Clarity comes when tragedy emerges and becomes a finely-honed tool to help focus the individual on what’s truly important. For Jon Ferrara, it was helping others. Jon is the Founder of Nimble LLC and the Co-founder of GoldMine Software Corp. Searching for software to help him build the relationships that he needed to fulfill his mission, he was shocked to find that nothing suited his needs. His company, called Nimble, was created around this incredible CRM idea which is now voted as one of the top CRM providers. Today, Jon talks about the highs and lows of his life, including starting and growing GoldMine and Nimble, dealing with a head tumor, and developing the five E’s of social business.

Nimble: Building Relationships That Help Achieve Passion, Plan, And Purpose With Jon Ferrara

This is going to be special. My guest did something quite amazing and we’re going to know his story. At the age of 27, he did the unthinkable. The things that we all hope to have done or will do in the future. He left a fantastic job with Banyan Software. $3,000 in his pocket and no other safety net, he went out and started a new company. That company turned out to be industry-leading GoldMine, which ultimately became his first successful startup. He built that company over the course of several years, then he sold that company to enjoy his life and family. Unfortunately, the bad news was about to change everything.

One year after the sale, doctors found a tumor in his head, which changed everything. What unfortunately medical problems typically do is they bring clarity. Clarity comes when tragedy emerges and becomes a finely-honed tool to help focus the individual on what’s truly important. For Jon, it was helping others. When he searched for software to help him build the relationships that he needed to now fulfill his mission, he was shocked to find that nothing suited his needs. He started at another software company around this incredible CRM idea and emerged as Nimble, now voted among the top CRM providers. He’s once again on top of the software world, but this time with the wisdom that comes from the highs and lows of life along with deep and broad experience. Welcome, Jon Ferrara.

Mitch, thank you so much for the opportunity to share our conversation with you, which I hope inspires others because one of the things that I learned from going through my own trial and tribulation is that I think that we’re here to grow and that we grow best by helping other people grow.

That is the lesson that we’re here to share. That’s what we’ve all come to believe as we gain experience and a couple of gray hairs along the way. Jon, why don’t you take us back? Tell us how all this started for you.

I think that my success is attributable to the people that mentored and inspired me in my life. It starts with my dad who was the number one Lincoln Mercury guy in the ‘50s and the first Subaru guy in California in the ‘70s. My uncle Jon, who helped invent a radar microwave at the Rad Labs in the ‘40s at MIT. Both of them inspired me to reach for more, to march to a different drummer. Along those lines, in 1978, when I graduated high school, I bought a microcomputer. I was the first person in my city that had a microcomputer. It was an Apple IIe. It cost me almost $2,000, which is a lot of money back then. By buying that computer and pouring myself into learning everything I could about it, it set me on a path to not only be knowledgeable about computers, but have the entrepreneurial spirit and the ability to synthesize new solutions when I ran into pains of my own in life. I think that the best products come from your own pain because you’re passionate about it and you understand the problem.

Jon, I’m going to date myself a bit here. My first computer was called the Altair One. I was pretty proud of it because I had a solid 1K of RAM which took up four boards inside the machine. It was quite an experience. We initially started programming it with the flip switches on the front and eventually found a way to load our programs on a Tarbell audiotape. I don’t know if you remember any of this stuff, but it was exciting times. Here’s an interesting question. When you bought that computer, Jon, you didn’t buy it to create something new. You bought it because it was cool and it was going to be fun and you were going to love playing with it. Am I right?

I think that there was a certain amount of funness to “playing with the computer.” That playing eventually turned to discovery and creation. I remember when I first touched a Sun system and it had a Stellar Track or Snake on it. I was able to play with these games, but ultimately I got into the discovery of it where you move beyond flipping the panels of a PDPA to get access to a fawn terminal. Ultimately, I think that my ability to create solutions out of thin air did not happen overnight. It was an accumulation of skillsets that it developed over time. One of which is I had to pay my way through college. I got a job at the local ComputerLand store where I not only learn how resellers are selling computers, but also what software was or wasn’t available for those microcomputers back in the day.

