I also suspect he sulked a bit, took a little time to lick his wounds.  I know I did when my ill-fated Jimmy Buffet retail store on St. Thomas went south a few years ago.  But that’s another story. 

As for Marty, when I saw him the other day, I was surprised for two reasons:  First, he was wearing a UPS uniform, making a delivery to my home.  It actually took me a second to recognize him, until I caught his smile.  And that’s the second thing that surprised me — his big, lopsided grin as he greeted me.  That grin said, “Oh, I’m fine.  Not what I had in mind for this Christmas season, but I’m still standing.” 

That glimpse, that one moment, to me epitomized the true entrepreneurial spirit.  No Washington bailout for Marty, but also no whining, no complaining, no public sulking. 

That’s why Marty wins my entrepreneur-of-the-year award for 2009.  (Sorry, Marty, no cash to go with it.)  All guys like him ask is a chance, not a guarantee.  I know he invested a lot of money and sweat equity into that restaurant.  He took a chance, and the perfect storm clobbered him.

And that’s the way it goes.  I’m not even going to say he will be back.  That’s because, with his great attitude, he already is.  Congratulations, Marty our Freestyle Entrepreneur of the year!

As always, work hard.  Make money.  Have fun. — John R. Ingrisano

Interviewed by Bill Willard

Some people are born to business ownership; others come to it after years of trial and error. Still others have business ownership thrust upon them by fate or circumstance. This is the story of that third type of business owner.

The late James G. Kerchner, president of Diversified Solutions, an independent financial services training and support firm in Plymouth, MA, was a marketer par excellence, well-known in financial services industry circles nationwide. Through Diversified Solutions, “Jamie” offered Continuing Education courses for financial services professionals, as well as recruiting tools that assess the success potential of prospective insurance agents and other financial advisors.  

Last year, Jamie contracted the inoperable cancer that would kill him January 15, 2008. Thus, tragedy and fate handed Jamie’s assistant, April A. Adams, a business opportunity that she grabbed with both hands, a well-honed work ethic and her considerable entrepreneurial spirit. In so doing, April Adams became the epitome of a Freestyle Entrepreneur.

What follows is the unique story of April’s transition to business ownership, which I explored with her in a recent conversation.

April Adams was born and lived in Massachusetts most of her life. Following 13 years in the administrative field, April studied Graphic Design and Web Building in 1998. After a year in publications & public relations at an insurance company and advertising agency, she joined Diversified Solutions in March 2000. April’s background and experience formed a solid foundation for her eventual purchase of Jamie Kerchner’s Web-based Continuing Education business,

How did your working with Jamie Kerchner come about?   
 
Jamie had placed an ad for a part-time office assistant who could also update and maintain his Web site.  When I interviewed with Jamie, he had me complete the Personal Orientation Profile (POP) assessment, which indicated I was the right person to work with him because I’m highly independent, analytical and detail-oriented. I started in March 2000 and was with him until he died in January 2008.

How did your Diversified Solutions duties evolve to the point that you could purchase half the business when Jamie died?

As our working relationship progressed, I went from word processing and answering phones to doing Web design and graphics, eventually converting all of the paper-and-ink training materials of our largest client, Ohio National Insurance Company (ONL), to self-study online programs.

Jamie further prepared me to handle continuing education administration by having me coordinate with 47 states to obtain CE course approvals and renewals of instructor status, as well as maintaining a database of all CE courses taken by some 5,000 ONL producers nationwide and processing Certificates of Completion for each ONL producer who successfully completed a CE course. I also computerized state continuing education forms–all of which familiarized me with CE terminology and the CE process.

When the time came, my company, Adams Administrative Services, was able to step in and continue CE administration for Ohio National.

You might say your benefits management and distance learning experience and Web design and graphic arts studies were smart moves?
 
Yes, I’d say so! My background before joining Diversified Solutions clearly contributed to my understanding of this business, as I not only worked in employee benefits at Kanawha Benefits Services, I coordinated distance learning programs at Roane State Community College.

Why did you relocate to New Mexico? What was Jamie’s view of that move?

My family and I relocated to New Mexico in March 2007 because we never appreciated harsh New England winters. We also wanted a larger home at a more reasonable price than is available on the East Coast. Before deciding where to go, my fiancé and I completed online questionnaires about our lifestyle preferences, which independently pointed to New Mexico as the ideal location for us.

We made an exploratory trip in February 2006, liked what we saw and are now enjoying Southwestern sunshine 330 days a year! Though, at first, Jamie may have had reservations about working with an employee on the other side of the country, with today’s communications technology, working long distance was never a problem!

What are the needs of CE prospects and how do you meet those needs?

