YFP 106: How This Pharmacist Got His Financial House in Order


How To Get Your Finances in Order as a Pharmacist

John Kohli, PharmD, joins Tim Ulbrich to talk about his career journey, how he managed to rack up approximately $260,000 of debt despite graduating from pharmacy school with minimal student loan debt, what motivated him to get his financial house in order, and how he hustled to pay off most of this debt within a 2 year period.

About Today’s Guest

Originally from northeast Ohio, John Kohli currently lives in Phoenix, Arizona and works as a pharmacist in acute care and behavioral health. John graduated with a Doctor of Pharmacy degree in 2006 from Ohio Northern University. He moved to Arizona where he completed a pharmacy practice residency with emphasis in community pharmacy with Midwestern University College of Pharmacy Glendale. He has worked for independent pharmacies, larger retail pharmacies, and hospitals. His interests include bicycling, speaking German, and volunteering.

Summary

John Kohli has an incredible story to share that includes ups and downs financially and personally and a journey of discovering his true identity and how that impacted his finances. In this podcast, John speaks about how to get your finances in order as a pharmacist.

John, a 2006 graduate of Ohio Northern University, currently works as a PRN pharmacist at a psychiatric hospital. His pharmacist journey started his senior year of high school. He worked at a small independent pharmacy and the pharmacist there encouraged him to apply to Ohio Northern. John was able to graduate with only $60,000 to $70,000 of student loan debt. He received scholarships, worked during the summer full-time and also worked 10 to 20 hours a week during school to help reduce the amount of money he had to borrow. After graduation, he wanted to move to a place with warmer weather and landed a residency in Phoenix. He still lives in Phoenix today.

Although he graduated with minimal debt compared to other pharmacists, John began racking up a lot of debt quickly. After residency, he began earning his first pharmacist salary, thought money wouldn’t be an issue and bought a house in the summer of 2006. By the fall of 2007, the stock market crashed and the housing market in Phoenix was hit hard. He purchased his house for $233,000 with an interest only loan and adjustable rate mortgage. At this time, John was working part-time due to reducing his hours to handle the addiction he was struggling with. He realized he needed to get out of that mortgage and had to short sell his house for $72,000, which affected his credit. He accumulated credit card debt during this time, as well.

John refers to a period of his life as a spiritual financial breakdown. He liked his pharmacy career, but realized he put too much emphasis on his identify as a pharmacist. In recognizing his addiction, he had to acknowledge that there was something missing and that working as a pharmacist could allow him to have a life and find out what was missing, while not focusing on his work as the only goal.

After this process of discovery and reflection, John got serious about paying off the $260,000 of debt that he had accumulated post-graduation which included a second house mortgage, credit card debt, and student loan debt. He had been gradually paying on this debt, but got serious about paying it off between January 2017 to January 2019. To do this, he worked on budgeting to take control of his expenses and started saving 70-90% of his income. John built an emergency fund ($10,000 that grew to $50,000), contributed to retirement (not in a 401k, but in a Roth and stocks but then contributed to a 401k once he got a full-time job again), and rented and had a roommate. He purchased his second home once he was able to save 20% for it. When he got serious about paying off his debt, he got rid of his credit card and paid it off, paid off his student loans and then paid off his second mortgage. He picked up another job and worked a lot and also slashed his budget in some obscure ways, like not using air conditioning even in the hot Phoenix summer.

Now that John’s debt is paid off, he feels like he has options, feels serene, and can handle what comes at him spiritually, mentally and financially. Even though it was really hard and he doubted that he’d be able to pay everything off when he was in the trenches of it, he now sees how it was worth it. Although John isn’t planning on being as dramatic as he was when he was paying off his debt, he still saves 70% to 90% of his income and lives frugally. In the future, he wants to buy some sort of asset like real estate or a business.

Mentioned on the Show

Episode Transcript

Tim Ulbrich: Hey, what’s up, everybody? Welcome to this week’s episode of the Your Financial Pharmacist podcast. I’m excited to welcome John Kohli onto the show, a 2006 graduate of Ohio Northern University who has an incredible journey to share with our listeners that includes ups and downs financially and personally and a journey of discovering his true identity and how that has impacted his finances. John, welcome to the show!

John Kohli: Thanks, Tim. Glad to be here.

Tim Ulbrich: I appreciate your time. You know, here we are, Memorial Day weekend, 8 a.m. Eastern, 6 a.m. out in Arizona, so — actually 5 a.m., right? Out in Arizona?

John Kohli: Yeah, that’s correct. Yes. Bright and early.

Tim Ulbrich: Early morning, and I appreciate you taking the time to talk with me and share your story with our listeners. I think, as I mentioned, incredible journey that I know has been inspirational to me and I’m sure will be the same for our listeners. So let’s start with your education and training. Tell me a little bit about how you got into pharmacy and then your career path since graduating from Ohio Northern in 2006.

John Kohli: Well, absolutely. I was working in a pharmacy as a senior in high school, actually. A small, independently owned pharmacy in the small town where I grew up, and the pharmacist encouraged me to apply to her alma mater, which was and is Ohio Northern. And I decided this would be a great career choice. I packed my bags, moved to Ada, and spent the six years there. And after that was looking at maybe I should move to a warmer place in winter. And I really liked the Southwest, so I found a residency out in Phoenix and decided to pack up my Honda Accord and drive on over to Phoenix, do a residency, and plans were to stay for a little bit and see how things went. And here I am, almost — what? — now 13 years later.

Tim Ulbrich: Yeah.

John Kohli: Still here.

Tim Ulbrich: So growing up in northeast Ohio, as I recall, correct?

John Kohli: That’s correct.

Tim Ulbrich: So no wonder. I grew up in Buffalo. So no wonder you wanted to move out to Arizona. I mean, you spent time in northeast Ohio, you spent time in Ada, Ohio, where the winds and the polar vortexes are readily there. So going out to the warmer weather certainly makes sense. So talk us through, you got to Arizona, you do residency with a compounding pharmacy at Midwestern University. Tell us then about the career path that leads up to your current role at the psychiatric hospital.

John Kohli: It’s interesting. I’m glad that I did the residency out here in Arizona because I didn’t know anybody but a friend of a friend from Ohio Northern, who was also a student at Midwestern. So I came out here blind in terms of any friends or connections other than my job and that one loose connection. And I ended up starting to be an assistant professor at Midwestern and also working still at that compounding pharmacy. And that is where my journey continued. And I met a lot of people through the state association, through residency. We had some residents groups. And then I ended up leaving the college and just working full-time at the compounding pharmacy, although this specific one was more in terms of HIV specializing. So we helped patients there at that clinic. So it was about at that time that I really had what I call my spiritual and financial breakdown. And my problems with addiction really came into play. And I had to take about a year to sort of take some time off from pharmacy and just work part-time. I worked in a grocery store setting in another small, compounding pharmacy for a year or two, then bounced into a clinical pharmacy position with the prisons for a very brief moment and then back into the grocery store. So at that time, it was figuring out, is this the right career for me? What do I want to do with my life? A lot of the financial realities were starting to hit there. So there was a lot of questions about what am I doing? And it was during that time that I landed the director position at a psych hospital. And from there, spent about 3-4 years in that position. Also got into a PRN position at an acute care-trauma hospital and really built those connections in that aspect of pharmacy. And that’s where I am today now.

refinance student loans

Tim Ulbrich: And so before we get into, you know, what you referenced as your spiritual/financial breakdown, knowing that’s such a big part of your story, I want to talk about your strategy and debt position coming out of pharmacy school because you really had a lower amount of student loan debt, significantly lower, than is the average. So I’ve talked before with our listeners, also went to Ohio Northern University, because of my lack of education and awareness and different factors, I came out with a little more than $200,000 of debt during my repayment journey. But you had a much lower amount, $60,000-70,000, which is about $100,000 less than the national average right now. So how were you able to graduate with the lower amount of debt than is the norm, especially coming out of a private institution?

John Kohli: You know, Ohio Northern blessed me with some scholarship. So I already came in with some academic scholarship and also, through — there was an organization in the nearby small town, and they also helped with a portion of my student loan, or student tuition, excuse me.

Tim Ulbrich: Sure.

John Kohli: And then I basically worked throughout my years at Ohio Northern. I worked during the summer full-time and worked during the school year 10-20 hours a week from really freshman year until I graduated. So — and I paid some of that tuition and tried to minimize the amount of loan debt I had to incur.

Tim Ulbrich: So minimizing the amount that you needed to borrow for cost of living and other things, scholarships, it sounds like from that, as well as the work experience. I’m just curious, Ada, as everybody knows — for those that don’t know, it’s literally in the middle of nowhere — so I get the summer work, you know, you probably went home to northeast Ohio. Where were you working like throughout the year? Like there’s one pharmacy I think within 10 miles.

John Kohli: Yes. Well, I had to drive the 10 or so miles to Lima, Ohio.

Tim Ulbrich: OK.

John Kohli: And luckily, I met an alumnus in the Rite Aid corporation, and from — I’d done some college work as a senior in high school, and I was able to get my intern license the winter of my sophomore year.

Tim Ulbrich: OK.

John Kohli: So actually in December of that year, I started interning at Rite Aid in Lima, Ohio, and would drive there on the weekends, sometimes during the week, but almost every weekend. Sometimes I wished that I could be hanging out and enjoying the weekends off, but there was a lot of times I had to go into work.

Tim Ulbrich: A lot of hustle. And we’re going to come back to that because that’s very much your journey of paying off debt was a lot of hard work and hustle. You’re giving me flashbacks, John. I remember sitting in the chapel at Ohio Northern in our Profession of Pharmacy POP course winter semester of the P2 year, applying for intern licenses. So I was back on campus recently talking with our students, and I was like, you know, we had POP, Profession of Pharmacy in the chapel. And they looked at me like I was crazy because now they have like these nice facilities and buildings and all that. So good times and memories. So you know, let’s talk about what happened. I mean, we’re going to talk in a minute about paying off $260,000 of debt, which was a variety of things, student loans, a mortgage, some credit card debt. But what happened from graduating in such a good financial position to really, in some sense, the wheels falling off and racking up a significant amount of debt after graduation? Where did that debt come from? And why was that the case?

John Kohli: Well, the biggest thing that happened was after I finished my residency and got that first real pharmacist salary, and I felt like I was rolling in dough. I mean, this is what I wanted — this is why I went to school for six years and an extra year. And I bought a house here in Phoenix in the summer of 2006. And if anybody can remember, yes, yes. You know exactly where I’m going with this.

Tim Ulbrich: Yeah.

John Kohli: Is by 2007, the fall of 2007, the stock market crashed, and the housing market just tanked here in Phoenix. So I bought with an interest-only loan. I didn’t put any money down, and I bought at the top, tip-top of the market. And that was a significant — that was over $200,000 of debt right there in that property. And this was at the time when I had to start working part-time and wasn’t full-time employed. So it was OK when times were good. I could pay that mortgage. But as soon as something unexpected happened and I didn’t have that income and the market wasn’t great, I was in a bind. And that’s where I also racked up credit card debt and was just not able, you know, would have been able to pay the mortgage but also, it was a burden.

Tim Ulbrich: So it sounds like several factors came together that, you know, the part-time work since you’re not working full-time, you mentioned interest-only loan, no money down, and all of a sudden, the market takes a significant hit. And so you don’t have that full-time income. Obviously, you have some student loan debt. But that leads then, I’m assuming, to some credit card debt because of a lesser salary and the mortgage challenges that are going on. So give me the details on the home. I mean, obviously what I know of Arizona and the financial crisis with the mortgage bubble being popped is they were hit probably harder than anybody else. I mean, maybe a couple other markets, but what did that actually look like number-wise for you? And how did that impact the rest of your plan?

John Kohli: Oh yes. So I bought in 2006, $233,000 as an interest-only, adjustable rate mortgage after a 10-year arm I think is what it was. And ended up short selling that house in 2012 for about $72,000.

Tim Ulbrich: Wow.

John Kohli: So that is how bad it was here.

Tim Ulbrich: Wow.

John Kohli: And even after I sold, that definitely affected my credit and ability to purchase something else. So I was looking at trying to find something for cash, and you could find, in those 2012-2013, you could find condos here in Phoenix, you know, nice 2-bedroom, 2-bath condos for under $50,000. So I was looking to pay cash for something. But I kept getting under contract and losing it or there was bidding wars. And then the market just was out of my reach in terms of paying cash after that. And it was, you know — now, we’re back up to where we were prior to the crash or the recession or even higher than where we were.

Tim Ulbrich: You know, it’s really interesting just to hear you say, John, in such a short period of time, you went from graduation, feeling like you’re rolling in the door, six-figure income to all of a sudden, what was I would argue a very good position, only $60,000-70,000 of student loan debt quickly turns into a lot of debt because of the mortgage position, credit card debt, you mentioned the car loan, of course the student loan debt didn’t go away. I think there’s something to be learned for all of us there in terms especially when you’re looking at those big purchases like a home, here we are again, right, 2019, super hot market here in Columbus. I think it’s the No. 1 market in the country right now. And I think it’s easy to buy these homes, the doctor loans are readily available, nothing down, arms, all those types of things, interest-only options, and for some people, they may be able to get away with that. Maybe the market doesn’t crash next year, maybe it does, but really looking holistically at the rest of your financial plan to say, hey, if the market goes down 20% next year or 30% or 40%, what’s my game plan, right? As I look at the rest of the plan, and I think that gets into a bias where we tend to look at things through the lens of today.

John Kohli: Yes.

Tim Ulbrich: Assuming they’re always going to stay the way that they are today.

John Kohli: Yeah, everything looks great.

Tim Ulbrich: Everything looks great.

John Kohli: Like you said, what happens if the market crashes? Or what happens if I lose my job? Or some other unexpected thing happens? What do we do?

Tim Ulbrich: Yeah, you never know. That’s exactly right. You never know what that may be. So I’m assuming — I want to come back to you mentioned previously having a spiritual/financial breakdown. And I have to assume all of this was going on at the same time when I just see the transition from where things started to where things ended up and then obviously, we’ll talk about the recovery of that on the back end. So tell me more about this spiritual/financial breakdown, as much as you’re willing to share about where that came from and then how that played a part in eventually you turning this ship around.

John Kohli: Yeah. You know, I just realized that I had really liked my career and I liked pharmacy, but I think I was just putting too much emphasis on the career, you know, the career being my identity. Like it wasn’t just I’m John, who is a pharmacist. It was, I’m John the pharmacist. And everything I did was based on this job and also in the fact that I also wanted to make money. And that was the end of the goal. That was really it was just in, you know, pursuing this goal of getting that degree or getting that salary. And once it happened, there really wasn’t anything — it wasn’t that fulfilling. It was, OK, now I’m done with it. And what do I do now? And I think that in really recognizing my addiction, I had to say, there’s something missing here. And I need to find out what that is. And I think, you know, pharmacy could allow me to have a life to find out what that is but not be the end and only goal.

Tim Ulbrich: So much wisdom there. And I hope our listeners hear that because I think that’s true for many pharmacists, addiction aside, is the identity that can come from career. Something I struggle with on a regular basis, and I think it’s something that just constantly I’m hoping to challenge others to say, hey, at the end of all this, what’s the point? Why does this matter? As you look back in 30 or 40 years, like, what is this really about? And I like what you said about career is certainly a big part of the overall picture, but I think if that becomes the sole identity, there’s going to be a lot of disappointment for lots of different reasons. So where did that discovery process for you come from? Was that a part of you working through the addiction? You mentioned a spiritual component there. Where did you really pivot and say, OK, if it’s not this is my true identity, this is what is my true identity. Where did you get the freedom to discover that?

John Kohli: It’s been from just spiritual work. You know, in looking at the things in my life that I’ve done, you know, my character assets, my character liabilities, basically forgiving myself for the mistakes I’ve made and then also recognizing that I can have choices, and I can choose what I want to do and my actions have consequences, either positive or negative. So it really got — basically, seeing everything crash down around me and recognizing that I’m still here, I’m OK, and I’ve got a responsibility to take care of these things, but now I can deliberately make choices to basically put myself into a better option in the future. And that that is my responsibility, and I can use that through my relationship with God, through other ways — not just through my job but through other things, you know, through my church, through community organizations and my hobbies and interests, that it needs to all come together.

