Zuni Corkerton started Refcheck Information Services in 1986 to provide background checks for the banking industry. Twenty-three years later, the company continues to grow and move into new areas. I spoke with Corkerton recently, and she had much to say that directly relates to being an After 55 woman entrepreneur.

Looking at her business past as well as her present, here are five key elements of her success that will help you on your way:

1. Build on what you know. (At our age, we know a lot!) In the early 1980s, Corkerton was manager of associate relations at a major bank in Ohio. Part of her responsibility was to be present at employee termination interviews. In the middle of one of these interviews, Corkerton asked herself whether the bank and the employee could have been spared this situation. What if the bank had known more about the employee's performance at previous companies? What if it could have learned more than simply whether the employee had a criminal record? She started looking for a company that could provide more in-depth pre-hire information, but her search was unsuccessful. Because she knew the banking industry and its needs so well, she knew this would be a viable service.
    
2. Become an expert in your customer's culture. Every business has its own culture; some are more formal, others more casual. Understanding how your customer's company operates--its corporate structure, heirerarchy and needs--is critical to your success. Be prepared to mirror the environment of your customers or clients. Going into a creative atmosphere with a PowerPoint presentation filled with numbers, black-and-white charts and vocabulary that doesn't match the company's business lingo could be a deal breaker. Take the time to research where and whom you will be meeting. Corkerton knew the banking industry and its needs. This gave her important information that started her company on the road to success.
    
3. Know what "sales" is. During the early years of her company, Corkerton was not comfortable in the sales role. She reports looking high and low for the key to being a successful salesperson. She finally came to understand that sales is understanding your customer's problems, needs or challenges and providing a solution. Not a complex answer, but not necessarily an easy one to implement. Preparation will set you apart from your competitors. Let's be honest with each other; ageism and sexism still occur in the marketplace. Corkerton has found that once clients see that she understands their needs and has a wealth of knowledge to bring to the table, she no longer has to battle the negative perception that she's older than many of her customers.
    
4. Know your numbers. When Corkerton hired a part-time CFO, she learned a lot about her business that went beyond balancing the checkbook and managing the bank statement. That was the work of a bookkeeper. Her CFO taught her to look at which products were more profitable and how to maximize cash flow. This has made a big difference in her business.
    
5. Make sure you look "fabulous!" As she goes to various business, speaking and networking events, Corkerton has observed that some "women of a certain age" are rather cavalier about their personal appearance. It's vitally important to present ourselves professionally when it comes to our appearance, dress and demeanor. We have to remind ourselves that women are still more critically perceived than men, and older women are far more critically assessed than younger women. Remember, first impressions are made within the initial 10 seconds of meeting! It can take years to undo a poor first impression.

One thing we've learned over the years is that we don't have to start everything from scratch. Corkerton has given great, solid guidelines to making your After 55 business a great success.