pharmacy entrepreneur opportunities

YFP 259: Building a Medical Writing Business with Megan Freeland

Posted on June 9, 2022November 2, 2022 by yfpadmin

Building a Medical Writing Business with Megan Freeland

On this episode, sponsored by Insuring Income, Megan Freeland, PharmD, talks about talk about her career path in medical writing, the types of health content writing that might interest pharmacists, and how she created the Health Professionals to Health Writers program.

About Today’s Guest

For the longest, Megan’s ultimate career goal was to become a public health pharmacist working for the Centers for Disease Control and Prevention. She accomplished that goal on multiple occasions — supporting divisions related to medication safety, health communications, and emergency preparedness and response — but realized she was missing the opportunity to apply a creative flair to her writing career.

Megan set out on her own to build a health content marketing company. Through StockRose Creative, LLC, Megan supports innovative health organizations, helping them use the power of words to reach their target customers and clients and turn them into raving fans. She uses a strategic approach to develop culturally-relevant content for digital health companies and health information websites. At the same time, Megan runs the Health Professionals to Health Writers program, which helps pharmacists and other health care providers learn how to replace a portion of their income through freelance health content writing.

Earlier this year, Megan also began lending her talents to an in-house communications team for the nation’s leading provider of sexual and reproductive health care and education.

When she’s not writing, reading about writing, or teaching others how to write, she’s binging podcasts and new music, scoping out the latest Peloton apparel drops, and laughing hysterically with — or at — her two young children and husband.

Episode Summary

In this episode, YFP Co-Founder & CEO, Tim Ulbrich, PharmD, is joined by Megan Freeland, a pharmacist, entrepreneur, and health content writing expert. Megan is the creator of StockRose Creative LLC, where she supports health organizations, helping them use the power of words to reach their target customers and clients. In this discussion, Megan shares how she unexpectedly found herself with a career path in medical writing after accomplishing her ultimate career goal of becoming a public health pharmacist working for the Centers for Disease Control and Prevention. Megan explains the types of health content writing pharmacists may be interested in pursuing and why many individuals get started in health content writing. She also shares how she saw the opportunity to create the Health Professionals to Health Writers program, helping pharmacists and other health care providers learn how to replace a portion of their income through freelance health content writing. Throughout the episode, listeners will discover how Megan’s passion for public health has been pivotal in the decisions that brought her to her current position. From volunteer work in healthcare centers, fellowships at the CDC, and sitting on the SNPhA board to an unexpected pregnancy, opportunities with the FDA, and more, Megan educates the listener on the art of life management while pursuing your dreams.

Key Points From This Episode

Understanding Megan Freeland’s career by looking at her interests and background in pharmacy.
How to apply knowledge and experience in pharmacy to the public health system.
What opportunities Megan took to further explore public health training and experience.
The hard journey she took to end up at her dream job in the CDC.
Her passion and motivation for the intersection of public health and writing.
The influence Megan’s family and community had on her passion for public health care.
Understanding the types of medical writing and how to pursue one.
A guide to beginning your career as a freelance health content writer.
Megan’s ideas, goals, and motivations behind StockRose Creative.
A look into how Megan has grown her career on LinkedIn.
Advice for those starting to pursue their content writing careers.

Highlights

“All of the opportunities that I was taking part in to try to enhance my candidacy for being in a public health space, all of those roles and opportunities involved writing in some way.” — Megan Freeland, PharmD [0:04:33]

“People are thinking about their own experiences and their own limitations when they are thinking about what you are or are not capable of doing. Even though they have the best intentions, those ideas and those preconceived notions get projected onto you.” — Megan Freeland, PharmD [0:15:53]

“It wasn’t just my individual, nuclear, or immediate family’s health conditions that I was aware of, but we were all aware of everybody’s business. I saw how important it was for people to have good healthcare and good health information.” — Megan Freeland, PharmD [0:19:03]

“I think about the environment, information, and access to healthcare and good health information, how critical that is to the health of communities — as a black woman in the world, that level of awareness that comes with that lived experience as well.” — Megan Freeland, PharmD [0:19:37]

“You are not necessarily a reflection of the people who are trying to learn from you.” — Megan Freeland, PharmD [0:39:36]

“Your life is your own, no one else is responsible for what you do. No one else has to live with your decisions or your choices — know that you are deserving of having the professional trajectory, having the life, having the career, having the whatever that you decide you want.” — Megan Freeland, PharmD [0:42:37]

Links Mentioned in Today’s Episode

Episode Transcript

[INTRODUCTION]

[0:00:00.4] TU: Hey, everybody. Tim Ulbrich here and thank you for listening to The YFP Podcast, where each week, we strive to inspire and encourage you on your path towards achieving financial freedom.

This week, I had a chance to sit down with Megan Freeland, pharmacist, entrepreneur, and health content writing expert. Megan is the Founder of StockRose Creative, where she supports healthcare organizations, helping them use the power of words to reach their target customers and clients and turn them into raving fans.

A few of my highlights from the show include Megan talk about how she unexpectedly found herself in a career path in medical writing after accomplishing her ultimate career goal to become a public health pharmacist working for the CDC, the types of health content writing that pharmacist may be interested in, pursuing and the main reason that individuals get started in this field and how she saw an opportunity to create the health professionals to health writers program where she helps pharmacists and other healthcare providers learn how to replace a portion of their income through freelance health content writing.

Before we jump into the show, I recognized that many listeners may not be aware of what the team at YFP planning does in working one-on-one with more than 240 household in 40 plus states. YFP planning offers fee-only, high-touch financial planning that is customized for the pharmacy professional. If you’re interested in learning more about working one-on-one with a certified financial planner that may help you achieve your financial goals, you can book a free discovery call at yfpplanning.com.

Whether or not YFP Planning’s financial planning services are a good fit for you, know that we appreciate your support of this podcast and our mission to help pharmacists achieve financial freedom.

Okay, let’s jump into my interview with Megan Freeland, Creator of StockRose Creative.

[SPONSOR MESSAGE]

[0:01:42.8] TU: This week’s podcast episode is brought to you by Insuring Income. Insuring Income is your source for all things term life insurance and own occupation disability insurance. Insuring Income has a relationship with America’s top-rated term life insurance and disability insurance companies, so pharmacists like you can easily find the best solutions for your personal situation. To better serve you, Insuring Income reviews all applicable carriers in the marketplace for your desired coverage, supports clients in all 50 states, and makes sure all of your questions get answered.

To get quotes and apply for term life or disability insurance, see sample contract from disability carriers or learn more about these topics, visit insuringincome.com/yourfinancialpharmacist. Again, that’s insuringincome.com/yourfinancialpharmacist.

[INTERVIEW]

[0:02:34.4] TU: Megan, welcome to the podcast.

[0:02:36.0] MF: Hello, Tim. I’m so excited to be here with you, thanks for having me.

[0:02:39.8] TU: I too am excited. We had a chance to connect several months ago and I’ve been excited to do this interview to share your story, your entrepreneurial journey with the YFP community. Let’s start off by hearing about your background, where did you go to pharmacy school, and what ultimately was some of your interest in going into pharmacy in the first place.

[0:02:57.6] MF: Great question and thank you for orienting me with this question, because whenever I get that background question, I’m like, “Where do we start?” I went to undergrad at Emory University and then I stayed in Atlanta for pharmacy school to attend Mercer University. When I went into pharmacy, I did not necessarily go into the field with the intention of practicing in the traditional sense.

When I was still in undergrad, I was trying to decide whether I wanted to pursue public health or whether I wanted to pursue pharmacy and I was encouraged by family members, my mom namely, to go into pharmacy because she was frankly disappointed that I decided that I did not want to go to medical school anymore and her thought was, “Well, at least, if you go to pharmacy school, you still come out with a doctorate degree.”

So I listened to mom and I chose to go to pharmacy school but I still had that public health bug in the back of my mind and so, my goal was to figure out, “Okay, how can I apply the experience, the knowledge that I gained through the pharmacy program to a public health setting?” How can I become essentially, a public health pharmacist when I leave?

Obviously, didn’t have a whole lot of guidance or examples to look to because at that time and even still now, there weren’t a whole lot of people who were kind of going down that public health path with the pharmacy background. So what was very much four year period of trial and error and kind of figuring out where I landed and how I could make that happen and what I noticed was that all of the opportunities that I was taking part in to try to enhance my candidacy for being in a public health space, all of those roles and opportunities involved writing in some way.

So, once I noticed that pattern, I decided, “Okay, well, this is kind of naturally the course that I’m going along, so I’ll just keep doing this and see where it takes me.”

[0:04:56.8] TU: It’s really interesting, Megan. I think it’s rare that someone goes into the pharmacy degree with a thought of a non-traditional career path these days. One example that I am passionate about is that my hope is that we can begin to see the PharmD education as being more of a gateway to many different opportunities and you know, not just one or two different pathways which folks may typically associate with.

So I think that’s really neat to hear that someone entered in with that non-traditional path and let me ask you a follow-up to that then, as you went into pharmacy school with a specific interest in public health, which isn’t a surprise, right? Emory University is known for their public health training, what specific opportunities did you look for in pharmacy school to further explore and build upon that interest?

Was there an organizations, was there specific internships, or rotations you’re able to get more experience, tell us more about how you’re able to foster that interest during pharmacy school?

[0:05:51.3] MF: Yeah, I love that question. And yes, that was not coincidental at all, actually, I’m originally from Columbia, South Carolina, and in the 9th grade, my magnet program, we took a field trip to Atlanta, and during that trip, we toured Emory and we also toured the CDC, which is right next door to Emory. So in the ninth grade, I decided, when I go to college, I’m going to Emory University and I’m going to work for the CDC.

So, it kind of was like a full circle situation but when I got to pharmacy school, I noticed that a lot of the extracurricular opportunities, the clubs, the programs, they were all pharmacy-related and so for me, I felt like, “Yes, I could do these things but will they really help me in the public health setting?” I’m going to have the degree, that takes care of my pharmacy qualifications.

