Teri Youngdale started her career in the music industry in her teens. After many years working with radio stations, record labels, concert promoters, bands, music services, and hardware providers, she made the jump to video technology. Teri was blessed to work with and provide large scale video solutions to companies like Dell Computer, Texas A&M Health Science Center, and AT&T. Teri left Corporate America to take time to reinvent herself. She started The Red Door Pantry in McKinney, TX. The Red Door Pantry is a simple wooden box full of food for anyone who needs it.
In 2018 Teri entered the CBD Solutions Industry. She has researched and vetted each product line The Happy Hemp Store sells. Providing her clients with the confidence to trust the CBD solutions they invest in. The Happy Hemp Stores is open inside of Beaker Pharmacy in McKinney, TX.
David Damaske, PharmD, MBA, received his Doctor of Pharmacy degree from Midwestern University-Glendale. Now, he’s a chief pharmacist and CEO of Beaker Pharmacy in McKinney, Texas. He helped Teri on building her pop-up store when she was still starting in the CBD space.
In this exciting episode, Teri and David talk about their journey to building successful CBD shops and the precautions that you must not miss when recommending cannabis and hemp to your consumers.
If you’re going to sell it, be professional, know your product and know what it can and cannot do, and do not make promises or commitments that you can’t follow through with, because that’s dangerous. – Teri Youngdale
Some Topics We Discussed Include
5:30 – Journey to the CBD solutions industry
9:43 – Precautions in using CBD
20:10 – Consulting pharmacists about CBD
26:12 – From private consumer to public advocate
30:52 – Obstacles when growing a CBD company
34:17 – Inhalants
39:01 – Picking a good business model & vetting products
50:28 – Words of Wisdom
1:00:17 – Where to find them
People Mentioned / Resources
Connect with Teri Youngdale & David Damaske:
Connect with Sonia Gomez
Sonia Gomez: What’s up guys, Sonia Gomez coming to you from Denver, Colorado and another rock your socks episode of The Hemp Revolution podcast where we are sharing and telling the real story of cannabis and hemp through the eyes of the entrepreneurs and changemakers who are pushing this industry forward. We are breaking down barriers and rules blocks in this space. I’m helping to bridge the gap and raise awareness around the truth about cannabis every single day quite literally change transforming the way that we think about and talk about cannabis and our families and communities around the globe. If you’re someone looking for products that you can depend on to deliver the results you’re looking for check us out at medicalsecrets.com for our favorite picks.
We have tested and tried over 2000 products in the last three years. No easy feat let me tell you, and we have found some that you can truly feel confident spending your hard-earned money with and spending some time getting to know if you’re a budding entrepreneur in the space. You’re looking to break through some of the glass ceilings and brick walls that this industry inevitably will present to you. I’d love to hear your story and how you got started to shoot me an email [email protected]. We’d love to get to know you.
You guys know if you’ve been following me for a while that I love to pull pull together some of the best of the best in the industry, entrepreneurs and business owners from all walks of life at all different levels of success and know how and today’s guest is no different. A lady boss out of North Texas is the owner of and CEO of The Happy Hemp Store and just created a pretty incredible partnership with the pharmacies in her area. The Happy Hemp Store is based in North Texas, you will find them inside of independent pharmacies, not in the typical CBD store setup. But first, how did they get here? Well, they worked in rock radio. She worked in rock radio and the music industry in cities from coast to coast for more than 20 years, finally making the transition into the audio visual IT world back in 2004. And during this time, she designed and sold large scale interactive video solutions into Dells Austin campus and 6000 plus AT&T buildings across the US.
She left corporate America back in 2015 and created The Red Door Pantry. The Red Door Pantries are simple wooden boxes set up all over Texas. However, these simple wooden boxes are filled with food from the community. They welcomed anyone who needed food to simply open the door and take what they needed. There was no need for anyone to feel humiliation when they explained why they needed food. They did not require them to list to listen to religious messages or to accept help simply drive up anytime and take what they needed. She organized a food drive events that took place multiple times a month, a group about 60 volunteers and even an ever-flowing, ever-evolving lineup of corporate companies and nonprofits that would donate large amounts of food, obviously creating massive change in the way that her community was being served every single day.
She was introduced to the power of hemp in October of 2018. While at a local pharmacy with a friend who suffered from carpal tunnel syndrome, they saw the display and asked if they could smell the south and her friend rub just a tiny bit on her wrist and by the time that they got to their car, her friend said that her fingers were no longer tingling. They laughed it off, thinking not much of it, and that it was more all in her head the aka placebo effect by the time that her wrists and her hands and arms. By the time that they had driven back from the pharmacy, they decided that they needed to purchase the cell. They spent the rest of the afternoon trying to find people who owned the CBD company, and once they found the owner, they called and introduced themselves and told her that she was going to work for her.
Eventually, she set out on her working with the small CBD lines and has the most confidence you have the most confidence, and today The Happy Hemp Store is open in pharmacies in North Texas. And they are in expansion mode looking to add more pharmacies every single day, and I was super impressed to find out that what since she has started her business and has tripled in size or doubled every single month, which is super exciting. I’m honored and excited to introduce you guys to miss Teri Youngdale. How’s it going, Teri?
Teri Youngdale: Very good. Thank you.
Journey to the CBD Solutions Industry
Sonia Gomez: I’m so excited to have you on, and why don’t you introduce us to your partner and friend here who you are in collaboration with your store.
