Opportunity value helps you forecast potential revenue and prioritize deals. For wealth management advisors, this often represents potential AUM (assets under management) or expected fee revenue.
Value vs AUM
| Concept | Where it lives | What it tracks |
|---|
| Opportunity value | Opportunity card | Potential deal size |
| Client AUM | Client record (from custodian data) | Actual assets under management |
Set opportunity value
During creation
Enter the deal amount in the Value field when creating a new opportunity.
After creation
In full view mode, click the dollar icon field on the opportunity card to edit the value inline.
What value to use
Choose a consistent metric across your pipeline:
- Potential AUM — The assets you might bring under management (e.g., $500,000 in retirement accounts)
- Expected annual revenue — The fee revenue you would earn (e.g., 500,000AUMat15,000/year)
- One-time fees — For project-based work (e.g., financial plan engagement = $3,000)
Be consistent. If you track AUM, track AUM across all opportunities. Mixing AUM and revenue makes pipeline totals unreliable.
Pipeline totals
The top-right corner of the Opportunities page displays two values:
- Total — The sum of all opportunity values in the current pipeline
- Weighted — The sum of each opportunity’s value multiplied by its probability
Sum by custom fields
Use the Sum by dropdown to switch between summing by opportunity value (AUM) or any summable custom field. This is useful if you track additional numeric data on opportunities.
Weighted pipeline
Weighted value combines opportunity value with probability for more realistic forecasting.
Weighted value = Value x Probability
| Opportunity | Value | Probability | Weighted |
|---|
| Smith Family | $500,000 | 60% | $300,000 |
| Jones Trust | $1,000,000 | 20% | $200,000 |
| Brown IRA | $250,000 | 80% | $200,000 |
| Total | $1,750,000 | | $700,000 |
Probability and value
Stage default probability
Each stage can have a default probability. If an opportunity does not have its own probability set, the stage default is used for weighted calculations.
Opportunity-specific probability
Override the default by setting a probability directly on the opportunity. In full view mode, click the percent icon field on the opportunity card to enter a custom probability (0—100%).
Use a custom probability when you have specific insight into a deal’s likelihood beyond what the stage default suggests.
Update value over time
As deals progress, update the value to reflect new information:
- After a discovery meeting, revise the estimate based on the full picture
- After a proposal, adjust to reflect what the client is likely to move
- At close, set the final deal amount
Best practices
- Be consistent — Track the same metric (AUM, revenue, or fees) across all opportunities
- Be realistic — Do not inflate values to make the pipeline look better
- Update regularly — Adjust value and probability as you learn more
- Use weighted pipeline — Weighted totals are more useful than gross totals for forecasting
- Review closed deals — Compare closed values to initial estimates to improve future accuracy
Next steps
