Full transcript
0:00Welcome back to New to Medical Device
0:03Sales. I am your host Jacob McLaughlin
0:06and today I have the special opportunity
0:09to have Sophia Gonzalez on today's show
0:12and Sophia
0:14just broke into medical device sales
0:16with a top medical device company as an
0:20inside sales rep and even more
0:22impressive she's still in college. Uh so
0:25again, this is uh going to be an amazing
0:27show where Sophia is going to share her
0:30experience how she's still in college
0:31and she just landed a position with a
0:33top medical device company and she's
0:35going to be able to share what she did
0:37to help separate herself. So Sophia
0:40thank you so much for taking uh time out
0:42of your day to jump on our podcast and
0:44and congratulations.
0:46Yes, of course. Thank you for having me
0:47on today, Jacob. Of course. Uh yeah, we
0:50were just lucky to have you and and
0:52everybody listening, it's fun for me to
0:54be able to sit here and talk with Sophia
0:56today because Sophia called me
0:58uh reached back out to me probably about
1:003 4 months ago um via LinkedIn. We
1:03jumped on a quick call. Uh we kind of
1:05talked about what it looked like. I
1:07answered some questions and then gave
1:09her some of my advice and then to see
1:11where she's at now breaking in um it's
1:14super fun to to see that you know,
1:16someone I talked to 3 4 months ago is
1:18finally in and they and they took my
1:19advice so it worked.
1:23Yes, absolutely and I would say to
1:25anyone out there this podcast is a great
1:26resource. It really gives you great
1:28inside scoop and really good questions
1:30that you should utilize in your
1:32networking, too. So it was a really
1:33great resource to me for breaking in. I
1:35appreciate that and yeah, and it was
1:36funny we were we were talking off air um
1:38kind of just how it was like full circle
1:40uh because you got a you used to listen
1:42to the podcast before you really said
1:44doing some shows or like going to do
1:46networking, right?
1:47Yes, definitely just preparing for my
1:49interviews or just any little networking
1:51events, too. So it's really a pleasure
1:53to get be on here today and share my
1:55experience on how I broke in. Yeah, yeah
1:57and we're we're excited to have you
1:58again full circle. You're going to share
2:00your experience that people are going to
2:01listen to and they're going to they're
2:02going to use it as they break in and go
2:04towards those interviews. Uh so just
2:07jumping into it, Sophia, can you kind of
2:08tell us
2:10why why medical device? What got you
2:12started in that again? Like we said,
2:13you're still in college, but how did you
2:15kind of find out about this industry and
2:16what really made you hone in and want to
2:19come here?
2:21Yeah, so the main way I was able to
2:23really figure out about this industry is
2:25that my uncle actually works for a top
2:27medical device company and he's been
2:29there for over 16 years. And so he's
2:33kind of mentored me throughout my high
2:34school experience as well as my college
2:36experience on just being a life coach as
2:38well as providing me great insight onto
2:40the industry itself. So that's kind of
2:42where I first kickstarted my interest in
2:44this industry.
2:46But just the reason why I wanted to
2:48break into medical device sales is
2:50mainly because
2:52for me I personally love to help people
2:54and make an impact on people's lives and
2:56the healthcare industry is something
2:58that offers that on a daily basis. And
3:00so the devices that you sell to the
3:02hospitals and doctors transform people's
3:04lives and that's something that's always
3:06been important to me throughout my
3:07career as well as my sales career, too.
3:10And I was also able to see
3:13a direct impact of medical devices a
3:16little over 2 years ago, I would say.
3:18And the situation was that my younger
3:20brother got fell and got a Lisfranc
3:22fracture
3:23which is a very serious fracture
3:25especially if not treated properly. And
3:28the surgeon used a micro screw surgical
3:30procedure and this completely
3:32transformed his life and prevented him
3:34from not having a limp for the rest of
3:35his life. And so for me, being able to
3:37see that personal connection and see
3:38that impact that it had on my brother's
3:40life was really the initial driver into
3:42the industry and really kickstarted my
3:44interest because I want to be able to
3:45sell products that would have the same
3:47impact on other individuals' lives. I
3:49love that. I love that and it's so true.
