Meet the team: Erin Clayton, Data Engineer

 

What do engineering and Muay Thai have in common?

A lot, says WELL data engineer Erin Clayton. Both require discipline, structure, and repetition before you can put them into practice.

Before joining the WELL team, Erin taught computer science at an all-girls school in LA. Now, the Central Coast native combines her love of technology with a deep passion for improving people’s lives.

What did you do before coming to WELL?

I taught at an all-girls private school in LA. It was a very liberal, feminist school, which was really cool and super empowering. I started there six months out of college teaching everything from seventh grade life science to high school computer science.

I realized they didn’t have a solid computer science curriculum, and it’s a hot thing in education to teach. I had taken a few classes on coding in my undergrad, but I realized I needed to learn more. So I started teaching myself and taking classes online. Eventually, I built out a full computer science curriculum for grades six through 12. This was over the course of three-and-a-half years. I was and still am super passionate about empowering girls in computer science.

How was the school an empowering experience?

In a co-ed classroom, often girls are not speaking up. They’re not sharing the more profound ideas — the ideas that they definitely have in their heads. At an all-girls school, all of those walls are down when they’re in the classroom. You’re able to get into deeper learning because they aren’t afraid to say the wrong thing in front of boys.

What are you most proud of from that experience?

Honestly, having some of my former students go on to major in computer science really made me so proud. If I hadn’t been there with them, perhaps no one would have taught them these things. Knowing that I could in any way help them towards that is awesome. Even if they didn’t go on to major in computer science, the skills they learn, the logical thinking they learn from it, could help them in college and beyond. That just makes me really proud.

What brought you to WELL?

After teaching in LA, I wanted to move closer to my family. I grew up in Carpinteria, and all of my family is still in the region. I had seen WELL on LinkedIn and thought it was a really cool piece of technology. I saw a position available as lead technical support and thought it was a good fit given my experience in teaching computer science. I have both the technical expertise and the ability to communicate complex concepts with a broad audience. And, I genuinely like helping people out.

What about the WELL technology piqued your interest?

I hate going to the doctor, and I hate trying to book an appointment. I hate the whole process. Any piece of technology that can make it easier, I was all for. I’m a relatively healthy person, but I literally don’t go to the doctor because of the inconvenience of all of it.

What was it like on-boarding at WELL?

Within three days of getting my computer set up, the software, and all of the access I needed, I was already on the phone and helping customers. It was literally test as I go and answer questions immediately, which was good. I learned the product super quickly. Within two months I felt like a product expert. That felt pretty good.

You started in tech support but moved to the engineering team, what was that like?

Last November, even though I was still on the CS team, Thor gave me a few tasks to see how I would handle them. The goal was to eventually move me over to the engineering team. I was essentially tackling two jobs at once.

In April, I moved fully into an analyst position. And soon we realized we needed more than me on the team. Now we’re hiring for a data analyst, and I’ll focus on the platform and helping internal teams use the tool.

What are you excited about in your work right now?

I’m excited about getting our analytics to a place where we can do predictive analytics. For example, we could focus on a patient who consistently confirms their appointments at the seven-day mark but then consistently no-shows, and set up automations to reach them. A final push to really get them in to receive the care they need. We’re working toward that point. I’m really interested in data science.

As a woman, what is it like for you being a minority in tech?

When I was in my undergrad at UCLA studying materials engineering, it was obvious I was a female in the classroom. My experience was one reason I didn’t go straight into an engineering job out of college. I was really turned off by the environment. Most men were fine. They were not treating me any differently than they would another man. But there were always enough men who did treat me differently as to make it uncomfortable.

For example, as a woman in a group project, you would receive more questions about your idea than guys would. What would be even worse is that some other women acted the same way — they wouldn’t question other guys but they would turn on the other women. It was challenging.

How has your experience at WELL influenced your perspective?

When I came to WELL, I was really concerned. I wondered whether the other engineers would trust what I was saying. Would I have to prove myself? Initially I felt as if I needed to have all of the facts to back up any statement, but it was not due to pressures from within the company.

Now, I’m at a point where, the other day, for example, I was on a call with several other engineers on the team. We were discussing a potential issue and a colleague posited an idea that was incorrect. I interjected and corrected the idea, which went over just fine.

What’s great about this engineering team, even though there are only three women, is that everyone has trust in each other and in their opinions. If I’m in a discussion with other engineers, I don’t have to keep proving myself.

