Australia’s trading environment is becoming more connected, more automated and increasingly international.

For brokers, wealth managers and other financial firms, the technology challenge is not simply what to modernise. It is how to connect markets, data and workflows more effectively, while retaining the flexibility to adapt as end client requirements and market opportunities change.

This matters because connectivity now extends well beyond the connection between a broker and an exchange. Trading depends increasingly on an ecosystem spanning client-facing applications, market data providers, counterparties, multiple execution venues, clearing and settlement infrastructure and custodians. The more fragmented those connections become, the greater the integration burden each time a firm adds or adapts a market, service or capability.

Australia’s market infrastructure is undergoing significant changes. ASX SR16 will replace its existing trading engine, as well as a multi-year update to clearing and settlement systems. NSX is implementing a new trading platform based on Aquis Equinox technology. Cboe Australia acquired TMX Australia Exchange and is migrating systems and platforms to its AlphaX trading engine. These are distinct initiatives, but each illustrates the short term evolution of Australian trading infrastructure.

From more connections to better connectivity

Connecting to three new trading engines is only part of the story. The bigger question is how easily these can be developed, tested and integrated. Many firms are working with technology environments built over years, often around individual markets and asset classes, and specific client requirements. Point-to-point connections may perform their intended function perfectly well, but complexity and operational risk grows as more connections are made.

A change to an interface, a new source of liquidity or an adapted market data feed can require work across several interconnected systems. This increases the value of modular architecture, open APIs and standardised connectivity.

While FIX has become fundamental to trading, the solutions around it are evolving, from individually engineered connections towards more centralised and flexible connectivity models that make it easier to onboard counterparties, introduce services and manage change consistently.

Cloud-based and modular platforms support the same objective, allowing individual components to be upgraded, integrated and scaled without wholesale change across the technology environment.

Few financial firms have the luxury of modernising trading infrastructure from a blank sheet of paper. Existing applications, market connections and workflows require substantial ongoing investment and must continue to support end clients as new capabilities are introduced.

If every external change triggers extensive internal development, delivery takes longer, implementation risks and costs rise, and business cases that might otherwise be attractive become harder to justify.

Global markets stretching the trading day

International market access adds another dimension. Australian investors can access markets and asset classes beyond domestic equities, requiring firms to connect trade execution, market data, FX, risk and post-trade processes across jurisdictions and time zones.

At the same time, many major international exchanges are extending the trading day. Nasdaq is scheduled to introduce 23-hour weekday trading before the end of 2026, as are Cboe (US equities on EDGX) and NYSE Arca. In the UK, London Stock Exchange is developing LSE 24, a separate, near-continuous trading venue, expected to launch in the first half of 2027 (subject to regulatory approval).

Firms offering international market access need the flexibility to respond as overseas markets evolve, but that does not necessarily mean adopting every new capability. Each decision should be driven by end client demand and commercial opportunity - and must also consider whether existing infrastructure and operating models can support the change at an acceptable cost.

The overarching goal is building in the technological flexibility to evolve with market and end client requirements, while preserving economic choice over which opportunities to pursue, and when.

Connected markets need connected data

Market connectivity has limited value if firms cannot make effective commercial use of the information moving across those connections. Whether accessing domestic or international markets, firms must be able to capture and manage market and trading data efficiently from multiple venues, counterparties, trading systems and client-facing applications.

Good data management brings together real-time pricing and market depth with other decision-influencing information, including news, fundamentals, corporate actions and analytics, and normalises it for consistent use across trading and operational workflows. Adding more data does not automatically create better information. Firms need reliable, trusted data, accessible across systems and processes, to support all required functions and workflows.

AI starts with data readiness

AI incorporation takes that requirement further. Its practical applications in trading can range from complex analytics and market-data enquiry to liquidity and transaction-cost analysis, portfolio intelligence, workflow automation and operational monitoring.

The starting point is not where AI can be integrated into a workflow. It is whether underlying data is sufficiently accurate, accessible and well governed, the process itself is suitable for automation, and the resulting AI enablement meets a genuine client, business or commercial need.

To that end, AI readiness and connectivity readiness go hand in hand. Both depend on the ability to bring information together across systems, rather than supporting isolated applications and data sets.

Building resilience into a more connected market

Ultimately, a technology failure will likely become a service failure. Every additional connection, application, automated process and third-party service potentially creates a new infrastructure dependency. Increasingly, these dependencies span domestic and international operations, and longer offshore trading periods reduce traditional maintenance and support windows.

Resilience has to be designed into modernisation strategies.

Firms need visibility across dependencies. effective monitoring and recovery processes, appropriate risk controls and the ability to accommodate exchange and regulatory changes, without destabilising established services.

As markets become more automated, and operate for longer, resilience also has to extend right across the broader operating model rather than being treated purely as a local technology issue.

Modernisation should create business choice

Market infrastructure and trading technology is advancing at different speeds. Being prepared for a more connected market means managing the gaps between those changes. Australian firms will modernise at different paces, because their clients, business models and existing technology commitments are varied: a retail broker providing international equity access will make different choices to a wealth manager or institutional participant.

The business case for modernisation is not technology for its own sake. It is creating the ability to connect a new or changed market, or counterparty, more quickly, introduce products and services without disproportionate redevelopment. automate manual processes and make better use of data, and reduce the cost and operational burden of change.

What does readiness for a more connected market mean?:

• Responding to infrastructure change without disrupting existing systems and services.
• Extending international and multi-asset market access as client demand and the business case justify it, including the ability to support 23/5 and other extended-hours trading as required.
• Introducing new applications and connections through flexible APIs and standardised connectivity, without breaking established workflows.
• Bringing data together across systems, breaking down silos and supporting more automated, data-driven and AI-enabled processes.
• Strengthening resilience and data governance as connectivity, automation and third-party dependencies proliferate.
• Measuring the impact of modernisation through practical measurement like time-to-connect, uptime, levels of automation and cost-to-serve.

Australian market participants cannot control the pace at which exchanges, end client expectations and technologies evolve. What they can control is whether their operating infrastructure gives the business the freedom to respond effectively.

This article was originally published in SIAA Monthly

Advice firms often use several systems to manage client relationships, planning, workflows and business operations. This can make it difficult to understand whether a CRM is enough, or whether the business needs a broader financial adviser software platform.

The answer depends on the firm’s requirements, existing technology and future plans. A CRM may be an important part of the solution, but it may not support every stage of the advice journey on its own.

This article explains the difference between financial adviser software and CRM systems, the capabilities that may overlap and the questions to ask when comparing options. It forms part of our complete guide to financial adviser software.

Financial adviser software vs CRM: what’s the difference?

Financial adviser software and CRM systems can overlap, but they are not always the same thing. A CRM generally focuses on managing relationships, records, activities and communications. Financial adviser software may include CRM functionality alongside financial planning, advice workflows, documentation, portfolio information, reporting and business operations.

Understanding the difference can help firms define what they actually need before comparing platforms.

What is a CRM?

Customer relationship management software helps businesses organise information about customers and manage interactions with them. For an advice firm, this may include client records, contact details, meetings, tasks, notes, communications and follow-up activity.

What does a financial adviser CRM manage?

A financial adviser CRM may help teams manage:

• Client records and household information.
• Adviser and support-team tasks.
• Meetings and communications.
• Lead and opportunity activity.
• Documents and notes.
• Review dates and follow-up actions.
• Workflow stages and case status.

These capabilities can be valuable, but they may not cover the wider planning and advice requirements of a regulated advice business.

What does financial adviser software add beyond CRM?

Depending on the platform, financial adviser software may also support:

• Fact-finding and client discovery.
• Financial planning and modelling.
• Advice documentation and recommendations.
• Implementation workflows.
• Ongoing review processes.
• Portfolio and investment information.
• Client portals.
• Compliance and reporting.
• Revenue and remuneration management.
• Integrations and datafeeds.

