LEARN MORE ABOUT COACHING WITH KRISTEN →
Hustle vs. Hard Work | Episode #12
When you read this title, you probably were like, all right, I am listening to this one because if you have been listening to me or following me for any length of time, you know that one of my mantras is we don’t do hustle here. I am the anti-hustle coach for social sellers, because I have seen what hustle does. A lot of people come to me because they are tired of hustling, but they don’t know how to work their business or have success in any other way.
Hustling is the only way they’ve had success in their business, or what’s even more disheartening for me to see as a coach is when people have hustled and they don’t have success. That’s the worst.
I have a lot of belief and I love the social selling industry when it’s done right when it’s done well, when it’s done from a place of integrity.
My mission is that I want the social selling industry to be something that people think highly of and to be a place of integrity. But that means we have to start approaching it differently. We have to learn to be social, be meaningful, add value, and serve people.
Your audience wants to know that the offers are on the table, but they want to follow you for other reasons. And that’s what I teach here.
I don’t want you to think or draw the conclusion from the title that I’m telling you to not work hard. Nope. If you want to build a successful online business, it’s going to require some sweat equity. You’re going to have to work. You’re going to have to do scary things. You’re gonna have to put yourself out there. Your limits will be tested and that’s not a bad thing. There’s going to be some work, but there is a difference between hard work and hustle–even though they can look very similar.
The goal today is for you to understand and notice what the difference is between hard work and hustle. Because some people hear me say: ‘we don’t hustle here’ and they think that also means not to work hard. That’s not what I’m saying. You simply can’t reach your goals from this passive place of ‘not hustling.’ I’ll just manifest it or attract customers to me. Or I’ll just work on my gratitudes and my affirmations and magically it will all happen for me. Nope.
Yes. Do your gratitudes yes. Learn positive self-talk but you also have to take inspired action.
Two Sides to Success
Success has two pendulums:
1-Hustling and Grinding: This is when you’re out there hustling your booty off. You’re just grinding all day every day.
2-Gratitudes and Manifestation: And then there’s the other one. That’s like, I’m going to go do my white light meditation. I’m going to pull a card for the day or I’m going to do my prayers. I’m going to listen to my positive affirmations and I’m going to script my life and I’m going to do gratitudes. And that’s all they do. And then they go about their day.
Both of these women are missing a large part of the equation. The girl that’s grinding, she probably could take a few notes from the girl that’s sitting there doing some gratitudes and thinking about how much she appreciates and loves her life and is doing affirmations.
They both can learn from each other because hard work is right in the middle of those two.
And I’m going to help you today to see the difference between grinding and gratitudes. And I want you to notice when you start crossing the line from hard work into hustle, I’m going to help you notice when that’s happening so that you can catch it and turn it around.
Hard Work Energizes and Hustle Exhausts
When I say that I’m not about the hustle, that’s not me saying to take your foot off the gas pedal and just let it come to you. Building a successful business is hard work, but “hard” doesn’t mean you don’t enjoy it. It means you put forth effort and you exert yourself. You break a little sweat and you push your limits. It will challenge your beliefs and your thoughts about yourself. That will feel hard in the moment, but it’s the best kind of hard work.
It’s the kind of that fills your cup and gives you a sense of satisfaction at the end of the day. And hard work actually energizes you. Hard work leaves you energized at the end of it. Hustling leaves you exhausted at the end. I want you to think about that. Hustle leaves you with a very different feeling at the end of the day.
How Hustle and Hard Work Are Similar
Hard work and hustle can look very similar from the outside. From the outside, they both look like someone’s working their business:
- social media,
- checking with their teams,
- writing posts,
- devoted to their, to the vision and goals,
- goal oriented, and
- it’s all doing all of the things–they’re taking the time to put in the work.
There is energy put into it. That is where they’re similar. They can look a lot alike from the outside, but the key differentiator is the state of being behind both.
It’s the energy you bring to your work.
So hustle is actually a state of mind and less about the activity. It is your state of being and how you approach your work.
So let’s talk about hustle. Here are some of the thoughts that you likely have when you are in hustle:
- I should. I have to, I need to, I need this paycheck.
- I just have to rank up this month.
- I need that bonus so badly.
- If I don’t get this, I might just quit.
- If I don’t jump on this now I’m going to miss my opportunity.
