Episode 43: Tim Fabian – Never Take No For An Answer
Hockey and sales parallel nicely.
Tim Fabian, a former college hockey player and hockey coach, will tell you getting knocked down and popping back up is integral to both crafts. Tim grew up in upstate New York where he studied political science, initially considered law school and dreamed of a career on skates. But life had other plans for him.
He eventually found an interest in sales and he started by selling Toshiba copiers door-to-door. But thanks to an assist from an old hockey friend, he found memoryBlue and his professional career took flight. Today he uses his extensive sales experience and training within the vast field of medical device technology as a Senior Mako Product Specialist at Stryker.
In this episode of Tech Sales is for Hustlers, Tim shares how everything about professional sales is vital in his role with medical technology, why his sales experience with the C-Suite helps him build relationships with doctors today, and how lessons he learned on the ice serve him well professionally.
Guest-At-A-Glance
Name: Tim Fabian
What He Does: Tim is a Senior Mako Product Specialist at Stryker and a former hockey player.
Company: Stryker
Noteworthy: Fabian coached college hockey for four years, and now, after being in sales for several years, he is operating a robot that helps surgeons do knee and hip replacements.
Exit Year from memoryBlue: 2013
Months at memoryBlue: 2 Years 5 Months
Alumni Path: Tour Competition
Where to find Tim: LinkedIn
Key Insights
⚡Analyzing your work is a significant part of the learning process. While talking about the time at memoryBlue, Tim mentions the practice of breaking down the calls and how beneficial it was for his professional growth. He explained how he would use two or three calls from the previous week and analyzed them with his co-workers. ”It was a learning session for me. Every week, I was a sponge, just taking information from Corcoran, from Steve, and applying it to what I was doing that following week. And it was just building my skill set. I was fortunate.”
⚡ Never take no (for an answer). Tim didn’t get the job the first time he applied for the position at Stryker. He was bummed, but not defeated. ”I saw this job; I threw my resume out there. I got an interview with the hiring manager, and things went well. I got down to the final two, and the other person got hired. Six months later, I saw the job reposted. So I reached out to the manager, and he told me I should have hired you six months ago. And here I am four years later.”
⚡ What’s more important: The type of manager you have, or the type of company you work for? People with different professional experiences come across good companies and bad managers and vice versa. Tim is one of those people. He states: ”They both have their advantages, but I wouldn’t trade what I’m doing right now in this company for anything.”
Episode Highlights
Hockey and Sales/Business Have a Few Things in Common
”Hockey is not a sport that you just decide one day you want to start playing. It takes a lot of work to get there. You’re skating on a quarter-inch of ice on thin metal blades. You gotta practice. You gotta practice and hone your craft. And it’s just anything else that translates into the business world. You’re not good at sales on day one; you gotta practice. You gotta get knocked down. You gotta fall over and just keep getting back up and getting added and the persistence.”
From the Copier World to memoryBlue
”Coming from the copier world, it was all product training. It wasn’t: here’s how to sell it. Or here are some ideas on getting in front of those decision-makers. It was: here’s everything you need to know about this copier and what it can do and how many pages they can print and then go, sell it. At memoryBlue, it was learning everything I needed to know to get in front of that decision-maker and talk intelligently. The product is secondary.”
The Difference Between Door-to-Door and Phone Sales
”In the door-to-door game, you have some flexibility with what you do. If I was out doing cold calls on a Friday afternoon and it was a nice day, I might just scoot home. It’s good and bad. It’s good because you can do that. And nobody’s going to say anything, but it’s bad because you’re basically throwing in the towel and saying I’ll get them next week. And then going from 7:30 (am) to 5:30 (pm) hammering the phones all day. It was an adjustment, but you get used to it.”
Mr. Fabian’s Signature Move
”I like to think that I was pretty good on the phone, especially with the CEOs. You gotta be on your game when you’re talking to a CEO of a multi-million dollar company. I used to have some recordings of conversations I had with some of these CEOs, and I think I was pretty good.”
The Sandler ”Effect”
”It’s just a habit now when I make a phone call; I always start the call with — did I catch you at a bad time, or is this a good time? I just do it. It’s a reflex. I don’t even think about it. Working with Steve and Chris so closely and talking to these high-level people, there’s a certain way that you have to talk to them, to get to their level. There’s a respect level that comes with these conversations, and I work with sales reps, that call doctors by their first name, for example, I never do that, unless they tell me to.”
The Hardest Sales Role
” I think that what I did at memoryBlue was the hardest because most of the sales that I had when I was selling HVAC stuff, it was going to happen anyway. It was more order taking than it was anything else. At memoryBlue, every day was a grind. Every day was: hammer the phones and hope to God, you get somebody on the phone. Copier sales were a different animal altogether. It’s my first sales job. It was hard at the time. But, If I knew then what I know now, I think things would have been different.”
Tim’s Advice to His Younger Self
”Take your time. Don’t jump on the first opportunity that gets put in front of you. If it’s not right, then don’t do it. If you don’t get that feeling, just because it’s a job with a tech company and whatever commission sales, it doesn’t mean it’s the best one.”
Transcript:
Tim Fabian: [00:00:00] memoryBlue to me was a gateway. I was looking at the next thing for a long time. Okay. When am I going to go out? When am I going to start getting interviews? This place is hiring. Why don’t you send me here for an interview?
[00:00:11] So until you take a step back and realize the value that you guys bring and that company brings, you take your time and you get good, better than anybody, at what you guys are teaching, and the stuff that you’re bringing to the table, the better off you’re going to be in the long run.
[00:00:32] Marc Gonyea: [00:00:32] Hi, everyone. Today, we’re fortunate to have Tim Fabian on the podcast. Tim is currently living in upstate New York and crushes people in an adult hockey league. Couple of more interesting hockey things about Tim. He coached college hockey for four years and he currently is a Senior Mako Product Specialist at Stryker, and he’s going to tell us a little bit about this, about robot operating. Tim, welcome.
[00:01:16] Tim Fabian: [00:01:16] Thanks for having me.
[00:01:17] Chris Corcoran: [00:01:17] Mr. Fabian,
[00:01:18] Tim Fabian: [00:01:18] What’s going on?
[00:01:19] Chris Corcoran: [00:01:19] The original Mr. Fabulous.
[00:01:21]Marc Gonyea: [00:01:21] I forgot to mention Tim was also a fashion icon during his days at memoryBlue.
[00:01:26] Tim Fabian: [00:01:26] Yeah, I brought out a special shirt today for you.
[00:01:29] Marc Gonyea: [00:01:29] Love it. Well, dude, I was like, those things are the will. And then you were like ahead of them. They got popular. I was like, I started seeing that stuff everywhere.
