Interview Series: A Discussion with Clay Sustala on Staying Motivated in Work and Life

Clayton Sustala was born in Fort Worth, Texas and moved to Aledo, Texas at the age of 3. After graduating from Aledo High School, he moved to Lubbock, Texas to attend Texas Tech University, where he majored in Family Financial Planning. After graduating from university, he moved back to Fort Worth where he took a […]

Image: Clay Custala
Image: Clay Custala

Clayton Sustala was born in Fort Worth, Texas and moved to Aledo, Texas at the age of 3. After graduating from Aledo High School, he moved to Lubbock, Texas to attend Texas Tech University, where he majored in Family Financial Planning. After graduating from university, he moved back to Fort Worth where he took a job selling tanning and workout memberships. Within six months, Clayton had the top sales and set all sales records at the company. Due to his success, he was promoted to area manager and broke all branch sales records. Afterwards, Clay Sustala moved on to recruiting, accounting, and finance at Accounts on Call. In 2008-2009, the country suffered a financial crisis and he was laid off because no company was paying recruiters. Due to the financial crisis, Sustala felt pressure to change careers and he decided to move to the medical field. With his wife already in the medical field, Clayton Sustala was able to navigate the different types of jobs and helped find the right fit for him.

1. Tell me a little bit about what you do at Majors Medical Service.

At Majors Medical Service, I market our in-home products so that patients can have a better quality of life in managing their ailments. Majors Medical Service offers an extremely wide array of products, from rollators to masks and from orthopedics to sleep aids. With the variety of DME products that we have in stock, I can market effectively to hospitals and doctor’s offices within the Dallas-Fort Worth region.

2. What do you love most about the industry you are in?

I love meeting new people and getting to make patients’ lives a little easier. Knowing that everything that I am marketing to hospitals and doctors is directly improving the quality of life of people that are struggling helps me to work my hardest every single day. Having seen the impact that our DME products can have on both an individual and a family is something that motivates me to continue my efforts and is one of the greatest rewards that can come in the marketing industry.

3. What does a typical day consist of for you?

My day is fun albeit extremely busy. I spend all day, every day, driving to doctor’s offices and hospitals within the Dallas-Fort Worth region. At each location, I spend time marketing our products as well as helping nurses, social workers, and patients get settled into using the products and teaching them how to use other products for when I am not there to help them. 

4. What keeps you motivated?

My family keeps me motivated. I work hard every day for them. However, my drive to be the very best and helping my clients is my motivation at work. Being able to see the results that our products can provide to patients and giving them the support they need to improve their quality of living is one of the greatest rewards, and is one of the reasons why the medical field is amazing to work in.

5. Who was a personal role model to you and why?

I have had many role models, but my uncle is who stands out the most. He has a no-nonsense approach to life, and it has led him to be very successful in both business and fishing. I have always wanted to be just like him and modeling my business attitude after his has been one of the best decisions that I have made. It has helped me to succeed in every job I have had as one of the top sales representatives for each company.

6. What trends in your industry excite you?

My industry has been very frustrating with Medicare reimbursements dropping year after year, meaning that many hospitals and doctors’ offices have not been able to afford to give the service parishes deserve, or pay their employees fairly. But I’m excited to hear this might be turning around soon and Medicare reimbursements should start to rise.

7. How do you maintain a solid work life balance?

Maintaining a work and home life is very hard in this industry as my job requires long hours and a lot of driving around the Dallas-Fort Worth area. I struggle with maintaining a balance every day. I am very fortunate that my family helps me and understands the difficulties of the job and helps to make my personal time as enjoyable as possible.

8. What are some of your favorite places to fish? What’s your proudest catch?

Port Aransas, Texas as well as Port O’Connor, Texas are places my family and I have gone fishing often. I try to go there at least 4-5 times a year for fishing. But Cabo San Lucas, Mexico is my favorite location that I have had the opportunity to fish. It’s on the Pacific and that’s where I caught my 10-ft Blue Marlin.

9. What has been the hardest obstacle you’ve overcome professionally?

The hardest obstacle to overcome has been Medicare reimbursements dropping and forcing commissions to drop. My life has changed a lot because of something that is out of my control. All that I can do is work hard every day to ensure that I’m making the most of the opportunities we get. I have faced a lot of obstacles in my career with the financial crisis and Medicare adjustments but I believe that it has helped to make me better at my job.

10. The variety of game in Texas makes for a hunter’s paradise. Tell me about Clay Sustala’s favorite game to hunt.

I hunt everything I can in Texas. Dove, ducks, whitetail deer, mule deer and wild hogs are among the most common game that I hunt when I get out. However, my favorite hunt every year is our annual pheasant hunt in the Texas panhandle that I go on with my family. It is something that we look forward to participating in every year.

11. What is one piece of advice that you have never forgotten?

The best piece of advice that I have ever received and has helped me throughout my career is “if you act like you are supposed to be there, no one will assume otherwise”. This has helped me whenever I have transitioned to a new career as even if I am nervous, as long as I am able to look calm and collected, my nerves are never displayed.

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