The Banking Administration Institute (BAI) provides a standard format of reporting bank account information. This standard format is typically used by a company that has business locations across a wide geographic area, or even nationwide. As these companies typically utilize a variety of banks, BAI reporting provides a standard and consistent data format for reporting bank account information.

When you discuss the BAI Reporting service, do the following:

1. 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 the BAI Reporting service.

   
   

   Features

   • Clients who use a variety of banks because they have business locations across a wide geographic area, or even nationwide
   • It provides a standard and consistent data format for reporting bank information

   
   

   Benefits

   • Simplified audit/reconciliation process for large organizations using a variety of banks across a wide area
   • Save time by receiving information in a standardized format

2. Identify Opportunities

   Always be on the lookout for individuals who may benefit from using the BAI Reporting service. Below are examples of prospective clients.

   • Businesses that have difficulty balancing multiple locations
   • Business clients who have multiple business locations
   • Businesses that typically utilize a variety of banks
   • Businesses that frequently complete research to verify which location completed which transaction
   • Businesses that are large chains (for example: McDonalds, Burger King, Foot Locker, Old Navy)

3. 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 Treasury Management product for each prospect based on his or her needs, you need to ask qualifying questions and listen to verbal clues. Below are examples of qualifying questions and clues:

   • How many business locations do you currently have?
   • How many checking accounts do you currently have? In other words, do you have one account for each location or do you have one account for all locations?
   • Does your business typically utilize a variety of banks?
   • How do you identify which deposits are coming from each location?
   • Would your business benefit from knowing which location made a specific deposit?
   • Would you be interested in having one account for all locations, but still have the ability to identify which location deposits are coming from?
   • Would you be interested in an easy way of reconciling large volumes of checks?
   • Would you be interested in reducing the time and expense taken in reconciling accounts?
   • Does your system call for standardized bank account information from various banks and business locations?

   
   

   Some common statements you might hear from clients are:

   • "I need to be able to share financial information with our franchise headquarters, but they use a different bank. Can you help me?"
   • "I'd like to close my account. Unfortunately, franchise headquarters uses a different bank and I need to be able to share information with them."
   • "Our New Jersey location uses a different bank. They told me I can request that you send them information even though I am not banking with the same bank. Can you help me with that?"

   
   

   Non-sales Associates (Take it to 10)

   If you do not feel comfortable with the BAI Reporting service, 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 and services designed to meet your banking needs, including our BAI Reporting service. Would you be interested in learning more about this service 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 make recommendations that align with his or her goals.

   
   

   Sales Associates

   Below are examples of what you might say when recommending the BAI Reporting service after having used the qualifying questions.

   I really think you would love to take advantage of a service we offer called BAI Reporting. Most business clients I work with love this service because it keeps them from having to do the hard work of figuring out which transaction went with each company. Another great aspect is with this service, you will not have to close your Capital City Bank account. What questions do you have about this service?

   
   

   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 to help you with the BAI Reporting service.

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 objections and suggested ways of responding.

   
   

   Sales Associates

   Client Objection: "That service costs too much. I can just do it myself."

   Feel: I understand why you feel that way.

   Felt: Many of my clients have had the same thought. 

   Found: Balancing or reconciling multiple statements can take a long time and cause a lot of headaches. When you consider how much time it takes to balance, how much you pay the person who reconciles, and the possibility of not having to hire an extra person for bookkeeping, chances are that you will save more than the monthly charge. Would you say that your time is worth more than a monthly fee?

   
   

   Non-sales Associates

   Client Objection: "I'm not sure I want to spend that type of money yet."

   Feel: I understand you may not be ready yet. 

   Felt: Most people like to compare 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 BAI Reporting service with no strings attached. Would you like me to have them give you a call?

6. 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 start the BAI Reporting service agreement for you now?  
   • Do you want to sign up for BAI Reporting now? 

   
   

   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.

   • 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 Treasury Management representative call you about starting your BAI Reporting service? 
   • May I have a Treasury Management representative call you to help you find the best product for you?

7. Make a Referral

   If you are a sales associate or non-sales associate who cannot process a BAI Reporting service request, but have identified someone who is interested in this service, 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 meet your financial needs. 

   
   

   Connect to a Capital City Banker that can help.

   Our Treasury Management representatives can help you find the best product/service 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

   To sign up for this service, you will need to sign an agreement. I will have a Treasury Management representative forward you the agreement to you. Is there anything else I can help you with today?

   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 BAI Reporting service to be completed by the qualified associate.
     
     

   Additional Information on Sale Processing

   See the Synapsys referral instructions.