Tim Ulbrich: So let me build on that. And one of the things I often think about — probably too much, to be honest with you — is that I often think and try to picture a scenario where I’m 75-80 years old if I’m lucky enough to have the opportunity to live that long, my kids are grown and they’re off, and my wife and I are reflecting back on life, and I try to think from those moments, from that moment, like as you look back, I try to think about what are the things that would need to happen that I would say, “Life well lived,” and I would have peace with that. And I often worry and am somewhat anxious that I’m going to look back at that and say, “Wow, I spent a whole lot of time doing a whole lot of things that didn’t really matter a whole lot in the scheme of this bigger picture.” So for you, John, as you think about that scenario, what are the things that you want to look back on when you’re 75-80 years old and say, “I’m so glad I did this or I spent my time doing this.” What are those things that are most important?

John Kohli: I think for me, it’s helping my family, you know, my parents. I want to make sure that they’re retirement and the rest of their life is taken care of. I want to help my brother and sister. And then I want to help friends and other people that are in addiction. I want to be able to show them that there’s a way out. And I think that, you know, as much as money is great and having great experiences, traveling and accomplishment, those are all great things, but I really think it’s that relationships with the people that you love and other just people in general are going to be the most important things that I look back on.

Tim Ulbrich: You know, one of the other things I just thought of, John, is that the data would show that there’s several people that are going to be listening to this podcast that may be struggling with some type of an addiction. Obviously, that can be in a variety of different things. And while there’s not necessarily data to show this, I would argue there’s many that are listening that are struggling with identity solely being tied up in career. If somebody is listening today and one of those two things resonates, what words of wisdom would you have for them?

John Kohli: Well, if it’s addiction, there’s many organizations to help with that. And you know, I would encourage looking into those types of areas. And if it’s identity, you’re really reflecting. And if you can take some time off, maybe, you know even if it’s a couple days, if you are blessed with being able to take a couple weeks, to just look at what do you want? And find out what do you want? I’ve always had a bucket list of things that I wanted to do, from — basically from college. It was 100 things. List 100 things that you want to accomplish before you die because you’ve got to start doing it now. And you know, maybe that’s one way to start, to say what are some important things that you want to get done? And writing them down, and then taking a couple to start. And see what you need to do to do those things because that’s what I’m realizing is that life is short. I am in my late 30s, but I feel that — I still have a lot of time, but it’s not an endless amount of time.

Tim Ulbrich: Yeah, and I love your suggestion there of just taking time to stop and reflect, right? It’s just so easy when life gets so busy to run week to week, month to month, year to year. And as I’m sure you do, we’re still relatively, I guess, new graduates. I graduated in 2008. So 11 years ago, but I look back at that 11 years and I’m like, what the heck happened? Like that went extremely quick. And if you’re not intentional about it, it can fly by. And I think often, that can turn into a career without intention. So let’s talk about the practicalities of how you did it, how you paid off $260,000 of debt, which was a combination of student loans, a second house mortgage after the first experience you had, some credit card debt. And while this was of course over a period of time, I know that you did most of this between January 2017 and January 2019. So that’s a lot of money in a very short period of time. So talk us through how you did it, how you wrapped your arms around this incredible amount of debt, and what did this look like month by month for you to begin to knock this down and ultimately get it paid off?

John Kohli: Absolutely. It’s hard to think — when you say that number, I’m like, wow, was it really that much? But I guess it was. And really, it definitely felt when I was hustling the hardest, you know, I kept praying, I was like, “God, if this is the right thing for me to be doing,” — because I was spending so many hours at work that I was like, “If this isn’t, please stop it.” I was willing to do what it took and to be very intense in getting there. But at the same time, I kept asking and pausing to say, “If this isn’t right, show me the way to do it.” But I guess it must have been right because here I am. And so I short-sold that house. And I was working and saving money. I started budgeting after that short sale, and I started actually looking at my finances. I think that was the first and foremost thing was actually knowing where my money was going and being deliberate about it, writing it out. And that allowed me to save some money. I started with an emergency fund. I don’t remember exactly how much it was, but maybe $10,000? And then it basically grew up to about $50,000. And I was looking for a place to buy with that. But it never worked out, so I just kind of kept saving it, started saving for retirement in my own — I wasn’t in a 401k thing, so I just put some stuff in a Roth IRA and bought some stocks in a mutual fund. And then I did get the full-time job, so I did start contributing to a 401k. And then I just really kept up with budgeting, kept up with saving as much as I could, and I was saving a pretty significant percentage. I was renting, I had a roommate at certain times, so my expenses weren’t that high. But then I finally did decide to buy another property. And I put down 20%. But then I had this mortgage over my head. And that was — it stressed me out again because I felt, you know, maybe there was a little bit of PTSD from my previous experience that oh my gosh, what happens if something terrible happens? So I had that mortgage, I still had a little bit of student loan. But in 2017, January, I decided, you know what? I’m going to get intense, and I’m going to basically get rid of my credit cards — I had finally paid those off — get rid of the other student loan because I had the cash to pay for it, so I got rid of that student loan even though it was such a low interest, I’m thinking, man, I could make so much more money in the stock market, but you know what, I’m going to get rid of this debt. And then it was, I’m going to get rid of this mortgage because I don’t want to have any debt anymore. And there we go. So that’s where I picked up another job and basically just worked my tail off.

Tim Ulbrich: So no credit card debt, no student loan debt, no mortgage, no car payments. Put that into words for me. What does that feel like? I mean, what is that sense of relief and freedom that you get being in the position you’re in right now?

John Kohli: It just feels like I have options. You know, it’s the openness. I feel like — well one, I’m serene because I really do feel like I can handle whatever is thrown at me. Really, financially, I can handle whatever is thrown at me. I do feel even spiritually, I could handle whatever’s thrown at me. But here I am in this just — I feel very secure financially. And then from my kind of just a I guess mentally, I feel like I have so many options. So that is just for me, it just really does feel like freedom. It’s freedom to choose, freedom to take advantage of whatever opportunity comes up, and it just, it feels like it was worth it, even though at certain points of time during that process, I was doubting it or was unsure. But it definitely feels like it’s worth it now.

Tim Ulbrich: Yeah, and I think freedom is the exact word that I think about when I hear your journey. I mean, whether it’s freedom to take a year off to pursue something that you want, whether it’s freedom to give in a radical way for something that you’re passionate about. Options, options, options, right? And that’s really where you are right now. And I think certainly, it’s an incredible journey to hear where you started, where you went, and now where you’ve taken that into the future. So now that your debt is paid off, what is the plan? What are you doing with all of this extra money each and every month? Have you slowed down the hustle and the grind and the cutting of expenses? Or have you kept that and are you reallocating that money in other directions?

John Kohli: OK, so I definitely got pretty dramatic in my cutting of expenses during that time. I spent last summer with no air conditioning in Arizona through the summer.

Tim Ulbrich: Wow.

John Kohli: It wasn’t that much, but you know, in terms of money saved, that was the commitment level that I was willing to do. I don’t know if I’m ready to do that this year. I think I could probably spend a couple hundred dollars on the electric bill this summer just to avoid that.

Tim Ulbrich: I think you could, yeah.

John Kohli: Yeah, just to avoid the extreme nature of that. But I still do save like 70%, sometimes up to like 90%, of my income now.

Tim Ulbrich: Wow.

John Kohli: And right now, I’m putting some away in like a retirement account, but most of it is going into just my savings because I — eventually, I want to — maybe it’s a business, maybe it’s a rental property, but some other income. I want to buy some sort of asset to, you know, in the future. I don’t know exactly what that is, but I know for me, it’s having the cash readily available when that option comes up is — to me, that’s important. And still saving for retirement and having investments in index funds, you know, that is still a priority, an area that I’m focusing on. But I still am definitely extreme in my frugality. I still bike to work. I rarely go out to eat because I like cooking, and I like making things for myself. But I think this year, I’m going to probably get air conditioning.

Tim Ulbrich: So you know, it’s interesting. As I hear you talk about the journey paying off the debt but as well as right now where you’re 70%, 80%, 90% of your income, obviously that tells me you have some system in place where you’re tracking and accounting for expenses. So I’m assuming some type of a monthly budget. Can you talk us through what that looks like for you and how you manage that? If you use any tools? I think that’s a practical way that we might have somebody listening who’s going to say, “I’ve got $200,000 in debt, and I just don’t know where to start. I don’t know what to do here.” So what does that look like for you on a month-to-month basis?

John Kohli: You know, I have a — in my Notes on my phone, I have a discretionary budget, just in my Notes. And I set aside a certain amount of money, and then whenever I spend it, I document it in my Notes section. And then at the end of the month, I tally all of that up and make sure that it works — what that dollar figure is works with what has been coming in in terms of my income. And because I work sporadically, you know, some paychecks are much higher than other paychecks. But I have an idea of what the income that’s coming in is going to be. So as long as I’m keeping an eye on whatever’s coming in and what’s going out, you know, at the end of the month, they reconcile. And I reconcile it. And I just always use cash if I can. I take a certain amount out of the bank, and that’s what I use to buy things at the grocery store or whatever else I spend. I don’t have credit cards, so if my bank account doesn’t have the money in it, it’s not going to get — I can’t buy it, essentially.

Tim Ulbrich: So that’s a great example, you know, there’s a lot of varieties of budgets. We talk about a zero-based budget a lot on this podcast and on the blog and on the website. But what I’m hearing you say here is you essentially allocate x dollars per month for the discretionary, nice to have, expenses, and you make sure you don’t overspend that, but everything else, you’re allocating towards savings goals or maybe it’s giving or other types of goals. But you’re trying to identify a certain percentage that you’re just not going to overspend and then knowing that —

John Kohli: Exactly.

Tim Ulbrich: OK, very cool. Yeah, I think that’s a good way of doing it. And I think the message there hopefully for our listeners is, you know, there’s not only one way to do budgeting. And I think finding a system and a process that works well for you to allow you to be on the path toward achieving your goals is really what is important. So John, I want to again thank you for coming on the show, for your willingness to share your story. I look forward to following your journey in terms of what you’re going to do going forward, the impact you’re going to have on the pharmacy community, the impact that you’re going to have on those that struggle with addiction or career identity, whether you’re going to eventually invest in a business or real estate, other things. I think the future is really, really bright. And I look forward to following that journey and hopefully collaborating with you on some level going forward. And I thank you again for your time in coming onto the Your Financial Pharmacist podcast.
John Kohli: You’re welcome, Tim. It’s been a pleasure, and I thoroughly enjoyed it.

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A Crash Course in 401k Planning (Part 1)

A Crash Course in 401k Planning (Part 1)

The following is a guest post from Dr. Jeffrey Keimer. Dr. Keimer is a 2011 graduate of Albany College of Pharmacy and Health Sciences and pharmacy manager for a regional drugstore chain in Vermont. He and his wife Alex have been pursuing financial independence since 2016.

If you’ve been following Your Financial Pharmacist for a while now, chances are you’ve been coming up with a game plan to deal with your debts and form a solid financial foundation. Is investing part of that financial foundation or plan?

Yes?

No?

Maybe?

While cleaning up your balance sheet or having some cash tucked away for a rainy day is great, that alone isn’t going to get you to financial freedom or prepare you for retirement. For that, your money needs to go out and hustle for you, meaning you need to invest it.

But how do you get started?

To help answer that question, we are going to give you a bit of an investing and 401k planning crash course with a focus on workplace retirement plans. Over the next few posts, it’s our hope that you learn a bit more about what they are, how they work, and how to manage them. With pensions becoming an endangered species (unless you’re a government employee), you can bet that you alone are responsible for your own retirement planning. The more informed you are, the better.

Alphabet Soup: The 401(k), 403(b), and TSP

So if you don’t get a pension, what DO you get as a retirement benefit from work? Well, depending on who you work for, you’ll likely have access to one of 3 different investment accounts that can help you save for retirement. Here’s who will have access to each:

While there are some key differences between the three in terms of legal structure and requirements, there isn’t much of a practical difference for most savers. The main draw with these plans is the special tax treatment you get to enjoy which is the same across the board.

You can contribute to these plans in one of two ways:

  • Traditional or Pre-tax Contributions

Money going in is tax deductible for the year you contribute, gets to grow tax free within the account, and withdrawals get taxed as income during retirement.

  • Roth or After-tax Contributions

Money going in gets taxed with the rest of your income that year, gets to grow tax free within the account, and is tax free when withdrawn in retirement.

This tax treatment presents two opportunities for savers:

  • The potential to profit off of the difference in your tax rate now vs. in retirement.

For example, if you plan on having a higher income in retirement than you have now, Roth contributions can make sense; and if the opposite is true, then Traditional contributions can make sense. In real life, this gets a little more complicated. Fortunately, there are some sophisticated calculators out there that can help guide your decision. Another strategy to consider is to simply split contributions between both as you don’t have to go all in on either.

  • Freedom from taxes on income and capital gains generated within the account.

That second point is probably going to be the most important for savers. If you were to invest money side by side in a brokerage (taxable) account and Roth 401(k) in identical investments, after a year you’d always have more in the Roth 401(k).

This is because when you sell an investment that has appreciated in value or that investment pays you income, you have to pay taxes on that profit unless it’s in a tax advantaged account such as a 401(k). Over time, the amount of money saved by not having to pay these taxes can be incredible!

One key consideration when choosing between Traditional and Roth 401(k) is your student loan strategy. If you are pursuing the Public Service Loan Forgiveness program or even Non-PSLF forgiveness, it usually makes more sense to make all of your contributions Traditional.

The reason is that those contributions will directly lower your Adjusted Gross Income which will subsequently decrease your student loan payments. This allows you to build wealth while simultaneously decreasing your payments. Pretty awesome, right?

For PSLF remember any balance remaining after 120 payments is forgiven tax-free! Therefore, to optimize your strategy you would want to pay the least amount of money over that time.

How to Participate

First of all, in order to take advantage of these wonderful investment vehicles, your employer needs to offer one. Most larger employers will, though some require that you work for a set amount of time before you can start investing.

Once you’re eligible, your employer may automatically enroll you in the plan and start taking payroll deductions from your paycheck to fund the account. I bolded the word “may” for a reason. Some people don’t look at their pay stubs and go years without knowing that they weren’t saving for retirement. It’s important to read up on how your employer handles this benefit and make sure you participate when you can.

If your plan does automatically enroll you, chances are it’ll start taking out a small percentage of your pay for retirement savings, such as 3%. What you need to decide at this point are two things:

1. Is the amount being taken out high or low enough for your current financial situation?

2. Should your contributions be Traditional (pre-tax), Roth (after-tax), or a mix?

Only you are going to be able to answer those questions. Know that with these types of plans, you can always make changes.

How Much Should I Contribute?

This is going to be a very personal decision and there are a number of factors in play. For example, how many working years do you have left? Are you struggling to just pay bills right now and make ends meet? What is your student loan strategy?

Investing is great, but a good case can be made to put it on pause if you’re drowning in credit card or other high interest debt. Oftentimes, it’s best to clean that mess up before putting money into your retirement plan. Plus, determining the amount you’ll contribute will depend on your financial goals and how fast you want to achieve them.

Employer Match

One of the ways employers attract employees and encourage retirement plan participation is by offering to make contributions into the account as part of the overall compensation package. For some workers, they are lucky enough to work for an employer that will simply do this regardless of participation. But for most people, these contributions will be a match to your own contributions. So what does that mean?

Let’s say you work for Company X and they offer the following retirement benefit:

Up to a 100% match on the first 5% of compensation

In this scenario, Company X would match dollar for dollar your contributions into the retirement plan up to 5% of your total salary. In a given year, if you made $100,000 and contributed 5% or $5,000 into the plan, Company X would also put in $5,000. Put in 4%, and they will put in 4%. Now, if you put in 6% or more of your pay, Company X would stop at the 5% mark since the benefit is only up to 5% of compensation.

This type of benefit presents a challenge to the conventional notion of paying off all debt first and then investing. With a match, you are able to realize a 100% gain risk free within the account as long as you contribute.

Because of this, it may be more profitable to contribute to a retirement account before paying off debt, including high interest debt. In general, unless you are struggling and can’t pay your bills, you should always contribute to a retirement account enough to get an employer match.

Now, if it makes sense, you can contribute above and beyond the employer match. Given all of the tax benefits these types of accounts have, you should strongly consider contributing above the match. However, there is a cap on how much you can contribute. As of 2020, the cap is $19,500 per year ($26,000 if you’re age 50+) for 401(k)s, 403(b)s, and TSPs.

One thing to keep in mind is that if you miss contributing to the match or making any contributions in general, you cannot go back in a subsequent year to “make up” for it. Only when you reach age 50 can you contribute beyond the maximum contributions.

Vesting

In order to keep employees, many companies employ a vesting schedule in which you get to take ownership of match contributions over time. If you leave a company before you’re said to be vested in employer contributions, you don’t get to take those contributions with you. To illustrate this, let’s look at the following vesting schedule for Company X:

30% after the 1st year of service

60% after 3rd year of service

100% after 5th year of service

With this type of schedule, you start getting partial ownership of employer contributions after you’ve been with the company for a year, but don’t get full ownership of those contributions until you’ve worked for them for 5 years. So in this case, if you left Company X after 4 years and the balance in your retirement account derived from employer contributions was $10,000, you’d only get to take $6,000 of that with you.

