Hey, guys. Welcome to the podcast. My guest today is Julie Chen, senior MSL with Janssen Pharmaceuticals. And we talk about Julie's experience as a new MSL and what's been working for her so far, how things are going, what challenges she's been facing. Great conversation. Don't forget to follow us on Instagram and LinkedIn, of course, and YouTube. Hope you guys enjoy this. Welcome to MSL talk with Tom Caravella, a podcast specifically designed for MSLs and all things field medical. Hey, Julie.
How are you doing today? Welcome back. Hey. Good morning, Tom. How are you? Thank you so much for inviting me back. I'm I'm just so grateful and honored to be here. I couldn't wait. I couldn't wait. You were you were literally one of my most popular guests that had that story about, you know, breaking into the MSL role. And I had so much outreach after your episode that I could not wait to have you back. But now things have changed. So why don't we do a little introduction?
Maybe you catch us up to speed a little bit. Yeah. Yeah. Absolutely. I'm super excited to be here again. And so, the last time I was here was about 6 months ago, and I landed my first job with Syneos in partnership with Janssen. And so a few months in a position at Janssen opened for senior MSL goal, for cardiovascular and that's in my territory.
So the Janssen field director, talked to my Syneos field director, goes out in open and, of course, you want that open communication with the parent company. So I applied and here I am. Coincidentally, I kinda coming full circle. The last time I was here, I was in my 3rd week of training, and I'm going through my, new training again. And I'm in my 3rd week of my JPS training. Yeah. Literally. Like, I think it's almost to the day. It's, like, whatever.
We planned Thursday last time too, and it was, almost to the day. It's really subtle. It's really funny. That's crazy. I love stuff like that. It's meant to be. It's gonna be a really good conversation. Yeah. Well, congratulations. I'm totally not surprised. Excited for you, though. That's great news. So before we jump into so we had this topic of you know, so you you break into your MSL role. We talked about that last time. And then now you have a new position. And so you're in MSL.
So now what? Let's talk about Right. You know, what it's like to be a new MSL, what's working, what challenges you're having. But before we get into that, we have announcement. Right? Exciting announcement. We do. We do. So, Tom, Tom and I are gonna launch something new and a little bit different. We're gonna launch MSL Talk live. It's gonna be on Clubhouse.
It's gonna be a very similar format to this podcast, but live discussion with panel guests, and, hopefully, we'll have time to take some questions from the audience. I think it's something the listeners are gonna really, really love. So if you're not on Clubhouse, get on it. It's one of the new social media apps. It's a live stream only, so there's not gonna be a recording later. So you have to join live. If you need an invite, phone a friend. I think it might still be invite only.
I'm not a 100% sure. But, if you're able to get on, you know, join us. If you can't get an invite for some reason, message Tom Ryan on LinkedIn, and we'll get you an invite as long as we keep getting them. And once you're there, follow Tom and myself, and we'll invite you to join the event. We're gonna post more links for the event as well. And just logistics, it's gonna be 1st Tuesdays of every month. We're gonna start on June 1st. That's coming up soon.
And it's gonna be 1:30 Eastern Standard Time or 10:30 Pacific Standard Time. And we're looking at, like, maybe 20, 30 minutes of talk and hopefully 10 more minutes for a couple questions. So I think that kinda summarizes it. Is there anything you wanted to add, Tom? I am super excited. Julie came up with this idea. You know, it's funny. I've been thinking about doing kind of a lot.
There's so many platforms now, and I was thinking about doing kind of a a live version of the MSL Talk Podcast and kinda make it more interactive. And Julie brought this up to my attention, and I was like, this is perfect. I've actually used Clubhouse before. It's a great platform. It's basically it's just easy. You download the app. You do I think you do need to be invited, but, I mean, it's becoming really, really popular.
So once you get that invite and you're on, you just I think, you just go in and search for the events. So if you put MSL talk live, you'll see the latest event. Now keep in mind that it's a week from now. So today's Tuesday, and it's gonna be next Tuesday, the 1st Tuesday of every month at 1:30 EST. We're gonna wait till the end of this episode to announce our first topic because we kinda feel like that'd be fun. So you have to stick around. Yeah. And you have to join us.