- I’m going to work really, really hard now, and then I’ll rest later,
- I have to get that bonus.
- I need to rank up this month. If I don’t get this, then I’m going to quit.
- If I don’t jump on this, now…
By thinking these hustle thoughts, you’ve turned it into a high stakes game. And when it’s high stakes, that creates a lot of feelings and we’ll get to that.
The fuel for hustle is scarcity. Scarcity is the rocket fuel for hustle.
Types of Scarcity in Your Business
There are many ways that scarcity shows up:
It could be scarcity around your audience, believing that there’s not enough to go around. If you’re in a company and there’s 80,000 other people that sell the exact same product, you have this scarcity that you believe you have to get to the audience before they do. You’re afraid that there’s genuinely not enough to go around.
It could be scarcity around timing. This is big.
For example, if you see if your company goes in momentum and all of a sudden it creates this narrative in your brain of, if I don’t jump on this, now I’m going to totally miss this momentum train. And I’m going to be stuck here forever. It creates this hurried stressed out energy because you’re afraid that if you don’t jump on this momentum train or you don’t create this momentum train, it’s gone forever. That literally makes you a victim, or it makes you helpless in your business.
That means that you believe success happens from an outside external circumstance, rather than something you create yourself. This is really important.
You had the belief that your success happens outside of you.
Then if you do believe that, then it is a game of luck. It’s the game of did I get on the right team? Do I have the right upline? Did I join the right company? Was there a right comp plan? Is this the right time?
Instead of intentionally thinking: you create your success, no matter what. But hustle doesn’t have time for that. Hustle’s like we got to get on this momentum train, because if I, if I miss this train, I’m stuck here for good. I’m going to be at this rank again for another two years. And that’s how you get into scarcity over timing.
Scarcity in Personal Finances
Another area of scarcity is around personal finances. I know that you joined this business with the opportunity, because you wanted financial freedom for your family, and you want options. And we are in 2020 when people are losing jobs and you need to put food on the table. I get that. And I’m not saying that’s a bad motivation. But if that is your driving motivation, you’re literally running your business from a place where you need to meet your own needs rather than I’m going to go out and serve and seek to meet the needs of others. When you do that well, you can trust that it comes back to you. But hustle is very driven around the scarcity of meeting your own needs financially.
Self Worth Scarcity
There’s scarcity around meeting your own self worth, meeting your emotional needs.
I don’t think people talk about this very much, but this is scarcity around your identity. You need the recognition. You want the praise. You want to be noticed. You want people to say, good job. You need all that acknowledgement outside of yourself.
I want to be clear: You don’t need that from anybody outside of you, that comes from you and you alone.
You’re going to still feel empty when you’re there, standing on the stage with the big check at convention. Do not seek to meet your emotional needs and self worth in your business.
Maybe if you take anything today, I want you to hear that because what happens if you lose the rank, what happens if you don’t hold your rank? What happens when your team starts to fall apart? What happens if you, if you haven’t had recognition in a while, want you to think about that? If all of your self worth and identity was tied up into achieving that rank and you get there, or you never get there, what happens?
What happens to your self concept and how you see yourself and view yourself? To be sustainable, it has to come from inside of you.
Personal Belief Scarcity
Another one is the scarcity of your personal belief. That’s when you operate from temporary motivational, emotionally high feelings, when an outside circumstance triggers that. It’s the sense of, again, your belief comes from outside circumstances and incentives. So that’s exterior motivation rather than like, it’s the idea that this feeling I have is going to go away. So I should capitalize on it now. So to kick it into high drive and you hustle, you have all the energy, you’re emotionally excited.
You’re going to get on that cruise. You’re going to get to that Island. You’re gonna earn that trip, earn that shopping spree. It’s going to be so fun. So right now I’m drawing a lot of attention to thoughts and beliefs behind hustle.
Hustle is very motivation driven, and we know motivation does not stay.
Here are the feelings associated with hustle:
- It’s very hurried energy.
- It’s highly flustered.
- It’s anxious. You feel tightness in your chest.
- You’re tightly wound.
- You’re very needy and graspy around your goals.
- When someone says no to you, you feel emotional. When someone on your team isn’t performing, you get emotional.
- When someone doesn’t give you the answer you expected you get emotional.
