Sandy and Albert are a married couple from Toronto, who are both authors and keynote speakers. In this podcast, couples can learn how to support each other to help them achieve their dreams and goals. Sandy’s award-winning newly published book is called The Money Master: Inside Secrets On How To Make Your Money Grow and Stay Safe which focuses on helping female millennials create wealth through investing. Albert helps healthcare sales professionals generate $1 million in sales within one year.

• CEO Hack: Collaboration and pre-scheduling activities through Google tools
• CEO Nugget: Be mindful of how you spend time with people
• CEO Defined: Motivating the next generation

Website: http://www.healthcareheroes.co/

Sandy Yong
Company: The Money Master

Book Website: wwww.themoneymasterbook.com

Linkedin: https://www.linkedin.com/in/sandyyong1/
Facebook: www.facebook.com/themoneymasterbook
Instagram: www.instagram.com/themoneymasterbook
Twitter: www.twitter.com/MoneyMasterBook
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Albert Ho
Company: Healthcare Heroes
Book website: www.checkmatebook.ca

https://blackcardbooks.com/authors/albert-ho/

Linkedin: https://www.linkedin.com/in/albertho/
Facebook: https://www.facebook.com/checkmatebook1/
Instagram: https://www.instagram.com/checkmatebook/
Twitter: https://twitter.com/checkmatebook1

FULL INTERVIEW

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Transcription

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00:22 – Intro

Do you want to learn effective ways to build relationships, generate sales, and grow your business from successful entrepreneurs, startups, and CEOs without listening to a long, long, long interview? If so, you've come to the right place. Gresham Harkless values your time and is ready to share with you precisely the information you're in search of. This is the I AM CEO Podcast.

00:49 – Gresham Harkless

Hello. Hello. Hello. This is Gresh from the I AM CEO Podcast. I have a very special guest on the show today. I have Albert Ho of Healthcare Heroes. Albert, it's awesome to have you on the show.

00:58 – Albert Ho

All right, thanks Gresham. Looking forward to a great conversation.

01:02 – Gresham Harkless

Definitely looking forward to having a great conversation with you as well and hearing about all the awesome things that you're doing. And before we jump in, I want to read a little bit more about Albert and his wife, Sandy, so you can hear a little bit more about what they do. Sandy and Albert are a married couple from Toronto who are both authors and keynote speakers. In this podcast, couples can learn how to support each other to help them achieve their dreams and goals. Sandy's award-winning newly published book is called The Money Master, Inside Secrets on How to Make Your Money Grow and Stay Safe, which focuses on helping female millennials create wealth through investing. Albert Health's healthcare professionals generate $1 million in sales within one year. Albert, are you ready to speak to the I AM CEO community?

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01:43 – Albert Ho

I am definitely ready.

01:45 – Gresham Harkless

Awesome. Awesome. Awesome. Well, let's do it then. So they kind of kick everything off. I wanted to rewind the clock a little bit here a little bit more on how you got started. Could you take us through what I call your CEO story? We'll let you get started with the business.

01:53 – Albert Ho

Sure, Gresham. So I am a, I started my career actually as a medical secretary. And so I did that for a couple of years. And then I'd always had an interest to go into nursing school so I became a registered nurse and I was working in a hospital here in Toronto after a few years I started getting involved with larger and larger projects and I started working as a project manager so again to use those skills to you know make the healthcare system better.

I also got involved with a medical device business. And that was sort of the inkling when I felt that there was basically a gap in, you know, how do you sell to doctors? And that's why I wrote that book, Check Me In How to Win the Sales Game, which you just mentioned, which was just published this year. And that was one of the things people told me I was good at, I was good at sales. And that's why this book is specifically targeted to pharma sales reps, and medical device sales reps to help them become better in sales.

02:51 – Gresham Harkless

Awesome, awesome. Well, congratulations on publishing the book and it definitely sounds like, you know, you said you saw a gap. It sounds like from your experience, it allowed you to kind of see without maybe even looking for a gap. And then once you see that something doesn't exist, you're able to kind of fulfill that gap.

03:07 – Albert Ho

Yeah, exactly.

