Over the last 10 years, I’ve read over 2,000 business plans and met hundreds of entrepreneurs. Many have gone on to launch and build incredible companies, others have eventually chose not to pursue their idea.

As entrepreneurs, perseverance, determination, and resolve are vital to our success.

As I meet with entrepreneurs, how they answer some of my earliest questions sheds light on whether they have what it takes.

Have you shipped your first product?
Have you signed your first client?
Have you raised the money you need?

When someone answers “no”, the door seems closed forever. When someone answers “not yet”, it seems like a minor speed bump on their journey to success.