As a part of the https://Startup.Vegas community, this is the first ReadUp where we read and discuss a startup related book! This month we read The Mom Test! (https://amzn.to/3SxANLv) The Mom Test is a must-read book for every entrepreneur trying to find their product market fit. Without the tools and resources from The Mom Test, you will likely end up with bad data that has you wasting money where you shouldn't. Don't be a fool. Read this book first!

1. THE
MOM
TEST
Rob Fitzpatrick
How to talk to customers and learn if your business is a
good idea when everyone is lying to you
KENNY ELIASON | CEO @ RECORD

2. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
VS.

3. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
THE MOM TEST:
Talk about their life instead of
your idea
Ask about speci
f
ics in the past
instead of generics or opinions
about the future
Talk less and listen more

4. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
AVOID BAD DATA

5. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
De
f
lect Compliments

6. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Digging Beneath Ideas

7. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Cut O
ff
Pitches

8. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Talk Less

9. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
IMPORTANT
QUESTIONS

10. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Love bad news

11. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Focus on relevant data

12. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Gaze upon the elephant

13. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Prepare your
three big questions
in advance

14. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
How do you know you’re getting the most value from insurance
companies?
How do you know what a good case is?
Potential failure points * Data collection * Adoption of practices
to help collect data *

15. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
KEEP IT CASUAL

16. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Non-meeting opportunities

17. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Short Meetings

18. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
COMMITMENTS AND
ADVANCEMENTS

19. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
“Opinions are worthless.
We want facts and commitments,
not compliments.”

20. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
FINDING
CONVERSATIONS

21. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Go to them
Bring them to you
Create warm intros

22. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Framing the meeting

23. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Vision
Framing
Weakness
Pedestal
Ask

24. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
I’m going to be building a new software for personal injury cases
that will possibly operate in conjunction with currently existing
case management softwares.
I’m at the very beginning of the process so I have nothing to sell,
nor do I intend to pitch you on any speci
f
ic ideas.
Since you’re an expert in the
f
ield, I was hoping to discuss the
personal injury industry with you to learn a little about how you
handle cases and where you feel the industry might be lacking.
Would you have some time, probably after you’re back, maybe we
could do a zoom? You name the time and place and I will make it
happen. Thanks!

25. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
I’m going to be building a new software for personal injury cases
that will possibly operate in conjunction with currently existing
case management softwares.
I’m at the very beginning of the process so I have nothing to sell,
nor do I intend to pitch you on any speci
f
ic ideas.
Since you’re an expert in the
f
ield, I was hoping to discuss the
personal injury industry with you to learn a little about how you
handle cases and where you feel the industry might be lacking.
Would you have some time, probably after you’re back, maybe we
could do a zoom? You name the time and place and I will make it
happen. Thanks!
Vision
Framing
Pedestal/
Weakness
Ask

26. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
What if I can’t get people to meet
with me?!

27. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
Key Skills:
Ask good questions
Avoid bad data
Keep it casual
Push for commitment & advancement
Frame the meeting
Customer segmentation
Prepping & reviewing
Taking Notes
Cheatsheet

28. THEMOMTEST
Rob Fitzpatrick
KENNY ELIASON | CEO @ RECORD
The Mom Test:
Talk about their life instead of
your idea
Ask about speci
f
ics in the
past instead of generics or
opinions about the future
Talk less and listen more
Cheatsheet

29. THE
MOM
TEST
Rob Fitzpatrick
How to talk to customers and learn if your business is a
good idea when everyone is lying to you
KENNY ELIASON | CEO @ RECORD