Teri Youngdale: Excellent. This is David Damaske. David is the pharmacist and owner of Beaker Pharmacy here in McKinney, Texas. It’s the location where I have my first pop up store, and without him, I couldn’t get this done.
Sonia Gomez: This is so exciting, and I’m so honored to tell this story. I have seen people from either facet, but I have yet to see them sort of come together communally the way that you guys are, why don’t you guys share a little bit about why you select it? First of all, you can share a bit of your background, David, if you’d like and why you selected to allow Teri to come in set up shop and, you know, sort of CO collaborate on how you were serving your patients?
David Damaske: Okay. Yeah. So I left corporate America a couple of years ago, I was on a hospital president track and asked myself where my heart was, and it wasn’t. And so we decided to open an independent retail and compounding pharmacy here in our area. And we’ve been open about a year and a half. Teri and I met right after we opened. She came in and called on me with the old company she was working with, and it was kind of an instant connection as far as learning about CBD we got along really well. And we work together for quite a while, and then we would bounce ideas off of each other. And you know, just Hey, why don’t we do this? Why don’t we do that? And we just started, you know, talking and this idea came up, and I’m a big believer in CBD.
And that’s what I think the biggest thing here is I’ve seen it affect many patients’ lives since we started carrying it. And we want to do more of that. And I use it personally my family uses it. And so it has to be out there, and I think patients need a reliable, reputable place that they can make sure to buy quality from or ask about drug interactions, ask about some of the medical questions I have, but also place your community where physicians feel comfortable to refer somebody to go to and discuss and perhaps purchase some and see what would fit best for them.
Sonia Gomez: So great. I’m always curious to know about this. And I love that your guys’ relationship was collaborative from the very beginning. But it’s not always that way. It’s not always so simple. There’s generally quite a bit of, quote-unquote convincing that one has to do if they’re on one side or the other. Did you receive any pushback from any of your colleagues when you decided that you wanted to open up to CBD? Or were they pretty receptive and just sort of waiting on the sidelines to see what would happen?
David Damaske: I would say, for the most part, it was pretty open. We didn’t get any pushback. I think there were a lot of people in the area that were scared about it that they were unsure. Fortunately, a good friend of mine is a high-level cannabis attorney here in North Texas. So I was able to really pick his brain on what is going on the farm bill, what’s going on? What’s legal, when are we able to do this and he basically green-lighted it. And we, I would say, we’re probably one of the first in the area to definitely, you know, really encompass this and embrace it and try to get out there. And we’ve written some blogs about it as far as why you need to be careful where you’re buying it from. And if you’re on certain medications, make sure you ask a Pharmacist about that because some deadly interactions can happen. And as we’ve started to do that more and more people have come online and started carrying it in pharmacies, but I would say we were one of the early adopters, and as soon as we’re legally able too.
We're probably one of the first in the area to definitely really encompass this and embrace it and try to get out there. - David Damaske Click To Tweet
Precautions in using CBD
Sonia Gomez: One of the things that I admire most is how you are working with patients to I mean, well, I guess, talk me through this a little bit. I’ve come into contact with pharmacists who are like, always wanting to look towards the more hopeful Listed options before they get into the heavier, you know, pharmaceutical medications. For instance, if they know that there are cells that contain cannabis or hemp that would work just as well or better, they would opt to give that rather than something that was prescribed how, how do you where’s the line of demarcation for you where you know, go with your opinion knowledge and know-how and feel competent in that versus promoting a pharmacy, the use of pharmaceuticals?
David Damaske: I think it just mostly depends on what’s going on with the patient. And a lot of times, people come in for CBD as maybe an adjunct. It’s something that’s not working. So let me Okay, I can’t sleep, for instance, or I have been on pain meds, and I’m still having pain or arthritis is bothering me. So we kind of discussed, you know, what’s going on. What have you tried and then we usually can help them with a recommendation as far as, okay, this dose this, this is the right format for you for what’s going on. Sometimes they need both, and sometimes we’ve been able to have patients completely get off prescription meds once they start CBD, whether it’s for sleep or pain, but sometimes with we deal with a lot of pain patients as well and I like to tell them, okay, man, I like to manage your expectations, and I say you may not go completely away from pain, but your eight can become a four.
And a lot of times when that happens, and they’re able to decrease theirs in our product use or muscle relaxer use or whatever it may be. So there I think it really works in conjunction, you know, for a lot of patients and a lot of them don’t want to go to their doctor or they’ve tried other things, and they’re seeking an answer to that. They don’t get a prescription don’t have to sit in an office. Some simple things like some arthritis and your thumb or your knee, there’s nothing better than, you know, a good CBD salve. I mean, I use it, my kids use it, my in-laws use it, my parents use it, half the community around here uses it and really good quality and really good strength. I mean it sells itself, and people come back, and you know it’s I’m very happy to see this available to everybody now.
Sonia Gomez: Yes, I love that. I’m going to ask you a little bit on the business side because I think in some cases I was I went out to the Big Pharma Tech conference that was held in December out in Las Vegas. And I was speaking with many pharmacists who sort of laughed off the idea of having a quote-unquote CBD pop up in their store. And I think that there’s just still such a lack of education. They’re not sure how it could quote-unquote benefit to what they’re doing. Can you talk to me a little bit about the business model? And in the first few months, how quickly you guys have grown? Is it lucrative? And do the projections show that this is a smart move to move into the future with that will add to your bottom line, but also allow you to make a bigger impact into your community?
