POSTED ON September 2, 2026

Medical Sales Entrepreneurship: From $50K Debt to $27M

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Gabe Albacete, a medical sales entrepreneur who went from an engineering career and $50K in debt to building a wound care business that has generated $27 million in sales. Gabe shares his journey from engineering at companies like Stryker to breaking into medical sales, launching his own distributorship, and discovering that success in medical sales is about selling more than just a product—it’s about becoming a trusted resource for physicians and their practices. He explains how he built a white-glove service around wound care products, helped practices navigate documentation and billing, adapted to major reimbursement changes, and grew his business even as the wound care market faced significant disruption. Gabe also reveals how he uses data and technology to identify opportunities, why consistency and relationship-building are critical to long-term success, and how he is expanding into e-commerce and healthcare technology. Whether you’re trying to break into medical sales, grow your territory, start your own distributorship, or become a top-performing rep, this episode is packed with practical lessons on sales, entrepreneurship, cold calling, building trust, and evolving with the market.

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Transcription:

(0:00) I was still in debt and I could feel myself like be like desperate, right? (0:05) So I would go into these meetings, like really needing the sale and I could sense that I wasn’t getting sales because the doctor I was speaking to could probably feel that energy. (0:16) The like desperation. (0:16) The what? Yes.

(0:18) The what really shifted that and it happened kind of quick, but what shifted that was a stop like living in that scarcity mindset. (0:27) Hello and welcome to the medical sales podcast. I’m your host, Samuel, founder of a revolutionary medical sales training and mentorship program called the medical sales career builder.

(0:35) And I’m also host of the medical sales podcast in this podcast. (0:39) I interviewed top medical sales reps and leading medical sales executives across the entire world. (0:45) It doesn’t matter what medical sales industry from medical device to pharmaceutical to genetic testing and diagnostic lab.

(0:52) You name it, you will learn how to either break into the industry, be a top 10% performer within your role or climb the corporate ladder. (1:01) Welcome to the medical sales podcast. (1:04) And remember, I am a medical sales expert sharing my own opinion about this amazing industry and how it can change your life.

(1:19) So you, you got into the wound care space. (1:21) So we’ll care class of products. (1:23) Yes.

(1:23) When you start your own, like give us, I want to, I want to know the whole story, man. (1:27) This is fascinating. (1:27) Yeah.

So I started, well, I mean, I can start from the top. (1:31) So I, I don’t know if you remember, but I was in engineering. (1:35) I worked back in Dickinson.

(1:36) I mean, I did a few engineering jobs. (1:38) I worked for like a striker spine doing like designing their spine surgical systems and their equipment. (1:45) And then I worked for a curative technology where I was doing like soft tissue for ankle and knee surgeries.

(1:56) And then back to Dickinson. (1:57) Then I got laid off from back to Dickinson and my manager at the time opened me up to all of her connections and said, my biggest mistake was like not trying sales. (2:06) So she told me that I would be great at it.

(2:09) So I hit up a bunch of people from like striker. (2:13) Yeah. (2:13) And the one thing everybody was telling me was that like to be a rep when you’d have no sales experience is very unlikely.

(2:20) So you’ll probably be an associate rep. (2:22) And then talking to the associate reps, it just didn’t really seem like I would want to do that. (2:27) I felt like I had the knowledge and ability to just be a full on rep.

(2:32) Then that’s when I found this guy who was starting his own distributorship and signed under him. (2:36) And then you found me. (2:38) Yeah.

(2:38) And I mean, I was listening to you for a few months before. (2:43) Yeah. (2:44) Yeah.

(2:44) Yeah. (2:44) Yeah. (2:44) And I was listening to several podcasts and reading some books and everything then.

(2:49) And me and you, I don’t even know how many sessions we did, but just a couple of sessions was really all I needed just because I had no idea. (2:56) Yeah. (2:59) And yeah.

(3:00) Now now we are. (3:02) Well, that was three years ago. (3:04) So a lot of changes.

(3:06) Hold on. (3:06) Yeah. (3:08) So you worked with me.

(3:10) You got your bearings. (3:12) You started to sell. (3:13) You realize you can sell way more if you had your own business.

