Apps To Make Your Own Quotes

Even in engineering-driven Silicon Valley, the buzzwords of the moment call for building a “lean startup” that can “adapt” and “evolve” to an ever-changing environment. Would-be entrepreneurs are told that nothing can be known in advance: we’re supposed to listen to what customers say they want, make nothing more than a “minimum viable product,” and iterate our way to success. But leanness is a methodology, not a goal. Making small changes to things that already exist might lead you to a local maximum, but it won’t help you find the global maximum. You could build the best version of an app that lets people order toilet paper from their iPhone. But iteration without a bold plan won’t take you from 0 to 1. A company is the strangest place of all for an indefinite optimist: why should you expect your own business to succeed without a plan to make it happen? Darwinism may be a fine theory in other contexts, but in startups, intelligent design works best.

For example, I do a little bit of data analysis, like I was saying. For tech companies mostly. They’ll give me a lot of data – say user experience data, like how long users spend on each section of a website – and I’ll spend a few hours making graphs and whatnot. Say it takes me – I don’t know, four hours to make these graphs, and I’ll pretend it took me ten hours, to get extra money. He glances over at her again, and adds: You might think that’s immoral, I don’t know. But anyway, never mind that for a second. The four hours that I actually spend making the graphs, and the ten hours that I get paid for: what is that? Like, any of that: what is it? At least when I worked as a delivery driver, I knew what I was doing. Someone wanted a Big Mac, and I brought it to them, and the amount I got paid was like, what it was worth to that person not to have to collect their own burger. The amount they will pay, not to leave the house, is the amount I will accept, yes to leave the house. Minus whatever the app is taking. If you get me. I get you. You’re making perfect sense. Oh good, he says. Because in the data analysis example, my question is, what is the money that’s being paid to me? It’s the money that the company will pay, to have their own information explained back to them in a graph. And how much money should that be? Clearly no one knows, because at the end I’ll make up a number of hours and they’ll just pay me for that number. I guess the graph is supposed to make the company more profitable, in theory, but no one knows by how much, it’s all made up.

You are great. Already. Whether you realize it or not. Whether anybody else realizes it or not. And it’s not because you launched an iPhone app, or finished school a year early, or bought yourself a sweet-ass boat. These things do not define greatness. You are already great because in the face of endless confusion and certain death, you continue to choose what to give a fuck about and what not to. This mere fact, this simple optioning for your own values in life, already makes you beautiful, already makes you successful, and already makes you loved. Even if you don’t realize it. Even if you’re sleeping in a gutter and starving.

Patrick Vlaskovits, who was part of the initial conversation that the term “growth hacker” came out of, put it well: “The more innovative your product is, the more likely you will have to find new and novel ways to get at your customers.”12 For example: 1. You can create the aura of exclusivity with an invite-only feature (as Mailbox did). 2. You can create hundreds of fake profiles to make your service look more popular and active than it actually is—nothing draws a crowd like a crowd (as reddit did in its early days). 3. You can target a single service or platform and cater to it exclusively—essentially piggybacking off or even stealing someone else’s growth (as PayPal did with eBay). 4. You can launch for just a small group of people, own that market, and then move from host to host until your product spreads like a virus (which is what Facebook did by starting in colleges—first at Harvard—before taking on the rest of the population). 5. You can host cool events and drive your first users through the system manually (as Myspace, Yelp, and Udemy all did). 6. You can absolutely dominate the App Store because your product provides totally new features that everyone is dying for (which is what Instagram did—twenty-five thousand downloads on its first day—and later Snapchat). 7. You can bring on influential advisors and investors for their valuable audience and fame rather than their money (as About.me and Trippy did—a move that many start-ups have emulated). 8. You can set up a special sub-domain on your e-commerce site where a percentage of every purchase users make goes to a charity of their choice (which is what Amazon did with Smile.Amazon.com this year to great success, proving that even a successful company can find little growth hacks). 9. You can try to name a Planned Parenthood clinic after your client or pay D-list celebrities to say offensive things about themselves to get all sorts of publicity that promotes your book (OK, those stunts were mine).

