How it works
An adviser's sale usually runs in steps: the Set, when someone agrees to meet, the Opening, the Closing, and the signed case. The Opening is the first time you sit down together, in person or on a video call.
It has three jobs. The prospect learns who you are and how you work. You both agree what the meeting is for, such as checking their family's cover or planning for a child's education. And you start the fact-find, because MAS expects the client's circumstances to be collected before you recommend anything.
In Palby Sales Tracker, Opening is one of the nine starting tiles, logged in one tap between Set and Closing, and it carries the points your team set. The funnel counts Set to Opening to Closing to Closed, against the team. You'll sometimes hear "opening" used for the first minute of a sales call. This page means the meeting.
Worked example, with made-up rates. Say you want 4 closed cases a month:
- 1 in 2 of your Closings signs, so you need 8 Closings.
- 2 in 3 Openings reach a Closing, so you need 12 Openings.
- 3 in 4 Sets turn up, so you need 16 Sets.
That's 3 Openings a week, from 4 Sets.
Count an Opening on the day it happens. A Set that doesn't turn up still counts as a Set, and it never becomes an Opening.
Where it shows up in your week
Openings slip when the diary fills with reviews. The activity log records each one in one tap, and the board moves within seconds.
Related terms
Questions advisors ask
A Set is the appointment booked. An Opening is that first meeting actually held.
If it does the same job as the meeting, yes. Agree the rule with your team so everyone counts the same way.
Usually it starts there. MAS expects the client's circumstances to be collected before any recommendation.
Work back from your case target and your own rates. The worked example above shows how.
Sources
- MAS Notice FAA-N16, Recommendations on Investment Products, last revised 29 December 2025, paragraph 11, read 2 November 2026