[00:01:38] Tim Fabian: [00:01:38] Yeah, I actually got turned on to it in college, with the school at a small college in Syracuse. And Syracuse University has a lot of boujee students and there was a store there that was carrying it and I liked it, and just grabbed onto it. I couldn’t afford it then, but maybe for Christmas time.
[00:01:54] Marc Gonyea: [00:01:54] All right. Well, Tim, it’s great to have you. Corcoran and I are excited that you took some time off from your day at work, to work with us on the podcast, join us on the podcast. It’s been awhile. When I say it’s been awhile, you worked with us for almost two and a half years, dating back to January of 2011.
[00:02:10] So we’re gonna come back to that. I want to come back to that, but let’s get the audience a little familiar with you. Tell us a little bit about Tim Fabian, start with that a little bit. We going to go to detail. Where are you from? Where’d you grow up? That sort of thing.
[00:02:21] Tim Fabian: [00:02:21] Yeah I grew up in upstate New York where I’m living right now. Went to high school here, went to college not far from here, about an hour and a half north, studied political science. I was gonna go to law school, that never ended up happening. My first job was with the State of New York, working in the department of motor vehicles for a little while.
[00:02:40] Just that girl that I was dating at the time, kinda hooked me up with a job. Her dad was high up in the state, never really wanted to work there. It was just a something to pay the bills
[00:02:49] Marc Gonyea: Let’s go back. You were an athlete. Tell us about that.
[00:02:52] Tim Fabian: Yeah. I’ve been playing hockey my whole life. Started when I was three years old, played all the way through college. It was a pipe dream to play serious hockey, as long as I could played at the junior college level, and won a national championship my second year in JUCO and then played club at Le Moyne for my junior and senior year. I love it. And then I started coaching after I graduated. Loved every second of it. I could be on the ice all day, every day, if I could.
[00:03:17] Chris Corcoran: What position?
[00:03:19] Tim Fabian: I was a forward either way or center, still do that.
[00:03:22] Chris Corcoran: [00:03:22] Were you a finesse guy or did you lead the league in hits?
[00:03:26]Tim Fabian: [00:03:26] I wasn’t the most skilled player on the ice, what they call a mucker, I guess. Just working hard for the other guys. And I get a little nasty if I needed to.
[00:03:34] Marc Gonyea: [00:03:34] Tim, we’ll get back to you and kind of your arrival in sales. But give me a quick little how does like the sport of hockey, kinda the parallels with the lessons as relates to the business, could be sales, can be business in general.
[00:03:48] Tim Fabian: [00:03:48] Yeah. I mean, hockey is not a sport that you just decide one day you want to start playing. It takes a lot of work to get there. I mean, you’re skating on a quarter-inch of ice on, thin metal blades. You gotta practice, you gotta practice and hone your craft.
[00:04:02] And it’s just like anything else translates into the business world. It’s, you’re not good at sales on day one; you gotta practice. You gotta get knocked down. You gotta fall over and just keep getting back up and getting at it and the persistence. I mean, I think they parallel pretty nicely.
[00:04:16] Chris Corcoran: [00:04:16] Yeah, Gonyea, I’ve been trying to tell you for years to stop skating to where the puck is and start skating to where the puck is going to be.
[00:04:25] Marc Gonyea: [00:04:25] That didn’t make any sense to me ’cause I didn’t know much about hockey. I can’t insult hockey with Tim on the podcast or he’s going to get a little nasty with me.
[00:04:34] Tim Fabian: [00:04:34] You’re far enough away.
[00:04:36] Marc Gonyea: [00:04:36] You can’t reach me right now. I’ll learn that lesson one day Corcoran and I don’t know, but you know, wake me in Athens. All right, Tim. So you went a little more into a political science major. And what did you think you’re going to do when you’re coming out of school?
[00:04:48] So it sounds like sales wasn’t a business, wasn’t even near term future.
[00:04:52] Tim Fabian: [00:04:52] No, law school was the plan.
[00:04:54] I even went as far as taking the LSAT. I didn’t do that great and the preparation for it was murder and I kinda got a little bit defeated, and I got a job and kind of started my next chapter and things just started moving and I didn’t really ever entertain the law school thing again. So just like anybody I wanted to make money and sales was always that thing that I wanted to do. And it was always in that catch-22, you need sales experience to get a sales job. And I was never really given an opportunity until I moved to Pittsburgh and got hooked up with Toshiba selling copiers.
[00:05:31] Marc Gonyea: [00:05:31] That’s a way we learn.
[00:05:32]Tim Fabian: [00:05:32] That is a grind. Knocking on doors all day, every day.
[00:05:36] Chris Corcoran: [00:05:36] I think that’s the definition of mucking.
[00:05:39] Tim Fabian: [00:05:39] Yeah. You got that right. I’m better for it. I learned a lot. I mean, it was my first sales job. It was kind of a rude awakening. just because you’re in sales, doesn’t mean you’re making a lot of money.
[00:05:49] I think my salary was like in the low twenties and you gotta make that work until you start selling some things. And it was a tough sled for awhile.
[00:05:56] Chris Corcoran: [00:05:56] Describe for our listeners a little bit about what you were doing in the day-to-day, how you got the job.
[00:06:01] Tim Fabian: [00:06:01] Yeah. So at the time uh, girlfriend, now wife was living in Pittsburgh and, we’re taking it to the next level and I decided to move down there without a job. So originally when I moved there, I got a job at J. Crew as a personal shopper.
[00:06:16] Chris Corcoran: [00:06:16] Very on brand.
[00:06:17] Marc Gonyea: [00:06:17] I need you to take me personal shopping.
[00:06:20] Tim Fabian: [00:06:20] It was basically just another means to an end, just something. They painted a very beautiful picture of what the job could be, and it wasn’t really like that. I was still interviewing and I had a friend who actually was the best man at my wedding. He worked for Toshiba in Albany, New York at the time. And he hooked me up with the manager in Pittsburgh. I interviewed there and got the job. They don’t really give you the full picture when they’re interviewing you, but a day on the job was I had to make 30 cold calls to businesses in person a day.
[00:06:53] Chris Corcoran: [00:06:53] So like knocking on doors and showing up unannounced?
[00:06:56] Tim Fabian: [00:06:56] Yup. Carrying my bag and handing out business cards and information and the goal was to walk in, which it seems wild, walk into a business, unannounced, no appointment, and yet in front of the decision maker, which, I mean, 99.99% of the time, it’s not going to happen unless it’s just a small mom and pop that you’re walking into, but those aren’t really going to pay the bills anyways.
[00:07:20] So yeah, I did that for, a little over a year. I had some success.
[00:07:24] Chris Corcoran: [00:07:24] Was this in Downtown Pittsburgh, or were you in the, up in the suburbs or did you have your own territory?