I don’t think that I would’ve been prepared to quit my job at Banyan and to start GoldMine if it wasn’t for the accumulation of experience that I got from my mentors. From my own self-discovery with microcomputers, from working in the computer store or my first job working at Hughes Space and Comm and Missile Systems. All of those things prepared me. If anybody’s reading this and they have children that are going to school, I highly encourage them to encourage their children to get work experience while in school, whether it’s through internships or just jobs that they do while they’re going to school. It’s those little bits of knowledge that they learn at those different places. They prepare them to hit the ground running in life.

People don’t buy products; they buy better versions of themselves. Click To Tweet

Ultimately those of us who do build solutions, as you have and as I have, it comes typically from a specific need. You had a need. I had a need when I build Timeslips Corporation. You had a need when you built GoldMine. Were you in sales at Banyan?

I started out as a systems engineer. The funny thing is that I never wanted to be in sales. That’s why studied computer science. I wanted to be an astronaut. I wanted to be a scientist and I didn’t want to be my dad. I think that there are a lot of people that they grew up in and they don’t want to be their parents. The funny thing about life is they do become their parents. I didn’t have the money to pay my way through college. I got a job at a computer store and it turned out that I was pretty good at sales. I was making $80,000 a year working part-time, living at home, selling computers at ComputerLand. That was back when there were no PCs and desktops. I replaced the first few hundred thousand terminals on desktops in Southern California corporations with IBM PCs. PCs were 55% margin back then. You could do the math on that and you could figure out why I was so successful. Even after I graduated, I did want to be in sales. I took a job as a systems engineer at a Hughes Space and Comm and Missile Systems. After a couple of years, I felt that aerospace didn’t drive fast enough for me. There wasn’t enough opportunity. People were just okay with getting by. I wanted more out of life. I got a job at one of the startups that we had used internally at Hughes, Banyan, and they made me the first SC on the West Coast.

I moved into sales in the Dallas field office and it was there that I felt the pain of sales. You have to understand that in 1987, there was no Outlook and there was no Salesforce. There was no term, SFA, CRM or even marketing automation. Salespeople manage their day with a daytimer. It was a leather-based, paper-based tool for to-dos, appointments and contacts. They’d give me “leads,” which didn’t even lead their phone numbers of local IT people and big corporations. I’d cold call them, make notes on the paper, and put my appointments in my day timer. I’d get a stack of pink or white notes when I got back from outside meetings and I did my forecast on a spreadsheet and I said, “This is stupid. There’s so much inefficiency.” The problem was this, we in the district field office, about ten people, were collectively interacting with a group of customers and partners in our territory. At the same time, those people were interacting with our team members at corporate product and marketing and executive staff. There was no system to manage the relationships and the interactions that we had on email, calendar and direct as a team. I felt that pain and because I had a computer science background, because I knew every software program on the market, because I knew what was there and wasn’t there, I was able to synthesize a new solution in my head. To create it was a whole other thing. How do you decide to build something? That was my next step.

As a historical note, we had a strategic alliance with Day-Timer. Day-Timer realized that software might someday replace them and they were right. They came to us and wanted us to build a white-labeled version of Timeslips that was going to be called the Day-Timer Time Track, something like that. It turns out that they were losing ground quickly, they were never able to complete paying for the project. It died on the vine. The story that you told about the need for inspiring the solution is the story of life, a story of the software founder’s life. Tell us a little bit about GoldMine. Did you go out and sell a solution first? Did you create some software before you even started to do that?