You have to check it out next week. It's gonna be a lot of fun. So, Julie, thank you. Thank you for, your partnership on this and for coming up with this idea. So let's get to business. How are you doing? What is it like to be an MSL and how is it going? It's it's going well. It was it it's funny. I I think we came to this topic because I thought, we were talking and I said, you you get to this point where you become an MSL and there's this moment of, like, oh my goodness.
What what do I do for you? So now what? Now what? And you go you go through so much. You go through the training and everything, and it's and and you you have a moment where you're like, oh, okay. I'm in. Okay. I gotta go. What do I do now? And so I think that's how we kinda came across this topic. Yeah. And But it's been going really well so far. I'm listen. I'm sure it is because you're you crush life, and you're you're great at everything you do. So, of course, it's going well for you.
So but what was training? I'm sure it's like people talk about training, and some people have a real hard time with it and find it challenging, and other people really just they love it. How was it for you? Yeah. What what did you think of it, and what what went well and what didn't? Yeah. Yeah. You know, training for me was it was a little intense. And I think it's funny.
I think because I was going into my therapeutic area of cardiology, and with my chiropractor, I figured this not that this should be easy, but this can't be that hard. Right? But the sheer amount of information and detail you need to know and understand at that really deep level is, it's it's humbling. It's humbling. Yeah. And I think it was similar for, several of my teammates. We all came from strong career backgrounds. I don't think I realized how hard it was gonna be to be in the MSL.
You need to be able to speak the medical language. You gotta understand the jargon because you really wanna be able to go toe to toe with your specialist. Right? And so you gotta know disease states and lab and diagnostics.
But on top of you gotta know procedures, surgeries, human anatomy, and be able to navigate that discussion, artfully and and and eloquently, and then you have to know the molecule and the product you're you're with, the pharmacology, the studies in in deep detail and the statistics. And and at the same time, trying to take a step back and say, okay. What's the take home message? What stands out? How am I gonna achieve that 2 minute elevator pitch for each major article. And it's a lot.
So it's I I think it was a little it was a little intense. Yeah. So what I'm hearing you say is take it seriously because it's no joke. Take it seriously. Right. Take it very seriously. But can you how do you prepare? Like, how like, what's your advice for people that are heading into training or have some type of training within their MSO role? Is there some kind of preparation you can do? I I think you know, it's funny.
It's just, don't hang out in your pajamas, number 1. I don't think you can. But, really, I think you have to have your game face on. Like, I am starting to go through training again right now, and I'm I'm getting ready for this, like, mental marathon. And I think it it's it's similar to a lot of the stuff that you and Maria talked about on your 10 tips for Yeah. MSL filled sanity. I think that applies to, like, MSL just in general. Like, I think you have to have that mentality.
And so just trying to right right now, I'm trying to get a regular schedule of, like, when do I need to study? When do I need to get up and move? When am I gonna go walk and work out? And, trying to take it one day at a time to kind of, pace yourself. Because I do think it's a mental marathon, and there comes a moment when you start to reach, like, saturation of your memory and your your mental clarity.
And if you're not in the right mindset, you don't have the time set aside for training and being really focused. It's gonna start to get muddled, the details. So I think trying to get as much mental clarity going in, keeping it through, making it a priority is really important. Yeah. And and not hanging out in your PJs all day long. Yeah. No. That's great advice.
And if if you haven't listened to that episode, it, it's a little different because it talks more about the personal side of, you know, how you go about your day as opposed to really specific MSL stuff. It really could apply to anyone. So it's the episode with Maria Erso, and it's the top ten tips for MSL sanity. And, it was really good. So I I appreciate the fact that you you listen to it and and that it it actually helped you.
So but other than that, so you you get through so you're, you know, you're successful getting through the training portion. And then what happens next? Do you like, is it you jump right into KOL engagement? And, like, what happens, like, what happens next? So I I think, you know, well, so you go into your training, and you gotta prep the certification.
And so, set up a patient at the end of your training just to make sure that you're comfortable talking about all your resources, and they kinda wanna see your presentation skills again. And so I think, one thing is when you're prepping for your present your certification, the more practice you can have, the better. Really, really reviewing your resources and article, but and I think this is, like, common for anything. For interviews, practice saying out loud.
