Interact Vs React

As I look back on the evolution of Technology I see a definite pattern. A pattern that I am not all that sure is a welcome one. Let me explain.

In 1988 as I began my Real Estate career in Oregonthe Personal computer was in its infancy . Most of us had small computers. In my small town the Commodore 64 was king. Back then the main function of the home computer was games. Software written for business was around but was pretty crude and any really good program was too large for the average consumer to use on their small memory computer. For these were the days before cell phones.

Innovation was the key for most of us. In those first months I was not able to afford much as I was just learning the ropes. My broker had given me a booklet of amortization tables and I had a hand held calculator which I believe cost a grand total of $5.95.

I remember being somewhat embarrassed about the whole situation each and every time a client would ask ” What would the house payment be on something like that ? “ So I started to make a game out of it. I would hand over the amortization book and the calculator to the couple i was working with and I would then give them the numbers. It was kind of fun and kept everyone occupied as we made our way to the next house.

A few months went by and I sprung for the HP12c. This is the Bankers financial real estate calculator. I still have and use mine today. However because it can do it all and the entry of the numbers and buttons to push are complicated there really is no interaction or participation with your Buyer’s or Sellers.

In the Old days I filled out an offer sheet ( back then it was just One sheet ) with the aid of my Buyer’s. I used to love to use what was known as the Order Blank Close. I would Slide a copy of the listing over in front of the Lady and I would ask verbal questions of the Guy.

Something like this : 

• Q for Guy : Could you write down on this paper you and your wife’s full names.
• Q for Lady: What is the address of the house?
• Q for Guy : What type of Loan did you say you would be getting?
• Q for Lady : What is the listed price of the home?

For each question that I asked of them I would write down there answers. That is in essence the Order Blank Close. The last thing you have to do is ask for signatures. Again much like the Calculator game it keeps all involved and focused on the task.

Today however with my laptop and on-line forms I generally ask questions and fill the forms out in advance sometimes emailing the entire thing to my client without personally sitting down together at the table. Although this technique I usually reserve for my long term professional clients who buy multiple properties from me yearly. Still even when sitting at the same table with first time buyers the amount of interaction is limited by the use of technology.

The pattern as you can see that has emerged is that there is a certain amount of disconnect with the client because of technology. I am not suggesting going back to the old ways. I am just suggesting that we should be aware of the disconnect and learn to replace it. Other wise we may eventually find so much of a disconnect that there would be no reason to connect at all.

Update : Part 2  Face_To_Face_Vs_Technology_Partners_or_Adversary’s 

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