The funny thing is even though I had a computer science background, my cofounder was an electrical engineering major. He graduated top of his class at Cal State Northridge. Your choice back in those days was to build bombs. That’s what you did in aerospace in the Valley if you’re an EE. He didn’t want to do that. I got him his first clone computer. I gave him dBASE and WordStar and he started to write software and little bits of code. Eventually those bits of code became a network accounting program. He wanted me to come and start that with him. There was something that somebody said to me when I was working at Hughes. He said, “I should’ve, could’ve, would’ve.” I said, “What are you talking about?” It was a friend of my Uncle Johns who was also an EE long time in the Valley. He said, “I could have left Hughes and started TRW, Litton or something else. A lot of my friends left and started these big companies. I should’ve, could’ve, would’ve.” I said to myself, “I never wanted to say I should’ve, could’ve, would’ve.” I could always go get another sales job because I’m very knowledgeable about the computer industry and it’s in high demand, but I couldn’t always go out and start something. When we started the company, it wasn’t to build GoldMine. It was to sell this accounting software program that I had helped my friend build with helping him focus on network accounting.

FTC 174| Nimble
Nimble: The computer industry was in high demand, but you couldn’t always go out and start something.

 

As we started selling the accounting program and the way that I did it is I went after resellers. I got my butt kicked at Banyan by these resellers called Novell. At Banyan, we sold directly to the enterprise and Novell sold to workgroups through local resellers. People like to buy from somebody that they like, know and trust and they like to buy in small workgroups. I figured if I want to sell a network accounting program to small businesses, the best way to do is through trusted advisors. I started contacting local resellers and I got them to start selling it. That pipeline of partners and customers grew so fast that I needed something to manage it and it regurgitated the vision of GoldMine. I got something called Dan Bricklin’s Demo and I laid out the screens of what GoldMine should be and I basically described that to my cofounder. He wrote it in dBASE and compiled it in Clipper and it was the infancy of GoldMine, we called it SalesPro and it sat in the back of our booth when we went to the Local Area Network Dealers Association shows. We’re showing the accounting program. The funny thing is all the resellers wanted to see the sales program.

We started to show it, we started to sell it and by this time we were doing about $20,000 a month in the accounting program, which wasn’t bad. We’re able to pay for macaroni and cheese, but we had to make a choice. Do we focus on selling the accounting program? Do we take the leap and focus on selling GoldMine? The thing is that I think that you can’t be successful unless you focus and sometimes you have to pivot. Honestly, I still don’t know the difference between credit and debit. I was a math computer science major, not a business major. I did not enjoy selling accounting, but I love selling people a better version of themselves, which is a relationship management system. We focused on GoldMine and we started to sell it and that’s when things took off.

Our stories are amazingly similar. When I built Timeslips Corporation, our first program had nothing to do with billing. In fact, it was to keep track of the computer time so it could be deducted from your tax return. We both quit our jobs to launch this company called Taxkick after Borland Sidekick. It was a popup time tracker for keeping track of your computer time. Just as we were about to go to market, the IRS reversed their ruling for contemporaneous recordkeeping and that was it. That was the end of the company. We said, “What else can we do with time tracking?” That’s when the idea emerged that maybe clients would like to build their time by the hour and let’s find out who else does that. We pivoted into an accounting system for time and billing, which became the entire company. These pivots are so incredibly important because they only come after you experience something that you didn’t expect. GoldMine became quite a powerful and successful product. What made you decide to sell the company several years later?

I think there’s a lesson that I’d like to share in the GoldMine growth that’s important in the journey that might be educational to your readers. That is we started with Novell resellers and eventually pivoted to Microsoft resellers. There is a specific reason why we did that. When we started GoldMine, it was back in the dBASE database and our email transport was pop and our customers were small individuals and teams of say 5 to 25. As those workgroups became adopted in large corporations and they became groups of 50 to 500, our customers were telling us that the dBASE doesn’t scale. That pops isn’t a secure transport of email and that the network competency system, Novell, isn’t great for the distributed enterprise. About that time, Microsoft hired my former boss at Banyan, and he built NT server, SQL Server and Exchange Server.

Basically, Microsoft came to us and said, “We would like your third-party solution to help us sell our first-party solutions.” We built GoldMine Enterprise of SQL server, NT Server and Exchange Server for every seat at GoldMine Enterprise, which solved our customer’s need to scale. Our partners need to make $10 in every GoldMine dollar of sale in other products and services and Microsoft’s need to sell their first-party solutions. We became Microsoft’s number one ISV Worldwide. Bomber would come and do his monkey dance at our conference every year and promote us. We grew to $100 million a year in revenue by pivoting our key partner from Novell to Microsoft.

