was going

30:58from you've been trying trying you went

31:00through the journey, you went through

31:01the grindstone

31:03to getting two offers from the largest

31:05companies in medical devices.

31:08>> It was great. And for me it was the

31:11confidence piece. Like it took me a long

31:13time to get there. And once I got there,

31:15like the last two months, I was

31:17hammering it, talking to people, finally

31:20building that piece of being support the

31:23team, them connecting me to the right

31:25people. And I feel like that played a

31:27key role. And I remember when I got my

31:30first offer and you called me, you were

31:32like, "Destiny,

31:35you're not having the energy that I

31:36want." And for me, I am such a

31:38go-getter. I'm going to get what I want.

31:41And I'm like, I'm I'm happy. I'm

31:42grateful for that, but it's not what I'm

31:46looking for.

31:48And a few weeks later, I got exactly

31:51what I was looking for. And that that

31:53second call was totally different than

31:55the first call that you had with me

31:56because like this is what I'm looking

31:58for. They are betting it on me. They

32:01believe in me. And it's funny, like two

32:03weeks before that, I got denied a

32:05position

32:07and I reached out to the manager asking

32:09for feedback. He said, "Honestly, I have

32:11no feedback for you." He said, "You did

32:13great. It was just somebody with more

32:15experience." He said, "I guarantee

32:17you're going to have a job very soon."

32:19And I got a job

32:21>> very soon,

32:22>> two weeks later.

32:24And it was for what I was looking for.

32:26It's for what I deserved at that moment.

32:29And in that phone call that we had a

32:32second time, it was like a 180 on how I

32:35felt. And I had I was just so overjoyed

32:40after I got that f phone call from my

32:43now manager that

32:46she was betting on me and she believed

32:49in me.

32:56Exactly what I needed.

33:01>> [snorts]

33:04>> In that moment, I knew I did it. All

33:07that hard work [snorts] paid off. And I

33:10am a different woman now.

33:13I am a different woman.

33:16And I'mma crush it.

33:17>> You're going to.

33:21>> And like you said, this is just the

33:23entry level.

33:25and my team is great and I am so excited

33:29to embark on this journey with them and

33:32I already know what I want to capture

33:33next. I want to be rookie of the year

33:35and I haven't even started yet. I don't

33:37start till Monday, but I already know

33:38what what I want to accomplish because

33:41that's I'm just a goal setter and I

33:43already know yes, I broke in but now we

33:45got to keep going. We got to make the

33:47next step. And I was just so excited

33:50when I got that phone call. As soon as I

33:53got off the phone with her from the ver

33:54verbal offer, I text you right away.

33:57And then you called me and I was like, I

33:59don't mean to cry, Jacob, but I'm just

34:00so excited. This is everything I worked

34:03for. This is a company that I wanted to

34:06work for and I'm here now. And I started

34:10texting people I had talked to, letting

34:11them know I broke in. I got the job. I

34:15started texting past managers letting

34:17know I'll be working for so and so. This

34:19is the step that I'm taking. And it just

34:21felt great. Like I feel like I had a new

34:23power.

34:23>> Yeah. And

34:28what is so special about what you did

34:30was you didn't just change your life,

34:33you changed you and your family's life

34:35and you changed your future. And like

34:38you said, this is just the beginning.

34:41And you're going to come into this

34:43industry because you just saw how hard

34:45you worked. And what we always teach you

34:47guys, hardest thing you'll ever do is

34:48break into med device sales. Then you

34:51got to perform in med device sales, it's

34:52the new mountain, right? Everyone thinks

34:54you get in and you climb a mountain and

34:55then you're just done.

34:57>> But inside of this thing called life and

35:00especially in a career, you climb one

35:02mountain just to get to the next base of

35:04another big mountain.

35:06>> But when you start falling in love with

35:07the journey and you build that

35:09confidence of it doesn't matter how high

35:11that mountain is. And guess what? You

35:12might fall down a couple times. You

35:14might get a couple things that bring you

35:15back down to base camp every once in a

35:17while, but you're going to keep

35:19fighting. And I just want you to know

35:23watching you change your life. But even

35:27here sitting here today to the person I

35:30first originally met, it's not even the

35:32same human being. And when you say

35:34rookie of the year, I know I'm eager to

35:36go get it because I've watched Destiny

35:39make a goal and work like crazy even

35:42though she had a lot of life happened

35:44during this process and you didn't. You

35:47might had take a little time off because

35:48of the life, but you always came back

35:51fighting. And now you got a whole new

35:54energy behind you. You're, like you

35:56said, you are a new woman and you are

35:59going to absolutely

36:01crush it in medical device sales and

36:04you're going to not only change your

36:05life, but a lot of other people's lives.