Xplan combines financial planning tools with CRM and back-office functionality for advice firms.

When might a standalone CRM be sufficient?

A standalone CRM may be suitable when a firm primarily needs to manage relationships, activities and communications, and already has effective tools for planning, advice documentation, portfolio management and compliance processes.

When might an integrated advice platform be more suitable?

An integrated platform may be more appropriate when a firm wants to connect client management with financial planning, advice workflows, documentation, reviews and business reporting. The benefit is not simply having more features; it is reducing fragmentation between the activities that make up the advice process.

How do CRM, planning, workflows and compliance connect?

Client information often sits at the centre of the advice journey. When systems are connected, data may be reused across fact-finding, planning, recommendations, workflows and reviews. This can reduce rekeying and improve visibility, provided the data is accurate and the processes are well managed.

Xplan Integrations provides more information about connecting adviser technology.

What about client communication?

A client portal can extend the relationship beyond the adviser’s internal CRM. It may support secure communication, document sharing and information exchange. Client Portal is designed to help advisers and wealth managers communicate securely with clients online.

Questions to ask when comparing platforms

• Do we need CRM only, or wider advice functionality?
• Can client data flow between planning and workflow tools?
• How are documents, recommendations and reviews managed?
• What reporting and compliance support is available?
• Can the platform connect with our existing systems?
• How will the solution support future growth?

Summary

CRM is an important part of financial adviser software, but it is not always the whole solution. Firms should compare platforms based on their complete advice journey, operational requirements and future plans.

Next step

Find out how Iress combines financial planning, CRM and back-office functionality or request a demonstration.

Administration is a necessary part of running an advice business, but manual processes can make it harder for advisers and support teams to focus on clients. As firms grow, repeated data entry, disconnected systems, document handling and workflow handoffs can create avoidable pressure.

Financial adviser software can help firms identify and streamline these processes by connecting client information, workflows, documents, reporting and business activity. The goal is not to automate professional judgement, but to reduce avoidable administration and create more consistent ways of working.

This article explores where administration can build up, how connected software can help and what firms should consider before changing their processes. It forms part of our complete guide to financial adviser software.

How can financial adviser software reduce administration?

Financial adviser software can reduce administration by connecting client data, workflows, documents, reporting and business processes. Instead of relying on disconnected spreadsheets, emails and systems, advice firms can create more consistent ways of managing work from client discovery through to ongoing reviews.

The aim is not to automate professional judgement. It is to reduce avoidable manual work so advisers and support teams can spend more time on clients and higher-value activity.

Why is administration a challenge for advice firms?

Advice firms manage detailed client information, multiple documents, review dates, workflows, regulatory requirements and business processes. As the firm grows, manual handoffs and duplicate data entry can create delays, inconsistent records and limited visibility of work in progress.

Where do manual processes create friction?

Common pressure points may include:

• Re-entering client information in several systems.
• Searching for the latest documents or data.
• Tracking tasks through email or spreadsheets.
• Preparing recurring reports manually.
• Chasing information from clients and providers.
• Managing review activity inconsistently.
• Reconciling revenue and remuneration data.

The most valuable opportunities will differ between firms, so an effective review should identify the processes that create the greatest operational cost or client friction.

How connected client data can reduce rekeying

When information is captured once and reused appropriately across connected workflows, teams may spend less time copying data between systems. This can improve efficiency and reduce the risk of inconsistent records, although firms still need appropriate data-quality checks and controls.

How workflow automation supports consistency

Workflow tools can help firms define repeatable steps, allocate responsibilities, track progress and identify outstanding actions. Standardised workflows may be particularly useful for onboarding, advice preparation, implementation and review processes.

How templates and documentation support efficiency

Templates can help teams create consistent documents and communications for recurring activities. They should be governed carefully and reviewed regularly so that standardisation supports quality rather than creating outdated or inappropriate content.

How integrations connect the advice journey

Integrations can help information move between CRM, planning, portfolio, client-communication and business-management tools. Xplan Integrations provides a relevant route for exploring connected adviser technology.

How client portals can reduce communication friction

A client portal may help firms share documents, collect information and communicate securely without relying on fragmented email exchanges. Client Portal is designed to support secure online communication between advisers and clients.

How reporting improves management visibility

Connected reporting can help practice leaders understand workflow volumes, outstanding tasks, service activity and business performance. Better visibility can support earlier intervention and more informed decisions about resources and process improvement.

How revenue management can reduce operational effort

Revenue and remuneration processes can become complex as firms grow. Technology such as CommPay can support revenue reconciliation, reporting and remuneration management, subject to the firm’s specific requirements and configuration.

How software can support growth

Reducing avoidable administration can help a firm increase capacity without adding the same level of manual effort for every new client or advice case. Growth still depends on people, processes, service quality and commercial strategy, but connected software can provide a more scalable operational foundation.

What should firms assess before automating?

Before selecting or configuring software, firms should assess:

• Which processes consume the most time?
• Where is information entered more than once?
• Which handoffs create delays or errors?
• Which activities need stronger visibility or auditability?
• What should remain subject to adviser judgement?
• How will users be trained and supported?
• How will the firm measure improvement?

Summary

Financial adviser software can help reduce administration by connecting information, workflows and business processes. The greatest benefit usually comes from combining appropriate technology with clear ownership, good data, well-designed workflows and active user adoption.

Next step

Talk to Iress about improving efficiency across your advice business or request a demonstration.

Financial adviser firms rely on a series of connected activities to deliver advice, from capturing client information and understanding goals to building plans, documenting recommendations and managing ongoing reviews.

When these activities are supported by disconnected systems, advisers and support teams may spend unnecessary time re-entering information, checking progress and moving documents between tools. Connected financial adviser software can help bring these stages together, giving firms a clearer view of the advice journey and the work required at each point.

This article explains how financial adviser software works in practice, what each stage of the advice process involves and how integrations can support more efficient workflows. It forms part of our complete guide to financial adviser software.

How does financial adviser software work?

Financial adviser software works by bringing client information, financial planning tools, workflows, documentation and business processes together in one environment. Instead of managing each stage separately, advice firms can use connected data and defined workflows to support the advice journey from initial discovery through to ongoing reviews.

The exact process differs between platforms, but the typical workflow includes the following stages.

1. Capture client information

The process starts with collecting information about the client’s circumstances, objectives, finances, existing arrangements and priorities. A centralised client record can help advisers and support teams access the information they need without repeatedly requesting or re-keying the same details.

2. Understand goals and circumstances

Advisers use the information gathered to understand the client’s current position and longer-term goals. This may involve analysing assets, liabilities, income, expenditure, protection needs, retirement objectives and investment preferences.

3. Build and model financial plans

Financial planning tools can help advisers model different scenarios, explore potential outcomes and explain recommendations to clients. Iress Xplan Advice Tools provides a relevant product route for this part of the journey.

4. Create and document recommendations

Once the adviser has assessed the client’s needs, the software can support the preparation of recommendations, reports, documentation and related tasks. Templates and structured workflows may help firms improve consistency, although the advice and suitability assessment remain the responsibility of the adviser and firm.

5. Implement advice

Implementation involves progressing agreed recommendations, coordinating actions and recording relevant activity. Connected workflows can help teams understand what has been completed, what remains outstanding and who is responsible for the next step.

6. Manage ongoing reviews

Advice does not end when the initial recommendation is implemented. Firms may use software to schedule reviews, track tasks, update client information, monitor portfolios and prepare for future advice conversations.

7. Support compliance and reporting

Financial adviser software can help firms maintain clearer records of client information, workflows, documents and activity. Reporting tools can also support management oversight and operational review. Software does not replace a firm’s regulatory responsibilities, policies or professional judgement.

8. Manage business operations and revenue

Some platforms connect advice delivery with wider business processes, including reporting, revenue, remuneration and reconciliation. CommPay is a relevant example of revenue management software for advisers.