You really have to practice saying out loud. I think a lot of people practice for interviews or presentations, like, in their head. They'll read stuff and do it mentally. But when you say it out loud, you're gonna hear how it sounds. Does that does that flow together? Do I need to put a pause for emphasis here? And I think practicing out loud is gonna be really important for prepping, and trying to be engaging and telling a story with your data. I think that's that's the hard part.
That's the part of MSL ing. That's the art of MSL ing. Right? Yeah. And so, just trying to do all that during a certification to convey everything you've learned, but in a way that is really still engaging because data can start to get dry. And if if you let it be dry, it can get dry. Yeah. So, the more the more you practice, the better. Practicing with your teammates is super duper important.
I think if you're gonna have a terrible run and and you you are, like, the first time you say it out loud. Right? Have that terrible run with your friends, with your teammates Yeah. Versus on your certification versus with a provider. But, yeah. But getting once you pass your certification, then you're like, okay. Now I have to I have to engage with KOLs. Right? I have to start meeting with providers. And this is where it gets it gets a little funny for me. You you're pushing so hard.
You're hustling. Right? You're trying to get your first role. You're applying. You're applying. You're interviewing. You're networking. You get in. Okay. Alright. Great. I meant You're training, training, training, training nonstop. You pass certification, and you're like, I'm an MSL. Yeah. What do I do? And, I think there is this, like, a, like, a little bit of a mental moment where you just have to jump in.
Mhmm. Tom, have you ever done something where you, like, really wanna do, but it was also, like, scary or new? Totally. Like yeah. This podcast was an idea I had a while back, and I I just had to jump into it and just do it. And Yeah. I it wasn't perfect when I, you know, I got you get to a point, like, sometimes it's analysis paralysis kind of thing where you want it to be perfect and you plan and you plan.
And sometimes you just have to say, this is something that I I'm I'm in, and I'm committed. Yeah. And I'm here, and I got here. Whether it's, you know, like this podcast, whether it's your job. I mean, you took you a Yeah. You know, it was an effort, and it's a effort for a lot of people to land that position. And once you're there, it's like, okay. Game face. Let's go. What do I have to do Yeah. Every day to be successful in this job, in this role? So, yeah, I'm I'm right there with it.
You just gotta go. Yeah. And I agree. And I think so at the end of your training, you're you're starting to meet with internal partners. You're doing a lot of your KOL mapping, and you're planning and you're planning. And at some point, it's not gonna be perfect. You just have to go and, like, to me, I think it's maybe, like, learning how to snowboard. You got all your gear on, you got your helmet on, and you're at the top of the slope. There's this moment of, like, what am I doing?
I'm gonna put myself down as well. Yeah. But you have to do it. And, you know, and you're gonna get up. It's gonna be great. And you're gonna fall a bunch. And you have to keep getting up and keep doing it. And you're gonna have to kinda figure out and enjoy the process and learn from it all and kinda roll with it. And I think because if you if you don't, like, it's gonna it'd be disheartening because you can send out, like, so many emails and get maybe 2 responses.
And so if you can't learn from that and move forward and say, okay. Well, I can't let that deter me. I gotta keep going, try different tactics, different approaches, and and just kinda, you know, keep going with it. Just try something new, try something different, and not be not be scared of it. But there's that moment of of of yeah. It's like paralysis. Uh-oh. You're like, no. It's go time. It's go time. I gotta do this. And I like I like what you said before to get back.
So you obviously were going through training with other folks that were starting at the same time. So you actually had a built in kind of, you know, network, if you will, of folks that were going through the same thing. So did you do role play like, did you how how often did you communicate? Were you guys role role playing together and sharing, like, best practices and successes? Yeah. Absolutely. I mean, I was really lucky. I had a group of, all of us because they hired a a new team.
So we had a team of us that were all brand new. But even right now in my current training, there's a handful of us, there's about 5 of us that are are training together as well. And, I think, you know, we're it's really lucky when you have a group of people to practice with because if you don't, you're sort of, like, in an island. But, yes, we we practice together for a certification. We set time to do practice runs with each other. And it's it's twofold.