It’s important to note here that when an employer contributes to your account, those contributions go into a separate bucket from your own contributions. The percentage that you “vest” in only applies to the bucket containing the employer contributions. Your own contributions are always owned by you.

Also, some organizations have what’s known as a cliff vesting schedule. Rather than being partially vested after X years of service, this schedule will make you 100% vested after the required years of service have been met. Therefore, this is really an all or none situation. And because every employer is different, it’s extremely important for you to understand what type of schedule is used by yours.

The Downside to Retirement Plans

For all the good things these plans do to help you save for retirement, they come with strings attached. While not an exhaustive list, the big ones for you to be aware of are: plan fees, investment restrictions, early withdrawal penalties, and required minimum distributions.

1. Plan Fees

With the exception of the TSP, where all expenses are presented in the individual fund expenses, each plan will have additional administrative fees that are layered onto the fees charged by the individual investments themselves.

While there’s not much you can do about these while working for a company, they can impact the decision to keep money in a previous employer’s plan or transfer it (rollover) to a new employer’s plan. Plans are required to disclose these fees but don’t make it easy to find that disclosure. If you’re curious about a plan’s administrative fees, search the plan documents for a 404(a)(5) disclosure document.

2. Investment Restrictions

In general, unlike a brokerage account or individual retirement account (IRA), the retirement plans we’ve been talking about don’t let you invest in whatever you want. You’ll typically be restricted to whatever investment options the plan chooses to provide. This usually won’t prevent you from building a decent portfolio within the account, but you might be forced to use investment options that charge exorbitant fees compared to those you’d find elsewhere.

3. Early Withdrawal Penalties

Since these plans are designed to fund retirement, the IRS will hit you with a penalty if you decide to take money out early. How early? The ripe old age of 59 ½ (as of 2020). If you take a distribution or cash out one of these plans, you’re going to get taxed like crazy for the year you do it.

If the money you take out came from traditional contributions, that amount will get added to your taxable income AND you get the privilege of paying an extra 10% of the amount as a penalty!

If the money came from Roth contributions, you don’t pay tax on the contributions BUT you do get that same treatment as traditional contributions for any gains you may have which will get intermingled with your withdrawal of contributions.

4. Required Minimum Distributions (RMDs)

The IRS also doesn’t want people hoarding money and not paying taxes on it indefinitely. At some point, they want to start milking your retirement account for tax dollars. To do this, they subject money derived from Traditional contributions to RMDs once you hit age 72 (as of 2020). Once you reach that age, you must withdraw an amount equal to your account balance as of December 31st the previous year by a number determined by the IRS.

The IRS calls this number a life expectancy factor. In retirement, these RMDs can significantly increase your tax bill and impact the long term viability of your retirement savings. This is one area where Roth IRA contributions can really shine since they’re not subject to RMDs. (Note that RMDs are still required in a Roth 401(k))

Hopefully, you now have a better understanding of how these types of plans work and how to take advantage of this important workplace benefit. While there’s much more to these things in terms of what you can do with them and how to optimize them, you should be able to start thinking about how they’ll fit into your overall plan.

In our next post, we’re going to dive into the basics of investing and the typical options within retirement accounts, so stick tight!

If you are looking for some extra help your 401k or retirement planning, you can book a free call with the YFP financial planning team.

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YFP 105: How Jamie Leigh Tipton Started a Compounding Pharmacy


Jamie Leigh Tipton on Starting a Compounding Pharmacy

Jamie Leigh Tipton, a new practitioner from North Carolina and owner of Tipton Compounding Pharmacy, shares her journey of starting her own business and the importance of building a strong financial foundation to be able to do so. Jamie Leigh’s mom, Janet, also joins the show to talk about her involvement in the family business, how she helped Jamie Leigh graduate debt free and why she has encouraged Jamie Leigh to start her own business.

About Today’s Guest

Dr. Jamie Leigh Tipton completed her Doctorate in Pharmacy from Creighton University School of Pharmacy in May 2017 after studying pre-pharmacy at Western Carolina University. She has always had a passion for compounding and dreamed of bringing this unique practice to her hometown of Franklin, NC.

During her time in pharmacy school, Jamie Leigh spent time working with Professional Compounding Centers of America (PCCA). This PCCA education included compounding boot camps, advanced compounding techniques, and drug information research on how compounded medications affect each individual patient. Her research was published in one of PCCA’s Apothagrams which is distributed to compounding pharmacists throughout the country.

Jamie Leigh participated in educational and training rotations at various locations such as retail pharmacies, compounding pharmacies, hospitals and a local veterinarian practice. She also took part in the National Community Pharmacists Association (NCPA) student ownership workshop and was accepted to attend Live Oak Bank Pharmacy Ownership Student Summer Program.

While a pharmacy student, she was a member of the Rho Chi Honor Society and received many awards including the 2017 Merck Award for academic excellence. As the owner of Tipton Compounding Pharmacy, located in the beautiful mountains of Franklin, NC, Dr. Tipton’s dream has now become a reality.

Summary

Jamie Leigh Tipton grew up in Franklin, North Carolina and knew that was where she wanted to continue her life. She was accepted to an online pharmacy program and knew early on that she wanted to open her own pharmacy. Being enrolled in an online program allowed her to continue to network and connect with her community.

Jamie Leigh graduated from pharmacy school in 2017 at the age of 23. She was single with no children and had built a strong financial foundation. She knew that if she entered into a comfortable six figure pharmacy job, she would have a hard time leaving to start her own business. With a lot of support from her family, Jamie Leigh was able to graduate from pharmacy school debt free and open up Tipton Compounding Pharmacy shortly after graduation in her hometown.

Her family is committed to supporting Jamie Leigh and the business. Her mother and aunt work in the pharmacy, truly making it a small family business. Janet, Jamie Leigh’s mom, encouraged her to follow her dream and to find happiness in what she was doing. Janet and her husband helped Jamie Leigh pay for college through her high-end real estate career and their 529 college savings plan. Scholarships helped to fund Jamie Leigh’s last couple of years of school.

Jamie Leigh explains that the family members working at the pharmacy aren’t taking a salary yet and are investing back into the company. This will set back her personal retirement age, however they knew that going into the business and have planned to fund retirement accounts. One of the biggest pressures Jamie Leigh feels is the financial sacrifices her family has made to make this dream a reality. Jamie Leigh knows how much they have invested both financially and with their time.

Jamie Leigh shares that she did a lot of online research in the beginning stages of starting the business. She says that you have to be 100% passionate about the business you’re wanting to begin. If you are, you’ll be dedicated in doing research and learning more which are the best steps you can take to start your own business.

Mentioned on the Show

Episode Transcript

Tim Ulbrich: Hey, what’s up, everybody? Welcome to this week’s episode of the Your Financial Pharmacist podcast. I’m excited to welcome Jamie Leigh Tipton and her mom Janet to the show to talk about their journey opening up Tipton Compounding Pharmacy in Franklin, North Carolina. Before we jump into the interview, let me introduce Jamie Leigh. She completed her doctorate of pharmacy from Creighton University School of Pharmacy in May 2017 after studying pre-pharmacy at Western Carolina University. She’s always had a passion for compounding pharmacy and dreamed of bringing this unique practice to her hometown of Franklin, North Carolina. And she did just that, which we’ll talk about here during today’s show. During her time at pharmacy school, Jamie Leigh spent time working with Professional Compounding Centers of America, also known as PCCA. This education with PCCA included compounding boot camps, advanced compounding techniques, and drug information research on how compounding medications affect each individual patient. Her research was published in one PCCA’s apothagrams, which is distributed to compounding pharmacists throughout the country. Jamie Leigh participated in educational and training rotations at various locations, such as retail pharmacies, compounding pharmacies, hospitals, and a local vet practice. She also took part in the National Community Pharmacists Association Student Ownership Workshop and was accepted to attend Live Oak Bank Pharmacy Ownership Student Summer Program. While a pharmacy student, she was a member of the Ro Chi Honor Society and received many awards, including the 2017 Merc Award for Academic Excellence. As the owner of Tipton Compounding Pharmacy, located in the beautiful mountains of Franklin, North Carolina, Dr. Tipton’s dream has now become a reality. So Jamie Leigh and Janet, welcome to the Your Financial Pharmacist podcast.

Jamie Leigh Tipton: Thank you for having us.

Janet Tipton: Thank you.

Tim Ulbrich: Well, I am so excited to do this interview. And I want to give our listeners some quick backgound to how this episode came to be and why I am so energized and excited to finally be at the point of recording this. So several weeks ago, Jamie Leigh joined the Your Financial Pharmacist Facebook group, and in her responses to the questions we asked to join the group, she mentioned owning her own compounding-only pharmacy as a new graduate, so a graduate of 2017, as I mentioned in the bio. We have not yet featured an independent pharmacy owner on the podcast, and I thought it was unique that Jamie Leigh had taken the path that she did, owning her own pharmacy, right out of school. So I reached out to Jamie Leigh to schedule a time to talk via phone to learn more about her story, and when I called the pharmacy, Jamie Leigh’s mom, Janet, picked up the phone as Jamie Leigh was compounding a troche before the store opened. Janet and I had the opportunity to talk for a few minutes, and I quickly realized that this was a family business at its core, all hands on deck. I myself grew up in a small business family, and this got me excited, this got me fired up on so many levels, as I’m excited to be their story to the YFP community as I’m hopeful it will inspire some of you out there that have entrepreneurial dreams, that have the entrepreneurial itch, whether that be a side hustle or a full-time venture, to take one step to pursue that desire and passion. So Jamie Leigh, let’s start with your decision to pursue an online PharmD program at Creighton. So obviously, Franklin, North Carolina, is home, you pursued an online pharmacy degree program at Creighton, which I believe is one of the only if not the only one that’s out there in the country. So why did you make that decision to pursue your pharmacy degree online?

Jamie Leigh Tipton: I had done a lot of research with different pharmacy schools, and I knew that I always wanted to stay in Franklin. And I also knew that staying here would enable me to be able to network better. I always had dreams of owning my own pharmacy. At the time, I wasn’t sure what that would mean, at the time. But I always wanted that to be my end goal. And so when I was researching different ways to do cyber (?) pharmacy school, distance pharmacy school, whatever that meant, Creighton at the time was the only distance pharmacy school. And they were really good. I just kind of took a leap of faith there and applied and was able to interview and get in. And it is a great program. They’ve been doing it for over 20 years, so I felt comfortable that this wasn’t their first go-around with distance learning. And that really helped kind of set the path of being able to network here, setting up everything here to be able to not only do the pharmacy school but also do all the research I needed to hopefully set the path of opening my own eventually.

Tim Ulbrich: Yeah, I love how strategic you were with the decision. I mean, we know that small business, especially in small communities in town, it’s all about that networking, the community, and being a part of that community. And making that decision to stay involved in the community and build that network while pursuing your pharmacy program, as you mentioned, a quality program that had been doing it. And I think that that speaks to the vision that you had in terms of getting the company started. So in your bio, as I had read earlier, you mentioned an interest in compounding pharmacy that you had early on, which I think is somewhat unique not only in business aspirations but also knowing a very specific area of practice of pharmacy that you wanted to do. Where did that interest in compounding pharmacy come from?

Jamie Leigh Tipton: When I was in pharmacy school, when I first started, I really didn’t understanding completely what it was, especially since there was not one in Franklin. So it wasn’t like growing up in a big city where you have a lot of different compounding pharmacies and knew what it meant. So when I started in school and learned a little bit more about it, I thought it was so interesting because I actually had a friend that would not, could not swallow a pill. And I always wondered if she got sick in any way, what would she do? And learning that through pharmacy school made me very interested in it, knowing that the children, animals of the world that can’t just swallow a pill, as easy as it sounds, would need help along the way. And that’s kind of where my passion more started, just learning about in pharmacy school all the different things that you could do. And then they also offered an extra course that you could take through PCCA, and that’s where I was able to fly to Houston and see and be able to do in the lab a bunch of different compounds, depending on the unique need. And that’s all kind of in pharmacy school where it started.

Tim Ulbrich: So let’s fast forward a little bit to 2017. You graduate with your PharmD, and at this point, you decide as a new graduate that you’re going to take on opening your own pharmacy from the ground up, building and all. And we’ll talk about that in a little bit. Why did you want to take that path rather than working for somebody else, having a stable, six-figure income? And was there one or two deciding factors that really pushed you in this direction to open your own business?

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Jamie Leigh Tipton: I always knew that some form of ownership was what I wanted to do. It was interesting because I was born and raised in Franklin. And when people would see me, they always would say, “Oh, I can’t wait until you graduate so that you can open a pharmacy.” It’s almost like the whole community kind of knew the plan, even probably before I did. So just being able to go through the process — on the fourth year of rotations, it was probably the most evident that I wanted to do that. And so with the whole family, it was a lot of discussions throughout all of the fourth year, getting prepared, because as soon as I graduated, we already had a lot of the building blocks in place to be able to do this. And it is a risk. I was 23? When I graduated and single with no kids. So the risk for me was different than probably other people graduating at different times of their life. But it, to me, was a risk worth taking. I felt like I’m not one that likes change very much, so if I would have gone immediately into a six-figure position at a community pharmacy or a chain, that I would get so comfortable and used to what I was doing that it would be really hard to leave afterwards and go and do such a big risk later on in my life. So for me, it was just one of those things, you start at the very beginning while you’re going and just don’t stop until you can make the dream happen.

Tim Ulbrich: I really appreciate what you said there about the difficulty of it being if you’re comfortable in that position, if you’re comfortable with a six-figure income, especially if you’re living up to that income, maybe there’s a home that’s involved, there’s other expenses, you know, pursuing that dream, not impossible, becomes a little bit more difficult versus jumping right out of the gate and being able to establish expenses and other things off of a lower income and salary, especially as you want to invest that money back into the business. So I’m going to ask you one more question about risk before I put your mom, Janet, on the hot seat because I think that, you know, as I heard about your story to begin with, it wasn’t like you were buying into an existing store that had a proven business model but rather, you were starting this from the ground up. So obviously, that means you most likely did a needs assessment, you did a business plan, you really evaluated what was out there. Did you ever weigh at one point, should I buy into an existing business versus start something from the ground up? Or did you know and have clarity that you wanted to start your own thing from Day 1?

Jamie Leigh Tipton: I talked to a lot of different pharmacists along the way and kind of what we gathered from them was either open your own business from the ground up here in this area or move away and open one eventually after getting some experience. Some different pharmacists were saying the city may be the place to go. We’re about two hours away from both Atlanta and Asheville, North Carolina, so that was one thing they were saying is maybe it would be best to try the city or maybe it’s best to get compounding experience for a few years first before you open it. And for me, wanting to stay here in Franklin, the options were a lot more limited because for me, I didn’t want to go to Atlanta and open up my own because I know for me, it was a community aspect of wanting to stay where I’ve been all my life. So really, as far as working somewhere, buying an existing one in Franklin, that wasn’t an option for us just because there was no compounding pharmacies in Franklin at the time. So to buy an existing one would have meant to move away, which at the time, I didn’t want to do. I wanted to stay in my hometown and grow it from there.

Tim Ulbrich: Yeah, I think the reason — in part, one of the reasons I asked that question I think is I’ve talked with others that are thinking about opening up their own pharmacy. I think sometimes, there’s comfort in going into an established business model. But that often comes with a higher price tag or a lower equity position or other things as you’re establishing that business. So really identifying if there’s a market, where there’s a need and a gap in that care, and obviously, you’ve identified. But the compounding-only aspect of your business I think certainly, that’s an opportunity worth pursuing. So Janet, first of all, thank you for joining us as well. And you know, when I went home after Jamie Leigh, you and I talked a few weeks ago, I was so jacked up because as a father of three boys and soon to be a fourth boy, very, very passionate about teaching my kids about entrepreneurship and encouraging them in their dreams around business. I was really struck in a good way about how supportive and encouraging that you’ve been to Jamie Leigh to pursue this entrepreneurial dream that she has. And I feel like many parents — and it may be a generational thing, and this is certainly a very broad statement — but many parents I think would encourage their child to take the “safe” and comfortable option, which would be in pharmacy the contract that has a six-figure salary. So tell me a little bit more about where that encouragement comes from and why you have been so encouraging to Jamie Leigh in this journey.

