Phone time takes on much more importance with long distance clients. Many advisors make small talk on these calls, but the objective here is to be a little more structured. The idea is to proactively learn more than one thing about them, and share one thing about you on every call.  It's less about the socializing and more about really getting to know one another.

Ideally, you’re connected with clients on Facebook. Yes, with your personal Facebook account. It doesn’t matter what firm you’re with, this is America and you’re allowed to have Facebook friends. Your objective isn’t to post market commentary (which would likely get you in trouble), you’re looking for ongoing interaction. Like, comment and share systematically and you’ll stay top-of-mind.

Send small gifts when you’re able. If you know a client is a craft beer aficionado, send them some beers from your state that aren’t available where they live. If they move into a new home, send a housewarming gift. Consider doubling the frequency with out-of-state clients versus what you do for clients locally since you’re likely seeing local clients far more often for meals and events.

We’re not saying get out and see every client every year, but it helps to have a system for your better clients. Will you visit once every other year, or every third year? Oftentimes you’ll find a pocket of clients in one area so you can visit more than one per trip.