By Brent Kocal, Director of Sales and Marketing

The question comes up every time I'm meeting with a prospective client. What are you not accomplishing at your community that you'd hoped to? The answer is worded a little differently every tie, but the gist of it is that they blame their management company for the lack of accomplishment. When I ask what their management company is doing to block their path, they tell me that it isn't about what their management company is doing, it's about what the company is not doing. Not calling them back. Not emailing them back. Not getting bids. Not … You fill in the blank.

I'm not one to look up quotes, but there is one floating around that says 90% of success is just showing up. I get it, but I'm not sure I entirely agree with it. To me, showing up is a baseline requirement for competent human beings. A core expectation.

Allow me to take poetic license to rephrase: 90% of success is just showing up if you show up ready to hustle. Without a doubt, HUSTLE is the single most important word if success is what we're after.

Hustling takes grit. It is hard. That's why a lot of people don't do it. That's also why we can use it to set us apart from every other company in the industry if we're willing to dig in.

I've been down in the trenches and up to the 30,000 foot view of this company. There is a LOT coming at us every day, regardless of our position. That's okay with me because when a lot comes at us, it means we're important. We're relevant. Somebody needs us. Of course, there are times when it can seem overwhelming.

We've all got an individual choice to make when the work stacks up faster than we can push it out. When that happens, we've got two options:

Let it overwhelm us, which means we might not even start doing the things we know need to be done.

Dig in. Recognize our individual capacity for greatness and hustle to get as much done as we can as well as we can possibly do it.

If we chose option A, then it most likely results in a salesperson from another company sitting in front of our client listening to all of the things we're not going for them.

If we chose option B, it will result in an undeniable competitive advantage for us. We will retain more clients, win more business and grow ESOP value. No question.

Now, I need to come clean. I lied to you about not looking up quotes. The little caveat is that I don't look up the quotes themselves. I look for people who inspire me and listen to what they have to say. Nobody inspires me to hustle more than Dwayne "The Rock" Johnson. Here's what he says:

"Wake up determined. Go to bed satisfied."

I'm determined to sleep well tonight. How about you?

- Brent Kocal, Director of Sales and Marketing