(3:15) You realize you can sell way more if you were in the wound care space selling a wound care suite of products. (3:19) What happened then? (3:20) What do you mean? (3:20) What happened then? (3:21) Like how did things take off? (3:23) How did you grow from there? (3:24) I mean, come on. (3:25) You grew.

(3:26) So how I grew from there. (3:28) I mean, the thing that I think is hard for a lot of W2 people, like when you work for a company, is that you’re handed everything. (3:36) Like you’re given training.

(3:37) You pretty much do what you’re told. (3:40) But when you’re working for yourself, you get nothing. (3:43) You got to find everything on your own.

(3:45) So what really helped me was honestly books. (3:48) I would listen to audiobooks. (3:49) I would read books.

(3:50) Like some books, like smart calling was a huge book. (3:53) What I’m getting at though is when you started selling for yourself in wound care. (3:57) Okay.

(3:58) Where’s your company now? (3:59) Like how big are you guys now? (4:00) Do you have your own rep? (4:02) Just you? (4:03) Like what’s happening right now today? (4:04) So I have a few reps. (4:06) I have clients that are in New York, New Jersey, Michigan, Maryland, Pennsylvania, Puerto Rico, California, Florida, and yeah. (4:18) So kind of went a little bit outside of my range since from New York.

(4:24) So I do extend a little bit. (4:26) And I think what helped me grow a lot was honestly, my technical backgrounds are coming from like an engineering perspective. (4:33) Yeah.

(4:35) You think of things differently. (4:37) So when I would go into an office, when I initially started selling, I was selling like a product, just like one skin substitute at that time. (4:46) And what I didn’t realize at that time was that every single rep is selling products.

(4:50) But what I needed to do was sell like a service. (4:52) Like I had to sell really myself to that doctor to convince him and trust me. (4:57) And something I learned from working at Stryker is that those Stryker sales reps, they get trained like crazy and they know procedures like the back of their hand.

(5:06) So that’s how I learned the wound care space. (5:08) I wanted to understand procedures at the back of my hand. (5:10) I wanted to understand the doctor’s lingo because I wanted to walk in there and have them trust me like they do their Stryker rep.

(5:17) And from what I noticed, a lot of reps didn’t really come in with that angle. (5:22) And then I saw a big problem with a lot of the power practices. (5:26) And it was more about how these doctors, like there’s so many different regulations, requirements and rules when it comes to documentation and billing.

(5:37) It’s impossible for one doctor to know all of it. (5:40) And they work in so many different modalities, especially like wound care doctors. (5:44) They’re going to be seeing like blood test results.

(5:46) They’re going to be seeing vascular studies. (5:48) They got to understand all of it. (5:49) And they need to put it into documentation.

(5:51) Documentation is everything. (5:52) So when I saw those issues and when I saw reps unable to even help guide the doctor in the right direction, (6:01) that’s when I found the flaw that I needed to just make a non-pain point for that doctor. (6:07) I needed the doctor to know that when he’s working with me, he’s going to get like a guide on what to include in documentation based on all the patient history.

(6:16) Because doctors have all the information. (6:18) They have the blood test results. (6:19) They have everything.

(6:20) And then they just don’t put it all in their documentation. (6:24) So if someone were to review it, they would get the separate blood test results. (6:28) They would get the documentation and they would be expected to align them together.

(6:32) But the people reviewing your notes aren’t doctors, so they don’t know how to align it. (6:38) So if the doctor can just take that information, put it in his notes and explain it, then there are no problems. (6:44) So that’s what I kind of helped solve with a lot of practices.

(6:48) And I would sell myself in that regard was that everybody has products. (6:55) And most of the products are generally similar. (6:58) So it’s not even like a product performance difference between my products and another rep’s products.

(7:04) Really, how I can make sure that your practice runs smoothly. (7:08) And if there are any problems, you’re not going to be dealing with them like someone else would if they didn’t get that extra help. (7:13) That’s amazing.

(7:14) And you guys, so how much is the company worth today? (7:17) So I’ve done, let me see. (7:20) I mean, this isn’t like, obviously, the money that I pocket, but I would say 27 million in sales. (7:28) So just the gravity of it, man.

(7:30) You were a student in MBR’s medical sales training program. (7:37) Clueless on what was going on and how to do anything in sales. (7:41) We gave you a runway and training to just sell effectively.

(7:45) You went on to start your own company. (7:47) And three years later, twenty seven million and two. (7:51) Thank you.

