An opportunity represents a potential deal or revenue source moving through your sales pipeline. Use opportunities to track prospects as they progress toward becoming clients, or to manage growth opportunities with existing clients.
How opportunities work
Opportunities move through pipeline stages:
- Create an opportunity — Link to a prospect or client
- Assign a pipeline stage — Where is this deal in your process?
- Track progress — Move between stages as the deal advances
- Close the deal — Mark as won or lost
Opportunities use pipelines configured for your book. There are separate pipelines for prospects (new business) and clients (expansion business).
Pipelines and stages
Pipelines
Your book has two pipelines:
| Pipeline | Purpose | Links to |
|---|
| Prospect pipeline | New client acquisition | Prospects |
| Client pipeline | Expansion with existing clients | Clients |
Stages
Stages represent steps in your sales process. Default stages include:
Prospect pipeline:
- Identified
- Connected
- Meeting scheduled
- Qualified
- Closed won / Closed lost
- Archived
Client pipeline:
- Identified
- In-progress
- Reviewing
- Closed won / Closed lost
- Archived
You can customize stage names, colors, and order in settings.
Opportunity attributes
Each opportunity tracks:
| Attribute | Description |
|---|
| Name | Descriptive title for this deal |
| Value | Expected deal amount |
| Probability | Likelihood of winning (0-100%) |
| Target close date | When you expect to close |
| Stage | Current position in pipeline |
| Owner | Team member responsible |
Tracking value
The value field represents the potential revenue or business from this opportunity:
- For prospects: potential AUM or fee value
- For clients: additional business value
Opportunity value is different from AUM. Value tracks what this specific deal is worth. AUM (on the client record) tracks total assets under management.
Probability
Each opportunity can have a win probability:
- Set manually on the opportunity (0-100%)
- Falls back to the stage’s default probability if not set
- Used for weighted pipeline reporting
Stages have default probabilities (e.g., “Qualified” might default to 60%) that apply when the opportunity doesn’t have its own probability set.
The pipeline view
The Opportunities page shows a Kanban-style view:
- Columns = Pipeline stages
- Cards = Individual opportunities
- Drag and drop = Move opportunities between stages
Filter by:
- Pipeline (Prospect or Client)
- Owner
- Close date range
- Value range
Linking to households
Opportunities can be linked to a household:
- Prospect opportunities must link to a Prospect household
- Client opportunities must link to a Client household
- Unlinked opportunities are possible but less useful
When a prospect with a linked opportunity converts to a client, you can close the opportunity as won.
What you can do with opportunities
From an opportunity record, you can:
- View and update opportunity details
- Move between pipeline stages
- Add notes and comments
- Track activity history
- Link to the household record
- Set custom field values
Reporting
Opportunities power sales reporting:
- Pipeline value by stage
- Win/loss rates
- Average time in stage
- Opportunities by owner
- Expected close by month
Next steps