At its most intense, the admissions process didn’t force kids to be Lisa Simpson; it turned them into Eddie Haskell. (“You look lovely in that new dress, Ms. Admissions Counselor.”) It guaranteed that teenagers would pursue life with a single ulterior motive, while pretending they weren’t. It coated their every undertaking in a thin lacquer of insincerity. Befriending people in hopes of a good rec letter; serving the community to advertise your big heart; studying hard just to puff up the GPA and climb the greasy poll of class rank—nothing was done for its own sake. Do good; do well; but make sure you can prove it on a college app. So

Why did Connex for QuickBooks Online succeed? Here are the reasons: I received free app store listings on Intuit’s website. My app was even on the first page of their store briefly. This drove large amounts of traffic to my site. I received free listings on many other sites before they started asking for a commission. I later pulled those listings, since the cost to advertise exceeded the revenue they brought to the company. These stores failed to show how many installs and conversions they generated. I had many positive and real reviews on my app store listings. I noticed competitors had hundreds of five-star reviews that mostly looked fake. QuickBooks Online had few integrations at the time. I was one of the first companies to get listed. For QuickBooks Canada and QuickBooks U.K., my app was one of the first system integrators. I had almost no competitors who serviced QuickBooks outside of the U.S. Shopify, BigCommerce, ShipStation and other companies had no native integration. Mine was one of the first. I recorded videos and added landing pages that ranked high on Google with minimal effort. Since I had a shoestring marketing budget, this was very important. The issue I had with other products was that they didn’t offer free promotion. Since my company was one of the first, we had ample time to add features and fix problems. We have a solution that is light years ahead of competitors. Why would someone want to compete with us? In the words of one of my partner companies, “We could build one, but yours would be a lot better.” My app required no desktop apps or website plugins to install. Since my audience was small business owners, the easier the install the better. Most business users have a limited understanding of websites. Asking them to change a bunch of settings or configure something on their own is daunting. We set up Connex for qualified users. Many competitors just let users go through a self-guided trial. We received feedback from many customers that they would purchase if they could make Connex work. I added a talk-to-sales component, and our conversion ratio increased. Connex was successful because I added a personal touch in a world where SaaS owners expect users to just “figure it out” on their own. Software that requires no support and maintenance is a pipe dream.

One of the keys to Tobi’s success: He turned Shopify into a platform that not only allowed merchants to easily set up online stores but also enabled app developers to build specialty stores for merchants. By opening up Shopify in this way, Tobi made a conscious decision to let developers make money off his platform, rather than trying to keep it closed so he could capture all of that app revenue himself. “What we did to get the platform off the ground is to basically leave all the economics for Shopify on the table and give it to the third-party app developers,” Tobi says. This helped him to rapidly attract more and more users to Shopify. And in retrospect, these decisions paved the way for their widespread success. But they were tough calls at the time. “It’s hard to do, because you are leaving a lot of economics that you could easily take for yourself on the table—or actually, you are investing it into your own future by giving it to other people,” Tobi explains. “And that’s very hard to do for most businesses.” The combination of a strong platform, a well-populated app store, and a community of developers helped protect Shopify against competition and built a positive feedback loop that ratcheted up innovation, attracting more users and more developers.

