Conversion
How many touchpoints does it take before a prospect books a meeting with a financial adviser?
Last reviewed 22 April 2026 · Reviewed by Jake McQuillan
Quick answer
How many touchpoints does it take before a prospect books a meeting with a financial adviser?
Average 6 to 14 touchpoints across 14 to 90 days. In higher-ticket niches (HNW, IHT, equity release), 12 to 20 touchpoints is normal. Most firms under-nurture and lose prospects to competitors who stay present longer.
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The averages
- Mortgage advice: 4 to 10 touchpoints, 7 to 30 days.
- Protection: 3 to 8 touchpoints, 3 to 21 days.
- Pension transfer: 8 to 16 touchpoints, 30 to 90 days.
- Wealth / HNW: 12 to 20 touchpoints, 30 to 120 days.
- Equity release: 6 to 14 touchpoints, 21 to 60 days.
Touchpoint mix
- Paid ads (Meta, Google, LinkedIn).
- Landing page visit.
- Email sequence.
- SMS reminder.
- Retargeting on social.
- Direct mail (for older demographics).
- Webinar attendance.
- Adviser phone call.
Implication
One or two follow-up emails are not enough. Build a 60 to 90-day multi-channel nurture that assumes 10+ touchpoints.
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