(7:52) That is a success story. (7:58) I mean, I mean, it’s and it’s I mean, it’s a really like not an easy thing either because it’s just for anyone that wants to switch from like a W two role or engineering role. (8:09) I know some people that want to become a salesperson like you definitely can.

(8:14) But you you’ve got to be prepared because it’s not a nine to five job. (8:18) It’s an everyday job. (8:19) It’s more like it’s your entire life.

(8:21) Yeah. (8:22) And that’s how I talk about it now. (8:24) I tell people like this is my life.

(8:26) It’s not my job. (8:27) Like my life is centered around this. (8:29) And you need to have like some I would say like when I was in college, I would study like I would make sure I would make it a point to study longer than ever.

(8:39) Everyone else I was surrounded by. (8:41) So if we’re saying to twelve hours and they all go home, I’m going to be there for thirteen hours. (8:45) But when you’re working for yourself, you don’t really have that motivation.

(8:49) But if you think about studying or working in that way where it’s like a competitive and you want to like beat out your competition, your competition just changes and becomes yourself. (9:00) Now you work twelve hours one day tomorrow. (9:03) Try for thirteen.

(9:04) You know, keep with yourself. (9:06) And it’s also consistency. (9:09) Like if you’re sick, you got to work.

(9:11) If you are if something bad is going on in your life, it can’t negatively impact your work. (9:17) So you just got to stay focused and make it a priority. (9:19) So talk to us then.

(9:21) So the medical sales space that you claim is what is it software? (9:26) Is it wound care? (9:28) Is it what if you were just to categorize yourself? (9:30) We’re in this space and my sales reps, my sales reps sell this. (9:35) What are we saying? (9:36) I would say currently it’s going to be conservative and advanced wound care products. (9:40) Conservative and advanced wound care products.

(9:41) So it’s not because, you know, you kind of talk about the platform you help. (9:46) But you’re not that included in the products themselves or or you just ride your suite of products as a platform. (9:53) Oh, when it’s more like just the service side of things that help out a private practice.

(10:00) So it’s like I already have all of the resources like documentation guides or billing guides. (10:07) And that is the service. (10:09) I give them my resources that I’ve spent forever creating.

(10:14) And I’ve reached out to different people on reimbursement teams to make sure that like these resources are accurate. (10:22) And that is what I pretty much sell to the doctor. (10:25) It’s like you’re going to get a full like it’s more like a white glove service.

(10:31) In addition to products or that is the product. (10:34) In addition in addition to products. (10:37) If if if you work with us, you’re not only going to get the products, (10:42) you’re also going to get the resources and they help from me in terms of how you can execute using these products on your patients in the most compliant and in the most safe way.

(10:53) And OK. And right now with how you’re selling the wound care space has been hit a little bit by reimbursement. (11:01) Oh, it’s been crushed, crushed.

(11:03) Now, is that something that I mean, of course you guys feel it, but do you feel it less because you also have this white glove service or no, you’re you’re feeling it’s just the same. (11:13) And the answer is just more volume. (11:15) So, I mean, the interesting thing was that I was admittedly nervous going into this next year.

(11:21) But at the same time, I was a little bit relieved because in the past, like I didn’t love the fact that these products were getting so high in cost. (11:29) And it was like making me nervous. (11:31) Like I’m working with these doctors and they trust me.

(11:34) And I wasn’t trying to have them use this most expensive products. (11:38) We fell somewhere in the middle, like towards the lower end. (11:41) So in Zavergard, it wasn’t as big of a hit compared to the highest.

(11:47) Yeah, still obviously a hit because I mean, the prices went down like ninety nine percent. (11:52) So the interesting part, though, was then so many people left the industry. (11:56) The volume like my volume went up.

(11:59) I did like I think as of today, I did five times. (12:05) I’ve done five times the volume. (12:07) And I did compare it to the last combined two years or three years, whatever that make up for the loss and make even more.

(12:15) Or you’re still not hitting what you were making before the reimbursement. (12:18) Still not hitting what I was making, but like it’s very much more than I need. (12:23) Yeah.

Yeah. Yeah. Yeah.

(12:24) It’s like it’s like nobody needs like all that money. (12:28) Like you really don’t. (12:35) And now that risk is taken away because now the prices are normalized and they’re really where they should be.