reward system But there’s a reward system you can use to keep yourself motivated. Here are some suggestions: Buy yourself an advent calendar, and for each day you don’t look at his profile or engage with him in any capacity, enjoy the treat for that day. If you can’t afford an advent calendar or can’t find one in the shops, make yourself a journal – on each successful day, write something amazing about yourself, and on a day where you did trip up, write something that reminds you of why you started doing this thirty-day challenge. Getting into the habit of saying nice things about yourself prepares you to become so used to compliments that you aren’t dangerously swooned when others recognise your greatness. Every ten days that pass without you breaking the rule, take yourself on a really nice solo date to an upscale bar, or your favourite club or restaurant, and imagine the room is full of men who are all waiting to be picked by you, the goddess. For even spicier results, wear something red so you feel even sexier. Getting into the habit of going out to bars and social environments alone will not just put you in a position of meeting new people, it will also quell your fear of being alone. There’s nothing more powerful than a woman who knows how to hold her own in a room full of strangers. Or, if you feel ready, each time you make it to the ten-day mark, why don’t you try practising your new confidence on your dating apps and let yourself be taken out? By the time the thirty-day window ends, you will have gone on three different dates with three new guys, which will significantly lower the hype around the man you’ve been thinking of. You never know: one of these guys could end up being far more interesting, way hotter and maybe even richer. As you get closer to the end of the thirty-day period, why not have a spa booked to mark the last day? It will be a period of reflection, relaxation, and remembering how far you’ve come within just a month of leaving a situation that could have dragged your life in a completely different direction. You deserve to meet the woman you’re destined to become: take the time to do so. Set a reminder on your phone every couple of days that says ‘It’s time to finally choose yourself for once. Don’t let him win!’ When it gets hard, ask yourself: At what point will I be the victor here? When will I finally walk away with my head held high? This must end at some point – why not now?

The reason is a neurological chemical called dopamine, the same one Parker had referenced at the media conference. Your brain releases small amounts of it when you fulfill some basic need, whether biological (hunger, sex) or social (affection, validation). Dopamine creates a positive association with whatever behaviors prompted its release, training you to repeat them. But when that dopamine reward system gets hijacked, it can compel you to repeat self-destructive behaviors. To place one more bet, binge on alcohol—or spend hours on apps even when they make you unhappy. Dopamine is social media’s accomplice inside your brain. It’s why your smartphone looks and feels like a slot machine, pulsing with colorful notification badges, whoosh sounds, and gentle vibrations. Those stimuli are neurologically meaningless on their own. But your phone pairs them with activities, like texting a friend or looking at photos, that are naturally rewarding. Social apps hijack a compulsion—a need to connect—that can be even more powerful than hunger or greed. Eyal describes a hypothetical woman, Barbra, who logs on to Facebook to see a photo uploaded by a family member. As she clicks through more photos or comments in response, her brain conflates feeling connected to people she loves with the bleeps and flashes of Facebook’s interface. “Over time,” Eyal writes, “Barbra begins to associate Facebook with her need for social connection.” She learns to serve that need with a behavior—using Facebook—that in fact will rarely fulfill it.

How do companies, producing little more than bits of code displayed on a screen, seemingly control users’ minds?” Nir Eyal, a prominent Valley product consultant, asked in his 2014 book, Hooked: How to Build Habit-Forming Products. “Our actions have been engineered,” he explained. Services like Twitter and YouTube “habitually alter our everyday behavior, just as their designers intended.” One of Eyal’s favorite models is the slot machine. It is designed to answer your every action with visual, auditory, and tactile feedback. A ping when you insert a coin. A ka-chunk when you pull the lever. A flash of colored light when you release it. This is known as Pavlovian conditioning, named after the Russian physiologist Ivan Pavlov, who rang a bell each time he fed his dog, until, eventually, the bell alone sent his dog’s stomach churning and saliva glands pulsing, as if it could no longer differentiate the chiming of a bell from the physical sensation of eating. Slot machines work the same way, training your mind to conflate the thrill of winning with its mechanical clangs and buzzes. The act of pulling the lever, once meaningless, becomes pleasurable in itself. The reason is a neurological chemical called dopamine, the same one Parker had referenced at the media conference. Your brain releases small amounts of it when you fulfill some basic need, whether biological (hunger, sex) or social (affection, validation). Dopamine creates a positive association with whatever behaviors prompted its release, training you to repeat them. But when that dopamine reward system gets hijacked, it can compel you to repeat self-destructive behaviors. To place one more bet, binge on alcohol—or spend hours on apps even when they make you unhappy. Dopamine is social media’s accomplice inside your brain. It’s why your smartphone looks and feels like a slot machine, pulsing with colorful notification badges, whoosh sounds, and gentle vibrations. Those stimuli are neurologically meaningless on their own. But your phone pairs them with activities, like texting a friend or looking at photos, that are naturally rewarding. Social apps hijack a compulsion—a need to connect—that can be even more powerful than hunger or greed. Eyal describes a hypothetical woman, Barbra, who logs on to Facebook to see a photo uploaded by a family member. As she clicks through more photos or comments in response, her brain conflates feeling connected to people she loves with the bleeps and flashes of Facebook’s interface. “Over time,” Eyal writes, “Barbra begins to associate Facebook with her need for social connection.” She learns to serve that need with a behavior—using Facebook—that in fact will rarely fulfill it.