Janet Tipton: Well, I’m not going to lie, it would have been really easy to encourage her to use her doctorate degree and get a job as a pharmacist somewhere else and not have the headaches that come with owning a business. But on the other hand, it was weighing the options of the rewards of owning your own business and the benefits that come with that. I had been raised in that spirit. My father owned his own business. My grandfather owned his own business. So it was something that was familiar to me and that I was raised in. So encouraging her to follow her dream and do what would make her happy was our No. 1 goal.

Tim Ulbrich: And so as I understand it, a big part of this — and I’m going to ask Jamie Leigh more about this a little bit later about the financial position that allowed her to take on this opportunity — but as I understand it, you were able to help Jamie Leigh with paying for college so that she wasn’t graduating saddled with student loan debt as many pharmacists are right now, with the average being about $160,000 when they come out of pharmacy school I think really handcuffs — to refer to the golden handcuffs — really handcuffs what you’re able to do in terms of if you have high student loan debt, that might put you in a position where you have to depend on a six-figure income or a corporate position. So how did you practically manage to do that, to save up, to help her pay for college? And what are some strategies that our listeners might employ that are thinking about trying to do something similar for their own kids when they send them off to college, whether that be in the short-term or the long-term?

Janet Tipton: My background is in education. I got my Master’s in education and taught for several years. But then things changed, and my path changed to real estate. And I became a broker in real estate and worked in the high-end golf and lake community locally. By doing that, by pursuing real estate, honestly, that gave us the vehicle of being able to save and invest for Jamie Leigh’s education. And I funded and invested in a 529 college plan. And there were a lot of questions at that time as to how much to invest because you don’t know at the time you’re starting to set up a 529 plan where they’re going to attend college, if it’s going to be a four-year college, if it’s going to be an eight-year college, if she’s going to get a degree, you know, just with her Master’s or with her doctorate. So it’s kind of a guessing game to decide how much to invest to begin with. But I’ll have to be honest that the 529 plan really helped us be able to fund her college. It did not all of it because I guess at the time, I really wasn’t anticipating the doctorate, but her having academic scholarships helped fund the last couple of years of her education. So it was very important to us, all the pharmacists that are out there, they know how much it takes to get their degree and how much they work toward it. So we, my husband and I, always wanted to try to help with education and get that funded. So thankfully, because of the 529 plan, we were able to do that.

Tim Ulbrich: That’s great. So it sounds like a combination of 529 played a big part in that, scholarships, a piece of that, real estate investing, you know, that certainly played a portion of that as well. And so Jamie Leigh, my follow-up to that is, you know, how important was having a solid financial foundation? Here, specifically, no student loan debt and being able to take on the risk of starting your own business.

Jamie Leigh Tipton: It was critical. I would not have taken this risk had I had student debt. It would have been too much to bear with all of the weight and the stress of opening and running a business along with the stress that would be added of paying off student loans. It would be too much to have both.

Tim Ulbrich: And so in addition to the student loan debt, were there other aspects or things that you would recommend to those that are looking to start their own business around emergency funds or other things in terms of building that solid foundation that you can approach your business with confidence and be able to take on some of that risk?

Jamie Leigh Tipton: We knew starting out that no one would be taking a salary family-wise just so that everything we make could go back into the business. So I’ve always been a saver. Any Christmases, birthdays, graduations, I’ve saved all the money and tried to invest a lot of it. Just like I said, the unkown of knowing what I would do eventually but something around ownership, so I’ve always tried to save everything I’ve got gift-wise in order to invest some of it to have a little bit of the wiggle room while we get up and running, knowing that there wouldn’t be a salary for awhile and going from there.

Tim Ulbrich: So let me ask you about that for a minute because I think often, we can get enamored and caught up in the things that come along with starting your own business and it’s exciting. But there’s also the reality of things that are challening, like deciding to invest in the business and not necessarily taking a salary for a period of time. And so I’m guessing some of our listeners are thinking, how are you personally reconciling, you know, eventually at what point might you take a salary? And does this mean delayed retirement savings? Or are you counting on sort of the equity in your business as being an asset that you’re building over time? So how are you reconciling that component of when to take a salary versus putting that back in the business and potentially delaying retirement savings because of that?

Jamie Leigh Tipton: (inaudible) an estimate of how long we’re not going to take a salary versus starting to take a salary, so we have that planned out as far as a timeline. And it does kind of set back the retirement as well. But we’ve kind of planned for that too that eventually, getting into a Roth IRA and different pieces of retirement. I know a lot of pharmacists sometimes hit the high end of the Roth IRA and can’t invest, but as we’re growing, I hope to be able to take some of what I make and put it to that and keep investing in mutual funds as we grow. But yeah, we’ve always had kind of a timeline of at this certain point, we’ve got to start taking a salary. But it’s just as we can and are able to, we are trying to always take everything and put it back into the business.

Tim Ulbrich: And I think too, it’s important for our listeners to understand, you know, the value of equity and ownership in a business certainly has a monetary value. And I think from many different perspectives, which we won’t necessarily get into detail here, but can play a very significant part from building long-term wealth, tax advantages, eventually at some point, maybe a sale of a business, but as you’re putting some of that sweat equity in, there’s obviously value that’s being built through that equity as well. So Janet, one of the questions I wanted to ask you is I know when we talked a few weeks ago, you had mentioned as you built this pharmacy from the ground up with Jamie Leigh, very much being a family type of endeavor, the building, as I understand it, has the pharmacy that is in one part of it, but the other part is open to eventually be rented out I’m guessing as commercial real estate. Talk us through how you made that decision collectively to take on potentially more loans to build a bigger building but also have the long-term vision that some of this could be used for real estate investing.

Janet Tipton: I think my background as a broker in real estate has helped in that because obviously, anybody that’s in real estate knows that it’s location, location, location. So when I was thinking and hearing from Jamie Leigh that that’s what she was kind of wanting to do, I started looking around in our town for some land and trying to find a location that I thought would be good. And we were able to find the land that our pharmacy has been built on, and it’s, in my opinion, a great location that’s right on our main street, it’s adjacent to our local hospital. And so we were able to obtain the lot and plan the building. And yes, we have Plan A, B, C, D, E, F, G, H and so forth. But one of the things that the way that the lot lays, we were able to build not only the pharmacy on the top level, but the way the land lays, we were able to also include a lower level to our building. And we are finishing that off and going to rent that. As a matter of fact, it’s going to be finished at the end of this month. And we have most all of it rented. And so that will also help us to be able to bear the financial burden that comes with building a building. And then hopefully, if hopefully this business will go well, but even if not, I think this will be a great real estate investment for Jamie Leigh down the road to have a building, to have a location, to have the land, and to have the rental income.

Tim Ulbrich: Well, I will say if our listeners need a visual, when you Google “Tipton Compounding Pharmacy,” a picture comes up of the building. And it is beautiful, so I love the design, I love the look and the feel of it. And I would also encourage our listeners to check out the website, which you also both have done a great job with, TiptonCompoundingPharmacy.com. I think the website looks great. It’s a great design and I think really nicely describes your services and the vision that you have for the company. So great work on that. Jamie Leigh, one of the things that stuck out with me when we talked a few weeks ago is that you said you would have been wondering, what if? your whole life if you didn’t pursue this dream. Tell me a little bit more about what you meant by that.

Jamie Leigh Tipton: The stress of owning a pharmacy is a certain beast. But going to bed every night with a really comfortable job but not necessarily a job that you have always dreamed of is even more of a mental taxation on you. I would have hated to wonder every day what if it would have worked? but be too afraid to try. One of my favorite shows is Shark Tank, and this week, Daymond John put on social media a quote that I thought was really relatable to this question. He said, “It’s scarier to watch your dreams slip from you than it is to know you tried to make them happen.” And he also said, “Who’s farther, the person that took a step forward and fell? Or the person that stood still and did nothing?” And I think both of those quotes were really good. He was responding to someone saying, “Should I open the dream business I’ve always wanted to do?” And I think that’s so true. I mean, there are good days, and there are bad days of owning your own. But if it’s truly what you’re passionate about and what you want to do, I think it’s worth it because the wondering every single day of what if? would just be such a heavy burden to have to bear.

Tim Ulbrich: Absolutely. And I think with small business or any business in general, I think sometimes we talk so much about the monetary piece. But I know, for me personally, while the business aspect is critical — if you’re not generating revenue and a profit, it’s ultimately not a business, so that has to be there. But at the end of the day, the feelings of creativity and autonomy and being able to create vision and execute vision, that, to me, is just so incredibly rewarding. And I think that it’s something that people should keep in mind if they want to pursue something of their own. So let’s talk a little bit about, you know, the other side of owning your own business. As I mentioned earlier, it’s not always peachy along the way. And there certainly are struggles. So question for both of you — and we’ll start with Janet — you know, what are some of the struggles, maybe some of the sacrifices that have come from having a family business and jumping into this venture of starting this compounding pharmacy?

Janet Tipton: Well, my husband and I, we kind of lived our lives in reverse. We did a lot of traveling and went to places we wanted to go when we were younger. Both of us were, at the time, in education, so we had summers off. And we traveled there. So now that I’m in the retirement age, I really had no desire to go anywhere else. Kind of been there, done that. So there’s no point of pleasure trips in our future. We have given that out. So yes, there’s financial sacrifices, and there are many sleepless nights, but Jamie Leigh is our only child, and as parents, we wanted to do whatever we could to help her get started in this business. And so that’s what we’ve done. And you mentioned about this thing of family business, and that’s true. I am pretty much in the retirement age, my sister, my only sister, is also at retired. And so both of us work here, trying to help Jamie Leigh. So it just is at the right time in her life and our lives to try to pursue this dream of hers. And like I said, hopefully this will work. And if it doesn’t, then at least it’s a good investment, and we’ll go to the next plans if we need to. But we’re going to do everything we can to try to make this venture of hers happen.

Tim Ulbrich: So Jamie Leigh, what about for you? And I would also follow that up with, you know, one of the things I think I would be thinking about owning my own business, especially if I had my family involved, might be some of that pressure of having the family involved and wanting to have it be successful, especially if there’s been an investment in that. So talk us through that aspect and then just also globally, what are some of the struggles and challenges that you have had in terms of owning your own business?

Jamie Leigh Tipton: I would say (inaudible) that the whole family basically sacrificing all their time in retirement time, it is one of the probably the biggest struggles I have, just because I know how much they’ve sacrificed financially in time to try to make this work with me. I know that they say they did a lot of their traveling before I was born, so I hear wonderful stories about it, but at the end of the day, retirement’s also a time to where you can just sit and do nothing if you want to. So I know what all of their sacrificing just to make my dream come true. So it is a lot of pressure. It’s a lot — like she said — a lot of sleepless nights worrying about different things, feeling sometimes like the weight of all of this on your shoulders. But then having their support means everything. But it is kind of a back-and-forth. You basically eat, sleep and breathe the pharmacy. On the weekends, we sit and talk about it. On the weekdays, we come and work. And then at nights, we talk about it some more. And there’s really no extra time, at least at this stage, to have a life and vacations, really, not much of anything except just doing everything we can to talk and plan to just make this work.

Tim Ulbrich: That’s great. Thank you both for sharing there. And Jamie Leigh, my last question for you, as I know we have many listeners that might have entrepreneurial dreams, whether that’s their own business, a side hustle, but I think often are struggling with where do I start? And where do I draw inspiration from? Besides Shark Tank, which I also love, is there a podcast, a book, a blog, a TV show, or something that you’d recommend to our community that they may be able to draw inspiration from?

Jamie Leigh Tipton: I really just did a lot of online research. I’ve read different financial books and Dave Ramsey books, the “Rich Dad, Poor Dad,” just different things, financial bonds. I think really, above everything, the one thing I would say if you want to open a business, you have to have passion for it. It’s not for the faint of heart, so if you don’t have passion for what you’re doing, it won’t work. It just takes too much time and effort to not be completely dedicated and happy with what you’re doing. I don’t know that there’s a TV show or a book that will do anything more than what just pure passion can do. I had found a quote earlier that I liked that success isn’t made in a microwave, it’s made in the crockpot, and that’s so true. It’s not an overnight success. I know some different books, some TV shows, you get the wonderful overnight successes, but it takes time to grow and build a business. And it takes a lot of planning, many months were spent just talking for hours about the big picture but also short-term goals that it takes to get there. When I first started pharmacy school, one of our head advisors said that pharmacy school was like eating an elephant. You have to do it one bite at a time. And I think it’s the same way in opening a business. So ultimately, I think the main thing you have to have is passion for it. And then if you have the passion, then you’ll be dedicated enough to research different areas and depending on if it’s a pharmacy or if it’s a totally different business, there will be different podcasts, different shows and books that will meet that need of learning more information. But overall, you have to be dedicated to want to pursue this way.

Tim Ulbrich: That is great, great wisdom. So thank you for sharing. And I would encourage our listeners to check out TiptonCompoundingPharmacy.com. I also know and have seen Tipton Compounding Pharmacy on Instagram and Facebook group. And if any of our listeners are in the North Carolina area, around Franklin, North Carolina, I’d encourage you to check out the store and have a chance to talk with Jamie Leigh and Janet as well. So thank you both for coming on the show, for your time, for your willingness to share your journey. I know it has inspired me in a significant way, and I’m confident it’s going to do the same to our listeners. So thank you both very much.

Jamie Leigh Tipton: Thank you.

Janet Tipton: Thank you.

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YFP 104: Jason Long’s FIRE Journey


Jason Long’s FIRE Journey

Jason Long joins Tim Ulbrich to share how he retired from his retail pharmacy job at the age of 38. Jason dives into what the FIRE methodology is and how he and his wife saved for retirement.

About Today’s Guest

Jason Long is a husband, former retail pharmacist, early retiree at age 38, self-made millionaire, distance runner, author of three books, and advocate of rational thought. He holds a Bachelor of Science cum laude in Chemistry from Middle Tennessee State University and a Doctorate in Pharmacy cum laude from Mercer University. Since retirement, he has volunteered as a tour guide at a natural history museum, a teacher for a non-profit ESL program, a marathon pacer at numerous charity events, and a voter registration assistant. He is the current state half-marathon champion and former state full-marathon champion. His interests include Japanese culture, classic cinema, classic music, astrophysics, running, cycling, swimming, traveling, reading, painting, and playing video games.

Summary

Jason Long retired from his retail pharmacy job at age 38. He was able to retire at such a young age by seeking out FIRE (financial independence, retire early). Jason shares that FIRE is a lifestyle choice that’s starting to spread to more people. This methodology is less interested in wealth accumulation and is more focused on leading a meaningful existence, in Jason’s opinion. Jason was able to save up enough money to where the revenue from his investments will provide enough income to live on, meaning he no longer has to work for money.

Jason shares the FIRE is based on the Trinity study which focused on sustainable withdrawal rates for retirement spending. If you have a million dollars, you can withdraw 3-4% a year, giving you an income of $30,000 to $40,000 a year. Jason says that you have a 95% chance to still have money left if you’re withdrawing this amount for 30 years. He and his wife have closer to a 3% withdrawal rate and he’s not worried about them running out of money.

In June 2017, Jason retired at age 38 after saving just over $1 million. He says that it’s still surreal that he’s been retired for two years as it hasn’t fully sunk in yet. Jason decided to pursue the FIRE route in 2005. He was in his last year of pharmacy school and had come to the realization that pharmacy wasn’t what he wanted to do in life. He became curious to know where he’d be in the future if he lived at the same standard of living as his parents did but earned a pharmacist’s salary. He used a spreadsheet to start calculating scenarios and found that if he was earning $105,000 but only spent $35,000 a year, around the age 39 or 40 a return on investment from his portfolio would exceed the cost of living. He didn’t realize that this was a methodology that others were using. In 2015 he found others who were also following this FIRE path.

To reach $1 million, which was in savings only and doesn’t include social security or home equity), Jason and his wife really stuck to only spending $30,000-35,000 a year. His starting salary as a pharmacist was $110,000. The first step they took was to buy a house, but not a mansion. Then, all their money after maxing out 401ks and IRAs, went into Vanguard accounts. They steered clear of getting caught up in big buckets that drive up expenses, like expensive homes and cars. Jason reminds listeners that houses depreciate in value and land appreciates and feels like viewing home ownership as an investment is a myth.

Jason explains that you have to shift your focus and remember that earning $30,000 a year gives you a better standard of living than 99% of people who have ever lived on this planet and to not compare yourself to others. He also shares that it’s necessary to invest beyond a 401k or IRA if you’re wanting to retire before age 59 ½ as there are federal limits to those accounts. Lastly, he shares that happiness doesn’t come from having material things, instead it comes from being financially secure, from having your life in order and being content with what you have.