It's for you to practice with in a safe space Mhmm. And then you can also glean different tactics, perspectives. Oh, you said this in a really great way. I love how you said that. I'm gonna borrow that. Or, like, why did you point that out? Like, what was you point out that specific data point. Why why would why was that important to you? Because maybe I'm missing it. Right? And then even after we passed certification, I was so lucky.
I had a great both on the Stineus and Janssen team, we just they are fantastic people. I had really great people that I got to work with and and still get to work with now. And you have these you create these relationships virtually. It's funny. You create these relationships virtually with people you've never met, but they're it's amazing. And so I have friends up north and New Mexico, Arizona, Seattle, New York now, and and I love it. But we do. We we talk even now.
Like, hey, I just met with a provider. They asked me these really tough questions. What what what would you say? And, you know, this is what I said. What do you think? And we kind of go back and forth and I think that really helps, that prepping, that brainstorming. Mhmm. I'm a really big fan of 2 heads are better than 1 Yeah. And 4 heads are better than 1. Yeah. And so this yeah. Sharing sharing what doesn't work, what works. Sometimes if you had a tough week because it goes in waves.
You're gonna have weeks where you're killing it and you're gonna have weeks where it's really quiet. You're pushing, pushing, pushing, but nothing nothing materializes. Yeah. And so you call Bud and say, hey. Like, I'm I'm you know, I gotta drive week or I don't have a lot of things set up next week. What's what's working for you? What did you do differently? I think sharing those best practices is really, really important.
Calling your teammates and just getting getting advice, and everybody has something to offer. So even if you're hearing from the same discussion, they may offer a different perspective or give a different word of encouragement, and that might get you over your hump. So what about there's probably a lot of people listening to this that don't work for large companies. They work for small companies, and they might not be starting out or be in a situation Right.
Where they have a buddy that's going through the same thing. They might have there might be people at different levels or whatever. Do is it important for these folks to reach out and find mentors and raise their hand, ask for help? What's what's your advice on that piece of it?
Yeah. Absolutely. And I do think there's a lot of, a lot of times it's more common that you're gonna start with small company, or there's only gonna be you just starting out because you're the only one who's in your territory. And so I think reaching out to your teammates, connecting with whoever you can on your team, and then reaching out to, you know, other peers, other MSLs in your territory.
So I've connected with other cardiovascular MSLs in my area from other pharma companies, and just trying to get advice, you know, what what's your approach, what what tidbits can you get from other people. I think when you connect with somebody, it's easy for that relationship to, to to keep moving forward and then to suddenly get mentors. I feel like I've been lucky. I've been able to pick up a couple new mentors along the way. It's just people you click with, and they have good advice for you.
They are looking out for you. They have your best interest at heart, and they really wanna see you succeed. And so I think if you don't have it in your current company, maybe the resources aren't there, reach out reach out to people in your territory. And, you know, a lot of us are health care professionals. Reach out to your own personal network, you know, your pharmacy societies or NP societies or PA societies. Reach out to houses in your area, and try to find someone that way.
I I do think it's really important to buddy up in the beginning. Otherwise, it does feel like you're a little bit on an island. It can be a little isolating, and you can get stuck mentally, I think, in your head, on a lot of it. I do also think people sometimes when they start a new job, some I've heard people say, like, I'm just gonna keep my head down and work hard. And I don't know if that personally, for me, I don't know if that's the best tactic when you're first starting.
I do think you need to speak up. I think you need to make those connections and relationships. And so I don't I don't know if that's a good tactic for this field particularly keeping your head down working. I I don't know if that's gonna work and being an MSL when you first start because you need to build relationships and be collaborative. Out there. Absolutely. Be collaborative. That I think is super duper key.
I don't, there might work it might work in some fields just to put your head down, work really hard. Yeah. I I'm not sure for industry. That's the way, to be honest. That's great advice. No. It's great advice. I mean, you're in it. And, you know, you're that's why I wanted you, you know, to come back on to talk about, you know, what is working and and what are the challenges, and and how do you navigate through those? So I think that's awesome advice. Oh, thanks.
