In order to feel comfortable selling products or services or even referring individuals to Capital City Bank (CCB), it helps to know what the product or service is and how it helps individuals. Below are the features and benefits of the Level Up Checking account.

Level Up Checking is the ideal account specifically for minors ages 13-17 years old. This account requires a (one) parent/guardian as joint owner until age of majority is reached. 

Features

• Only $50 minimum opening deposit
• No Monthly Service Fees
• VISA® Debit Card with tap-to-pay 
• Making Cents: Round Up and Earn Saving Service¹ (Client Must Enroll) 
• CCBMobile App and Online Banking with Zelle®
• Free access to Capital City Bank ATMs and Virtual Teller Machines
• Available up to age 17
• Free access to Level up Financial Knowledge Builder powered by EverFi.
   
  Note: Mobile Deposit requires a CCB deposit account and is subject to approval.

Benefits

• Great starter account; joint with parent/guardian for oversight
• Convenient way to access funds
• You can open an account even if you don't have a lot of money
• Opportunity to become financially savvy by engaging in the free Level Up Financial Knowledge Builder.
   

The following conditions must also be met to open the Level Up Checking account:

• Account opened as a joint ownership account with an adult parent, relative, or guardian (must be a CCB client) until the age of majority is reached.
• Both the minor and the adult meet Client Identification Program (CIP) requirements before the account is opened.

¹ Requires enrollment, a CCB debit card, and a Level Up Savings Account. Earn a maximum of $10 in matching funds per month. Matching funds are deposited quarterly.

Always be on the lookout for individuals who may need a checking account. Nowadays, almost everyone has or wants a checking account. Below are examples of prospective clients.

• Parents of children ages 13-17
• High school aged students 
• Parents who would like to teach children about financial responsibility
• Children who want 24-hour access to their account through the use of ATMs, debits cards, online banking, or mobile phones
• Young people (15-17) who are newly employed
• Minors who want easy record-keeping

Before you recommend a product or service to a client, prospect, family 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 very best checking account for each prospect based on his or her needs, you need to ask qualifying questions. 

Non-sales Associates (Take it to 10)

If you don't feel comfortable with checking account product information, but are working towards your Take it to 10 goals, do not focus on a specific account. Instead, ask the prospect if he/she is interested in opening a checking account at CCB. To do this say:

“I work at Capital City Bank and we offer several checking accounts designed to meet your banking needs, including a Level-Up Checking account. Would you be interested in learning more about them with a fellow banker that specializes in opening new accounts?”

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 is an example of what you might say when recommending a specific checking account after having used the qualifying questions. Because students can end up in various types of accounts, we have included what you would say based on the account type that is chosen.

Based on what you have told me, I recommend the Level-Up Checking account. There is no minimum balance, no per-check charge, and no monthly service charge. Your mom has the joint ownership of this account.

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'm not sure if you know this, but Capital City Bank has a Level-Up Checking account that would be perfect for your son. Now that he started a new job, he's going to need a place to put his money. A checking account is also a great way for him to learn how to manage his money. I'd be happy to connect you to a Personal Banker who can help you find the right checking account for him if you think that is something that would be good for him.” 

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 checking account objections and suggested responses.  

Sales Associates

Client objection: "I thought this was a free checking account. Why do I have to pay for checks?"

Feel: I understand why you may be questioning the expenses related to checks.

Felt: Other clients have asked the same question.

Found: Although the account is free, the checks are not as they are optional. We have found that more and more clients like to pay bills with the free Bill Pay feature through our Online Banking service. How does that sound?

Non-sales Associates

Client objection:  "I'm not sure I want to open up a checking account yet."

Feel: I understand you may not be ready yet.

Felt: Most people like to want to get a few recommendations before doing something.

Found: Most people I talk to find that Capital City Bank has all the bells and whistles of the big banks with a small, community feel. You can always speak to one of our bankers who can tell you more about our checking accounts. Would you like to give it a try?

If you don't 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 what we say to move the sale forward. Below are some examples of what you might say to ask for the business.

Sales Associates

• May I open that account for you now?
• Would you like to open up a Level-Up Checking account now?
• Do you want to open the account today?

Non-sales Associates

If you are making a referral for Take it to 10, you are trying to get the prospect to meet with a banker about a need. Below are some examples of what to say.

• May I get your contact information so I can have my friend, ___________, call you?
• Can I get your name and number so I can have a banker call you about opening your checking account?
• May I have a banker call you to find the best checking account for you?

If you are a sales associate or non-sales associate who cannot open checking accounts, but have identified someone who is interested in a checking account, 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.

I was wondering if you've thought about him opening a checking account as a way of helping him learn how to manage his money?

Bridge with a transition statement highlighting how Capital City Bank can meet that need.

I work at Capital City Bank and we open Level Up Checking accounts fairly often.

Connect to a Capital City Banker that can help.

Our personal bankers can talk to you about this account and how it can help get your son ahead of the game when it comes to managing money. I'd be happy to have a Personal Banker contact you at a time and date that is convenient for you. What day and time work for you?

Sales are processed in generally one of two ways:

• The associate who can sell the product follows established policies and procedures to open a checking account. 
• An associate connects the person to a qualified banker using a Synapsys referral for the checking account. The qualified associate opens the account.

For opening a new individual account procedures click here.

See the Synapsys referral instructions.