Jake & Samantha Aldridge
Session 4
Meet Jake and SamanthaWB 43
Objectives: Jake and Samantha
Prior Client Calling Program Settlement Options Updates to TPS Warranty Services and Peace
of Mind® Extended Service Plan Recommendations Discounting Appropriately Collecting Payments
WB 43
Tools to Build Your Client Base
Work in the Simulation for Tools to Build Your Client Base.
Path: myBlock > QuickLinks - Computer-Based Training
link Launch Skills Learning Center myCourses - select Tools to Build Your Client Base
WB 44
Getting Clients in the Office
What are ways to attract clients to the office?
WB 45
Prior Client Calling Program (PCCP)
Benefits of Prior Client Calling Program Problems and Solutions with PCCP Tools to help Practice
WB 46
Prepare for the Client to ArriveWB 47
Set Expectations
Questions to askIntroduce
yourself
Set expectations
7216, CSA, Privacy Policy
WB 48
Engage the ClientsWB 50
Client Segment
Engage the Clients
What questions will you ask Jake and Samantha to keep
them engaged and make them feel Connected?
WB 50
Engage the Clients
Newly empty nest - Son, Jeremy, 18, and on his own
Jake - same company since college, likes fishing
Samantha - start a proofreading company next year; likes to read Sci-Fi
WB 51
Engage the Clients
When and how do you have the balance due conversation?
How will you answer questions about their prior- year return?
WB 51
Review the Return
What do you say when you review the return with the Aldridges?
How did you convey I Am Worth It?
WB 52-53
Review the Return
What are the Aldridges’ options? Demonstrate conversation
Conversion Body language Benefits of finishing today Solve for conversion risks
WB 54
Online Evaluations and Knowledge Checks
MBTO Computer-based Training on
Quicklinks Launch to Skills Learning Center
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