So now as I'm as we're talking about it, you you so you started your role during a pandemic. Right? Yes. So I'm sure that that added additional challenges. So when we so we go back to the KOL engagement discussion. Has Yes. COVID made it easier, harder? Like, what difficulties are you facing? Because I'm sure it's the same with whether you're a new MSL or experienced MSL. I'm curious to hear what you're facing. Yeah. I think, definitely starting during COVID added some additional challenges.
I think trying to create a relationship virtually is challenging. And I didn't I didn't think it it was going to be as challenging as it was. And I realized I really like being in person. Like, I I'm I'm a hugger. I'm like, hey. How's that? So I I I like being in person. Right? Yeah. And and so I think those of us who like being in person, it's it end up being more challenging than I thought it'd be. When you're in person, there's more warmth. There's body language you can read much more easily.
There's more opportunity to treat small talk in between. Like, if you're in a clinic, you can talk to the office people, the office manager and staff, you can talk to other providers on the way. It's easier to have more opportunities. So I think that was a little bit of a challenge. In the virtual environment too, which I think it's funny, you have to learn virtual body language. So, like, you're in clinic in person. It's a lot easier to see if the provider is short on time.
They look, you know, rushed coming in. They might have to go. A nurse comes to the door of the office, kinda like signals them, like, hey. Your your next patient's kinda here. Like, okay. Great. And go, hey. Doc, do you need to go? We come back I could come back again next month. I'm so happy that we got to talk this time, but let me know what questions you have and we'll we discuss more next time and, you know, to wrap it up quickly.
But when you're on virtual, you can't you can't see anything else. So there's this, like, micro clues you have to tune into where you have your provider, they're, like, staring at your slides. And they might do, like, a quick eye eye dart like this. Right? Yeah. Yeah. To know that they're looking at a nurse at the door of the office. Right. Or that you've got the forehead because they're staring at your slide.
And you get an I I so now they're getting text on their phone and they need to go to the hospital. So these, like, weird, like, little you you you're not getting the full face. You're getting, like, a forehead and you're trying to read the clues. So Yeah. You have to be like, oh, do do you need to go get that? Or, oh, do you wanna answer that assuming, like, is that your fault that you're looking down at now?
And you have to try to read these, like, virtual clues, which I I I think is like a new skill. The nonverbal the nonverbal side. For those of you listening actually you're gonna have to watch this on YouTube because Julie's looking all these faces, and she's got there's a whole another thing going on right now. So, yeah, you might wanna check it out. You might have to watch this on YouTube if you're curious on what virtual occasions are likewise. Yeah. No. That was that was good.
It's a little different. It's a little different. So, I think those were some challenges I wasn't, you know, aware of. I think with with COVID in general, it was a really tough time. I started. I was still ready right at the end of December, early January, which Yeah. For us in the US was peak COVID times.
And so being very conscious of the fact that our health care system was getting slammed, providers were overwhelmed and being very sensitive to their time and need, and there was not a lot of access at the time, because people were closed to PHRMA because they they had to focus on the patients. They had to focus on, you know, tackling COVID. And I think at the same time, like, as a provider, if you had 10 minutes to spare, at the end of the day, you might just wanna go home and get some rest.
Yeah. Because Right. These providers have been fighting this pandemic for last year. Yep. This is the 3rd and hugest wave. And you you, you know and and and from the industry perspective, I think as and a human humanistic point of view, we don't wanna talk to provider when they're burnt out and Yeah. They really need tenants to decompress, go home to the family, have a quiet meal, and and, you know, mentally recharge.
So I think when we did engage, it was trying to make sure that you really provided value in this topic they want to talk about. I was fortunate in that my topic in cardiology, there was, you know, some there's, you know, some link to COVID, so there was some interest. But just being really, really conscious of time knowing that they might only have 5 or 10 minutes and making sure it's really, really valuable Yep.
And not being offended if they need to go or reschedule or cut it short because they just they have other things. Well, and that's it's great advice, and that's where, you know, we talk about emotional intelligence all the time on this podcast. And Mhmm. That's where that comes in, where you really have to read the other person and realize that, yeah, we might have an agenda going in, but you really have to follow their guidance, their lead, their cues.
