Lately my in-box has been presenting me with odd messages from people who assume I know what they're talking about.
For instance, one letter today was urging me to sign up as an affiliate. But... an affiliate for what? And who is Mike? I don't really have time to be an affiliate marketer, so it doesn't matter. But still... if it's a good product that fits well with what I do, I might consider it.
Then I got an email from someone who had inquired about copywriting services several months ago. He said he's ready to go ahead now. That's great news - if I can figure out who he is.
I do keep all old inquiries, so unless there are two people with the same first name, I'll be able to go back through my old emails and my book of notes I take when talking on the phone. It sure would be easier if he'd given me a little more information.
What does this have to do with you and with real estate?
As several agents have pointed out in recent blog posts, both buyers and sellers are wandering around, talking to a variety of agents before making a choice. In order to assure that they'll make the right choice (you), it's a good idea to give them a bit of assistance. 
Get personal...
Messages you send in response to an Internet inquiry are necessarily general, because they're probably being sent by your auto responder. But once you've spoken with those prospects, it would be helpful to remind them of who you are. In addition to your name and contact information, give them some clues to help them place you.
Of course, your first contact after a listing interview should be a thank you card, but even that should give them a clue. If they interviewed 3 agents that day, you want them to remember that YOU are the one they liked the best! So help them by reminding them of some part of your conversation.
By the way, in his book on selling real estate, Tom Hopkins says you should have that card all written before you go to the appointment. Then you should drop it in a mailbox before you quit work for the day. My thought is that if you're going to write the note ahead of time, you'd better write two of them - one that's a thank you for listing with you.
How about when you follow up with potential buyers?
Remind them that they were referred by someone specific or that they contacted you to inquire about a specific property. As with the homeowners, help them recall a part of your conversation.
Then, to make a really positive impression, let them know that you remember something about them. It could be a detail about what they're looking for, the name of their lender, or even the days they have available for house-hunting.
The bottom line - don't assume that they'll remember who you are or why you are the agent they want to use.
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