(12:41) So are you anticipating an adjustment or was it a surprise to you like so many others? (12:46) We were. Well, because the fee schedule was set in July. (12:50) And I think a lot of people didn’t know that at the time because they didn’t really understand how CMS operated.

(12:57) See, I knew on July, July 1st of last year, like everything was reset to this lower amount. (13:02) So I was already kind of preparing for the changes. (13:05) Of course, there’s always talk in the industry of like, oh, they’re going to change it.

(13:08) It’s going to go back up. (13:10) Things weren’t going to go down that crazy. (13:12) But I led with the understanding that it was going to go down like crazy.

(13:17) So we got to prepare for that. (13:19) And that’s what actually helped set me up for these two other companies that I kind of started as well. (13:26) Like I also now have like a wound care e-commerce brand.

(13:29) And I’m working with AWS to create a software that uses the LiDAR technology in your iPhone and can scan a wound. (13:41) And then with that technology, it will accurately calculate the true volume of that wound. (13:47) That’s amazing.

(13:49) So yeah, how far along are you in those two other ventures? (13:53) They’re established and they’re earning or you’re in development. (13:55) So the e-commerce brand, we just got onto Amazon like three weeks ago. (14:01) And yeah, so you could like look up the storefront and everything.

(14:04) I mean, it’s still like I’m honestly surprised how many Amazon stores there are because it’s not an easy process at all. (14:11) And like all of the designing of the images and everything. (14:14) I mean, AI makes such a difference these days with that.

(14:17) So we just started that three weeks ago and we just had our products shipped to Amazon stored in their warehouses. (14:25) So now we get to Prime. (14:27) But that’s doing pretty well as of now.

(14:29) And for the software, I just signed a contract with one of the AWS’s teams to start developing that software. (14:38) That was amazing. (14:38) That’s amazing.

(14:40) But like preparing for that was the difference maker, you know, because it took a lot of work (14:46) because I didn’t slow down my actual business. (14:49) And now I have like all three that are possible revenue streams. (14:54) So it makes things feel a lot better.

(14:56) That’s amazing. (14:58) So talk to us about the numbers. (14:59) How much are your reps making on the average? (15:02) I guess the higher performing ones.

(15:03) So that’s a good question because it depends on I guess their markets, you know, (15:09) because if you have a rep in like Kentucky, they are just not going to have the same volume as a rep in like Pennsylvania. (15:15) So give us the rep in Pennsylvania. (15:17) I would say he’s going to be on pace to make close to 200,000 this year.

(15:22) That’s amazing. (15:23) And I want the audience to hear this. (15:25) And you, you’re what? (15:27) Millionaire status now approaching somewhere in that vicinity? (15:31) Yeah, yeah, yeah.

(15:32) So let’s talk about it. (15:33) When I was working with you three, four years ago, we were, I don’t remember the exact numbers, (15:38) but we were trying to get to just six figures consistently. (15:41) I mean, I ended up 50K in debt for like a year.

(15:44) So like, and look, and this is, you know, our business called you Barbara Success. (15:51) You’re the epitome, man, of evolving your success. (15:54) I’m serious.

(15:55) This is like, this is just, it’s magic to my ears. (15:59) I’m so proud of you. (16:00) This is amazing.

(16:02) I appreciate you too. (16:03) Yeah, man. (16:03) So talk to us about expansion.

(16:05) You know, what is it? (16:06) What are you, what are you trying to do now? (16:07) Are you trying to hire more reps? (16:09) Are you trying to do more business ventures? (16:10) Are you trying to focus on these three and solidify them? (16:13) What is the next three to four years of the future look like for you? (16:17) Where’s the focus? (16:18) That’s a good question. (16:19) I mean, last year I definitely had more reps because there was more money to go around. (16:25) So if anything, I’m actually reducing the reps.

(16:29) And on top of that, it’s hard to, I think one of the problems I’ve experienced is like, (16:34) it’s hard to trust hiring people. (16:36) So I’ve kind of kept the same couple people throughout this whole time. (16:39) And it’s hard to trust people because I know the way that I do it.

(16:45) And that’s the way I want everyone else to function, but nobody else is me. (16:48) Sure. (16:48) So I used to have like people selling products I do, but they weren’t really communicating (16:53) it the same way or executing their sale in the proper way.

