What can we get by meeting with our current clients?

Referrals for new business opportunities

Connecting the dots within your territory by referring external partners and extracting referrals

Focusing on referring your internal partners while working with clients

Connecting yourself with a mentor who can show you the way in your role

Upgrading clients to higher packages that we offer

Which is NOT true about Paychex Referral Network?

Clients receive credits for sending referrals whether that referral signs up or not.

For their 4th referral, a client has a potential to earn 1 year of free payroll, up to $2500.

Clients receive a credit once their referral runs their first 90 days of payroll with Paychex.

A client could receive a $200 or $500 credit for sending 1 referral based on employee count.

Where do you go to send the Paychex Referral Network Invite?

Salesforce prospect client page

Their payroll specialist sends the invite

What are the steps in the client meeting?

Agenda, Introduction to Insights, Insights Conversation, Scalable Solutions/PRN, Extract Referrals, Set Next Steps

Purpose, Introduction, Probe, Present, Close

Agenda, Introduction to Insights, Insight Conversation, Scalable Solutions, Demo Presentation, Close for Win or Next Steps

Build Business Rapport, Purpose Statement, Discovery, Present Solutions, Extract Referrals, Set Next Steps

What should you NOT do before every client meeting?

Ask someone to run the meeting for you

Make sure you have the correct address

review their payroll journal, cash requirements, and invoice

Why is extracting referrals from clients so important for your business?

Referrals can be converted to opportunities for new sales

It shows that the client has friends

Referrals are good for getting into new banks

My clients can get paid for referrals that sell

Which is NOT a goal of Connect 4?

Refer your client to an internal Paychex partner

To help you expand your network of Banks and CPAs

Gauge your clients satisfaction with their current Bank, CPA, etc.

Introduce your client to a new Bank or CPA based on their needs

What should you do if you get a screener on the phone?

Ask questions to profile the business and prepare for the call back

Call back another time, the screener isn't who I need to speak with

Push through them. If you act like they aren't important they will want to pass you to someone who is important

Don't bother calling back because this screener will answer the phone every time you call

What should you do if you call a referral and the owner answers?

Introduce yourself, mention who referred you, present a value statement, close for the meeting

Introduce yourself, mention who referred you, gather information and call back to set up the meeting

Introduce yourself, mention who referred you and close for the meeting

Introduce yourself, mention who referred you, present our solutions and give them price

What is a client upgrade?

Moving a client to a package that better fits their needs

Putting the client on PRN to start collecting referral revenue

Referring a client to an ancillary partner to add to their package

Introducing a new bank or CPA to our client

If a client is on Pro and is interested in our SUI service, which bundle should they be upgraded to?

We can put them on a smaller package like Select

What is an Internal Referral?

