We’ve been in the business of providing marketing automation and sales technology for long enough to remember when technology was a new way to increase efficiency. When company co-founders Dan and Chris Harrington were in the business of helping families finance their new homes, a lot of the work was still done on paper.

Today, very few businesses of any kind can operate without good technology. The problem is that the definition of “good” keeps changing. Today’s outdated software used to be good. Now, it’s a liability.

As a result, we see companies in every industry giving up old tools for better technologies. Now, if they could only convince their employees to use it.

This is one of the most significant challenges companies face when they make investments in the future of their businesses. Failing to get full adoption will make it impossible for the company to realize a return on its technology investments.

Dan wrote about this in his book Authentic Intelligence: The Other AI. It doesn’t matter how powerful or intuitive your tech is. If you want 100% adoption, you need to sell your salespeople the same way they sell mortgage borrowers: with clarity, passion, and proof.

Selling Your Team the Solution

Too often, companies assume that good tech will sell itself. Lenders know this doesn’t work in our industry. Just like with mortgage loan borrowers, logic isn’t always enough. Emotion and social proof matter. 

That’s why Dan recommends cheerleading your own tech initiatives internally. Find early adopters, empower influencers, and give them a platform to show how it works for them. Hearing success stories from peers, especially top producers, gives the rest of the team something real to believe in.

Once that message is out there, management can take it directly to the front-line employees who will be using the technology. There may still be carrots and sticks employed to get full adoption, but having peer stories of success will go a long way toward getting other employees to buy in.

Get your copy of Dan’s book today and find many more ways to get your new technologies adopted.

Then, learn more about the best marketing automation software on the market by visiting Usherpa.com and signing up for a demo. When your loan officers hear the stories their peers have told about our SmartCRM, tech adoption will become easy.