David Damaske: Yeah, absolutely. I think the biggest point here with partnering with Teri’s reach because we are, you know, we’re limited in our physical location and our hours, for instance, and, you know, there’s, and we’re also a busy pharmacy. Sometimes the patients want to talk to us, and you know, it may be a little bit of a wait just because we have other things going on, but there are some limitations there. And we first started just carrying a couple of different lines, and that’s again, how we met, and it was pretty successful, but then we have this other idea of what if we partner up because then Teri can be out really helping to promote Happy Hemp store, our pharmacy, the products we do work with, and multiple avenues and directions where just if you have it in your pharmacy by yourself, you’re not going to be able to do that.
So she has a lot of different relationships. But also can just be out there and boots to the ground to help this thing grow. Whereas I’m very limited in doing that because you know, to operate a pharmacy, you always have to have a pharmacist here. That was one of the limitations where people are hungry for it. But just being able to get out and get that the word out and get the information out about Yes, we have this we have trained people, we’ve done a lot of research in the area, we have different products. And we’ve tried and tested them and moved around what’s worked, what’s not worked.
So we’re confident that In that, you know, it’s been it’s working really well that way. And on the other piece of getting another pharmacy through what we’ve done, we’ve been able to say, Okay, if you want to get into it, but don’t want to have the huge investment for instance, or you’re not sure what to pick, we can say, All right, here’s a tried and true salve, some drops and some temper sleep, for instance, and start with three skews that we know will move and we have to educate them on that as well, how to use it and certain drug interactions, if you will, but I’m getting that word out to more in the community, whether it be other pharmacies, we’ve talked about podiatry offices, chiropractors, there’s a lot of out there that, you know, if someone came to you and said, Okay, I have this basically turnkey solution. And we have a few different ways and that it can work. A lot of times, you’re going to get a yes.
Sonia Gomez: Yeah, absolutely.
Teri Youngdale: There’s so much product that’s not a quality propped up that’s out there. And there are doctors and pharmacists that are really concerned about their patients taking garbage. And this gives them the opportunity not only to make a little bit of money off of it, but to control that quality that their patients are working with. Yeah, if you’re talking about the video store the gas station, we know that that’s not going to be the right quality. That’s it’s going to be expensive. But it’s not going to do the work that the patient needs.
And we can work with them and determine, do you need a 500-milligram solution or a thousand, 1350, or a 3000-milligram solution and make sure they’re getting the right quality. Not just that, we have a COA that shows that it’s a good product, but that we’ve used it that our family has used it and that we know that this is going to do a good job for somebody. And that’s important that their first CBD purchase is the right CBD purchase. Right? Not just because online, you hear so many people say oh, I’m in my third bottle with my third brand, and it’s not working. Yep. Yeah, get a gas station to get it for Yeah, come to the pharmacy, find out how that’s going to work with your personal body chemistry. Yes, it right the first time.
David Damaske: In the number of patients that I talked to that say, oh, it didn’t work, it didn’t work. I find 90. I mean, almost all of them they weren’t trying to hide enough. You know, they’ll go with the cheapest bottle, for instance, but you know, we’re just like medication. There’s a reason there’s ten different dose drinks and certain medications because everybody’s a little bit different. And you know, they want to go with the smallest bottle or the cheapest bottle or not give it enough time. And we ramp them up in dose, and they get results because we’re able to kind of understand what’s going on and how much most people are going to need and really talk to them about how to dose it how to how to titrate it up how to know is your problem in the morning or is it at night? Is it during the middle of the day, and you know have those different conversations with them that really can affect their experience?
Sonia Gomez: Absolutely. I think that’s the thing that I find the most are there’s just not enough information or education around dosing and people lose confidence when they spend their money on a product that doesn’t deliver the result that they’re looking for. And we’re so we’re instant gratification people anyways like we’re all looking for the quick fix that’s why we take Advil, that’s why we take you to know these over the counter stuff because we’re like, we don’t want to drink a gallon of water to stay hydrated. We just want a pill to take away the headache for being dehydrated.
So I think that this is a such a powerful synergistic partnership, and I’m so excited to follow your guys’ success. And to continue working with you guys to I was telling Teri, I’m so excited to talk about how we can help promote we have such an underserved community of people in our, and we just have such a massive community over a million followers. We’ve impacted around 200 million in the last three years with our content. And we developed an online clinic that’s attached to our blog, and people can sign into the clinic and actually register and pay for a consultation. And what we do is we talk about there, you know, what’s their medical history? What’s their current medication regimen? What are all of these, you know, variable factors that make them the unique person that they are, and then we make a product recommendation based on that, and it’s all HIPAA compliant, everything is all built-in there.
I know for sure that what you guys are doing locally can be expanded. I would just love to continue the conversation to talk about how we can serve a broader audience with, you know, your products and the things like that, but also the knowledge and expertise 40s it’s been it’s been really exciting to see the transformation happening from the most unsuspecting clientele. So congratulations to you both.
Consulting Pharmacists about CBD
David, I have a final question for you before you get back to all of your patients over there, and I dive down the rabbit hole with Teri here. Would you recommend for pharmacists or the medical community who is listening in here and just trying to figure out how they can integrate with what’s their lowest barrier of entry where they don’t have to perhaps learn a ton, or maybe they don’t have to do a ton of research, but offering like you mentioned that turnkey solution, would you recommend that they remain open or find a way to integrate CBD and cannabis products or education into their practice before too long? Is it something that you would recommend other folks do?