[00:07:30] Tim Fabian: [00:07:30] I had a territory that was in the northern part of Pittsburgh . Our office was right near where the Steelers and the Pirates play, but everybody just scattered into the suburbs and in the surrounding areas. There’s a lot of business, but you know, Pittsburgh, it’s very blue-collars.
[00:07:44] So at the time, 2009, 2010, people were still bouncing back from not so good times and nobody really wanted to spend money on technology. So it was a tough go. But again, learning, grinding, and I get that sales experience on my resume and it led me to you guys.
[00:08:01] Marc Gonyea: [00:08:01] Talk about that.
[00:08:02] Chris Corcoran: [00:08:02] Yeah, how did that happen?
[00:08:03] Tim Fabian: [00:08:03] So another friend of mine, Bobby Bryant.
[00:08:06] Marc Gonyea: [00:08:06] Oh, Robert.
[00:08:08] Tim Fabian: [00:08:08] Yeah, one of the OGs at memoryBlue.
[00:08:11] Marc Gonyea: [00:08:11] Bobby.
[00:08:12] Tim Fabian: [00:08:12] Yeah. He hit me up.
[00:08:13] Marc Gonyea: [00:08:13] There you go. Hit me up too, after you hit him up.
[00:08:16] Tim Fabian: [00:08:16] So yeah he just, hooked me up with you guys that he told me that he had worked there once upon a time, and it’s a good gig, a springboard into bigger and better things. So we met and the rest is history.
[00:08:26] Chris Corcoran: [00:08:26] How did you know Bobby?
[00:08:28] Tim Fabian: [00:08:28] Bobby and I played college hockey together at Morrisville State in the middle of nowhere upstate New York.
[00:08:34]Chris Corcoran: [00:08:34] Did you guys win the national championship together?
[00:08:36] Tim Fabian: [00:08:36] We did.
[00:08:37]Chris Corcoran: [00:08:37] There you go. Good. I thought that he may have left the team and then that’s what freed you up to win the national title.
[00:08:44]Tim Fabian: [00:08:44] Bobby was a very integral part of that national championship run.
[00:08:49] Marc Gonyea: [00:08:49] He was good, but, he kept the water cold or what?
[00:08:52] Tim Fabian: [00:08:52] Yeah. Yeah. Water bottles filled and fresh towels on the bench. Everybody needs a guy like that.
[00:08:57] Marc Gonyea: [00:08:57] Sharpen the blades.
[00:08:58] Chris Corcoran: [00:08:58] Did he play defense, I want to say?
[00:09:00] Tim Fabian: [00:09:00] Yeah, he did.
[00:09:00] Marc Gonyea: [00:09:00] Nice. All right. Respectfully, shout out to Bobby Bryant. All right. So Bobby hooked you up.
[00:09:05] Tim Fabian: [00:09:05] Yeah. He hooked me up sent my resume in and I think I met with Chris the first time around. And then I don’t remember the whole process, but knew Chris. And then I think I met with the two of you and then started just after the first of the year.
[00:09:17] I actually lived in a hotel for,
[00:09:19] a week or two.
[00:09:20] And then I slept on Bobby’s floor for another couple of weeks. Then my wife moved there and we got our apartment.
[00:09:27] Marc Gonyea: [00:09:27] All right. You’re coming from selling copiers door-to-door in Pittsburgh. Then you’re moved out to Washington Capitol territory, right? Working with us , what do you remember?
[00:09:36] Tim Fabian: [00:09:36] I mean, coming from the copier world, it was all product training. It wasn’t: here’s how to sell it, or here is, some ideas on getting in front of those decision-makers. It was: here’s everything you need to know about this copier and what it can do and how many pages they can print, and then go, sell it. As now flipping the script where it was,
[00:09:56] at memoryBlue, learning everything that I needed to know to get in front of that decision-maker and talk to them intelligently. And the product is secondary. The Sandler still use some of that stuff today, every day. And so I think I remember Chris using the analogy of drinking from a fire hose it was great.
[00:10:15] I love it. I enjoyed it. I learned a ton. And I’d recommend it to anybody.
[00:10:21] Marc Gonyea: [00:10:21] take us back. So what office were you in, and who you rolling with? That’s the intent.
[00:10:26] Tim Fabian: [00:10:26] when I first started, I was out in the bullpen. We were on the first floor in Tysons. And Corcoran was in the back. You two, you both were in the back and I was, I think one or two spots in front of you, I had, who was I around. Battle?
[00:10:42] Marc Gonyea: [00:10:42] Wow. War Battle, sneakerhead.
[00:10:45] Tim Fabian: [00:10:45] I’m trying to remember who else was there. so when I started, honestly, there was what five people there?
[00:10:50] Marc Gonyea: [00:10:50] It was a definite go. Yeah, it was super tiny.
[00:10:52] Chris Corcoran: [00:10:52] This was coming right out of 08/09 the great recession when we were at a kind of a low point in terms of size. And so you helped us rebuild.
[00:11:00] Tim Fabian: [00:11:00] Yeah, I remember Eddie.
[00:11:03] Chris Corcoran: [00:11:03] Eddie Maglaya?
[00:11:04] Marc Gonyea: [00:11:04] One day.
[00:11:04] Tim Fabian: [00:11:04] But anyway, so yeah, I mean, I got hooked up with some interesting accounts.
[00:11:08] Steve Ely Equity Corps.
[00:11:10] Whoa, Holy moly. That is something else. for everybody that doesn’t know what Equity Corps is, it was a executive search firm and my job was to set appointments with CEOs that were looking to hire executives. A very small finite number of people that I can speak to.
[00:11:27] Marc Gonyea: [00:11:27] Tim. I remember correctly. It was an alternative.
[00:11:30] Tim Fabian: [00:11:30] Sorry. Yes, you’re right. I don’t know why. I couldn’t just spew out that elevator pitch. It’s like embedded in my brain somewhere.
[00:11:39] Marc Gonyea: [00:11:39] How bad is it? The, I remember you and Corey are running the campaign,
[00:11:42] Tim Fabian: [00:11:42] Maybe we’re trying to forget it.
[00:11:44] Marc Gonyea: [00:11:44] That was a great campaign, Ely ran, you know what? Ely appreciated the value of processing, and integration and teamwork. One of the few clients who’d come by the office to meet. And you were calling some, let’s talk about that actually. We talked about that a little bit in the prep, Corcoran, the type of people Tim was calling for that campaign.
[00:12:00] Tim Fabian: [00:12:00] I think, if I remember correctly, Steve had his own Salesforce that was pre-populated with people that, his target lists and we would drill down on it every single week. And we came up with this method of email, voicemail multi-level campaign. You call, you leave a message, immediately hit them with a, with an email follow up a couple of days later, there’s, I don’t know, four or five levels to it.
