Reverse Mortgage magazine Nov-Dec 2020

the previous two years. That compares to only 50 percent in a survey from 2014. About 75 percent of older adults also use social media on a regular basis, such as Facebook, YouTube, Instagram, and LinkedIn, AARP found. In the months since the pandemic, the need for every- one to learn new technologies has only accelerated, says Steven Sless, reverse mortgage division manager, Primary Residential Mortgage in Owings Mills, MD. “It has been amazing to watch,” Sless says. “To me, it has gotten way easier to address the questions that come up during the loan process.” His experience has been that seniors find learning a new technol- ogy to be an interesting challenge. Video conferencing makes it easier to get over objections, he says, especially because it is easier to get all the stakeholders involved. He mentions how he had a Zoom call with 20 people, which is something he wouldn’t have tried before the pandemic. “I don’t know if I would have thought to get 20 peo- ple on a Zoom call before,” Sless says, especially if the age range was “18 to 90.” But they were willing, Sless says, “and they enjoyed it.” Harmes Hika notes that her pre-recorded videos allow her to capture how many views the recordings get. While she doesn’t know whether someone is looking at a video multiple times or passing it along, she still gets some inter- esting interactions. Once, she got a call from a CPA who was working with the client and had some questions about the information on the video. Without the video, she might not have known a CPA was involved. But she was able to answer the questions and get the deal. Harmes Hika further suggests that loan officers need to learn multiple platforms because they might not know which technology a client prefers. “You don’t want to force them onto the platform you are used to,” she says. “You want to adapt to what they are used to.” She acknowledges that she had never used Skype before the pandemic. When a client asked for a Skype meeting, she learned how to use it. Up Your Tech Game continued from page 23 Salespeople nationwide had to change and adapt quickly after the pandemic started, but some peo- ple still might not be comfortable with various technologies, such as making an effective video, says Steven Sless, reverse mortgage division man- ager, Primary Residential Mortgage in Owings Mills, MD. The objections could be because they don’t have an expensive camera or audio equip- ment—which aren’t needed—or that they are camera-shy. Sless offers the following tips: 1. It’s all about lighting. You don’t have to spend a lot, maybe $100, for a quality dim- mable and adjustable light. When using it, Sless suggests putting it in front of you and higher than eye level if you wear glasses, so there is no glare. He uses a light from Neewer. 2. Buy an inexpensive microphone. For less than $200, you can get one shipped to your home. The audio quality will be much better than your computer speakers, Sless says. He uses a Blue Yeti X Microphone. 3. Use a professional background. Sless uses a background that he used to take to conven- tions to put up at booths. Regardless, make sure there isn’t anything distracting, such as empty soda cans or other clutter, in the cam- era view or behind you. It is best to set up away from a window because the camera will read that light, rather than where you want it focused. 4. Try video filters. If you are a little shy about your appearance on camera, a filter can help soften your features and make everything, gen- erally, look better. He recommends filters from Snap Camera, which has numerous options. 5. Practice, practice, practice. “Practice really does make perfect,” he says. Overcome Video Fears Steven Sless 24 REVERSE MORTGAGE / NOVEMBER-DECEMBER 2020