The legendary Sir Richard Branson was 16 when he launched his first business venture in 1967 – a magazine called Student. He followed this with a business selling records through the mail. Thus, was born Virgin Records and ultimately a multitude of companies under the Virgin brand.

Mark Cuban was 25-years old when he started software company, MicroSolutions. Seven years later he sold it at a price that put $6 million in his pocket. He reinvested his winnings into another of his start-ups, Broadcast.com which netted $5.7 billion when sold.

John Paul DeJoria bounced around in the foster system as a boy. He was involved with crime and spent time in the military before he borrowed $700 to start John Paul Mitchell Systems. His humble beginnings included door-to-door sales and a lot of blood, sweat and tears. Later he founded Patron tequila, another killer brand. Today he’s worth more than $3 billion.

What did all three of these entrepreneurs have in common? They were all “hustlers.” I know that when many of us hear that term, it doesn’t have positive connotations. We have images of a smarmy, greasy, fast-talking character who is constantly trying to run a con. But this isn’t the kind of hustle to which I refer. Instead, this kind of hustle is all about a desire to win.

Entrepreneurs who have hustle are resilient. They are creative and they are fearless. The easiest way to describe an entrepreneurial hustler is to look at the parallel of a hard-fought basketball game. We’ve all seen players scrambling after loose balls, flying into the stands, and throwing themselves onto the floor. They are willing to sacrifice their bodies with reckless abandon in their quest to achieve victory.

When we hustle we have a warrior’s mindset. Our initial focus is on survival. How many successful entrepreneurs started from deep and dark places? Remember how J. K. Rowling faced tremendous adversity in the early days before her celebrity as the author of the Harry Potter books? Her mother passed away; she gave birth to a child and went through a divorce; was clinically depressed and lived on welfare for a time. But her only choice was to write to survive. When we are ready to curl up and hide from the world, we should remember how others were able to make it through the tough times and come out the other side stronger and ready to whip the world. Resilience is a major key to survival.

Perhaps our business isn’t growing like we planned. Maybe we’ve even seen it slide backward. Now is the time to get into “hustle mode.” This can take many forms but the most important is a mindset of renewed determination. We examine our strategy and tactics so that we can make the necessary adjustments . . . with renewed determination. We push to new levels of innovation . . . with renewed determination. And we may even do things we’ve never done before . . . with renewed determination, so that we can survive.

Eventually we begin to achieve momentum. We begin to win. And we continue to hustle. Our mindset shifts away from simple survival, and the focus is now on how to thrive. We are relentless in discovering ways to become even more creative. We absolutely, positively know that we are going to succeed. Our “hustle” now involves an even greater sense of urgency along with commitment and dedication to setting our goals even higher. We ignore our critics and all the naysayers. We work hard and we endure the pain. There is no question we’ll make many sacrifices along the way. I can remember in the early years of my career when we were building our business. We had passed the point of survival and were beginning to thrive. I would sometimes arrive at work very early – 3:00 AM. And I would meet another colleague who was leaving to go home for a few hours of sleep. We were hustling and we were winning.

The entrepreneurial hustle often begins with survival and eventually results in a breakthrough where we thrive. Resilience, hard work, creativity, a fanatically positive mindset, and laser like focus are some of the more important factors to this equation.

This blog is being written in tandem with my book, “An Entrepreneur’s Words to Live By,” available on Amazon.com in paperback and Kindle (My Book), as well as being available in all of the other major eBook formats.