What do you do in your free time?

If you had asked me when I was 20 if I like martial arts, I would have told you absolutely not. But I started doing it when I started dating my husband who’s a personal trainer. I started with strength training and moved into Muay Thai. I just fell in love with it. It’s given me so much confidence that I can carry into every part of my life.

Something I like to tell myself if I’m going into a meeting that’s making me a little nervous is “Erin, you let people punch you in the face for an hour straight, nothing will be as harmful as that.” So going into a meeting where someone hurts your ego will be nothing in comparison.

Also, I’m not afraid to walk around at night. I’ve gained so much more confidence in myself and protecting myself, for sure.

I’ve had four Muay Thai amateur fights. I work out five or six times a week for an hour to two-and-half hours each evening. It usually involves running for a few miles a few times a week and sparring with people a few times per week. The rest of the training is literally the repetitive work of throwing the same punches a hundred million times. That’s the only way to get better.

Is there any crossover between fighting and engineering?

In Muay Thai, you practice a jab, you practice a cross, and you practice various combos over and over and over again on a heavy bag or with someone who’s holding pads for you. But that doesn’t mean you know how to fight. You get better at fighting by putting those pieces together when you’re sparring. Then, if you want to compete, you just have to have those pieces ingrained in you. It has to be subconscious at that point, so you can throw that stuff without even thinking.

With engineering, with coding especially, you learn all of these specifics, like how to write a four loop or how to write a function or how to do all of these basics. As in sparring, you practice by putting those pieces together and writing full programs. But, you don’t really know or learn until you’re putting that stuff into production and other people are using it. You need to be able to do all of these basics without thinking so that when you’re putting something into production you know you’ve done your best.

Meet the Team: Kendall Martin, Enterprise Account Executive

 

With a masters degree in relational communication and psychology, Kendall Martin never imagined she would be in sales.

But, the newly promoted Enterprise Account Executive discovered that helping WELL clients solve business challenges and improve the patient experience is a perfect fit.

Find out how the Santa Barbara transplant is adjusting to life on the coast, her work on diversity and inclusion at WELL, and the 10-mile charity race she’s running in October.

What did you study in school and what were your career ambitions?

I went to grad school in Chicago at DePaul and got a masters in relational communication and psychology. I focused on interpersonal relationships and attachment theory because I wanted to be a therapist.

Once I started diving into what that meant, I realized that I wanted to get out into the workforce for awhile and get some life experience. You can learn things in academia all day long, but if you want to relate to people and help them with challenges or struggles in life, it helps to go through them yourself.

What attracted you to WELL?

I come from a long line of people who have spent a lot of time being sick whether in hospitals or with chronic conditions. Everyone in my family has some form of autoimmune disorder, myself included. So for me, it was really important to do something that was making a difference in people’s lives.

When I researched companies in the area, I discovered WELL and instantly fell in love with its mission. It’s really innovative and I loved the startup culture. WELL offers a unique way to make a difference and do something meaningful, where I could have an impact immediately.

How did you end up in sales?

I never thought I would be in sales. I really wanted to use my degree in some way and thought that sales wasn’t the way to do it. But what I came to find is that once you get someone to answer the phone — that’s the first challenge — you can actually have conversations in a genuine way and understand how a practice is structured, what their challenges are, and what they need.

I’ve always approached my job really trying to understand what a client needs and considering ways WELL can help. Sometimes I discover that they really should start with another approach before implementing a new technology — so I’ll tell them that, too. Ultimately, I really do care about my potential clients succeeding.

How does your own health experience influence your work?

I have Celiac disease, so obviously I’m gluten free, but the disorder comes with a lot of other dietary restrictions and challenges. I always put myself in patients’ shoes when I’m talking to potential customers. I’ll visit their websites as if I were new to the area and wanted to find a new provider or to schedule an appointment. I’m thinking, how easy would that be? I’ll call and just see how long I have to wait on hold. If I were a new patient and I had to wait on hold for 15 minutes, which is pretty common, I would hang up.

Tell me about the new position? What are you most excited about?

I’m excited to have ownership over my opportunities and my processes. My success or my failure is directly related to the effort that I put in.