(16:59) Then that leads to more work for me because now I got to clean up this mess here. (17:02) And that, I think the thing I want to focus on, I guess over these next couple of (17:07) years is how to hire well and how to trust that the people that you hire are (17:13) going to be representing you well. (17:15) Because I think when you’re new to it, you kind of get caught up in just expecting (17:19) people to do the right thing, but they don’t always do the right thing.

(17:24) So that was a big learning process for me. (17:26) And that’s why my rep pool got smaller and also just the money overall. (17:31) And I don’t play games with my reps.

(17:33) I’m not going to lie to them and say you’re going to make $500,000 this year. (17:36) Especially when everything changed. (17:37) I said, if you want to find a different job, you got it.

(17:41) I mean, we’re sticking to this or I’m sticking to this, so you could stay with me (17:44) or you can look for other revenue streams and find out what is the best for your (17:49) family and your situation. (17:51) So it really depends. (17:52) This year has been very weird like that, but a couple of people I still have, (17:56) they trusted the process and everything worked out because when everyone left (18:01) the industry, like from doctors to wound care distributors, that just opened (18:06) up the volume like crazy because now there are thousands of patients that (18:10) still aren’t being treated, but there’s just a lot more patients to come by.

(18:14) And all I’ve been hearing this year from the doctors that I have mostly (18:18) in New York is just how many patients there are still in need. (18:21) It’s like we don’t even have enough doctors to cover all of them. (18:25) Because of that, that’s what helps the volume stay up and that’s what (18:29) allows people to still continue to make some kind of money.

(18:33) Another thing too was I was functioning last year solely on commission, (18:38) though there are bigger distributors that would buy stock and they would buy (18:43) the product and then sell the product to the doctor. (18:46) Now, last year, I didn’t have that kind of money because it takes a few (18:50) months for you to get paid because the doctor has to, you know, (18:54) they have to pay their bills and they have a certain timeframe, (18:58) usually like three months before they pay and then that distributor (19:02) then needs to pay you. (19:03) So everything’s delayed, like can be six months.

(19:06) I mean, I’m still waiting on some payments that would take like over a year. (19:10) So the money I had last year did not allow me to buy my own supply of products. (19:16) Now though, now, especially with the price drop, now all I do is buy the product.

(19:21) That allows me to stay of enough profit in order to even pay rent. (19:25) Otherwise it would be impossible. (19:27) Yeah, it completely changes your margin.

(19:30) I also noticed that some of these larger distributors, they now don’t really (19:36) give good commission rates. (19:37) They’ll give, from what I heard, like 10%, 15%. (19:40) I stick to like the same commission rates I was given last year at 25%.

(19:44) So that’s what also helps the reps actually survive. (19:49) And I mean, the wound care market is constantly changing and still will (19:54) change. (19:55) So a lot of it is just staying on top of that, you know, like going on the (19:58) CMS website and just staying locked into any changes and being prepared (20:04) if there are any changes to tell all your accounts and get them updated on it.

(20:08) And I imagine because there’s so much demand to be met now, (20:12) because there are so many players left and there’s so much volume, (20:15) there’s innovations in how to just reach all that volume. (20:17) Yeah, there actually is. (20:18) So like there’s different softwares.

(20:20) Like have you heard of a QED MD or definitive healthcare? (20:24) Yes, I have. (20:25) So a QED MD was huge for me to buy. (20:27) I got that towards the end of last year and they’ve even updated their (20:31) platform since.

(20:32) But this software, I think for any rep that is doing something solo, (20:37) they should definitely invest in this kind of software because it shows (20:40) you all of the CPT codes, diagnosis codes that not every doctor, (20:45) but a large proportion of the doctors are using. (20:48) Though you know exactly what product that doctor is using. (20:52) How many times did he use it? (20:54) What patients is he getting? (20:56) And the biggest thing in terms of helping practices grow their patient (21:02) pool is QED MD also offers referral data.

(21:07) But now I know Dr. X is diagnosing a wound. (21:11) Dr. X is sending that patient to Dr. Y to do the treatment. (21:16) So how can we help private practices grow their patients? (21:20) Is you go to Dr. X and say, hey, I also am doing wound care.

