Here are some general rainmaking rules that financial advisors should keep in mind:



> Go back to fundamentals. You have to figure out how much time to devote to selling and to planning. So, it’s important to determine if a prospecting technique is working. “Have a plan, quantify it and execute it,” says Julie Littlechild, president of Advisor Impact Inc. in Toronto.



> Be consistent. George Hartman, president of Market Logics Inc. in Toronto, points out that your advisory business will thrive only if you keep several irons in the fire — each at a different stage in the relationship-building spectrum.

Consistent contact with prospects will pay off, usually within six months, says Joanne Ferguson, president of Advisor Pathways Inc. in Toronto.



> Know your strengths. Under-standing your market and where you shine is key to finding the right fit when it comes to rainmaking, says Neil Taylor, vice president of marketing with Investors Group Inc. in Winnipeg.



> The right market. Many advisors overreach for their audience, says Littlechild. Having a well-defined prospect in mind will make it easier to zero in on a core message that will resonate with your potential client.



> Make sure it’s your world. High net-worth clients are universally sought after, but there’s no sense pursuing them if you’re uncomfortable in those circles, says Littlechild. “It has to be something that fits like a glove.”



> Believe in rainmaking karma. Al-though advisors like to determine where the next lead might come from, it doesn’t work that way, says Ford Harding, president of consulting firm Harding & Co. in Maplewood, N.J.: “You don’t get the return where you think you’re going to get it. Top rainmakers know that.” — WENDY CUTHBERT