How do integrations improve the process?

Integrations allow information to move between connected systems, reducing duplicate data entry and helping teams work from more consistent information. Explore Xplan Integrations to understand how connected technology can support advice workflows.

Summary

Financial adviser software works by connecting the information, tools and workflows used throughout the advice journey. The value comes from combining appropriate functionality with good implementation, clear processes, quality data and effective user adoption.

Next step

Explore Iress financial advice software to see how financial planning, client management, workflows and business operations can work together.

Choosing financial adviser software is an important decision for any advice business. The platform needs to support the way your firm works today, while also giving you the flexibility to improve processes, connect systems and grow over time.

A long list of features does not necessarily mean a solution will be right for your firm. What matters is how well the technology supports the complete advice journey, how easily it fits into your existing processes and whether it can deliver practical benefits for advisers, support teams and clients.

This guide outlines the key features to consider when comparing platforms. It forms part of our complete guide to financial adviser software.

What features should you look for in financial adviser software?

The right financial adviser software should support the way your firm delivers advice today while giving you a practical foundation for future growth. When comparing platforms, look beyond individual features and assess how well the technology connects the full advice journey.

Complete advice-lifecycle support

Consider whether the platform supports client discovery, financial planning, recommendations, implementation and ongoing reviews. A joined-up workflow can help reduce handoffs between disconnected tools and make it easier to manage the client journey.

CRM and back-office functionality

A CRM can help firms manage client records, tasks, activities, workflows and communications. Back-office functionality may add reporting, administration and operational oversight. Review whether these capabilities are built into the platform or require separate systems.

Explore Xplan for financial planning software with CRM and back-office functionality.

Workflow and task management

Look for workflows that reflect how your firm operates. Useful capabilities may include task allocation, status tracking, reminders, templates, approvals and visibility across teams. The goal is to create consistency without making processes unnecessarily rigid.

Financial planning and modelling

Financial planning and modelling tools can help advisers assess circumstances, explore scenarios and explain potential outcomes. Check whether the tools support the advice types, client segments and planning approaches relevant to your business.

Client portals and secure communication

Client portals can support secure document sharing, messaging, information gathering and ongoing engagement. Consider how the portal fits into the wider advice workflow and whether it offers a clear experience for clients as well as advisers.

See Client Portal for financial advisers for more information.

Portfolio management and data feeds

If your firm manages investments or portfolios, assess how the software handles valuations, transactions, holdings, data feeds and reconciliation. Reliable connections can reduce manual updates and help advisers work from more current information.

Compliance and reporting

Software should help firms create consistent records, manage defined processes and produce useful reporting. Ask how it supports audit trails, document management, approvals, oversight and reporting. Remember that software supports compliance processes; it does not guarantee compliance.

Revenue and remuneration management

For firms managing adviser remuneration or complex revenue arrangements, consider whether the technology can support reconciliation, reporting, payments and oversight. CommPay is designed to support revenue and remuneration management for advisers.

Integrations and open connectivity

Review the platform’s integration capabilities, data feeds, APIs and supported connections. The most useful integrations are those that remove repetitive work and improve the movement of information between client, advice, portfolio and business systems.

See Xplan Integrations for a relevant example.

Scalability, implementation, training and support

A platform should be practical to implement and support over time. Ask about migration, configuration, training, user support, product development and how the software can adapt as your firm grows or changes its operating model.

Buyer checklist

Before choosing a platform, ask:

• Does it support our full advice lifecycle?
• Can it connect with our existing systems?
• Will it reduce duplicate data entry?
• Is it suitable for our firm size and advice model?
• Does it provide useful compliance and management reporting?
• What implementation, migration and training support is available?
• How will success and return on investment be measured?

Next step

Review Iress software for financial advice businesses or request a demonstration to discuss the capabilities most relevant to your firm.

Financial adviser software has become an important part of how modern advice firms manage client relationships, deliver financial planning and run their businesses.

As advice firms face increasing expectations around efficiency, client service, record keeping and scalable growth, disconnected systems and manual processes can make it harder to deliver a consistent advice journey. The right technology can bring client information, workflows, planning tools and business processes together, helping advisers spend less time managing administration and more time supporting clients.

Whether you are reviewing your current platform or exploring financial adviser software for the first time, this guide explains what it does, who uses it, the features to look for and how it can support the wider advice process. It forms part of our complete guide to financial adviser software.

What is financial adviser software?

Financial adviser software is technology that helps advice firms manage clients, financial plans, workflows, documentation and ongoing reviews in one connected environment. Depending on the platform, it may also support CRM, financial modelling, client communication, portfolio management, integrations, reporting and revenue management.

For advice firms, the purpose is not simply to replace spreadsheets or individual administrative tasks. The right software can connect the different stages of the advice journey, helping teams work more consistently and giving advisers more time to focus on clients.

For an overview of the wider Iress proposition, see our financial adviser software solutions.

What does financial adviser software do?

Financial adviser software can help firms manage:

• Client discovery and fact-finding.
• Financial planning and modelling.
• Advice workflows and tasks.
• Recommendations and documentation.
• Implementation and follow-up activity.
• Ongoing client reviews.
• Compliance records and reporting.
• Secure client communication.
• Portfolio and investment information.
• Revenue and remuneration processes.

The exact functionality varies between providers, so firms should assess how well a platform supports their own advice model and operational requirements.

Who uses financial adviser software?

Financial adviser software is used by independent financial advisers, financial planners, paraplanners, practice managers, operations teams, advice networks and larger wealth management businesses. It can support small firms, growing practices and enterprise networks, provided the platform can scale with their needs.

Is financial adviser software the same as a CRM?

Not necessarily. A CRM typically focuses on client records, relationships, tasks and communications. Financial adviser software may include CRM functionality alongside financial planning, advice workflows, documentation, portfolio information, compliance support and business management tools.

Read our guide to financial adviser software vs CRM for a more detailed comparison.

What is the difference between financial adviser software and financial planning software?

Financial planning software usually focuses on creating plans, modelling outcomes and presenting recommendations. Financial adviser software can include those capabilities, but may also cover CRM, workflows, client portals, reporting, integrations and business operations.

How does it support the advice lifecycle?

A connected platform can support the journey from client discovery and planning through to recommendation, implementation and ongoing review. For example, Xplan combines financial planning tools with CRM and back-office functionality, while Client Portal supports secure digital communication.

What are the main benefits?

The potential benefits include reducing manual administration, improving consistency, reducing duplicate data entry, supporting clearer records and helping firms deliver a more joined-up client experience. Benefits depend on implementation, user adoption, data quality and how well the platform fits the firm’s processes.

What should firms consider when choosing a platform?

Firms should consider the software’s functionality, integrations, scalability, user experience, implementation approach, training, support, reporting and total value. It is also important to understand which capabilities are included as standard and which require additional products or configuration.

Next step

If you are reviewing your advice technology, explore Iress financial adviser software or request a demonstration to discuss your requirements.

Fran Bruce, Protection Managing Director at Aviva shares how high value protection is becoming an increasingly important part of inheritance tax planning, estate planning and wealth transfer conversations.

Why high value protection is evolving

The high value protection market is entering a new phase.

Rising property values, and increased focus on inheritance tax (IHT) are changing the conversations advisers are having with clients. High value protection is no longer viewed simply as a way of providing cover. It now forms part of wider estate planning, wealth transfer and inheritance tax planning discussions designed to help create financial certainty for future generations.

This shift comes at a time when more clients are being drawn into the inheritance tax net. Frozen thresholds, changing tax rules and rising property values mean families are facing liabilities that may need funding rather than simply planning around. Adviser research¹ suggests many now see these developments as structural rather than temporary, creating rising demand for practical, repeatable planning solutions.