3:51That is the thing that's beautiful about
3:52medical device sales is
3:54we're we're making we're selling devices
3:56that are having direct impact, you know,
3:58when you're able to sell a good device
4:00even for me, I sell a device that it's
4:02having an impact in people's life every
4:04single day and I know when they're
4:05leaving my OR
4:07they just were impacted in a positive
4:09manner and they're going to be able to
4:10go back to a life that they might not
4:12have without it. So you're 100% right
4:14and I totally agree. That is why medical
4:16devices I I would say stands alone in
4:19the industries because you're not just
4:21selling a product, but you're selling a
4:22product that actually matters and makes
4:24an impact on someone's whole life.
4:28Yes, absolutely. That was definitely the
4:30reason why really sparked my interest
4:32and along with what you talked about in
4:33your previous other podcasts as well is
4:36just the financial benefit and then also
4:38just having autonomy, too. No day is the
4:40same and that's something that really
4:42interests me because I don't want to sit
4:44at a desk for the rest of my life. I
4:45want to be able to go out and help
4:46people and
4:48change from day to day. So that's
4:49definitely something that this industry
4:51particularly offers that's very
4:53different from any other industry. Yeah,
4:54and and the thing I tell everybody I I
4:56just say cuz even like yesterday
4:59your life your life is never the same
5:01thing over and over because even when my
5:03schedule almost every day when my
5:05schedule says what it's going to be
5:08I get a call at 8:30 in the morning from
5:10someone else that needs something done.
5:12So that has to get bumped to the list.
5:13Like you're you're always staying on
5:15your toes because it's almost never
5:17you're putting out you like that's the
5:18thing about this medical device that
5:20people don't think. They think a lot of
5:22times we're just selling, right? We're
5:23just hanging hanging out with doctors.
5:24No, you're selling, you're doing case
5:26coverage, you're running trays for cases
5:28in the
5:29uh for the during the week. You're
5:31putting out fires that
5:33accounts might be having. Like there's
5:34just so much as you uh know and will
5:36learn. Um so that's what again, it keeps
5:38you on your toes and no day is the same
5:40which for me I absolutely love like you
5:42stated. So that's great um and now just
5:45going into it. So
5:46you broke in, you're still in college.
5:48How did you go about breaking in? How
5:51did you uh get in front of these people
5:53to get interviews? Can you kind of go
5:54into that process for us?
5:57Yes, so obviously as you know and what
6:01you mentioned earlier in the other
6:02podcast as well, the main thing to do is
6:04just really networking. It's going to be
6:06about who you know that is really going
6:07to make the difference and it's just
6:08that one person to give you the
6:10opportunity that can kickstart your
6:12career. And so for me when I went into
6:14networking, like you said earlier, I
6:16would go on to LinkedIn and I probably
6:19messaged
6:20a little over 100 people, I would say
6:22and only heard back from around 20
6:24people on LinkedIn. And so I started
6:26taking other approaches, too and
6:29I really looked into my own personal
6:31network and I was able to
6:35connect with people such as a friend's
6:37other friend's dad or just people that
6:38you wouldn't necessarily think of that
6:40really had an impact on my experience
6:42and I actually accepted a position for
6:44the company that was a friend's mom. So
6:47it was just that personal network is
6:49also something that's really important
6:51to utilize and then also when you're on
6:53the phone with these people ask them who
6:55they recommend you connect with because
6:58like anything you do as well as the
7:00sales process, too, you want to build
7:01that network and completely expand to
7:03other people, too. And so just
7:05by asking them to connect you with other
7:07people just will really help you with
7:09that really big web and expanding into
7:12other areas as well.
