All entries by this author

Solopreneurs: Avoid These Ten Personal Branding Mistakes

May 22nd, 2011 | By | Category: Marketing Professional Services

Today’s Guest Post is by Marcia Yudkin. I’ve been a subscriber to Marcia’s “Marketing Minute” for a long time now, and have been so impressed that I recently asked her to share some of her thoughts with us. A bookworm as a child, Marcia grew up and one day discovered she had a surprising talent […]

What’s Your Why?

Nov 10th, 2010 | By | Category: Marketing Professional Services

Yesterday was my birthday … and I am wondering how to come to grips with the reality that I’m getting old. I thought it was a really big coincidence that I was wondering this as I was reading Rick Warren’s blog this morning because he started his post with … “Abraham was now old and […]

A Tale Of Two Cities. Er, I mean Referrals!

May 18th, 2009 | By | Category: Marketing Professional Services, Marketing With Speeches, Practice Building With Backend Sales

I have a friend. No really. I know what you’re thinking, but I really do have one. He’s known me for over twenty years now and he still talks to me. Which is more than I can say about some of my ex-wives.

My friends name is Gary. Gary Pernice.

During the years I’ve known Gary, he’s met and counseled with some of the top leaders, the movers and shakers, of the world. Notice I said world, not just country, not just state, but

Which Weighs More,
A Pound Of Gold Or A Pound Of Feathers?

Apr 27th, 2009 | By | Category: Building Your Reputation, Marketing Professional Services

It’s getting so I can’t go into our local Ingle’s grocery store any more without embarrassing myself. One of my bad habits is to blurt out things that are totally out of place. At Ingle’s, I keep asking the cashiers the same half-dozen or so same pieces of trivia that I’ve been asking folks since […]

It’s All About Looking Good!

Mar 4th, 2009 | By | Category: Marketing Professional Services

Some years ago, after I sold my last accounting practice and started slowly melting into the world of old, tired and ugly retirees, I did some freelance auditing. Now, if you’ve paid any attention to my sales pitch over at, then you know a lot of my time in practice was PC … “Pre-Computers,” […]

A Lesson In Networking – Or, Always Overdeliver!

Feb 17th, 2009 | By | Category: Marketing Professional Services

If you’ve bookmarked this blog, you probably never stopped to wonder why I never talked about my personal life outside of what I did when I was accounting and auditing. Mostly it was because I didn’t think it was appropriate to fill what is basically a blog about marketing with inane and hokey comments about unrelated topics.

I remember how turned off I was when a marketer I had looked to as an internet mentor began filling up his messages with blow by blow descriptions of his wife’s latest health issues in a poor attempt to humanize himself. Having her health problems inserted in the midst of a “buy your ticket to my latest seminar” message just turned me off and I promised myself I wouldn’t do that.

Today I’m going to break that promise, because this past weekend I learned a valuable lesson I wish I had learned years ago. A lesson about networking and referrals.

I Had A Speech

Jan 16th, 2009 | By | Category: Marketing Professional Services, Marketing With Speeches, Practice Building With Backend Sales

And my speech was a doozey. Or so I thought. But, when I finished, there were only two people awake in the room. The chairman of the activities committee, and me.

Writing a speech takes a special skill. And, there are very few guides to writing your own. It’s such a hard skill, over at Instant Practice Builder I have one person dedicated to speechwriting the free speeches that members get. I wouldn’t even think of doing it myself.

Watch Them Blogs, Oh Watch Them Blogs!

Jan 15th, 2009 | By | Category: Marketing Professional Services

I was just checking in and reading Margaret Grisdela’s blog at the Rainmaking Club, and she was discussing how strong rainmakers don’t experience a downturn, despite the condition of the economy.

As Margaret so aptly put it, it’s much easier to build your business in a growing economy, than it is in a downturn. Yet many skilled rainmakers continue to bring in new business despite the economic conditions.

Why? The main reason is that even in a downturn economy, some people are still looking to retain professionals.

Step One In Getting Your Practice Started

Jan 14th, 2009 | By | Category: Marketing Professional Services, Marketing With Speeches

So you want to be an independent bookkeeper and accountant? You’re tired of working for “Da Man” and you want to strike out on your own. Hooray for you!

First of all, congratulations! There is nothing more rewarding than being your own boss. Not being the top executive, the lead partner or the chairman of the partners executive committee of a big whatever the number is now firm.

Okay, enough about how great it is. It also has some downers, like “What do I do now? I’m all alone.”

Fear not, Uncle Kirk is here with all the answers. Or, if not all the answers, then a list of marketing guru’s who will have the answer somewhere in the middle of their files, and will be glad to help.

Stomping The Competition With Giveaways

Jan 13th, 2009 | By | Category: Marketing Professional Services

If you are serious about building your practice, you could take a few lessons from the internet marketing gurus, who took a few lessons from direct marketers, who are the kings of marketing as far as I am concerned.

Almost any internet marketing guru can talk to you about the marketing funnel. Dedicated outside sales reps will talk about filling their funnel. what do they mean?