David Damaske: Absolutely 100%. You know, I think pharmacists are in a unique position. We’re the most accessible healthcare provider, and we’re the easiest to ask that question to the mean we can usually look up all their medications you know, we’ve had a ten patients that I’ve said you’re not a candidate for this because of your on a blood thinner and you know, it’s, I can’t let you do this. And that is such a powerful message to be able to because if they didn’t come here and they went somewhere else and tried it, they have a bad reaction and they could end up in a hospital or worse. And, you know, you just have to be mindful of that.
Pharmacists are in a unique business, we're the most accessible healthcare provider. - David Damaske Click To Tweet
And I think, you know, having pharmacies and medical practitioners involved is a huge thing when it helps the bottom line, let’s be honest, and all the reimbursements that are always shrinking, and pharmacies and medical and, and all other healthcare arenas. It does help that, but it also is the right thing to do. I mean, if you can get people off, especially opioids and pain medications and reduce those, I mean, it’s a that’s a powerful, powerful thing. And we’ve actually had a lot of patients reduce some of their usage of it due to CBD or due to a salve.
We have one guy that I mean, he’s one of our regular staff patients that comes in, and it allows him to keep working. This stuff he puts on his foot. I mean, he’s just horrible reconstructive surgery, and he’s in a boot all the time. But he uses this in it allows him to function normally without having to undergo that, that experience until he’s ready for it, you know, so you can keep working and get ready for it and prepare. So it’s a very powerful thing. I think everyone should be open to it. Unfortunately, in our medical, pharmacy, and medical practices, there’s a lot of it’s black or white, and a lot can’t see gray, and you have to be able to see gray. I feel look at alternatives for things because you know, we just have to.
Sonia Gomez: I’m so excited about this. You guys, this is so great. I’ve been. I’ve been really waiting, first of all, for Texas to get on board and second of all, for somebody to be doing it right. So this is so exciting. I’m really honored to have you guys on the show.
David Damaske: Thanks for having us.
Sonia Gomez: Yeah, absolutely. Teri. I’m going to get in this with you, Dave, thank you so much. Great to meet you.
David Damaske: Thank you likewise.
From Private Consumer to Public Advocate
Sonia Gomez: Teri, what a lady boss. I cannot believe it. First of all, you’re been, wrangling superstars for the better part of your career and then moving into creating these beautiful displays with lights and monitors. Tell us a little bit about your background and how you ended up in the cannabis craze.
Teri Youngdale: Okay. Well, you know, like you mentioned, you know, I worked in rock radio for a long time. So right there in Denver is where I got my start. I worked for a couple of radio stations there in the big hard rock heavy metal days of the early 90s and had a blast, you know, I was in my early 20s. And then, as the radio world evolved, I realized it was time to change into a different industry and slowly evolved into bringing technology behind or putting technology behind the music to get it and distribute it and better quality music into commercial locations. And so I moved, I was in Los Angeles, I was in New York, I did AV systems up and down the fifth avenue for retail stores because music is a big part of the retail experience and loved it.
But then moved into the AV industry, adding the big video pieces to it. And it just evolved over time, you know, as people demanded, video to be a part of their multi sensory experience, even in retail stores, and then restaurants, any business. That’s really how it evolved. And then I got AT&T and Dell as my big accounts. And they worked me ragged for a long time. You had to be ready at seven in the morning, and it was 11 o’clock at night before. The people on the far West Coast and in Asia. We’re done with their day. So it wore me out.
Sonia Gomez: And so you needed CBD to relax? No, I’m just kidding.
Teri Youngdale: I did. Unfortunately, it wasn’t an option at that time. But yeah, I burned out and sat and did nothing for a year and then slowly opened up the food pantries, and part of what I learned from that food pantry is you can’t just heal somebody with a full belly. There’s more behind that. And then in Texas, CBD and hemp became legal. Well before it became legal. I got involved in the business and really just took that as my mission, I saw it make a big change in my parents’ lives. I saw it make a big change in my life. You know, I wasn’t sleeping for years and started using the salve. And all of a sudden, I went from sleeping two to three hours a day to sleep a full night.
And, amazingly, what you can do when you’re well-rested in your mind. I’s all there. So it saved me. It made a huge difference in my life. And you know, in in the bio, in the beginning, you talked about me going to find the ladies of the company, the people that owned the SAP Store, the sap group that I found, and I literally called her on the phone and was like, my name is Terry, and I’m going to go to work for you. Well, maybe we can get lunch tomorrow but back off a little bit. But to this day, I work very closely with her, you know, and right here in my hand I’ve got that product that got me involved in it. And it’s a game-changer.
It's amazing what you can do when you're well-rested in your mind. It's all there. - Teri Youngdale Click To Tweet
Sonia Gomez: I love that. I absolutely love that. And there’s always some sort of personal story, whether it’s through a friend or a family member or like myself, it was something that happened exclusively with me that made me sort of switch from private consumer to public advocate. What for you and start there’s, there are all these visions of grandeur, right? When you’re getting started in this industry, you’re like, Oh my god, there’s $22 billion that we could potentially earn as an industry in the next three years. Texas is the biggest state in the country. It’s practically its own country.
