Capital City Bank offers boat loans with fast approval and convenient terms. Up to 90% financing for new and used motor craft is available. If you get pre-approved before you buy, you'll have more negotiating power as you shop and you can request a same-day or next-day closing. With a shipshape loan like ours, you'll be setting sail in no time.

When you discuss boat loans, do the following: 

1. Discuss Features and Benefits

   Features

   • Lower rates than unsecured installment loans 
   • Quick, hassle-free application process
   • Free automatic payment deduction from your checking account
   • Financing for new and used boats
   • Flexible terms structured to the borrower's income

   
   

   Benefits

   • Do not have to dip into savings
   • Convenient terms
   • Go on a mini-vacation whenever you want to go on the water
   • Helps build/establish credit with a positive repayment history
   • Own your own boat

2. Identify Opportunities

   Always be on the lookout for clients who may benefit from a boat loan. Below are examples of prospective clients.

   • Fishermen
   • Clients who enjoy the water/beach/lake
   • Clients wanting to take yearly vacations to the beach

3. Discover Client Needs

   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

   • What are some ways you see your financial situation changing?
   • Do you anticipate having any borrowing needs in the future?
   • What do you plan on using the borrowed funds for?
   • How much money do you anticipate needing?
   • When do you anticipate needing the funds?
   • What type of loan products are you interested in?
   • Mr. Fretts, you are always paying someone to charter fishing trips for you. Have you thought about purchasing your own boat? 

   
   

   These are some common client statements you may hear:

   • "I love going to the Bahamas, but it just gets too expensive flying or taking a cruise." 
   • "My son loves to go fishing on Lake Okeechobee, but we don't have a boat."
   • "Do you offer any type of loans on boats?"

   
   

   Non-sales Associates

   If you don't feel comfortable with credit product information, but are working towards your Take it to 10 goals, don't focus on a specific product. Instead, ask if the client is interested in applying for a credit product at CCB. To do this you might say:

   I work at Capital City Bank and we offer credit products designed to meet your banking preferences, including boat loans. Would you be interested in learning more about them with an associate of mine?

4. Recommend Products/Services

   When you have identified a need or learned about a prospect's banking preferences, you are ready to start making recommendations that align with their goals or likes and dislikes.

   
   

   Sales Associates

   Below are examples of what you might say when recommending a boat loan after having used the qualifying questions.

   Mr. Stephenson, I recommend you look at our boat loans. You will be able to afford a new boat without dipping into your savings. Capital City bank offers boat loans with fast approval and convenient terms. Up to 90% financing for new and used motor craft is available. If you get pre-approved before you buy, you'll have more negotiating power as you shop and you can request a same-day or next-day closing. How does that sound?

   
   

   Non-sales Associates

   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 you find the right boat loan for you.

5. 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 boat loan objections and suggested ways of responding.

   
   

   Sales Associates

   Client Objection: "I'm not sure if I can afford a boat right now."

   Feel: I understand that you feel that way.

   Felt: Many of my clients have felt the same way.

   Found: This is definitely a big purchase to think about. One thing to consider, with the economy the way that it is, are you going to see boat prices this low again? We can print out an amortization table and give you an idea on what the monthly payments would be like. Would you like to see the payments? 

   
   

   Non-sales Associates

   Client Objection: "I'm not sure I want to open a loan just yet."

   Feel: I understand you may not be ready yet.

   Felt: Most people like to check out a few places or get 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 boat loans with no strings attached. Would you like to give it a try?

6. Ask for the Business

   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 start your boat loan application?
   • Would you like to start the boat loan application now?
   • Do you want to apply for a loan for your dream boat today?

   Non-sales Associates

   If you are 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. 

   • 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 completing your boat loan application? 
   • May I have a banker call you to help you find the boat loan for you?

7. Make a Referral

   If you are a sales associate or non-sales associate who cannot process a boat loan application,but have identified someone who is interested in a boat loan, 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.

   Are you looking at purchasing a boat? 

   
   

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

   I work at Capital City Bank and we have numerous savings and investment options designed to meet your financial needs. 

   
   

   Connect to a Capital City Banker that can help.

   Our Personal Bankers/Market Leader/Lender can help you find the best loan for your needs. Would you like for me to have a banker contact you at a time that works for you?

8. 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 banker using a Synapsys referral for the application. The qualified associate completes the boat loan application.
     
     

   Additional Information on Sale Processing

   See the Synapsys referral instructions.