SMS041 – How Likability Will Land You a Six Figure Career

If you can’t seem to get into the business, you may want to consider increasing your likability.  While this factor alone won’t get you into the business, it is a multiplier that will help augment your skills and experience to break into the business.  Likability is a multiplier.  Tune in to find out how to make it work for you.
Six Ways to Make People Like You – Principles from Dale Cargie’s Book “How to Win Friends and Influence People”:
  1. Become genuinely interested in other people.
  2. Smile.
  3. Remember that a person’s name is, to that person, the sweetest and most important sound in any language.
  4. Be a good listener. Encourage others to talk about themselves.
  5. Talk in terms of the other person’s interest.
  6. Make the other person feel important – and do it sincerely.
Questions to ask as you apply these Six Principles:
A.  Begin with the end in mind – Have you set your goals?  Are they measurable?
B.  In person – Are you applying the six principles in person?  How so?
C.  On the phone – Are you applying the six principles on the phone?  How so?
D.  Email – What principles are you applying when you email recruiters / hiring managers?

SMS040 – How to get Operating Room Experience

In this episode, Kevin Haines from New Jersey, one of the listeners gets to hear the answer to a very great question he submitted.  “What can I do to get operating room experience.” Tune into the show so you can learn the steps to get operating room experience.

The O.R. is an area of high accountability with many systems and processes.  There are several ways for you to get it done, beyond the physician route.

OR Experience Videos

4 Minute Video:
25 Minute Video:
Other Great Ideas to Gain O.R. Experience:
1.  Learn through conversations with surgeons, surgical techs, radiology techs
2.  Take a trip to Latin America and get the O.R. Experience You’re Looking For
  • Mexico, Costa Rica, Colobmia, Panama are some examples
3.  Find a local chapter of surgeons doing mission work and join them!
4.  Get involved with a local cadaver lab.


Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

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Free Audio Book – Be The Best Candidate in Medical Device Sales!

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

SMS039 – 3 Tips To Get Interviews Faster

In this episode, I walk you through some tips, tricks and share some resources to help you land interviews faster.  While these things will help you, always remember to stick to the basic blocking and tackling daily.  Combine these resources with daily activities and you’ll break into this six figure business faster.

3 Tips that will help you get interviews faster
  • Get recommendation letters and share them (or emails from people in the business)


Ask Saul – Submit your questions and podcast ideas

Free Med Sales Course – 7-day email video series to help you break into the business

Free Audio Book – Be The Best Candidate in Medical Device Sales!

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

SMS038 – 3 Feet From Gold

The majority of people in this world, sadly, give up right before they’re about to succeed.  In this episode, we discuss the story of R.U. Darby, a man that had aspirations achieve wealth and failed just before he had struck it big, 3 feet from gold.  His story can teach all of us trying to get into medical device sales a very important lesson.  Tune in and learn what those pearls of wisdom are!


Ask Saul – Submit your questions and podcast ideas

Free Med Sales Course – 7-day email video series to help you break into the business

Free Audio Book – Be The Best Candidate in Medical Device Sales!

3 Feet from Gold quotes PDF

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

SMS037 – Obamacare vs Trumpcare and what it means for Med Device

It is important to know how the changes in healthcare reform are going to impact the medical device industry.  In this podcast, I cover the basic changes coming and what you should know as you prepare to break into the business.  Source: BBC News “Obamacare v Republican Plan Compared”

Individual mandate


ObamacareAll Americans are required to have health insurance or pay a tax penalty.

Republican plan: The mandate is repealed under the Senate plan. The House version also repealed but with the proviso that individuals who forgo health insurance for more than 63 days must pay a 30% surcharge on their insurance premiums for a year.

Employer mandate


ObamacareCompanies with more than 50 employees are required to offer health insurance or pay a penalty.

Republican plan: This mandate is repealed.

Five big consequences of Trumpcare win



ObamacareRaised Medicare taxes on the wealthy and imposed new taxes on medical devices, health insurers, drug companies, investment income, tanning salons and high-end health insurance plans.

Republican plan: Repeals most Obamacare taxes and delays implementation of the tax on high-end health insurance plans to 2026.

Insurance for dependents under 26


ObamacareRequires insurers to allow children under age 26 to be covered by their parents’ policies

Republican plan: Maintains this requirement.

