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I like to

  1. have them download a wallet.
  2. send them a small amount of BTC.
  3. have them delete their wallet.
  4. help them restore their wallet from backup.

I like to have them do the restore on a second/different wallet.

Helps them "get" that there's no lock in, if you have your keys, you can restore on most other wallets.

At least that was a significant clicking moment for me early on.

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