It’s your awareness of what was going on, your ability to perceive that change was needed that led you to that. Eventually, it got you to the point where you are now being used by the largest software company in the world. Well done, that’s incredible. What caused you to want to sell?

Mitch, you know what it’s like to build a company. It takes everything. When you have given everything that you have for several years, there’s a cost to that. My cost was relationships with my family, my friends, with even myself because I had to pour everything that I had into it. When I got home, there wasn’t much left. I had a single baby boy and I was missing out on life. How much money is enough? How much do you need to be happy? If your company’s doing $100-plus million a year, throwing off 30% profits, that’s a pretty successful business. I said, “Is life about making more money? Is life about making memories out of moments?” I made the decision that let’s sell it.

The best products come from your own pain because you're passionate about it and you understand the problem. Click To Tweet

We sold it for cash and I thought I was going to take a little bit of time off and be a present father and husband. About a year into that, I was diagnosed with a head tumor. In the process of going through the Western medical treatments and path, I also did some Eastern philosophy remedies, as well as some spiritual growth. In that time period, I came to a conclusion from myself of what my purpose on this planet is. I came to a conclusion that at least for me, that I’m on this planet to grow and I do that best by helping other people grow. What I did was I decided that I was going to dedicate myself to my family, to my friends and my community for the next foreseeable period of time.

I would assume that when you say a period of time, did you have confidence that whatever it was that you had developed in your head like a tumor, would that problem be solved? Were you concerned that this might be your last few years on Earth?

I didn’t know because it was a pretty big tumor and there were no guarantees. I was going in for a six-month CT scans afterward. Do you remember that Jerry Lewis movie where he thought he was going to die and he went around the world and he made this big trip? I don’t know if you remember that movie or not. Anyways, about a year after I went through the treatment, I took my family on a trip to Italy for a few weeks. I had thought of that movie. I didn’t know. I think that they say that after a few years, you know with tumors. By that time, I had gone back to school. I got a degree in photography. I was shooting SC football for all the Pete Carroll, Palmer and Sanchez years.

I was actively involved with my community and I started remodeling my house. I bought my house from Jack Nicholson several years ago. It’s an old Spanish house in Los Angeles and it was a big project. It took me a few years. The process of doing that, I re-honed my product skills. I also started to use social media from 2006 to 2008. I immediately saw I was going to change the way we work, play, buy and sell. I started looking for a solution that would enable me to integrate my social listening and engagement with my contacts. I couldn’t find that. I found a dashboard called Hootsuite, which allows me to integrate my social conversations into columns but the conversations tied it back to contacts. I started looking at the state of contact management.

Back then, if you wanted to contact management in the cloud, which is email, calendar and contacts, Gmail, G Suite was the only game in town. There was no Office 365. This is about 1989. I saw that contact management was broken because in Gmail, G Suite, email, contact and calendar are three separate programs. If you go to the contact record, it doesn’t have any information in there in regards to the history of interactions, who that person is, the social conversations. I started looking at CRM and saw it wasn’t about relationships. It’s about managing to report. I thought to myself, “This is a problem. That relationship management is the key to life success,” and that in the modern cloud world that wasn’t a good individual or team relationship manager that not only integrated social, but that even did a good job of contact management or basic CRM. I like to joke, but it’s true, the reason you called it Salesforce, you have to force salespeople to use it and nobody in the right mind would use the CRM if you weren’t beat on to do it. That’s because you work for the CRM. It doesn’t work for you and you have to go to it to use it. I thought to myself that I could reimagine what I built with GoldMine with Nimble as the first CRM that works for you by building itself. It works with you wherever you work in your inbox and in social.