03:08 – Gresham Harkless

Yeah. Awesome. Awesome. So I want to drill down a little bit deeper here on how you serve the clients that you work with. Could you take us through more of that and explain how that process works?

03:17 – Albert Ho

Perfect, yeah. And because I was actually a medical device sales rep myself, I was thinking at that time, well, I wish there was a book to help me. And, you know, it's sort of, I have a sales process that I teach to people that are in the healthcare industry. So I think sales, selling to physicians is sort of one aspect of it. So I am very surprised that the people that work in pharmaceuticals or medical device sales, and actually don't know much about the healthcare industry. So this is sort of my way of sharing my expertise in terms of who the key players are, how to connect with physicians, how to speak in sort of their language, and how to promote your product or service, whatever it may be.

It could be a new medication, a new medical device, or new software. Those are the types of clients I typically work with. And so I do a bit of one-on-one coaching and consulting as well. There's sometimes companies hire me for a company, I believe they're in the US that wants to penetrate the Canadian market. So it was a physician scheduling software. So those are the types of things I help with. And then now I'm also trying to branch more into keynote speaking because I was getting asked to speak to different types of audiences. So it's mainly I would say healthcare providers that work in hospitals, governments, and then pharma sales reps. Obviously those are the 3 kinds of groups I speak to now.

04:35 – Gresham Harkless

Nice, that's definitely awesome. And of course, when you have a, you're becoming a subject matter expert or you showcase yourself as one, which might be a better way to say it, you get that opportunity to kind of speak to more and more people wanting to, people wanting to kind of get as much information, you know, from you as possible. I don't know if you found this, but I almost feel like from a sales perspective, it seems like the consumer is so much more informed and knowledgeable, that It's definitely to your benefit to know more about the industry so that you can speak to and in their same language, so to speak, so that you're actually communicating and providing a solution.

05:10 – Albert Ho

And I found that that's one of the tricky things in healthcare, the industry is changing so quickly. There are always new medications coming out. I'm sure you've heard about the new COVID-19 vaccine that just became available. So this is all very brand new. And people don't know how, and even physicians themselves may not know much about that medication.

So imagine if you were a pharmacist rep, trying to inform those physicians about that new medication. There is sort of a constant continuous learning that I feel needs to occur. And I'm just glad to be a part of this, you know, I mean, the ultimate reason why I'm doing it is to make the healthcare system better. And because I've always wanted to, you know, help patients right to make them healthier. And that was sort of the true calling that came from inside.

05:53 – Gresham Harkless

Yeah, absolutely. And I think it's so big and huge, you know when you have that North Star, so to speak, that that mission that you're that everything kind of falls in line with it allows you to really hone in and be able to provide a tremendous amount of value. And so do you feel like your ability to be able to obviously have that, you know, healthcare industry knowledge but also have that sales knowledge and the understanding of the potential clients that you're working with? Do you feel that that is your secret sauce? The thing you feel kind of sets you apart and makes you unique.

06:22 – Albert Ho

And it's something that I kind of fell into. I had no idea of writing a book. If you'd asked me in early 2018, I had, you know, it actually started as a New Year's resolution. You know, I was sort of happy where I was at. I'd owned a business before and I thought, great, well, what am I going to do with that expertise? And that's when it started off exactly like I described, a New Year's resolution in 2018. My wife, even, if you ask her, she'll tell you that she had no idea, there's no intention of writing a book either. But we both just saw the potential.

We started meeting other authors and it just sort of became that inner calling. It's like, what do I wanna give back to this world? And we felt the book was one of the ways that we could do that. And we actually did it. We both just published earlier this year. And since then, it's been a whirlwind of journey actually getting to talk to podcasters like yourself, getting media mentions, and just people that are sort of seeking out that information. And it's just, we're still talking about the same things, but it's just speaking to larger and larger audiences. So it's been really great, the experience that we've had so far.

07:26 – Gresham Harkless

Yeah, absolutely. And I love that you mentioned kind of like that quote-unquote legacy piece, again, the opportunity to give something back, you know, tend the industry to the world as a whole, to be able to be like we've talked about before in alignment with your mission. And I think, you know, getting the opportunity to really do the work, so to speak, and then be able to teach others and empower others as well is definitely a phenomenal thing that you and your wife are doing.