I felt like anything that I was doing outside of going to class and taking tests needed to be more specific to public health in some way and so because of that, I was actually looking for opportunities outside of my school’s ecosystem because those were not what I felt like I needed to increase my candidacy for public health.

I looked at community organizations, I ended up volunteering at a center called, The Feminist Woman’s Health Center in Atlanta. They do a lot of education around sexual and reproductive health and I ended up volunteering on their health and education training committee for all four years of pharmacy school.

I looked into the CDC to see what types of internships or fellowships they offer that pharmacy students were eligible for. So, the summer after my second year of pharmacy school, I completed a CDC fellowship, it was called the Emerging Infectious Diseases Fellowship and it lasted for nine weeks, you were paired with a mentor, you actually worked on CDC teams, worked on a project, presented, everything.

I traveled to Panama for an epidemiology investigation in a Panamanian hospital. Those are like two of the core examples but any other time that I was engaging in extracurriculars, I made sure that they were related to public health in some way. One more that I just thought of, I was a part of SNPhA, the Student National Pharmacist Association and I participated in some of their community service projects because again, those are more public health facing educational opportunities.

I always had that lens and that perspective whenever I was doing anything outside of going to class, taking tests, and trying to get my degree.

[0:08:34.8] TU: I love the intentional and I hope if we have any students listening, they go back and rewind and listen to that because the message I hear there is that sometimes we got to get outside of the walls of the college or pharmacy to explore other opportunities and again, the PharmD can be used in so many different ways and I think your story here is a great example of that but sometimes it takes some creative thinking and it takes some initiative to see what those opportunities may be.

Tell us more one of the things you shared to me before is that you know, working for the CDC was a dream for you and you’re ultimately able to achieve that. Tell us more about what happened right after you graduated from pharmacy school. So it was during school, you identify this growing interest in public health, you see the connection to writing and then you have an opportunity to do an industry, fellowship as well as some work with the CDC thereafter, tell us more about those experiences.

[0:09:22.0] MF: Yeah, as I was going through pharmacy school and kind of collect these experiences that I hoped would be helpful for me in the future. I was also trying to think about what the immediate step post-graduation would be. My goal was to go straight back to the CDC after graduation. Those are the opportunities that I was most excited about and most intentional about but it wasn’t working out.

I wasn’t getting any opportunities that would be timely for me to start right after graduation and so I said, “Okay, if I can’t get to the CDC right now, what are other opportunities that I could take part in that were still public health-related that would still help me get back to CDC down the line?” So I looked into industry fellowships and I was specifically attracted to one program in particular because it had an FDA rotation as a component of the fellowship.

I graduated in 2015. So, at that time, it was one of the only industry fellowships that had any type of public health rotation as a part of it. It wasn’t like I had all of these choices. I did apply to many more programs because I would have made it work but this one, in particular, was of interest to me because of the FDA component and so that’s the fellowship program that I ended up getting accepted into.

Ironically, I got pregnant unexpectedly during the first year of my fellowship and so I never actually made it to the FDA rotation of the program. I was in the middle of my second rotation when I found out I was pregnant. What happened at that point was that I was located in New Jersey, the portion of my fellowship I was in at the time was the medical information rotation for Johnson Scientific Affairs, which is the pharmaceutical arm of Johnson & Johnson.

I was in New Jersey and I’m like, “Okay, well, I need to move back home” where my now husband but boyfriend at the time was and we have to get ready for it to be parents and so, I’m like, “Well, that also means I need a job because I can’t do my rotation from Atlanta” you know, maybe if it was 2020 or 2021, things are different now, maybe that would have worked out but at that time, basically, we just brought my rotation at one year instead of two.

I went back to the CDC drawing board, I was looking for fellowships, I was also applying to a whole bunch of other jobs mind you because like, this was survival at this point in time. It wasn’t about my preferences, I just needed a job in Atlanta but I was also looking for CDC opportunities and I saw this opportunity that was in the same department that I had completed my fellowship program in during pharmacy school.

I reached out to my mentor from that fellowship to ask her if she knew anything about the position, she wasn’t the hiring manager but she knew the person who was and so she connected me with that person, I went through the application, the interview process, everything and I got that position. I ended up back at the CDC, back at home in Atlanta, preparing for, to become a parent, and a lot of this story that I tell, it’s important for me to say that like, it sounds great now but that’s because I’m reflecting on past experiences, right?

Hindsight feels a lot better but all this journey was not easy. Even during pharmacy school, when I was engaging in all of these non-pharmacy specific projects, it was uncomfortable because I didn’t know if what I was trying to do was actually going to work and I had a lot of people who meant well, advisors, faculty members, in my ear, saying that I needed to go another route.

Similarly, with the fellowship experience, I was very disappointed in myself for not being able to complete my fellowship and I had three preceptors, which meant I had to tell three different people, “Hey, sorry, I’m pregnant and I can’t finish the fellowship” but they were all super supportive and when I got that role back at the CDC, one of my, I probably shouldn’t have favorites but one of my favorite preceptors said, “You should be proud of yourself because this two-year program was supposed to prepare you for a role like the one that you just got, not even nine months into your fellowship.”

“You should feel very proud of yourself.” I burst into tears because I was emotional and it was a lot going on, that really helped me put it into perspective. So that’s how I got back to the CDC. I should also add, the fellowship that I completed was in drug information and the CDC fellowship that I started after the one year of my fellowship was in health communications.

[0:14:10.0] TU: And we’re going to come back to more of the expansion on the interest and writing and where that has led to the work that you’re doing today. I want to come back real quick, Megan. You said something really important which I want – especially if we have any students listening. I want them to hear is that, you were given advice by several folks that I think, probably had good intent that maybe you should consider a different pathway and I can tell you from being in the academic environment for several years, we like very linear pathways, right?

We like very linear pathways where we know this opportunity’s going to lead to that opportunity and your pathway wasn’t necessarily linear in that you were coming in with somewhat of a nontraditional interest. You were getting different experiences but what you were doing is you were planting a lot of seeds and building a lot of relationships that sometimes it takes time for those to grow, right?

To flourish and I just love the passion and the interest that you had and continuing to pursue that, despite perhaps some outside noise of, “Maybe you might consider this and maybe you might consider that” and I think the lesson I hear there is, pursue the interest, plant the seeds, trust he process as you’re continuing to move forward and it might not always feel like one dot is going to connect to the next but I think as you shared in hindsight, you can start to appreciate how some of those things come together.

[0:15:24.3] MF: Absolutely. Trust the process and also trust yourself. One of the people who was encouraging me to do a residency which that’s what everybody was telling me to do, even my mentor at the CDC, understanding that I wanted to follow in her footsteps like once I found her, I was like, “You’re the person who I want to be like” and even knowing what my intention was, she was like, “You know, I really think you should do a residency first” and I’m like, “I hear you,” but what happens is sometimes, people are thinking about their own experiences and their own limitations when they are thinking about what you are or are not capable of doing and even though they have the best intentions, those ideas and those preconceived notions get projected onto you.

It’s really important to trust yourself enough to be able to examine what your thoughts, your preferences, your intentions are as well as the advice from trusted people but then to make your own decision based off of all of that information, including your own desires and intentions.

[0:16:26.9] TU: That’s one of the passion that I have and I’m not going to get on the financial soapbox because I do that in every other episode but that’s one of the challenges I have in our profession is that, they’re so often is the financial pressure of the student loans, the golden handcuffs of that six-figure income that folks that might be thinking about something more nontraditional or not as structured in terms of, “I’m going into residency, I’m going to go into fellowship, I’m going to go make this income” it can just be hard to have the space to explore that when you have those other pressures that are there.

I want to come back and ask you, you’ve really done a nice job I think of outlining this interest that you have in public health and an interest in writing, we’re going to come back and talk more about that but I didn’t ask you, what is the why behind that? Where did that passion come from in this intersection of public health and writing and what really motivates you and inspire you towards the work that you’re doing?

[0:17:14.1] MF: That’s a good question and one that I don’t think about as often. I can say that my interest in writing, I wouldn’t call it a passion at this present time or at the time that it started but my interest in writing actually came from a work study job that I had when I was at Emory. I was lucky enough not to be assigned to like putting books back on the shelves at the library the way a lot of our friends were for work study but I had a job with CancerQuest, which is a patient education website that was associated with Emory’s Winship Cancer Institute, and my role for CancerQuests was basically to update and write a lot of the patient education information that was on the website.

So that was like a huge directory of all these different types of treatments, preventative measures, therapies for different types of cancer and so I had to do a lot of research and write information that could be interpreted by the general public. It was kind of my first taste of health communications but I did not have the language to be able to say, “This is what this is.” I would say, from that point that kind of planted the seed for my interest in medical writing and health communications, although I didn’t realize it until probably a decade later.

Public health, I think that’s just something that has been a part of my experience as a person in the world. Like growing up in Columbia, South Carolina, amongst my family members who dealt with their own personal health issues, we were in a very communal environment. So in my neighborhood, like, my grandmother knew all the people on her street, all the people on her block, we were all kind of family.

Because of that, it wasn’t just my individual, like my nuclear or immediate family’s health conditions that I was aware of but we were kind of all aware of everybody’s business and so I really saw how important it was for people to have good healthcare, good health information and again, I wouldn’t have been able to verbalize this as a child but looking back, all of this information was kind of more abstractly in my brain at that time.

I think that just as I progressed throughout school, like K through 12, undergrad, I started to think more concretely about how environment and information and access to healthcare and good health information how critical that is to the health of communities and I think that also, just kind of as a black woman in the world, that level of awareness that comes with that lived experience as well, public health was just something that kind of called my name.

When I went to that field trip in the 9th grade, and toured the CDC, I think that was probably the first time that I was able to connect the actual field of public health with all of that previous life experience that I just named.

[0:20:13.5] TU: Admittedly Megan, my knowledge related to medical writing, health writing, health content writing, we’ve used our term health communications is pretty elementary and I’ve seen these terms used in different ways, and for folks that are listening, thinking about, “Hey, maybe I’m interested in entering this field” and whatever way that may be, break those terms down a little bit further for us.