[00:12:23] Sometimes it works. Sometimes I get an email back saying, please leave me alone. I’m not interested, but I have your info, which is, I’ll take that. It is what it is. But it was interesting. Steve’s a good guy. I mean, I think he knew Ganesh personally, or if he didn’t, he let me to believe that he did. so he had a a lot of impact on me even now. I haven’t talked to him in 10 years, but stuff I learned from him, I still learn, or still use.
[00:12:43] Chris Corcoran: [00:12:43] So I’ll say this about that campaign because I was involved with it. If I were you, I would have definitely wanted to be on that campaign for a couple of reasons. One is you’re working directly with the business owner. Number two. he cared so much and was involved and was committed.
[00:12:57] And the number three, it was challenging because you had to go and get C level people at a very specific organizations And he provided the resources and he was a pioneer, in my opinion, in terms of building out those cadences and having a very strong process. And I remember when you started the campaign, it was you, and there were some other folks involved.
[00:13:19] And I remember I went to Steve and I said, Steve, listen you’re working with us for X number of hours. I think to give us the highest level of success, let’s put Tim on it. Full-time let’s put all our chips behind him and he’s like, Oh, okay. And during that time he also was working with another provider. And like a week or two later, he’s like, Hey Chris, I’m taking a page out of your book. As I go, he’s like, yeah, I’m not working with another provider. I’m just working with you guys. And so like, we were very much aligned in, all in it together. And so operating at that level when everyone’s all in.
[00:13:48] Tim Fabian: [00:13:48] Yeah. And, the successes that I did have, he was very generous in. He showed how appreciative he was.
[00:13:57] Chris Corcoran: [00:13:57] For
[00:13:57] Tim Fabian: [00:13:57] you know, He used to come in with a handful of cash and take us out to dinner and the steaks and the wine. And it was hard work, but it was nice.
[00:14:06] the winds were big.
[00:14:07] Chris Corcoran: [00:14:07] And also you knew you were making a difference.
[00:14:10] Marc Gonyea: [00:14:10] What was it like going from primarily door to now I’m working like a phone call, voicemail, email game, you’re working from the inside out?
[00:14:18] Tim Fabian: [00:14:18] Yeah. the door-to-door game, you have some flexibility with what you do. I can’t imagine that there’s a lot of people from Toshiba listening right now. But if I was out doing cold calls on a Friday afternoon and it was a nice day, it was one, two o’clock, I might just scoot home. It’s good and bad.
[00:14:36] It’s good because you can do that, and nobody’s going to say anything, but it’s bad because you’re basically kinda just throwing in the towel and saying, Oh, I’ll get them next week. And then going from a, 7:30 to 5:30 cold call and hammering the phones all day. It was an adjustment, but you get used to it.
[00:14:54] and you’re talking to people on the phone. It’s less impactful if they’re not interested where one-on-one, face-to-face somebody says no, in terms of, back on you. Thanks.
[00:15:04] Marc Gonyea: [00:15:04] Yeah. Okay. Got it. you and Elliott full-time for a duration of your Equity Core, of your tenure as an SDR?
[00:15:11] Tim Fabian: [00:15:11] I think at one point it went to halftime. So I think 20 hours a week. I had a couple other accounts that I worked on Cycle 30.
[00:15:21] we flew out to Seattle to kickoff the account, me, and Ted and Mike Jones.
[00:15:28] Marc Gonyea: [00:15:28] Mike Jones. It,
[00:15:31] Tim Fabian: [00:15:31] Yeah. that was an experience. I mean, they set us up in corporate housing and wined and dined us and it was nice. I had never been out there, so I took advantage.
[00:15:40] And there was other one. I can’t think of the name of it right now. it was cyber security, NetWitness.
[00:15:45] Marc Gonyea: [00:15:45] NetWitness they ended up being acquired by RSA.
[00:15:49] Tim Fabian: [00:15:49] Yup. I think that happened while I was there, but we weren’t working with them.
[00:15:53] Marc Gonyea: [00:15:53] And then the NetWitness CEO is now the CEO of Tenable. So you got some pretty impactful, uh clients, in terms of that’s pretty cool. And then when you were working with us, what did you get good at? What was Tim Fabian’s signature move? Was it phone? Was it email? Was it something else when you’re on the phone?
[00:16:10] Tim Fabian: [00:16:10] So I like to think that I was pretty good on the phone, especially with the CEOs. I mean, you gotta be on your game when you’re talking to a CEO of a multi-million dollar company. I don’t know. I used to have some recordings of conversations that I had with some of these CEOs, and I think I was pretty good.
[00:16:28] Chris Corcoran: [00:16:28] This isn’t you, yourself telling you it. Steve, the client was telling you that too.
[00:16:32] Tim Fabian: [00:16:32] Yeah. I mean, he would definitely pump my tires, when he heard something good and every Monday we would evaluate however many calls and I get, not ripped to shreds, but it was scrutinized in a good way.
[00:16:45] Marc Gonyea: [00:16:45] If Corcoran was going to go to bat with you, or for you together on a campaign, full-time, it’s not because we thought we were good, I guess, ’cause this guy is good. We’re going to put him on this campaign full-time, because once you do that, what you tell a client, going all in Mr. Fabian, 40 hours a week, full time. Like that’s just not a confidence.
[00:17:02] Tim Fabian: [00:17:02] Yeah,
[00:17:02] Looking back on it now, I mean, at the time it was tough. But like you said, not going to get recommended for something like that, if you didn’t have the confidence in me to do it. But it was when you hear your counterparts ringing that bell over and over again, and you’re maybe ringing it once a week.
[00:17:19] It’s tough. Every Monday you got new leads to report. No, I don’t.
[00:17:24] Marc Gonyea: [00:17:24] You talking about breaking down the calls? What was that like?
[00:17:27] Tim Fabian: [00:17:27] I pull, I don’t remember the number, but let’s say three, three calls from the previous week and I’d bring them in, and we’d listen to him a little bit at a time and he’d stop and say, see what you did here. That was good, but maybe next time try doing this.
[00:17:42] and it was a learning session for me. Every week, I was a sponge, just taking information from Corcoran, from Steve and then applying it to what I was doing that following week. And just building my skill. Not everybody got that.
[00:17:54] I was fortunate.
[00:17:55] Marc Gonyea: [00:17:55] I’ve definitely never been like, man, that client comes and is like, why is this client coming every week? Then it was a rule that’s, you want that. That’s how you get better. It’s like, we’ll go back to the hockey thing. You got to practice this, getting to be good, skater to be good on the ice.