I took a huge chance in applying because I’ve only been in sales at WELL for a year and a half. It is going to be challenging, but in a good way. I’ve spent my entire time at WELL learning. I sit in on implementation calls, work closely with others to build my product knowledge, and invite the CEO and SVP of Sales to sit in on my calls and offer feedback.

I always asked for feedback. I ask, “What should I improve on?” That’s how you get better at anything. In tennis, for example, playing against someone who’s better than you elevates your game. I know I’m not going to improve unless I have people who are more experienced sit in and tell me what I should be doing differently. Jamey, Alex, and Andrew have been instrumental in that process.

What do you like about Santa Barbara?

I love it! I’m never leaving. I lived in Chicago for eight years, and one winter I went on vacation to Hawaii. When I touched back down at O’Hare, I walked outside, and it was just freezing. Immediately I burst into tears and said, “I just can’t be cold anymore!”

I finished grad school in June, and my boyfriend, Matt, found a job in Santa Barbara. We drove out here and said, “We’re never leaving!”

It’s everything we hoped it would be. It lives up to its reputation and fits with the lifestyle we are trying to lead — you can be outdoors, you can go hiking, you can go to the beach, and you can drive a couple of hours to go skiing. I have found that the people here are really friendly, too.

After about six months of living here, we bought a house, so we’re planted.

What do you do for fun?

I always hate this question because you realize how boring you are. We do a lot of outdoor stuff, play tennis, and go to the beach on the weekends. I’m a big wine lover, so I like to try new wine tasting rooms. There’s a great music scene in Santa Barbara, too, and we have a lot of friends who are in bands, so we go see them on the weekends. We also go to the beach with our dog, Layla.

Tell me about the race you’re running in October

My brother-in-law was in the 82nd Airborne Infantry and was killed in action in Afghanistan in 2007. My sister and I and a few of his really good friends run the Army 10 Miler every other year to raise money in his name for the Fisher House Foundation. Over the last 13 years, our group has raised over $26,000 for them. A Fisher House is like Ronald McDonald House for military families. It’s all free and military families can stay in Fisher Houses while their family members are recovering from injuries in war. They’re a fantastic organization!

Anything else you want people to know about you?

I lead the Diversity and Inclusion Team at WELL. We really try to focus not only on highlighting issues but also talking about how we can improve. For example, we are working to diversify our applicant pool. We’re also asking, “Where in the process are we either hiring or losing diverse applicants?”

This is the perfect time in our growth to be addressing diversity and inclusion. Once you grow to a certain size, it’s difficult to backpedal and start to be intentional and thoughtful. Every month we have more women and people from diverse ethnic and religious backgrounds applying and actually getting hired. That’s a win!

We’re also working to be intentional about being involved in the community, such as volunteering together with United Way and the Boys & Girls Club. ♥

Meet the Team: Grant Lilya, Client Success Advocate

 

It’s not hard to find Grant Lilya at WELL. He’s the one with the Hawaiian shirt and checkered Vans.

The festive attire matches his personality. “I’m always extremely upbeat,” he says. “I’m never really bogged down — if there are issues, there’s always going to be a solution.”

That’s a good quality for someone in Client Success.

Learn how Grant came to WELL, why he loves his job, and life lessons he’s learned from rowing and teaching kids with special needs to surf.

What attracted you to WELL?

I was a bio major in college and had always wanted to go to medical school. I actually took the MCAT the summer of 2017. In 2018, I was at the career fair at UCSB, and ran into Sam Jo, WELL’s CISO, there. WELL was the only booth I went to that day. Soon after, I joined the company and started in operations, primarily in finance and recruiting.

But my passion was really to be engaging with our clients, so I knew that I wanted to be on our client success team. I wanted to connect with WELL’s mission-driven value.

Now as Client Success Advocate, I’m managing relationships with many of our clients, and helping implement the WELL platform to our new clients. I’m taking the handoff from sales, getting clients live, and watching them start to actually use the product.

What turned your head from medical school to the business side of medicine?

Working at WELL right out of college exposed me to the fast-growing industry of clinical communications and got me excited about a different side of healthcare. While my initial goal was to work in clinical medicine, in my current position I feel I have an immediate impact on many patient lives. That is rewarding.

I’m excited to come to work every day because our team strives to make going to the doctor as easy as meeting up with a friend.

What else did you pursue while in college?

