With all the buzz about becoming paperless and using e-mail effectively, the personal note has almost become extinct. At the recent real estate conference, The Alaska Adventure, twice I heard top agents identify their daily habit of handwriting notes to prospects and clients is one of the ways they have differentiated themselves. It often is the small touches that make a difference. Back in the early 80’s, I remember trainer Tommy Hopkins saying that he made it a practice to write 10 notes a day and I had done that often while I was an active agent.

Brand yourself by ordering a postcard or notepaper that carries the look of your Website and your other advertising. The best thing about something like this is that it only requires a few sentences but makes a very big impact.

What are some of the reasons you could send a note?

• “Thinking of you.”
• “Passed by your home today and it looks great.” I know an agent that does this daily to homes in her farm.
• After a Listing Appointment. Do this immediately, so they get it the next day!
• After the first time you work with buyers.
• A Birthday. Someone told me the birthday card from her car repair place was the only card she got . Don’t you think that made an impact?
• An Anniversary. Use this for when clients bought their home, or for their wedding.
• “Great to meet you.” This is wonderful to use after a networking event.

I am sure you can think of many others. The trick here is to start doing this on a regular basis, so that sending out 5-10 handwritten notes becomes a habit. Keep them handy in your purse or briefcase, already stamped and use waiting-in-line time or waiting-on-hold time to jot a quick note. They say it takes 21 days to create a habit, so make a goal for yourself to do this for at least 3 weeks, and it should start to be part of your daily schedule.

Whether it is a thank you note for business or a just staying in touch note, people will realize you care and do things a bit differently from the average person.

Published: July 29, 2003

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Joeann Fossland GRI, LTG, MCC is a dynamic speaker and business coach. Creator of THE REAL ESTATE GAMETM, she provides coaching solutions enhance your effectiveness and life balance. You can subscribe to her free monthly newsletter, attend free monthly telephone seminars, and find out about classes delivered by email and personal coaching by visiting JoeAnn.com or e-mail her at .