Introducing a Paychex partner to present a solution that goes above payroll

Providing insightful internal information to our clients

Referring a bank or CPA to my client

Collecting referrals from the client through PRN

Client Channel Quiz

I. Introduction: A. Welcome and Purpose of Training Welcome to the ABA Clinic Fire and Evacuation Safety Training. The purpose of this training is to ensure the safety and well-being of everyone in the clinic by preparing staff for effective response to fire emergencies and evacuation situations. B. Importance of Evacuation and Fire Safety Understanding the gravity of evacuation and fire safety is paramount. Compliance with safety standards not only meets regulatory requirements but also safeguards the lives of our clients, staff, and visitors. II. Overview of Fire Safety Standards: A. Explanation of Relevant Fire Safety Codes and Standards Our clinic strictly adheres to [Insert Relevant Fire Safety Codes and Standards], including guidelines from the National Fire Protection Association (NFPA) and local fire authorities. Familiarity with these standards is essential for maintaining a safe environment. B. Importance of Compliance Compliance with fire safety standards is a commitment to the well-being of our community. It sets the foundation for a secure and prepared clinic, ensuring a proactive approach to fire safety. III. Fire Prevention Measures: A. Identifying Fire Hazards in the Clinic Regular inspections, conducted quarterly, will identify potential fire hazards, including faulty wiring, overheating equipment, or improperly stored flammable materials. Staff is encouraged to report any potential hazards immediately. B. Proper Storage of Flammable Materials Flammable materials are stored in designated areas equipped with fire-resistant cabinets and safety measures. These areas are clearly marked, and staff is trained on proper storage procedures. C. Electrical Safety Tips Staff is trained to recognize and report any electrical issues promptly. Furthermore, electrical equipment undergoes regular maintenance checks to prevent electrical fires. D. Smoking Policy Smoking is strictly prohibited within the clinic premises. Designated smoking areas, equipped with fire-resistant receptacles, are provided outside the building, ensuring compliance with safety regulations. IV. Emergency Communication: A. Overview of Communication Systems Our clinic utilizes a robust communication system, including intercoms and a mass notification system, to relay emergency information promptly to all staff members. B. Designation of Emergency Contacts Emergency contact information for all staff members is regularly updated. Designated individuals are responsible for initiating emergency communication and ensuring all staff are informed. C. Internal Communication Protocols Clear internal communication protocols are established, outlining the chain of command and communication channels during emergency situations. Staff members are familiarized with these protocols during onboarding. V. Evacuation Procedures: A. Evacuation Routes Evacuation routes are clearly marked throughout the clinic, indicating the shortest and safest paths to exit points. These routes are reviewed annually and updated as needed. B. Emergency Exits and Assembly Points Staff is familiarized with the location of emergency exits and assembly points during regular drills. These drills, conducted quarterly, ensure that all staff are well-practiced in evacuation procedures. C. Evacuation Drills Evacuation drills are conducted quarterly, simulating various emergency scenarios. These drills include scenarios involving individuals with special needs, ensuring staff are equipped to assist everyone during evacuations. D. Assistance for Individuals with Special Needs Staff members receive specialized training on providing assistance to individuals with special needs during evacuations. This includes utilizing evacuation chairs, providing verbal guidance, and ensuring a calm and supportive approach. VI. Fire Extinguisher Training: A. Types of Fire Extinguishers Staff is trained on the different types of fire extinguishers available in the clinic, including ABC and CO2 extinguishers. Training includes recognizing the appropriate use for each type. B. Proper Use and Handling Hands-on demonstrations are provided to staff, allowing them to practice the proper use and handling of fire extinguishers. Emphasis is placed on safety precautions, including maintaining a safe distance and using the PASS method (Pull, Aim, Squeeze, Sweep). C. Location of Fire Extinguishers in the Clinic A map indicating the locations of all fire extinguishers is prominently displayed throughout the clinic. Staff is familiarized with these locations during training sessions. VII. Emergency Response Team: A. Designation of Emergency Response Team Members An Emergency Response Team is designated, comprising individuals from different departments. Team members receive specialized training and are identified by distinctive vests during emergencies. B. Roles and Responsibilities Clear roles and responsibilities for Emergency Response Team members are outlined in the Emergency Response Plan. This includes responsibilities such as assisting with evacuations, providing first aid, and coordinating with emergency services. C. Training for First Aid and CPR Emergency Response Team members receive regular training in first aid and CPR. Training sessions are conducted semi-annually to ensure team members are proficient in life- saving techniques. VIII. Mock Scenarios: A. Conducting Simulated Fire Drills Simulated fire drills are conducted quarterly, involving all staff members. These drills include various fire scenarios, such as small fires, smoke-filled areas, and evacuations of different areas within the clinic. B. Addressing Various Emergency Scenarios Staff members engage in discussions and practical exercises addressing various emergency scenarios, fostering a proactive mindset. Scenarios include power outages, medical emergencies, and coordination with external emergency services. C. Feedback and Improvement Strategies Feedback from drills is collected and analyzed to identify areas for improvement. Regular meetings are held to discuss feedback and implement necessary changes to enhance emergency response strategies. IX. Documentation and Record-Keeping: A. Importance of Documentation Accurate and detailed documentation of all safety-related activities is maintained, including inspection reports, drill records, and incident reports. This documentation is crucial for compliance and continuous improvement. B. Incident Reporting Procedures Staff is trained on the proper procedures for reporting incidents. Incident reports include details such as the nature of the incident, individuals involved, and actions taken. A designated individual reviews and addresses incident reports promptly. C. Regular Audits and Reviews Regular audits and reviews of safety procedures are conducted annually by an external safety consultant. This ensures that the clinic's safety protocols align with the latest standards and identifies areas for continuous improveme

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