Essential health benefits


ObamacareRequires all insurance plans to cover certain health conditions and services, such as emergency room visits, cancer treatment, annual physical exams, prescription drug costs and mental health counseling.

Republican plan: Allows states to define what benefits are mandated, or opt out of the requirement entirely.

Pre-existing condition coverage


ObamacareProhibits insurers from denying coverage or charging more to individuals who have pre-existing medical conditions.

Republican plan: States can let insurers charge as much as they like to sick people. Allocates $8bn to help subsidise those patients.



ObamacareExpanded Medicaid health insurance for the poor to cover more low-income individuals.

Republican plan: Phases out Medicaid expansion to reduce federal funding on the programme over the next decade. The CBO says that spending on Medicaid would fall 35% in 20 years.


Women’s healthcare

Obamacare: Insurance companies prohibited from charging women more than men for the same health plan and must provide core services including maternity care and contraceptives.

Republican plan: Insurance companies still banned from charging women more, but states could allow insurers to drop maternity care and contraceptives from basic benefits. Also bans women from using federal tax credits to buy a plan that covers abortion.


Older Americans

Obamacare: Insurers can charge older Americans no more than three times the cost for younger Americans

Republican plan: Insurers can charge older Americans five times as much as younger Americans. States would also be able to set their own ratio.



ObamacareProvided refundable tax credits for low-income individuals who purchased their insurance on government-run marketplaces and support for some out-of-pocket medical expenses.

Republican plan: Alters formula for tax credits, which will expand the benefit to more middle-class Americans but probably raise the costs for some elderly and less-affluent individuals.


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SMS036 – Seven Principles to a Six Figure Career