Mentioned on the Show

Episode Transcript

Tim Ulbrich: Hey, what’s up, everybody? Welcome to this week of the Your Financial Pharmacist podcast. Excited for this episode. I’ve been wanting to talk about the FIRE movement for some time, FIRE standing for Financial Independence Retire Early, and I’m glad to have the opportunity today to do that alongside of Jason Long, a pharmacist that retired at the age of 38. So Jason, welcome to the podcast.

Jason Long: Ah, thank you for having me.

Tim Ulbrich: Excited to be here, and I have to start by telling our listeners, which I think is just an indicator of what FIRE is all about, when we were trying to schedule this interview, you know, I think I first started out by proposing several dates and times, and your response was something along the lines of, “Hey, I’m retired. I can do this whenever.” So here we are, and obviously, flexibility of time and freedom of time is one of the positive aspects of Financial Independence Retire Early, and we’ll talk about that. And when I heard about your story, it was published in the New York Times, and we will reference that and link to that in our show notes, and that story from the Times mentioning your retirement at the age of 38, leaving a job making roughly $150,000 a year, I thought, we have to have him on the show. And I think that there’s many pharmacists that will not only be interested in your story but may have similar aspirations and want to know why you did it and how you did it and certainly what could be the path for them to move into that in the future. So before we jump into the specifics of your story and how you achieved early retirement, let’s talk about what exactly is FIRE. I think many people may not be familiar with that concept. So Jason, give us a summary of what is Financial Independence Retire Early. What is this movement all about? And what defines someone achieving FIRE status?

Jason Long: Well, I don’t know it’s so much of a movement as it is just a lifestyle choice that’s starting to grow. I think people, my generation, younger, are becoming a little less interested in wealth accumulation and just living a meaningful existence. And the whole thing with being financially independent, retire early is that you have saved up enough money to where the revenue from your investments will provide enough income for you to live on. That can be a small amount or that can be a large amount. It’s just up to the individual. But yeah, it’s basically just not ever having to work for money. That doesn’t mean you can’t work or that you don’t have something going on on the side, but in my instance, I don’t really have anything going on. I’m just living off the income from the investments.

Tim Ulbrich: So we’ll come back later and talk about your withdrawal and how you’re functionally doing this, but just to build off of what you said, is there kind of a specific rule of thumb in terms of, you know, x amount is needed to be able to draw this much so that you can live off the savings? Knowing that that could be different from one person to another. But what typically is that definition in terms of what is needed to get to that point of achieving FIRE?

Jason Long: Sure. There’s some debate around that. But the generally agreed upon amount is based on something called the Trinity Study. It was done a few years ago to see what percentage you could withdraw on a year-to-year basis. And the way that works is — we’ll just use some round numbers for example. If you have $1 million, you can withdraw something like 3-4% per year, that would be $30,000-40,000. The Trinity Study said that if you withdrew 4% per year and adjusted upward for inflation, and you didn’t adjust that $40,000 amount based on market performance, that you would have a 95% chance over 30 years to still have money left. Turns out the original researchers have amended that to actually be 4.5% because expense ratios have dropped. The cost of managing your money has actually decreased over the years. A lot of people will do it themselves or they’ll use fiduciaries. But for a longer timespan, a lot of people are looking at 4%, maybe 3.5%. In our instance, we’re actually a little closer to 3%. So there’s no historical precedent for a 3% withdrawal rate.

Tim Ulbrich: So just again, for our listeners to get a step back, the idea being here that you’re building up some type of nest egg, for lack of a better word, you know, it could be $1 million, it could be $1.5, $2 million. And then some percentage, you know 3-4%, which obviously what we’re getting to is that what you’re going to be living on and what you need in that nest egg is largely driven off of your expenses and that percentage and of course trying to maintain that amount so you’re not having to dip into that over time. So let’s get into for you specifically, June 2017, the day you retired at the age of 38. You noted on your blog it was the day before you’re 20th anniversary from high school graduation. And at the time, you had savings of just over $1 million. So talk us through what you were feeling at this point in time. I mean, obviously you made the decision that you were going to retire. Were you anxious? Were you excited? All of the above? Talk us through that situation.

Jason Long: Well, honestly, it was a little anticlimactic. You reach a certain amount that you want to get to, and that’s a great day. But it’s not like you’ve reached the finish line, you know? There’s a few things you have to brush up on. And I don’t know, I guess it was kind of surreal to realize that, you know, I had just called and put in my work notice. And two weeks from then, I would work my final shift and then never have to go back to it. There was a sense of relief, I guess, that I’m not — you know, it’s been almost two years, and I don’t think it’s fully sunken in yet. But anxiety, no. Like I said, there’s no historical precedent for a 3% withdrawal rate to fail. Now, that doesn’t mean there’s not going to be unforeseen expenses or that there couldn’t be some future event that might bring catastrophe. I mean, there’s always a chance of an astroid strike or nuclear war or what have you. I mean, but all we have to go on is historical precedent. And we have even a slight buffer above that, I think maybe 3.2%. If you were to have retired in 1968, I think is the worst year you could have picked due to a flat market and large inflation. But you know, even now, we’ve moved up to $1.2, so it’s so far out of the realm of danger that I don’t ever give it any thought.

Tim Ulbrich: Right. Which I’m glad you brought that up, Jason, because I think often, people hear FIRE, and they think risk and without really digging into the math and what do the numbers say, and I appreciate your comments around kind of the historical perspective and 3%. And I would argue, as I think you would agree with me, I mean, people who are $200,000 in debt that have no savings, that are spending all of their income working for whomever, that that job could change tomorrow, go away, whatever. Obviously, there’s a risk position in that that has to be considered as well.
Jason Long: Another risk that a lot of people overlook is that you risk wasting your life working 30-40 years in a job that you really despise. I mean, so is the alternative of going broke early really that bad?

Tim Ulbrich: Well, and I’ll talk about this at the end, but I’m grateful to be in a position that I love what I do each and every day, and I know many pharmacists do. Some do not. And so I think if for somebody for whatever reason does not and there’s not another opportunity that’s available or for whatever reason the transition can’t happen or maybe somebody has found themselves in a career path that wasn’t necessarily a great fit, then I think the FIRE option and really digging into the math, as we’ll talk about here in a little bit, is certainly a viable option. But if nothing else, as I think about the Financial Independence, Retire Early, I’m passionate about independence period, whether or not there’s the retire early component of it. As I’ve talk about before on this show, having options and having flexibility is always a good thing. You never know what’s going to be thrown at you in terms of life events, and you never know what may change over the course of time, either related to your interests or the profession or other variables. And so when did you, Jason, when did you determine that you were going to pursue this route? And talk us through not only when that moment was or roughly that moment was — because obviously, there had to be a timeline of planning to go to a place to accomplish what you did — but also what motivated some of that decision to pursue early retirement.

Jason Long: I think it was 2005, I was in my last year of pharmacy school. And I had kind of come to the realization that it wasn’t exactly what I wanted to do in life. And you know, how I got to that point there is a different story altogether, but I was putting some spreadsheets around, and I was just kind of curious — I was like, if I lived at the same standard of living that my parents had, but I made the amount of money that a pharmacist does, where would I be at financially at age 40, 50, 60, 65? Just running the numbers just to see. And I think I had assumed — I don’t know what pharmacists were making. I think maybe $105,000-110,000 a year. And you know, we grew up working class. Just my dad worked, and my mom took care of the kids, but made about $35,000-40,000 a year. And then I assumed maybe like 3% interest, which was pretty safe at the time, just based on a CD or whatnot. And I plugged those numbers into the spreadsheet, and I noticed a strange thing kind of happened around age 40. I was 26, so somewhere around age 39-40, I noticed that the Return on Investment from the portfolio exceeded the actual cost of living at that point.

Tim Ulbrich: Yes.

Jason Long: So I was like, this is strange. You could foresee, you could feasibly have the amount of money to live off of by not working. And being naive like I was at the time, I just kind of thought, well, hey, I’ve discovered something here. And I went all the way to probably 2015 never having encountered another person who had discovered this. And then I kind of did a Google search one day. I was like, well, yeah, that was kind of stupid of me. There were plenty of people. And you described it as a FIRE movement. So yeah, that was the day back in ‘05, I said, you know, I don’t think I really want to be a pharmacist. I was like, but you know, I’m three-quarters of the way across the street. I’m going to go ahead and cross it and put in 12 years, 13 years, 14 years, and try to make the best of it that I can. And then when that day comes, I can kind of transition over to something else if I want to do something else or if I just want to sit around and play video games and watch movies, I can do that too.

Tim Ulbrich: So I’m going to read something from your blog before we jump in and talk about the saving strategy and how you actually did it and how much you were saving because I think it resonated to me a little bit about your journey and put some life to kind of your passion and motivation. From the blog is, “It’s been said that retirement is merely a decision to stop trading time for money. Since I no longer need more of the latter to sustain my standard of living and since I do not enjoy, never have enjoyed, the primary method at my disposal to acquire the latter, I have decided that the former is of more value to me going in life.” So you mentioned, Jason, kind of your last year of pharmacy school, 2005, and then obviously you had a 12-year time period roughly to that point where you actually retired. And so we look at that point of retirement at the age of 38, you’ve got a little over $1 million, so that’s a fairly short runway to get to a net worth of $1 million or more. And to clarify for our listeners, we’re only talking here in terms of savings. So we’re not talking about home or other assets, and we’ll come back to that in the future. So we’re purely talking about savings that had been accrued over time. So how did you practically do it? For those that are listening, thinking, hey, maybe this is a path that I’m interested in in some shape or form, you know, what percentage of your income were you saving? And where did you put it? And how did you get to that point?

Jason Long: Sure. Like I said, I think I started out at about $110,000 a year and was spending $30,000 a year, not including the house payment I believe. It may have been $25,000 plus the house payment.

Tim Ulbrich: OK.

Jason Long: But my first step was to, of course, buy a house. And I say house, I don’t say mansion or McMansion, or something on a cul-de-sac near a golf course, you know. If you want those things, that’s great. But you really have to step back and ask yourself, is it going to make you happier? Is it worth trading perhaps 10 years of your life to have a nicer place, maybe even just to impress people that you don’t like? But you know, our answer was a 1,600-square foot house in a neighborhood in Ohio. And I think that house was $120,000 or $125,000. We paid that off in about two years, maybe. And after that, all the money went into — well, of course, at the time, we were doing the 401k, IRA, contributions. I think after that, it pretty much transitioned — well, after a few years, we had moved back to Tennessee and had gotten more land and we built another house here. But after all the house and real estate was paid off, which was maybe around 2010, all the money went into a Vanguard account. And there are a different number of companies you can use. I like Vanguard because they’re nonprofit, and they have low expense ratios. But yeah, you just basically open up an account and decide what you want to invest in. There’s, again, a lot of healthy debate about your asset allocation. But the main things that I look for are index funds. And that is basically just a — you can think of a mutual fund as being a collection of stocks. But an index fund is a collection of basically all stocks on an index, like an S&P or the Dow or the Nasdaq or whatever. Vanguard offers one called the ETSAX, or basically all U.S. stocks. So instead of trying to pick and choose or knowing or pretending that you know things about a company that you don’t, you can invest in the market as a whole. And there’s very little management that goes into that. Therefore, there’s very little expense that Vanguard charges you to manage that fund. I think it’s at least maybe .04% per year. But you open that up, and anything in excess of what you can contribute to your 401k and your IRA, we would put into that.

Tim Ulbrich: I love the approach of low expense. And you mentioned the advantage of those coming down historically. I mean, I personally have funds, .03%, .04%, .05%, .06%. And so you, I think from the blog I saw, you rep basically three major funds, roughly 60% in U.S. stock index fund, 20% in an international index fund, and 20% in a municipal bond index fund. So keeping it simple, keeping the expenses down. So am I correct, then, as I look back and hear you say making over $100,000 a year, obviously started at $110,000, that went up, your expenses roughly $30,000 a year. So you were saving north of 70% of income? Or were there other expenses not accounted for?

Jason Long: No, it was about 70% per year. I think it’s probably important — some people are going to be listening to this and pulling their hair out over $30,000 a year. That’s not probably feasible out on the Coast. If you’re in New York, LA, Silicon Valley, whatever, you’re listening to, you’re paying $30,000 a year probably in just rent. But the cost of living out in rural Tennessee is a lot lower. So yeah, I think I ended up — we started out maybe about $30,000. It may have moved up to about $36,000.

Tim Ulbrich: OK.

Jason Long: One of the things you have to watch out for is something called lifestyle inflation. You know, that’s where you’re starting to make more money, and then you start to get more tempted about buying things that maybe you want and don’t really need. So you’ve just got to make your choices there.

Tim Ulbrich: Yeah, and I know you’re very well, obviously, versed in this. And our community is as well, but I talk a lot about cost of living, as you mentioned, West Coast, Northeast, other cities, other areas, obviously even within Ohio, cost of living varies significantly from one part to the next. But pharmacists’ salaries don’t adjust accordingly, in terms of at least accounting or offsetting that. I mean, maybe slightly. You know, for example, let’s say an average pharmacist’s salary in Ohio, let’s say is $110,000-115,000, maybe that’s $120,000 to $125,000 to $130,000 out in California, but that percentage bump is nowhere near obviously the cost of living difference from rural Ohio, rural Tennessee to the West Coast. And as we think about retirement and what you need and coming up with that calculation, determining that number, that expense number is really what’s driving that. So if you’re making $100,000 a year, and your expenses are $90,000 a year, that runway to retirement and what you need obviously is much, much longer. If you’re making $100,000 a year, and you determine that you can swing it either through strategically cutting expenses, cheaper on home, cheaper on car, strategically choosing where you live, obviously, there’s some sacrifice here in the equation, although we talked about what you’re weighing that against as a potential pro, but that is a much different nest egg that you need. And obviously, your situation of what you’re living off of I think highlights that perfectly. So I do want to highlight, Jason, to just build off of what you said, I mean, buying a relatively small home, affordable home, $120,000-125,000, paying that off quickly, you know, for me — and I’ve seen this in my own life but also in working with many other pharmacists — home and cars tend to be, you know, probably the two big buckets that can drive up expenses. Certainly many other things that go into lifestyle creep, but you know, if a home is 40-50% of your take-home pay, it’s going to be difficult to keep these expenses down. So for those listening that have not yet purchased a home, I think strategically looking at the home buying, especially if this concept is a priority, and keeping the cars down, really focusing on money going into assets and things that are growing and not depreciating value is really important.

Jason Long: Yeah. You know, a lot of people don’t realize, houses depreciate in value.

Tim Ulbrich: I agree.

Jason Long: There has been a lot of research on this. Land appreciates, houses depreciate. There’s been a myth that home owning is an investment. And it’s just not. At best, you can probably hope to break even.

Tim Ulbrich: Break even, yep.

Jason Long: And you know, that’s fine. You know, I’m not judging how other people live. But to get philosophical about it, people need to ask themselves, like I said, are they going to be happier having a large house? You know, George Carlin, comedian, once said — and I’ll clean this up a bit for the podcast.

Tim Ulbrich: Appreciate it. We don’t have the explicit rating, so I appreciate that.

Jason Long: He said, “People buy stuff they don’t need with money they don’t have to impress people they don’t like.” And when you realize that happiness doesn’t come from having things, happiness comes from outside. It’s from being financially secure, it’s from having your life in order, it’s from being content with what you have. When you realize that, and you realize that you’re probably not going to be that much happier in a $.5 million home versus a $100,000 home, you know, that opens up all sorts of possibilities for you. The house and the car, you know, if you’re the kind of person who wants people to look at you and think highly of you and envy you because you’re driving the $50,000 Lexus, that’s fine. I’m not going to judge how that person lives, but I guarantee that the person driving that car is not any happier for having that car than someone who’s driving a dependable $10,000 car.

Tim Ulbrich: Absolutely. Great stuff there. I think a lot for our listeners to take away and reflect on there as they think about their future plan and what matters most. And I would reference to our listeners, and we’ll link in the show notes, you know, Jason, I mentioned earlier, often — before we recorded — I mentioned often when I ask a group, “Hey, have you heard of FIRE?” typically, I don’t get a whole lot of hands raised. But when I say, “Hey, have you heard of Mr. Money Mustache?” people are like, “Yes, I have!” So I’m going to link to an article back from 2012, I know it’s a very popular article but really highlights the importance of looking at the math on this, and that article’s called the shockingly simple math behind early retirement. And you know, essentially what Jason’s highlighting with his own journey, what that article highlights is that saving a significant percentage of your income and keeping your expenses down really changes the projected timeline to retire. And so, for example, saving 50% of your income towards retirement can move that timeline of retirement from 50 years down to less than 20 years. So again, for you, when you talk about your journey and putting numbers into a spreadsheet, whether it’s looking at an article like this, I think it’s a matter of doing the math, looking at the expenses, and asking yourself some more of those philosophical questions that you had talked about.

