In every endeavor people make the difference and

“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 ” “With physical and financial capital having been replaced by human capital as the economy’s driving force, the knowledge, skills and experience of people have become this country’s scarce resource.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

CPA Consultants Attorneys Business Owners WHAT IF? 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

Human Capital � 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 �

Human Capital � � “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?

Value Add � 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.

Value add- an overused term

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

Marketing Strategy � 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

Number one favorite type of lead � Referrals!! � Warm lead � Others do the leg work for you Level of trust that you wouldn’t normally have

Prospecting methods for Advisors, Consultants, Business Owners Prospecting Method % who used this method % of bringing in clients with this method Direct mail 57% 27% Cold Calling 46% 27% Seminars 62% 40% Networking 93% 78% Asking for Referrals 97% 90% Asking for Introductions 91% 72% Becoming a Rainmaker by Matt Oechsli

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

Keys to success Becoming A Resource Leader � Skills � Want � to try new ideas Mindset� Must be genuine � Reputational risk � No Fear � Action � Targeted Lists** (ANAC) � Research � Make appointments Becoming a Resource Leader S kil ls M in d s et A cti o n

Created a strategy around this concept vs. a professional courtesy � � 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