(21:25) So could you send some of those patients to me? (21:28) So that’s how I’ve been able to use. (21:30) And then of course, like you find the different doctors through the software. (21:32) So that’s how I’ve been able to use the software to not only help me, (21:35) but help the practices I work with in terms of marketing.

(21:38) Yeah, I hope you’re enjoying today’s episode. (21:40) And I want to let you know our programs cover the entire career of a (21:44) medical sales professional from getting into the medical sales industry to (21:49) training on how to be a top performer in the medical sales industry, (21:52) to masterfully navigating your career to executive level leadership. (21:56) These programs are personalized and customized for your specific career (22:00) and background and trained by over 50 experts, including surgeons.

(22:05) Our results speak for ourselves and we’re landing positions for our (22:08) candidates in less than 120 days in top medical technology companies like (22:13) Stryker, Metronic, Merck, Abbott, you name it. (22:16) Would you run an Ironman race without training in a strategy? (22:19) You wouldn’t. (22:20) So why are you trying to do the same with the medical sales position? (22:22) You need training, you need a strategy, (22:25) and you need to visit evolveyourassess.com, fill out the application, (22:28) schedule some time with one of our account executives, (22:31) and let’s get you into the position that you’ve always dreamed of.

(22:34) It’s amazing, man. (22:36) So, you know, we have a lot of listeners and many of them are trying to get into (22:40) medical sales, even more of them are in medical sales, (22:43) and probably thinking about different spaces, and some of them are in wound care. (22:47) Considering your trajectory in the last three to four years, (22:49) what advice would you give someone that’s really ambitious (22:52) and wants to just take their success to the next level? (22:55) You know, what would you tell that rep right now, or that individual? (22:59) I would tell that rep to, depending on the industry they want to get into, (23:04) to specifically look up distributors and manufacturers.

(23:08) So what I learned is that if you want to work with a manufacturer, (23:11) you need to have some experience at least selling, (23:14) because they will ask you, first off, how much volume do you have? (23:19) And if you have enough volume and they think it’s worth it for them (23:22) to give you a contract, then they will. (23:24) But if you’re going there dry, they’re probably going to give you (23:27) either an awful commission rate, (23:29) or they’re just not going to let you work with them. (23:31) But I think it’s important to talk to manufacturers, (23:33) that’s how you learn what products are out there, (23:36) what’s maybe innovative new technology, (23:39) and just get an understanding of what the market looks like.

(23:42) Then you want to talk to distributors, and you want to talk to multiple, (23:45) because they’re each going to give you different commission rates. (23:48) And distributors, like when you’re first starting out, (23:52) you probably aren’t going to want to start directly with a manufacturer. (23:56) You’ll want to start under a distributor in order to just get kind of like a basis (24:01) and just have less pressure against you.

(24:04) If you start buying your own products, now you’re like in the hole (24:07) before you even know what you’re doing. (24:09) I would say start making commission, start learning from that distributor, (24:12) but keep an active relationship with some manufacturers (24:16) so when you decide to make the jump to your own distribution company, (24:20) you already have those relationships established. (24:22) They already know who you are, where you’re going, (24:24) and that’s what will help grow your money and also your product offerings.

(24:31) I love it. I love it. (24:32) Gabe, where can people find you? (24:34) They can find me on Instagram, on LinkedIn.

(24:38) They can find me on my websites like albacettimeddeb.com, (24:43) ovinahealth.com, or on Amazon with Ovina Health. (24:46) And a couple other things I want to add to the whole distribution thing, (24:50) like how they would want to get started. (24:53) I think another thing also is going to be like reading those books (24:57) that we talked about, like Never Split the Difference (25:00) was one that I liked.

(25:02) Mark Calling was another one that was huge for cold calling. (25:06) And another thing about cold calling is when you’re making a cold call, (25:10) a lot of people start by saying like, (25:12) hey, my name is Gabe. I work for albacettimeddev.

(25:16) But I think when you start that way, (25:18) you’re already making that office manager put up their guard. (25:22) So the way that I got success making cold calls (25:26) was I would go to their website (25:29) and I would find out like what services they offer. (25:32) And my cat is just really trying to get through.

(25:36) And you look to see what services they offer. (25:39) Then when you make that cold call, (25:41) you already know that they offer wound care. (25:44) So you say, hey, my name is Gabe.

