Hot Lead vs In Progress vs Identified (When to Change Status)

Status is what makes your pipeline usable. If you don’t update status, the dashboard will not reflect reality.

Identified

Meaning: You spotted a need. You have not advanced it yet.

Examples:

• Outdated estate documents discovered
• Missing insurance policy documentation
• No beneficiary review in years

Move to In Progress when: you schedule a discussion or request documents.

In Progress

Meaning: You are actively working the opportunity.

Examples:

• Client sent documents for review
• You’re building a proposal or plan
• You booked a decision meeting

Move to Hot Lead when: the client is engaged and a decision is pending soon.

Hot Lead

Meaning: This is time-sensitive and close to a decision.

Examples:

• Client asked for final numbers and timeline
• Client requested next steps this week
• Proposal delivered, waiting on signature/approval

Advisor rule: Hot Lead requires same-day or next-day follow-up. If it cools off, downgrade to In Progress and re-advance it.