KNOW YOUR CLIENTS
1ST THING YOU DO WHEN THE CLIENT ENTERS THE BRANCH
WHAT IS GREET THEM?
YOU BUILD THIS
WHAT IS RAPPORT?
YOU CAN USE ____________ FOR OVERCOMING OBJECTIONS
WHAT ARE REBUTTALS?
YOU SHOULD ALWAYS____________ YOUR CLIENT AT THE CONCLUSION OF THEIR INTERACTION WITH YOU
WHAT IS THANK THEM?
I ONLY HAVE A CHECKING ACCOUNT
WHAT IS A SAVINGS ACCOUNT?
YOU SHOULD DO THIS AT LEAST 3 TIMES DURING YOUR INTERACTION WITH YOUR CLIENT
WHAT IS USE THEIR NAME ?
YOU ACTIVELY LISTEN FOR THESE
WHAT ARE CUES & CLUES?
YOU OVERCOME THESE
WHAT ARE OBJECTIONS?
MAKING SURE ALL OF THESE WERE MET DURING YOUR INTERACTION WITH YOUR CLIENT
WHAT ARE THEIR NEEDS?
THE RATES ON YOUR CD'S ARE TOO LOW
WHAT IS AN INVESTMENT REFERRAL?
YOU SHOULD BE DOING THIS THROUGHOUT YOUR INTERACTION WITH YOUR CLIENT
WHAT IS MAKE EYE CONTACT?
YOU UNCOVER THESE IN THIS SECTION OF THE OBSERVATION SHEET
WHAT ARE NEEDS?
AFTER YOUR INTERACTION WITH THE CLIENT, YOU SHOULD UPDATE_____________&_____________
WHAT ARE ENACT NOTES & CLIENT'S DCG
YOU SHOULD ASK FOR THESE WITH EACH CLIENT THAT YOU INTERACT WITH
WHAT ARE REFERRALS?
IT SURE TAKES A LONG TIME TO DEPOSIT ALL THE BUSINESS CHECKS AT THE TELLER LINE
WHAT IS REMOTE DEPOSIT CAPTURE (RDC)
FIRST THING YOU SHOULD UNCOVER WHEN THE CLIENT IS IN FRONT OF YOU
WHAT IS THE REASON THE CLIENT CAME INTO THE BRANCH?
BUILDING RAPPORT CAN BE DONE BY USING THESE 2 W'S
WHAT ARE THE WEATHER AND THE WEEKEND?
YOU SUM UP ___________& SUGGEST _____________
WHAT ARE NEEDS AND SOLUTIONS
GIVE YOUR CLIENTS THESE AT THE END OF EACH INTERACTION
WHAT ARE 2 BUSINESS CARDS?
I CAN'T HAVE MORE THAN $250,000 IN EACH BANK OR MY DEPOSITS WON'T BE FDIC INSURED
WHAT IS THE LIQUIDTY SWEEP ACOUNT
TYPE OF QUESTIONS YOU SHOULD BE ASKING THE CLIENT THROUGHOUT YOUR INTERACTION WITH THEM
WHAT ARE OPEN AND CLOSED ENDED QUESTIONS?
THIS TYPE OF LISTENING SHOULD BE PRACTICED
WHAT IS ACTIVE LISTENING?
4 TYPES OF RECOMMENDATIONS
WHAT ARE DEPOSITS, CREDIT, TREASURY MANAGEMENT AND INVESTMENTS
WHAT YOU DO WHEN A CLIENT IS CONSIDERING YOUR SUGGESTION BUT WANTS TO THINK ABOUT IT MORE
WHAT IS FOLLOW-UP WITH THEM?
I AM CLOSING MY MONEY MARKET ACCOUNT AND GOING TO WELLS FARGO FOR A HIGHER RATE
WHAT IS THE BACK POCKET OFFER?