Obstacles When Growing a CBD Company
There’s an endless opportunity, and the vision can get very big very fast. And then you’re, and then the rubber hits the road, and you’re like roadblock number one, right? You bump number seven, impossibility number 29. Like there’s just the inevitable always happens. What for you have been the biggest challenges that you have faced in starting and growing? And what are you up against right now when it comes to growing your company?
Teri Youngdale: Well, the biggest obstacle is people’s perception of what CBD is and what it is not. The Dallas area is a very conservative community, a very conservative community. And in 1981, Nancy Reagan said, just say no. And here in 2020, I still work with people every day that are concerned because it’s marijuana. Well, it’s not marijuana. And so it’s really just their perception and their understanding of what the product is and what it can and cannot do. And Nancy Reagan, if she were still here today, I am sure what slather her body with this. So she didn’t hurt so much because it would be a good positive thing for her.
The biggest obstacle is people's perception of what CBD is and what it is not. - Teri Youngdale Click To Tweet
So that’s the biggest obstacle is people’s perception. Even after the Farm Bill was signed, it was not legal in Texas yet. And people would fly into DFW Airport and have a perfectly legal product in their bag. But they didn’t have a COA on it, and they couldn’t prove that it didn’t have THC. And night after night, we saw on the news mug shots of someone’s grandma because she had CBD cream in her carry on back. They didn’t just put them in a mug shot. They arrested them, and these ladies spent the night in jail, which is crazy that that would happen.
So that’s the perception, and people are still afraid of it because they saw those. The DA in Tarrant County was very clear. It is not legal, yet the state of Texas has not passed this into a legal bill. And so we went from December when it was signed until June of last year when it wasn’t really legal in the state yet except people were using it.
We’re in Collin County. And here if they knew that you had it, or if somebody complained that you had it, then yes, they were forced to enforce the law. But other than that, they really just kind of turned a blind eye. There were stores popping up, and they knew that they had the product in there. And they just kind of let it goes. Fortunately, in Collin County, but in Tarrant County, people went to jail.
Sonia Gomez: Wow. I remember watching it on the news and feeling like I was actually uninformed because when I talked to you, I was like, You can’t sell that shit in Texas. People are going to jail for having it in their carry on. But then you enlightened me and brought me up to speed, which I appreciate, and I’m so excited.
One of the questions I have, especially as it comes to serving different patients, there are multiple ways to utilize and ingest cannabis or hemp. By the way, they’re the same thing. They’re just different, you know, females. But one of the things is inhalants, you know, vaporizers smoke-able, inhalers. It accesses the bloodstream at 40 within 45 seconds. It gives you instant relief, anxiety, insomnia, tremors, cramping, nausea, all different types of things like that.
Taking a pill or adjusting it or even eating a gummy tends to take anywhere from 12 to 45 minutes or longer. And my question is, do you receive requests or questions about intelligence? Are you feeling like you’re not serving at the highest level? Because you’re not currently offering them? Or are you currently offering some variation of an inhalant to sort of, you know, offer a full scale of product to the community?
Teri Youngdale: So, at this time, because we are in a pharmacy, we do not provide any inhalants at all. There is a new inhaler that’s out that I’m interested in learning a lot more about. And I had one guy come in and honestly he needed immediate relief. He had smoked cannabis for years. But his son is a teenager and had started to using salve because he had seen daddy do it for so long. And he made a commitment to himself into his child that he wasn’t going to do it.
And he was having a lot of anxiety that day. And unfortunately, I wasn’t able to do anything more than provide a really strong dose of oil. And I didn’t like that I wasn’t comfortable with that. But at the same time, there are so many unknowns in the medical community with the vape pens, and with the many different types of vapes that are out there. We’re not. We just don’t have the confidence to sell it yet. Koi has a new inhaler that’s out. And it looks like it’s a medical device which means we have to be double careful there because we, this is a place where people come from medical care. And we just were not comfortable with it.
Sonia Gomez: Yeah. And that makes sense. I’m just curious. It is very counterculture. It’s related to the counterculture of cannabis. And so I don’t, you know, no judgment whatsoever, I’m just wondering how you handle that knowing that as an in holland, it’s probably most effective for some of the reasons why somebody would be using it and how you address that. Like, insert certainly make some recommendations of some different inhalants that we had used, including essential oils and, and terpene infused essential oils with CBD in it. And it sounds crazy. I was like, freaking essential oils. Come on now, but then the more that I learned about terpenes and flavonoids in cannabis when anything really.
They say that 80% of your taste is actually your smell. Terpenes and flavonoids, there you go. So I’m much more of a believer, and now that I have used CBD infused essential oils, personally, I’m like, such a believer. So I feel like that would probably be a pretty good fit for you guys. And I’ll send you, and I’ll make sure to get you some samples of some stuff. It’s just been such a powerful tool.
Teri Youngdale: And I was reading earlier today that with some of the essential oils like that, as opposed to just putting them you know, on pressure points on your body, to put them on your navel, on your belly button, because there are thousands of veins and arteries or veins that go to your, to your navel from when you were, you know, in your mom. And so when you put that on your navel, it actually absorbs into your bloodstream quicker.
Picking a Good Business Model and Vetting Products
Sonia Gomez: You know what my aunt told me she’s like, put some of that cannabis oil in your belly button. And I was like, Yeah, right. And then I tried it. And I was like, yeah, it worked. Made so much sense, made so much good sense. Teri, I’d love to talk a little bit about the business model. And I think a lot of folks are just trying to figure out how to get started in the business. How can they, maybe they don’t want to start a brand. Maybe they don’t want to deal with all of this stuff that it takes to have your own brand, but maybe like you, they’re a really powerful connector, and they want to make a difference and perhaps by sharing or selling somebody else’s brand. They can, you know, start to feel that pride of business ownership. When you got started, what were your key considerations for picking the model that you did number one, and number two is what kind of growth have you experienced thus far?