It’s interesting to listen to you speak about the steps and I appreciate the fact that you were clear about the steps that led you to think about this solution to this real problem. I remember the CRM days when I went to work for Sage. We had a CRM product that, as you probably know, was pretty bad. I won’t name names here. TeleMagic was the beginning of CRM. CRM started on a DOS platform and at least the CRM for everybody, not corporations so much. TeleMagic was growing and it was growing nicely. Unfortunately, the company let the technology get away from itself. Mired in problems trying to get a Windows version out and eventually it took too long and other competitors came and took their space. You conceptualized this whole thing clearly. I love the fact that you talk so much about the way social media interacts with contacts and calendars and all that is brilliant. Nimble grew up in the era of I would call it web 2.0. It’s the interconnected web. Not like web 1.0, which I believe was simply nothing more than displaying pages and collecting information. Nimble had the advantage of a technology backbone that simply didn’t exist a few years earlier. How did the company scale at that point? Did you guys invest your own money? Did you get investors involved? What did you do to grow Nimble?

FTC 174| Nimble
Nimble: You can’t be successful unless you focus, and sometimes you have to pivot.

 

Think about when I started Nimble, nobody knew who Jon Ferrara was. Nobody remembered GoldMine. It had been a few years since I’d done that. I had to rebuild my brand and then build the Nimble brand. There weren’t cloud resellers per se to replicate what I did with GoldMine in the sense of identifying those influencers, the resellers. They were still stuck on the OnPrem days and I was focused on the cloud. What I did was I began to swim in the social river, identified other influencers that inspired me in and around the areas of the promise of Nimble’s promise of products and services. Nimble promised to make you better, smarter, faster at social sales and marketing and relationship management. I started to find people that shared content and wrote content that was an inspiration around social sales or marketing.

I began to share their content and attribute their name and hashtag the category, #sales, #marketing, #social and drip that out into the social river through Twitter, Facebook and LinkedIn. What that did was to attract people to interact with me, to interact with my brand and for the influencer to interact with me where I reeled them in and built a pay it forwards relationship with that person. They then became a Nimble user and evangelist and our team built literal one-to-one relationships with tens of thousands of our prospects, influencers which ultimately built the Nimble brand. We built my brand and got us over 100,000 subscribers.

Jon, this is the time in the show where we transition to what I call masterclass mode. You have such an incredibly broad range of experience and you have an idea of who our readers are. What would you like to talk about? How can we enrich the lives of those readers simply by sharing something that may not be completely obvious or difficult to learn without all the years of experience that you’ve accumulated?

I think that what I began to speak about in regards to how I built the Nimble brand and rebuilt my brand would be totally applicable to anyone reading this. Because your network is your net worth, your personal brand plus your professional network will help you achieve your dreams in life. For you to achieve your dreams, which should include helping other people to grow at scale, you need to become top of mind with your prospects, your customers, and ideally their influencers as well. Because Mae West said, “Outside of Santa Monica, out of mind is out of money, honey.” How do you stay top of mind in the new modern funnel? The way that you do that is you give your knowledge away. I believe that if you teach people to fish, they’ll figure out you sell fishing poles. I have a formula. I call it the Five E’s of social business.

You Educate, Enchant, Engage, Embrace, and Empower your customers. You do that simply by giving your knowledge away. Whoever’s reading this has forgotten more about their products and services than their customers will ever know in their lives. Imagine if you drip knowledge on a day-to-day basis to establish yourself not only as a trusted advisor, but as the trusted expert so that when your prospects and customers needed your services, they not only picked up the phone and call you, but they dragged their friends with them. How do you do it? You first set up identities in all the places where your prospects, customers and their influencers have conversations. That could be Twitter, Facebook, LinkedIn, Instagram. You have a photograph, an avatar taken where people can see your face and especially your eyes because your eyes are the pathway to your heart and your soul.

What you do is you set that page up where it has the appropriate words and links and all the other basic stuff. You start dripping knowledge. If you’re not a writer, that’s okay. Find content that inspires you. There’s an app called BuzzSumo.com that you could use. It’s a web-based thing that you could find content that is inspirational, educational in and around the areas of your products and services as well as influences thereof. You use tools like Buffer to share that content. Other tools like Nimble to listen, engage and reel in those relationships. If you rinse and repeat that process that I shared, you will become over-connected and over-communicated that you won’t have to ever make into the cold call in your life. You’ll have warm calls coming into you. Your problem is that you’ll need to have a system like Nimble to manage the relationships that will be scaling around you as you grow.