More complex needs for high-net-worth clients

As a result, client needs are becoming more complex.

Today's high-net-worth clients often require solutions that can adapt to changing circumstances, support gifting strategies, provide liquidity for estate planning and accommodate evolving tax positions. Advisers are seeking more flexible approaches that can keep pace with both legislative change and shifting client objectives without creating unnecessary complexity.

These trends are encouraging advisers to revisit long-established planning assumptions and explore new ways to support long-term financial planning outcomes.

The growing importance of service and expertise

Alongside solution flexibility, service is emerging as a key differentiator.

High value protection cases can involve complex financial arrangements, multiple professional advisers and significant underwriting requirements. In these circumstances, access to specialist expertise, clear communication and efficient processes can make a meaningful difference to both adviser and client experience.

Research with high-net-worth advisers¹ highlights the importance of operational reliability and technical support in complex estate planning cases. Advisers consistently value providers that can help them navigate complexity without adding to it, enabling them to focus on delivering positive client outcomes.

Building confidence in inheritance tax and estate planning

Education also has an important role to play.

As estate planning conversations become more sophisticated, advisers are seeking practical guidance on trusts, gifting, inheritance tax and wealth transfer. Building adviser confidence in these areas will become critical as demand for specialist planning support continues to grow.

Protection's expanding role in financial planning

For advisers, the opportunity is clear.

As high value protection becomes more closely linked to estate planning and legacy discussions, it has the potential to move earlier in the advice process and play a more strategic role in client outcomes.

The market is evolving. Advisers who embrace this broader view of protection will be well placed to help clients navigate complexity, create certainty and plan more confidently for the future.

Visit Aviva's high value hub for more information.

^Sources:

^{1.Aviva HNW Advisers Research Presentation, January 2026, the Big Window Consultancy Limited.}

In this new series, Warren O’Connell, Head of Business Development for Sourcing at Iress, sits down with some of the UK mortgage market’s movers and shakers to explore their perspectives, predictions, and personal passions driving the industry forward.

This time, Warren chats with David Hollingworth, Associate Director, Communications at L&C Mortgages, the fee free mortgage broker that's been voted the UK’s best mortgage broker 14 years in a row.

So, David, are you ready for some Home Truths?

What’s exciting you most about the UK mortgage market right now?

It’s always been a vibrant market to be involved with and advice looks set to be just as important for borrowers going forward. That’s especially true when lenders are constantly looking to differentiate and borrower circumstances increasingly don’t tick all the boxes.

When you add in the pace of change in technology and how that could help to improve or remove some of the routine processes that remain commonplace today I think we’re looking at a really exciting juncture for mortgage advisers and the industry generally.

Where do you see the biggest opportunities for brokers and intermediaries in the next 12 months?

It’s hard not to point to AI and technology, which will clearly play a key role in creating new opportunities for brokers to streamline their processes and enhance customer experience.

However we shouldn’t forget that this has been a tumultuous market in recent years and the bedrock of what brokers do for customers is to provide advice. Borrowers will have been shaken by the rapid rise in interest rates and then again when market conditions turned sharply as a result of the Middle East conflict.

With further uncertainty on the horizon, customers will be looking for tailored advice more than ever. For brokers, the opportunity lies in helping borrowers understand their options and helping them feel confident in making the right decisions.

What’s one industry challenge that you think doesn’t get talked about enough?

The ups and downs in the market have been difficult to deal with and I think there’s been some positive discussions about the toll that can take on advisers in terms of work-life balance and mental health.

The ongoing changes in rates once again highlight the sheer volume of products in the market, which poses challenges in periods of extreme volatility for advisers and lenders alike. Brokers will generally always argue that the more choice the better and we certainly want to see a varied and innovative market.

However, lenders will have hundreds if not thousands of products and we frequently see only a small proportion resonating with our advisers. Unless the other deals are finding a bigger audience elsewhere it poses the question of whether lenders should consider some simplification of their range, rather than simply filling the boxes.

At the same time, we see products like offset being withdrawn at the point when they could really strike a chord with customers.

If you could wave a magic wand and change one thing about the mortgage process, what would it be?

It can be a disjointed process to buy a house and one that can fill people with dread. If the wand could help to accelerate some of the good work that’s already underway to bring the different elements in the homebuying process together it would make a huge difference.

We’re seeing good strides in making the mortgage process ever more seamless and it should get quicker and easier. That certainty of having the mortgage in place is good for advisers but when the process becomes more clunky and painful from there it’s frustrating for everyone, especially the customer. I’m sure we’ll get closer but a magic wand would help!

What drives you personally in this industry? What keeps you motivated?

No one really wants a mortgage but they do want to be a homeowner, so helping people to achieve that, avoid mistakes and ultimately get the very best value for their mortgage over its life should be motivation for everyone.

In addition, it’s a very fast-paced market that is full of great people. While the ultimate aim of helping customers navigate the best option for them remains the same, there’s no telling what the wider market may throw at you, whether it’s a credit crisis, pandemic or ill-fated mini Budgets!

I’ve been lucky to work with so many great people over the years and the common factor is that desire to do the right thing for customers, through the downs as well as the ups, in the economy. That’s an inspiring environment to work in.

How do you see collaboration shaping the future of the mortgage space?

Without collaboration I think things would go backwards very quickly, and if we’re to see genuine progress the market will need to work together more, not less. An intermediated market can’t work effectively without there being a good degree of collaboration.

It’s a naturally competitive market which can sometimes mean different parts of the industry focus on protecting their own interests or gaining competitive edge. However, that will ultimately take the market forward as positive progression will be taken up by others.

It’s so easy to look at what continues to frustrate us all rather than consider how much things have improved. I’m therefore very optimistic that there’s enough desire to improve that there will be collaboration to continue to drive things forward.

Technology has made an enormous difference to the intermediary journey - where do you see the biggest gains still to be made?

Technology has made enormous changes but it feels like there’s still so much more that can be achieved.

There’s bound to be improvements still to come, whether that’s related to the sourcing of products, criteria tools or improving the speed and efficiency for application submission and back-office processing. Perhaps the more transformational gain could be where the homebuying journey becomes more joined up and information passes more easily and freely.

In the meantime, I think advisers remain very focused on technology that will help them deliver advice more efficiently and quickly, without compromising on quality, all with the ultimate aim of enhancing the customer experience.

How does Iress fit into your strategy, and how do our tools and partnership help you deliver better for your customers?

We’ve had a relationship with Iress over many years, to help provide us with the tools we need to do business across the mortgage and protection space. In recent years we’ve been able to help a number of lenders test their integration of Lender Connect, as they prepare for launch to enable advisers to speed up the keying of mortgage applications.

Our protection advisers need instant access to quotes from across the market to help them research and compare products when preparing their recommendation for customers. We’re working hard on ensuring protection is embedded in our process and that customers have a full understanding of the benefits and value of protection. Technology will play an important role in that.

What does success look like for you - and for the industry - over the next five years?

You’re talking to someone that spends a lot of time speaking to media to try and explain the benefits of advice, so I hope that the evolving market will not only see advisers remain at the heart of how business is done but become even more valued by customers.

One of the strengths of the broker market is its diversity but to stand out as the recognised household brand for mortgage and protection advice is therefore hard to achieve. That being said, the passion and talent in L&C is as strong as ever, so although L&C is already well known I think we can aim for further growth, to resonate with more and more customers.

Finally, if you could give one piece of advice to intermediaries navigating today’s market, what would it be?

There’s going to be a lot of change in the coming years as AI will inevitably move things on at an even greater pace than technology has already. That will bring opportunity but there will also be a lot of noise around what brokers should and shouldn’t do to keep up.

It’s therefore as important as ever to put the customer at the heart of every decision. Thinking about what the customer wants and what will help them get the best possible deal will help to keep advisers on the right path.

Thank you, David, for sharing your Home Truths.