What are the differences between those and the types of writing opportunities that folks maybe able to pursue?

[0:20:40.5] MF: So this is a juicy question because there are so many routes that a person could take, depending on what their interest are. So if we kind of backup and go to the most high-level area of this, when we talk about medical writing, like you, many people are using that term, interchangeably. Some people might describe what I do health content writing as medical writing.

It’s not that there is anything wrong in particular with using that language, but, I think what some people don’t realize is that medical wiring is more of an umbrella term that could actually describe a lot of different types of writing. Same thing with health writing. So when I talk about broadly and holistically, this space, you will sometimes hear me say medical and health writing, that’s because those are the broadest terms that describe all of the individual types that come down from that.

When we get to talking about like specific examples, you’ve heard me reference specific examples during this conversation, right? You heard me reference a drug information fellowship, a health communications fellowship, I’m a health content writer, it really depends on who is the audience and what style of writing is being done. Those are like, the two big buckets that can kind of help differentiate the different types of medical writing.

Medical writing, I typically think of those types as writing that’s geared towards a clinical audience, an audience of health professionals, an audience of scientist, it’s typically more formal in nature and the topics are often times more specific to medicine, like actual treatment, prevention, therapies and so some specific types of medical writing would be drug information that adhere to a clinical audience.

Another type would be scientific writing, another type would be regulatory writing. So you will see a lot of regulatory positions at pharmaceutical companies because there are people there who are writing INDs, they’re writing documents that need to go to the FDA or to different regulatory associations, so that’s definitely a type of medical writing. Scientific publications is a type of medical writing.

Medical communications, so these are companies who are sometimes contracted by pharmaceutical companies to create materials, to educate other health professionals, right? So if you want to put together a slide deck or a post of presentation to present at a conference, that’s often happening at medical communications companies. So, all of those are examples of medical writing, which is often times again, a more formal and geared to a clinical or health professions audience.

Then, on the other side of that, you have the other umbrella term of health writing. Health writing, I typically think of as geared to a more lay or general public audience and the topics are not always so scientific or medical. They could be more wellness oriented or more health oriented but health oriented from the standpoint of how does an individual person apply this information to their actual life, not health oriented as in like all of the science of like how this drug works or blah-blah-blah.

Specific examples of health writing are health communications, the fellowship that I mentioned at the CDC. In that position, I was basically like a liaison between our research team and the general public. So when they would come up with their research, I would create fact sheets, blog post, maybe sometimes op-eds, talking points that could go on the website that regular folks could understand.

There is also health journalism, which is when you go to the Washington Post or you go to health magazine, those articles that you see in there, those are forms of health journalism and then my personal favorite, health content writing. We’ll probably dive more into content writing but broadly content writing is information or education that’s presented online in most cases that help someone solve a health problem or answer a health question.

One of the most common ways that content writing becomes visible is when you go to Google, right? If you’re a mom, a new mom at 4:00 in the morning and you baby is not latching and they won’t go to sleep and you go to Google and you say, “Help, my four-month-old isn’t latching” the information that comes up, some of it might be like forums, parent forums but the articles that come up often times those are examples of health content writing because they’re helping you answer a question or solve a health problem that you have.

[0:25:23.7] TU: That was great. I mean, probably the best explanations I’ve heard and I know you have my mind spinning of, “Okay, if I am thinking about this as a potential side hustle or career opportunity, okay, what are the different ways? What might be my strengths or interest?” What would yours that I’d want to pursue? So the examples there were really helpful. I have heard you talk before about three main reasons that folks may get started in medical and health writing.

Those could be number one, they want to influence the public health on a larger scale, number two is to use their degree along with a healthy dose of creativity and number three is to create an additional stream of income outside of their clinical career. My question for you knowing that you coach many other pharmacists and other healthcare professionals that are exploring this area of writing, do you see one of those resonate more than the others or are folks often entering into this space because of all three of those or some combination of them?

[0:26:18.1] MF: That’s a really good question. I think most people have – I will answer this question in two ways, there are people who are interested and then there are people who take the steps to pursue. Those are often two different types of people, so people who are interested of course can have any of those three reasons. It could be relevant but I find that often times the biggest draw is the additional stream of income.

But what happens is once they realize how much work it actually involves to get to the point where they are qualified to be a health content writing, only having the interest of an additional stream of income is not enough. It’s not enough –

[0:26:59.0] TU: It’s not a strong enough why right?

[0:27:00.0] MF: No, it’s not at all because the return on investment yes, could be there because like you can make a whole living out of health content writing and plenty of people do but to get to that point where you can even do that, the time that it takes to learn the skills, to create the portfolio, to go out and find clients, only being motivated by the money is oftentimes not good enough.

The students that I work with and even students, that pharmacists that do decide to pursue health content writing but they choose another route or aren’t necessarily in my program, I find that there is more of that interest in really influencing public health and utilizing their degree in a way that brings them fulfillment and joy and opportunity to actually educate people, which is something that we are often sold on during pharmacy school.

But in reality, in real life once you get out into the workforce, sometimes it’s not really a major piece of what you are able to do in your workspace. So a lot of the students that I work with express to me that of course, they love to have some extra money because you said it earlier, loans and debt and family but what they’re really looking for is a way to find more fulfillment and joy within their profession.

There are lots of side hustles, other opportunities that people could engage in to make money but people don’t necessarily want to let their degree and their education and their experience go. It is not that they don’t love pharmacy or love healthcare, it’s that maybe they don’t love the way that they have to execute it in their full-time roles. So if there’s a way for them to still use the background that they have in a more fulfilling and impactful way, then they’re very into that.

[0:28:50.0] TU: So well said, you know, often I say and feel myself that forward progress and growth is such an important factor for us as individuals and human being, that we have a feeling of growth that we’re developing ourselves and I think for many pharmacists that may be are feeling stuck or they aren’t feeling that growth or they aren’t feeling like they’re using their degree to their full potential, that can be a suffocating feeling.

I often say that side hustle’s income that’s a nice symptom but really what we want to be focusing on I think in part and not overlook is, what’s the motivation, what’s the purpose, what creative outlet is this providing and that’s a hard benefit to measure but don’t underestimate it because it’s so powerful especially if you feel like you’re in a situation where you’re stuck. It’s so powerful to feel like you’re growing, you’re developing and you’re moving forward.

Let me ask you a question I’m sure you get all the time, which is: can I work full-time doing this? Is that a viable pathway to grow a medical writing business?

[0:29:49.3] MF: Yeah, so I’d say that the answer is emphatically yes. When I started out as a freelance health content writer, I had a full-time job. I will do a quick aside to address something that you just brought up in terms of having that source of fulfillment is I was in a job that I did not like. It was my third time at the CDC and it was a regulatory writing job and it was not my most exciting role and so I started blogging on the side just because I needed a creative outlet.

That really helped me when I was in that full-time role that I didn’t like because I had something that was going on that was interesting to me and so that was exactly how I got started as a health content writer. I had a full-time job at the time, it was accidental because I was not yet aware that health content writing was a field and so when I started my blog, it just so happened that a health company saw it and reached out to me and asked if I was right for them.

That was how I first freelance writing opportunity but it wasn’t until a year and nine months later that I actually left my full-time job for that entire year and nine months, I was freelancing on the side. So it’s definitely possible, I would say it is definitely one of the most common approaches. If you are in a position where you are just learning the skill of freelance health content writing, I don’t know what your financials are like.

If you have a couple of tens of thousands in the bank and you can afford to just shut your full-time work down so that you can focus on freelance health content writing, that’s definitely open to you but for most people, it’s going to take time to even get the foundations that you need to be able to get started and then once you start, it’s going to take you some time to get your feet under you and get to the point where you can bring on more and more clients.

So, in most cases, it actually makes sense to start with a full-time job so that you are not reliant upon this income source that you haven’t yet created. So definitely possible, it just takes time management and availability of time as well.

[0:32:02.2] TU: Yeah and I am a firm believer as you kind of were eluding to there that building a business upon the back of a strong personal financial foundation is so important, right? Because you can approach that opportunity with less stress, you can approach that opportunity with confidence and perhaps some folks can manage to make that jump and not to have that stress still if they have additional savings.

But I think for many, having that full-time job will allow them to pursue that opportunity with confidence and to minimize that stress. Talk to us about StockRose Creative, the company that you’ve started and have been growing, talk to us about what it is, how it came to be and what are the services that you offer?

[0:32:38.4] MF: Yeah, so StockRose is the business entity that I created when I decided to go full-time in my health content writing work. Unlike the students that I work with, I did not have real guidance when I got into the health content writing space. I was just out here figuring it out on my own and so because of that, I dabbled in a lot of different types of writing through StockRose before I landed on health content writing solely and before I got even narrower in the specific types of writing services that I was offering through health content writing.

Today, what that looks like is I offer blog writing and video scripting services particularly for digital health companies and especially if those digital health companies have audiences that are primarily black or they have portions of their audiences that are primarily black and the reason for that is because content writing is a very small piece of content marketing. It’s a much broader process and so a part of what you had to do if you’re interested in being a freelance health content writer is you have to understand how that fits into the broader process.

With that, strategy is a part of the process that has to come before writing and sometimes companies, they do not have that strategic part in-house and so I consult with them to say, “Hey, if you have audiences that are black or primarily black, you’re going to have to develop a different content strategy in order to actually have content writers that are writing effectively for those audiences.”

That’s the core service that I provide but it did not start out that way, it was much more lose and difficult to define because I was figuring it out as I went along. So that’s kind of the service part of my company and then the coaching part of my company, I’ll kind of give some context to how that came about. I really sat down one day and thought, “What is the theme of my professional career?”

I’ve had a lot of different roles and they’ve all had writing in common but beyond that, what kind of links everything together? I realized that in all of my past, fighting health misinformation and putting out good health information has been the theme that connects everything together and is what I’m passionate about and what I want to continue doing into the future and so if I want to fight health misinformation, which is getting more rampant by the minute it seems, I am not the only person who can or should be doing that.