If you are going to get into and succeed in medical device sales, you must believe failure and defeat are temporary experiences, not an end.  You also must believe that you’re always one relationship away from achieving any of your goals, including getting into medical device sales.  I was in Phoenix a couple weeks ago and ran into a good friend, John Butz, in the lobby of the hotel.  Since we were both tied up, we were able to coordinate a breakfast the following morning where we discussed many things from family to business success.  During that breakfast, we did a book exchange.  He recommended an awesome book called Outwitting the Devil by Napoleon Hill.  Many of you may know Napolean Hill through his book, Think and Grow Rich.  I recently read John’s recommended book from cover to cover in a couple days and wanted to share the principles of the book with you because they relate intimately with your six figure career search.
Here are The Seven Principles – Make sure you put them into action!
1. Definiteness of Purpose (VS. Drifting)- Using hypnotic rhythm for your own good
Definiteness of purpose is another way of saying that you MUST have a clear vision, clear goals, clear intentions and clear plans on how to achieve them.  Many people in the world today are “Drifters”.  Napolean Hill describes a drifter as someone that is lazy, indifferent, allows others to think for them and procrastinates.  A passive consumer rather than a proactive researcher and thinking.  The classic drifter becomes part of someone else’s plan rather than having his/her own plan.  As you look to break into the medical device field, you must know that there are many Drifters applying to these careers.  The Drifter copies and pastes job descriptions onto their resume vs. thinking through the problems potential employers might have and write up their resume as a solution to those problems, like someone with definiteness of purpose.  Tell Narayan Story.
“Faith is definiteness of purpose backed by belief in the attainment of the object of that purpose. “
“All habits, save only that of the love of definiteness of purpose, may lead to the habit of drifting. “
2. Mastery over Self
“The person who is not master of himself can never be master of others. “  If you practice your god given gift to think about how you will apply yourself in a way that will add massive value, you’ll break free from the me-too mindset.  Mastery over self is the ability to respond to your mind, body, and spirit in such a way that does not tolerate anything below your standards.
3. Learning from Adversity
In order to create meaningful results in your life, you must be able to learn from adversity.  For every challenge, there is a huge opportunity on the other side.  I was once given a territory that was doing $1M in business when I transferred to a new position.  After the first month of being in the sales role, the main surgeon producing the revenue in the territory decided to go to a competitor.  I lost $800K in business overnight.  I moved from Florida to Washington DC for this opportunity and completely uprooted everything to grow what I thought was going to be a tremendously fruitful business and income for myself.  I was forced to think through what I was going to do.  I had a year lease at an apartment on Massachusetts Avenue and I couldn’t break it.  I had a to find a way.  I went to a called Busboys and Poets at 10 am and stayed there until 1 am when they closed.  For 15 hours, I wrote about what I was going to do.  I laid my plans for the future and committed.  (I had definiteness of purpose and a clear plan).  Less than a year after that I had gotten the territory back to $900K with new customers, the income I expected to make was almost there.  Always know that when you get into a new territory, the onus is on you to ensure you have a growth plan and a contingency plan.  If possible, interview the most important customers prior to getting into it.  You must do your homework and be ready to make the move above and beyond what the territory performance is, but rather the territory potential.
Failure Quotes – From Adversity Chapter
“Failure brings a climax in which one has the privilege of clearing the mind of fear and making a new start in another direction. “
“Failure is a state of mind; therefore, it is something an individual can control until he neglects to exercise this privilege.”
“Edison converted failure into a stepping stone to achievement while the others used it as an alibi for not producing results. “
4. Controlling environmental influence (associations)
Are you surrounding yourself with friends that are not supportive of your goals?  Perhaps they don’t take you seriously when you share your dreams or aspirations.  If that is the case, you must divest yourself of them.  I know this sounds cruel, but it is even more cruel to rob yourself of what you want in life just so you can lower your standards to meet those of the people you are surrounding yourself with.  It takes courage to do this, especially if these are long term friends or people that you spend a lot of time with.  I promise you that it will get easier with time and you’ll soon find yourself surrounded with people that share values, standards, and dreams.  Join the Facebook group at to surround yourself with a mastermind that will help you break in and succeed in the business.
5. Time (giving permanency to positive, rather than negative thought-habits and developing wisdom)
Whatever you feel, think or do consistently, with time, it becomes ingrained in your life as a habit.  This is why the principle of time, will make or break you.  It is in your best interest to understand that time is the glue of your thoughts and actions.  Time eventually sets a course for you, good or bad, profitable or not, that will determine your future.  Are you making enough calls?  Are you reaching out to enough recruiters or hiring managers to break into the business?  Are you calling it quits so you can go hang out with friends or party without having achieved your goals for the day?  The important thing here smart medical sales listeners is to set goals and measure and accomplish them daily.  By doing so, you’ll be using the principle of time to mold you right into this six figure business and beyond.
6. Harmony (acting with definiteness of purpose to become the dominating influence in your own mental, spiritual, and physical environment)
This can work for or against you.  It is a law of nature.  I like to think of harmony as rapport in human interactions, on pace to hitting your quota and listening to your customers or interviewers to ensure you are on the same page, providing a solution vs. talking at them with irrelevance.
Remember Hill’s definition of the Master Mind: “harmonious coordination of two or more minds working to a definite end. “
7. Caution (thinking through your plans before you act)
As it relates to caution.  We can apply this to your interviews.  You work really hard to get those interviews lined up.  The best thing you can do is think through and practice your plans before showing up to the interview.  There’s nothing worse than showing up unprepared.  RWE said that the best impromptu speak was written and practiced two weeks before it is delivered.
The same is true when you get into the business, you’ll want to make sure to prepare a yearly and quarterly plan for your territory.

SMS035 – 2017 Medical Sales Salary Report

You won’t want to miss this one.  In this episode, I guide you through Med Reps 7th annual report for medical device sales salaries.  Visit to view the full report for free.  I really like this report because it helps people looking to get into the business understand what the average pay in each specialty of med device sales is.  Take a listen and then check out the full report.

I would encourage you to take the information from this report and incorporate it into your medical device sales career search strategy.  You’ll be one step ahead of most candidates by making informed decisions.  Enjoy and please share your thoughts on the episode.  I always invite our listeners to join the conversation and share their thoughts on their search process.  Persist until you succeed!