At Iress, we have conversations like this every day and through industry meet-ups like our Mortgage Forum. By talking openly in this way, we can develop the right tools and technology to keep brokers and lenders ahead of the opportunities that exist in the mortgage market.

Look out for more Home Truths from our other friends and partners soon.

Would you like to be interviewed by Warren? Email him at warren.o’connell@iress.com

What does the latest UK sourcing data tell us about the advice market?

Our latest UK sourcing data shows that advisers are increasingly prioritising quality outcomes over volume as the market stabilises.

Every quarter, we analyse activity across our sourcing systems to identify the trends, shifts and changing behaviours shaping the UK advice market. The latest Iress Q2 Sourcing Data Insights Report shows a significantly calmer mortgage market, while protection applications remained resilient as advisers continued to focus on higher-quality client outcomes. Meanwhile, favourable rates drove annuity demand to record levels.

Summer seasonality also played a role. The World Cup and May and June heatwaves impacted activity levels on a micro level, something our Data Analyst Jimmy ‘the numbers’ Wilde explores in more detail in the full report.

Behind the football fever and heatwaves, the market may have been calmer, but it certainly wasn’t standing still.

Here are some of the key trends and observations from Q2 across mortgages, protection and retirement.

Mortgage market trends: stability returns as remortgage demand drives activity

Following months of rapid repricing and product withdrawals, the mortgage market showed signs of stabilisation during Q2. Activity across Iress mortgage sourcing platforms, Xplan Mortgage and Trigold, highlighted several important trends.

• Mortgage product shelf life increased: the average shelf life of a mortgage product almost doubled from eight days in early April to 15 days by June, giving advisers greater certainty as they navigated the ongoing refinancing wave.
• Residential product choice increased: product choice came close to record highs during June as lenders competed for borrowers coming off fixed-rate deals.
• Two-year fixes gained popularity: two-year fixed products continued to gain popularity as rates remained lower than equivalent five-year fixes.

Together, these trends point to a mortgage market becoming more stable, with advisers able to navigate a wider and more consistent range of products while supporting clients through the ongoing refinancing wave.

Protection market trends: quality over quantity

Protection data from The Exchange continues to show a market driven by committed advice rather than speculative research. The data highlights a growing focus on higher-quality advice and more efficient processes.

• Application volumes remained resilient: driven by growing market demand for higher-quality advice, application volumes have remained resilient, and conversion rates hold firm, reinforcing a growing ‘quality over quantity’ trend across the market.
• Technology is improving adviser efficiency: new Iress sourcing enhancements saved the advice market the equivalent of 182 working days in administration during the first half of 2026.
• Mortgage advice remains closely linked to protection: the data reinforces the close relationship between mortgage advice and protection, with mortgage activity acting as the strongest trigger for protection conversations.

The Q2 data, therefore, suggest that protection activity is increasingly reflecting genuine client advice needs rather than simply higher volumes of speculative research.

Retirement market trends: annuity demand reaches record levels

Demand for annuities remained exceptionally strong throughout Q2. In June, The Exchange recorded its highest monthly volume of annuity activity on record.

The key retirement trends from the quarter include:

• Favourable annuity rates continued to support demand: elevated gilt yields continue to support attractive annuity rates, encouraging advisers and clients to revisit guaranteed retirement income solutions.
• Equity release remains subdued: equity release activity remains subdued in a high-rate environment. However, growing industry discussion around housing wealth as part of retirement planning provides grounds for cautious optimism over the longer term.

The record annuity activity demonstrates the impact that market conditions can have on retirement advice, with advisers responding to favourable rates and helping clients consider guaranteed income solutions.

What are the main trends in the UK advice market in Q2?

The key takeaway from Q2 is not necessarily the volume of activity, but the quality of it.

Across mortgages, protection and retirement, Iress sourcing data shows advisers having more focused conversations with clients and helping them make decisions with greater confidence.

In mortgages, greater market stability has allowed advisers to concentrate on supporting the ongoing refinancing wave. In protection, resilient application levels suggest advisers are spending more time on committed client outcomes rather than broad product searches. Meanwhile, continued demand for annuities reflects advisers responding to favourable market conditions and helping clients lock in certainty where it matters most.

Taken together, the data indicates that advice firms are becoming increasingly efficient, using technology and market insight to spend more time with clients and less time on administration. As the market continues to evolve, the ability to combine efficiency with high-quality advice will become an increasingly important differentiator.

Where can I find the full Q2 UK sourcing data insights?

The full, in-depth Sourcing Data Insights Reports are shared exclusively with Iress clients each quarter, providing a unique view of trends across the UK mortgage, protection and retirement markets.

If you’d like to explore the latest insights, discuss our data or make a data enquiry, please speak to your Iress Account Manager or email sourcing@iress.com.

How to choose the right mortgage adviser software

Choosing mortgage sourcing software is a significant decision for any advice business.

The right platform can help advisers work more efficiently, reduce administration, support compliance and deliver a better experience for clients. The wrong solution, however, can create additional complexity, increase manual processes and make it harder for advisers to deliver consistent advice.

With mortgage markets becoming increasingly complex, product ranges expanding and regulatory expectations continuing to rise, firms need to look beyond basic product comparison when evaluating sourcing technology.

The best mortgage sourcing software should do more than just help advisers find products. It should support the wider advice process, integrate with existing technology and help firms operate more effectively as they grow.

This guide explores the key factors to consider when choosing a mortgage sourcing platform. For more, explore our guide to mortgage sourcing software for advisers.

Start with your business needs

Before comparing providers, it's important to understand what your business is trying to achieve.

Different firms will have different priorities depending on their size, client base and growth plans.

For example, a growing mortgage advice firm may be looking to:

• Reduce administration across the advice journey.
• Improve adviser productivity.
• Support more complex lending scenarios.
• Strengthen compliance processes.
• Improve collaboration across teams.
• Create a more consistent client experience.

Understanding these priorities will help you assess which features matter most and avoid choosing a platform based solely on product lists or price.

Consider lender coverage and product availability

A mortgage sourcing platform is only as useful as the market information it provides.

Comprehensive lender and product coverage gives advisers greater confidence that they are considering suitable options for each client's circumstances.

When evaluating sourcing software, consider:

• How broad is the lender panel?
• How frequently is product information updated?
• Does the platform support specialist lending scenarios?
• Can advisers search complex cases efficiently?
• Does it include the types of mortgages your clients typically require?

The mortgage market continues to diversify, with more borrowers requiring specialist solutions. A modern sourcing platform should support a wide range of scenarios, including buy-to-let, complex income cases, green mortgages and other specialist lending requirements.

Read more in our article: What modern mortgage sourcing software should deliver for advisers

Look beyond product comparison

Historically, mortgage sourcing software was primarily designed to compare mortgage products.

While comparison remains important, modern advisers need technology that supports the full advice process.

When choosing a platform, consider whether it can help advisers:

• Capture and reuse client information.
• Understand lender criteria.
• Assess suitability.
• Maintain clear records.
• Generate supporting documentation.
• Progress cases efficiently.

The strongest platforms are moving away from being standalone search tools and towards becoming part of a connected mortgage advice ecosystem.

Read more in our article: 7 essential features of modern mortgage sourcing software

Evaluate integration with your existing technology

One of the biggest challenges facing advice firms is disconnected technology.

If advisers need to enter the same information into multiple systems, the result can be unnecessary administration, increased risk of errors and slower case progression.

When reviewing mortgage sourcing software, ask:

• Does it integrate with your CRM?
• Can client information flow between systems?
• Does it support your existing workflows?
• Can it reduce duplicate data entry?
• Does it connect sourcing with compliance processes?

Integrated technology allows advisers to spend less time managing systems and more time focusing on client relationships.

Assess compliance and Consumer Duty support

Compliance is now a fundamental consideration when selecting mortgage adviser software.