six reasons why email is the best: My company AppSumo generates $65 million a year in total transactions. And you know what? Nearly 50 percent of that comes from email. This percentage has been consistent for more than ten years. Don’t believe me? I have 120,000 Twitter followers, 750,000 YouTube subscribers, and 150,000 TikTok fans—and I would give them all up for my 100,000 email subscribers. Why? Every time I send an email, 40,000 people open it and consume my content. I’m not hoping the platform gods will allow me to reach them. On the other platforms, anywhere between 100 and 1 million people pay attention to my content, but it’s not consistent or in my control. I know what you’re saying: “C’mon, Noah, email is dead.” Now ask yourself, when was the last time you checked your email? Exactly. Email is used obsessively by over 4 billion people! It’s the largest way of communicating at scale that exists today. Eighty-nine percent of people check it EVERY DAY! Social media decides who and how many people you’re seen by. One tweak to the algorithm, and you’re toast. Remember the digital publisher LittleThings? Yeah, no one else does, either. They closed after they lost 75 percent of their 20,000,000 monthly visitors when Facebook changed its algorithm in 2018. CEO Joe Speiser says it killed his business and he lost $100 million. You own your email list. Forever. If AppSumo shuts down tomorrow, my insurance policy, my sweet sweet baby, my beloved, my email list comes with me and makes anything I do after so much easier. Because it’s mine. It also doesn’t cost you significant money to grow your list or to communicate with your list, whereas Facebook or Google ads consistently cost money.

But leanness is a methodology, not a goal. Making small changes to things that already exist might lead you to a local maximum, but it won’t help you find the global maximum. You could build the best version of an app that lets people order toilet paper from their iPhone. But iteration without a bold plan won’t take you from 0 to 1. A company is the strangest place of all for an indefinite optimist: why should you expect your own business to succeed without a plan to make it happen? Darwinism may be a fine theory in other contexts, but in startups, intelligent design works best.

1. You can create the aura of exclusivity with an invite-only feature (as Mailbox did). 2. You can create hundreds of fake profiles to make your service look more popular and active than it actually is—nothing draws a crowd like a crowd (as reddit did in its early days). 3. You can target a single service or platform and cater to it exclusively—essentially piggybacking off or even stealing someone else’s growth (as PayPal did with eBay). 4. You can launch for just a small group of people, own that market, and then move from host to host until your product spreads like a virus (which is what Facebook did by starting in colleges—first at Harvard—before taking on the rest of the population). 5. You can host cool events and drive your first users through the system manually (as Myspace, Yelp, and Udemy all did). 6. You can absolutely dominate the App Store because your product provides totally new features that everyone is dying for (which is what Instagram did—twenty-five thousand downloads on its first day—and later Snapchat). 7. You can bring on influential advisors and investors for their valuable audience and fame rather than their money (as About.me and Trippy did—a move that many start-ups have emulated). 8. You can set up a special sub-domain on your e-commerce site where a percentage of every purchase users make goes to a charity of their choice (which is what Amazon did with Smile.Amazon.com this year to great success, proving that even a successful company can find little growth hacks).