7:14Another thing that I really utilized was
7:16books. I read a book called Hot Lights
7:19and Cold Steel and so this really gave
7:21me a perspective onto the surgeon's
7:23first years in the Mayo Clinic. So this
7:25was more of the surgeon's perspective so
7:26I could see inside of what they're going
7:28through so that when I did break into
7:30the industry, this would give me another
7:31perspective that I could really use. And
7:33then just utilizing other podcasts, too,
7:35such as uh your podcast and then Legacy
7:38Now Coaching as well were great
7:40resources. Yeah, and Scott and Sarah,
7:42they're awesome. Uh actually that ding
7:44you heard was Scott texting me. Uh so
7:47yeah, he he does great stuff. Um they
7:49put out great content, but I just want
7:51to uh hone in on a couple things you
7:53said. You put so many gold nuggets right
7:54there. Um and the the reason I want to
7:56lean on that is number one, looking at
7:58your own network. That's that is the
8:00smartest thing people underestimate is
8:04hey, who do I already know that might
8:05know somebody that again, now it's a
8:07warm call. It's not a cold call. They
8:09somebody can go to bat for me, right?
8:11That is so smart and a lot of people a
8:13time a lot of times they will be like,
8:15hey my friend's mom is a doctor. Well,
8:18guess who people are trying to get in
8:19front of if they're the sales rep? The
8:20doctor, right? And like you just said,
8:22you can learn what the doctor likes,
8:24what the doctor doesn't like and guess
8:25what? The doctor might know a rep for
8:28you to talk to, right? So that's again,
8:30that's that's number one for you guys
8:31listening. That is such a great point.
8:33Number two, I want to really hit on this
8:35one, the spider web effect. What you
8:38just said, right?
8:39When you talk to someone, when you ask,
8:41"Hey, do you have anybody else that I
8:43should talk to? Do you have a reference
8:45that I can go talk to?" Again, turning
8:47that cold call into a warm call because
8:49now you can just reference the person
8:51and now you're not just some complete
8:53stranger, right? That's huge. Now let me
8:56bring that one next step further. That's
8:58exactly what I do with my doctors when
9:00I'm trying to sell my equipment,
9:01correct? So like I have a doctor who
9:03uses me. I can't get in front of maybe
9:06that's Dr. A and I can't get in front of
9:08Dr. B, but Dr. A and Dr. B are pretty
9:11good friends. Well, if I say, "Dr. A,
9:13can you give me any references who I
9:15should go talk to that would love my
9:16product as well just like you do?" She
9:18says talk talk to Dr. B. Now I can go
9:20talk to Dr. B and before they might not
9:23be giving me a shot, but I've had this
9:25and I'm speaking from experience. Once I
9:27mention Dr. A told me to come talk to
9:30Dr. B, I almost every single time get a
9:33lunch. I get a I at least get in front
9:35of them to show them the product that
9:36whether I might not have and now they
9:37might even just try it just because Dr.
9:39A said to try it because they're friends
9:41with them, right? So exactly what you
9:44said right there, it's no difference and
9:46that's what we talk about on this
9:47podcast. You're doing the job before you
9:49have the job, right? That networking
9:51piece is exactly what you're going to be
9:53doing once you're in the job and you're
9:55you're to sell the doctors cuz you have
9:56to network with other doctors who might
9:57be hard to get in front of. So, I just
9:59wanted to hit on that because I just did
10:01that this week and it worked out
10:02successfully. It's no different than in
10:04the interview process. And now, because
10:07that happened with you, Sophia, you can
10:08talk about it in that interview process.
10:11Hey, you know, like a lot of times
10:12during my interview, they're like, "You
10:14shouldn't be here." And I'm like,
10:15"You're right, but I influenced who
10:18influenced you." You know, like I was
10:19able to find someone who you knew that
10:21told me to come to you and now I'm
10:22sitting in front of you. So, I love that
10:24you said that and just wanted to sit on
10:26those two big key parts. So, again, I
10:29appreciate you bringing that up cuz that
10:30right there by itself is something we
10:32haven't talked about and it's super
10:33valuable.
10:35Absolutely. It's exactly what you said.
