1. Build good contact management into your culture. Make it a requirement. Take cues from the routines of other professionals. At every doctor visit, vital notes and details are made in the patient’s file to give a complete case history. It lowers the risk of someone making a bad decision regarding care. With advisors, that holds true as well, but advisors get one added advantage. Seemingly insignificant details can yield big payoffs in your relationship, either through new opportunities or for use in building rapport.
  2. Talk to other advisors. If you are not a sole practitioner, it is important to talk with each other during tough times. You can get a lot of support and gather ideas for client service and from the other advisors in your practice–especially those with more experience.
  3. Contact vs. communication. Some advisors confuse the two. You can always make a contact, but are you listening to what the client is saying verbally and non-verbally? You can leave messages and send e-mails, but are you hearing back from clients on ideas you are floating by them?
  4. Call your clients before they call you. Remember to pick up the phone. Schedule a set time each day for proactive calls.
  5. Reflect on your three strongest client relationships. They provide you with a roadmap for how you should interact with the rest of your clients.