Yeah. Because that's ultimately what's gonna be most important, and that's what's going to build that relationship when they see that, wow. You know what? I Julie always really appreciates my time, and she always adds value. And and and she's she's not gonna make me uncomfortable or or push the envelope or take up too much of my time. So I think it's great advice. Yeah. And I I think it's true. I think, we you come into, your new MSL level and you're like, yes.
I have I've got emotional intelligence. I know how to listen. It it really stretches that part of your soft skills and and to a very deep sense because you you're listening, but you do come with agendas. There's almost, like, 2 conversations happening right now. You're trying to listen and listen. And you come with the agenda and sometimes you wanna push, but I've learned, like, more and more I need to just listen. And if I need to come back to finish up my discussion, that's okay.
But I need to listen and hear their concerns or questions, what and what is important to them because that's gonna that's where you're gonna provide that value. So I think that is something I'm still learning and, like, learning to be an MSL is something I'm gonna have to keep learning. But really, really listening Yeah. Is, it's harder than it seems. Yeah. Because we wanna It's huge. We wanna talk. We wanna say what we're ready to say next.
But it takes Yeah. Discipline and patience to stop and listen. And that's where you get guidance on what you should be saying next. So that's why it's so important. What about have you learned about any, like, tools or resources since you started that might be good to pass along to others that have been helpful for you? Yeah. I think that might, vary depending on people's therapeutic areas. But, just in general for a lot of MSLs, I think there's a lot of databases out there.
Definitive health is on the databases, and certain companies might have access to certain databases or membership to date databases. And this helps when you're first trying to start your KOL mapping and your territory search. It helps to find out who's linked to who, who might be a good person to put on your list that you might wanna reach out to. For me, specific, because I was in cardiology, I think it's really important to say clinically relevant.
So I love to jump on to ACC, which is, like, American College of Cardiology, TCT, MD, which are cardiology websites, and signing up for, like, their links and, and their, you know, highlights and weekly highlights. But they also have really great summaries and videos and podcasts on there. And as much as you wanna read everything, you can't. You don't have so many hours in the day. You need a mental break at the end of the day, but you also wanna stay relevant.
And so you might hear a topic and you wanna hear about it because it it it's not directly affecting your data, but it's it's related. And so it's good to be in the know so you can keep the conversation up. So I think, finding those therapeutic communities, is really, really critical. So for cardiology, it was like, you know, ACC was huge. AC Forum was another one.
But then there's other general ones like HDP live and just trying to get, news information that providers are reading because you wanna see you wanna see the same headlines that they're getting. What is popping up on their side and how is it being phrased? Because sometimes, people like to make the news exciting. So they'll, you know, the results were neutral, but they'll say, oh, this molecule failed or showed, you know, failed in this this study.
And you're like, oh, it was a neutral study though, which is sometimes fine. But, it'll be interesting how people wanna twist it to grab you to read the article. Yeah. And then when you read the article, it's a little different. So it's it's interesting to hear those headlines, and to be aware of them. Yeah. No. It's great advice. You I mean, you're establishing yourself as the expert, as the go to person.
Yeah. So in order for you to be relevant, you have to be in the know and know what's relevant. Yes. Yes. Right? Yes. And I yes. And I think if you're stepping into a therapeutic area that you're not as strong in or maybe it's been a few years, One thing that I haven't started getting into, but I plan to have a couple of my list to listen to, is podcast. There's a lot of physicians and specialists trying to do podcast in their areas of specialty, neurology, nephrology, cardiology.
And listening to those podcasts to hear the way they're speaking, the way they're discussing certain trials, what's what's pertinent and on their horizon. I think that's gonna be a really great resource just moving forward as I try to get deeper into my field. Awesome. Alright. So we covered a lot, but what would you say as there are people that are new to the role and they're preparing for, like, the 30, 60, 90 day, like, their first 3, maybe even 6 months into the role?
What what would what advice would you have for those folks? So I think, gosh. Okay. In the 1st 30 days, it's it's a lot. Get your lay of the land. Absorb as much as you can because it's, it's not just the clinical part. It's learning the pharma jargon. And, it it's so funny because I come from Kaiser, and Kaiser loves acronyms. Like, we're acronyms all day long. Right? Industry and pharma also loves acronyms. They love acronyms. They do.
