Fees are searched more than any service. Somebody typing what advisers charge is doing due diligence before committing, and a firm that publishes real numbers ends that search on its own page.
Old pensions are the most valuable recurring theme. People reach their fifties with three or four schemes they cannot track, and the searches about consolidating them come from exactly the clients firms want.
Life events produce the largest cases. An inheritance, the sale of a business or a divorce settlement puts a significant sum in play and a person who has never needed advice before.
Meeting in person still matters, even when the work is remote. Most people want one conversation across a table before handing over the management of their money, which keeps local search relevant in an otherwise national market.