To grow an advisory book meaningfully, plan for 40-80 qualified leads per month per adviser; 15-25 become consultations and 4-8 become clients.
Funnel benchmarks
- 40-80 leads/month/adviser (realistic at 4-8k budget) - 35-50% book a consultation - 25-35% of consultations become clients - Blended CAC: 600-1,400 pounds for mass-affluent; 2,500-6,000 pounds for HNW
Scaling signal
If one adviser consistently books 20+ consultations/month, hire paraplanning capacity before adding paid spend.