There are more people and specifically, healthcare providers who should be doing that. The problem is that most healthcare providers don’t have experience in health content writing or creating online content. It is not because they can’t do it, it’s just because they don’t have the exposure or the experience in order to be able to do it. So the question is, well, how do they get that? Technically, I could hire them.

However, I am not particularly interested in running an agency or managing other writers like that’s just when you get to the point where you’re running an agency, it often takes you out of the actual execution of whatever the service that you’re providing and you become a manager and my passion is about the creation of the health information. So my question was, “Well, how do I help other healthcare professionals become health writers so that they too can be able to counter the misinformation that’s out there?”

I decided that creating this accelerator program called Health Professionals to Health Writers, where there is didactic teaching to make sure people have the foundational knowledge of content marketing that they need, where they are able to create the portfolio of samples that they need to actually get freelance gigs and where they actually build out the business processes they need to know how to go out and secure clients.

That would be the way to help more professionals have the skills and the experience that they need to be freelance health content writers as well. So that’s what my coaching side of StockRose does under the Health Professionals to Health Writers accelerator program.

[0:36:58.0] TU: I love that and I think that aligns so well with your why, right? Of how you got into this in the first place. You talk about fighting misinformation and looking at doing that on a broader scale, the impact of that is you coach up and train up other pharmacists, other healthcare professionals, the impact of that is going to be much greater than your writing alone or even a team or writing if you did go with that approach.

We’ll link in the show notes, that’s stockrosecreative.com, folks can go there. We’re also going to link in the show notes, you have a Health Writing for Health Professionals 101 series on YouTube, and then folks can also learn more about the accelerator program that you mentioned as well, some of the work that you’re doing. I do want to ask you, this is somewhat of an aside, but I think a really cool accomplishment, I’ve been following your work on LinkedIn, and I saw you recently went through the LinkedIn Creator Accelerator Program as a part of the first class of a 100.

First of all, congratulations on that accomplishment, that was fantastic. What did you take away from that program about yourself and about leveraging LinkedIn as a platform to help grow your business?

[0:37:57.2] MF: Thank you, Tim, for the congratulations. That was probably one of my most exciting accomplishments of last year. I was literally in tears when I got the email that I got into the program and I do also have to shoutout Brian Fung, who was the one and only other pharmacist in the first 100 with me, so we had a great time. I think the most important thing that we took away from that experience was how important it is to really be intentional about the content and the information that you’re creating not just on LinkedIn but online in general.

That might sound odd because as a health content writer, that’s exactly what I do but I think the most important part here is thinking about there’s always an audience that you are sharing information to. If you are ever creating any content whether it’s health content or social content or anything, if you are creating that just for you, then you are really missing an opportunity to connect with the people who are following you and watching you and listening to you.

Because they often times have different perceptions, leads, preconceived notions than you do and so, whenever you’re creating content, this applies to health content writing as well, you really have to be less focused on what you think and what you already know and really dive into what your audience thinks, what they do and don’t know so that you can create that content in a way that helps address their questions and helps solve their problems as accurately as possible.

You are not necessarily a reflection of the people who are trying to learn from you. If I were creating content on LinkedIn just for me, I would be going over the heads of so many people because I’ve been a content writer for five years. There are people, pharmacists who are coming across my account who have literally never heard of health content writing before. Students that I’ve worked with are like, “I did not know what this was until I saw your post.”

If I am not keeping that in mind and really trying to get a sense of where people are, then I am missing the point and the same holds true for any type of content that you are creating for any reason, paying attention to what your audience thinks and what they need.

[0:40:17.9] TU: I hope, folks, if they are not already following you on LinkedIn, they’ll be able to see that in action, so I hope they will. We’ll link to that in the show notes, Megan N. Freeland on LinkedIn. All right, my last question here for you, Megan, you had a post on LinkedIn recently that caught my attention and I didn’t prep you for this question, so this is going to be a discussion but you said:

“When you’ve worked so hard to get to a certain point, people may tell you to just be grateful that you’ve made it there. The sentiment implies that asking for anything more is mere greed. To that I say, don’t you dare dim your light for anyone else’s comfort. You can be grateful for your journey without having to stay there. We are all allowed to grow, mature, and evolve. Going after the career you want and the life you desire is not selfish, it’s your right and most importantly, it is within your power to do.” Tell us more.

[0:41:10.0] MF: Okay, hearing that read back to me that kind of got me in the heart a little bit. This kind of goes back to what I alluded to before about trusting yourself and recognizing that people might have your best interest at heart, or they might think that they do but they will also set limitations on you based on what they think is possible and what they think is fair and what they think is possible for them to do.

Sometimes, when you’ve worked really hard to achieve this goal, let’s say the goal is just graduating from pharmacy school, that might have been an expectation that either people didn’t have for you or people don’t have for themselves and so when you get to that point and if you turn around and realize, “I am proud of myself and I am glad that I accomplished this goal but I don’t feel completely settled” right?

I still feel like there’s something out there more for me, I still feel like maybe I am not in the exact place that I should be, maybe I’m close but maybe I’m not quite there, if you express that feeling to people, there are people who might say, “What are you talking about? You’re a pharmacist, you graduated, you should be grateful. I am over here doing XYZ, that’s not as cool as being a pharmacist, you have nothing to complain about” and that’s not about you.

That type of response is not about you, that’s about them and so my advice to anyone in this situation is your life is not anyone else’s. Your life is your own, no one else is responsible for what you do. No one else has to live with your decisions or your choices and so, regardless of how people respond to your discomfort or your feelings of unfulfillment or whatever it is, know that you are deserving of having the professional trajectory, having the life, having the career, having the whatever that you decide you want.

That’s within your control, that’s within your power and frankly, it is not for anyone else to comment on at all but if you say it to people, they will comment but just keep in mind that you determine all of that stuff. You determine the trajectory and you don’t have to feel guilty about that because it’s your life and you’re the only person who’s responsible for it.

[0:43:27.2] TU: So powerful, Megan, great said. It reminds me of a couple books I read and reread recently that I’d highly recommend, The Four Agreements, is one and the second one is, The Big Leap by Gay Hendricks. We’ll link to those in the show notes but those, both of those books get exactly to what you just shared there and that is so important for other people to hear especially for folks that are out there creating, putting content, stepping out in non-traditional ways like if you don’t work through that individual, everything you just shared there, it can be a very painful journey.

I think for folks to really realize what is their full opportunity but are their goals not what is the outside noise but what is their full opportunity, what are their goals and can they really lean into that is such encouraging words. Well, this has been a lot of fun and I am so grateful that you have taken time to come on the show. Where is the best place that folks can go to follow your work and learn more about what you’re doing?

[0:44:17.6] MF: Thank you for having me, Tim. This was a wonderful conversation. It’s been a while since I did a podcast, so I thought I was going to be a little rusty, but you made it really smooth, so I appreciate you. The best way to reach out to me is really via LinkedIn, we’ve talked about LinkedIn a lot, I am on there every day. So if you listen to this episode and you want to learn more about health content writing or you just want to say hey or you want to ask follow-up questions about anything Tim and I talked here, just find me on LinkedIn and shoot me a message. I love having conversations with folks there, so that is how you can reach me best and I look forward to chatting with you.

[0:44:51.7] TU: Great stuff, thank you so much, Megan, for taking the time to come on the show. We really appreciate it.

[0:44:55.1] MF: Thank you, Tim.

[END OF INTERVIEW]

[0:44:56.7] TU: Before we wrap up today’s show, let’s hear an important message from our sponsor, Insuring Income. If you are in the market to add own occupation disability insurance, term life insurance or both, Insuring Income would love to be your resource. Insuring Income has relationships with all of the high quality disability insurance and life insurance carriers you should be considering and can help you design coverage to best protect you and your family.

Head over to insuringincome.com/yourfinancialpharmacist or click on their link in the show notes to request quotes, ask a question or start down your own path of learning more about this necessary protection.

[DISCLAIMER]

[0:45:32.9] TU: As we conclude this week’s podcast, an important reminder that the content on this show is provided to you for informational purposes only and it is not intended to provide and should not be relied on for investment or any other advice. Information of the podcast and corresponding materials should not be construed as a solicitation or offer to buy or sell any investment or related financial products. We urge listeners to consult with a financial advisor with respect to any investment.

Furthermore, the information contained in our archived newsletters, blog post, and podcast is not updated and may not be accurate at the time you listen to it on the podcast. Opinions and analysis expressed herein are solely those of your financial pharmacist unless otherwise noted and constitute judgments as of the dates published. Such information may contain forward-looking statements, which are not intended to be guarantees of future events. Actual results could differ materially from those anticipated in the forward-looking statements. For more information, please visit yourfinancialpharmacist.com/disclaimer.

Thank you again for your support of the Your Financial Pharmacist Podcast. Have a great rest of your week.

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YFP 089: From Unemployed to Successful Pharmapreneur

Posted on February 28, 2019November 2, 2022 by yfpadmin

From Unemployed to Successful Pharmacy Entrepreneur

On this episode of the Your Financial Pharmacist Podcast, Tim Ulbrich, co-founder of Your Financial Pharmacist, interviews Dr. Blair Thielemier, a successful pharmacy entrepreneur. She is the founder of BT Pharmacy Consulting, creator of the Pharmapreneur Academy and the Elevate Pharmacy Summit and author of the Amazon bestselling book How to Build a Pharmacy Consulting Business. Tim and Blair talk through pharmacy entrepreneur opportunities she has discovered through her journey from losing her job as a clinical hospital pharmacist to building a successful online business that provides pharmacists with efficient systems to managing a sustainable model for clinical services to improving patient outcomes and achieving the highest standards in the practice of pharmacy. They discuss what makes her tick as an entrepreneur, what changes she is seeing in the profession of pharmacy and how having your personal financial house in order is integral to having a successful business.