[00:18:08] I could do some hockey stuff too. And you were doing those same exact things every Monday with, Ely who’s tenured. Nobody was doing it with Corcoran. Like, lot of other campaigns would take the time and energy for that. So it’s certainly painful, but that’s what we tell people who listen to the podcast,
[00:18:22] people who work here is, you need to listen to yourself on the phones and break yourself down. Get a little naked with yourself assessment, or you’re not going to get any better.
[00:18:31] Tim Fabian: [00:18:31] Yeah, a hundred percent. that is the best way to learn. It doesn’t matter what you’re doing. you self scrutinize, and you evaluate and find what you can do better.
[00:18:40] Marc Gonyea: [00:18:40] What else do you remember from being there? Who else did you work with back in the day?
[00:18:43] Tim Fabian: [00:18:43] So further on in my tenure, we moved up to the front office and it was myself, Nimit. He’s pretty big baller there now, if I’m not mistaken. And “Honey Badger” Andrew Bass.
[00:18:58] Well, that was a good time up there. I’ll tell you that. I mean, Andrew was one of the, he lived up to his nickname, the Honey Badger.
[00:19:04] He was a unique individual on the phone, but, and I still stay in touch actually. We had dinner, couple drinks on vacation last year. His fiance lives in Cape Cod. And we go there every year and, his wife, sorry. And he hit me up on social media and we got together.
[00:19:19] Chris Corcoran: [00:19:19] So describe, because you became ingrained in it. But describe to the listeners a little bit about the culture.
[00:19:23] Tim Fabian: [00:19:23] The culture in that, lodge?
[00:19:25] Chris Corcoran: [00:19:25] In the lodge and then also within the company at the time.
[00:19:27] Tim Fabian: [00:19:27] Yeah. So in that front office we dubbed it “the lodge”. we called it that, because the Honey Badger brought in a, I don’t know, however many point buck and hung it on a wall. it grew to, I think he had an alligator head at some point. And there’s probably some other taxidermy animal in there. And we had a good time. We feed off each other and give each other tips. And every Friday afternoon we’d enjoy a couple adult beverages after hours and hang out. We had great, room to be in.
[00:19:59] The office was small at that time, overall, but I think we had a great culture there. I mean, everybody seemed to get along well. We’re able to get together as a unit. I don’t remember if we did it every week or every month or whatever, and do those the book things.
[00:20:12] And you still do that? I don’t want to call it a book report, but that’s basically what it was.
[00:20:17] Marc Gonyea: [00:20:17] The training has evolved significantly. That happens. We could have a hold of the podcast what the training is like now. But yes, those sorts of things happen. I’m in one now. Like the sales team at Merrick was reading Never split the difference by Chris Voss. A chapter a week, meeting and the review, and talk about it.
[00:20:33] No presentations on them, but yes, that’s still part of the culture.
[00:20:36] Absolutely.
[00:20:36] Tim Fabian: [00:20:36] I’ll tell you what, those presentations that we did, a new hire presentation. And then I don’t know, however many presentations we did in front of the company that, makes you a better person, not just salesperson, but. person
[00:20:49] Chris Corcoran: [00:20:49] You got in at a good time because you were doing the presentations and the book clubs, and call reviews with the client. you got the full experience.
[00:22:01]Marc Gonyea: [00:22:01] So Fabian, who, besides yourself, was the best SDR there?
[00:22:05] Tim Fabian: [00:22:05] Oh man, that’s a loaded question. I mean, everybody had their strengths. I think Tom Gassman separated himself from just about everybody else. He was a hustler. Probably still is.
[00:22:16] Marc Gonyea: [00:22:16] Tell me more.
[00:22:17] Tim Fabian: [00:22:17] And he came in, his first day, cigarettes smoking, jeep driving. I don’t know where he was from, but you know, just you know like, man, this guy. I don’t know, it’s going to be an interesting, but man. He hit the ground running and I think him and I, we might’ve worked on, Oh yeah, we did a search together
[00:22:36] And ’cause we moved over to that other office in, over by, what’s that called?
[00:22:42] Chris Corcoran: [00:22:42] Yeah. Tech center or tech corner.
[00:22:44] Tim Fabian: [00:22:44] Corner
[00:22:44] Yeah.
[00:22:45] Marc Gonyea: [00:22:45] Right.
[00:22:45] Tim Fabian: [00:22:45] Nicole
[00:22:46] Chris Corcoran: [00:22:46] Oh, Nikki D.
[00:22:48] Marc Gonyea: [00:22:48] Hey Nikki D. Holy crap. All right. All right. Yeah. So Tommy is pretty good. Tommy’s still here. Always telling him to prove your manager and I remember he was sweating a little bit when he started. And then we were talking about Mr. Bond on his first day.
[00:23:00] right? I mean, hopefully it comes to knowing the job.
[00:23:03] Tim Fabian: [00:23:03] So Nimit, I think this was his first job out of college. He was a very timid guy coming in. MG and I were talking about this before. We started recording. He was like you remember the scene in Bambi when he walked out on the ice that he went. Nothing against Nimit. I love Nimit. Oh again, I mean, everybody found their way and obviously, he’s still there, kicking ass for you guys and doing big things. I keep track of everybody.
[00:23:31] Marc Gonyea: [00:23:31] Yeah, he’s doing great things. And he told me to say hello, when I forced you to say that he was like Bambi walking on ice. So this not, you told that. So you’re doing your thing working with us. And one of the things that we do now that, I don’t know if we could have done it back then, but we have a Tops trip twice a year.
[00:23:45] And think of it as a President’s Club. And I can say for certain that Chris and I would have tremendously enjoyed going on a trip like that with guys like you back in the day 10, 11 years ago. one of my regrets, and there’s not a lot of them, is that we didn’t do that back then, because we would have a spectacular time together.
[00:24:01] Tim Fabian: [00:24:01] Yeah, that would have been a good time. It is what it is. Everybody evolves. And I do get jealous when I see those pictures on Instagram of you guys now going to Dominican Republic or wherever you guys have gone. But yeah, that wouldn’t be, we can still do if you want.
[00:24:18] Marc Gonyea: [00:24:18] I’m sure your wife would love that. Tim. Like.
[00:24:19] Tim Fabian: [00:24:19] Get
[00:24:20] Marc Gonyea: [00:24:20] we, There you go. Well, Tommy’s still here. Nimit is still here. He’s got to get Honey Badger. I don’t know if I can handle the Honey Badger and a couple other people. I’ll get it. I’ll take Nikki D. I’ll take Mike Jones. I’ll take all those people. so Tim, you enjoyed us enough and we were fortunate enough and we liked you ’cause
[00:24:37] you were good job. You stuck around for us a little longer, which I think is a compliment to us. We’re grateful for that and certainly compliment to you because they’re not everybody we want to stick around. So talk a little bit about that. Let’s get into what you did next.
