Jake & Samantha Aldridge

Session 4

Meet Jake and SamanthaWB 43

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

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

Getting Clients in the Office

What are ways to attract clients to the office?

WB 45

Prior Client Calling Program (PCCP)

Benefits of Prior Client Calling Program Problems and Solutions with PCCP Tools to help Practice

WB 46

Prepare for the Client to ArriveWB 47

Set Expectations

Questions to askIntroduce

yourself

Set expectations

7216, CSA, Privacy Policy

WB 48

Engage the ClientsWB 50

Client Segment

Engage the Clients

What questions will you ask Jake and Samantha to keep

them engaged and make them feel Connected?

WB 50

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

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

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

Review the Return

What are the Aldridges’ options? Demonstrate conversation

Conversion Body language Benefits of finishing today Solve for conversion risks

WB 54

Online Evaluations and Knowledge Checks

MBTO Computer-based Training on

Quicklinks Launch to Skills Learning Center

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