Several years ago, the legendary University of Tennessee women’s basketball coach, Pat Summitt, passed away.

She will forever be remembered as one of the greatest coaches in the history of sports—regardless of the game or level of competition.

In her book, “Reach for the Summitt,” Pat made a statement that has always resonated with me:

“Here’s how I’m going to beat you: I’m going to outwork you.”

I love that mindset.

I put myself and many of the people I’ve worked with throughout my career into the category of, “We’ll outwork you.”

Talent is important. Intelligence is valuable. Experience matters.

But there is something powerful about a person who simply refuses to be outworked.

Over the years, I’ve watched countless people with more talent, better opportunities, and bigger advantages get passed by.

Why? Because someone else was willing to put in the effort, stay later, get up earlier, make one more call, visit one more customer, and keep pushing when others quit.

The truth is, there is a tremendous amount of room at the top of the pyramid. Most people think it’s crowded up there. It isn’t.

The competition gets thinner the higher you climb because fewer and fewer people are willing to do what it takes to get there.

Success leaves clues, and one of the biggest clues is that high achievers have a work ethic that separates them from the pack.

Today, it seems like fewer people wear the badge of honor that says, “I’ll outwork you.”

In fact, it’s becoming easier and easier to outwork many of the workers in today’s marketplace.

Show up on time.

Do what you say you’re going to do.

Follow up.

Stay focused.

Put in a little extra effort.

Those simple disciplines alone can put you ahead of a surprising number of people.

Maybe that’s why opportunity still exists for those willing to hustle.

As for me, I’ll continue betting on hard work.

That’s all I’m gonna say.

— Tommy Gibbs