10:36It's just doing the sales process before
10:38you're even in the position. And even
10:40they're going through interviews, they
10:42already knew my name before I even got
10:44into that initial interview because of
10:45that. And it's something that they take
10:47note of and something that really will
10:49give you a leg up and help you stand out
10:50in the interview process. 100% because
10:53this is the thing. When they know about
10:54you before you even show up, they're
10:56thinking in their head, "Well, she will
10:58do the same thing to a surgeon."
11:00Right? Before I go see Dr. B, if Dr. A
11:03already made my name to her,
11:05bam, I'm already in, right? And now it's
11:07a warm call, not a cold call. So, again,
11:09that's perfect. Like you said, doing the
11:12process as you're trying to break in,
11:13that's huge. Now, I do want to take a
11:15step back and just ask, what kind of was
11:17your sales experience before this? What
11:19was your education? Um so, someone
11:21listening, they can again, this is
11:22usually where they can relate. Maybe I'm
11:24very similar or a lot of people who call
11:25me cuz they were a personal trainer,
11:27they were a kinesiology degree, no sales
11:29experience, right? I get a lot of those
11:31messages. So, can you kind of tell us,
11:33what was your background like trying to
11:35break in here? Did you have sales
11:36experience? Did you not? What was your
11:37degree in? Kind of go on that route.
11:40Yeah, so I had a very diverse
11:42background. So, I My degree's in
11:44marketing and then I got a certificate
11:46in professional strategic selling and
11:48then I got a minor in leadership
11:49studies. And for a long time throughout
11:51college, I really thought I was going to
11:52go with a career in marketing because I
11:55love the strategic thinking about it and
11:56then also the team building aspect, too.
11:59But it was really my sophomore year in
12:01college where I first got my experience
12:03cold calling and that really set my
12:05career in sales. And it was something
12:07that I knew I wanted to do and that
12:08completely made me rethink my career
12:11path itself. But speaking of just
12:13experience, so I worked in the customer
12:16service industry all throughout college.
12:18And so, I was really able to speak on
12:19that because it is very blue collar. It
12:22does have a lot of hard work and it's
12:23very different. And also, has a lot of
12:25adaptability that I was able to speak
12:27through to interviews as well.
12:29My
12:30internship for sales got canceled last
12:33year during COVID. And so, this year,
12:35when I was really looking to break in,
12:37it was very difficult because a lot of
12:40people that I did reach out to, they
12:41said, "Oh, you don't have sales
12:42experience." And then hung up the phone.
12:44They weren't interested because of that.
12:46And because of my degree in marketing,
12:47too. So, that's definitely something
12:48that I would always have to address when
12:50I was going through those interviews or
12:51just talking to people as well.
12:54But I was able to get a part-time sales
12:56job and it was actually someone that I
12:59connected with and he told me
13:01that I had 3 months to get sales
13:03experience and I'd call him in 3 months
13:04and tell him what I learned. And so, I
13:07am currently I go to K-State and so,
13:08Manhattan, Kansas doesn't have a lot of
13:10opportunities for uh just getting that
13:12sales experience or those other
13:13part-time jobs, too, because it is a lot
13:16smaller of a city. Yep. And so, that was
13:18a big struggle for me. But I was able to
13:21get this job and the company's called
13:22Livestock Direct and I was working with
13:25people who were in the agricultural
13:28industry, which is not something that I
13:29had any experience prior to. But for me
13:32personally, that was the best thing that
13:33I could have done because one, it was
13:35out of my comfort zone and I had to take
13:37the time to learn all the information,
13:39learn about
13:40the entire
13:42entity of agriculture itself, which I
13:44had no prior experience in. So, that was
13:46something that I was able to really
13:48touch on in my interviews because I
13:49didn't have that clinical experience or
13:51the medical background. And so, breaking
13:53into industry, as you know, it is a big
13:55learning experience. And you just want
13:57to be a sponge and just absorb all the
13:59information. And so, that was something
14:01that I was able to
14:02really work towards through this
14:04experience throughout college. I love
14:06that. And I'm going to just sit on this
14:07for a second for everybody listening.
