1. 1. Jake & Samantha Aldridge Session 4
2. 2. Meet Jake and Samantha WB 43
3. 3. Objectives: Jake and Samantha
   • Prior Client Calling Program
   • Settlement Options
   • Updates to TPS
   • Warranty Services and Peace of Mind Extended Service Plan
   • Recommendations
   • Discounting Appropriately
   • Collecting Payments
   WB 43
4. 4. Tools to Build Your Client Base
   • Work in the Simulation for Tools to Build Your Client Base.
   • Path:
   • myBlock > QuickLinks - Computer-Based Training link
   • Launch Skills Learning Center
   • myCourses - select Tools to Build Your Client Base
   WB 44
5. 5. Getting Clients in the Office
   • What are ways to attract clients to the office?
   WB 45
6. 6. Prior Client Calling Program (PCCP)
   • Benefits of Prior Client Calling Program
   • Problems and Solutions with PCCP
   • Tools to help
   • Practice
   WB 46
7. 7. Prepare for the Client to Arrive WB 47
8. 8. Set Expectations Questions to ask Introduce yourself Set expectations 7216, CSA, Privacy Policy WB 48
9. 9. Engage the Clients WB 50 Client Segment
10. 10. Engage the Clients What questions will you ask Jake and Samantha to keep them engaged and make them feel Connected? WB 50
11. 11. Engage the Clients Newly empty nest - Son, Jeremy, 18, and on his own Jake - same company since college, likes fishing Samantha - start a proofreading company next year; likes to read Sci-Fi WB 51
12. 12. Engage the Clients
    • When and how do you have the balance due conversation?
    • How will you answer questions about their prior- year return?
    WB 51
13. 13. Review the Return
    • What do you say when you review the return with the Aldridges?
    • How did you convey I Am Worth It?
    WB 52-53
14. 14. Review the Return
    • What are the Aldridges options?
    • • Demonstrate conversation
    • Conversion
    • • Body language
    • • Benefits of finishing today
    • • Solve for conversion risks
    WB 54
15. 15. Online Evaluationsand Knowledge Checks
    • MBTO
    • Computer-based Trainingon Quicklinks
    • Launchto Skills Learning Center
    • Registerfor Courses
    • Enroll
    • myCourses
    • GoandLaunch