[00:24:49] Tim Fabian: [00:24:49] Yeah. So I touched on it a little bit already. I worked with Tommy on I think we called it search at the time. I was looking or we were working on getting new clients for memoryBlue. It was a nice transition. my goal, I think, while I was there, and eventually I moved back to New York and worked remotely, but I wanted to climb the ladder size I could, and get to the delivery manager position, which I think got developed as I was getting longer in my tenure there.
[00:25:16] But, I think I still worked with Ely for a while, while I was doing the new client search. And it was a challenge, but it was very much the same as what I was doing for Equity Corps. You’re targeting the same people and different product, but talking to the same people.
[00:25:32] And then eventually I transitioned when I moved back to New York to a new hire search. So I was recruiting, me and Tiana and, uh, I think I did that for, I don’t know, six, seven months. I don’t I think it was going to be a long-term thing. I think everybody knew that But it was same thing,
[00:25:51] selling a different product, but it’s still high-level stuff. And that part was fun. ‘Cause I kinda, talking to college kids and people that are transitioning in their career or looking to get into tech sales, or whatever it is, and I could sell memoryBlue. I mean, I was a great case for that and I could speak to my own experience and I’d tell anybody the same thing I tell them now. This is a great springboard for whatever you want to do in your life.
[00:26:14] Chris Corcoran: [00:26:14] So talk a little bit about heading back to Binghamton, and DC, and you and your wife, I guess you didn’t love the city and wanted to head back to your roots.
[00:26:22] Tim Fabian: [00:26:22] Yeah. it’s not that we didn’t love it there, because it’s a great place to live, but we wanted to start a family and it wasn’t, at the time wasn’t sustainable. And I had family back here. My mom wasn’t in the greatest health so we made the decision to move back to New York and if it were up to my wife, we’d still be there.
[00:26:41] She loved it. But that’s another conversation. So after moving back, my mom, who was doing travel at the time, so she did corporate travel. Her and my uncle owned a travel agency and she worked with a company that it was a HVAC distributor. So they sold heating, cooling refrigeration equipment to dealerships and the guys that come to your house and fix your heat and your air conditioning, and all the way up to large universities and hospitals, and things like that.
And so I got hooked up with them. They had an outside sales position open and I decided to make the jump. It was completely different than what I was used to. Totally different sale that was almost like a customer service type job where they call me saying this is what I need, rather than me calling them and say, here’s what I have.
[00:27:28] There were instances where I would do that or try and get new customers, but it was different. I’d be out pounding pavement, but it was more visiting existing customers, keeping them happy, taking them to lunch , giving them the literature on latest and greatest products. it was good. It was okay money for Binghamton New York. And it kept me happy for a little while, but then I slowly realized just like anything else that I wanted to climb, I didn’t want to be a salesperson forever. I wanted to get up into management or do bigger and better things.
[00:28:01] And it wasn’t possible. It was a family-owned company. Everybody at the top was family. And I always had in the back of my mind that I wanted to get into medical device. And always had my eye on LinkedIn and on Indeed, and just to see what was out there. And I live in a small city in Upstate New York.
[00:28:18] So there really aren’t a lot of opportunities. And when they come up, everybody wants them. And, I saw this job that I have now posted, and I threw my resume out there. I got an interview with the hiring manager, and things went well. I got down to the final two, and the other person got hired. I was bummed, but, I’m not defeated. keep plugging along. And six months later, I saw the job reposted. So I reached out to the manager, and he told me I should have hired you six months ago. The guy was a bonehead. And here I am four years later.
[00:28:46] Chris Corcoran: [00:28:46] Keep walking.
[00:28:47] Tim Fabian: [00:28:47] Never take no for an answer.
[00:28:49] Chris Corcoran: [00:28:49] That’s great ’cause there’s a lot of people who you wonder, there are people that would fold when they heard no and give up completely. And then there’s a second category of people. I hope I don’t fall into this case, but maybe I would, who’d be so pissed off that they would take it personally and they would close the door on the opportunity altogether. And you had the maturity to do neither, which has served you well.
[00:29:09]Tim Fabian: [00:29:09] I was pissed in the beginning. Because I thought for sure, I was going to get hired and, whatever the reason was, I hear things now that it was because of her existing relationship or whatever, but it doesn’t matter. I’m here now, but yeah, I was pissed. but, I used it as motivation too.
[00:29:26] Chris Corcoran: [00:29:26] That’s great, tell listeners a little bit about what you’re doing for Stryker.
[00:29:29] Tim Fabian: [00:29:29] Yeah. This job that I have is not a sales job. So at a high level, I operate a robot that helps surgeons do knee and hip replacements. So before this technology existed, there are still surgeons that do this. They basically take a jig. When you get your knee replaced, they put a jig on the top of it.
[00:29:49] And there’s preselected cuts that they. So they cut your bone to fit an implant on it, the replacement. And there’s always an element of, yeah, I think that’s okay. I think it works well with patients’ needs in much better shape than they were when they roll in the OR and off they go.
[00:30:04] So this technology was developed by a company in Florida that Stryker purchased 10 years ago, something like that, that, dials in and uses all sorts of technology make this knee replacement perfect. It’s down to the millimeter accuracy and you compare it to driving a Porsche versus driving a Dodge neon.
[00:30:24] Either one of them will get you to where you need to be, but one is much better. Hips, the same thing. It’s a technology and it’s the entire medical field. And orthopedics is all going in that direction. Stryker just happens to be first in line and everybody’s playing catch up.
[00:30:40] Chris Corcoran: [00:30:40] And so what exactly are you doing in terms of operating a robot?
[00:30:44] Tim Fabian: [00:30:44] So intra-operatively, I’m making adjustments we usually come in with a plan, right? So the patient gets CT scan and we build a 3D model of their joint. And then intra-operatively we make some adjustments to the balance the knee, ’cause your knee is, it’s got ligaments, And each ligament has tension differently. And what you want is straight up and down line so that all of your weight is distributed evenly throughout your joints plus pain, it’s less wear. So we assess the ligaments intra-operatively. I make changes and then wheel the robot in, the doctor grabs a hold of it, and does what he needs to do.
[00:31:19] And so this robot narrows in and does not allow the surgeon to go up-down left-right with the saw. So the saw is attached to the end of a robotic arm. And it allows the surgeon to make these cuts perfectly without going outside. You don’t want to cut any ligaments or tendons or anything like that. So it’s a little different than selling air conditioners.
[00:31:40] Chris Corcoran: [00:31:40] So while this is happening, while the surgeon is working with a robot, are you in the operating room? do you have a ringside seat to the whole thing? Or what are you doing? Are you just watching Chirping in the surgeon’s ear or what’s going on?
