Conversion
How should I qualify financial advice leads before a first meeting?
Last reviewed 22 April 2026 · Reviewed by Jake McQuillan
Quick answer
How should I qualify financial advice leads before a first meeting?
Use 3 to 5 pre-meeting questions to confirm: advice need, approximate asset value, decision-making authority, timescale, and fit with your firm's regulatory permissions. Automated qualification via form and scheduler lifts meeting-to-client conversion by 30 to 60%.
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The five questions
- Need: which area of advice? (pension, mortgage, IHT, etc.)
- Assets or loan size: rough ballpark (ranges, not exact).
- Authority: are they the decision-maker?
- Timescale: when are they looking to act?
- Current adviser: do they already have one?
How to capture it
- Multi-step form with progress bar (converts better than one long form).
- Optional free-text box to capture context.
- Auto-route based on answers (hot leads to senior advisers).
What it saves
- Wasted meeting time on out-of-scope enquiries.
- Compliance risk from advising outside permissions.
- Mismatched expectations around fees.
Trade-off
Too much qualification drops CPL inflow. Three to five questions is the sweet spot.
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