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4 Tactics for Making Clients Comfortable with Technology

December 27 2011

I live in a tiny little community called Los Osos. We’ve got 4 or 5 stoplights, a grocery store, and a Starbucks – but that’s pretty much it. Needless to say, our sleepy little town appeals to the more mature population. This is a group that is more likely to be uncomfortable with technology – although, of course, there are exceptions to every rule, and many of the over-60 crowd are incredibly tech savvy.

For people of any age that are unfamiliar and uncomfortable with technology, the tools used by the real estate professional that helps them find or sell a house in our little town (or any other city in the world) may be a point of friction. Here are a few tactics that we found to help make them more comfortable.

1) Consider biometric electronic signatures. While working on an article with GoPaperless, I was struck by one of the benefits of biometric (handwritten) digital signatures: they feel less “scary” because they’re similar to a regular signature or the signature with a stylus at the check-out of a supermarket.

Mehrdad Alaei of GoPaperless explains, “Electronic signatures have so many benefits, it’s a great idea to incorporate them into your practice. If you get push-back from clients concerned about security, you can explain that they are legally accepted, cannot be tampered with, and even have the added benefit that they can be tagged to your location at the time of signing.”

2) Articulate the benefits. Technology has become such an essential component for real estate professionals because it offers substantial benefits for agents and consumers. Your skill with today’s technology can actually be a selling point for you – if you explain it properly. Clearly articulating the benefits of technology – and explaining that “technology makes us competitive and can help us sell your home more quickly” – can go a long way to assuaging anxiety.

3) Avoid “tech speak.” Using highly technical language will only make your client’s anxiety worse. When you’re answering their questions or explaining your use of technology, break things down into the simplest possible language. Use analogies that compare technology to something they’ll be familiar with.

4) Be patient. Your older, tech-challenged clients may surprise you. Give it a little time, some discussion, and you just might move mountains. Even if they don’t “come around,” you’ll have earned their trust and repeat business with your patience and understanding.

Other articles of interest: Birdview IDX | AgentOffice