I was a varsity athlete on the UCSB rowing team all though college. I had played water polo for six years prior to going to UCSB and thought I would continue to play through college. However I was recruited onto the rowing team and did that for four years. We won the ACRA National Championship Regatta in Gainesville, Georgia in 2017. It was the climax of my rowing career. Jake Halsey, the recruiter here at WELL, was in my boat also. We beat over 50 other crews from around the nation.

Through rowing, I learned about commitment, responsibility, teamwork, and collaboration. I have been able to implement that here at WELL with what I’m doing with my clients and my internal team..

Where did your passion for helping others come from?

I grew up in San Diego in Pacific Beach and worked for five years at Mission Bay Aquatic Center teaching kids to sail, surf, and wakeboard. Specifically I worked one-on-one with kids with special needs. The program was called Kids Included Together, so I was a KIT counselor.

I worked with kids who had cerebral palsy, down syndrome, and severe autism. It’s a rare program to find a summer camp that includes kids with special needs in the same groups as other kids. Anyone with special needs goes through the exact same activities, plays with all the other campers, and is never excluded. I got to give my full attention and energy to one camper every week. That was really rewarding!

I got to see kids develop and grow from being scared, timid, and having difficulty interacting with other kids, to a couple years later, they’re really comfortable playing with other kids, and they’re not afraid to jump into the ocean, let alone go stand-up paddleboarding on their own!

So I got to give them that bond with the ocean. With some kids, it would take years to get them to want to go into the water. I knew I was making an impact when my campers would start to push me into the water and ask me to stay in the water longer with them. That was really fun. I’m super passionate about this, if you can’t tell.

I still get text messages from parents asking if I’ll be there to be with their child.

Do you remember any particularly meaningful moments? Any particular kids that stand out to you?

A super rewarding time was I was with a camper who didn’t like going in the ocean and didn’t ever want to surf. He really only wanted to play inside. Over the course of many weeks, I was able to get him to stand up on a surfboard for the first time, which was just fantastic. His parents were there to see that. That moment was unforgettable. There was a smile on his face that was cheek to cheek. It was the highlight of his summer.

Just to see him overcome that barrier, to just be open to being vulnerable, was a huge step in his development.

How does this experience translate to your work?

I’m a pretty positive and very warm and welcoming person. And I’m always extremely upbeat and never really bogged down. I don’t get worried over things here. If there are issues, there’s always going to be a solution. It’s made me very solution driven and solution oriented. What I’ve done in the past has allowed me to enjoy my time. I’m really lucky to be doing what I’m doing and working with an amazing team.

What else should others know about you?

(long pause)

I hate talking about myself because I’d rather learn about others. I will say I have an amazing family, and we all love the band KISS.

Well, you wear Hawaiian shirts often, right?

I’ve been doing “Aloha Fridays” since my freshman year of high school. So every Friday I’ll bust out a Hawaiian shirt. I think I’ve gotten a lot people at the company on board.

I’m a huge fan of the checkered Vans. Been rocking them for a long time. You can find me in the office any day wearing them.

What do you do for fun now?

I love working out. I’m still rowing. I got to row with NY Athletic Club last year at the Head of the Charles Regatta, which is one of the largest international regattas in the world. They’re a really high-end club program. I also volunteer as a coach with UCSB rowing team.

What do you love about working at WELL?

All of my coworkers. I love what we’re doing, the impact I’m having on millions of patients. I love how if you have an idea, it can be implemented here at WELL. There is freedom of thought. Everyone has an open-door policy. If you need to talk to someone on the WELL team, you’ll get that time with them. Whether they’re the CEO or an intern, everyone is always open to a conversation.

And, you can’t beat the product — it’s amazing. It’s nice working for a team where the product backs up the mission statement.

I also don’t mind having a bar in the basement.

Where do you see yourself going with your team and with your career?

I’m in it for the long haul. The Client Success team has tripled in size in a quarter, and it will be really interesting to see what happens in the next year. In an ideal world, I’d love to see us continue to grow as a company. It’s fun being part of this roller coaster.♥

Meet the Team: Stephanie Trujillo, Integration Engineer

When WELL’s integration engineer Stephanie Trujillo works late nights and weekends, she says it doesn’t feel like work.

She opened up with us about where this passion comes from, what she does when she’s not working, and how she launched a thriving healthcare initiative in Panama.

You grew up in Panama, what brought you there and now back to the United States?