- It’s a very desperate feeling. Because remember you made it a high stakes game. If I don’t get this, then I might quit. I absolutely need this paycheck.
- It’s also a feeling of being unsure, unsure, because it’s high stakes means that you’re unsure of the outcome.
- And it feels like you’re betting. It feels like luck of the draw. It feels like a numbers game. It feels like may the odds be ever in your favor to get that rank? Are you picking up what I’m dropping here?
I’m seeing this time and time again and I want to invite you into a different way of being when it comes to your business and you will thank me. I promise you. O
So those are the feelings that come along with hustle. What do the actions look like? What are the habitual patterns and actions from a chronic hustler:
Hurried action: your speech is hurried and clipped.
You can be aggressive or specifically when you’re talking to your team, you get annoyed, feel emotionally attached around their performance or their involvement.
You feel clipped and aggressive because you’re all about your goal right now. You even get clipped and aggressive.
Passive Aggressive: When you’re talking to people about the opportunity and it becomes passive aggressive.
“Well then maybe this just isn’t for you. Well then sounds like your health isn’t a priority. So get back to me when it is.”
Yuck, that’s hustling. I know I’m calling some things out. That’s not okay using your energy to sell. I want you to hear this.
This is really key using energy to sell that’s from hype high energy. And when we’re in that hyper high energy place, when you’re running an event, you’re going live and you’re, you’ve got that hurried speech. And you’re really excitable.
Oftentimes from that high energetic state, we tend to over promise. We make really big promises because we want people to say yes,
No Set Work Hours is another thing hustle action: it’s a total lack of set work hours. This idea might have been sold to you as “you can work this business and the nooks and crannies of your day in the carpool line. Five minutes here in between laundry five minutes here.”
Let me tell you something: that might work for someone who is brand new and reaching out to their mom, their sister, and their bestie. That’s fine in the beginning, but that is not sustainable because here’s what happens. Your brain uses a lot of effort to try and hold onto a lot of information because it’s scattered.
There is no focused efficient work time where you’re sitting down to do one activity. I have something to say about this. Women have been lied to our whole lives. The lie of multitasking.
There is actually no such thing–no one can effectively multitask. There’s something called the “switch cost.” It’s how much energy it takes your brain to switch from one task to the next. It can take up to 12 minutes for your brain to switch from one activity and get fully into flow and the next activity.
So I want you to picture how much productivity you’re missing because your brain is never in flow. It’s never doing “like activities” together, where you’re batching tasks.
And here’s where exhaustion creeps in. If you’re working a little bit here a little bit here, a little bit here, a little bit here from the time you wake up to the time you go to bed, and your brain feels like it’s been working all day long and it’s exhausting. That is not time freedom.
A CEO does not work that way. If you want, if this is a cute little hobby, by all means, stay working in the nooks and crannies because that’s what you do with a hobby. But if this is a business, you need to set some work hours.
Lack of self care is another hustle action. It’s really poor sleep patterns, irregular eating (or not eating), or you forgetting to feed yourself. Are you forgetting to take a break to pee for goodness sake?
NOTE: :If you’re feeling really called out right now, I want you to know that I’ve been there and done that (and bought the t-shirt). I’m not holier than thou. These are things I know from experience.
No time for the big picture is another sign that you’re in hustle actions. You have no set time to reflect, evaluate, or think about the future of your business. You’re very consumed in the now and your hair is always on fire. You can’t even think a week ahead. You might get the team calendar down for the month, but it still feels like everything’s on fire.
Do you have the space in your week to ask yourself: Where do you want your team three months from now? Do you know where you want to be yourself? Three to six months from now? How often are you actually budgeting time to not work in your business, but work on your business.
Another action in hustle is you’re very emotionally attached to the performance of your team. If they’re doing well, you’re emotionally happy. If they’re not doing well, you’re angry. You’re frustrated. You’re wondering what’s wrong with them. Whereas someone who is hard working and taking, they have ownership.
Solution greed is a hustle action many find themselves in. It’s the need to know the ‘how’ of reaching your goal. It’s a very needy state where you’re constantly asking for the magic strategy and you’re constantly changing strategies without giving anything a chance to grow roots.
Solution greed is when you’re constantly changing strategies from a place of frustration, despair, defeat, and you’ve got shiny ball syndrome. When it comes to strategy. What’s that team over there and what’s that team doing over there.