Google, however, is far from done with its acquisitions, and in June 2014 it announced it was purchasing Dropcam, a large video camera security start-up, for $555 million. Dropcam makes high-definition Wi-Fi and Bluetooth security cameras that stream live video to mobile apps and send alerts based on predetermined activities sensed by the devices. With the purchase of Dropcam, Google now owns not only your Web searches, e-mail, mobile phone, maps, and location but also your movements inside your own home through live-streaming video feeds. As a result, your thermostat, smoke detector, and security system all come with lengthy terms of service. Could the privacy implications be any more obvious?

Remember and Share - The Hook Model helps the product designer generate an initial prototype for a habit-forming technology. It also helps uncover potential weaknesses in an existing product’s habit-forming potential. - Once a product is built, Habit Testing helps uncover product devotees, discover which product elements are habit forming (if any), and why those aspects of your product change user behavior. Habit Testing includes three steps: identify, codify, and modify. - First, dig into the data to identify how people are behaving and using the product. - Next, codify these findings in search of habitual users. To generate new hypotheses, study the actions and paths taken by devoted users. - Lastly, modify the product to influence more users to follow the same path as your habitual users, and then evaluate results and continue to modify as needed. - Keen observation of one's own behavior can lead to new insights and habit-forming product opportunities. - Identifying areas where a new technology makes cycling through the Hook Model faster, more frequent or more rewarding provides fertile ground for developing new habit-forming products. - Nascent behaviors — new behaviors that few people see or do, and yet ultimately fulfill a mass-market need — can inform future breakthrough habit-forming opportunities. - New interfaces lead to transformative behavior change and business opportunities.   *** Do This Now Refer to the answers you came up with in the “Do This Now” section in chapter five to complete the following exercises: - Perform Habit Testing, as described in this chapter, to identify the steps users take toward long-term engagement. - Be aware of your behaviors and emotions for the next week as you use everyday products. Ask yourself: - What triggered me to use these products? Was I prompted externally or through internal means? - Am I using these products as intended? - How might these products improve their on-boarding funnels, re-engage users through additional external triggers, or encourage users to invest in their services? - Speak with three people outside your social circle to discover which apps occupy the first screen on their mobile devices. Ask them to use these apps as they normally would and see if you uncover any unnecessary or nascent behaviors. - Brainstorm five new interfaces that could introduce opportunities or threats to your business.

believe the power of jQuery is highly underutilized. Most developers will take advantage of its shortcuts and CSS selectors, but most of the time they fail to take advantage of much else. Being able to extend jQuery, whether by adding your own functions, CSS selectors or full-blown plugins, makes you a much stronger and smarter developer.

Alex Blumberg: What if *I wanted to say 'Hey pull out your phones right now, and I'll show you a picture of what a better podcasting app would look like'? I can't. In other words, podcasts are still the same old MP3s they've always been, and by 'always', I mean, since the dark ages in 2004, when, according to Wikipedia, the word 'podcast' appeared for the first time in history. Matt says 'You're missing the truly big opportunity here - to make your own app - to take podcasting out of the dark ages, reinvent the way we listen.' Matt Mazzeo: Podcasts is frankly a technology that has really core audience on it that just love it, that hasn't broken out into the broader mainstream. Most people aren't podcast listeners. There are a whole bunch of things that are broken there, that you have an opportunity to fix.

