Back in the day (as in pre-iPhone) the term Rolodex was part of the popular lexicon. Like Kleenex or Xerox a Rolodex became the generic term for a tool to keep business contacts. The businessman who “had a great Rolodex” was highly connected and sought after, as in, he or she “has a great Rolodex.” We all have that friend in our life that no matter what type of assistance we are in need of we can ask them because they always “know a guy.” In the sales world, a space I’ve occupied for nearly twenty-years, having a great Rolodex is seen as an asset for any veteran you are looking to hire.

Just the other day a co-worker and I were talking about a former colleague who at a relatively early stage in his career is highly connected. He’s one of those guys that “has a great Rolodex.” Or in his case, a really good contacts list on his iPhone (doesn’t quite have the same ring to it).

So what is his big secret? He picks up the phone and actually calls people— every day.

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No matter what the current marketing gurus tell you, the truth is to have a great network you have to put in work to build and maintain that network, and the secret to your success was invented by Alexander Graham Bell nearly 140-years-ago.

You need to pick up the phone and call people.

The act of consistently picking up the phone and calling someone is incredibly underrated both as a business tool and overall happiness tool. With all the current emphasis on leveraging campaigns and social media to build your “brand” people forget that the old fashioned way to build your brand is to keep consistent communication with your network— via the telephone.

Over the past month I’ve been making a point to call someone every business day that I haven’t spoken to in a while. These calls are to former co-workers, old friends, and even clients I’ve had a particularly close relationship with.

Here is what I’ve learned:

They’ll be excited to hear from you: Do you have that friend that when you see their number pop up on your phone a smile comes to your face? Call that person! They will likely have the same reaction as you. They will be happy to hear from you.

There is a lot about our friends lives that we’re missing: While we are busy living we forget that our friends are living too. It’s human nature to get caught up in the crisis of the moment. A call to an old friend is a great reminder that everyone largely has the same challenges. I feel it gives me perspective and a reminder that the struggles of marriage, fatherhood and work are nearly universal. Beyond that it just feels good to hear about their lives, their kids, the vacations they’ve been on, etc. The chances are you’ll also get a chance to look back fondly on some funny memories from the past. Calls like this are a great way to reset and regain perspective on the big picture.

A lot of these old friends are connected and can really help in the future: Out of sight, out of mind is a real thing. No matter how good the past relationship was our old friends don’t necessarily think of us when the next opportunity comes up and vice versa.

The art of the conversation: You have to put in the work to build and maintain your personal and professional networks. We human beings are social creatures, but the dawn of the Internet and social media has fundamentally changed how many of us interact. We are connected with old friends on Facebook and we see the pictures and posts, but do we really know them? It’s all about the art of the conversation. Being good at being interesting and holding a conversation is a skill that is maintained through practice and the best practice of all is through a phone call.

So here is my challenge to you…

For the next seven days call seven people from your past, whether it be old friends or work colleagues. It’s as simple as going through the address book in your phone and finding that old friend you haven’t spoken to in a while. Give them a call. You will be amazed at how good it makes you feel. Be attentive to your network and how it can benefit you. The chances are these phone calls will lead to a potential business opportunity or the chance to help out an old friend in a time of need.

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