The Institutional Banking group at Capital City Bank provides specialized products and services tailored to the financial needs of governments and non-profit organizations throughout Florida, Georgia, and Alabama. Our bankers have been providing guidance and value-added solutions for decades. Through our personalized approach to banking, we ensure the unique needs of each client are met.
The Institutional Banking group works with:
- State and local governments (including cities and counties)
- Schools and school districts
- Tax collectors
- Property appraisers
- Law enforcement agencies
- Utility service providers
- Public and private educational institutions (for example: universities, community colleges, private colleges, private college prep schools)
- Hospitals
- Industrial authorities
- Charitable/membership-based organizations and not-for-profits
- Foundations
Loan product types originated through the Institutional Banking group are:
- Tax Anticipation notes
- Bond Anticipation notes
- Grant Anticipation notes
- Infrastructure loans
- Equipment loans
- Construction loans
- Working capital lines of credit
When you discuss institutional banking, do the following:
Discuss Features and Benefits
In order to feel comfortable selling products or services or even referring individuals to CCB, it helps to know what the product or service is (feature) and how it helps individuals (benefits). Below are the features and benefits of Institutional Banking.
Features
- Tax-exempt financing
- Custom financing
- Can refer to Merchant Services, Treasury Management, and other departments as appropriate in meeting the client's needs
- Finance wide variety of working capital needs
- Various structures and collateral types
Benefits
- One knowledgeable, experienced contact for government banking needs
- Generally lower rates
- Convenience
Identify Opportunities
Always be on the lookout for clients who may benefit from institutional banking. Below are examples of prospective clients.
- Sheriff's office
- Private college universities
- Fairly large non-profit organizations
- Anyone considered government
Discover Client Needs
Before you recommend a product or service to a client, prospect, or friend, it only makes sense to recommend things they might actually need or like. This is why it's important to ask questions that help us gain insight about an individual's banking preferences.
Sales Associates
To identify the best checking account for each prospect based on his or her needs, ask some discovery questions. Some examples include:
- Are you considered Public Funds?
- Do you have any major capital projects that need funding?
- What are some ways you see your financial situation changing?
- Do you anticipate having any borrowing needs in the future?
- How do you plan on using the borrowed funds?
- How much money do you anticipate needing?
- When do you anticipate needing the funds?
- What type of loan products interest you?
Some of the most common questions you may hear from clients are:
- Are you a Qualified Public Depository (QPD)?
- Do you offer a full range of Treasury Management products?
- Do you do tax-exempt lending?
Non-sales Associates (Take it to 10)
If you do not feel comfortable discussing institutional banking information, but are working towards your Take it to 10 goals, do not focus on a specific product. Instead, ask if the prospect is interested in the services provided at CCB. To do this you might say:
I work at Capital City Bank and we offer several products designed to meet your government banking needs, including Institutional Banking. Would you be interested in learning more about this service with an associate of mine?
Recommend Products/Services
When you have identified a need or learned about a prospect's banking preferences, you are ready to make recommendations that align with his or her goals.
Sales Associates
Below are examples of what you might say when recommending a specific product after having used the qualifying questions.
Based on the information you shared, you may want to consider speaking with our Institutional Banking group. They specialize in governmental lending and banking needs. With this service, you will have one banker to contact for most of your needs. May I have _________ contact you to see if this is the service for you?
Non-sales Associates (Take It to 10)
If you are simply trying to make a referral to CCB, then you are recommending the bank, and even a specific banker. Below is an example of how you make this recommendation.
I recommend Capital City Bank, not only because I work there, but also because it is a great place to bank. We are a strong, stable community bank with a variety of personal and business products and services. I would be happy to connect you with a friendly banker who would be willing to help find the product for you.
Handle Objections
It is highly likely that once you make a product or service recommendation, you will receive objections. Before responding, keep the following points in mind:
- Make sure you understand the question or objection
- Be empathetic
- Address the question or objection even if you can't change the product or service
- Check with the prospect to make sure he or she accepts your response or explanation
To respond to objections, use Feel, Felt, Found to structure your responses. Below are examples of Mobile Banking service objections and suggested ways of responding.All Associates
Client Objection: "I don't have time."
Feel: I understand that you are pressed for time.
Felt: Many of my clients have appreciated learning about the ways we can help.
Found: I would love to forward your contact information to our Institutional Banking group and have them reach you at your earliest convenience. How does that sound?
Ask for the Business
If you did not receive an objection or have already come to an acceptable resolution with the client or prospect, you are ready to ask for the business. Asking for the business is how we move the sale forward. Below are some examples of what you might say to ask for the business.
Sales Associates
- May I forward your contact information to our Institutional Banking group?
- Would you like to speak with an Institutional Banking representative?
Non-sales Associates
In the case of an associate who is making a referral for Take it to 10, you are trying to get the prospect to agree to meet with a banker about a need. Below are some examples of what you might say to do that.
- I would be happy to connect you with a banker who can help you. What is your name and number?
- Can I get your contact information so that I can have my friend, ____________, call you?
- Can I have an Institutional Banking representative call you to help you find the best product for your needs?
Make a Referral
If you are a sales associate or non-sales associate who cannot process an institutional banking request, but have identified someone who is interested in institutional banking, remember to refer him or her to an associate who can help.
Making referrals at Capital City Bank is as easy as A B C! Below is an example of the ABC method to making referrals.
Acknowledge or Ask questions about a need.What do you typically look for in a financial institution?Bridge with a transition statement highlighting how Capital City Bank can meet that need.I work at Capital City Bank and we have great products to help you with your financial needs.Connect to a Capital City Banker that can help.Our Institutional Banking group can help you find the best product for you. Would you like for me to have a banker contact you at a time that works for you?Process the Sale
Sales are processed in generally one of two ways:
- The associate who can sell the product follows established policies and procedures to close the sale.
- An associate connects the person to a qualified Institutional Banking representative using a Synapsys referral for the application to be completed by the qualified associate.