About Today’s Guest

After graduating with her Doctor of Pharmacy from the University of Arkansas for the Medical Sciences in 2011, Blair unexpectedly lost her full-time income as a clinical hospital pharmacist in 2014. She was asked to serve as an independent Medication Therapy Management Consultant Pharmacist, a niche position that was entirely new to her at the time but would be instrumental to her future success and entrepreneurial journey. For the past three years, Blair has been focusing on elevating the profession of pharmacy through advanced clinical services. In 2015, she founded a pharmacy consulting business BT Pharmacy Consulting, LLC and currently trains and coaches other pharmacists looking to start their own consulting businesses through an online e-course and membership site at the PharmapreneurAcademy.com . In April 2017, she launched the first online pharmacy conference in the industry. In 2018, based on the success of the first summit, she hosted a five day encore event in partnership with the National Community Pharmacists Association’s Innovation Center. The Elevate Pharmacy Virtual Summit featured pharmacists of various backgrounds practicing pharmacy at the peak of the profession. She is also the author of the Amazon bestselling book How to Build a Pharmacy Consulting Business.

Summary

Blair shares her story of losing her full-time clinical hospital pharmacist job to building successful online businesses. In 2014, while pregnant with her first child, Blair lost her job. Not knowing where to turn, she first took a hard look at her family’s finances to determine how much they truly needed to live and where they could cut their budget. From there, Blair contacted local independent pharmacies in her community to see if they needed her to fill in any shifts. She was given an opportunity to take over cases in a clinical program which she first declined. Blair felt like she wasn’t an expert enough in MTM to take on these cases. She thought she needed further board certifications or a master’s degree to be successful in this line of work. After accepting the position the second time, Blair discovered that MTM consulting was her passion and knew she needed to begin a business in northeast Arkansas and southeast Missouri.

Blair decided she would initially take on 3 or 4 coaching clients. She found challenges with each client as they were building their own businesses and was able to work through them. These experiences ultimately led her to develop her Pharmapreneur Academy course.

In working with clients to help them grow their businesses, Blair sees that pharmacists need to see their own value before they can pitch themselves confidently, that pricing your services appropriately is incredibly important so customers can see the value they are receiving, and that skills and trainings should be added as they are needed instead of adding them in case they are needed. Blair also shares about the need to bring more services elements versus products to clients.

Blair discusses other opportunities and platforms that are becoming available for pharmacists to work in, like genetic testing, the extremes of beginning the journey as an entrepreneur, the biggest mistakes she sees pharmapreneurs make, and much more.

Mentioned on the Show

LendKey
BT Pharmacy Consulting
Pharmapreneur Academy
How to Build a Pharmacy Consulting Business: Your Rx for Finding Freedom and Loving Your Career by Blair Thielemier, PharmD
How I Built This Podcast with Guy Raz
Small Passive Income with Pat Flynn
Mindset: The New Psychology of Success by Carol S. Dweck
Elevate Pharmacy Summit

Episode Transcript

Tim Ulbrich: Hey, what’s up, everybody? Welcome to Episode 093 of the Your Financial Pharmacist podcast. This episode has been a long time in the works where I have an opportunity and privilege to interview Dr. Blair Thielemier. So quick bio on Blair: After graduating with a doctor of pharmacy from the University of Arkansas for the Medical Sciences in 2011, Blair unexpectedly lost her full-time income as a clinical hospital pharmacist in 2014. She was asked to serve as an independent medication therapy management consultant pharmacist, a niche position that was entirely new to her at the time but that would be instrumental to her future success and entrepreneurial journey. The past three years, Blair has been focusing on elevating the profession of pharmacy through advanced clinical services. In 2015, she founded a pharmacy consulting business, BT Pharmacy Consulting, and currently trains and coaches other pharmacists looking to start their own consulting businesses through an online e-course and membership site at pharmapreneuracademy.com. In April 2017, she launched the first online pharmacy conference in the industry. And in 2018, based on success of the first online summit, she hosted a follow-up event, a five-day encore event in partnership with the National Community Pharmacists Association Innovation Center. The Elevate Pharmacy virtual summit featured pharmacists of various backgrounds practicing pharmacy at the peak of the profession. And she’s also — in case that wasn’t enough — the author of the Amazon best-selling book, “How to Build a Pharmacy Consulting Business.” Blair, welcome to the Your Financial Pharmacist podcast.

Blair Thielemier: Thank you for having me. Excited to be here.

Tim Ulbrich: This has been a long time in the making, so I’m excited to get you on the show. And I was planning, I went way back to 2016, shortly after I started Your Financial Pharmacist. And you may remember, you wrote an article for us on the blog, “Four Ways for Pharmapreneurs to Improve Their Financial Equation.” And we’ll link on that, but our discussion is really going to build on that. And I’ve been following along your journey and genuinely have great respect for the work that you’re doing that’s having a positive impact on the profession and, I believe, allowing pharmacists to pursue the dreams that they have to be the best clinician and the best businessperson that they can be. So thank you for your contributions, and thank you for role modeling that, even for my own business. I appreciate it.

Blair Thielemier: Thank you. I think it’s important, that’s something we don’t get a lot of in school, right, is how to promote our businesses, how to promote ourselves and market our services in the right way. So I thought it was something very important to help other pharmacists with.

Tim Ulbrich: All the fun stuff, right, that we don’t get in school.

Blair Thielemier: Exactly. I love it.

Tim Ulbrich: So as I was preparing for this episode, I was going back through the website, I was recalling my own experiences just following you and your business growth, and I thought, what a journey that you have been on. And so I want to start by taking our listeners back to 2014, just a few years after you graduated from UAMS, you’ve got your PharmD, you’ve been out for a few years, you’re working as a clinical hospital pharmacist. And you lose your job. What are you thinking at that point in time? What are the thoughts that are going through your mind?

Blair Thielemier: One of the main ones is “I am 6 months pregnant, I have a baby on the way, how am I going to pay for this?” I was planning on an 8-12-week maternity leave. Now, is that going to be completely out the window? Pretty much, how am I going to replace this income? But you know, before I could even start looking at that, Tim, I had no idea how much income I needed to replace. And I think that is an important part to start with in my story is literally, the first thing that I did after I lost my job was I went and signed up for Mint.com and Personal Capital, all these different sites and started trying to figure out, OK, if I’m going to make the bare minimum to get by, what does that bare minimum look like for me? And really, drilling down on our expenses, exactly how much we needed to bring in each month to keep our lifestyle pretty much the same.

Tim Ulbrich: Yeah, and we’re going to dive into that here in a little bit because I think as you and I have talked about before, getting your personal financial house in order is so critical to being able to approach business with confidence, to being able to take the risks that you need to take. And I think building a healthy business is a lot of that depends on your own personal finance. So here we are, you’re at 2014, you all of a sudden lose that full-time income. Do you think, as you reflect back on your journey today — and we’ll talk about the work that you’re doing here in a little bit — but do you think you ever get to the point of developing the businesses you started, taking the risks you started if that wouldn’t have happened back in 2014?

Blair Thielemier: Absolutely not. No. I think I was interested in entrepreneurship, but I really thought it was going to be something outside of pharmacy. I don’t think that I realized this opportunity existed until it happened. So when I lost my job as a clinical hospital pharmacist, I was pregnant, so I was just picking up shifts here and there at local independent pharmacies. So I was hustling on my student loans before we decided to have a baby, trying to get all those paid off. So people kind of knew me in the area as someone they could call with extra shifts. So I had gotten my name out there as a relief pharmacist for independent community pharmacies. And pretty much I just started calling them up and saying, “Hey, you know, I’ve got a lot of days open here if you need any vacation time.” And that’s how it grew. So I started doing that, picking up relief shifts, and to their credit, these pharmacy owners, they wanted to help me. I mean, they just welcomed me with open arms and really made up the difference in those shifts. So in working back in community pharmacy, they were like, “Hey, you’ve got this clinical background. We’ve got these clinical programs that we have to do now called CMRs, and we’d really like for you to start doing them for us, start taking over our MTM program and figuring out how to see these patients.” And I’d never done it before, so the first time they asked me, I said no because that’s scary, right?

Tim Ulbrich: Sure.

Blair Thielemier: You’re billing Medicare for a service that isn’t a product. And so luckily, I had kind of a mentor of mine, someone I had worked with in the past who she was doing some independent consulting doing MTM. And she helped walk me through my first few cases. So as I started doing more and more cases for these pharmacies, I fell in love with it. And I thought, this is what I need to do. I need to grow my MTM consulting business in northeast Arkansas and southeast Missouri because I’m licensed in Arkansas and Missouri. And so that was my focus. After the baby came and she was doing wonderful, so really in 2015, I’m thinking, OK, I’m growing this business. How am I going to do it? I know. I’m going to put up a website because if you put up a website, people are just instantly searching for you.

Tim Ulbrich: Or make a business card, right?

Blair Thielemier: Or make a business card and just hand that out to everyone you see, and then your business will be successful, right?

Tim Ulbrich: Right, right. Yeah.

Blair Thielemier: Well, the problem with having a website is if you don’t have a plan to attract traffic to your website, it’s pretty much like that business card that’s probably in your glove box in your car, and no one’s seen it. So what I did, I was sharing information about MTM on my website and on my blog, which was BT Pharmacy Consulting. And if you had seen it back then, it was really, it was focused on people hiring me. So I was sharing this —

Tim Ulbrich: I remember that. I remember that.

Blair Thielemier: Yeah. So I mean, it came about very organically because I was trying to build my business here locally, and as I was doing that, I was writing these blogs and sharing them on LinkedIn, and then other pharmacists started contacting me like “What are you doing? What is MTM consulting? How can I do this? I’d love to get out from behind the bench, even if it’s just a few days a week.” And so I decided at the end of 2015 I would take on three one-on-one coaching clients, other pharmacists, just to see if I could help them. And very quickly, we identified several challenges to building their businesses, and we were able to work through those. And that experience with those three one-on-one coaching clients is what I decided to turn into the e-course at the Pharmapreneur Academy.

