--- title: "The Hustler’s Playbook: Money and Character | The Sales Blog" description: Hustlers have higher incomes and generate greater wealth than non-hustlers. This is the byproduct of hustling. The reason hustlers do well financially is because they work harder than most people, they do so with a greater sense of urgency, and they create and pursue more opportunities. They are also unwilling to compromise their character. Hard Work Makes […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_358457648.jpg --- ### [Now booking SKO meetings for 2026/27! 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This is the byproduct of hustling. The reason hustlers do well financially is because they work harder than most people, they do so with a greater sense of urgency, and they create and pursue more opportunities. They are also unwilling to compromise their character. ## Hard Work Makes Dreams Come True Hustlers are committed to [working harder](http://thesalesblog.com/2012/12/01/want-success-work-harder/) than anyone else. They know that the results they want, financially and in other areas, are the result of massive effort. Hustlers don’t look for easy money. They are unmoved by get-rich-quick schemes. They don’t play the lottery in hopes that luck bestows the gift of wealth upon them. And most importantly, they don’t compromise their character by exploiting someone else to separate that person from their money. They create value in exchange for every dollar that passes through their hands. ## A Good Plan Violently Executed Today Hustlers act with urgency, but they are patient when it comes to accruing wealth. They work like they are running out of time, but that urgency isn’t a willingness to take shortcuts or jeopardize their reputation. Hustlers don’t believe that any improvement in speed to financial rewards is worth degrading their character. Ill-gotten money is not an option for the hustler. ## Take Your Shots Hustlers pursue opportunities. They give themselves lots of chances to be successful instead of being single-threaded. Having multiple opportunities is a hedge; the hustler can lose over and over again and still win. Hustlers are never [desperate](http://thesalesblog.com/2013/06/14/everything-looks-like-a-meal-to-a-starving-man/) for money. Their character prevents them from ever being tempted by what might appear to be easy money. They know that easy money can never buy back their reputation and their character, and so they are impervious to what may tempt others. A lot of people believe that the word “[hustler](http://thesalesblog.com/2015/07/25/5-more-things-hustlers-dont-do/)” indicates someone who is willing to take advantage of someone for pecuniary gain. But people who deceive or steal from others don’t ever gain real income nor do they ever gain real wealth. There is no amount of money that can ever make you wealthy if you lack character. 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He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/e8677640-082f-4f30-b30b-d4244460ee67.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/e8677640-082f-4f30-b30b-d4244460ee67) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-06-15T5:45:00 PM", "datePublished" : "2016-04-23 21:53:15", "description" : "Hustlers have higher incomes and generate greater wealth than non-hustlers. This is the byproduct of hustling. 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