Thank you. Awesome, awesome, awesome. So I wanted to switch gears a little bit and I wanted to ask you for what I call a CEO hack. So this could be like an Apple book or a habit that you have but what's something that makes you more effective? Mm-hmm,

07:59 – Albert Ho

Mm-hmm. So something I definitely love to tell people about is it's simply actually Google tools. So for example, Google Docs and Google Calendar. So my wife and I, as I mentioned, we both have extremely busy schedules with, you know, we have, we're juggling our full-time job. We also have our sort of side business, as we call it. And even just using that simple collaboration tool, it just really helps us to sort of keep organized. And we actually schedule almost everything in our life.

So even the things like, you know, exercising. So we recently had a goal to increase the number of times we exercise from 3 times a week to 5 times a week. And we're like, oh, okay, it sounds like it's gonna be a bit of a challenge, but with a bit of creative scheduling, sometimes we fit it in first thing in the morning at 6, or sometimes we fit it in after work.

So that's something I think that people should definitely use, especially for couples. Because if you don't know when your spouse is available, it's actually going to be very difficult to spend time with them and or do work with them. For example, trying to do podcasts together. We've done a few of those together so far.

09:02 – Gresham Harkless

Yeah, and that's huge. And I think I'm a big believer and big proponent of the power of the schedule and how it allows you to align things. But I think so many times we think of our schedule and just us being able to find time for, you know, whatever we need to do, whether it be working out or this meeting or this podcast or whatever that might be, but you bring up a really valuable point where it also allows people around you, the people that are closest to you often, to be able to find a time, but also for you to be able to find a time on their schedule when you're on the same page, and it allows really phenomenal things to happen because if you have a goal of being able to work out 5 times as you all did, it doesn't become how do I make this work? It just becomes what do I have to move around to make that happen because everything's in one place?

09:43 -Albert Ho

Mm-hmm, that's right,

09:45 – Gresham Harkless

yep. Awesome, And so I wanted to ask you now for what I call a CEO nugget. And this could be a word of wisdom or a piece of advice. It might be something you would tell a client, or if you have to tell a time machine, you might tell your business self.

09:58 – Albert Ho

If I had to share one nugget with a fellow CEO or an entrepreneur, it would be in terms of how you manage your time, I consider time to be one of the most valuable resources, right? It's something that it's constantly kind of flows, you can't stop time and you can't buy more of it. So I've become more mindful of, you know, how you spend time with people. So for example, I'm very careful about who I let into my network and who I spend time with, as well as activities.

So I mentioned exercising is one of the sorts of priorities and values that I have, as well as even leisure activities. So really actually spending, being mindful of how you spend that time. And I even think, back to let's say high school, I wish that I had spent more time developing those friendships because I felt that during high school, I was focused on just getting good grades and getting into university.

So now sometimes you have groups of friends from let's say high school, the university, but that's one thing I kind of missed. I didn't have a core group of high school friends because I just wasn't focused then. But some of those relationships and friendships I value now. And so hopefully that's something that should hopefully help people to focus on.

11:14 – Gresham Harkless

Yeah, That's absolutely huge. And I think so many times that sometimes we forget why we do the things that we do. And sometimes it's not apparent to us and it evolves as a matter. It's not to say that the grades and getting those things aren't important because absolutely it's important. That's why we're having the conversation you're doing so many phenomenal things today.

But I think so many times as we grow older, as our businesses evolve, we start to change our priorities or maybe mesh our priorities together even more. And I think having that at the forefront is so important and it allows us to kind of work backward and understand how we're going to spend our time so most effectively get to our goals and get to the vision that we have for our lives and ourselves as individuals.

Awesome, awesome, awesome. So now I wanted to ask you my absolute favorite question, which is the definition of what it means to be a CEO. And we're hoping to have different quote-unquote CEOs on the show. So Albert, what does being a CEO mean to you?