It’s giving your team whiplash.
Another form of hustle is really high focused on the front end of the business, all on recruiting and selling, recruiting, and selling. But there’s very little focus, but there’s very little focus on the backend fulfilling. So they put all the focus on the selling, but there’s little focus on fulfilling on making sure that everybody that is onboarded is having a great customer experience and they want to stay the next month.
There’s high recruitment, low fulfillment. They don’t take the time for personal development. They might read a little book here and there. They’re in chronic management mode and they’re extremely rank or incentive driven, which is actually extremely short term focus because what I see happening as people hustle for a rank, they get the rank.
No budget for development comes from hustle actions. There’s no set budget for pouring into themselves or their business because they’re in lack because they have to meet that paycheck because I have to do that because of this, because that, because that, so every dime is being sucked from the business because they’re feeling so needy around it. Instead of putting aside money to learn new skills, to become a better leader, to learn to grow. But every dime is sucked dry because they are always in lack and scarcity.
Results You Create When in Hustle Mode
These hustle actions don’t just happen with people that are making $500 a month in their business. This happens with people who are making $20,000 and $30,000 a month in their business. Scarcity happens to everybody, no matter what you are making.
Here are some of the results that hustle creates: attrition, exhaustion, needing to take an extended break from your business, taking a rest the first through the 10th of the month, because you burnt yourself out. There’s a lot of emotional highs and lows in your business. There’s really high fluctuations in your business from month to month, really high, huge swings.
But this doesn’t just affect you. If you have a team, I want you to hear this chronic hustling affects your team. Your team gets burnt out, and if they don’t have your paycheck, listen to this. If they don’t have your paycheck in their mind, if they’re hustling along with you, they’re not getting paid the same you are. And in their brain, they will automatically say, this is not worth it to me.
Your job is to energetically and emotionally protect your team. It will feel like a hamster wheel. Your team is emotionally spent and eventually you will need to rebuild. And you might not have the energy to do that again, because hustle nearly killed you. Right? And because of that, you don’t know how to work your business without the hustle. It’s all you’ve known.
The Truth About Social Selling Culture
Here’s the truth. Social selling has a very hustle culture involved in it. And I want you to give yourself some grace and some forgiveness here and be like, it’s okay. You didn’t know better, but now you do. You can do it differently this time. If you’re sitting there and you’re thinking about getting back into the arena, I want you to know what can be done differently.
What Does Hard Work Look Like?
Hard work is the state of mind that is committed to a process more than the result they put in the daily work with consistent energy focus and action. There’s very little flux in their energy.
-Hard work comes from a place of sufficiency where we are not looking to outside circumstances to meet our needs. You’re not looking to your team, not your paycheck, not your upline. You were looking to yourself, which allows you to take full ownership of your business and operations, full responsibility for your successes and your failures.
-When you are fully responsible and you take full ownership, that actually helps you become a critical thinker who makes changes to their business to improve it. You need to be a critical thinker and critical thinking cannot happen in a place of high emotion. I want you to think about that.
-Someone who’s dedicated to hard work knows that success is inevitable. Eventually it’s coming. They very much think from a place of, I get to, they approach their business from a place of purpose, service and deep self integrity.
-They’re motivated by helping others get what they want. They know if they help enough people get what they want, then they’re going to get what they want for themselves.
At the end of the day, the best business owners are the ones who were deeply devoted to helping others get results. I know at the end of the day, if I help you get results, as best as I possibly can, I create my own results, but I’m not sitting here thinking about how I can have better results for myself? No, I sit down and think about how my clients can have better results?
Feelings That Come From Working Hard
Someone who’s working hard, the feelings they have are committed, calm, confident, trusting, focused. They’re disciplined. They’re also excited and they’re energized. I want to draw attention to something for you. The physiological things that happen in your body with anxiety, that elevated heart rate, that higher pitched voice? Those physical things also happen with excitement. But the thoughts behind them are very different.
Here’s what hard work looks like:
–Efficient:They set work hours working efficiently and focused blocks of time, set a timer. But honor, it’s really focusing on efficiency. There’s daily rhythms and habits in place.