Jason Long: Yeah, let me say one other thing. People who question whether or not they want to live on a $30,000, $40,000, $50,000 a year or whatever, it’s good to remember that $30,000 a year is higher, gives you a better standard of living than 99% of people who have ever lived on Earth. And if you find that I don’t think I could live that cheap, then that statistic should probably tell you, it might be a good idea to reevaluate your position in life.

Tim Ulbrich: Yeah, Jason, I’m so glad you said that. One of the point of comparisons I often use because I think it’s helpful for pharmacists to shift the point of reference away from peers because it’s not a helpful comparison.

Jason Long: Comparison is the thief of joy.

Tim Ulbrich: Yes, yes. And often, I’ll talk with resident that, you know, residents’ salaries have actually come up, some in the mid-$40,000’s, low $50,000’s. And I hear things like, I can’t save anything, I can’t make any headway in my student loans. And I get it, cost of living is different, no judgment in terms of that. But if you shift the point of comparison to what you just mentioned or the median household income for a family of four in this country is in the low- to mid-$50,000’s. I think shifting that point of comparison can help put some of that into perspective. So one of the things I want to talk about, Jason, and you mentioned in your story, I read in your blog, is that you’re purely looking at the numbers based off of the investments that you’ve grown north of $1 million. And you’re obviously trying to draw that down — or not draw that down, I’m sorry — live off a percentage of the growth so that you’re not drawing from and letting that fall below $1 million. But you are not including any of your assets in terms of house or land or other assets, or you’re not banking on social security or inheritances, equity in the home, other types of things, correct? You’re purely just looking at the savings component?

Jason Long: Yeah, I would say equity on the home would be an absolute last resort, you know, absolute worst-case scenario, not even historical precedent but an unprecedented territory would you have to rely on house equity or social security or inheritance or anything like that. I fully expect those things to be there, but I’m just not going to rely on them.

Tim Ulbrich: OK. So in terms of the withdrawal plan, currently, you mentioned the numbers you’re working off of. So what does that practically look like month-by-month if you look at the percentage that you’re drawing from, trying to keep the portfolio above $1 million?

Jason Long: Yeah, so basically, just assume $1 million and assume $30,000 a year of living expenses. Quick, back-of-the-envelope math, that’s 3% a year. A lot of people may say, “Well, hold on. The average return on investment in the market historically, adjusted for inflation, is 7%.” And some people may say 10%. Dave Ramsey’s one of them who greatly overestimates what the market returns. But the reason you can’t withdraw 7% a year is something called sequence risk. And that is when is the bad year going to come?

Tim Ulbrich: Right.

Jason Long: And these scenarios, these simulations, you can play out basically shows that if you get the bad years up front, it’s going to have a lot more impact than having the bad years toward the back.

Tim Ulbrich: Right.

Jason Long: So you have to put that extra buffer in. You can’t just assume that you’re going to get the steady 7% a year. You will run out of money if you do it that way. So yeah, we basically just withdraw out whatever we need to every month. In our case, we’re on about 3.5% withdrawal, minus whatever the side income might be coming in from a variety of different sources. But yeah, it’s just log on every month and see where you’re at and withdraw what you need to pay off the credit card and rebalance and go from there.

Tim Ulbrich: So Jason, I’m sure many pharmacists are thinking, hey, I’ve got an employer match in a 401k or should I be taking advantage of those types of retirement accounts that have tax advantages, 401k’s, 403b’s, Roth IRAs, and you mentioned earlier that you did a little bit of that. But obviously, you’re depending on assets that you can draw before the age of 59.5 without a penalty. So any words of wisdom or advice for people that are thinking about trying to achieve retirement status prior to the age of 59.5 where they would need funds? And how they might think about balancing where they’re putting their money?

Jason Long: Yeah, if you’re wanting to retire before traditional age, before 59.5, it’s going to be necessary to invest beyond 401k and IRA. There are federal limits to what you can contribute to those. So you’re going to have to invest in taxable accounts. And you put that into some investment firm like, like I mentioned, Vanguard. You put all your money into that after you’ve contributed to the 401k, IRA. And like you had said, you have to be mindful of the fact that it’s not easy to get your money before 59.5. There is a clause called 72T. Basically, if you convert your IRA over to an annuity and take a certain amount of withdrawals per year based on your expected living, you’re allowed to withdraw it without penalty. I don’t know exactly how it works. I don’t plan on having to dip into that. We have enough in our already taxed accounts to go until maybe 60, 61, 62. But yeah, you have to be mindful that there is a 10% withdrawal penalty on the 401k. And that’s on top of any taxes you’d have to pay because it does count as regular income. I’m probably not the best person to ask about all that. I’m, of course, not a financial advisor. You just have to be mindful that you’re going to have to pay penalties if you withdraw the wrong way. And that’s going to increase your cost of living.

refinance student loans

Tim Ulbrich: Yeah, and I think the takeaway there for our listeners is to be thinking about those logistics in advance and where you’re putting your money and some of the tax implications and things if this is a desire that they have to retire before traditional age. So Jason, one of the counterarguments to the FIRE movement is, you know, you’ve got 50+ years of living and satisfaction from work and social connections from work and fulfillment and won’t you get bored? You know, that type of a thing. Which I know is a very individualized situation and really depends on current fulfillment from work and hobbies and other types of things. So talk us through a little bit of that and what you’re currently doing with your time and hobbies and interests and things that you’re working on and exploring.

Jason Long: So basically, I guess it would be fair to say I do what I want. I have a ton of hobbies. I do volunteer work. I have picked up a lot more of the housework and errands and things like that since I’ve left. I’ve been able to spend more time with family. As far as like hobbies, you know, like anyone else, I read and watch movies, play video games. I build things. I exercise, I run, I cycle, swim, go to the gym, cook, kayak. I picked up some new things: golf, started collecting baseball cards again, which is something I haven’t done since I was a child. I volunteered. I’ve been a tour guide at Natural History Museum. I have taught English as a second language to adults here for a nonprofit. I volunteered in voter registration. I’ve done litter pickup. It’s just a lot of things to keep you busy. And if for some reason, you eventually run out of things, you can always go back to work, you know? There’s nothing saying you have to stay this way. But yeah, I’m pretty much on my own schedule. And I do what I want when I wake up.

Tim Ulbrich: So I think you probably answered this question for me in the list of things that you’ve been doing and even new things that you’ve picked up, but I have to ask the question, do you have any regrets looking back?

Jason Long: Zero.

Tim Ulbrich: OK. Awesome. So one of the questions I have is I’m guessing we have many of our listeners that are hearing your story and thinking maybe for the first time or second time, this might be a path they want to pursue or at least be on a path toward financial independence, whether or not they decide to retire early. However, many of our listeners, what we know is the average student loan debt, $160,000 a year, we have some salary compression that’s going on, 32 hours often is sort of the new 40. So for a graduate today coming out with $150,000-160,000 of debt, let’s say they’re making $100,000 a year, is FIRE an option for them? I mean, is that a path they can pursue? And if so, what advice would you have for somebody listening today that is looking at their debt load and looking at things and saying, I’m not even sure this is an option.

Jason Long: It’s always an option. It’s just depending on the circumstances, it may take you a little bit longer to get there than it did, say, 10-15 years ago. As far as the steps, you know, it’s going to vary on an individual basis. It’s going to be dependent upon what your student loan interest is. It’s going to depend on what your mortgage interest is. We — personally, I took the safe route, and I paid off the house first. The house mortgage was only 5% a year. Well, I could have put that money in the market instead and make, on average, 7% a year. So maybe that wasn’t the smartest choice, but it was probably the safest choice. If a person has student loans at, say, let’s say they have some at 7% and they have some at 4% and then they have a house at 6%, it makes sense to go ahead and pay off the 7% student loans first and then the 6% house and then the 4% student loans. Or you could maybe go the route of well, I’m just going to not worry about that. And I’m going to invest in the market first. And you know, maybe that works out for you. And maybe it doesn’t. The safest route is to just pay off your highest interest rate loans first. And work your way down from there.

Tim Ulbrich: Yeah, and if I could build on what you said there, you know, since your number is pretty much on target, many of the students coming out today with their pharmacy loans, unsubsidized, 6-7%, but there are options out there that I think somebody could look into as a strategy to allow them to invest aggressively. So we’ve talked before on the podcast about loan forgiveness, which certainly comes with risks that need to be evaluated, although appropriately evaluating the risk and the benefit, but obviously being a strategy that could allow for freeing up additional moneys to invest and invest more aggressively at a younger age, looking at competitive refinancing rates that can lower your interest rate and incentivize investing. So really looking at the options that are available out there if this is a path that somebody wants to pursue. So Jason, let me end here by asking for your recommendation for something that helped you on your journey, learning more about FIRE and kind of strategies around pursuing this, whether that be a book, a blog, a podcast. Is there a resource you would recommend that was helpful for you?

Jason Long: I have a pretty unconventional one. It’s “Walden” by Henry David Thoreau. I’m sure a lot of people have read it in high school or whatever. But it’s basically just the accounts of one man going to live off in nature for a couple years and realizing, hey, I don’t need money to do this. I’m happy. And then he would have visitors come over and be like, well, why are you eating this? Why don’t you eat nicer things? And he’s like, well, you’re only eating nicer things to compensate for the stress that you’re experiencing in your daily life. I kind of like to think of that as maybe the original Financial Independence book. It’s probably not, but it is pretty influential on my mind mindset as far as not wanting things I don’t need, just being content with what you have. Because like I said, I didn’t even realize this was a movement, a so-called movement or a thing until about 2015. There’s a lot of good stuff out there. There’s — some of the people that got me started — or not got me started but kind of helped me along the way there toward the end was on Reddit. There’s a sub-Reddit on there called “Financial Independence” that people can basically share their stories, share their goals, ask questions, and it’s a helpful community. You know, there are maybe a few naysayers on there. You have to be mindful of the fact not everyone is fortunate enough to have a six-figure job, you know. A lot of people say, well, it’s all hard work and this and that. You know, I couldn’t disagree more. No. You did nothing to be born in this country. You did nothing to be born in this era. You did nothing to be born intelligent. You did nothing to be born with good, helpful parents. You know, it takes a lot of different things to be in this situation. But when you find yourself in this situation, yes, it does require hard work and discipline to be able to do it. But always be mindful of the fact that if this is a thing that you can even think about doing, there are a lot of factors that went into that that’s beyond your control. You got lucky. The rest of it, the hard work, that’s up to you. So don’t go preaching to other people about how you can do it. If you go on these forums, be mindful that there are people on there who may not have had the same opportunities as you did. So be careful about what you say because there are real people online, and they can be hurt by, you know, what you say on there.

Tim Ulbrich: Yeah, and I think, Jason, it’s a great reminder that there is not one right financial path or plan. And I think what I really appreciate you helping me and our listeners think about is some more of those philosophical questions about why are we doing what we’re doing? And really evaluating, self-reflecting on that and then for some listening, this may be the path. For others, maybe a version of this, maybe something different. But you know, I think for each of us to focus on our own and certainly find resources and support. But in no way do we have to judge the path that others are taking. So Jason, I appreciate the time that you’ve given here. I appreciate you sharing your story with our listeners. And I wish you the best going forward.

Jason Long: I enjoyed it. Thank you.

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YFP 103: Wholesaling Real Estate as a P3 Student


Wholesaling Real Estate as a P3 Student

Montrell Taylor, a P3 student at Howard University, joins Tim Ulbrich to talk about his experience in wholesaling real estate. Montrell shares why he chose real estate investing as a side hustle and how he balances being an entrepreneur with pharmacy school.

About Today’s Guest

Montrell Taylor is a third-year doctor of pharmacy candidate at Howard University College of Pharmacy. He currently serves as the Howard Chapter President of APhA-ASP and had the opportunity to serve as a Delegate at the 2018 APhA Regional and National Conference. He also interns at Walgreens Pharmacy and tutors first-year pharmacy students.

Montrell is a native of Memphis, TN and is a middle child. He holds a Bachelor of Science in Biochemistry from Middle Tennessee State University. A true entrepreneur, Montrell is the Co-Founder of Taylor Brother Investments, LLC, where he supports private investors with buying and selling of real estate.

Taylor Brother Investments is committed to providing solutions to any homeowner’s dilemma. Montrell has a passion for making neighborhoods healthy and productive, one home at a time. You can find him on social media or contact him via email.

Summary

Montrell Taylor is a rising P3 student at Howard University. He knew that he wanted to be a pharmacist when he was in high school from to his experiences with community pharmacists and having a pharmacist in his family. He graduated with a degree in Biochemistry and is currently in pharmacy school at Howard University.

After receiving his undergraduate degree, Montrell had some down time and wanted to make more money than he was earning at a temporary job. He and his brother knew that real estate creates the most millionaires each year. Montrell and his brother, Stanford, discovered wholesaling as a way to get into real estate investing with no money and without having to use your own credit. They studied and researched wholesaling and learned from Rico Smith, but didn’t pay anything for classes or training.

After extensive researching, Montrell and Stanford jumped into wholesaling as a way to make money and also find financial freedom. Montrell wanted to find something that brought in an income without having to depend on exchanging his time for it.

Wholesaling assigns a property from a seller to a buyer. The wholesaler makes money by acting as the middle person between the buyer and the seller. First, you have to find a property to wholesale. Montrell and Stanford drive around to find vacant homes, cold call and also post bandit signs encouraging people to call them if they are looking to sell their home. Once a home is found, it goes under contract as the seller assigns the property to the wholesaler. The wholesaler doesn’t put any money down, however the contract says that the wholesaler has equitable interest in the property. From there, the wholesaler connects with an investor or buyer for the home and transfers the contract to the buyer. When a deal closes, Montrell is paid an assignment fee which is the difference from what he got the contract for to what the buyer paid.

Montrell and Stanford have been in wholesaling for two years and closed 10 to 15 deals in 2018. This year, they have already closed 8 deals and are hoping that it’s a more successful year than last year. Montrell shares that you don’t make money right away from wholesaling. You have to learn a specific skill set to make money and have the right mindset to close deals.

Although Montrell is in pharmacy school, he’s able to balance his busy schedule. He says that we have more time than we think we do and stays focused by blocking out distractions, creating and sticking to a stick schedule and uses weekends to catch up on studying.

Mentioned on the Show

Episode Transcript

Tim Ulbrich: Hey, what’s up, everybody? Welcome to this week’s episode of the Your Financial Pharmacist podcast. As I’ve shared with this community before, we have lots of exciting goals and aspirations around real estate education and content for the YFP community here in 2019 and beyond. I’ve shared that Jess and I have a goal of buying our first rental property in 2019, and I’ve got the vibe that many pharmacists out there in the YFP community have similar aspirations or at least have a desire to learn more about real estate. Therefore, we want to bring you some more examples of pharmacists active in real estate investing that can help teach, encourage and motivate us, the YFP community, to learn more. On episodes 009 and 109, Carrie Carlton shares her journey of getting started with real estate and building out her portfolio, which has diversified her assets and provided her with an alternative income stream. That’s why I’m excited about this week’s episode and the chance to interview rising P3 student Montrell Taylor to talk about his journey in real estate investing through wholesaling. So for our listeners, for some quick background, I had the chance to meet Montrell out at the APhA annual meeting in Seattle, Washington, back in March 2019 through a mutual connection, Alex Barker. Many of you know Alex. He’s the creator of the Happy PharmD, a frequent guest on this show and author of the book “Indispensable.” After having a chance to talk with Montrell, I was blown away at his maturity, his professional demeanor, his entrepreneurial mindset, and his ability to understand the importance of diversifying your investments. You know that feeling when you meet someone, and you think, wow, they have the “it” factor: that drive, that mindset that will result in them doing great things? Montrell has that “it” factor, and I’m pumped to be able to share his journey with you, the YFP community. So Montrell, welcome to the show.

Montrell Taylor: Thank you for having me. Glad to be here, glad to be here.

Tim Ulbrich: Excited for this. I genuinely meant what I said. You know, I think I even shared with my wife that evening, like when you have those interactions where you meet somebody, and you can just tell they have the fire within them, you have that factor. And your future is bright. So I’m excited to be here in person, in Baltimore, at YFP headquarters to do this interview. So one of the questions I don’t think I asked you when we met is how did you get connected with Alex Barker? What was that backstory?

