Once, I heard a non-hustler say, “I can’t live on the money my company pays me.” This person felt his company owed him enough money to meet the standard of living he had set for himself.
Another time, a non-hustler said to me, “No one paid for my college, so I didn’t get to go.” This non-hustler took no responsibility for making his own way through college, believing it was his parents’ obligation to foot the bill. Like most non-hustlers, these two had a strong sense of entitlement.
Hustlers, on the other hand, know no one owes them anything. They believe they can have anything they desire by doing the work necessary to obtain it, whether it’s a material possession or something more important, such as a meaningful relationship, personal growth and a contribution to their communities. Because they don’t feel entitled, hustlers do the work.
Because hustlers do not feel a sense of entitlement, they don’t wait around for someone to pay them what they’re worth. Hustlers don’t resent their bosses or companies for not paying them more. Instead, they make their contribution, take on responsibility and hold themselves accountable for producing greater results.
If her efforts don’t produce greater rewards, the hustler is grateful for the opportunity she has been given and quickly finds a new place to create and capture value. (Often that place is one she creates for herself.)
The non-hustler becomes resentful if he doesn’t receive more money. He gets angry and stews, looking around for others to validate his conviction that he is owed something.
Hustlers don’t feel that anything they lack is something they’re due. They don’t believe it’s anyone else’s responsibility to educate them. They don’t miss the trust funds they were never given. Hustlers don’t blame any past deprivation for their current circumstances. To the hustler, the lack of something he desires is simply fuel for his passion to go out and get it.
No one owes you anything—not your parents, your government, your school system, your society, your employer. Believing this will liberate you from the prison of entitlement and empower you to act on your own behalf.
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S. Anthony Iannarino is the managing director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company, and an adjunct faculty member at CapitalUniversity’s School of Management and Leadership. For more information, go http://thesalesblog.com/s-anthony-iannarino/.