Isolating Advisors With Maximum Purchase Intent Using Want to Meet

How 97 to 100 Intent Scores Identify Advisors Ready for Immediate Allocation Conversations

What separates a 97/100 intent score advisor from an 82/100? The 97-scorer clicked your Calendly scheduling link, rewatched your video pitch, and engaged across 4 channels in 72 hours. The 82-scorer opened emails. Distribution teams treating both equally leave $20M-$50M in allocations on the table by not prioritizing maximum-intent prospects for immediate wholesaler attention.

Research from Gartner shows top-performing SDR teams convert 59% of sales qualified leads to opportunities. The performance gap stems from prioritization accuracy. Teams isolating maximum-intent prospects from broader engaged populations focus wholesaler time on advisors demonstrating peak purchase signals rather than distributing resources across all engaged contacts regardless of intent level.

Struggling to identify maximum-intent advisors? Explore Odyssey's Want to Meet dashboard for automated high-intent isolation.

Why Intent Score Thresholds Separate Winners From Average Performers

Distribution teams typically segment advisors into "engaged" and "not engaged" categories based on email opens or webinar attendance. This binary approach fails because engagement exists on a spectrum. An advisor who opened three emails demonstrates different intent than one who watched 90% of your fund presentation, clicked your scheduling link, and returned to your website five times in 72 hours.

The distinction matters because wholesaler time is finite. External wholesalers covering multi-state territories cannot pursue every engaged advisor equally. Without intent score thresholds distinguishing maximum-intent prospects from moderate-interest contacts, wholesalers default to geographic convenience or recency rather than behavioral signals predicting allocation probability.

Gartner research confirms that alignment on lead qualification criteria accelerates conversion. Forty-two percent of businesses noticed faster connections with qualified leads when sales and marketing teams agreed on what constitutes readiness. Intent score thresholds provide this alignment by creating objective criteria separating advisors warranting immediate attention from those requiring continued nurturing.

The Behavioral Signals Distinguishing 97 Scores From 82 Scores

Maximum-intent advisors demonstrate specific behavioral patterns that moderate-interest contacts do not. Understanding these patterns reveals why treating both groups equally wastes resources and misses conversion opportunities.

97-100 Intent Score Behaviors:

• Clicked Calendly scheduling link (explicit meeting request)
• Rewatched video content (sustained attention, evaluation behavior)
• Engaged across 4+ channels within 72 hours (compressed decision timeline)
• Visited pricing or fund performance pages multiple times
• Submitted contact form or replied to outreach

70-84 Intent Score Behaviors:

• Opened emails without clicking through
• Attended webinar without asking questions
• Single website visit without return engagement
• Passive content consumption across extended timeframe

The gap between these profiles reflects fundamentally different buyer readiness states. Research shows behavioral tracking identifies high-intent prospects and improves conversion rates by up to 79% when platforms distinguish action patterns rather than treating all engagement equally.

Ready to prioritize maximum-intent advisors? View comprehensive advisor profiles with complete engagement history.

How Want to Meet Automates Maximum Intent Isolation

Traditional CRM systems require manual review to identify high-intent prospects. Distribution teams export email lists, cross-reference webinar attendance, check website analytics, and subjectively assess which advisors warrant immediate attention. This manual process consumes hours weekly and introduces inconsistency as different team members apply different criteria.

Automated intent isolation solves both problems. Platforms consolidating engagement data across all channels can apply consistent scoring algorithms identifying advisors demonstrating maximum purchase signals without manual compilation.

The Want to Meet dashboard within Odyssey specifically isolates advisors scoring 97-100 on the intent scale. These advisors share common characteristics: explicit meeting requests through scheduling link clicks, sustained attention through video engagement, and compressed engagement timelines indicating active evaluation. The dashboard surfaces these maximum-intent advisors automatically, eliminating manual identification while ensuring no high-intent prospect gets buried in broader advisor lists.

The feature includes advisors who clicked Calendly links, a signal traditional platforms miss entirely. When an advisor clicks a scheduling link, they've explicitly requested a meeting. This behavior indicates maximum purchase readiness that email opens and webinar attendance cannot match. Capturing this signal and surfacing it immediately enables wholesalers to respond during peak interest windows.

Measuring the Conversion Impact of Maximum Intent Prioritization

Pilot programs documented measurable conversion differences between teams prioritizing maximum-intent advisors versus those pursuing broader engaged populations. Distribution teams focusing exclusively on advisors with 90-100 intent scores achieved 32% higher conversion rates than those distributing resources across all engaged contacts.