Tope Awotona, founder of Calendly, started three very different companies for three completely different communities before eventually building the scheduling software business in 2013. In 2020, Calendly posted nearly $70 million in annual recurring revenue, more than double its 2019 figure. But Awotona’s first company was a dating app that never really got off the ground. The second was projectorspot.com, which sold (obviously) projectors, but sales were poor and margins small. He tried again with a third startup, selling grills, but as he says, “I didn’t know anything about grills and I didn’t want to! I lived in an apartment, and never even grilled.” Not only was he not part of the grilling community, but he didn’t even want to be! He took a different approach to building Calendly. He had been a sales rep earlier in his career, and he knew the hassle of sending multiple emails to schedule meetings. He had even run into the scheduling problem while trying to sell his own products as an entrepreneur. As time went on and his other ideas failed to gain traction, he saw a gap in the marketplace and resolved to address it for the community of sales reps he cared about and understood. He says that “the journey to creating something that’s impactful, something that serves people, something that you know people are willing to open up their wallets and pay for—is not something that you can do just for money.” While lots of people have scheduling fatigue, Awotona focused on problems specific to sales reps, which helped him define a problem he could both solve and monetize. What does that mean for you? First, get involved in those communities wherever they are, offline and online. Then, contribute, teach, and, most important, listen. Finally, use the filters above to make sure you are picking the right community to serve. Then, your problem becomes: Which problem should I pick?

Happiness Habits I have a series of tricks I use to try and be happier in the moment. At first, they were silly and difficult and required a lot of attention, but now some of them have become second nature. By doing them religiously, I’ve managed to increase my happiness level quite a bit. The obvious one is meditation—insight meditation. Working toward a specific purpose on it, which is to try and understand how my mind works. [7] Just being very aware in every moment. If I catch myself judging somebody, I can stop myself and say, “What’s the positive interpretation of this?” I used to get annoyed about things. Now I always look for the positive side of it. It used to take a rational effort. It used to take a few seconds for me to come up with a positive. Now I can do it sub-second. [7] I try to get more sunlight on my skin. I look up and smile. [7] Every time you catch yourself desiring something, say, “Is it so important to me I’ll be unhappy unless this goes my way?” You’re going to find with the vast majority of things it’s just not true. [7] I think dropping caffeine made me happier. It makes me more of a stable person. [7] I think working out every day made me happier. If you have peace of body, it’s easier to have peace of mind. [7] The more you judge, the more you separate yourself. You’ll feel good for an instant, because you feel good about yourself, thinking you’re better than someone. Later, you’re going to feel lonely. Then, you see negativity everywhere. The world just reflects your own feelings back at you. [77] Tell your friends you’re a happy person. Then, you’ll be forced to conform to it. You’ll have a consistency bias. You have to live up to it. Your friends will expect you to be a happy person. [5] Recover time and happiness by minimizing your use of these three smartphone apps: phone, calendar, and alarm clock. [11] The more secrets you have, the less happy you’re going to be. [11] Caught in a funk? Use meditation, music, and exercise to reset your mood. Then choose a new path to commit emotional energy for rest of day. [11] Hedonic adaptation is more powerful for man-made things (cars, houses, clothes, money) than for natural things (food, sex, exercise). [11] No exceptions—all screen activities linked to less happiness, all non-screen activities linked to more happiness. [11] A personal metric: how much of the day is spent doing things out of obligation rather than out of interest? [11] It’s the news’ job to make you anxious and angry. But its underlying scientific, economic, education, and conflict trends are positive. Stay optimistic. [11] Politics, academia, and social status are all zero-sum games. Positive-sum games create positive people. [11] Increase serotonin in the brain without drugs: Sunlight, exercise, positive thinking, and tryptophan.

In America, particularly in non-unionized workplaces, this sort of chronic understaffing acquires a logic all its own. If you can stand to lose employee weight, you should; if you don’t, you’re leaving profits on the table. Appropriately staffing isn’t a way to create a better work environment; it’s “bloat.” Workplaces attempt to counter the negative effects of understaffing with professional development, bonuses, perks, snacks, therapy dogs, subsidized gym memberships, swag, happy hours, access to meditation apps; the list is truly endless. One HR person told us that she was always amazed that employees complained about stress and overwork but then never took advantage of the perks. It makes sense, though. They don’t have the time. What would really make their lives better isn’t a meditation app, but adding a few more employees without also adding the expectation of more work.

