Recall the old adage, you only get one chance to make that first impression. Now it's your e-mail that, more often than not, meets the client first, before you meet in person.

Get in the habit of checking your e-mail several times a day, as well as your voice mail. I can't tell you how much business I've acquired off the Net, just because I was the first one to respond. Timing is everything.

Use your e-mail to develop a rapport with the client. Take the time to do this, or you will find that your business will suffer greatly.

E-mail Courtesies That Make a Difference

Never take liberties with the spelling of people's names. Second, perhaps to their wallet, a person's name is his/her most prized, and private, possession. Many people take personal offense when their names are mis-spelled, and would not do business with you as a result. And, in contract work, a contract could be nullified as the result of a name being incorrect, so--ohhh, be on guard. This error could cost you real dollars. Make it a habit to double check, cross-check, whatever you have to do to create that memorable first impression.

Never send someone an attachment without getting their permission first. When I first started using e-mail, I thought I would go crazy with the number of agents who thought they were doing me a favor, attaching a wonderful file that they had just found - for downloading purposes - not recognizing that the file was taking forever to come across the phone line, and tying up my e-mail system, sometimes for twenty minutes or more - during which time I could not get at my other new mail.

As for the other words in your e-mail - be certain you have chosen your words carefully. Never put anything in writing (read e-mail) that you would not say to a person's face. And, again - this Real Estate business carries a huge responsibility with it, so take pride in your profession

After communicating perhaps several times, suggest (if the client hasn't already) that you meet in person to see if the chemistry is right, and to give each of you an opportunity to see if you are going to be able to work together. Make a note of the appointment and let someone know in writing who you are meeting and where and when you expect to return.

Safety First

Safety tips for meeting e-mail clients are the same as they would be for meeting a stranger any other way. Meet people in a public forum, a coffee shop at an upscale hotel, or a donut shop, depending on the price range or lifestyle of the client.

If, after you meet the e-mail client, you get any bad vibes - don't take any chances - just excuse yourself and walk away. Your instincts are worth a lot more than the potential sale that may be left sitting at the table. Your reputation and safety are all you have in this world --- don't mess with it. Don't take chances of any kind. If you feel that there is real business to be had, just that you are incompatible, offer to refer the client to a colleague whose lifestyle or abilities is more in keeping with that of the client.

Never meet a client after hours at your vacant office. Never, never. A local female agent had her throat slashed after such a circumstance, and another met an unknown client at a vacant home, and was raped. Men aren't immune from attack either - two male colleagues were showing a property, when someone hit one of them over the head from behind while going downstairs. The other one was pushed.

If you do decide to show property, let someone know where you will be, and when you expect to return. Always. Write it down on a piece of paper and hand it to them. Don't rely on them getting it down when they get around to it.

The best-case scenario is to work the "buddy" system, just like when you first learned to swim. But if you are in a position of showing property without another agent present, position yourself near the door and let the client browse the rooms alone. When you are climbing stairs, always let the client go first, and walk a few stairs behind. Likewise when you are going down a flight of stairs, let the client precede you, and stay back a few steps away.

Carolyne Lederer is president of Carolyne Realty Corporation in Canada. E-mail her at carolyne@carolyne.com.