The Mom Test

Rob Fitzpatrick shows founders how to learn from customer conversations without inviting compliments or hypothetical promises, using past behavior, concrete problems, and real commitments as stronger evidence than opinions.

8 sections ยท 25 lessons

Course outline

Foundation

  1. Why Everyone Lies
  2. Three Core Rules

Bad Data

  1. Compliments as Fool's Gold
  2. Three Types of Bad Data
  3. Anchor to Specifics
  4. Break Approval-Seeking
  5. Opinions vs. Facts

Good Questions

  1. Talk About Their Life
  2. Ask About the Past
  3. Rule Three: Talk Less, Listen More
  4. Dig for Emotions

Validation

  1. Commitments & Advancement
  2. Ask for Money
  3. Extract Problems

Segmentation

  1. Find Your Who-Where
  2. Serve Someone First
  3. Who Wants It Most

Process

  1. Big Three Goals
  2. Keep It Casual
  3. Capture & Synthesize
  4. Zoom Out & In

Finding People

  1. Snowball: Cold to Warm
  2. Framing Formula

Execution

  1. Time Product Reveal
  2. Learning Machine

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