Ojos Contacto, Sign Here!

I have recently been very concerned that in our quest for efficiency as Realtors, and the crushing weight of the minutia driven bank's on line platforms for clearing distressed properties, (and which give no quarter to the distressed owners), that we are making a grave mistake. In fact, it could send our industry to the grave.

Buyers and sellers need emotional time to process what they are doing. Sitting at a kitchen table and working through the signature lines is the best line of sight to airing out fears, feelings and excitement. From the beginning of a contingency release signing party, to the end, often the buyers have moved light years in terms of resolve. But only because they can muse and reflect on this momentous event as I am sitting with them. I watch as the mental clutter comes out and we take each conflicting thought and find a home for it. I neutralize irrational fears, agree with rational reservations, review the game plan, review the product and at the end of an hour or more, everyone moves forward. The sellers are relieved and start packing, the buyer is confident in their decision.

But now with on line signatures and the time demands and the feeling you are not an effective agent if you are not demonstrating your digital savvy, we rush through email signatures without the benefit of breaking real estate bread together and letting the emotional body butter the sandwich.

AND, reading online documents is not the same as holding a paper in the hand. I can't tell you why, whether it's the angle or what, but I absorb detailed documents when I can tough them and read every line for a hidden bomb delivered by the bank, lender or inspector.

If we can commoditize the sales process , then anyone can do it. What the good agent brings to the table is the wisdom, life experience and knowledge of how humans make decisions to GUIDE the client through their own unique process which allows them to making a comfortable and informed decision. To make the process less stressful and confusing. To hand hold, affirm, review and reveal.

I miss the long coffee chats when signatures were required. I think I may just have to move past digital signatures and ask for 'ojos contacto' at key points in the transaction. I miss looking deeply into the eyes of my clients and reading their souls as they sign on the dotted line.