Many IFAs constantly try to get in touch with clients with the sole objective of selling financial products. In every communication, there is a tinge of advisory or sales. This is not a great idea. Clients don’t always want to be bombarded with so-called ‘wisdom and information on their financial life’. Look at your clients as family and friends. Get into a relationship. For eg. during the new year, simply call and greet them rather than giving them investment advice. Greet them and send gifts on their birthday and other meaningful life events and don’t try to link it with financial advice on that day itself. You can always do it later. Try to find out what other things interests your client. Send information on those aspects. Build a relationship which is beyond your profession.