14:09The thing The reason you're hearing
14:11Sophia break in with a top medical
14:13device company, no sale no prior
14:16experience except she went and got those
14:183 months of sales. I want you to hear
14:19first off the passion, but second of
14:21all, she's not afraid of hard work.
14:22She's not afraid to get told no. Right?
14:24You got told no, no marketing, right? I
14:26got told by This is why I always laugh
14:28when people are like, "Oh, I get told
14:29no." I got told by 100 recruiters and
14:32people, "Go to get B2B sales, go to
14:35medical sales college cuz you don't have
14:37what it takes." And I just said, "Thank
14:38you very much." And I would hang up and
14:40I'm like,
14:41"Nope, not going to do that. I I know I
14:43have what it takes, right?" But you just
14:45believed in yourself.
14:46And second of all, you weren't afraid to
14:48go try something new. You weren't afraid
14:50to go work, you know, like that.
14:51Somebody gave you an opportunity said,
14:53"You have 3 months." And you took
14:54advantage of those 3 months. And that's
14:56what I want everybody listening to to
14:58stick out in your mind. She had a solu-
15:01She had a problem, she made a solution
15:03out of it and that's why she's
15:04successful because that is medical
15:06device sales. Every single day, every
15:07single week, every single month a
15:09medical device sales rep is having a
15:10problem come up that they have to figure
15:12out and nobody's going to hold their
15:13hand for it. And that's why I get super
15:16passionate and I'm spending time on it
15:17right now here on this podcast because
15:1999% of the people who reach out to me on
15:22LinkedIn and through via social media,
15:25they get told no once and they want to
15:27quit. And if that is your mindset,
15:29please do not do medical device sales
15:31because just the interview process will
15:32make you cry and you won't be able to
15:33stand it. And and that's just me being
15:36real. I'm not trying to push you out of
15:37it, but also in the same respect,
15:39medical device sales can be a tough
15:41industry and it's not Nobody's going to
15:43hold your hand. So, that is why I'm
15:45sitting here with Sophia at 22 years old
15:48and not even a college graduate with a
15:50job because you heard she wasn't afraid
15:52of work, she went out of her comfort
15:53zone, she did something she never tried
15:55and she made the most of an opportunity.
15:57And look at Now, she's with a top
15:58company. If you're in that same position
16:01listening,
16:02I want you to hear the difference
16:03between the people who are successful or
16:04not because a lot of times the people
16:06who aren't getting interviews and
16:07feeling bad for themselves are the ones
16:09who got told that exact same thing and
16:11then they just said, "Well, they told me
16:13I couldn't do it." And that's why you're
16:14not in the industry. Um so, again, that
16:17that is sometimes me being
16:18tough love Uncle Jacob. Uh but I feel
16:21like a lot more people need to hear this
16:23um and just be real. So, again, Sophia,
16:25I I'm so happy for you and so
16:28so cool to see someone with your work
16:30ethic and your personality that just
16:33showing that to land this job shows that
16:34you're going to be successful and that's
16:35why they chose you at such a big company
16:38to come in because they know you're
16:39going to make an impact. So, again,
16:40congratulations.
16:43Thank you, Jacob. I really appreciate
16:44that. And then just to touching on what
16:46you said, too, it's really about just
16:47following up on your word and following
16:49up on what you say you're going to do.
16:51So, like for me, just saying that I was
16:53going to get that sales experience
16:54within 3 months and then calling him
16:55within 3 months and being able to
16:57address all the experience and
16:58everything that I learned was something
17:00that really resonated with them. And if
17:02you're looking to break in the industry,
17:03it's definitely something that you
17:05should make sure you do is follow up and
17:07just make sure even with the connections
17:09that you make for networking, keep them
17:11in the loop of what you're doing
17:12throughout college. And make sure you're
17:14updating them if you even if you have
17:16the smallest success, just reaching out
17:17and just letting them know about it and
17:19just really staying top of mind because
17:22it's exactly what you're going to do
17:23once you're in inside that path as well,
17:25just in the sales process is you want to
17:27stay top of mind for your customers. You
17:28want to stay top of mind for the
17:30companies that you're looking with and
17:31the hiring managers that you're working
17:32with. 100% What you just said, perfect.
