> ## Documentation Index > Fetch the complete documentation index at: https://docs.bizaxl.com/llms.txt > Use this file to discover all available pages before exploring further. # Leads and conversion > How advisors capture and qualify leads, log the agreed or disagreed call, and turn a lead into a client automatically by submitting its E-Application, which provisions the portal login. A lead is a prospect an advisor is working towards a sale. This page covers that journey: the advisor captures the lead and logs the outcome of the qualifying call, then works the lead through the advisory sequence. Submitting the lead's E-Application turns it into a client with a portal login automatically, with no separate admin conversion step. ## Capturing and qualifying a lead (advisor) Open **Leads** in the advisor portal and add a prospect. As you log calls and follow-ups, move the lead along its pipeline. The system scores the lead as you go and bands it Hot, Warm, or Cold so you know who to call next. The My Leads page in the advisor portal, showing scored and ranked prospects. The Add a new lead form in the advisor portal. ### Field guide: the lead record | Field | What it means | | --------------------------------------- | ---------------------------------------------------------------------------------------------------- | | Lead Name | The prospect's name. Required. | | Mobile | The prospect's phone number. Required. | | Email | The prospect's email, used later for the portal login if they convert. | | Age | The prospect's age, used in scoring and later advisory work. | | Monthly Salary / Annual Income | Income figures that feed the lead score and any Need Analysis. | | City / Occupation | Where the prospect lives and what they do. | | Lead Source | Where the lead came from: Referral, Walk-in, Digital Card, Microsite, Campaign, Cold Call, or Other. | | Assigned Agent | The advisor working this lead. | | Workflow State | The pipeline stage: New, Contacted, Qualified, Proposal, Converted, or Lost. | | Priority | High, Medium, or Low. | | Agent Called / Call Outcome / Called On | Whether the qualifying call has happened, its result (Pending, Agreed, or Disagreed), and when. | | Lead Score / Score Band | The calculated score and its band: Hot, Warm, or Cold. | | Conversion Probability | The estimated chance of converting, as a percentage. | | Next Best Action | A suggested next step for this lead. | | Interested Products | The plans the prospect is interested in, with a suggested sum assured and estimated premium each. | | Notes | Free-text notes on the prospect. | ### Logging a follow-up Every touchpoint you record is a follow-up activity on the lead. | Field | What it means | | ------------------- | ----------------------------------------------------------------------------- | | Mode | How you reached out: Call, Email, WhatsApp, Meeting, or SMS. | | Outcome | The result: Interested, Not Interested, Call Back, No Response, or Converted. | | Next Follow-up Date | When to reach out again. | | Notes | What was discussed. | ### Logging the qualifying call: agreed or disagreed When you have the deciding conversation, record its result with one action, right from the lead. Go to **Leads** and open the prospect you spoke with. Choose **Call: Agreed** if the prospect wants to go ahead, or **Call: Disagreed** if they do not. An **Agreed** call marks the lead ready to move into the advisory sequence and notifies an admin. A **Disagreed** call closes the lead as Lost. Logging the call is a one-time action per lead. Once a call outcome is recorded (or the lead is converted or lost), the call buttons no longer appear. Be sure of the outcome before you record it, especially Disagreed, which closes the lead as Lost. ## Turning a lead into a client There is no separate conversion step and no Conversions area to visit. From the lead's own detail page you run the advisory sequence in order, and **submitting the E-Application at the end is what turns the lead into a client**. The system creates the client record, provisions their portal login, and links the new client back to the lead it came from, all in one action. A converted lead's detail page showing profile information, the next best action, advisory sequence, and pipeline actions. From the lead's detail page, start the advisory sequence. It runs **Need Analysis**, then **Sales Illustration**, then **E-Application**, each anchored on this lead. Each of the three forms carries an advisor selector. An admin can assign any advisor to the work; the lead's current advisor is pre-filled when they are still active. A logged-in advisor's own forms are fixed to themselves. Complete the proposal with nominees, health declarations, confirmed KYC, and the client's consent, then submit it. No client record needs to exist first: the E-Application is filed against the lead. On submission the lead is turned into a client with a portal login, using the email captured on the lead. The advisor then carries the same application through review and approval on the page. The new client's portal login is set up for them at submission. If the lead had a portal password pre-set (an admin can do this when adding the lead), that password is applied. Otherwise the system produces a shareable reset link the advisor hands over, so the client can set their own password before their first sign-in. An email must be present on the lead for a portal login to work. ## Who does what | Step | Responsible | | --------------------------------------------------------------------------------------- | ----------- | | Capture the lead, log calls and follow-ups, move the pipeline | Advisor | | Log the Agreed / Disagreed call outcome | Advisor | | Run the advisory sequence and submit the E-Application (which creates the client) | Advisor | | Assign a different advisor on the advisory forms, or pre-set the lead's portal password | Admin | ## Dependencies * **Before you can convert:** the lead must reach the E-Application and have the client's consent to submit it. * **What conversion needs:** an advisor assigned to the work and an email on the lead for the portal login. * **What conversion feeds:** a new client record (see [Customer self-service](./customer-self-service)) that carries straight on through application review and into a policy. ## Best practices * **Work the pipeline in order.** Move a lead through New, Contacted, Qualified, and Proposal rather than jumping ahead. The system re-scores the lead as you progress, so your Hot, Warm, and Cold priorities stay accurate. * **Capture the email early.** The email on the lead becomes the client's portal login when the E-Application is submitted, so record it while you are qualifying. * **Log the call outcome honestly and promptly.** An Agreed call is what moves the lead into the advisory sequence; leaving it unlogged stalls the sale. * **Run the sequence in order.** A Need Analysis and a Sales Illustration before the E-Application give a cleaner proposal, and the sooner the E-Application is submitted the sooner the client has a portal login and the sale can progress.