My company’s motto is “We’re here to help.” And as with Ohio National, we benefit by meeting our clients’ CE course needs and administering their CE programs. In addition, we field questions and resolve problems associated with CE functions, freeing up insurance company personnel to do the jobs they were hired to do.

What experience have you had running a small business? How are you coping with the challenges?
 
Other than having worked for many small businesses, including in Accounts Payable and account service, I knew little about running a small business. I’ve contracted with an accounting service to help me, however, and have been told I’m doing an ‘excellent job’ creating and maintaining the records required to keep a business afloat and on solid ground—to mix a metaphor!

How did your taking over the CE business come about?

Jamie’s widow approached me about taking over the CE business. I confess I was reluctant, but decided to do it because that was the only financially sensible call for me to make. 

Although my purchase of Jamie’s CE business was a surprise to me, it apparently was not a surprise to the other people involved. One of my primary contacts told me he expected as much and was pleased with my decision.

How is it going thus far?

Considering my initial lack of confidence? Beyond my wildest expectations! I’m now convinced this has worked out best for everyone concerned, and that we’ve all come out winners. I know I’m happier than I’ve ever been in my professional life

Thank you, April. And may the future hold only the best for you!

In memory of James G. Kerchner, 1945 – 2008, R.I.P.

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Bill Willard is a freelance writer in Clearwater FL. He has been a high-impact writer and editor for over 30 years. In addition to his byline pieces, Bill’s beat includes ghostwriting and editing for businesses of all types and sizes, professional practitioners and individuals, and is a www.thefreestyleentrepreneur.com Contributing Author. Visit his Website: www.writergazette.com/WillardAssociates.shtml
Or contact him at billw15@verizon.net.

Too often it is the urgent that gets attention–an almost knee-jerk reaction to a problem.

When I was a fifteen year-old high school student working at my uncle’s service station in Lawler, Iowa I learned a valuable lesson. My cousin Jack was our supervisor and he continually reminded the other two employees and me that the customer in the drive always comes first.

"You might think that it is important to clean up the service area, and it is, but that type of activity should always come in second to the man or woman who is prepared to buy one of our products."

Years later when I went full-time into the insurance business my mentor was Bob Jamieson, one of the most highly regarded agents in Fort Dodge, Iowa—population twenty-five thousand. Bob made a conscious decision to always be among the Top Fifty producers for one of the nation’s largest life insurance companies, Mutual of New York. He did so knowing full-well that he would be at a distinct disadvantage working in rural Iowa competing against producers living in major cities from coast to coast.

"Selling comes first," he often reminded me as his junior partner. "Service work can be done later or be delegated. If we’re not selling, there will be no need for service work!"

It became abundantly clear to me as I developed a career in selling that Bob was right. The fun-to-do tasks such as preparing illustrations were futile exercises unless I first made the phone calls, got the appointments and asked the right questions to set up the closing interviews.

The renowned actor, Anthony Hopkins, is recognized for his relentless pursuit of perfection. He will read and re-read a script as many as two hundred times in order to sound natural when performing. It has been said he will also memorize every other actor’s part in order to set himself apart from the crowd. Hopkins does not ‘major in the minors.’ He does the right things in the right order at the right time in his effort to succeed.

You are consistently challenged on a daily basis to prioritize your tasks. To make critical decisions. To choose A over B. Right versus left. Brief instead of long.

How you are perceived by others will be determined by the choices that you make. Learning to prioritize is an invaluable skill. When done right—it will move you to the above average category in a world that covets doers and leaders.

Bill Sheridan—‘Sheridan Writes’—bio under Guest Authors

I was heading toward a school where my fellow committee members and I were about to make a decision on the merger of several small parish grade schools into a single larger, more economical one at a central location. We had held many fairly contentious meetings over the past several months listening to both sides of the issue.

The radio interviewer asked the man who had just been promoted from assistant coach to head coach at his university, "What is the biggest difference between being second in command and the head honcho?"

"That easy," he replied, "I never knew what a difference there was between making a suggestion and making a decision. The former is easier but the latter is more exhilarating."

Wow! Doesn’t that say it all?

We committee members were in the same position. The talking was over. It was now time to fish or cut bait.

How does that little story relate to you?

Here you are as an entrepreneur giving up the corporate life—whether through downsizing or retirement—and taking a new seat on the bench. You no longer are going to make recommendations. You are going to say yes or no. Black or white. New or used. This employee or that employee. This vendor or that vendor. Forty hours or eighty hours. The proverbial buck is going to stop with you.

It’s exciting and it’s frightening.

And it’s finally your time. Now it’s you who will make the decisions instead of suggestions. Congratulations and enjoy the ride.

Bill Sheridan