In 2012, Google Maps had become the premier provider of mapping services and location data for mobile phone users. It was a popular feature on Apple’s iPhone. However, with more consumer activity moving to mobile devices and becoming increasingly integrated with location data, Apple realized that Google Maps was becoming a significant threat to the long-term profitability of its mobile platform. There was a real possibility that Google could make its mapping technology into a separate platform, offering valuable customer connections and geographic data to merchants, and siphoning this potential revenue source away from Apple. Apple’s decision to create its own mapping app to compete with Google Maps made sound strategic sense—despite the fact that the initial service was so poorly designed that it caused Apple significant public embarrassment. The new app misclassified nurseries as airports and cities as hospitals, suggested driving routes that passed over open water (your car had better float!), and even stranded unwary travelers in an Australian desert a full seventy kilometers from the town they expected to find there. iPhone users erupted in howls of protest, the media had a field day lampooning Apple’s misstep, and CEO Tim Cook had to issue a public apology.19 Apple accepted the bad publicity, likely reasoning that it could quickly improve its mapping service to an acceptable quality level—and this is essentially what has happened. The iPhone platform is no longer dependent on Google for mapping technology, and Apple has control over the mapping application as a source of significant value.

It’s like, dude, I get it that you think all I really want to hear is how beautiful I am, but the thing is I already know that I have pleasingly symmetrical features and the whole flush-of-youth thing going for me, so it only shows your own failure of imagination when you fall for the evolutionary fitness mask when I’m right here beneath it and I’m so much more and if you weren’t busy bragging about my looks, you would’ve realized I am the best resource you could ever think to have.” Evan’s next bite of skewered fowl hovered a few inches from his plate. “Poor Colby.” “Right. Side with him.” Ruby gave Evan a little backhanded thwap with her knuckles, her easy affection disarming. “And they’re all like that.” I even tried one of those wholesome-ish dating apps, but I kept matching with guys named Caden who want to chill and hang but don’t have any money to go out. Great. Thanks, dating apps. Something to make males of the species more lazy and indecisive.” Her thumb flick-flick-flicked. “Arty Caden. Try-Hard Caden. Jock Caden.” She held the phone sideways. “At least Jock Caden is kinda cute.

What is your preferred mode of transportation? How do you define a “crowd”? Think of a situation in your life where the crowd level felt good and right. What about an instance when a crowd felt stressful or scary? What’s your comfort level with sounds/noises? For example, are you comfortable in a space with loud music playing? Is there a type of noise or sound that you just can’t stand? What, if anything, is likely to make you feel physically unwell? What everyday activities do you prefer to do IRL? Which do you prefer to do virtually or through an app? How comfortable are you with technology? What technology do you rely on? What do you wish you relied on less? Feelings, Emotions, and Relating to Others Do you enjoy chatting with strangers and/or new people? Do you like physical touch? Are you a hugger? How comfortable are you talking about feelings (your own and other people’s)? What topics do you consider too private to discuss with casual friends? What about close friends? How modest would you say you are? Do you consider yourself a serious person? What kinds of jokes/humor/pranks do you like? What kinds piss you off? How sentimental are you? What holidays, anniversaries, or events do you care about the most? How comfortable are you with uncertainty?

Even in engineering-driven Silicon Valley, the buzzwords of the moment call for building a “lean startup” that can “adapt” and “evolve” to an ever-changing environment. Would-be entrepreneurs are told that nothing can be known in advance: we’re supposed to listen to what customers say they want, make nothing more than a “minimum viable product,” and iterate our way to success. But leanness is a methodology, not a goal. Making small changes to things that already exist might lead you to a local maximum, but it won’t help you find the global maximum. You could build the best version of an app that lets people order toilet paper from their iPhone. But iteration without a bold plan won’t take you from 0 to 1. A company is the strangest place of all for an indefinite optimist: why should you expect your own business to succeed without a plan to make it happen? Darwinism may be a fine theory in other contexts, but in startups, intelligent design works best.

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