I would think that their assistants might also be gatekeepers to the "getting online" process. i.e. the assistant in the end may be the one doing much of the legwork once the agent does decide to pursue an online strategy. In fact, there is an entire cohort of virtual assistants/online business managers who specialize in working with/supporting real estate agents.
You could offer a dual/team membership to the agent and his/her assistant so they could climb the learning curve together. Many VAs are already very adept at web marketing support.
Something to consider when packaging your offering
PS: And YES, I do believe more and more REs want to leverage the web, at least the progressive thinking ones.