17:35Top of mind, right? You just shooting a
17:37text to someone, "Hey, just got a sales
17:39job." Or just tried this or saw your
17:41podcast, whatever it is, right? Guess
17:43who just jumped to the front of their
17:44text messages and guess who they're
17:46thinking about right now?
17:47You. And guess what happens when they
17:49have a job opportunity come open in the
17:50next 3 weeks? If you're on top of their
17:53mind, "Oh, I have Sophia who just asked
17:55me. Yeah, let me shoot her a text." And
17:56I say this because this literally just
17:58happened. I just gave somebody
18:00uh I just sent somebody to a job
18:01yesterday because somebody called me
18:03asking me if I knew of someone and
18:05someone who had just been reaching out
18:06to me and followed up with me, I shot
18:08them that way. And I said, "Yep, I got a
18:10great candidate for you." So, 100% that
18:12is absolutely perfect. Staying true to
18:14your word. And I'm just going to go off
18:16on a little little spout right here,
18:18too. That's not just a medical device
18:20sales, that's in life. If you want to be
18:22a successful human being, I don't care
18:24if it's in medical device or if it's in
18:25any industry,
18:27I've talked to a lot of millionaires and
18:29they all say the same thing. And this is
18:30the best advice I ever got from them.
18:33Work hard,
18:35be a good person,
18:37and do what you're good at do what you
18:39say you're going to do. That third one's
18:40the biggest one because 90% of people
18:43say they're going to do something and
18:45they won't do it.
18:47And if you can just stay true true to
18:50your word, you're a good person, and you
18:52work hard, I promise you, it doesn't
18:55matter what you do in life, you will be
18:56successful and the finances will follow
18:58you. And that's Again, I've heard that
19:00by so many successful people say the
19:02same thing. The recipe's not broken. So,
19:04I love that you said that. So, again,
19:06just showing why you're going to you'll
19:07be successful. You're doing the right
19:08things and it's the little things that
19:10make the big difference.
19:13Absolutely. I definitely agree with
19:14that. The good people always win, so
19:16100%.
19:18Yeah. Yeah, so again, now that you're in
19:20it, right? We've talked about you going
19:22in. How did you separate yourself? How'd
19:24you kind of break in, right? You started
19:26getting like you said, you
19:27did some networking, you started getting
19:29these interviews. Did you interview with
19:31several companies or was it just one
19:32company? And then what did that kind of
19:34interview process look like for you?
19:37Yeah, so for me, it was a few different
19:40companies. Every company that I did
19:42interview with was based on personal
19:44connections that I made. So, I did or
19:47initially go online through LinkedIn and
19:49was applying to tons of those job
19:51postings that I was seeing, but I wasn't
19:53hearing back from anything. Mostly
19:54because a lot of those job postings
19:57say they want 3 to 5 years of
19:59experience. And being in college, I
20:01don't have that kind of experience. And
20:03so for me, that was very difficult and
20:05something that was very difficult to
20:06speak on.
20:08So just going out of my way and just
20:09building my network was how I received
20:12all those interviews. And for me,
20:14separating myself, I did like you said,
20:17I had the 30-60-90 day business plan.
20:19And a lot of people don't do that or
20:22know to do that. And so that definitely
20:24separated me
20:25from
20:26my competition. And then also just kind
20:29of what I was talking about earlier, I
20:31think the biggest thing was just really
20:32staying top of mind and really just
20:35reaching out to those people, following
20:37up on what I was saying I was going to
20:38do, and just making sure I'm sticking to
20:41my word throughout the entire process.