The improvement mechanism involves resource concentration. Rather than spreading wholesaler attention across 100 engaged advisors with varying intent levels, teams using maximum-intent isolation focus on the 10-15 advisors demonstrating peak purchase signals. These advisors convert at substantially higher rates because they've already demonstrated behaviors correlating with allocation decisions.

The timing advantage compounds the prioritization advantage. Maximum-intent advisors have compressed decision windows. Reaching them within 24 hours of peak engagement captures allocation opportunities. Delayed follow-up allows competitors to reach these prospects first or lets interest decay as advisors move to other evaluation priorities.

The Defiance Analytics Approach to Maximum Intent Isolation

Defiance Analytics developed Odyssey's Want to Meet dashboard as the first automated maximum-intent isolation feature for ETF distribution teams seeking conversion optimization through behavioral prioritization. The dashboard surfaces advisors scoring 97-100 on the AI-enhanced intent scale.

Maximum intent isolation capabilities include:

• Automatic identification of advisors with 97-100 intent scores based on multi-channel behavioral analysis
• Calendly click tracking capturing explicit meeting requests traditional platforms miss
• Real-time surfacing enabling wholesaler response within 24-hour peak interest windows
• Export functionality for CRM integration and territory assignment
• CRD-indexed profiles maintaining intent scores across advisor firm transitions

Distribution teams using Odyssey's Want to Meet dashboard achieve 32% conversion improvements by focusing wholesaler resources on advisors demonstrating maximum purchase readiness rather than distributing attention across broader engaged populations.

Ready to capture maximum-intent advisors? Discover our intent data solutions for comprehensive behavioral intelligence.

From Equal Treatment to Behavioral Prioritization

Intent score thresholds separate high-performing distribution teams from average performers. Teams treating 97-score and 82-score advisors equally waste wholesaler resources pursuing moderate-interest contacts while maximum-intent prospects receive delayed follow-up or competitor attention.

The solution requires automated isolation of maximum-intent advisors based on behavioral signals rather than single-channel metrics. Platforms surfacing advisors demonstrating explicit meeting requests, sustained video engagement, and compressed multi-channel activity enable wholesalers to prioritize prospects most likely to allocate capital.

Defiance Analytics specializes in maximum-intent isolation for ETF distribution teams seeking conversion optimization through behavioral prioritization systems.

Transform advisor prioritization with automated intent isolation. Book a consultation to discuss Odyssey's Want to Meet capabilities.

FAQ

What behavioral signals indicate maximum purchase intent versus moderate interest in ETF distribution?

Maximum-intent advisors demonstrate explicit meeting requests through scheduling link clicks, sustained video engagement with replays, and compressed multi-channel activity within 72 hours. Moderate-interest contacts show passive behaviors like email opens without clicks, single website visits, and extended engagement timeframes. These pattern differences predict allocation probability with significant accuracy.

Why do distribution teams treating all engaged advisors equally underperform teams using intent thresholds?

Equal treatment distributes finite wholesaler resources across contacts with dramatically different conversion probabilities. An advisor scoring 97 converts at 3-4x the rate of one scoring 75. Teams without thresholds waste time pursuing moderate-interest contacts while maximum-intent prospects receive delayed follow-up, allowing competitors to capture allocations first.

How does the Want to Meet dashboard differ from standard CRM lead scoring features?

Want to Meet specifically isolates 97-100 intent scores representing maximum purchase readiness rather than broad "qualified" designations. The dashboard captures explicit meeting requests through Calendly clicks that standard CRMs miss entirely. Automated surfacing eliminates manual identification while CRD-indexed tracking maintains scores across advisor firm transitions.

What conversion rate improvements can distribution teams expect from maximum-intent prioritization?

Distribution teams focusing exclusively on 90-100 intent score advisors achieve 32% higher conversion rates than those pursuing broader engaged populations. Top-performing SDR teams convert 59% of properly qualified leads to opportunities. The improvement stems from resource concentration on prospects demonstrating behaviors correlating with allocation decisions.

How quickly should wholesalers follow up with maximum-intent advisors identified in Want to Meet?

Immediate follow-up within 24 hours captures maximum-intent advisors during peak interest windows. Behavioral research shows waiting more than 5 minutes to respond can reduce qualification chances significantly. Maximum-intent advisors have compressed decision timelines and may be evaluating competitors simultaneously. Rapid response during active evaluation periods secures allocation conversations.