[00:31:51] Tim Fabian: [00:31:51] Yeah. So a little bit of both. Yeah. I mean, I like to be a fly on the wall until I’m not. Surgeons are big personalities, so you gotta develop that relationship before you start chirping at them. And they, need to trust me. I went through a pretty intense training program, but they went to medical school.
[00:32:07] So they don’t want some guy coming in and telling them how to do their job. It’s more of a suggestion-type of situation. the work that I’ve done in the past has prepared me for dealing with guys like this.
[00:32:19] So I, have great relationships with all the doctors they work with, because I know how to read a room.
[00:32:25] I know how to talk to these guys. I know how to develop relationships. Everything that I’ve done up to this point has led me here.
[00:32:31] That’s great. And so how often are you in the operating room?
[00:32:33] Three, four days a week. Some days are busier than others. Like Mondays are always my busiest day, anywhere from 8 to 12 hours in the OR and then other days not so busy. And I work from home. And there’s some preparation work that I do as well.
[00:32:46] Chris Corcoran: [00:32:46] How long does one of these surgeries take?
[00:32:48] Tim Fabian: [00:32:48] It depends on the doctor. More experienced guys, it’ll be for a knee half hour, 45 minutes for a hip. Anywhere from 25 to 45 and the less experienced or guys that aren’t as high volume, they could take an hour or plus they’re a little bit more deliberate with what they do. But it’s so much fun.
[00:33:07] It really is. And Stryker is a great company. They treat us well. We actually in the beginning of our national sales meeting we have every year and there’s a keynote speaker every year. so they did a virtual keynote this morning and it was Magic Johnson.
[00:33:21] Yeah. It was pretty awesome.
[00:33:22] He spoke for an hour it’s just stuff we do. And they sent me to Switzerland a couple of years ago to do some cases there. And I definitely made the best of my time there.
[00:33:31] Chris Corcoran: [00:33:31] That’s awesome.
[00:33:32] Tim Fabian: [00:33:32] Caught a couple hockey games while I was there.
[00:33:35] I’m going to a European soccer game.
[00:33:36] Marc Gonyea: [00:33:36] Not really. Those are much more fun.
[00:33:38] Tim Fabian: [00:33:38] Oh yeah. I forgot you are a soccer guy.
[00:33:42] Marc Gonyea: [00:33:42] Hey, so you’ve mentioned it. Let’s dig into that a little because we’ve got all sorts of people on the podcast. We’re doing one with someone who’s in salesforce.com as a consulting person now. Not actually with Salesforce, but with salesforce.com partner, people who take different paths. But you mentioned it earlier and you referred to it a couple of times, but I’ll want to maybe have you drill down on that.
Like you said, you still use the Sandler stuff every day. And then the things that you’ve done before kinda prepared you for this role. Like, let’s go into that a little. Like share with us what do you mean when you say use the Sandler stuff every day and there’s the other things that helped you with the gig.
[00:34:14]Tim Fabian: [00:34:14] It’s just habit now when I make a phone call to whether it’s a coworker, or office manager at a surgeon’s office or what, I always start the call with, Did I catch you at a bad time, or is this a good time? I just do it. it’s a reflex.
[00:34:28] I don’t even think about it. And working with Steve and Chris so closely talking to these high-level people, there’s a certain way that you have to talk to them. You get to their level, and I don’t know, I guess it’s kinda hard to put words to it, but it’s like ingrained in me. And there’s a respect level comes with these conversations, and I work with guys, I work with sales reps, that call doctors by their first name, for example. I never do that ever, unless they tell me to. Never. I think that there’s guys that value that and some guys don’t care But I was raised in a way to respect those guys And talking to CEOs for however long I did it kinda developed that in me, that respect and that certain way to talk to people.
[00:35:11] Chris Corcoran: [00:35:11] That presence, that command.
[00:35:12] Tim Fabian: [00:35:12] Yeah. It can be timid either. Like I said before, if you’re talking to these heavy hitters, they’re going to blow you right over. If you’re not confident, if you don’t have a presence about you and in the OR when you’re wheeling around an 800-pound robot that’s cutting people’s bones,
[00:35:28] you have to have a presence about you that people respect.
[00:35:32] Marc Gonyea: [00:35:32] Tim, as you’ve gone through your journey what’s been more important you think? The type of manager you have, or the type of company you work for? Like, is it better to work for a great company and they’re not great managers, the manager more important than the company? Is it a little bit of both?
[00:35:47] Tim Fabian: [00:35:47] Yeah, I’ve had both. My manager right now, he was my mentor when I got hired . Him and I got real tight and we were, worked together forever And we worked closely when I first started. I was pretty much a shadow for six months. And we developed a friendship and now he’s my boss, but we still maintain that.
[00:36:08] Obviously I have that respect for him, even though he’s like 10 or 12 years younger than I am. He is my boss and he’s also very hands off and lets me do my thing. He knows that when I reach out to him, I need something. Otherwise it’s, do your thing, let me know if you need anything.
[00:36:25] On the other side of that, I’ve had managers that need to know where I am at every moment of every day, what I’m doing, who I’m talking to, That to me is not really how I like to roll. I like to have that autonomy. I like to be able to do my own thing and just trust me that I’m doing my job.
[00:36:42] And the company is, to me, it’s made a huge difference. I mean, went from a small family-owned mom and pop HVAC distributor to one of the biggest companies in the world, global multi-billion dollar company. And it’s totally different. I get treated incredibly well.
[00:36:59] Afforded a lot of opportunities that I would’ve never had, I traveled before all the pandemic stuff. Was going to Vegas, and Florida and Texas. As much as I wanted to, I’m involved in the medical education department as well. I helped them with certifying new surgeons that their hospital by the robots.
[00:37:17] So they both have their advantages, but I wouldn’t trade what I’m doing right now for anything in this company, for anything. hope that answers your question.
[00:37:24] Chris Corcoran: [00:37:24] I’ve got a question for you. So I’d like to know, like, just for you to compare the different sales roles that you had when you were selling copiers door-to-door, you were working with us on an inside sales capacity, trying to connect and secure face-to-face meetings with C-level executives to sell on HVAC equipment. What role was the hardest?
[00:37:44] Tim Fabian: [00:37:44] Oh, good question. I think that what I did at memoryBlue was the hardest. I think. I do. Yeah, because most of the sales that I had when I was selling HVAC stuff, it was going to happen anyway. I was just there. I was the guy that takes the order, so to speak. It was more order taking than it was anything else.
[00:38:01] It’s very loyal business. So flipping people from one vendor to another, it was challenging. And I really didn’t get involved in that, that a lot. I mean, memoryBlue, every day was a grind. Every day was: hammer the phones and hope to God, you get somebody on the phone. Copier sales were a different animal altogether.
