--- title: "The Hustler’s Playbook: A Note to Would Be Hustlers About Adversity | The Sales Blog" description: Now there is a more dangerous form of adversity for those who would be hustlers. That adversity is the lack of adversity. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_161671757.jpg --- ### [Now booking SKO meetings for 2026/27! 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All of the hustlers I know were in some significant way shaped by adversity. #### Hustlers Born of Adversity Lots of hustlers were born in poverty. They will tell you stories about living with the fear of not having enough. Their hustle is a response to the [circumstances of their birth](http://thesalesblog.com/blog/2013/06/01/escaping-the-circumstances-of-your-birth/). As many hustlers did poorly in school and were told they weren’t smart enough or that they would never amount to anything. They were told they were inadequate. They responded by proving that those assessments were wrong. Some hustlers faced the adversity of physical or emotional abuse. Sometimes that abuse was simply neglect, and the hustler found their way into work or some other environment where they were able to thrive. Some hustlers lost a parent. Or they lost a parent to divorce. Or they grew up never knowing one of their parents. Hustling was the key to survival. The challenges these hustlers faced made them who they are. It formed them. But now there is a more dangerous form of adversity for many who would be hustlers. That adversity is the lack of adversity. #### Your Adversity is Your Lack of Adversity You weren’t born poor. Instead you were born middle class or upper middle class. You’ve never gone without anything you wanted (at least not for very long). You were given a head start on a lot of hustlers, if you’ll take it. You were never told you that you were inadequate, that you weren’t enough, or that there is something that you can’t do. You’ve been instilled with [healthy beliefs](http://thesalesblog.com/blog/2012/11/28/four-powerful-beliefs-you-must-hold-to-succeed-in-sales/) that give you a massive jump on the game, if you take it. You never suffered any physical or emotional abuse. The worst neglect you suffered was two parents that worked hard to take care of you and to ensure you had the life that you have known. That isn’t so bad. And you are fortunate to have been taken care of. But this lack of adversity is a deficit. You haven’t yet been tested. You don’t have some compelling set of events that instilled [the inborn need to hustle](http://thesalesblog.com/blog/2015/02/21/the-hustlers-playbook-hustlers-are-ambitious/). And this will work against you, unless you recognize that the lack of adversity is your adversity. This is your challenge if you would be a hustler. The adversity you are going to have to overcome is complacency, [comfort](http://thesalesblog.com/blog/2010/07/30/the-cost-of-change-is-doing-what-makes-you-uncomfortable/), and expectation. Your challenge is to find some fire burning so brightly inside you that you dream about it at night and wake up excited and anxious to take action. Why are you going to hustle? ###### Tags: [The Hustler's Playbook](https://www.thesalesblog.com/blog/tag/the-hustlers-playbook) [2015](https://www.thesalesblog.com/blog/tag/2015) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on March 14, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. 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" : "2021-06-15T5:40:02 PM", "datePublished" : "2015-03-14 22:26:28", "description" : "Now there is a more dangerous form of adversity for those who would be hustlers. 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