Tim Ulbrich: So much to unpack there. And I appreciate you sharing that. And you know what jumps out to me as I think about a lot of pharmacists out there today that I’ve heard from that are frustrated with either, you know, hours getting cut or frustrated finding a position, and you know, thinking back to your journey in 2014, you find yourself in that position, and at that point in time, you have a mindset decision to make, right? Is this going to be a woe is me? Or is this going to be an opportunity to build relationships, leverage the relationships you had, take some initiative, which you did, see a problem that needed to be solved and work through that? And obviously, as you know in building a business, you take one step, that leads to another step, that leads to another step. But often, we get hung up in kind of the overall vision, which can be very overwhelming. One thing I want to ask you about, though, that stuck out to me there is that you said no at first. So when you talk about those other pharmacies that you were working with, you said no at first. And you alluded to the Medicare reimbursement and maybe not fully understanding or appreciating that at the time. But were there other reasons you said no at that point in time? I mean, were there things that you felt like confidence-wise or self-limiting beliefs or things that you didn’t feel like you had the tools to begin with the business? I mean, I know you worked through that, but what were the reasons that you said no to begin with?

Blair Thielemier: Oh, absolutely. And this is what I also found my first coaching clients struggling with too. So one of the big ones was not feeling like I was the best person to do this job. So I felt like I wasn’t expert enough in MTM. I felt like I needed a Master’s in MTM or a board certification in ambulatory care or just whatever I could think of, I’m thinking that’s my comfort zone. I mean, I know that I can get through school, I can pass these courses, and I can rack up this education. And I do, I’m big on personality tests and stuff. So I’m an INTJ, and the trap that I myself get stuck in a lot is the neverending pursuit of more knowledge. Like I need to know everything about a subject before I can move forward with it. And really, what the mentor, Ashley, was able to help me with in walking me through those first few cases is just seeing how I already had the tools and the skills that I needed. And you know, and then when I went and started looking at, OK, now I want to build this business, I think I need to go back to school and get an MBA because you can’t own a business if you’re not an MBA, right? And so it was just — it’s been a constant struggle for me to, you know, to view myself as expert enough to be able to offer these services. And so it’s something I see other pharmacists struggling with. You know, all the time, they ask me, “Should I go and take this course? Should I go and take this certification?” or whatever. And I’m like, “Well, what are you doing? What does your client say you need? What setting are you working in?” So really, now, I like to say, I add skills and trainings as I need them not in case I need them. And that’s been a huge learning curve for me.

Tim Ulbrich: I think you are so spot-on there. I think for many pharmacists, myself included, we tend to be learners by nature. Right? And that’s who we are, and I think there’s a tendency to feel like we need to acquire all this knowledge, and I think if we’re honest with ourselves, many times, that’s an avoidance of wanting to really step into something that we can think we could do, whether it’s business or take on some risk or whatever, and it’s an easy out to begin to continue to pursue. And I would point our listeners to — I’m sure you’ve listened to the “How I Built This” podcast on NPR. And many of those successful entrepreneurs and business stories, many of them don’t have formal education. I would say a vast majority of them do not. What they saw was a problem that needed a solution, and they took a risk to do that. They were confident in their ability, but they weren’t perfect in their ability. They made mistakes, they had self-limiting beliefs like we all do, but they took that step. And I think that’s an important piece for many of our listeners to think of as they’re considering their own journey. So one thing I want to ask you, Blair, is that I think there’s many I’m sure that are listening to this podcast that have some business aspirations to take a unique talent that they have to tap into some unsolved problem or maybe a process that could be done better or differently, or maybe there’s others listening that are feeling stuck in their job but don’t yet have an idea formulated for what their business may be, whether that’s a side hustle or a formal business. And I think when hearing and seeing your story in hindsight and as I introduce you and hearing about all the success you’ve had with the academy, your consulting work, the book, the summit, on and on, that can feel overwhelming to people that are just beginning. What advice would you have to somebody who’s just starting or beginning on that path to overcome that anxiety and overcome that comparison with others and to just take that first step in getting started.

Blair Thielemier: Well, first of all, I’m a huge proponent of a side hustle or building some kind of business as an additional income stream. I think we’re living in the gig economy, and I see pharmacy consulting as a way to leverage the skills and stuff you already have because a lot of people come to me and I get emails all the time. It’s like, “I was afraid I was going to have to leave pharmacy because it’s just not for me. But that was before I knew that consulting was an option.” So whether it’s consulting, whether it’s real estate, whether it’s creating your own podcast about personal finance, whatever it is, whatever your passion is, I think it’s about looking at the value that you can provide the person in front of you. So you know, one thing I like to say is you first have to be sold yourself on your value in order to pitch your services confidently.

Tim Ulbrich: Amen.

Blair Thielemier: So unless you’re running a charity, you do have to charge money for your services, and I think selling yourself is an art. So talking about, oh, I’ve got this, this, this and this, like certification or letters behind my name, well, nobody cares about that. But they care how you can help them achieve whatever goals or results they’re trying to get to. So when you’re talking about say you’re pitching a physician’s office, you’re going into a physician’s office saying, “I’d really like to come in and see some of your patients. There’s this thing called pharmacy consulting that they’re embedding clinical pharmacists into primary care settings all across the country. Doctors are loving it, it’s helping with burnout. The financial guys in the office are loving it because I’m going to be helping with quality metrics and meeting your MACRA and MIPS quality measures, helping you get better reimbursement, no late penalties and all this,” but you’re not saying, “I can do this, this, this and this. I learned how to do motivational intervene, I learned how to — I’m a certified diabetes educator, blah blah blah.” You’re not talking about what you can do. You’re talking about what they need.

Tim Ulbrich: Absolutely.

Blair Thielemier: So when you’re thinking about promoting your services, whatever it may be, think about what the result the other person wants to get. So I say if you’re going into that physician’s office, you don’t have a relationship with them, go in with a list of questions because you can’t offer them a solution until you know what their problem is. And I think that’s pretty similar to and can be applicable to most businesses is your marketing message needs to be tailored directly to the needs of the person that you’re hoping to serve.

Tim Ulbrich: Absolutely. And I think, you know, I’m thinking of as you were talking there, you know, Pat Flynn and his podcast, “Smart Passive Income,” and his focus is on providing value, right? You have to know what you’re bringing to the table. You have to know what the problems are before you start to present solutions. And just to build off of what you said, Blair, around pharmacists charging, I think one of the things that I often see is pharmacists tend to undercharge for their services because they don’t yet fully believe in the value of what they bring to the table. And second to that, they don’t fully account for all the expenses that are involved with providing something. They stop often at their salary and say, this is what I make per hour, and this is the value I bring. I think that gets to some of the business aspects of the plan. I’m sure you see that way more than I do with your clients.

Blair Thielemier: Yeah, absolutely, because you do need to take into account, well, I’m going to have to be paying for some other stuff that are benefits given in my job like liability insurance and maybe even health insurance if you’re looking at doing this full-time. So there is a difference in what you’re going to charge as a consultant just to cover those basic expenses. But I also believe in — especially for cash-based services — you’re also pricing yourself and your services based on the results that you’re getting for the person. So you know, for example, when I started looking at what do I charge pharmacists for the academy? It’s what could building a business do for your life in terms of financial freedom, in terms of financial flexibility? And then I want to price it appropriately so that the customer also sees the value because if I was giving this stuff away, then people would not be as invested in, OK, you know what, I’m going to do this. I’m going to take this advice and move it forward. And that’s the same for our patients. If I’m doing a genetic consult for somebody, you know, I charge my full rate because I want them to take it seriously, to be fully invest in the results and what I’m telling them, and then also to commit to making the changes that I suggest in my recommendations.

Tim Ulbrich: So Blair, shifting focus here a little bit, we have — as you very well know — a healthcare system that is moving towards value-based care and payment models. But largely, what I’m seeing outpatient pharmacy — not everywhere, but is really stuck still based on a payment-for-product model. We seem to be caught in this chicken and the egg situation where we want to evolve the role of the pharmacist and be doing non-dispensing care activities and leveraging their expertise, but we seem to be in this vacuum where the payment mechanism don’t support these efforts for a variety of reasons. Simultaneously, we’ve got a growing number of graduates, pharmacies that are cutting their hours, we’ve got automation and technology and Artificial Intelligence and states that are expanding the roles of technicians and other healthcare providers that, to be frank, have prescribing rights but are available at a cheaper cost than a pharmacist. What do you as a thought leader in this space, what do you make all of this? And where do you see you role in addressing some of these problems?

Blair Thielemier: So the new models of care, that’s exactly the reason why I created the Elevate Summit because I wanted to share stories and the experiences of pharmacists who were doing something differently and succeeding in adding a more service-based product into their toolkit, so to speak. So you know, traditionally, pharmacy has always been a product-based business. And I think as we’re seeing reimbursements decline, we need to bring in those service elements because they can be profitable, you can charge cash for a lot of these things, and there are people all across the country that are doing them very, very successfully. So what I wanted to do with the Elevate Summit was to highlight some of these models, you know, one this year I’m in the process of recording interviews for the 2019 summit. This year, I’m interviewing a pharmacist with an all-cash business model — a pharmacy owner with an all-cash business model. I’m interviewing one who brings in an embedded nurse practitioner to do MedSpa stuff. So they’re doing like chemical peels and Botox in the pharmacy. And others, they’re doing diabetes education, they’re doing travel vaccines, they’re doing consultations on health and wellness. There’s so many different things that we can provide. And then to answer your point about there are other people out there that can provide similar services that may be cheaper than a pharmacist. So I hear this all the time. Why would a physician hire a pharmacist when they can just hire another nurse practitioner or physician’s assistant and the billing is so much easier? I mean, that’s a fantastic point. So you know what? I asked one of our physicians that’s joining us on this year’s Elevate Summit that exact same question. And what he said was, “They’re trained in the same way that I’m trained. A pharmacist is trained in a completely different way than the way I was trained.” So what he saw the value of the pharmacist is as bringing in that different perspective in looking at it at a completely different angle whereas the nurse practitioner or the PA, who were trained in the same way, are looking at it kind of from the same lens as the physician. So I think we need to own our expertise in the area of medication management and optimizing therapy. And I also think there’s a lot of opportunities — you know, everybody’s into genetic testing now. It’s like for Christmas, everybody gets like one of the —

Tim Ulbrich: It’s the cool thing to do.