36:07And it's so fantastic to see and I am so

36:12excited for you.

36:15As we wrap up here, my question to you

36:17is there's going to be a nurse watching

36:19this

36:20who's probably like Destiny before she

36:22even got in her car to go to that

36:24networking event.

36:25What's your advice to that person?

36:28>> Believe in yourself. Bet on yourself.

36:31You're going to get on some phone calls

36:33with people who are going to tell you

36:34advice that you say, "Thank you. I

36:36appreciate that." And you move on from

36:38that phone conversation. You set that

36:40aside. Cuz that's not the advice that's

36:42going to get you in the door. Continue

36:45to network and you will find some people

36:46who will believe in you and you will be

36:49successful. Do not give on your up on

36:52your journey on joining medical device.

36:54it. It's not going to be easy. It's

36:56going to be totally different than a

36:57nursing interview. You're not going to

36:59have one interview like up, this is your

37:01job, but it's going to be worth it. And

37:03going through those interview processes

37:05prepare you for this industry.

37:07>> Yeah. Let's talk about this real quick

37:08is you said something. It's hard.

37:12It is hard.

37:14>> But that's why most people will never

37:15get where they want to go. And I just

37:17want everyone to hear this.

37:19Most people would rather have the hard

37:21life of living a life that they don't

37:24feel fulfilled in, don't make the money

37:25they want, don't feel happy with how

37:27they are, and live that every day for

37:30years

37:33instead of say doing what you just said,

37:35betting on yourself. And I just want to

37:38say this with the most love to somebody

37:39who's listening because I know they need

37:40to hear it.

37:42Whenever we talk money, people get

37:44weird. And the only people who ever get

37:46weird are the people who don't have the

37:47money. And I said that with the most

37:49love as somebody who moved out here with

37:50$1,200 to his name. When I moved out, I

37:54was weird about money because I didn't

37:55have a lot. But the one thing I just

37:57want to encourage everybody to is if you

37:59can't cover a $5,000 expense,

38:02you're not in a good financial spot.

38:05And that might be hard to hear, but if

38:08you can't cover your car breaking and

38:11something happening and you need to pay

38:12$45,000

38:14and that wrecks your life,

38:17you're not in a good financial spot. And

38:20I share that because most people will

38:21let the money keep them stuck and it's

38:23why they stay stuck and they never get

38:24to where they want to be. Or they take

38:2715 years to do what most people can do

38:29or others can do in one with the right

38:31coaching. And so I just encourage you

38:34all, you have to start challenging even

38:36how you look at money if you want to do

38:38this because again I want this to be

38:39said that's something we had to have a

38:41talk about when we have a talk with all

38:42of our members. You want to go make well

38:44over 110 120 130 plus thousands you

38:48better show up as that person. You

38:50better start thinking like that person.

38:52And I'm sitting here telling you person

38:54making 130 plus thousand

38:56isn't freaking out about a two or $3,000

38:59thing. But I watch people every single

39:01day, they live in their current

39:04situation

39:06and then they let their current

39:07situation keep them stuck from the

39:09future of where they want to get to.

39:11Because this is the question you have to

39:12ask yourself, would the future version

39:14of me, would the person who's going to

39:16work at one of the largest med device

39:17companies in the world and make well

39:19over six figures, would that person

39:21invest in themselves?

39:23And the answer is always yes. But would

39:26the current version of myself who

39:29doesn't like what what they do and maybe

39:31stayed in a place way too long would

39:33they? And the answer is going to be no

39:35because it always goes to that emotional

39:36side. And I say that whether it's us or

39:39someone else or whoever it is. Whatever

39:40you do, make sure you just bet on

39:42yourself because most people are just

39:44focused on the current now, not where

39:46they want to be. And the last piece to

39:49it you said, and I just want to address

39:50this,

39:52we work with a lot of different people

39:54and they get to tell me what they hear

39:55from other reps and other hiring

39:57managers and recruiters. Just so we're

40:00clear, I talk to the exact same people

40:03and they give horrible advice. I just

40:06had a recruiter tell me, "You can't get

40:09somebody a relocation package on an

40:11entry- level role."

40:13We did four last week.

40:15I didn't get on there and I didn't try

40:16to convince them why we're right and how

40:18we do it. Sometimes you're just going to

40:21hear it and you say, "Thanks. I

40:22appreciate it. Have a good day." Move

40:24on. You don't have to go show your value

40:26to other people. You don't have the

40:27people who will see your value will see

40:28it. People who don't, that's just a

40:31thing in life. But I will just say this.

