I've been an entrepreneur most of my life. At age 13, I collected and sold honey. At 18, I earned my real estate license and, two years later, started a brokerage. By the time I was 25, I was running five businesses simultaneously.

In retrospect, I ran toward opportunity—apparently, all of it. Since then, I've learned to hone my focus and founded two profitable, high-growth companies: Travelers Haven and Hotel Engine.

Here are a few key takeaways I'd like to share that helped me build and scale my tech companies when I had little more than vision and grit.

Make sure you have a real market.

In today's environment, investors are being more selective with their funding. In my view, this is a win-win for both investors and founders. It's going to push founders to make sure there is a real appetite for their product or service.

Too often, new founders bypass the viability test and don't take the time to understand their customer base. They focus on the technology, choosing sleek packaging or brainstorming marketing campaigns rather than speaking and listening to customers and working to create a differentiated product that meets their needs.


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