My dad and all of his family are originally from Havana, Cuba and my mom and all of her family are originally from Panama City. They grew up in an era when socialism was pretty heavy in Latin America, and they both had this desire to have a more peaceful life. They moved to the US in the 1980’s, and I was born here.

When I was two, I moved to Panama and was raised there by my grandmother. At 14, when I was approaching high school, my family and I decided it probably made sense for me to return to the US. I had to adapt to the language, to the culture, to the food, and to the weather. For the first time I saw snow. That was challenging but exciting at the same time because I was constantly learning and life became like an adventure.

What did you do before WELL?

My educational background is in biomedical engineering. I went to North Carolina State University where I was introduced to the blend of technology and biology. I was really passionate about finding work that combined both fields. So I began as an integration engineer at Epic. It really introduced me to both the inpatient and outpatient workflows that we now find very helpful at WELL.

After two years at Epic, I joined competitor AllScripts as a manager of software applications supporting a non-profit hospital and its two outpatient centers in Northern California. I had the opportunity to manage not just integration but also the clinical, business, and financial workflows and implement software applications to improve processes around patient care.

How did you find WELL?

One day a doctor came to me and said, “I have a friend who works at the hospital down the road, and they use secure texting. Why don’t we have secure texting here?”

I started doing some research and landed on WELL, which is pretty unique. It was the first time that I was exposed to a product that approached patient communication and engagement in the way that WELL does that, which was pretty exciting. While doing my job, I ended up finding my passion.

WELL had an opening as an integration engineer and I submitted my interest. It was a really scary decision because I had a really good job and was in a stable situation, but I knew I really need to be part of this. I accepted the offer and two weeks later my fiance and I relocated to Santa Barbara. That was 15 months ago. It’s been quite an adventure since then.

Tell me about the adventure.

At work, I’ve been able to see the team grow from maybe 20 people to 60 now. With growth comes challenges, such as being able to adapt to change very quickly and being able to deliver things as fast as possible and in the highest quality that you possibly can. That means sacrifices, such as long hours, early mornings, and working weekends. But you do it because you are passionate about the work that you do. You don’t often see it as work — you see it as something you really like doing and you just want to keep doing it.

What’s your favorite part about working at WELL?

The energy and the passion people put into the work that they do. People take a lot of pride in the work that is done. The quality of the people is very high. That’s very difficult to find. In any department here, you find people who are very good at what they do and more importantly very passionate about the work that is done.

What do you do outside of work?

One of the exciting things about moving here has been just enjoying the nature of Santa Barbara. The Bay Area is beautiful. It has amazing things. It’s also very chaotic and very stressful to try to commute anywhere, whereas working in Santa Barbara, you’re sort of in this little getaway space where you find lots of fun things to do.

One of the first things my fiance and I did was to get motorcycles. We liked to go to the canyons and just ride around Santa Barbara on motorcycles, which eventually led me to an accident. I broke my leg and my knee, and I needed to get everything fixed and replaced pretty much. This led me to be out of the office for three months, where I was mostly working remotely.

I’m still in recovery mode. I have to follow physical therapy instructions.

Are those delivered via WELL?

No, they’re not, unfortunately. They’re on paper. They print them and hand it off to me. The recovery is up to 24 months.

Since motorcycles are out, what do you do now?

Monday through Friday after work you’re going to find me at the gym doing strength training and boxing. Weekends have really been everything outdoors, like hiking. I spent three months where I couldn’t walk — once you have that experience, you sort of learn to value the little things, such as walking.

What are some of your other passions?

Soccer is sort of my religion. I can’t play soccer right now because I’m not allowed to kick the ball. I follow La Liga, the first division league in Spain and the Premier League in England. While I was in college, I traveled around Europe to watch as many soccer games as I possibly could.

I used to play semi-professional soccer all the way to college. I competed in the Junior Olympics for Latin America in soccer. But I played under Panama, and not the United States, which is something my friends feel very strongly about, because when you have dual citizenship you can choose which one you go for. We spent a few months during the summer training in Toronto and playing and losing every game.

Did you have fun though?

Absolutely, I had a lot of fun.

You’re engaged, when do you plan to get married?

We don’t have a set date, but we’re shooting for June of 2020, and we want to have a destination wedding, like a very private small thing, something that fits us — mostly the beach and salsa dancing. So we’re thinking maybe Puerto Rico would be a good place for us.

Anything else we should know about you? Fun facts?