And so learning the language, learning what people are talking about, understanding a company culture, the politics, understanding the team dynamic, I think, and and putting yourself out there to be part of it is really important in the 1st 30 days, and trying to be connected and getting to know your teammates, your commercial partners. So, that might be a lot to do in the 1st 30 days, but it's it's that it's and that's why it's intense, the 1st 30 days.
60 days in or, you know, a month or 2 in, you're really starting to work on your territory plan. And I think, again, that initial connection you're trying to make with everyone, that's where you wanna talk with your internal partners, your commercial partners, other MSLs, on your team, in your area. And the reason you wanna do this is because it really helps you to get some background on your territory. Yep. And it can be small things, like the stories about other providers, about a location.
Oh, make sure you park here. Yeah. Call this clinic on a Tuesday afternoon because they'll pick up. And if you try other days, they're just swamped. They're never gonna pick up. You know, after 2 PM, this is the time. Ask for this person. You know, ask ask for ask for Tom. They're gonna help you out. Whatever it is, these little tips that you're gonna get from other people is really gonna be helpful. These clues, these, like, bread bread crumbs will lead you to the bigger picture.
So I think doing that background of research information gathering so that you're not coming in blind, is really, really helpful. And and, you know, a lot of times people won't be starting with a brand new team. You'll have other people on your team and so picking their brain, is gonna be helpful. So Awesome. Alright. But I think that I wanna say that Go ahead. Go ahead.
Okay. I wanna say for the last leg, I think when you're 3 months in, you're 90 days out, you're a little bit further at 3 to 6 months mark. I think you need to take a moment to restriagize because when you're first coming in, you may think you know, but you don't know till you get out there. Yeah. And so taking that moment to really strategize and plan is gonna be important.
Sometimes it's easiest to try to go for the low paying group because you're you're hungry, you wanna get out there, you wanna prove yourself, you're like, yes. I'm I'm getting out there. I'm getting out there. But at a moment, you need to pull back and make sure you're not, being too spread out, too random. You wanna be really, really strategic Mhmm. In how you're approaching your territory, how you're approaching your providers.
And so maybe taking that moment to take a step back and reflect like, okay. I did this for the 1st 30 days. Is it working? How am I gonna make waves in my area? Because it it's not just that you want to reach out to providers. You also wanna make an impact. So how are you gonna make that impact? Yeah. And trying to be strategic. So I think planning strategically and and doing I I think that's something we'd all have to do every couple months.
Like, I I have to take a step back and look at my full plan and say, strategically, is this making sense? Am I making am I pushing in a certain direction, and is all this synergistically gonna come to fruition, and focusing that energy in certain ways? So, if you don't, you can just be really random and then start to run out of gas. Yeah. And so we'll now let so being strategic and taking that moment to reanalyze is, I think, really important a couple of That's great.
I mean, that's that's huge because if you look at, you know, managing up and making sure that you're keeping, you know, the powers that be happy and and, you know, and keeping your goals in mind, if you don't take a step back and be strategic and see the value that you're adding, how it's being added, how you're impacting your territory, it's gonna be hard to to keep on top of it to make sure you're on the right track. Right. Right. Yeah. Absolutely. Julie, as always, you do not disappoint.
I do appreciate it. And I know everybody else that's listening appreciates your tremendous advice. So before we finish, let's once again invite everybody to join us next Tuesday for MSL talk live on Clubhouse at 1:30 Yeah. PM EST. So would you like to share the topic, the first topic? Yes. So our first topic is gonna be successfully landing your 1st MSL job. We're gonna share some insider tips and stories, on how people landed their first role, and we're gonna have a really cool panel guest.
And I think it's gonna be a lot of fun. So join us live. It's gonna be amazing. We hope you guys will really like it. Can't wait. I'm excited. We're gonna hear from some great folks that have some really great stories about what worked for them. So it's gonna be a great conversation. Join us. As always, we appreciate you guys listening, and we're really grateful. And, Julie, thanks again. You're the best. Can't wait till next week.
Thanks so much, Tom. Thank you so much for listening to the show, and if you enjoyed it, please subscribe so that you don't miss an episode in the future, and feel free to leave a rating or a review or a comment. Thanks again, and we look forward to seeing you soon.