(25:46) I thought on your website that Dr. So-and-so is treating wounds. (25:50) I was just wondering what products does he use when he treats wounds. (25:55) And my idea of cold calling is going to be back gathering, (25:58) not really expecting much from that call.

(26:01) I just want to know, is this a viable doctor to target? (26:06) So based on their answer, based on the products that they currently use, (26:09) now I can position myself and say, (26:11) hey, if they list off different conservative wound care products, (26:14) now I know that position myself and say, (26:17) it’s great you’re offering those conservative wound care products. (26:21) One thing I notice with offices like yours, (26:24) and maybe they are able to offer these treatments, (26:26) but they might not know how to document those treatments properly. (26:31) Or maybe they don’t know how to bill for everything they’re using properly (26:35) in order to get that doctor the full reimbursement.

(26:38) He may be not collecting everything that he can be. (26:41) So when you’re able to offer something especially that sounds different, (26:44) other than just products, (26:46) I think that’s what will help that office manager (26:49) be more willing to book a meeting for you (26:52) rather than if you’re just someone that’s selling another product. (26:54) The doctor’s already heard all the products.

(26:56) They haven’t heard about this different service (26:59) that they definitely need help with. (27:02) And then it’s like you used to talk about the cadence. (27:06) Yes.

(27:06) How it would be like they get used to when you’re calling (27:11) and then you tell them on the call, (27:13) if you didn’t book the meeting and you just sent them emails, (27:17) you say, okay, I’m going to send you that information, (27:20) but I’m going to call you back next week on Thursday at this time. (27:23) And that would just be ready for that call. (27:27) And then even when you’re going in person, (27:29) it’s like you go in person the same day around the same time, (27:31) so they get familiar with you.

(27:32) They get used to it and expect it. (27:34) And there’s something, what I learned is that (27:38) through that year when I was in debt, (27:40) the reason why I wasn’t making as many sales (27:43) was because it takes a while for a practice to trust you. (27:47) But when you are showing them that reliability (27:49) that you’re going to show up at the same time every week, (27:51) when you are making them feel confident, (27:54) because you’re always giving them new resources (27:57) and you’re always giving them new templates, (28:00) and it can be as simple as you have a documentation guide (28:03) and you updated that documentation guide.

(28:06) It’s just about how you are, (28:09) they’ll see that you’re constantly growing (28:10) and you’re constantly staying educated, (28:12) and then they’ll trust that and they’ll give you a shot. (28:15) And the craziest thing was that this year, (28:18) since I’ve been setting up this whole Vena Health, (28:21) Amazon store and everything, (28:22) I hadn’t even really been doing a lot of sales calls, (28:25) but I still had the relationships I’ve had last year (28:28) with my accounts, (28:30) and on top of that, those accounts are telling their friends about me. (28:33) So now I’m getting new accounts without even doing anything.

(28:37) And it’s also like if you make a relationship with a doctor, (28:40) if you go to, if you have lunch meetings, (28:44) that was another thing, lunch meetings. (28:45) You have several lunch meetings with them. (28:48) You want to keep that relationship going (28:50) because you never know when your chance is going to come up.

(28:53) And sometimes you get lucky, (28:55) like there were some times I would go to an office of times (28:57) and got their office lunch five times. (29:00) But on the fifth time, they happened to see a patient that day (29:03) and they’re like, oh, perfect timing, like there’s a patient. (29:06) And now you build that rapport (29:08) and now you show them what you’re made of (29:11) and then it doesn’t stop from there.

(29:13) And it’s another thing too. (29:15) It’s helping doctors even outside of what your role is. (29:20) Like my role is a salesperson for wounds care, right? (29:23) But if I hear that a doctor needs compression socks for a patient, (29:28) I’m going to be the one that I’m going to tell him like, (29:31) oh, I know a guy for compression socks.

(29:33) I might not know a guy in that moment, (29:35) but when I get home, (29:36) I’m going to research and try to find the best high quality (29:38) compression socks who to get it from. (29:40) Then you get a contract and then you sell it to them. (29:43) And even billing, (29:47) I noticed billers are often pretty hit or miss.

(29:51) So building good relationships with different billers (29:53) that you can actually trust. (29:55) That’s a big thing too, (29:56) because if a doctor talks about problems he’s dealt with.