Keith Volkerts wanted a doctor's business. Instead of mailing a brochure, calling on the phone or trying email, the CEO of Physician Billing Specialists in Davis, Calif. simply visited the office.

"Just going to the clinics and asking for the business works best for me," Volkerts said. "I tried mailing, but I know how I receive those types of mailers when I was a CFO. You get a barrage of solicitations and just don't have the time. But when someone's at your door you do have to take the time to think for a little bit. Most people say no, but occasionally the timing is just right."

Right enough to gain a neurology clinic, chiropractor and general practitioner soon after opening the company in Aug. 2007.

"Timing has a lot to do with it," Volkerts said. "You have to find someone who's looking. Then it comes down to salesmanship. Look like you're trustworthy. Do you present yourself as knowledgeable? Look secure and sound and I'll be here tomorrow, next month and next year. Speak knowledgeably about finances and accounting. I'm able to instill some confidence in my potential customers."

Volkerts was the chief financial officer at a hospice where his partner Shery Loreen also worked. The two wanted to move beyond the hospice that was created to give terminally ill people a chance to die with dignity. They were looking for a chance to use their business skills to create a company in an industry with growth potential.

"I had gone as far as I could go at hospice and wanted something more so we started the business," Volkerts said. "I have a family member who has done it for 20 years and does well with it."

Passing the scrutiny of a financial manager isn't easy. Volkerts researched many medical billing software companies before settling on ClaimTek Systems (claimtek.com). A software background enabled Volkerts to spot faulty coding and ClaimTek passed his white glove inspection without a smudge.

"They have outstanding software. It's intuitive, logical in how it's presented," Volkerts said. "You get all the information you need. It's right there. There are ways to correct your mistakes that don't take a lot of effort. It's very functional."

Of course, ClaimTek is more than a software seller. Volkerts also appreciated its commitment to service and training.

"we're really impressed with the presentation," Volkerts said. "We were concerned with support and training. I'm very happy with ClaimTek. [President] Kyle Farhat came across as very knowledgeable. He promised resources that would get the ball rolling and it has."

A ball rolling with the momentum of a boulder rolling down the Rockies. After pausing recruitment to fine tune his company's claims fulfillment, Volkerts is once again knocking on doors and hearing the sound of opportunity.

"I'd like to get to 50 clients," he said. "There's no limits, no limits at all."