Consumer Duty has increased expectations around demonstrating that firms understand client needs, provide appropriate recommendations and deliver good outcomes.

Mortgage sourcing software can support this by helping advisers create a clear record of:

• The client's circumstances.
• Products researched.
• Search criteria used.
• Options considered.
• Recommendation rationale.

When comparing platforms, consider how easily advisers can evidence their advice process and whether the technology supports robust record-keeping.

The right system should make compliance easier rather than create additional administrative work.

Read more in our article: How mortgage sourcing software can support Consumer Duty and compliance requirements

Prioritise adviser usability

Technology only creates value when advisers actually use it.

A platform may offer extensive functionality, but if the user experience is complicated or unintuitive, it can slow advisers down rather than improve efficiency.

Consider:

• How quickly can advisers complete common tasks?
• Is the search process intuitive?
• Can users easily compare products?
• Is important lender information easy to access?
• Does the platform reduce clicks and unnecessary steps?

Involve advisers in the evaluation process wherever possible. The people using the technology every day are best placed to identify whether it genuinely improves their workflow.

Think about scalability and future requirements

Mortgage advice businesses evolve.

A platform that meets today's requirements may not support tomorrow's growth if it cannot adapt as your firm changes.

When choosing mortgage sourcing software, consider whether the platform can support:

• Growing adviser teams.
• Increasing case volumes.
• New lending requirements.
• Additional compliance needs.
• Changing client expectations.

Future-ready technology should provide flexibility without requiring firms to constantly replace or add disconnected systems.

Read more on this in our article: Five signs your mortgage sourcing software is holding your business back

Consider support, implementation and ongoing investment

Choosing software isn’t just about the technology itself.

The quality of implementation, training and ongoing support can have a significant impact on adoption and long-term success.

Consider:

• What onboarding support is available?
• How quickly can advisers become confident using the platform?
• Is there ongoing product development?
• Does the provider actively listen to customer feedback?
• Are improvements made based on changing adviser needs?

A technology partner should support your business beyond the initial implementation.

Standalone sourcing software vs integrated mortgage platforms

One of the biggest decisions firms face is whether to use a standalone sourcing tool or an integrated mortgage advice platform.

Standalone systems may provide effective product comparison, but firms using multiple disconnected tools may still face challenges around:

• Duplicate data entry.
• Manual processes.
• Fragmented client records.
• Additional compliance administration.

Integrated platforms combine sourcing with wider advice workflows, helping create a more connected experience for advisers and clients.

The right approach depends on your firm's needs, but many businesses are increasingly looking for technology that supports the entire mortgage journey rather than one individual stage.

Choosing mortgage sourcing software: a checklist

How Xplan Mortgage (XPM) supports modern advice businesses

Xplan Mortgage has been designed to support advisers looking for a more connected approach to mortgage sourcing.

By bringing together mortgage sourcing, client management, workflow and compliance capabilities, Xplan Mortgage helps firms reduce manual processes and create a more efficient advice journey.

The platform supports a broad range of mortgage scenarios, with features including enhanced sourcing workflows, specialist lending filters, integrated lender information and improved reporting capabilities.

Rather than treating sourcing as a standalone activity, Xplan Mortgage connects it with the wider advice process, helping advisers spend less time managing technology and more time delivering quality outcomes for clients.

Next steps

Choosing mortgage sourcing software is ultimately about finding technology that fits the way your business works today while supporting where you want to go next.

For a complete overview of mortgage sourcing software, including how it works, key features and why it matters, explore our Guide to mortgage sourcing software for advisers.

Ready to see what a modern, integrated mortgage sourcing platform could do for your business? Request a free demo of Xplan Mortgage to see how it can help you source more efficiently, reduce administration and create a more connected advice journey.

The role of mortgage software for brokers has changed dramatically over the past decade.

What was once primarily a product comparison tool is now a critical part of the mortgage advice journey. Advisers are expected to navigate thousands of products, increasingly complex lender criteria and greater regulatory expectations, while delivering a fast, personalised service to clients.

As a result, choosing the right mortgage sourcing software is about far more than finding the best rates. Modern platforms should help advisers research the market efficiently, support compliance, reduce administration and create a more connected advice process. This is explored in more detail in our guide to mortgage sourcing software for advisers.

If you're reviewing your current technology or considering a new platform, here are seven features every modern mortgage sourcing solution should offer.

1. Comprehensive lender and product coverage

The first question many advisers ask is: Does the platform cover the market I need to advise on?

Comprehensive lender coverage remains fundamental to good mortgage sourcing. The broader the range of lenders and products available, the greater confidence advisers can have that they're identifying suitable options for each client's circumstances.

However, coverage alone isn't enough. Modern mortgage sourcing software should also help advisers navigate specialist lending scenarios, such as:

• Buy-to-let
• Joint Borrower Sole Proprietor (JBSP)
• Multi-Unit Freehold Blocks (MUFBs)
• Further advances
• Green mortgages
• Shared ownership and other niche borrowing requirements

As the mortgage market continues to diversify, sourcing technology should evolve alongside it.

Read more in our article: What modern mortgage sourcing software should deliver for advisers

2. Accurate, up-to-date product data and lender criteria

Mortgage products can change rapidly. Interest rates, lending criteria and product availability are regularly updated, and advisers need confidence that the information they're working from reflects the current market.

Reliable mortgage sourcing software should provide up-to-date product data and lender criteria, reducing the need for manual checks across multiple lenders' websites.

Fast access to accurate information helps advisers:

• Reduce research time.
• Avoid unnecessary administration.
• Minimise the risk of unsuitable recommendations.
• Deliver advice with greater confidence.

The best platforms also make lender notes and supporting information easily accessible within the sourcing journey, helping advisers understand product nuances without interrupting their workflow.

3. Intelligent criteria searching

Modern mortgage advice often involves borrowers with more complex circumstances.

Rather than reviewing individual lender websites or PDFs, advisers increasingly rely on intelligent criteria searching to identify lenders that are likely to consider a client's circumstances.

Whether researching self-employed borrowers, landlords, first-time buyers or specialist lending scenarios, advanced filtering helps advisers narrow the market more efficiently while reducing unnecessary manual research.

This becomes increasingly valuable as lender criteria continue to evolve and become more detailed.

4. Integrated workflows that reduce administration

Advisers tell us one of the biggest frustrations they face is entering the same client information into multiple systems.

Disconnected technology creates duplicate administration, increases the likelihood of errors and slows down case progression.

Modern mortgage sourcing software should integrate with wider advice technology, allowing advisers to:

• Reuse client information.
• Reduce duplicate data entry.
• Connect sourcing with CRM and client records.
• Progress cases more efficiently.
• Maintain a consistent advice journey.

Increasingly, firms are moving towards connected advice ecosystems rather than relying on separate systems for sourcing, client management and workflow.

The result is less administration and more time spent delivering personalised advice.

5. Built-in compliance support

Consumer Duty has increased the importance of demonstrating how advice decisions are made.

Technology cannot replace adviser judgement, but it can make compliance significantly easier.

Modern sourcing platforms should help firms maintain clear records of:

• Products researched.
• Search filters used.
• Products considered.
• Supporting documentation.
• Recommendation rationale.

Strong audit trails help advisers demonstrate a robust research process while reducing the administrative burden associated with record-keeping.

For more on this topic, read our article: How mortgage sourcing software can support Consumer Duty and compliance requirements.

6. An intuitive adviser experience

Even the most feature-rich platform provides limited value if advisers find it difficult to use.

A modern sourcing system should support the way advisers naturally work, helping them complete common tasks quickly without navigating multiple screens or unnecessary clicks.

Features such as:

• Streamlined navigation.
• Faster product comparison.
• Customisable search filters.
• Quick access to lender information.
• Clear comparison views.

can significantly improve day-to-day productivity.