Teri Youngdale: Okay. Um, so when I first got started, I would you know, love my ego says, Oh, yes, please have a brand, my name all over it, and it will save the world. But in reality, I just didn’t have the money for it. You know, I spent almost everything I had on a food pantry for the last three years, and I did not have the funds to do it. And so I just sat down at the internet and did my research, went on a lot of the Facebook pages and listen to what people were saying about the products that they were using and what was and was not working and reached out to those companies myself and learned more and got samples of the product, bought the product, used it on friends to try to see what it would do for them and the pain that they were having. And talk to David on what would be best what are the best strengths.
And so basically, it was just research and trial and error. I certainly am not to the point where I’ve researched over 2000 different brands that I am really consistent and in real active with about 150 brands right now knowing their products inside now. So when something new does come out that I’m on top of it, and that I’m trying it and I’m making sure that that what I have is either better than that, and if it’s not bringing that new brand in, but to start with, I just didn’t have the funds to go out and create my brand and then as I got more into it and use the brands and suggest and promote them to others. I’m not interested in putting my name on a party, and I’m not interested in doing that.
There’s a great product that’s out there. This is joint organics right therefrom in Colorado. It is an amazing product, and it does amazing things for people. I’ve got a regional brand, how I you know what the product that I got started with here in town. And I’m really not interested in putting my name on it. There are so many good products out there that I don’t want to spend that time and spend those wheels or that money to do that there’s a lot of good stuff. And I’m just going to focus on the good products, the great products that are out there and get them in the hands of our consumers.
Sonia Gomez: What are some of your key considerations when you’re vetting products to bring into your fold? How are you? You know, you would be considered, quote-unquote, new to the industry. But how did you develop the criteria that say, Yes, we want this product, or No, we’re not going to pick that one up?
Teri Youngdale: Well, certainly, I would look at their COA. And it took me a while to really understand what those COAs said, and then find my way to figure out the ins and outs of what was in that product and other criteria taste had a big part of it. So, for example, the naturals that don’t have any flavor to kind of counteract that its natural flavor. I’m kind of moving away from that. Because if it’s a chore for somebody to take medication, whether it’s a CBD product or whether it’s a pharmaceutical-grade solution, if it’s a chore to take, they don’t take it.
You know, we’ve got so many diabetics across this country that do not take their medication every day. They do not take their insulin, because they’re afraid of needles, because they’re afraid of the pain that’s involved in it and they’re not getting the medication that they need, because it’s a chore to use the product. So one of the big things that I have looked at his flavoring and to make sure that somebody if it is a natural flavor that they know what to put it into, so they can mask that. Or if it’s something that tastes really good that they’re going to enjoy taking that because that’s the big thing. I don’t want just to make a single purchase. I don’t want them just to feel better for a week or two; they need to come back in 30 days and buy another product.
They need to come back a year and a half from now and continue to use those products. So flavor was a big piece of it. The scent of a salve is important. If you know the commercial where you smell like aspartame or something creepy like that and the lady comes up she’s like, Oh, you smell like Walter. Nobody wants to smell like Walter. We want to smell nice, and we want to use products that are not going to make a smell bad in our community. So the sensory piece of it was a big part of it.
Secondly, when I use it, does it work? When I put it on my knee, does my pain go from, at the time it was about an eight? Does it go down to a four? Well, I continued to use it, and it went down to nothing. And so that makes me really like the product even more. And when I’m behind a product, when I know how it works, I can sell it to anybody. When I know that it works, I can sell it and make sure that it’s something that works for them by following up—and just making sure that in a week, two weeks, that they’re still using it multiple times a day, and that it’s working for them. So the criteria had a lot to do with the sensory perceptions of the individual who’s using the product.
Sonia Gomez: So great. Are you looking at, how closely do you look at these COAs discrepancies in the testing and things like that before you bring a product onboard. I mean, you’re in a medical environment. So I assume that that has to be pretty stringent. Right?
Teri Youngdale: It is. But at the same time, I’ve talked to enough labs, and I’ve talked to enough manufacturers kind of off-record that if they have a new product, and if their COA doesn’t clear at one lab, they’re going to send it to six others. And they’re going to show the COA that says that, it’s what it needs to be. So I understand that. And I’m concerned about that. My big concern in Texas is that it doesn’t have too much THC.
Because as much as I know that the THC and CBD together are going to do a better job of reducing the pain and the inflammation, it’s not legal here, and I can’t do a good job for somebody and make sure that I’ve got good products in the stores if I’m in jail. And they will in Texas arrest you. Legal limits point three here. So there’s a little bit of variation. So if you’re a little over, you’re not going to be in too much trouble. We can go up to point four one legally, but I have to be really careful about that piece.
Sonia Gomez: Yeah, I mean, hello, nobody wants it to go crazy. I get a lot of questions about how somebody can apply their current skill sets into joining the green rush, and there’s no secret that AV and being in that tack and in the radio world, not necessarily a group of skill sets that you would be like, Oh shit, this is perfectly applicable to the CBD industry like this is the perfect transition for over I’m going to just it’s not like you’re a pharmacist or as a farmer, you know what I’m saying? So how are you using the existing skill sets that you had in your previous career and bridging it over into this new venture?