20:43And I felt like that really separated me
20:44from everyone else because it showed my
20:47work ethic and it showed how passionate
20:48I was to break into the industry. 100%
20:51and you're you're 100% right again. That
20:53that business plan, the 30-60-90, all
20:55that showing is you came prepared. You
20:58knew that this was going to be a
21:00concern and you were able to address,
21:01"Hey, what am I going to do to make an
21:02impact right away?" So that's why it's
21:04so good to do that. And then also I just
21:07want to expand like you said, just
21:10staying true to yourself. A lot of
21:11people kind of fake it, right? You're
21:12with a bunch of sales people. You know
21:14what they can tell? They can tell when
21:15you're faking it and when you're real
21:16and sincere. Just like doctors can. And
21:19so just staying true to yourself, I love
21:21that. Um being top of mind, that's going
21:23to make you go such a far way. And like
21:25you said,
21:26one one piece of advice I can give
21:28everybody is this is why the networking
21:29is so important, right? When I networked
21:31and I was trying to get my jobs, you
21:33know what I did? I reached out to
21:34everybody that I networked that was an
21:37influence of the person I knew. Like the
21:38job I currently have,
21:40I know I had five people minimum
21:43shooting text every during my final week
21:47interview. I had my final interview on a
21:50Friday.
21:51I had someone shoot a text and I cuz I
21:52had reached out to him. I had someone
21:54shoot a text to the manager I was
21:55getting hired by. Monday, Tuesday,
21:57Wednesday, Thursday, Friday, five
21:59different people all shot text.
22:01And I would just ask for him to do that.
22:03Guess who she's thinking about the whole
22:04time she's getting those text?
22:06Me. I just influenced those people to
22:08influence her. Now I'm going in. So
22:10exactly what you're saying. That's just
22:11a little piece of advice that I did
22:13to stay top of mind, but exactly what
22:15Sophia is doing is she is just staying
22:17top of mind at all times. And that will
22:19make you go a long way cuz that's that
22:21is again the job.
22:23Absolutely. And then just kind of
22:25touching on that, too, just making sure
22:26that you're networking with people in
22:27different divisions of different
22:28companies. Because this will really
22:30allow you to get a more holistic
22:33perspective of the different roles, what
22:34their day-to-day life looks like, and
22:36just the lifestyle that they're living.
22:38So then when you go into the interview,
22:39you're prepared and you can be able to
22:40speak to that.
22:42No, that's 100% right. And this is also
22:44what I always tell people, it's for your
22:46own research. You know what I mean? Like
22:48you might think you want to do trauma
22:50until you have the trauma rep talk to
22:51you. You know, you might want to do
22:53capital sales until you learn that the
22:55sales process could be long and you
22:56could travel a lot. You know, you're
22:58exactly right and that's what I always
23:00tell and try to give nudges towards like
23:03you might as well reach out to the
23:04people doing your life so you can figure
23:06out what the life's going to be and
23:07reach out to a bunch of them when you're
23:08not in cuz you don't know which division
23:10you could be for in. And then I knew my
23:13I had my top three what division I
23:15wanted to be in what company I wanted to
23:16be. So it makes you more centered and
23:18easier for your choices when you're
23:20going through the interview process. So
23:21again, I love that. And then Sophia,
23:24going into last part,
23:26people going to watch this, they're
23:27going to be like, "Wow, Sophia is just
23:29like incredible. I want to be like her.
23:31I want to reach out to her and see."
23:33What advice can you give to someone
23:35right now who's like, "I want to break
23:37into medical device sales, but maybe I
23:38don't know where to start or maybe I'm
23:40in college, too." What's your advice you
23:42would just give someone because they're
23:43going to reach out to you no matter
23:44what. I already know that cuz I get told
23:45by my other guests that they do.
23:47But what what advice would you give to
23:49someone right now who reaches out to you
23:50and say, "Hey, what can I do to break
23:52into medical device sales?"
23:55I think something that is important to
23:58know is that it's a very long process. I
24:00know that when you talked about when you
24:02were trying to break in, there was
24:03months where you didn't hear anything
24:04back from any of the companies that
24:06you're reaching out to. And so sometimes
24:08it you could get discouraged and it's a
24:11very long process, but just making sure
24:12that you are persistent and you're keep
24:14maintain that passion. And just if you
24:18put in the work, you will get the job.
