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.