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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

  1. Need: which area of advice? (pension, mortgage, IHT, etc.)
  2. Assets or loan size: rough ballpark (ranges, not exact).
  3. Authority: are they the decision-maker?
  4. Timescale: when are they looking to act?
  5. 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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JM
Reviewed by
Jake McQuillan
Founder at Platinum Prospects
Last reviewed 22 April 2026

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