Montrell Taylor: So with Alex Barker, I actually seen him on Instagram one day. And I was just kind of interested because I seen him actually on an ad. And a couple days later, I seen him again on LinkedIn. So me and him actually connected through LinkedIn, and we set up a phone call because I noticed that he also was an entrepreneur. So we just got to talking, and I mean, our conversation was just real easygoing. We both talked about how we both wanted to make sure we were able to succeed in our businesses. And he was just able to give me like a lot of great information about just being an entrepreneur. So I think just both of our mindsets kind of clicked once we had that first conversation. And then we were thinking, we should have some sort of meetup to talk to more investors at the APhA conference. So last year, I went to the first — I went to my first APhA conference.

Tim Ulbrich: That was Nashville, right?

Montrell Taylor: Nashville, correct. And my mind was just blown. I just seen so many opportunities and got the chance to network with so many different people. And I just knew that the next year, which was this year, I was excited to go back. And then when I seen that Alex was also going to the conference, me and him just connected like, you know what, let’s try to set up a meetup at the conference. So we did that, and that was actually the first time we ever met in person. So the same time I met him and you was literally the first we’ve ever met.

Tim Ulbrich: It’s all about networking, right?

Montrell Taylor: All about networking. It’s important because I always hear so much: Your network is your net worth. And I think pharmacy school has shown me how important that is because I’ve got a chance to meet so many people, just off of networking, you know? And people get so kind of scared about the idea of networking because it’s kind of like you’re trying to pick somebody’s brain to benefit from it in some way. But the only thing you’re doing is just building relationships. And that’s what business is all about.

Tim Ulbrich: I love it. So before we talk about your experiences with real estate and more specifically, with wholesaling, I want to talk about your journey into pharmacy and get a little bit more for about where your career as a pharmacist is going as you get ready to go into your P3 year. Obviously, I’m sure you have many questions still to answer about that. So why pharmacy? And why Howard? Talk us through that journey.

Montrell Taylor: OK, so why pharmacy? I’ve had that question a lot. Pharmacy is something that I wanted to do ever since I was in high school. Every time I seen a pharmacist, I just would have this perception of them of like they’re just smart, they’re personable, I can talk to them about my issues and things like that. So as I progressed through school and I started to learn about how the body works and I took chemistry and biology and stuff like that, I was amazed at the fact that how these small molecules and compounds, how they can change the composition of the body. So when I learned about that, it was interesting to me. And after I got my degree in biochemistry, that’s when I really had a great understanding of how the body works. But I wanted to increase my knowledge and just learn about why do people get sick? And how do these small pills create a small — like how do they create a difference in people’s daily functions and stuff like that? So that’s what really made me want to be a pharmacist. And I also have a family member who is a pharmacist. And then when I seen her progress through school and I just see the lifestyle that she’s living, it motivated me to be a pharmacist. And the reason I chose Howard was because first, I wanted to get out of Tennessee because even though I enjoyed growing up there, I kind of wanted to experience something new. So one day, I was just applying to different schools; I applied to a school in Georgia, and I applied to Howard. I only applied to two schools. So once I came to Howard for my interview, I was just amazed at talking to people, and they told me about how great the environment is and how great the learning experience was. I fell in love with the campus. And it was just funny because when I actually got accepted to Howard, I actually called my mom, and me and her just — we broke down and just started crying on the phone because I was just so excited to actually get a chance to explore Howard because I just heard so much about the school. And then the fact that I was able to actually — I’m able to actually be a student at one of the best schools in the nation is just, is great.

Tim Ulbrich: So shoutout to Howard.

Montrell Taylor: HU.

Tim Ulbrich: We had another guest from Howard before, but it’s awesome. And hopefully we’ll have some opportunities to work with Howard as well in the future. So biochemistry major.

Montrell Taylor: Biochemistry major.

Tim Ulbrich: Now you’re in pharmacy. And now we’re going to add on to that real estate. So help me make this connection of why side hustle with real estate? I mean, those things don’t often go together, right? What was the connection there.

Montrell Taylor: They don’t. So real estate makes the most millionaires each year. So after I graduated, which was in 2016, me and my brother, Stanford Taylor, are like — none of this would have been possible without my brother.

Tim Ulbrich: Where is he located?

Montrell Taylor: He is currently in Memphis, Tennessee. And he primarily works on our Memphis market.

Tim Ulbrich: OK.

Montrell Taylor: And once me and him graduated from college, we worked a job, and we had so much free time because I was waiting to interview for Howard and all these different schools, so I had a break. And we actually worked at a call center. And it was fine. We made decent money, but we wanted something more, right? So it was just something clicked in our heads one day, and we actually watched this video from a guy named Rico Smith. This is a guy who’s pretty famous in Memphis from wholesaling.

Tim Ulbrich: OK.

Montrell Taylor: And after watching his video, he just talked about how you have to have a certain mindset if you want to live the life you actually want to live. And we watched the video, and he is also the one who spoke about wholesaling. And then when we learned that this is a way that you can get involved in real estate without using any money or credit, then we really had no excuse not to at least try. So I just remember one day, me and my brother were just talking about getting started, and we were talking about like making a name for our company and stuff like that. And we both just agreed that if we wanted to be serious about actually starting in real estate, we had to just go ahead and just do it. So we just did it, and it’s took off ever since.

Tim Ulbrich: I love that story because I think what stand out to me there is that out of 100 people that may listen to a video like that or read a book on real estate or whatever, maybe one is actually active. Right? It’s the mindset, it’s being willing to take a little bit of calculated risk.

Montrell Taylor: Right. And then it’s just so funny because us as we as humans, like we put limits on ourselves subconsciously. Like let’s say, for example, if you wanted to start a business. Nobody’s going to tell you, you specifically can’t start a business. The only thing that’s stopping you is you.

Tim Ulbrich: That’s right. Amen.

Montrell Taylor: That’s the only thing! And I think that one time, when I listened to you guys’ podcast, you guys made a great point when you said, you have to get out of the way of you. Like that makes so much sense because we get so caught up in what make it wrong and we don’t have the money or the time. We limit ourselves to so much that we can do. And it’s just crazy when we just have a completely different mindset, we can do — I feel like we all can do just great things.

Tim Ulbrich: That’s great stuff. A lot of wisdom there. So what was the goal? When you jumped into wholesaling, you know, here you are, getting ready to apply for pharmacy school, obviously, some cash, of course, is the goal. But were you at the time thinking, hey, this could really lower my indebtedness? Or this could diversify my assets. I mean, what was the goal of jumping into real estate at that point in time?

Montrell Taylor: The goal was having freedom. Freedom and, of course, money because, you know, it’s great to have a job. It’s great to have a nice-paying job. That’s great. But the fact that you have to exchange time for money, that was the idea that I didn’t want to have to completely depend on. So it really was the freedom because we wanted to have a business where we could first of all, we could control it because we are the owners. So since we have the, you know, like the power to do whatever we please as far as our own business, we really wanted to have freedom and money.

Tim Ulbrich: OK.

Montrell Taylor: Because money isn’t everything. But you know, to do the things you want to do, it takes money because the country that we live in has very heavily relied on economics and cash flow. So the fact that wholesaling gives us the opportunity to have freedom and make money, it was the perfect combination.

Tim Ulbrich: Yeah, and I think so many people say you’re not going to get happiness from money, right? And I think that that’s true. But I think where you can derive happiness is from the freedom and the choices. And we talk all the time on the show about having options, right? So whether that be you want to start your own business, maybe you want to stay home with the kids, you have a sick family member you want to care about, you want to really pursue some philanthropic efforts that are important. Doing those things and having the ability to do those stress-free are some of the things that provide happiness.

Montrell Taylor: Right. And then, I mean, it’s also jobs out there where you can actually have freedom and make money. So I’m not talking bad about any type of job, but I just know me and my brother personally, we wanted to have something for our own. Because my father, he also owns a business. He owns a cell phone store. Excuse me. So just being able to see him, like he could always when he wanted to, let’s say take off for one of my brother’s football games, he just doesn’t go to work. You know? So just small things like that and just being able to, you know, have that freedom.

Tim Ulbrich: So before I ask you and we get in the weeds on wholesaling, I have to know, like you and your brother must get along then, right? I mean, how does that work between the two of you?

Montrell Taylor: My brother is literally the exact same person as me. Like we act the same. Like my best friend, my road dog (?), everything. I also have a sister as well, and we’re the exact same. My sister is younger than us, and we wanted to build this business so we could take care of the entire family because my sister is, she’s the smartest one out of all three of us. She’s the smartest one, but I just know that me and my brother, we wanted to do the groundwork so that we can, so that we don’t have to call on our sister to do work for us.

Tim Ulbrich: Yeah, sure.

Montrell Taylor: So I mean, we act the exact same. We get along a lot. I mean, we’ve had a couple of arguments, but when me and him argue, it’s just funny because I don’t know if you’ve had this case, but sometimes, when you’re giving someone constructive feedback, specifically to another male, they kind of take it offensive, right? So when me and him are talking about different things as far as business goes, the fact that we’re brothers, it’s like, we can argue all day. But at the end of the day, we’re still going to be brothers. Like you’re not going to get rid of me. We’re going to be here forever. And actually, growing up, we used to get in trouble if we fought each other, right? So we just always had this strong bond, and we just always had the mindset that whatever happens, we’ll have each others’ backs.

Tim Ulbrich: Yeah, and I think iron sharpens iron, right?

Montrell Taylor: Right.

Tim Ulbrich: So I think when you get to that point where you’re comfortable with that feedback of each other, ultimately, the business is going to get better.

Montrell Taylor: Right, because it’s been so many times where I’ve got a great idea from him, and he has done the same for me. For example, I was just talking to him three days ago. And he was telling me how sometimes, he does Uber Eats. And once I get into wholesaling, something people do to find sellers is post bandit (?) signs. And these are like the signs you see around the neighborhood, like “We Buy Houses,” and stuff like that, right?

Tim Ulbrich: Yeah, yeah.

Montrell Taylor: So something that he said that just made so much sense to me, he was like, “Man, you can do Uber Eats for two reasons that will benefit. Well, really three reasons. First of all, you make money. Secondly, you find new places about the city,” because I’m not from here. I’m from Memphis.

Tim Ulbrich: Yeah, so you’re learning, right?

Montrell Taylor: I’m still learning, right. So I’m still learning the area and things like that. And then third and most importantly, and since we’re driving, like dropping off orders and stuff like that, it also gives you the opportunity to put out bandit (?) signs, right? So it’s like you’re making money by driving —

Tim Ulbrich: Double dipping.

Montrell Taylor: You’re double dipping!

Tim Ulbrich: Yeah, it’s awesome.

Montrell Taylor: And you also are improving your own business because you’re attracting sellers by putting out these signs. So we always just feed off each other with great ideas.

Tim Ulbrich: One of the things I want to go back to real quick, you know, if Tim Baker were here, he would be preaching, “Find your why. Know your why. Have clarity around why you’re doing what you’re doing.” And I love what you said about first, financial freedom, but then also the mission around caring for family. I mean, it sounds like so much of that fuels what you’re doing. So I think this is just another great example for our listeners, as you’re looking a side hustle, whether it’s pharmacy-related or not, like what’s the point? What’s the goal? What are you trying to achieve? Because ultimately, that’s going to fuel you. And we’ll talk here in a little bit how you balance this with other things. But you know, it’s not like you have all the time in the world. So there’s sacrifice. But you have a why behind it that’s driving you —

Montrell Taylor: I do, I do.

Tim Ulbrich: Through that period. So that’s really cool.

Montrell Taylor: I do.

Tim Ulbrich: So talk to us about what is wholesaling? What does that term mean? And maybe give an example of something that you’ve done that will help our listeners understand that.

Montrell Taylor: OK, so wholesaling is a way to essentially make money in real estate without using any of your money or using any of your credit. So wholesaling is essentially, you are assigning a property from a seller to a buyer. So you play the middleman role.

Tim Ulbrich: Yeah.

Montrell Taylor: So let me kind of break it down a little bit more. So the first part of wholesaling is finding a property. And there is a number of ways to find properties. You can actually drive around the city. And if you are to see a property that looks vacant, you could try to get in contact with the owner and just see if they’re looking to sell it. Like I said, you can also post bandit signs. Bandit signs will be the most effective way to find sellers because people will contact you if they’re looking to sell. So that kind of saves you from having to go out and find sellers.

Tim Ulbrich: So people actually call those numbers on the corner.

Montrell Taylor: Right.

Tim Ulbrich: I see those all the time.

Montrell Taylor: Right. Like people see them and it’s kind of like, who’s going to call them? But a lot of people call those numbers on the bandit signs.

Tim Ulbrich: So in those two examples, you’re trying to identify properties that are not yet on market?

Montrell Taylor: Correct.

Tim Ulbrich: OK.

Montrell Taylor: Because we want off-market properties at a discounted price because let’s say if you were trying to buy a house, fix it, and put it back on the market, if the house is already at a market price, then you don’t have much room to buy it and put more money into it to fix it and put it back on the market, right?

Tim Ulbrich: Right.

Montrell Taylor: So the key is getting properties at a discounted price that is way below the market value. So after you get a property that — after you find a property, the next step is to, like I said, get in contact with the seller. So after you talk to a seller, you’re going to get this property under contract.

Tim Ulbrich: OK.

Montrell Taylor: Which is an assignment contract, which means that the seller is essentially assigning the property to you. So let’s say if I’m the wholesaler in this sense, and let’s say you’re trying to sell your home, you call me from a bandit sign. You say, ‘Hey, Montrell, I have a home in Baltimore, and I’m looking to get about $40,000 for it.’ What I’ll say is, ‘I don’t know if I can get you $40,000, but I can take a look at it and I can see, you know, if we can get close to that number.’

Tim Ulbrich: OK.

Montrell Taylor: So I meet you in person, I see the home, and I say, ‘Well, Tim, I can get you about $32,000.’ And you say, ‘OK, fine. Great.’ So what I’m going to do is I’m going to get this property under contract with you for $32,000 because that’s all you want in order to be satisfied.

Tim Ulbrich: You’re not having to put any money down or anything at this point, right?

Montrell Taylor: No money down. But what this contract says is I have equitable interest in this property. So now I have the property under contract with you for $32,000. Now let’s say I go to Tim Baker. I know that he buys homes, right?

Tim Ulbrich: Yes. He likes to pay a lot for them. Margin’s going to be good here.

Montrell Taylor: OK, great. That would be great. So I will go to Tim Baker and say, ‘I have this property in Baltimore that you can buy it, you can fix it up, you can either put it back on the market, you can rent it out,’ but the main thing that Tim Baker wants to see is the ARV.

Tim Ulbrich: Right. So explain that for our listeners, the ARV.

Montrell Taylor: ARV is known as the After-Repair Value. What this is is after you buy the property and put it into basically brand new condition, like HGTV type condition, how much will this property sell for after the work is put into it?

Tim Ulbrich: Right.

Montrell Taylor: So what most investors do when they are looking to purchase properties, there’s an equation that they use, which is called the 70% rule. And I’ll talk about that in a minute. So I go to Tim Baker, and I say, ‘I have this property for let’s say $40,000.’ You only want $32,000. Tim Baker says, ‘Well, I can give you $38,000.’ And I say, ‘Fine.’ Once we go to closing, you’re going to be there, I’m going to be there, Tim Baker’s going to be there, I’m going to assign this property from myself to Tim Baker.

Tim Ulbrich: So transfer, essentially, the property.

Montrell Taylor: Transfer it. And what I’m doing is I’m assigning the property to Tim Baker. So once we go to closing, I get paid an assignment fee. And that’s essentially a wholesale deal.

Tim Ulbrich: And then that fee would basically be you got it for $32,000, you sold it for $38,000, that $6,000 goes to you as the wholesaler.

Montrell Taylor: Correct. And I didn’t mention me putting down any money.

Tim Ulbrich: Sure.

Montrell Taylor: I didn’t mention running a credit check or nothing like that. The only thing it is, it’s a skill set that has to be used in order to make money because like I said, you don’t need money to get started in real estate. You just have to motivation and really, just a work ethic.

Tim Ulbrich: Yeah. So I’m a huge fan of the Bigger Pockets podcast, and one of the things they always talk about in that show is the most difficult part of the equation is finding deals, finding deals, finding deals. So you as a wholesaler where you’re not putting money down, you’re basically taking that effort of finding the deal out of the equation.

Montrell Taylor: Right.

Tim Ulbrich: So that is me, as an investor, who hey, I don’t have the time, Montrell, I can’t get clear, I don’t have the scale, I can’t put out bandit signs, like I’m willing to pay that wholesaling fee because I as the investor, I still am running my numbers myself. So if I have to pay a wholesaler $4,000 but the numbers still work and I don’t have to find the deal, so be it.

