Build or Sell, Nothing Else Matters
Founders should only focus on building the product or selling to customers.
Explanation
Paul Graham emphasizes that early-stage founders waste time on activities that feel like work but don't move the needle: conferences, networking events, business plan competitions, press coverage. The only two activities that matter for startups are writing code (building) and talking to users (selling). Everything else is procrastination disguised as productivity.
Real-World Example
Facebook's early team spent all their time coding new features and talking to college students. They didn't waste time on press or conferences. Many failed startups spend months perfecting pitch decks instead of talking to customers. Successful founders are either at their computer coding or in front of customers—never at networking events.
How to Apply
Audit your calendar: what percentage is building vs. selling vs. other? Aim for 80%+ on build/sell. Say no to conferences, panels, and 'opportunities' unless they directly generate users or code. Hire others to handle admin, legal, and operations as soon as possible. Track leading indicators: lines of code written, customers talked to, revenue generated.