The Hustler (published 2001)

Negotiating with one of my favorite clients years ago, with an intriguing smile, he said, "You know what Kirk, I really like you. You're a hustler. That's why I do business with you." All those years I wondered why I was so fortunate to do business with such a successful and honorable man. It never dawned on me that he considered me a hustler. He went on to say hustling was something he admired in the people he dealt with and it was a requirement of those who worked for him. He felt that hustling was what propelled him to success where others could not get out of the starting blocks. Then something popped into the forefront of my mind, a classic line from the movie Cocktail starring Tom Cruise. Cruise’s mentor sarcastically spewed out, "Workers never hustle and hustlers never work!" I was aware of hustling way back then, but didn’t truly understand what a magical quality it is. After hearing that line I surely didn’t want to work and hustling became my way of life.

When I was a kid I always thought I would accomplish great things. Most kids have great dreams, so that was nothing unusual. I thought I would be a basketball star, then a jazz musician. Then, while I was in college, I learned about the world of business and developed even more dreams. What happens to the average individual is that the dreams die, oftentimes replaced with attitudinal stagnation. He then becomes a worker, unable to see beyond his current circumstances. But, hustlers never let the dream die because they have extraordinary vision. They always seem to have big plans and they’re always willing to go for it, breaking away from the circumstances which hold the worker down. For those who refuse to let the dream fade away, hustling is just the natural order of life.

Workers get a 9-to-5 and sprint for the parking lot at 4:59. Hustlers who have a passion for their jobs and careers come in before 9 and stay after 5 because they can't be restricted to 40 hours a week. They know that taking advantage of opportunity and realizing dreams doesn't begin until after the 40th hour. Hustlers really don’t know what a 40-hour work week is, whether they work for a company or own their own business. They never experience it and don't give it much of a thought. Getting the job done is what’s important to them, regardless of how much time it takes. The worker gets paid for time while the hustler gets rewarded for accomplishment. Workers want to get off; hustlers want to get on.

Hustlers always have a knack of capitalizing on opportunity, while workers—who have the same opportunities—don't recognize them or are unwilling or too fearful to take advantage of them. This philosophy is embodied in the hustler’s bring it on attitude. Since hustlers are in relentless, high speed pursuit of their dreams, they are always ready to spring to action, willing to take on challenge after challenge, whenever and however it comes. Workers live an unchallenged life, just going through the motions to get through another day. But, in the hustler’s mind, those challenges represent stepping stones to their ultimate success.

Unfortunately most workers normally don’t enjoy what they do. And, if they’re lucky enough to enjoy it a little bit, they’re often complaining about how things could be better. But, keep in mind what the great Moms Mabley said: "Eighty percent of the people you complain to don’t care. The other twenty percent are glad it’s you and not them." To the contrary, hustlers love what they do! They’re thrilled by it! There’s no need to complain, plus they don’t have the time to complain anyway—they're too busy hustling. The exhilaration of making deals, signing contracts, accomplishing objectives, meeting interesting people—those are the things they live for and thrive by. Hustlers have passion and drive which is inextricably intertwined in all that they do.

Finally, the hustler is extremely patient, therefore he can hang in there when the worker fades away. The hustler knows that oftentimes success is a war of attrition and if he has the willpower and guts to simply hang in there, he may be the last man standing and win the day. Hustlers are mentally tough and can withstand the bumps and bruises that come along with their ascension to the top. They know success is right around the corner, even if they have to stagger to it after absorbing blow after blow. They’re willing to go through troubled waters because they want control of their destiny. Ultimately the hustler understands, no pain, no gain.

Copyright by Kirk Charles, 2001. Redistribution or reprinting of any kind, in any type of media, without the prior written authorization of Kirk Charles is strictly prohibited.