Building a company takes everything. Click To Tweet

Jon, the Nimble app is a corporate app. The question I’m going to ask is what about our readers who generally are not corporations? They’re usually either startups or they’re small businesses under $10 million. Does Nimble work for them?

Nimble was designed for individuals and teams of 2 to 25 and these teams, which I call workgroups, occur in small, medium, large and enterprise companies. Nimble is not designed for management. Nimble is designed for you or for the customer-facing business team member. If you’re reading this, you need a personal CRM, you need a golden Rolodex. You manage your contacts in Gmail, iCloud or some other platform like LinkedIn and they’re not great at managing and nurturing relationships. You should definitely have a platform that you can put the most precious resource you have beyond your health are the contacts that you’re building and nurturing on a daily basis. Nimble is specially designed for individuals and it’s great for teams of 2 to 25. The interesting thing is that you could use Nimble with the business apps that you’re forced to use at work.

They force you to use Salesforce or Dynamics or HubSpot or whatever they force you to use as a CRM at work. You could bring your network to work with you and Nimble plugs into your Chrome browser and basically you can use it with Office and G Suite and for the inside of LinkedIn. When you’re prospecting customers with Nimble, not only will we give you their email and phone number, we even give you the ability to send templatable, trackable emails so you can make it easy to outreach at scale to build the connections you need to succeed in life.

I don’t know about you, but I am going to sign up for this product immediately. This has been what I’ve been looking for a long time. If you do decide to sign up, I would love for you to click on the Talk to Mitch button and tell me what your experience is. I’d be happy to share that with you, Jon, as well. Are you okay with receiving those?

You bet. In fact, if anybody wants to get ahold of me, you could Google me. You should Google yourself because people are going to Google you before they ever meet with you. If you don’t show up on that first page with at least one identity, they need to work on that. It’s even easier. My email is Jon@Nimble.com. If you want to get ahold of me, I’m right there.

Jon, now we get to the point where we use these two questions to go a little bit deeper with our guests.

FTC 174| Nimble
Nimble: If you put your prayers to the universe, the universe will magically listen to you.

 

Before we get there, Mitch, I have one more life lesson for your readers in regards to Nimble’s growth. Do you remember what I told you that I started out with Novell and then Microsoft ate Novell by coming out with NT Server and I pivoted? When I started in the cloud, G Suite was the only game in town for email, contact, calendar, cloud productivity. Microsoft doesn’t innovate, they iterate. They wait for somebody else to build the market and they would come in and it’s big enough. They use their muscle, which is billions of users and hundreds of thousands of resellers. They came out with Office 365 in 2013 or so. Because I knew history, I could predict the future and I built for Office 365. I didn’t abandon G Suite, but I began building integrations to Office, building relationships with the key personnel at Microsoft. Microsoft signed a global reseller agreement with Nimble. They’re pushing Nimble as the simple CRM for Office 365. They’re personally walking us into their distributors. We’ve signed up 30 of the top 50 and have over 1,000 resellers signed up where essentially if you buy Office 365, you need Nimble as your team relationship manager and your simple CRM. We’re becoming a gateway to the rest of their crown jewels, which is Power BI, Flow, PowerApps, Azure and Dynamics. We’ve effectively repeated history by riding the transition and partnering with Microsoft.

What you’re basically saying and what I’m hearing is because of the experience that I’ve had with these companies and I am a student of the past, I can see a probable future in which to take my own company, which is what you did. This is an incredible lesson. If you are in that position and you have a product that a partner potentially can have an enormous impact on your company, then become a student of that company and follow what they do. More importantly, try to anticipate their pathways so that you could be part of it. Jon, that was great. Thanks for sharing that. Now, onto the questions. We use these questions to take another dimension of our guests. This is one of them. Here’s the first one. Who, in all of space and time, would you like to have one hour to enjoy a walk in the park, a quick lunch or an intense conversation with?

