Led by Eric Baer. Every prospect whose story ended in 2026, split three ways: became a client, got a contract and declined, or stopped responding.
Three outcomes are tracked. Colour here is categorical, not a verdict: the hatched green marks a different kind of ending, one where no decision was ever reached.
Two rates follow from that. Conversion is 32.3%, clients as a share of everything that ended. Close rate is 46.8%, clients as a share of the 173 prospects who actually reached a decision. The gap between the two is the cost of going dark.
Reach back out is a count, not a rate, and it is a live figure rather than a 2026 total. It is how many prospects are sitting in that stage right now, limited to ones that arrived there this year. 212 tickets passed through the stage during 2026 but only 81 are still in it, and the other 131 have already resolved one way or another. It stays out of the conversion and close rate denominators, because Reach Back Out is a holding state rather than a settled outcome, which is also why there is no honest percentage to show for it.
Counted by when the outcome happened, not by when the prospect first qualified. Someone who booked a call in December and signed in January is a 2026 win. Prospects screened out as not a good fit are excluded entirely and never count against an advisor.
Bar length is total outcomes, so volume and mix are both visible. The current quarter is still running, so read its rates as provisional.
Other teams are not broken out here. The firm average is the benchmark, so you can see where you stand without seeing individual peers. Bar length is contracts delivered, so the firm bar is longer simply because it covers everyone.
Rates on fewer than 10 total outcomes are shown in grey. At that size the number swings on a single outcome, so treat it as a conversation starter rather than a score.
These two groups are still excluded from all three metrics above, for different reasons.