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 common to all our Money Market accounts. See the table below for a comparison of all 3 accounts.

Features

• Earns interest at competitive market rates without the associated risk
• Access to their funds at any time
• Automatic transfer option
• Access to their account through both CCB Online Banking and Mobile Banking
• Check writing capability
• Limited withdrawals
  • Note: Withdrawals through an ATM, in person, by mail, or by messenger are unlimited. Other methods of withdrawal or transfer (For example: Telephone, online, or phone-in automated transfers; checks, drafts, or debit card) are limited to 6 per calendar monthly statement period. There is a $10.00 fee for each debit paid over the regulatory limit per monthly statement period
• Interest is compounded daily on daily collected balances and paid the last day of the statement period
• FDIC insured

Benefits

• Earn more on your investment
• Make additional money off interest paid
• Flexible convenience for those unforeseen situations
• Provides a convenient way to track account progress
• Helps to save funds for purpose intended 
• Provides peace of mind knowing that the investment is protected

Account Comparison

¹ Qualified clients must have an active Private Client Checking account and a minimum of $500,000 (market value) of investments under management with Capital City Wealth. Refer clients interested in the Private Client MMA to their Private Banker.

² Premium Money Market accounts no longer meeting the $25,000 minimum daily balance requirement are changed to a Money Market account. 

³ While there is no minimum daily balance required for the Private Client MMA, clients enrolled in this product must maintain the Private Banking qualifications of a Private Client Checking account in good standing and a minimum of $500,000 (market value) of investments under management with Capital City Wealth.

Always be on the lookout for individuals who may need a savings account. Most people like to have a nest egg or plan for the future. Below are examples of prospective clients.

• Holders of non-interest bearing checking accounts who have balances higher than what they normally use
• Individuals who desire to accumulate funds for a specific purpose and keep it separate from their checking account
• Clients who prefer a secure and insured vehicle for saving
• High discretionary income individuals
• Business clients and prospects wishing to earn higher interest on excess funds
• Individuals who need a place to keep money so it is not readily accessible
• Individuals with maturing certificates of deposit who wish to have more access to funds 
• Adults who wish to open savings accounts for minors

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 Associate

To identify the best savings vehicle for each prospect based on his or her needs, you need to ask some discovery questions. Some examples include:

• Tell me about your current savings and investment plans.
• Do you have excess funds you'd like to invest?
• What do you look for in a savings account?
• What average balance do you plan to keep in this account?
• Are you interested in learning about ways to earn more interest on your money?
• Are you aware that the money in your checking account is not earning any interest? Would you be interested in learning how you can make money off of the money you keep in your checking account?
• I noticed that your CD is about to mature. Do you have any plans for those funds?

Non-sales Associates (Take it to 10)

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

“I work at Capital City Bank and we offer several savings and investment products, including Money Market accounts. Would you be interested in learning more about them from an associate of mine?”

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

Sales Associate

Below are examples of what you might say when recommending these savings accounts after you have identified goals and needs.

• For Money Market/Premium Money Market accounts:
  • “My recommendation is our (Premium) Money Market account. With a minimum investment of $4,000.00/$25,000.00 you can take advantage of a tiered higher-yield interest rate. To help you save, there are withdrawal limitations on this account, while giving you the flexibility to take care of the unexpected. Additionally, on this account we offer other free banking services and an optional automatic savings program to help you build your funds.”
• For Private Client Money Market accounts:
  • I looks like you might meet the qualifications for our Private Banking services. have you been connected to a Private Banker already? If not, I would be happy to have them reach out to discuss this line of products and services with you in more detail. 

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 that you check out Capital City Bank. I work there and I know it's a great place to bank. CCB is a stable, community bank that can help you with your savings need. I don't know too much about the various options, but I can certainly connect you with a friendly banker who would be willing to help. His name is _______________.”

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 they accept 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 Associate

Client Objection: "That interest rate is really low. How is that supposed to help me?"

• Feel: I understand why you might feel disappointed by the interest rate.
• Felt: Many of my clients have felt the same way. They do, however, find that this interest rate is comparable to what other banks offer, and interest rates are a reflection of today's economic environment.
• Found: Even though the interest rate isn't what they want it to be, they have found that it is still helpful to open a savings account instead of leaving the money in a checking account, because there are limitations on how often you can withdraw money from a savings account. By placing the funds in a savings account, it makes it easier for them not to spend the funds unnecessarily. How do you feel about that?  

Non-sales Associates

Client Objection: “Do you have only savings accounts?”

• Feel: I understand that you prefer to have more information about what we have available.
• Felt: I'm the same way and would like to have more information than I am able to offer you.
• Found: However, I can tell you with confidence that we do have more than just savings accounts. We have checking accounts, CDs and investment products, to mortgages. I would love to connect you with a knowledgeable banker who can answer all your questions. What do you say?

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. 

For MMA or Premium MMAs

• Sales Associates
  
  • May I open that account for you now?
  • Would you like to open the Money Market account?
  • Do you want to open the account now?
  • Are you still interested in opening the savings account or do you prefer to explore other options?
     
• 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.
  
  • I would be happy to connect you with a banker who can help you. What is your name and number?
  • 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 up your account?
  • May I have a banker call you to help you find the best account for you?

For a Private Client MMA 

• Sales Associate
  • Would you like for me to set up that appointment for you?
  • May I forward your contact information to one of our Private Bankers?
  • _______ will be here on Wednesday, should I tell him/her you would like to sit and talk with them?
     
• Non-Sales Associate: 
  • May I get your contact information so I can have my friend, ___________, call you?
  • May I have a Capital City Bank Private Banker call you to help you find the best product for you?

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

“Do you have a plan for these additional funds?”

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 various goals.”

Connect to a Capital City Banker that can help.

“Our Personal Bankers can help you find the best solution for you. Would you like for me to have a banker contact you at a time that works for you?”

Sales are processed generally one of two ways:

1. The associate who can sell the product follows established policies and procedures to open a savings account. 
2. An associate connects the person to a qualified banker using a Synapsys referral for the account. The qualified associate opens the account. 
   • Instructions for submitting the referral in Synapsys are located in the article, Referrals.

Additional Information on Sale Processing

For account opening procedures, see Opening a New Individual Account or Opening a New Joint Account.

If the client wishes to enroll in Round-Up and Save (connect their checking or savings account to their MMA), see Making Cents: Round-Up Savings Service.