12:08 – Albert Ho

So my official title, I like to call myself the Chief Hero Officer because my company is called Healthcare Heroes. And, you know, The reason why I started the business was just as a way to sort of give back and influence the next generation of healthcare leaders. I mean, I may not look like it, but I am actually, I consider myself a mid-career leader and it's sort of, you're at that point, you know, where you start to think, well, how can I give back? And it really means, you know, harnessing that experience.

For me now it's motivating, right? Motivating that next generation, because you know, it's that next generation that's gonna hopefully make those changes, right? For example, there has even in Canada, there, I mean, I'm sure you've heard about our universal healthcare system. But there, there have been things that have been just, you know, sort of talked about for years and years that have never actually occurred.

A great example is a national pharma care plan, which means that you know, the government would fund a certain portion of those medications. It's been talked about for decades and it's something that's, you know, you would think would have been implemented by now, but unfortunately hasn't. I mean, it's gonna cost a lot of money and it's hard to sort of make it equitable across from coast to coast to coast. And so it's those kinds of dream systems that we have to trust the next generation to kind of implement and continue. So that's sort of my life mission and it's led me to the things that I'm doing now. So hopefully that gives a good explanation of what it means to me.

13:40 – Gresham Harkless

Yeah, absolutely. I definitely appreciate you for explaining that and touching on those, you know, specific topics because I'm a big believer in entrepreneurship and business and being able to kind of solve problems. And I think that so many times we think of the widget or the thing that we have in our phones and those evolutions and that kind of, I guess, improvements that we see. But I think so many times we don't look at things like the healthcare system as an opportunity for entrepreneurial people or people who are entrepreneurial-minded to create those solutions.

And I appreciate you for, you know, not just thinking of, you know, the benefits that you can provide, but the benefits that you can have to impact those future leaders. I think that if we always have that kind of focus on our legacy and the actions that we're taking towards our legacy and the impact that we can have, then it makes the world an overall better place. And I appreciate you for reminding us of that. And of course, doing that in your book and your work and all the awesome things that you mentioned today.

14:37 – Albert Ho

Well, the way that you describe, it makes it sound so much bigger. But for me, it's a part of my day-to-day life. So wow, thank you for paraphrasing it in that way.

14:46 – Gresham Harkless

Yeah, absolutely. I think when you're when you're writing an alignment, it never seems as big. But I think when you're doing what you're supposed to be doing your gift, as I would like to call it, then it may seem small to you, but it makes a huge ripple effect and impact. So I appreciate you for doing that and reminding us of that. And Howard, for those people that want to get ahold of you, is there anything additional you want to let our readers and listeners know? And of course, how best people can get ahold of you and find out about all the awesome things you, your wife, and your team, and of course, get a copy of your book.

15:14 – Albert Ho

Sure. Yeah. I mean, the first thing I always like to talk about is my charity partnership. I am partnered with the Canadian Cancer Society. Basically the sale of each copy, I give a 2-dollar donation and actually for you, especially for your listeners, I actually freely give away digital copies So they can go to www.checkmatebook.ca. Again, that's www.checkmatebook.ca. And they can freely get a downloadable version of Checkmate, how to win the sales game, as well on social media.

So Facebook, Instagram, and Twitter. You can just search Checkmate Book and you'll find my handle. So those are some great ways that I interact with readers and followers. And then for my wife, I mean, I'll just mention sandiyoung.com as well. You can also get a copy of her book. You can kind of see it behind here. A freedomable copy. So those are 2 ways that you can definitely connect with us further.

16:09 -Gresham Harkless

Awesome. Awesome. Awesome. I truly appreciate that we will have the links and information and the show notes so that we get a copy of both of those books. But appreciate you again, my friend. And I hope you have a phenomenal rest of the day.

16:18 – Outro

Thank you for listening to the I AM CEO Podcast powered by Blue 16 Media. Tune in next time and visit us at iamceo.co I AM CEO is not just a phrase, it's a community. Be sure to follow us on social media and subscribe to our podcast on iTunes Google Play and everywhere you listen to podcasts, SUBSCRIBE, and leave us a five-star rating grab CEO gear at www.ceogear.co. This has been the I AM CEO Podcast with Gresham Harkless. Thank you for listening.

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