[00:38:20] I mean, it was knocking on doors, similar, but not the same. And it’s my first sales job. It was hard at the time. But if I knew now or if I knew then what I know now, I think things would have been different.
[00:38:31] Chris Corcoran: [00:38:31] One of the things I think that our listeners should understand is that, when you were calling for Steve, the C-level executives and CEOs, you had to book face-to-face meetings. It wasn’t phone calls. You had to book face-to-face meetings, which that’s a much bigger ask for anyone. Especially CEO to go and carve out an hour to sit down with somebody.
[00:38:51]Tim Fabian: [00:38:51] Yeah, that was a big time. I mean, I still remember, remember, I don’t know if you remember this or not Chris, but the first meeting that I set for Steve, he made me go with him, because it was a guy that he knew was just blowing smoke. it was a guy that he had dealt with in the past.
[00:39:05] His name is irrelevant at this point, so we go to his office and Steve told me going into it and he picked me up in his Land Rover. We rode over and he said, you’re going to be sorry that you came on this appointment.
[00:39:20] So we go in. I’m not kidding you. This guy had more cologne on than I have ever been around in my life. It was unbelievable. Sure enough, he wasn’t really looking for help finding an executive. He was just a meeting-taker guy. Like he just wanted to talk to somebody. And Steve knew it going in, but you know, gave me the benefit of the doubt.
[00:39:45] I think I got lunch out of it.
[00:39:48]Chris Corcoran: [00:39:48] What a memory.
[00:39:49] Marc Gonyea: [00:39:49] So Fabian, you mentioned you keep track of folks who you used to work with. What do you see, some moves that people make? Because we’ve got these people work for us now. And everybody is really anxious and excited what they’re going to do next, what they’re going to go.
[00:40:02] And we’re like, listen to me, to get good at this job, get good at all these certain things, slow your roll. We screen folks for certain character beliefs, and dispositions and traits. And it was like people who are impatient, but the same thing too, you’re asking people to be patient.
[00:40:17] So sometimes people get out ahead of themselves a little bit. And what have you noticed from some of your colleagues or just advice might you have for the younger version of yourself and others as how you should approach like moving through their career?
[00:40:29] Tim Fabian: [00:40:29] I was guilty of the exact same thing. memoryBlue to me was gateway. I was looking at the next thing for a long time. Okay. When am I going to go out? When am I going to start getting interviews? This place is hiring. Why don’t you send me here for an interview.
[00:40:42] So until you take a step back and realize the value that you guys bring and that company brings, you take your time and you get good better than anybody at what you guys are teaching, and the stuff that you’re bringing to the table, the better off you’re going to be in the long run.
[00:40:58] For me personally, like I said, I was a victim of that. And until I realized how fortunate I was and how the opportunities that I had are few and far between calling, dealing with these CEOs and getting that one-on-one attention from Chris, and from Steve and, it’s valuable. Take your time. Don’t jump on the first opportunity that gets put in front of you. If it’s not right, then don’t do it. If you don’t get that feeling, it’s just because it’s a job with a tech company whatever commission sales, doesn’t mean it’s the best move.
[00:41:28] Chris Corcoran: [00:41:28] All right, so let’s, close out with two rapid fire questions.
[00:41:32] Two of your favorite subjects. One is clothing. What’s your favorite brand?
[00:41:37] Tim Fabian: [00:41:37] Favorite brand. Right now I’m wearing a lot of Lululemon. Believe it or not.
[00:41:42] Chris Corcoran: [00:41:42] Okay. As you move into CrossFit, ha you’re rocking the Lulu?
[00:41:46] Tim Fabian: [00:41:46] Yeah. I mean, they got great casual clothes. I wear Lulu pants to work every day. Lulu shorts when I work out. Yeah it’s comfortable.
[00:41:54] Chris Corcoran: [00:41:54] Canadian company too.
[00:41:55] Tim Fabian: [00:41:55] Yeah, I know. I’m sorry.
[00:41:57] Chris Corcoran: [00:41:57] There you go. the Great White North. All right. Next question. Favorite beer.
[00:42:01] Tim Fabian: [00:42:01] Boy, can I just narrow it down to one brewery?
[00:42:05] Treehouse,
[00:42:06] Chris Corcoran: [00:42:06] Okay. are they in Vermont or Massachusetts?
[00:42:09] Tim Fabian: [00:42:09] Massachusetts.
[00:42:10] Chris Corcoran: [00:42:10] Tell me and the listeners about Treehouse ’cause it’s one of the best in the country.
[00:42:14] Tim Fabian: [00:42:14] Yeah. Their beers are head and shoulders above the rest of the country, or the world, even. I think they’re one of the pioneers of the New England style IPA. And every year when we go to the Cape, it’s a stop along the way and on the way back. ‘
[00:42:29] Cause you can’t get it anywhere, but at the brewery.
[00:42:31] So I, spend more money than I should at the brewery. But yeah, their beers, they’re just knock out good.
[00:42:36] Chris Corcoran: [00:42:36] And so how much beer do you haul in the way back from the beach?
[00:42:39] Tim Fabian: [00:42:39] A couple of cases.
[00:42:41] Chris Corcoran: [00:42:41] A year supply?
[00:42:42] Tim Fabian: [00:42:42] No, because their, beer, well, it doesn’t last a year. It doesn’t matter how much I buy, but the shelf life is only a month or two.
[00:42:50] Chris Corcoran: [00:42:50] I see. Excellent, good. Very good. Mr. Fabian, this was awesome. I love hearing your wisdom and catching up with you and we appreciate all of what you shared with both Marc and me and our listeners.
[00:43:01] Tim Fabian: [00:43:01] Yeah. Thanks for having me on. It was great to catch up and love what you guys are doing. It’s unbelievable. The growth that you guys have had in the last decade, and it’s so much fun to watch. Okay.
[00:43:11] Chris Corcoran: [00:43:11] Well, thank you. We appreciate it. And we love hearing that you’re operating 800-pound robots in the OR.
[00:43:16] Marc Gonyea: [00:43:16] If I ever need any sort surgery, I’m calling you. You’re going to be the guy. I don’t care if the surgeons want to. And I want you to tell them I want you operate the robot.
[00:43:22] Chris Corcoran: [00:43:22] Apologies for the rest of your all’s lives to your wife who has to endure your Sandler-isms the entire time.
[00:43:31] Tim Fabian: [00:43:31] She’s gotten used to it.
[00:43:32] Chris Corcoran: [00:43:32] I’m sure. Awesome. All right, Mr. Fabian,
[00:43:35] Chris Corcoran: [00:43:35] Thanks a bunch!
[00:43:37] Marc Gonyea: [00:43:37] Thanks Tim. Peace out.