Teri Youngdale: So my true skill set, whether I was in radio, the music industry or the AV industry, was my ability to do the research on a product, find something that I felt very passionate about, whether it was a brand or whether it was a specific technology. Once I in behind it and once I feel strongly about it, I can sell it. If it’s a plumbing product, if it’s a CBD product, or if it’s a high end, multi-touch wall. If I believe in it, I can sell it, but I will not sell it If I don’t believe it. If I don’t have confidence in it, I won’t touch it.
If I believe in it, I can sell it, but I will not sell it If I don't believe it. - Teri Youngdale Click To Tweet
Sonia Gomez: Yep. Yeah, I can totally relate to that. I had a hiccup with a client a couple of years ago. And they were like it. The hiccup seemed so silly, but it was such a significant shift in my confidence in the sales aspect of things, but I think it was good, right? I think it’s always good to know like, okay, I don’t have 100% running rate of perfection on this, you know, like, I have to change stuff too. So I had sold a client and package didn’t go the way that we had expected to, we didn’t have the right infrastructure in place to be able to serve them. Whatever.
So, it compromised my confidence for a long time. I couldn’t sell shit. And then I finally made these criteria with my husband who was like, come on, and you’re wicked. You can do it. We got to do it. I was just like, Listen here. Okay, if this is 1,000% foolproof, I mean, I’m talking like, [inaudible] Okay, if there is even one air bubble in this mic, I can’t do it. I can’t do it. I have paralysis like I literally can’t. And ever since I created that criteria, not only have we up, I mean, it’s nothing’s ever perfect, right. There’s always room for improvement. But we have up-leveled both the sales and the delivery of 1,000%, which has been significant.
Words of Wisdom
In this section, I like to ask about your knowledge and expertise, knowing what you know now, having gotten down the line little ways. And, as I mentioned, there’s a lot of folks who are just trying to figure out how they can get in, how they can participate, what the opportunity is? What would be a couple of key pieces of advice that you could offer to a budding entrepreneur in this space who wants to make a difference, but perhaps doesn’t know how to make the quantum leap? What would be some key pieces of advice or words of wisdom that you could offer?
Teri Youngdale: I would encourage them to focus on their professionalism, do their research know their products? I see a lot of people out there, and they’re just acting like clowns. I mean, literally with big, big hats, and they’re at events, and they’re dancing around, and oh, it’s CBD. And they’re acting like clowns. Why would you purchase a product like that from a clown?
Why would you know, when you’re at a flea market, and somebody comes up and ask you information, you need to have a professional answer. You need to be prepared for that. You need to have done your research. And when I go into the other CBD stores in our area, and I’ve been in every single one in this region and have asked every single one of them. How is this product going to interfere with my liver medication? I don’t take liver medication. But that’s what I asked them. And every single time. I’m told it’s not a problem by one guy, I was told it would enhance it and it would make my medication work better, when in fact the CBD is processed through my liver and could raise my enzymes if I had a liver issue. That could put somebody in jeopardy. And so I really encourage people, no matter what your background is, if you want to get into this if you’re going to interface with the medical profession, and or with consumers, make sure you know how this is going to interact with them.
If you’re with a multilevel marketing group, find all that garbage that they’re putting out and all those promises that they’re telling you, not exactly accurate. I saw one today where it was skin cancer on the side of somebody’s nose, and he said look, our CBD cheered this man has cancer. No, you can’t do that. You can’t make those commitments, and you don’t have enough information on that patient to be able to say that. And that’s why what I would encourage people to do is take a deeper breath.
Be a professional, if you’re going to farm the product, know the soil, know what needs to be done to grow the product, if you’re going to manufacture it, know the man, get to see the manufacturing industry. If you’re going to create your brand and market it, know that marketing, know that social media, if you’re going to sell it, be a professional, know your product and know what it can and cannot do and do not make promises or commitments that you can’t follow through with, because that’s dangerous, not just because a senior citizen spent money that they don’t have, but because you possibly put their lives in danger, because maybe that person’s taking warfarin and CBD does not work with warfarin. Never the two should meet. And so CBD professionals, for the most part, don’t know that. And that’s scary.
Sonia Gomez: Yeah, it is. I mean, I’m scared of stuff like that and I didn’t really even think about it or take it into consideration until I have this one like really eye-opening experience because let’s be frank, I’m not anybody’s medical professional. I just so happened to be connected to some incredible people who personally and single-handedly transformed my life. But I didn’t go to college. I just know how to ask invasive questions. If you really want to see the trick. I just get up in people’s business. So I’m like, tell me everything. But when I first started my publishing company, I used to get samples from folks, and I would do like the Daily Double giveaway where I would like if somebody did two tasks they would get put into a raffle and I would pick somebody to get a product? Well, I had not done extensive research, nor had I ever, you know, I never looked up. Does mint cause epileptic patients to have seizures? I would have literally had to look that up to find that out.
Otherwise, it’s not listed. And I had given a free product to a patient who was on disability. And it was a mint tincture. And he got it, and he was so excited. And he was so gracious, and he was so sweet. And we celebrated, and he took the tincture, and moments later fell into a violent grand mal seizure. And, he called me back, and he and his wife called me back, and it was a few days later, and they were like, hey, just wanted to let you know that we’re okay. A B and C happened. We’ve been in the hospital I’ve been having seizures. And we just figured out and realize that we can’t take mint tinctures because we have seizure conditions. And I literally saw my life flash before my eyes. Not only if you like, let’s say that he was a curmudgeon, right?