Blair Thielemier: It’s the cool thing to do. One of my friends told me that her aunt and uncle went to a party — they’re from New York — and they went to a party, and the party favor like an Ancestry DNA kit.

Tim Ulbrich: Oh my gosh.

Blair Thielemier: So they all did their DNA swabs and then they had another party later to come back and everybody looked at their results, and it was all fun and games. And I’m like, OK, but did you know that you can actually use that information to make medical decisions about your health? I mean, you can use that information more than just like, oh, that’s cool, I’m 20% Irish or whatever. You can really dig in a lot deeper, and so that’s one platform that I want to promote more this year personally is getting out there and talking about the value that pharmacists can add in helping decipher some of these genetic test results. So I started — after my son was born, I’ll share this quick story. So my son was born in December of 2017, and when he was born, the neonatologist had him under the light and they were looking at him and she was holding him on his belly and kind of looking at the base of his spine, and he has a very, very deep sacral dimple. And my daughter had one too but not near as deep as what his was. And the neonatologist said, if I can’t see the bottom of this, we’re going to need to do an ultrasound to make sure that it’s not open. And so you know, I told her, I said, “My daughter had the exact same thing. She’s fine. There was no neural tube defect or anything like that.” And his was closed too, thank goodness. It was just much, much deeper than hers. So then I’m thinking, I took folic acid my entire pregnancy. What’s the deal? I had actually taken it from the time Aven (?) was born until the time Hoyt (?) was born, so I knew that it wasn’t because I wasn’t taking folic acid. But when I went and did my — it was one of the direct-to-consumer DNA kits, it came back that I had a high risk of Alzheimer’s and Parkinson’s, which actually exists on both sides of my family. My maternal grandmother has Parkinson’s, and my paternal grandmother died eventually of Alzheimer’s. And so in kind of digging a little bit deeper, I started looking at I’ve got this mutation in MTHFR that prevents me from being able to metabolize folic acid into the fat form, and so pretty much the folic acid I was taking wasn’t doing anything for me. But it was also, I went and got a blood test because I’m a guinea pig. And I like to — before I started taking methylated folic acid or anything like that, I wanted to know, what were my levels? What was my homocysteine level? And being able to start tracking that. So I went through with a fine-tooth comb, looked at all of my genetic markers, took them to my doctor. I was like, here’s the test I want. You can imagine. He was a very good sport about it, he was like, OK, I’ll try to figure out what these are and how we’re going to code these for your insurance. And so we did that, and you know, it came back that I’m a homozygous variant for the MTHFR mutation, and you know, I think now how close was my son or my daughter to having a neural tube defect because even as a pharmacist, I didn’t know that this existed.

Tim Ulbrich: And that’s why that party needed a pharmacist there to help them interpret their results. Right? And take some action.

Blair Thielemier: Exactly.

Tim Ulbrich: No, I think that’s a huge opportunity, and I’ve been following the work that you’ve been doing there, which is exciting. So for a minute, I want to talk about the value of having a sound personal financial situation to be in a position to start and grow a business. And I know this is a topic that you talk about with your community members and those in the academy and those that you’re coaching with the belief that really, a financially healthy business is built off the foundation of a financially healthy individual. So what does this mean for you and as you’re working with clients? You know, obviously, I’m sure for everybody, getting rid of all of their debt and everything is not necessarily realistic. What do you use in terms of the advice of getting yourself in a sound financial position that will allow you to take the risks and go confidently into the business aspirations that somebody has?

Blair Thielemier: Well, one question I get all the time is, how quickly will I be able to replace my salary? And so that question is a little bit difficult to answer because it’s kind of like, well, how much do you need? Not how much are you making right now.

Tim Ulbrich: Exactly.

Blair Thielemier: Not how much are spending that maybe isn’t on the necessities. But how much do you absolutely need? And that’s why I said when I lost my job, kind of the first thing that I went to was starting to track our budget because, Tim, this is embarrassing to admit. I didn’t know how much I made each month.

Tim Ulbrich: Yeah. Hey, I was there.

Blair Thielemier: I had no idea.

Tim Ulbrich: Yep.

Blair Thielemier: I knew what each paycheck said, but I had never really sat down and been like, OK, this is how much income I’m averaging each month. And I definitely didn’t know how much I was spending each month. If I didn’t even know how much — I knew a roundabout, but I didn’t know exactly how much I was bringing in each month. And I definitely didn’t know how much I was spending each month. So whenever I was able to take a hard look at those numbers and figure out, you know what, I don’t need to go shopping on Saturday afternoon because it’s raining and there’s nothing else to do and that kind of stuff that I was able that year that Aven was born, I lost my job, to take a $40,000 pay cut and be fine. We were able to now live well below what we were actually spending once we sat down and took a look at it.

Tim Ulbrich: And I think that is great advice. And we’ve talked so much on the podcast about budgeting to be able to determine what are those essential expenses, what to cut if you need to cut, and I think that’s huge for those thinking about some business ventures. They’ll say, OK, what do I actually need to live off of rather than what am I currently making or what am I currently spending each and every month. A couple things I would just add to that is that I think there’s two extremes on this that I’ve seen with the business, you know, some that say, I’m just ready to jump in, and I’m not worried about these aspects of my personal financial situation. And then the other end that says, I want to have everything lined up. I want to be completely debt-free, have a fully funded emergency fund, be on my path towards retirement, all these things taken care of before I jump into business. And you know, I believe that there’s probably somewhere in the middle that is reasonable for everyone. So maybe you look at, OK, I’ve got a plan for debt repayment, I’ve got a solid budgeting process in place. I’ve got an emergency fund. I’ve got the basics around insurance coverage while I’m working towards these other things, but I at least feel like I have a solid foundation so that I can jump into this business with confidence. And I think that allows people to approach their business in a more confident way and take the risks that they need to be taking. Blair, what are maybe the one or two biggest mistakes that you see new pharmacy entrepreneurs making? I mean, what are kind of the common traps that either fell into, probably I fall into, that you often see people that you coach going into? You maybe alluded to one with the idea of the website and feeling the need to start there. But what are some of the other common things that you see?

Blair Thielemier: So I think, you know, you mentioned not having — like some people have to have all of the information before they move forward. And definitely that was something that I probably should have been a little bit more diligent about when starting a business. I knew that I needed to register my business, I needed to have an LLC and all that. But I had no idea how to deal with taxes or any of that kind of financial stuff. So I am a big fan of investing in people that can coach you and help you through the processes like this.

Tim Ulbrich: Agreed.

Blair Thielemier: I ended up — so after my first year in business, I wasn’t doing quarterly estimated taxes or anything like that. I ended up owing about $17,000 in taxes. And it was something that I wasn’t prepared for because I really had no idea how to calculate that. So whenever I say I made just about every mistake in the book, I mean, it’s true. But we were able to come through that and, you know, now I know and hopefully I can help you guys avoid some of these pickles like that. But that would be definitely a big one, which is investing in hiring either a coach or some kind of professional to help you through that. I think once you have a business, you’re past the TurboTax, Do-It-Yourself thing, for me anyway because I will say whenever something is not my strength. And taxes and all of that is definitely not my strength. So I think it’s part of that is, you know, investing in your business. I think you can start a business relatively cheaply, but I don’t think your goal should be to spend nothing. So a lot of times, we’ll spend hundreds of thousands of dollars on our pharmacy degrees and then after that, it’s like I’m not going to pay $50 to do that CE. You know? And it’s like, I think professional development is a huge part of being successful, and this is also going to be a topic you’re going to hear me talk a lot more about this year is professional, personal, career development and what does that look like in order to do it in a way that, like I said, you’re not adding skills in case you need them, you’re adding them when you need them.

Tim Ulbrich: Absolutely.

Blair Thielemier: So as an entrepreneur, I value my time more than it costs to hire someone who is a professional in that space that can just come in and download into my brain, here’s everything you need to know. And if they can do it for me, even better.

Tim Ulbrich: Absolutely. And I think you’ve got to value your time and put a dollar amount to that. And that’s something that I am guessing like you and many other entrepreneurs struggled with at first, but I’m coming to appreciate more and more each and every year the value of depending on people that know exactly what they’re doing, they’re an expert in the space, and they can help accelerate business growth because it’s an ROI on your investment. So let’s talk about legacy for a minute. You know, I look at your vision statement, Blair, on your website, is powerful. It says, “In the next five years, helping hundreds of pharmacy businesses add millions of dollars in revenue and to serve them as an advocate for clinical pharmacy services.” And I think that it’s fair to say that the work that you’re doing today is going to be left behind for others to build upon and for your kids to admire and say, “Yes. That was my mom that did that.” So my question for you is, what do you want your legacy to be?

Blair Thielemier: Oh, I love that. Great question. So you know, it’s definitely — it is about my kids seeing me doing something that I’m passionate about, that I love, that I truly believe, this is my purpose is to bring together all this stuff that I’m interested in, present it to pharmacists as here is a viable financial model for really loving your career again. And you know, we’re being faced with a lot of challenges. You mentioned them earlier, just job market saturation and then AI coming in and maybe we won’t need to be doing the dispensing anymore. So then what are we going to do if not dispensing? We need to create these opportunities for ourselves, and a lot of people say, oh, we need provider status to do that. Well, you know, physicians have provider status, and they’re not getting reimbursed the way that they want to, so I’m pretty sure we’re not going to be reimbursed the way we want to, even if we did get provider status. So I think the opportunity there is to come up with unique things that maybe even exist in the market but that aren’t being done the way you would do them as a pharmacist like the genetic testing, like the health and wellness consulting where you’re counseling people on, oh, if they’re going to use CBD oil, make sure it’s not interacting with some of these other medicines or if they’re going to use this or that supplement or herbal medicine. And it’s a huge opportunity for pharmacists to get into the preventative medicine space, and so my legacy, I really, I want to bring about these ideas for new opportunities. But I think more importantly, I want to give you the skills that no matter what you’re doing, no matter what you’re selling, what business you’re in, you can feel confident in going out and marketing your services and selling them in a way that feels authentic. You know, that’s something I hear a lot of pharmacists say, “Well, I don’t want to feel like a salesperson. I don’t want to feel like sleazy, trying to push my product on people.” And that’s kind of why I said, well, first, before you sell your product to anybody else, you have to believe in it yourself.