–Attainable: And knowing what the money making activities are, there’s reasonable attainable goals. This is huge reasonable attainable goals based on the health and structure of their business. Not an incentive that they will sacrifice the team or their customers to attain.
–Responsible: There are times in business where maybe it’s not a high recruitment or selling month, and it is a month to focus on your systems, make sure there’s high customer care and fulfillment. This comes from a responsible, hardworking leader. Who’s not in a hustle state. They’ll look at the emotional health of their team. And there’s high follow through on customer service. They have a lot of time to vision cast, goal set and evaluate so they can improve and implement what’s going on with their teams.
–Committed: They’re highly committed to the process and they deeply trust that the outcome is inevitable.
–Consistent: They balance their systems with selling and there’s consistent strategy that they trust over time.
–Leadership: They assume responsibility for themselves and their team. They’ve set a consistent pace from the first of the month to the end of the month with the understanding that there are certain higher paced times during the month.
–Time for Family: Another one is family time is respected. When you work hard, you can also set down your phone and walk away knowing that you worked hard, you worked efficiently and you can, it, mom can put the phone down.
–Personal Development: Another hard work is they take the time and prioritize personal development. And they set aside business expense money for the growth of themselves and their team.
–Detached From Outcome: Hard work looks like being detached from the outcome. And trusting that it’s inevitable.
Results Created From Hard Work
Here are the results that someone who’s hard working gets:
-There’s a work life balance, which provides a deep sense of fulfillment and joy in their business.
-They become an emotionally healthy leader because they’re not emotionally spent and emotionally healthy leaders create emotionally healthy teams.
-And remember how I said earlier, you cannot be a critical thinker while you are emotionally spent. So they also become critical thinkers.
-They are purpose driven rather than performance driven.
Let me just tell you self-worth from purpose is so much more beneficial and fulfilling at the end of the day. They have high self worth because they are no longer looking for that in others or outside things. Not in the rank, not in the one trip where the incentive, not in what their upline says or graphic about them.
-They also have really high relational capital with their team so that when it’s actually time to push the team in, they’re excited. They’re excited to come alongside their leader. It becomes a movement rather than a rally. With a hard working and emotionally healthy leader, their team is invested.
Their team is excited about supporting their leader’s goal and vice versa.
-There’s energy management, meaning they’re not spent and exhausted. They understand how to manage their energy, which creates sustainable growth in their business.
-There’s way less extreme fluctuations of business fluctuation as normal. You need to hear that, but it’s less extreme. Fluctuations.
Growth is not linear. So you’re going to have dips, but it’s going to be way less extreme.
-They’re also going to experience healthier relationships with their family and friends outside of their business. When you do this, you’re going to make your investors happy. Your investors in your business are your husband, your children, your spouse, your partner-they are your investors.
They are allowing you to step away at bath time or bedtime. There was a season where my husband handled bedtime and bath time so that I could do work, but I had focused work and we talked about it. He was my investor, and I knew my investor would be happy that when I was done with work, I was actually done with work.
How are you treating your investors? Because it’s costing them for you to be working. So they want a positive return on their investment. And a positive return means a present happy wife, spouse, partner, mom, happy investors mean that they, their positive return is a fulfilled wife and mom.
-Another result of hard work is long term, sustainable success with much less turnover and less attrition.
Unconventional Social Selling Advice
So let me invite you today to drop the hustle. Choose the long game. I’m going to say something kind of radical here: If you have to pick up another job while you are growing your social selling business, so that it protects your energy, your thoughts and your emotions, and it makes you come to your work, less scarce, less self serving, then do it.
I know that sounds crazy, but you have to do whatever will help remove scarcity from the game for you. You have that ability. So what can you do today to remove scarcity from the equation?
Because as I told you, scarcity is the lighter fluid for hustle and purpose. And self-sufficiency is the rocket fuel for hard work, which leads to sustainable growth and success. You can do this!
I’ve got something pretty exciting coming that’s going to blow your mind! I created it for my friends in the social selling industry who want to learn how to show up in that place, how to make meaningful connections, how to be someone who’s high value in the online space. You’re going to want to stay tuned because that will be announced soon. If you want to be the first to know, click on the ‘send me the workbook’ below and you’ll be on the list!
Thanks again for listening and reading! To join the Becoming Boss Facebook community, click here.
Want to Dig a Little Deeper?