Many years ago I began working on healthcare reform in Panama — it’s pretty fascinating because it’s now become a reality. Sixty percent of the population in Panama comes from an indigenous background, and they are very autonomous. Because of the local culture and how remote some of these places are, one of the challenges is the lack of proper education and proper healthcare. Me and some friends started working on reform a few years ago and now it has been officially approved and budgeted by the Panamanian government to provide universal care to these communities — simple things like vaccinations, vitamin supplements, and healthcare centers for checkups, especially for children.♥

Meet the Team: Tom Sims, Inside Sales Manager

 

It’s Monday morning and Tom Sims, our inside sales manager, is sidling up to you.

The first words out of his mouth—we can almost guarantee this—are going to be “How was your weekend?”

He expects a detailed answer. Then, and only then, will he tell you what he really wants.

We caught up with Tom shortly after his one-year anniversary at WELL—where he’s built an unstoppable enterprise team—to ask him the secrets of his success, his proudest achievement, and his advice for newcomers to the business world.

We forgot to ask about his weekend.

What’s your role on the WELL team?

I oversee the team responsible for creating pipeline—the top of our sales funnel—which feeds account executives high-quality opportunities to close business.

The business development team is our organization’s boots on the ground. It’s almost like a sourcing and filtering mechanism for the marketplace, so we’re able to communicate with anyone who could potentially benefit from WELL.

How did you get there?

I actually started at WELL as a business development representative. I came into the position with some solid experience in sales, so it was at best a lateral move from my previous role. But I was so passionate about WELL, and there was so much opportunity to contribute and add value, that it was a really easy decision.

I was able to be successful in the job and set up some really good opportunities, so I was promoted to head of the business development team. At the time, I only had one representative to manage, and we scaled up from there. It’s been a wild ride.

What’s new in your life?

I’m getting married in May! However it won’t be much of a traditional wedding—we’re having a small ceremony at a nature preserve and then a little shindig at our house after. And I’m a recent homeowner, that’s a big one.

What’s a typical day in the life?

Step one when I come in in the morning: I’ve got to get my hands on some caffeine. (The coffee doesn’t stop until about 3pm; that’s when I transition to kombucha.) Then I can make my rotations around the office, say hello, ask about people’s weekends—I know I’m famous for asking this, but I’m genuinely curious.

From that point, each day is a little different. I tend to be hyper-productive in sprints during the day, so when it’s time to grind it out and get a lot of work done, I have to really optimize it. Then there’s typically a combination of one-on-ones with my team, sitting in on demos, call coaching, that kind of thing.

If the energy’s getting low or someone books a demo, I’ll get down on the ground and do a few push-ups to keep the blood flowing. Ultimately, I spend my day making sure that my team is happy and they’re able to be successful.

Where can we find you when you’re not at WELL?

Santa Barbara is a pretty awesome place with no shortage of fun to be had. Maybe the beach on Saturday and the links on Sunday. Or maybe vegetable gardening while listening to my favorite podcast (right now it’s Stuff You Should Know). I’m convinced I have a natural green thumb, but I’ll have to grow more than a few succulents before I’ve earned my stripes.

Or I’ll play some billiards at the local watering hole, Elsie’s. Scoundrels only.

Your top pet peeve (or three):

Verbosity. People like the sound of their own voice, and there’s an epidemic of people saying things in ten words that could be said in three. People waiting to talk as opposed to listening. Having conviction without having gone through the mental exercise of validating your belief. Mind you, I’m guilty of all of these.

Proudest achievement, personal or professional?

For me, college was a really big one. I was never really a great student: I got through high school with straight Cs, went to a community college, ended up leaving the country, traveling and working abroad with minimal hope of going back to school. It was one of those things my peers had done that I never had, even though I knew it had a lot of value.

Long story short, I ended up graduating from UCSB. I had something of an academic awakening: I discovered that I had a real affinity for academia and for learning.

The people you admire most are:

There are so many badass people in the world, there’s no shortage to admire. Without naming anyone specifically, I really admire “doers.” It’s one thing to have the capacity or the potential to do something, and an entirely different thing to actually do it.

What advice would you give to someone starting out in the field?

Don’t be discouraged by rejection. It’s part of any job, especially sales. If you didn’t get your dream job or you never got an email back, that’s the best time to get scrappy and be persistent. ♥

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