| For the contacts you don't visit aim to call them at least once a quarter (preferably once a month). You don't need an excuse for calling, although if you are mailing out something to them, it's a good investment in your time to follow it up with a phone call to be sure they received it. Like the face-to-face visit, you should aim to keep your calls brief so as not to intrude on your contact's time. Take a moment to ask about things that are personal to your contact (family, sports, whatever you have recorded about them). If they are asking you questions, take the time to answer them and take a genuine interest in what they are doing but don't chit chat for hours. Finish your call with your referral dialogue to remind your contact how much you value their referrals. | 