Good user experience isn't simply about convenience; it allows advisers to spend more time with clients and less time navigating technology.

7. Technology that can grow with your business

The technology requirements of a growing advice firm are very different from those of a start-up practice.

As firms expand, they often introduce:

• More advisers.
• Higher case volumes.
• More specialist lending.
• Additional compliance requirements.
• Wider client propositions.

Mortgage sourcing software should be able to scale alongside the business without creating additional operational complexity.

That means looking beyond today's requirements and considering whether a platform can continue supporting your business over the coming years.

Read more on this topic in our article: Five signs your mortgage sourcing software is holding your business back

The future of mortgage sourcing software

Mortgage sourcing is no longer simply about comparing products.

Leading platforms are increasingly combining sourcing with client management, workflow automation, protection sourcing and compliance tools to create a more connected advice journey.

For advisers, this means:

• Less administration.
• Better data quality.
• More efficient workflows.
• Stronger compliance.
• Improved client experiences.

Rather than switching between multiple systems, firms can increasingly manage more of the advice journey within a connected technology ecosystem./software/sourcing/xplan-mortgage/

How Xplan Mortgage supports modern mortgage advice

Xplan Mortgage has been developed around this connected approach to mortgage sourcing.

It combines mortgage sourcing with integrated client management, workflow and compliance capabilities, helping advisers manage the advice process more efficiently.

Recent enhancements have also introduced support for specialist lending scenarios such as Joint Borrower Sole Proprietor, Multi-Unit Freehold Blocks, further advances and green mortgages through EPC filtering. Improvements to the sourcing journey, enhanced product comparison and stronger reporting capabilities have also been designed to reduce administration while supporting more robust advice processes.

Xplan Mortgage makes it easy to manage the wider mortgage journey, from research through to recommendation and beyond.

Read more in our article: What modern mortgage sourcing software should deliver for advisers

Next steps

When choosing mortgage sourcing software, you need to be confident you’re selecting technology that can support your advisers, your clients and your business as the market continues to evolve.

For a broader overview of how mortgage sourcing software works, the key features to consider and how to choose the right platform, explore our Guide to mortgage sourcing software for advisers.

Ready to see what a modern, integrated mortgage sourcing platform could do for your business? Request a free demo of Xplan Mortgage to see how it can help you source more efficiently, reduce administration and create a more connected advice journey.

Consumer Duty has reinforced the importance of delivering good customer outcomes and demonstrating that advice processes are fair, transparent and tailored to individual needs.

For mortgage advisers, this means being able to demonstrate not only that suitable products have been recommended, but also how decisions were reached, what alternatives were considered and how the recommendation reflects the client's circumstances.

As mortgage markets become more complex, with more products, changing lender criteria and increasingly diverse borrower needs, manual research processes can make it harder to maintain consistent, compliant advice journeys.

Modern mortgage sourcing software can help advisers manage this complexity by combining accurate product information, structured workflows and clear audit trails within the advice process. This is explored in our guide to mortgage sourcing software for advisers.

Why compliance is becoming more important in mortgage advice

The role of mortgage sourcing software has evolved significantly.

Historically, sourcing tools were primarily used to compare mortgage products. Today, advisers need technology that supports the wider advice process, helping them research effectively, assess suitability and evidence the rationale behind recommendations.

Consumer Duty has increased expectations around:

• Delivering good customer outcomes.
• Providing clear information customers can understand.
• Demonstrating fair value.
• Supporting vulnerable customers.
• Maintaining appropriate records of advice decisions.

For advisers, this means technology needs to do more than identify available products. It needs to help create a clear, consistent and documented advice journey.

How mortgage sourcing software supports Consumer Duty

1. Creating a clear audit trail of research and recommendations

One of the key requirements of compliant advice is being able to demonstrate how a recommendation was reached.

Modern mortgage sourcing platforms can help by recording important details throughout the research process, including:

• Client requirements.
• Search criteria used.
• Products considered.
• Reasons for selecting a recommended product.
• Supporting documentation.

This creates a clearer record of the advice process and helps firms demonstrate that recommendations were based on the client's circumstances rather than simply selecting the cheapest available option.

For example, Xplan Mortgage automatically captures sourcing activity and product research within the client record, helping advisers maintain a transparent audit trail to support compliance requirements.

Read more in our article: What modern mortgage sourcing software should deliver for advisers.

2. Supporting better suitability assessments

A compliant recommendation requires advisers to consider the client's individual needs and circumstances.

Mortgage sourcing software helps advisers move beyond simple rate comparisons by allowing them to consider factors such as:

• Affordability.
• Loan-to-value requirements.
• Income and employment circumstances.
• Property type.
• Specialist lending requirements.
• Client preferences.

This is particularly important as borrowers increasingly have more complex circumstances.

Whether supporting first-time buyers, landlords, self-employed clients or customers requiring specialist lending solutions, modern sourcing technology can help advisers identify suitable options more efficiently.

3. Improving Consumer Understanding through clearer comparisons

Consumer Duty places greater emphasis on helping customers understand the products they are recommended.

For mortgage and protection advice, this means advisers need to explain not only what a product costs, but why it may represent good value for that particular client.

Modern comparison tools can support better conversations by making key product information easier to understand.

For example, Xplan Mortgage helps advisers compare relevant product features alongside price, allowing them to demonstrate why a particular option may be more suitable even where it is not the lowest-cost option.

This supports more meaningful conversations focused on value, suitability and customer outcomes.

4. Reducing the risk of inaccurate information

Accurate information is essential when providing mortgage and protection advice.

Outdated product information, incorrect assumptions or manual data entry can create risks for both advisers and clients.

Mortgage sourcing technology can help reduce these risks by providing:

• Current lender criteria.
• Accurate product information.
• Automated calculations.
• Integrated application journeys.

For protection advice specifically, Xplan Mortgage helps improve accuracy by incorporating factors that can affect premiums, such as ex-smoker status and BMI-related considerations.

By reducing avoidable pricing errors, advisers can provide clients with clearer expectations and avoid potential issues later in the application process.

5. Supporting vulnerable customers

Consumer Duty places particular focus on identifying and supporting vulnerable customers.

Technology can help advisers provide a more consistent approach by enabling them to:

• Record vulnerability information.
• Capture communication preferences.
• Store relevant client notes.
• Share documents securely.
• Give clients time to review information.

A connected mortgage adviser software platform can help ensure important information is recorded throughout the advice journey, creating a stronger evidence trail while supporting a more personalised client experience.

Read more in our article: 7 essential features of modern mortgage sourcing software

Moving from product sourcing to connected advice technology

The future of mortgage sourcing is about more than finding products quickly.

Advisers increasingly need platforms that connect sourcing with wider advice processes, helping them manage research, compliance, documentation and client communication in one place.

Xplan Mortgage (XPM) brings together mortgage sourcing, protection sourcing, client management, workflow and compliance tools within a connected platform.

By reducing duplicate data entry, improving information accuracy and capturing the advice journey, Xplan Mortgage helps advisers deliver efficient, compliant and client-focused advice.

Read more in our article: How to choose the right mortgage sourcing software

Want to see how technology can support a more connected, compliant advice process? Our team can talk you through what to look for in mortgage sourcing software and show you how XPM supports advisers from sourcing through to recommendation and beyond. Book an XPM demo.

Choosing mortgage sourcing software that supports compliance

When reviewing mortgage sourcing software, compliance should be a key consideration alongside product coverage, usability and integration.

Ask:

• Does the platform create a clear audit trail?
• Can advisers demonstrate why recommendations were suitable?
• Does it reduce manual administration?
• Does it support changing lender criteria?
• Can it integrate with wider advice workflows?
• Does it help advisers deliver consistent customer outcomes?

The right technology should not replace adviser expertise. Instead, it should support advisers by making it easier to research thoroughly, document decisions and deliver high-quality advice.

