The U-Haul Playbook

The fastest way to understand your customers is to get closer to them

The founders who know their customers better than anyone else in their category are the ones who win. That's not a platitude — it's a pattern. And the most committed version of it involves literally moving to where your customers are.

In the last month, I met three founders who all had one thing in common: they relocated to wherever their customers were. Call it a growth hack. Call them crazy. But they all knew more about their customers than anyone else in their category. And they were growing fast using solid customer discovery.

Rocketship!!!

The founder who moved into a mobile home to understand his customer

At Endeavor's National Selection Panel, I watched a mid-20s founder present a manufactured home insurance product he'd been building.

Here's a list:

• My work
• is
• amazing

Here's a less important header.

Indeed this isn't quite as important. I'm not sure what it'd be used for.