There are many amazing people in the world, but Buddha comes to mind for me. He was a prince, Siddhartha, who had everything in life yet he felt there was more to life than the material things around him. He sat on a journey where he put on a simple robe and walked the planet in search of the truth. It wasn’t until he sat under a bodhisattva tree that the truth came to him. The truth that came to him was that all pain in life comes from wanting things you don’t have or averting pain you don’t want to feel. I think that especially in this over-connected, over-communicated world where we all are slaves to our cell phones. Where we feed them with content in order to desperately get little red lights of love, of people responding to your interactions. At the same moment, you are disconnected from whatever it is in front or around you that is having time with the enlightened one to be inspired, to be more mindful and more present, to be truly a part of life. I truly think that the more digital we get, the more human we need to be. If I had an hour to walk in the park, it would be with Buddha.

I think that my purpose on this planet is to help grow as many people as I can. Click To Tweet

I commend you on mentioning Buddha. He’s one of the people I would choose as well. I also have a book recommendation for you, Jon. If you’d like the story of Buddha, then I think you’re going to like this book. It’s called In Love With the World: A Monk’s Journey Through the Bardos of Living and Dying. It’s by Yongey Mingyur Rinpoche. In Love With the World is the story of a privileged monk who one day decided that the way he had been raised will never bring him enlightenment. He set out into the world to do what you described, which is to discover who he truly was by shedding his formal identity and taking on that of the peasant. It’s a beautiful story. I’m positive you’ll enjoy the book. If you get a chance, check that out.

I’m looking forward to reading it.

Here it is, Jon, the grand finale, the change the world question. I know you’re going to have a great answer for this one. What is it that you are doing or would like to do that truly has the potential to literally change the world?

As I shared with you from the beginning, I think that my purpose on this planet is to help grow as many people as I can. I think that I’ve been doing that all my life. I think that GoldMine’s purpose was to help the person that used it to build relationships at scale to achieve their dreams, which ideally are helping other people achieve their dreams. Zig Ziglar said, “You can achieve anything you want in life by helping other people achieve what they want in life at scale,” in so many words. I’m continuing that journey with Nimble. My goal is to help 50-plus million people around the world become more nimble at building the relationships that help them achieve their passion, plan and purpose in life.

It’s a simple formula. I derived it from reading Think and Grow Rich, which is a bible that helped me to retire at 40. Most of the entrepreneurs I know attribute it to their success. If you can figure out what your passion is, build a plan to achieve it and make your purpose on a daily basis. Keep putting one foot in front of each other. That magic can happen for you in life. The biggest thing to remember about building the magic in your life is if you put your prayers to the universe, the universe will magically listen to you. You need to be present and aware enough to hear when the universe knocks and be brave enough to open the door and walk through it. Building solutions to how people achieve their passion plan and purpose in life and sharing the gospel, preaching and teaching people how to do that is what I do on a daily basis. I don’t think that people buy great products, they buy better versions of themselves and so I sell people a better version of themselves.

Jon, thank you so much. You have something special for my readers. Would you mind sharing what that is?

I hope it doesn’t sound too self-serving, but I think that what I’ve done is I essentially taught people how to fish throughout this. Ultimately to fish effectively, you need a fishing pole. If you do go to Nimble.com and sign up for a free two-week trial, if you do decide that it might provide value to you, feel free to use the code, JON40, when you put your credit card in. It will save you 40% off your first three months.

That’s a great gift and something I am personally going to use because this product, I can’t believe I’m not aware of it. I’m pretty aware of most products in the software business, but it’s a great introduction for me. Jon and I also participated together in another interview series that I have done for Media Magazine and Entrepreneur. Jon’s story was compelling that’s why I asked him to be here. Jon, thank you for everything. Readers, if you are brave enough to open the door and walk through it, then you are in for a life of miracles and gifts.

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