“In every endeavor, people make the difference, and just one person has the power to make a profound difference in the lives of so many people.” “With physical and financial capital having been replaced by human capital as the economy’s driving force, the knowledge, skills and experience of people have become this country’s scarce resource.” Quotes by Lowell Milken

What if we could take 2 common business concepts- Human Capital and combine it with Value Add to create a new business strategy as advisors and business owners CPA Attorneys Consult ants Busines s Owners

 The skills, knowledge, and experience possessed by an individual or population, viewed in terms of their value or cost to an organization or country  Human Capital for most of us, is our most important asset  Other businesses most overlooked asset category

 “An analysis of capital structure should recognize that most balance sheets are dramatically inaccurate because (with the exception of sports franchises) they fail to include the value of human capital” Mike Milken  Our we using our human capital to the best of our ability?

 Outside of economics, value added refers to "extra" feature(s) of an item of interest (product, service, person etc.) that go beyond the standard expectations and provide something "more" while adding little or nothing to its cost.Value-added features give competitive edges to companies with otherwise more expensive products.

Human Capital Value Add Resource leader or Rainmaker Skills Knowledge Employees Network Desire to focus on other’s needs

 Direct sales force  Cold calling  Facebook and social media  Networking  Referrals  Advertising  Online marketing  Blogging  Newsletters  Seminars  Direct Mail Push Through Marketing Campaign Trusted Relationships Pull through Marketing campaign Industry Leader Build Trusted Relationships

 Referrals!!  Warm lead  Others do the leg work for you Level of trust that you wouldn’t normally have

Prospecting Method% who used this method % of bringing in clients with this method Direct mail57%27% Cold Calling46%27% Seminars62%40% Networking93%78% Asking for Referrals97%90% Asking for Introductions91%72% Becoming a Rainmaker by Matt Oechsli

Highest Impact Prospecting Moderate Impact Prospecting Lowest Impact Methods 1. Arranging Introductions 2. Getting Referrals 3. Strategic Networking 4. Strategic Referral Alliances 5. Intimate client events 6. Targeted Seminars 7. Public Speaking 8. Publishing and Publicity 9. Cold Calls 10. Direct Mail 11. Advertising ANAC Survey 2004 to 2005

 Skills  Want to try new ideas  Mindset-  Must be genuine  Reputational risk  No Fear  Action  Targeted Lists** (ANAC)  Research  Make appointments S ki ll s M in d se t A ct io n Becoming a Resource Leader

 What are some ideas that you can execute immediately to start this plan?  What are the pros?  What are the cons?  Talk about one thing you can improve in your Rainmaker Bench legs: Skills, Mindset, Action