24:21It's all about what you're willing to
24:22put in. And because if you make excuses,
24:25the excuses that you're making are
24:26giving someone else the opportunity. So
24:29I think that's something that's really
24:30important. And then also just knowing
24:32what the company and the hiring manager
24:34are looking for before going into those
24:35interviews. So just doing the background
24:37uh networking and just being able to
24:40research and do your homework to
24:42understand that because sometimes it's
24:43not about the resume or the experience
24:45at B2B. And then maybe it's about more
24:47of the personal characteristics and
24:49being able to adapt to these certain
24:51environments or situations. So just
24:53making sure that you're networking and
24:55knowing what you're going into before
24:57you get into the interview. I love that.
24:59I love that so much because this is what
25:00I tell everybody who talk calls me.
25:02Everybody calls me and tells me they're
25:03going to break into medical device
25:05sales, they're going to be a president
25:06club winner, they're going to make the
25:07biggest impact and be the best rep in
25:09the world. And I say, "Cool.
25:11Talk is cheap."
25:12And what you're saying, the hard work.
25:13The hard work always wins. If you come
25:15prepared, they'll know.
25:17If you're just all talk, they'll know.
25:20And I say that because 99% of people who
25:22reach out to me say they're going to be
25:23the best and I get 1% out of 20 people
25:26that reach back out who said, "Hey, I
25:28actually stuck with it after 6 months
25:29and got a job." You know, so I love that
25:32you said that. Just again, hard work is
25:35always going to win. It doesn't matter
25:38what you do. So I appreciate again that
25:40you just you just being as real as
25:42possible because it is it's a roller
25:44coaster ride. It's it can be tough, but
25:46this industry is an amazing industry
25:48like you said, you're going to make an
25:49impact on so many lives. It can give you
25:52a lifestyle that not many people can
25:55have and also financially give you a
25:57lifestyle that, you know, can make you
25:59live very comfortably if that's what
26:00you're looking for. So again, Sophia,
26:02I'm just so excited for you that you
26:04broke in. I'm so happy for you. I
26:05appreciate first off you taking the time
26:08to
26:09jump on the podcast with us, but also
26:11just happy for you to see all your hard
26:13work over the last couple months. You
26:14called me a while back and you stuck
26:16with it and to see it all pay off, it's
26:18just super super exciting. So I just
26:20want to say congratulations to you and
26:21again, thank you so much for jumping on
26:23the podcast.
26:25Thank you, Jacob. It's really been a
26:26pleasure to come on here today and share
26:27my experience. Yes, we're so happy to
26:30have you. And then guys, I appreciate
26:32you all who are listening or watching.
26:34If you guys are on YouTube, please
26:35please press press that like and
26:37subscribe button. If you guys are
26:39listening on the podcast, a five-star
26:41review really does help us grow this
26:42channel again, have more impact for
26:44people
26:45so Sophia can get out there and help
26:47others
26:48break into this awesome industry. And
26:50like Sophia talked about, you know, I go
26:52over in my ebook the 60-90 day plan, the
26:5430-60-90 day plan business plan, how
26:56what I saw. If you guys are interested,
26:58that's at new to medicaldevicesales.com
27:01or it will be in the show notes. You
27:02guys can look at that as well. But
27:04again, I appreciate everybody who comes
27:06on, who wants to get better, who wants
27:08to break into this awesome awesome
27:10career and industry. And if you guys are
27:12wanting to reach out, please reach out
27:14to me on LinkedIn.
27:16You guys can reach out TikTok. I'm
27:18actually just had a video go viral, so
27:20that was kind of nuts. And then
27:22Instagram as well. And then before we
27:24hop off, Sophia, can I ask you, can they
27:26find you on any social media that they
27:28could reach out to?
27:31Yes, they can find me on LinkedIn. Just
27:32Sophia Gonzalez. All right. Perfect.
27:35Well, again, I know you're about to get
27:37a lot of messages. We again appreciate
27:39your time and everything you had to
27:41share and we will see you guys on the
27:43next one. Peace.