Q: How do I reach non-tech-savvy customers?
A: A place to start is a client technology audit. Find out what your client knows about technology and what he or she would be comfortable using in the buying and selling process. The best time to do this is after you’ve established rapport with the prospect, maybe even on your first appointment.
It’s best to have questions ready such as “Do you have Internet access? Are you familiar with real estate search sites? Do you have e-mail? How often do you check your e-mail? Would you like to receive listing information by e-mail?” Just asking these basic questions will set you apart from your competition.
Meet the Expert:
Saul Klein is the president of InternetCrusade.com, an Internet education and development company, and partner with the National Association of REALTORS® (NAR) for the e-PRO® online technology certification program.
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