Tim Ulbrich: Absolutely.

Blair Thielemier: You have to have bought into it 100%. And I think that this thing that I have can solve your problem and then you present it like that. You know, here’s your problem, here’s what you’ve told me you need, here’s the solution that I’ve come up with that I think will help you achieve what you just told me your issue was. And then when you introduce your price point, it’s kind of like, well, you know — it should be a stretch, your price point should be a stretch for whatever so that they can see the value in it, but it should also be something that they’re like, yes, absolutely. I get what you’re saying. That makes sense. So giving pharmacists that business acumen, I guess, is really my ultimate goal so that whatever it is they’re selling, they can do that confidently and then they can grow their business confidently.

Tim Ulbrich: Yeah, and I think there’s that compound effect where as you’re training and teaching other pharmacists, they’re going out there and impacting patient care lives in a way, in a far greater number and a way than you could ever do yourself. And I love watching that and how you’re inspiring others. And I would also add, I think part of legacy for me — and I think you share this from what I’ve been observing your journey — is the legacy of our children. And I sense a passion for you in teaching your children about entrepreneurship and business and probably at a young age, just the role modeling, but I think that’s something that I’m passionate about, my wife and I share that. And I’m hopeful that that’s something that we can collectively do and thinking about how do we teach and train the next generation, you know, the skills that maybe we didn’t get ourselves or didn’t feel like we received through our formal education. So a couple last questions here that I want to make sure we give our audience insight into. Starting a business — and I alluded to this earlier that we often see the glamour, we see the glory — but you and I both know that it is absolutely exhilarating, but it’s also hard and it’s a grind at the same time. And there are moments that you can feel overwhelmed, there’s moments that you can feel unfocused, there’s moments that you feel like are stressful. And you go through those times of excitement and obviously, you remember exactly why you’re doing what you’re doing. What do you do — what is your process to kind of bring yourself back to that reason of why you’re doing what you’re doing when you’re feeling overwhelmed or unfocused or you’ve lost that focus temporarily. What do you do to re-engage? How do you keep yourself motivated along the way?

Blair Thielemier: So I was thinking about this the other night. So I try to do a meditation almost every night, just to kind of clear my head and think about exactly what you just said, why it is I’m doing what I’m doing. And I’m a very self-motivated person, but I think it’s because I have sat down and I have put together these goals. Like you mentioned, you know, the vision statement on the website. I put that on there to remind myself and to remind others what is my ultimate goal. So do you have your goals written down? Do you know what you’re working towards? A lot of times — so I work with a lot of independent community pharmacies as well as independent consultants who want to go in physicians’ offices. But they will not have kind of a guiding goal. So take health and wellness, for instance, if your big goal is to become a health and wellness destination, you know, maybe some of these other programs, it’s OK to say, “No, I don’t think that’s right for my audience at this time.” And that’s how I do a lot in the academy now is looking at so is this right for my audience? Is this program going to help them move forward with their goals? And then ultimately, advance the profession of pharmacy and help them add millions of dollars of revenue to their businesses? So I think it really is about going back to those goals and staying focused. So in the beginning, it was hard. I mean, but I loved it. I would get up early Sunday mornings and stay up late at night after my daughter went to bed. And I truly enjoyed what I was doing and working on my business. Whatever you choose, make sure whatever business you choose to go into that you’re cool with talking about it all the time because I really feel like I could talk about MTM and entrepreneurship all the time and never run out of words and run out stuff to talk about. And that’s the fire and the passion that you need to be able to bring to your business in order to have the endurance because I mean, it is a long game. That’s why I tell people, don’t build a website unless you have a long-term plan to bring traffic to it. Or don’t start a podcast unless you have a long-term plan to continuously upload episodes.

Tim Ulbrich: Yeah, and that passion comes through in what you do. And I think it’s contagious and really allows the success that you’ve had and the academy members and drawing people to you. So before we talk about the academy and the virtual summit here to wrap up, how about a book and/or a podcast recommendation for our audience? Something that’s inspiring you, that you’re pulling from, that’s motivating you, that you think would be valuable to our community.

Blair Thielemier: Oh, so next up on my read list — I haven’t read it yet — is “Mindset” by Carol Dweck.

Tim Ulbrich: Heard of that.

Blair Thielemier: Yeah. So I’ve listened to her on a couple podcasts, and I really like what she’s doing. So mindset is a huge, huge issue for people. So one of the things that held me back in the beginning was I was afraid to one, to market myself as an expert, so to speak, in the field. And then two was I was worried what other people would think of me. I would put out a video, and instantly be like, should I take that down? You know? Because I was worried, what will my colleagues think? What will my husband’s friends think? What will all these people think? And you know, and occasionally, people would say to me, “Oh, I watched your video, but I didn’t understand what you were talking about.” And so, I would just kind of, “Oh yeah, you know, well it’s because it’s for pharmacists. You’re not my target audience,” obviously, but I think having the mindset of like I’m going to do this for me, whether or not anyone else is listening, that was really kind of the what I needed to hear in the very beginning, and I heard that from my business coaches and my mentors of saying, “You know what, just keep doing what you’re doing. You’re going in the right direction.” Even when other people were saying, “I don’t think pharmacists would pay for that. I don’t think they’re going to join your course. I don’t think they’re going to pay a monthly fee for business coaching from you.” And I still hear it. I still hear people say, “Oh, I think your course should be lower so students can join,” or “I think your course should be higher.”

Tim Ulbrich: They would be saying the same thing if it were a third of the price, right?

Blair Thielemier: Exactly. So it’s a lot of like just listening to yourself, and if you’re comfortable with it, I think just pick a direction, pick a number, and go with it. You can always change and reiterate later. But I think that was a big part. So the “Mindset” book by Carol Dweck I think if anyone wants to chat with me about it, I’m going to have lots of time for reading here coming up as we’re headed to South Africa, so it’s going to be a very long plane ride. So I’m getting my Audible and my podcasts cued up.

Tim Ulbrich: I look forward to reading it. Mindset is my personal mission for 2019 for all of the reasons that you mentioned. And I think similar to you, as I look back to my business journey and even just personal life, you know, whether it’s places stumbled, mistakes that I’ve made, if I wouldn’t have confidently taken the step to put myself out there, I would have never made those mistakes, which every one of those has been a learning opportunity, which has resulted in something else being better that I can bring better value to our community. So I think having the mindset around how you may go into certain situations, mistakes that you’ve made and looking at those as opportunities to continue to grow your business. So let’s finish up here, the Elevate Virtual Summit coming up May 8-12, 2019. Our listeners, I hope you’ll be there, great content planned, as Blair mentioned. You can get your free ticket by registering at ElevatePharmacySummit.com, and we’ll make sure to link to that in the show notes. And Blair, just for a minute, the Pharmapreneur Academy, I referenced that in our introduction, our listeners can go to YourFinancialPharmacist.com/academy, and they can use the coupon code YFP50 to get $50 off their first month. But tell us a little bit more about what our audience can expect if they were to engage a little bit more in that academy.

Blair Thielemier: So the academy, as I mentioned, is the e-course I built based on our one-on-one coaching program. So I created the MTM consulting program as the base of the academy. Since then, I have continued to build on new trainings and new modules. We go from very beginner stuff like should I get an LLC? Where do I find liability insurance? You know, how do I cold-call my potential clients? OK, they said yes. Now they want me to implement annual wellness visits in a primary care clinic. What do I do next? Or OK, now I want to do cash-based genomic consulting. What should I do with that? So the e-course, it builds on itself, and it goes from the beginner stages up through much more advanced content. So it’s a self-paced e-course. You can log in, get instant access. If you use the coupon code YFP50, you’re going to get $50 off the first month. And so you can cancel that anytime. It is a recurring membership, but we don’t hold anyone hostage. So you come in, go through the e-course, use the forums. The forums is where, you know, a lot of our members say is their favorite part of the academy because they ask questions, they get feedback not only from me but from the other pharmacists in there, so we’ve got about 150 pharmacists that are in the academy. You know, it’s not like a forum if you’re part of one of your national organization’s forums that you ask a question in the forums, it may or may not get answered. Or you may not get the answer you were actually looking for. These forums are monitored every single day by me and my team, and you are guaranteed to get an answer from one of us. So that’s where we kind of do our daily group business coaching. And then we also have a monthly member call the last Tuesday of every month, it’s a live Zoom call, like a video conference call that everyone who’s a current academy member can jump on, sometimes we bring guest experts like you, Tim, in to talk about –

Tim Ulbrich: Looking forward to it.

Blair Thielemier: Yeah, to talk about like financial, getting your financial foundation under you or in January, we brought in a sales coach, the sales maven Nikki Rausch, so whatever it may be, we kind of sometimes bring in guest experts, sometimes, we just do a Q&A, sometimes, I’ll do a special training. It really depends on feedback from the academy members. And that’s something that I’m big on. I probably ask for feedback maybe too much, but I really want to continue to build and grow the academy, and I do that by listening to what our members are telling me that they need.

Tim Ulbrich: Awesome. So again, that’s YourFinancialPharmacist.com/academy. YFP community members can get $50 off their first month by using the code YFP50. Blair, this has been fantastic. I’ve enjoyed this, looking forward to collaborating in the future. And thank you so much for your time and coming on the show.

Blair Thielemier: Thank you for having me.

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