Prospects will "maybe" use the adviser's services in the future

How to act upon the opportunity?

Being aware that the prospective client potentially intends to become a client can be useful as this isn't always clear from the meeting.

As the adviser, you should act on this and help the client with the next stage of the process by clarifying any concerns and helping them to come to a decision on how to proceed. The other responses in the First Impression review can guide this.

For instance, they often show that the prospective client isn't sure exactly what the adviser would do to help (financial advice), or that they're not convinced the adviser has the right level of expertise (mortgage advice). Using the first impression review to get some insight on how the prospective client is feeling about these topics will increase the probability of them converting into a client, as you will be able to address any concerns directly

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