40:33I talk to hiring managers. I talk to

40:35reps that have been in for 10 plus

40:36years. The first thing they say, "Lead

40:39with money. Lead." Worst advice you

40:41could ever hear.

40:43But that's what they'll tell you guys.

40:44And I share that because that's one of

40:46the things we help with is, hey, we help

40:48discern, which is a mature thing to do.

40:50You have to discern what advice is worth

40:53taking, what advice is not worth taking.

40:55And if you ask 20 people how to break

40:56into metadvice sales, I will promise you

40:58with all my life, you will get 20

41:00different answers. And they all came

41:02from 20 different backgrounds. And then

41:04they're going to give it to you from the

41:05lens of I had a sales rep background. I

41:08had a professional background in

41:10athletics. I had and they're going to

41:12give you a bunch. But unless it's

41:15you, it doesn't really carry over that

41:17well. So, I want people to really

41:19understand that. But for you, as you

41:22look back on all of the hard work,

41:26can you just walk me through what kept

41:28you going when you said, "Hey, this is

41:30hard." And I know it's going to be hard,

41:32but what kept you going?

41:34>> I think about my family, my parents,

41:39my niece and nephew.

41:42And I want to set my life up where I can

41:45be a support for them. I don't know. My

41:48mom was My mom's never broke 100K or six

41:51figures. She was so ecstatic for me.

41:54She's like, I've never accomplished

41:55that. And you have

42:01you just have to be coachable in this.

42:04We we would talk what every Wednesday

42:06and you would tell me

42:09who else are you interviewing Jessie?

42:11What other divisions are you looking at?

42:13Pounded on me. Pounded on me. [laughter]

42:17And me having to take it. It's just like

42:19Jacob's right. And when I started

42:21venturing off, a lot of stuff started

42:23happening.

42:25You can't put all your eggs in one

42:26basket. You can't do that in sales

42:27either. You can't put all your eggs onto

42:29one surgeon and then they move on

42:30somewhere else and you're not going to

42:32meet quota because of that. So that was

42:34a big lesson for me is listening and

42:37being coachable and motable also for me

42:40to reach that goal that I want to obtain

42:41to be able to take care of my family.

42:43>> Yeah. And I just want to mention this

42:45sometimes it takes hearing don't put all

42:48your eggs in one basket and then you

42:49doing it and then seeing what happens

42:50when you put all your eggs in one basket

42:51to learn the lesson. But that's why we

42:53continue to teach. Number two, I just

42:55want to share this is

42:58I think it is the coolest thing ever

42:59that your mom was ecstatic for you.

43:07Like

43:08as someone else who came from a family,

43:10they never made more than $65,000 a

43:12year.

43:14What you just shared, they'll never even

43:15understand. They don't even know how.

43:18But because you bet on you and you went

43:21through all the hard work,

43:23you just gave them hope, too. And the

43:27people that you just thought of, you're

43:29going to be able to impact them in a lot

43:31of ways. And that's I think the best way

43:34I can end our show today is just

43:36understand

43:38everyone wants to do this because of

43:40them and what they can accomplish. But

43:43the people that we get to work with,

43:44it's so fulfilling. That's why we say we

43:46only want to be with the people who are

43:47the top 10, not the bottom 90.

43:50Cuz the top 10 when we're working with

43:52them, they have a real purpose. It's not

43:54to buy a Lambo. It's not to just get the

43:55Rolex. And again, if if that makes you

43:57happy, go do it. Live your life. But

44:00we're with people who want to make a

44:01difference. And that's what is so easy

44:05to see. And then now you just made the

44:08biggest change for you and your family

44:10because you bet on yourself

44:13and you put in all the hard work and now

44:17you work at one of the largest medical

44:19device companies in the world at over

44:21six figures coming from a nursing

44:23background and I'm going to continue to

44:25watch Destiny climb the ranks and

44:27absolutely crush it in this industry.

44:28And I just want you to know I'm beyond

44:31proud of you. I'm beyond excited for you

44:34and I can't wait to see everything you

44:35accomplish. It would not be possible

44:37without you and all the coaches and all

44:39the support that I got along the way.

44:43>> I just want to say thank you for

44:44allowing us to be a part of your

44:45journey. It's been a real pleasure and

44:48it's not done now. We're going to keep

44:49watching it go.

44:51>> But I want you to know this is going to

44:53be encouraging to some nurse out there.

44:57It has been sin where you were but too

45:00scared and letting fear dictate their

45:02life.

45:04because of this

45:06they might finally have the confidence

45:08to go bet on themselves and maybe they

45:09too can break into med device sales at

45:11over six figures and change their life

45:12and their family's life. Oh, destiny.