Let’s say that he was some jerk. Right, from some unknown trailer park and an unwanted part of the country who just was out to ruin somebody’s fucking life. He could have sued me for everything that I was worth. But it wasn’t he was totally sweet, loving, for the cause kind of a guy and was just like, it’s totally fine. I didn’t know either. And, you know, if you want to send me another one, I’d love to try it. And, you know, let me tell my story. So now more people know about it. And I was just like, Oh my God, this is ridiculous, you know, I have anxiety, I’m going to smoke a joint, no.
And it was just, it shook me to my core and ever since then I always have to ask them questions like, what do I need to know? What do I need to be aware of? Can we use labels or labels? Is it okay for it to be a bovine gel cap? You know, what kind of you what kinda, I’m so heavy and heavily tied into FDA and FTC compliance. I want to know what Disha has to say, I’m so interested and working collaboratively with these larger agencies because guess what, they’re already in charge. There’s no reason for me to cause another fight. So I’ll piggyback off of the words of wisdom that you shared and just say something very simple.
Number one thing that you guys have to be aware of when you are considering opening a business in this industry is, who do you want to solve what problems for and why. Once you figure those three things out the who and the how will show up. Who is going to be the team? And how are we going to execute on this vision. If you don’t have that pretty clear, it’s going to be really difficult for you to understand what the parameters or rules of the game are. It’s pretty clearly defined what you can and cannot do in monopoly or in checkers when you’re playing the game. Life is a game, and so is this industry. It’s just a game.
Unfortunately for this industry, we’re pretty much still self-regulating. But there are still current guidelines in place for the other things that are related, quote-unquote, to this industry that can offer you some guidelines to keep you out of trouble. Please do not be the reason why we get a bad rep in this industry. We are self-governing. We’re actually a pretty tight-knit community, and we are welcoming new blood into this space. However, we request that you take the extra time and spend the extra money finding out what the parameters are, what are the guidelines? And how can you stay as close to compliant as possible when you are starting, growing, or scaling your company in this space.
Taking that extra time on the front end to measure twice and cut once will not only eliminate expensive mistakes, but it will help you be respected and revered and trusted as a new brand in this space. And if you’re bringing skill sets to an existing brand, for instance, if you decided you wanted to call Teri up and say Guess what, I own a network of 10 pharmacies in this area, and we’d love to have your company come in and do a pop-up. You know, that’s the exact kind of way for you to bring value and open up joint venture operations. It doesn’t always have to be your thing.
This is not an egocentric industry. It can be if you play at it wrong. But if you look at what can you bring instead of what can you take? Chances are you’ll be a lot more lucrative a lot faster in both your impact and your income. Those are my words of wisdom.
Teri Youngdale: Beautiful; do no harm.
Where to Find Them
Sonia Gomez: Do no harm. And behind Terry, where can folks find you if they’re interested in finding out more about what you do, where you are, and what products you have available?
Sonia Gomez: Amazing. Thank you so much for your time. I’m so honored, and I want to continue to help you guys grow and scale this. I think it’s fantastic. I was actually talking to, today as my Texas day, by the way, like I had all kinds of folks in here from Texas, one from Wichita. I mean, I had them from all over the place. They were saying, Good Lord, Amen. And I was like praise. Yes. Bless! I was ready. I had a good feeling already starting off with the good Lord’s name.
They gave me some they brought me to [inaudible]. It was good. So, today is my Texas kind of a day. And I’m just I’m so enthusiastic and so excited about what you guys are doing down there. And I want to do everything that I can to support you guys being successful. So thank you for your time today. And for sharing your story with us.
Teri Youngdale: I’m looking forward to doing more than getting to know you better.
Sonia Gomez: Yeah, me too. And for those of you guys who are tuning in, thanks so much for being a part of this incredible community. I invite you now to like and share this content, make sure that you tag five people. And just to give you an idea of the difference that you make when you take action and make those simple tasks, you are helping us quite literally move the needle on legalization and global acceptance to provide safe access to the patients who need and want to utilize this plant.
Because you like to share and tag five people, we have been able to impact over 200 million people’s lives around the world with the truth about cannabis and hemp. And we have several billion more to go. So get busy, like, share, and tag five people that you know this interview is going to make a difference for. And if you’re new to our community, welcome. Join us at medicalsecrets.com for some quick and easily digestible content.
If you are interested in joining this industry or perhaps already in the industry and have a great story to tell or some struggles and challenges to solve, we are here to help shoot me an email [email protected], and I will be happy to do whatever I can to find out to help you but also would love to share your story with our community. I’m your hostess with the mostess, Sonia Gomez, and this is The Hemp Revolution. We’ll see you at the next show, guys.
James Brinkerhoff: Thanks for listening to this episode, we took notes on this episode for you along with all the links and resources mentioned in the episode. Get them free on the show notes page here at www.medicalsecrets.com. If you love this show and our content, please subscribe to the show on Apple podcasts or wherever you listen to podcasts. And if you really want to help us get the message out there, please rate review and tell all your friends with your help. We can continue to reach the world with our message. And until next time, we hope you join The Hemp Revolution, and we challenge you to dream big and love the life you live.
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