Jump

Jump found pull by selling to financial advisors after 18 months stuck. Rob Snyder spent 18 months hitting a wall before he found pull by trying to sell to financial advisors. Advisors must log notes in a CRM or risk legal trouble, so the need was not optional.

Generic note takers lacked CRM fit and SEC compliance, which left a clear gap for an AI note taker that feeds notes into the advisor's CRM.

Lenny's Podcast

Pull needs all four PULL elements at once, as Jump's advisors had. The four elements are a Project on the buyer's to-do list, Unavoidable timing, a List of options already considered, and Limitations that make those options not good enough. Advisors had all four: notes are legally required, and generic note takers lacked CRM integration and SEC compliance. Insurance agents had no legal requirement to log notes, so the unavoidable part was missing and there was no pull.

If any one element is missing, buyers complain, stay lukewarm, or say they will do it themselves. The elements work as a Mad Libs template for writing a pull hypothesis about a specific person. Quote: "You need all four at once."

Lenny's Podcast▶ 13:30