Montrell Taylor: Right. Right, because your whole thing is OK, I’m going to pay this person $6,000. And I’m going to buy this property for — what did I say, $38,000?

Tim Ulbrich: Yep.

Montrell Taylor: $38,000. I can put maybe $10,000 into it, and I can either put it back on the market for about $56,000-60,000 —

Tim Ulbrich: Which would be the ARV.

Montrell Taylor: ARV, right. So my profit as an investor is like, what? $20,000, something like that? So I mean, as an investor, they love wholesalers because what we’re doing is we’re doing the dirty work for them, but they still get the setback (?), buy these properties, fix them up, they continue to make money. So everybody wins.

Tim Ulbrich: And I’m so glad we’re starting here with this example of what you’re doing because I think for many pharmacists, there’s obviously different ways of going. There’s flipping, which we can talk about here for a minute. There’s buy-and-hold. But the main difference here with wholesaling being one mechanism involved in real estate investing is that time and effort and some sweat equity to get into this process is going to be more important. Obviously, if we have listeners out there saying, ‘Hey, I’d love to do real estate investing. I’ve got $100,000 in cash, and I don’t have a lot of time,’ wholesaling may not be the best move for them.

Montrell Taylor: Exactly.

Tim Ulbrich: But for many pharmacists out there, they’re like, ‘Hey, I’d love to diversify my revenue stream. I’m willing to put in the time and effort,’ maybe wholesaling is something to start with.

Montrell Taylor: Right, because the goal of wholesaling is to — in addition to make money, you’re also learning the housing market. And you’re learning how to become an investor because the fact that you’re working with so many different investors, you’re kind of seeing what the process if you wanted to buy and fix a house and flip it or if you wanted to buy it, put a tenant inside of it, if you wanted to buy it and Section 8, whatever it may be. Because the goal of wholesaling is to be able to eventually buy the properties yourself and, you know, fix and flip or fix and hold. That’s the primary goal of most wholesalers.

Tim Ulbrich: Which you’ll be able to do as you accrue enough cash through wholesaling deals, you could then get involved in properties that need more of your cash up front and other things.

Montrell Taylor: Right, so right now, we actually have two properties in Memphis that we have bought and we’re currently fixing. And we’re putting a tenant inside of them within the next month.

Tim Ulbrich: So more turnkey in that?

Montrell Taylor: Turnkey in a sense, but we have to put a little bit of work in it because turnkeys are properties that don’t need any work.

Tim Ulbrich: OK.

Montrell Taylor: Like they are ready to — someone can live in it today. But we had to put in floors and we had to knock down some walls. And that’s in Memphis. But in D.C., it’s a little different. And D.C., Maryland, Virginia, it’s a little different because the properties are ten times more expensive.

Tim Ulbrich: Correct. So you moved to the most expensive market, right?

Montrell Taylor: Right, right. And then it’s just — in D.C., it’s just so funny because the properties are much smaller for ten times the price. So it’s a little bit more tricky when you’re looking to buy and hold properties in D.C. versus buying and holding in Memphis. But.

Tim Ulbrich: So are you typically — you know, one of the things I’ve learned about wholesaling on Bigger Pockets and reading books, it sounds like often, wholesaling is selling to a flipper, although not always. But I’ve always wondered like, why doesn’t the flipper just build out a subteam that is out doing the work of finding deals and stuff? I mean, why is the wholesaling piece necessary in that process? Is it just something they want to focus on the flip and not focus on the deals?

Montrell Taylor: From the investor’s standpoint?

Tim Ulbrich: Yeah, from the investor’s standpoint.

Montrell Taylor: I mean, you really don’t get a lot of cases where investors can build a team of wholesalers because investors can also work with the realtors. You know, like people who actually have licenses. Because some people kind of look at wholesaling like well, this guy doesn’t have a license, so why should I trust him to sell my home? And stuff like that. So wholesaling is a little bit more risky than being a real estate agent. But the fact that you’re independent, that gives you more freedom. And I mean, there could be an investor who builds a team of wholesalers. That’s actually an option. But I haven’t met an investor who does this. Because there’s so many people who wholesale now, it’s like, why would I start a team when I could just go, just contact a wholesaler now and just buy properties whole? Investors don’t have much time. I think that’s the biggest reason why they don’t build teams of wholesalers because they are either buying this property and trying to fix this other property and stuff like that.

Tim Ulbrich: So are you predominantly in the Memphis market then? Or are you in other areas as well?

Montrell Taylor: Predominantly right now, I am in the Baltimore, PG County (?), and Maryland market, Virginia — me personally. Now, my brother, he is the one who is securing the Nashville and Memphis markets right now. So I mean, we work on deals in Memphis all the time. And back when I was in Memphis, like last summer, I was closing a lot of deals. So it just depends where I am at the time, until I’m able to start my own thing and get people to go out and look at properties for me and kind of like, you know, do the dirty work for me. That’s something that I’m in the process of doing now, but it just — it takes time. It takes time.

Tim Ulbrich: Yeah. And obviously, once you get the process done yourself, you can begin to think about how to scale it and build out the system. I think we need you to come to Columbus, so there’s some good opportunities there.

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Montrell Taylor: I actually haven’t got a chance to check out the market in Columbus.

Tim Ulbrich: It’s pretty hot right now, actually. I just was reading an article the other day in the Columbus Dispatch, I think it was in the month of March, Columbus was the hottest real estate market in the country.

Montrell Taylor: Really?
Tim Ulbrich: Which is crazy — I mean, it’s a great city. Don’t get me wrong, I love it. But just geography and weather and other things, you wouldn’t necessarily think that. But it is a great city.

Montrell Taylor: How far is it from here?

Tim Ulbrich: 6 hours-ish from Baltimore. So yeah.

Montrell Taylor: That’s not too bad.

Tim Ulbrich: SO talk to me for a minute, you know, how long you’ve been doing this — I think you mentioned earlier about a couple years — how many deals have you actually worked through during this time?

Montrell Taylor: So I’ve been doing this for, like I said, about two years. And as far as how many deals I’ve done, well, I know last year, we’ve done about 10-15.

Tim Ulbrich: OK.

Montrell Taylor: And that was in a total year. So that’s about like — because it takes about 3-4 weeks to close a deal.

Tim Ulbrich: OK.

Montrell Taylor: And that’s if everything goes right with the paperwork and stuff like that. But this year alone, we’ve closed about eight, about eight so far. So this year has been going way better than last year. And we just hope to continue to build our business and build our brand. Right. Because the summertime is when we see the most action. I don’t know if that’s when people are ready to move and stuff like that, but I know for me, personally, that gives me more time because I’m not in classes.

Tim Ulbrich: Sure.

Montrell Taylor: So I’m able to go out and see these properties and talk to sellers and actually put my feet on the ground to get out and close more deals. So it’s going to be a great summer.

Tim Ulbrich: So what would you say to the person that says, ‘Hey, Montrell, it’s 2019, the market’s red-hot, and it’s impossible to find good deals out there.’ Like what’s the response to that?

Montrell Taylor: I would say, people are buying and selling houses every day. Literally every day. So it kind of goes back to the way we limit ourselves. That just sounds like another limit that someone tries to put on themselves because people are wholesaling literally every day. Like I’m in Facebook groups and I follow people on Instagram, you just see so many people post checks that they make in wholesaling like literally every day, $20,000, $30,000, $50,000 checks off one deal. Right? So I would just say, you have to go ahead and get started. Because you can only do so much research, and you can only be so skeptical about doing something. But the most important step is to just get started.

Tim Ulbrich: So to that point, let’s get practical for there a moment. I think a lot of listeners are saying, ‘This is great. Montrell, he’s a rising P3. He’s after this. And I, as a listener, would like to do something similar or get involved in real estate.’ And I appreciate your recommendation of just starting. Is there something you would recommend, a podcast, a book, you know, what would be a next step that somebody could take?

Montrell Taylor: OK. I would recommend one guy that is very popular. Like I said, the guy who motivated me to start, a guy named Rico Smith. He is a very knowledgeable guy. Also, there’s a guy named Max Maxwell, who is very popular, and he teaches people how to wholesale all the time. But the most important step is to do research. Like I wouldn’t say just jump into wholesaling blindly because you do, like we did have to do our fair share of podcasts and YouTube videos and reading books and stuff like that. So I would say Max Maxwell, Rico Smith, there’s also a guy named Tony the Closer. There’s so many — like we have an advantage right now because technology — and we just talked about like technology is taking over. You can learn how to do anything online. You can learn a brand new language online. So wholesaling is something that you can learn by just doing your research, but most importantly, you have to get started. You have to get out there. It’s going to feel uncomfortable, you’re going to have people who — people are going to talk bad to you and you may get cursed out sometimes.

Tim Ulbrich: It’s a process, right?

Montrell Taylor: It’s a process. It’s a process. Like nothing happens overnight, but you just got to get started. You’ve got to be willing to take that chance because you have to keep your mind set on the bigger picture. Like think about what can happen — like don’t even think about what can happen if it goes wrong. Only put your mind on, OK, what if as soon as I call this person, it’s going to be a deal. I’m going to close a deal, I’m going to make this amount of money. Just always keep your mind set on the positive because the more you think about the negative, you’re going to just continue to limit yourself because we all have 24 hours in a day, right? So we all can do whatever we put our minds to. And then I feel like growing up, we always heard the statement that you can do whatever you put your mind to, like we always hear that. And it’s kind of like, eh, who are you to tell me that, right? But I wanted to be a pharmacist in high school. And in two years, I’m going to be a pharmacist. And that’s just a small example of I put my mind to being a pharmacist, and that’s what I’m going to do. Maybe I should have put my mindset on being a billionaire, I could have been a billionaire by now.

Tim Ulbrich: It’s in the works. In the works.

Montrell Taylor: Could have been a billionaire by now. But that just shows an example of literally, it’s all about your mindset.

Tim Ulbrich: I hope our listeners will go back and listen to that last two minutes because it is mindset, without question.

Montrell Taylor: Right.

Tim Ulbrich: And you are a great example of that. And I think that’s such a great message. And one of the things you said, which I really like, is that in 2019, we are in the age of you can learn anything that you want to learn.

Montrell Taylor: Anything.

Tim Ulbrich: Anything. We have it better than any generation that has come before us.

Montrell Taylor: It’s just like, we have to really think about how technology has advanced. Like think about what, like 10 years ago, where you had to basically — the Internet was connected to your phone. Right? It’s like now, we have Internet everywhere. And we don’t even think about how advanced technology has became, but like literally, you can do anything on the Internet. And there’s also classes you can take, and of course, they cost money, but from my personal experience, I’ve been able to succeed in wholesaling, and I haven’t paid for any class. I’ve just done my own research, I’ve YouTubed —

Tim Ulbrich: Podcast, books.

Montrell Taylor: Podcast, books.

Tim Ulbrich: Yeah.

Montrell Taylor: Bigger Pockets. And I had to get out there in the field and just — you’ve got to learn from failures. Some people are so scared of failing, they’re just like, OK, what if this goes right? What if you succeeded? Right? So it’s going back to just think about the good thing that can happen from this.

Tim Ulbrich: Yeah, one of my — without going too far on a tangent here — one of my greatest fear with my three boys is that they won’t learn how to fail. Because I think that as a parent, you just have a natural tendency to want to protect that. But there is such positive that can come from learning how to fail.

Montrell Taylor: I’ve learned so much.

Tim Ulbrich: And learning from that, and moving on, right?

Montrell Taylor: It’s just funny because I’ve learned so much from failing.

Tim Ulbrich: Absolutely.

Montrell Taylor: Because when I first started, it took us a long time before we started actually making money. We didn’t just hop into the game and start closing deals left and right, left and right. We failed a lot of times. There was times where I personally almost had to go to court for a lady because you know how sometimes, people are not as honest as you want them to be in business.

Tim Ulbrich: Sure. Yeah.

Montrell Taylor: So once you actually start, you have to learn that even though you may not get any type of compensation from this deal, you still have to learn. And failing is the best teacher.

Tim Ulbrich: And if the path was so clear that there were never any problems, everybody would be doing it.

Montrell Taylor: Everybody would be doing it.

Tim Ulbrich: So I see, I envision maybe at some point, we’ll get Montrell’s Pharmacist’s Guide to Wholesaling. We can work on that in the future. But let me wrap up here by asking you, you know, I’m sure the students are wondering — if not others — like how do you balance this with the demands of pharmacy school? You know, you’re on rotations, you’re in coursework, you’re working on this you mentioned a little bit in the summers, but you also have a pharmacy internship as well. Like how are you practically balancing and managing these? And you did allude to, hey, everybody has 24 hours.

Montrell Taylor: Everybody.

Tim Ulbrich: But what works for you?

Montrell Taylor: What works for me is, I mean, so during school, it does get really tough. So what I do is I try to block out all of the distractions. Because we have more time than we think about. And that’s kind of weird that I say that because if you think about the time that you spend, let’s say you’re scrolling on Instagram for 10 minutes, let’s say you do that five times.

Tim Ulbrich: And then feeling like crap about yourself.

Montrell Taylor: Right. And that’s an hour, right? So the thing that kind of helps me balance out is just staying focused. So let’s say if I have to study for an exam, I’m going to go ahead and put in two hours to study, and I’m going to put in at least an hour of cold calling. Cold calling, which is calling numbers to ask sellers if they want to sell a home.

Tim Ulbrich: All the while, you’re learning how to deal with rejection.

Montrell Taylor: Exactly.

Tim Ulbrich: Right?

Montrell Taylor: Right, right. Yes. So like you never stop learning. Like I love to learn, like you’re always learning. So the key to being able to balance out all these different things is just staying focused and just make a schedule, stick to it, and just stay focused on what you have to do. Like don’t start studying and then go hop on Instagram for 30 minutes because you just wasted 30 minutes. Now you’re 30 minutes behind, which in turn, puts you more behind on things that you have to get done. So I just create a strict schedule, and I stick to it. And you have to also use your weekends to like catch up on things, like it has been times where I have been kind of behind in the class as far as studying. So I’ve had to pull all-nighters, right? So I mean, sometimes, you just have to make those sacrifices. Because if you want to actually live the life that you dream of living, you have to sacrifice for it.

Tim Ulbrich: Amen. And I’ll say this quietly — I guess semi-quietly, since we’re publishing this out to thousands of people — but I am an academic, so I’ll say it somewhat quietly. But what you’re learning while you’re cold-calling people in terms of not only rejection but also how to effectively sell and promote and communication skills, I mean, that far outweighs anything I’ll say you’re likely learning — you know, certainly you have to pass your courses, you have to move on, absolutely. I’m not saying you should not be doing that. But those skills that you’re going to take away from that and how tangible those are and the benefit they’re going to have for whatever path your career takes are so invaluable.

Montrell Taylor: Right. Right. And then when you’re cold-calling and people are actually giving you their rejection, it kind of teaches you how to just go with rejection in life. Because let’s say if you may apply for an internship, and you don’t get it, that’s a rejection. But you’ve just got to learn that life keeps going. And you have to just learn from, like I said, from your failures and just learn about — just look at your process and learn, and look at what didn’t go right and just learn from that and just build upon it. But I think the most important thing is to just never give up and never stop. Because if you stop, then you can’t make any sort of progress. But as long as you’re trying, it’s like, OK, this may work. Because you know they say you miss 100% of the shots you don’t take.

Tim Ulbrich: Yeah, that’s right.

Montrell Taylor: Right. So just staying consistent and staying focused.

Tim Ulbrich: Yeah, and it’s the compound effect of not any one of those may feel really significant in the moment, but it’s the micro-changes and the things that are compounding over time that really have such a lifelong impact. So let me wrap up — this has been fantastic, and I thank you for your time.

Montrell Taylor: Thank you.
Tim Ulbrich: But I want to wrap up by — I have a quote from Jim Rohn that is, “Success is not to be pursued. It’s to be attracted by the person we become.” And that stuck out to me when I thought of who you are in the short time I’ve gotten to know you.

Montrell Taylor: That’s deep.

Tim Ulbrich: And I think that just the energy you’ve given me and I think you’re going to give to our listeners speaks to who you are and I think the career you have ahead of you. So thank you for your time —

Montrell Taylor: I appreciate that.

Tim Ulbrich: For navigating traffic.

Montrell Taylor: Thank you for having me. I just think it’s so amazing how last year, I was just reading your book, “Seven Figure Pharmacist.” And now, a whole year later, I’m sitting here talking to you on your podcast, right? So it’s just — you never just know what God has planned for you. And I just want to thank you for giving me the chance to come on here and just give my story and just talk to people. I just want to make sure that people know that you can do anything if you just set your mind to it. And just stay focused, and stay consistent.

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