Get the Full Salary Report Here


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The Full 2017 Med Device Salary Report

SMS034 – How to break into Med Device from Pharma with Claudia Friedman (Part I)

In this interview with Claudia Friedman, we dive into what specific things she did to break into medical device sales from pharmaceutical sales.  She shares some majorly helpful advice as well as ways to overcoming the typical objections for the transition from pharma to device.  Enjoy!
Claudia's primary motivators for making the move - What are yours?  Whatever they are, make them STRONG so the Pull you toward it.
  • More challenge, deeper and more significant work
  • Conversations more about managed care vs. additional clinical value
  • Be a better resource
  • Challenge and growth
Biggest obstacles in the search process - How to Overcome Them
  • “Pharma reps can’t be med device reps” - Overcoming a stereotype of a bad work ethic
  • "Pharma sales is not real sales”
  • You have to differentiate yourself: passion and willingness to grow every step of the way
  • The killer is showing any sort of complacency
  • Adventurous spirit and be able to know WHY you want the transition
  • What Claudia Did - Have things in place to respond to the various stereotypes
    • Overcome objections and supplement with real info
    • Peel back the onion of assumption with creating a new perception by telling the story
    • Draw from your experience to overcome selling - maybe it is related to your children or any other area of your life
    • Ensure that you are confident in your response and demonstrate the counteractive skill
    • Have tangible examples and stories
What are some ways you were able to translate your experience
  • If you BELIEVE IT, you can have it
  • Selling gum to selling device - time, money, cost, value
Creating connections - share one tip you used to create connections
  • Reach out on Linkedin - request to connect with a brief 2-3 liner in connection request
  • Follow up conversations were key and they like to share
  • Then start connecting with hiring managers - do some guest work around the hiring managers email
Aha moment in the process
  • Something worth having takes work
  • Persist util you succeed


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Land Your six figure Career with Coaching Wisdom


It is the daily efforts you make that go unnoticed which will help you break into the business.  When you finally break into the business, people will see your results, not the work it took to actually get in.  These behind the scenes efforts are what count.  In today's episode, we'll go over several different playbooks from four sports coaches I admire so you can apply them to your six figure career search.
Coach Bear Bryant -Be proud of what you do each day and ensure that it is aligned with your purpose.
"This is the beginning of a new day. God has given me this day to use as I will. I can waste it or use it for good. What I do today is very important because I am exchanging a day of my life for it. When tomorrow comes, this day will be gone forever, leaving something in its place I have traded for it. I want it to be gain, not loss — good, not evil. Success, not failure in order that I shall not forget the price I paid for it."
He led the Crimson Tide to six national championships, 24 bowl games, 14 conference titles and three undefeated seasons. He finished his career with 323 victories.
While at Alabama, Bryant coached Joe Namath, Ken Stabler and Lee Roy Jordan, all NFL greats.
Coach John Wooden
"It's the little details that are vital. Little things make big things happen." It is what you do each day that matters.
The dean of college basketball. The way he coached, the way he taught the likes of Lew Alcindor (Kareem Abdul-Jabbar) and a free spirit named Bill Walton to play the game proved his greatness. Two centers from different styles that someone with an even-temper like Wooden could meld into a superstar.
His run at UCLA with 10 National Titles will never be duplicated again.
Coach Vince Lombardi
"The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” Determination and persistence will differentiate you from other candidates.
Lombardi moved mountains in the NFL, and in an era before the NFL was established.
He claimed the first two Super Bowl titles for the Green Bay Packers, and showed why the NFL was the truly dominant league of its time.  His play calling and coaching maybe Bart Starr a hero, a superstar and a Hall of Fame quarterback.
Coach Phil Jackson
"Your problems never cease. They just change.”  You must be bigger than your problems
Eleven NBA titles with the Chicago Bulls and the Los Angeles Lakers in an era where the NBA evolved into the worldwide culture.


SMS032 – Follow Up Is Your Key to Success



One of the most distinguishing factors in a candidate that gets a career in med device sales vs. one that quits and fails is ... follow-up.  Many people don't follow-up and those that do, only follow up 2-3 times. In this episode, we'll explore the reasons why people don't follow up and what you can do to differentiate yourself and get into your six figure career.

Here are some interesting statistics to help you ramp up your follow-up game.  
80% of sales require at least 5 follow-up calls to convert.
44% of sales people give up after just one call.
So why do people not follow-up?  I think there are four key reasons for this.  
  1. Fear of failure
  • Ask the opposite question and get the opposite result
  • Fear vs. Faith

  1. Don’t know the importance of follow-up to conversion

  1. Disorganized 
  • Develop a system to make it easy
  • Automate the process

  1. Wrong frame around follow up - “pest” “pushy” 
  • Put a positive frame around it
  • Change the meaning
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