If you're reviewing your technology or want to understand what modern sourcing platforms should deliver, our guide to mortgage sourcing software for advisers explores everything from key features and compliance to choosing the right platform for your business.

Want to see what this looks like in practice? Talk to our team about your firm's requirements and see Xplan Mortgage in action.

Mortgage sourcing software has become an essential part of the modern mortgage advice process.

As the UK mortgage market continues to evolve, advisers are managing more products, increasingly complex lender criteria and changing client expectations.

Today, finding a suitable mortgage is about far more than comparing rates. Advisers need to assess affordability, lender requirements, fees, incentives and individual client circumstances while maintaining clear records to support suitable recommendations.

If you're reviewing your technology or want to understand what modern sourcing platforms should deliver, our guide to mortgage sourcing software for advisers explores everything from key features and compliance to choosing the right platform for your business.

The right mortgage sourcing software can help advisers navigate this complexity by making research faster, reducing administration and supporting a more efficient advice journey.

However, as firms grow and the market becomes more demanding, some mortgage sourcing systems can start to create challenges rather than solve them.

If your advisers are spending more time working around your technology than benefiting from it, here are five signs it may be time to review whether your current platform is still fit for purpose.

1. Your advisers spend too long searching for suitable mortgage products

Finding the right mortgage solution has become increasingly complex.

With thousands of products available across the market, advisers need to consider a wide range of factors, including lender criteria, affordability, fees, incentives and client circumstances.

If advisers are spending hours filtering results, checking multiple lender websites or manually validating information, your mortgage sourcing software may be slowing down the advice process rather than improving it.

Modern sourcing platforms should help advisers quickly identify suitable options, giving them more time to focus on client conversations and delivering personalised advice.

2. Your mortgage sourcing software does not integrate with your wider advice process

Technology should simplify the mortgage journey, not create additional administration.

When advisers need to enter client information into separate systems for sourcing, CRM, affordability checks and compliance processes, it increases duplication and creates opportunities for errors.

A connected mortgage adviser software solution can help firms create a smoother workflow by allowing information to move more efficiently between systems.

Integrated technology is becoming increasingly important as advice firms look to improve productivity, strengthen compliance and create a more consistent client experience.

Learn more about how modern platforms are evolving in our article: What modern mortgage sourcing software should deliver for advisers.

3. Product and lender information is not updated quickly enough

The mortgage market moves quickly.

Products can be withdrawn, rates can change and lender criteria can evolve with little notice. Advisers need confidence that the information they use is accurate and up to date.

Outdated product information can lead to:

• Additional research time.
• Products appearing in searches that are no longer available.
• Delays while advisers manually verify details.
• Increased risk during the recommendation process.

Reliable mortgage sourcing technology should provide accurate product information and lender criteria, helping advisers make informed decisions with confidence.

4. Your mortgage software has not grown with your business

As advice firms expand, their technology needs change.

You may have:

• Increased adviser numbers.
• Expanded into specialist lending.
• Taken on more complex cases.
• Increased application volumes.
• Introduced new client services.

Your mortgage sourcing platform should support that growth rather than create operational barriers.

Modern mortgage technology should help firms improve efficiency, support collaboration and manage increasing workloads without adding unnecessary complexity.

Read more in our article: How to choose the right mortgage sourcing software

5. Advisers are creating their own workarounds

One of the clearest signs that your sourcing software is no longer meeting business needs is when advisers start creating alternative processes.

This could include:

• Maintaining spreadsheets outside the main system.
• Saving lender websites and resources separately.
• Using multiple disconnected tools.
• Manually recording information elsewhere.

These workarounds often indicate that technology is creating friction instead of removing it.

They can also make processes less consistent, increase administration and create additional challenges when demonstrating compliance.

Why modern mortgage sourcing technology matters

The role of mortgage sourcing software has changed significantly.

Today's advisers need technology that does more than compare products. They need platforms that support the wider advice journey by helping them research efficiently, manage client information, maintain records and deliver consistent outcomes.

Regulatory expectations have also increased, with firms needing to demonstrate that recommendations are suitable and that the advice process is properly documented.

Connected sourcing technology can support this by helping advisers maintain clearer audit trails, reduce manual processes and spend more time focusing on their clients.

Read more in our article: 7 essential features of modern mortgage sourcing software

Moving towards smarter mortgage sourcing

If your current sourcing technology is making advisers work harder, it may be time to consider what a modern platform should provide.

The latest generation of mortgage sourcing software is moving beyond standalone product comparison.

Leading platforms like Xplan Mortgage (XPM) are helping firms connect sourcing with client management, workflow and compliance processes to create a more efficient advice journey. Read more in our article: What modern mortgage sourcing software should deliver for advisers.

Want to see what this looks like in practice? See XPM in action.

Is it time to review your mortgage sourcing software?

Mortgage sourcing software should make advisers' lives easier, not create additional work.

If your current platform is slowing down research, creating duplicate administration, or making it harder to demonstrate compliance, it may be time to review whether it's still meeting your business's needs.

Modern mortgage sourcing platforms are designed to support the entire advice journey, helping advisers source suitable products more efficiently, reduce manual processes and deliver better outcomes for clients.

If you're reviewing your options or want to understand what today's mortgage sourcing technology should deliver, our comprehensive guide to mortgage sourcing software for advisers explores everything you need to know, from choosing the right platform and the features to look for, to how integrated technology is transforming mortgage advice.

Need some help finding the right mortgage sourcing platform? Talk to our team about your firm's requirements and see XPM in action.

The mortgage market has never been more complex.

Products change rapidly, lender criteria evolve constantly, and advisers are expected to navigate increasing regulatory requirements while delivering a faster, more personalised experience for clients.

Technology plays a critical role in making that possible. But as the market becomes more sophisticated, advisers shouldn't have to work harder to access the information they need. The challenge isn't reducing complexity by removing detail - it's presenting that detail in a way that's clearer, faster and easier to act on.

That's the thinking behind the latest enhancements to Xplan Mortgage (XPM). Every update has been designed to simplify the adviser experience, making sourcing more intuitive and efficient while preserving the depth of information advisers rely on to deliver confident, compliant advice.

If you're reviewing your current mortgage technology or exploring what modern sourcing platforms should offer, our Guide to mortgage sourcing software for advisers explains how mortgage sourcing software works, the key features to look for and the role connected technology now plays in delivering efficient, compliant advice.

A simpler sourcing experience

One of the biggest themes of the latest Xplan Mortgage release is reducing friction in the sourcing process.

The sourcing journey has been redesigned to simplify product searches and reduce unnecessary clicks. Rather than moving between multiple screens, advisers can now access loan requirements and search filters through a single, tabbed interface.

Key actions have also been brought to the forefront, creating a workflow that will feel familiar to many advisers (especially fans of Trigold) while making the overall sourcing experience more intuitive.

Product comparisons have also been enhanced, with the ability to expand results to a full-page view at the click of a button. This makes it easier to compare products and discuss options with clients.

Faster access to the information that matters

As mortgage products become more varied and lender criteria more complex, speed of access to information is increasingly important.

The latest XPM enhancements allow advisers to double-click any product to instantly access lender notes through a tabbed layout, removing the need to open additional documents or browser windows.

For buy-to-let cases, a new quick-add function allows advisers to enter the number of properties owned by a landlord rather than inputting every property individually, helping reduce administration for more complex cases.

Supporting a broader range of client needs

Client circumstances continue to evolve, and sourcing technology needs to keep pace.

The latest release expands XPM's sourcing capabilities by introducing support for additional lending scenarios, including:

• Further advances.
• Joint Borrower Sole Proprietor (JBSP) products.
• Multi-Unit Freehold Blocks (MUFBs).
• Green mortgage options through new EPC filtering.

These enhancements help advisers navigate a wider range of client requirements without needing to rely on separate research processes.

Strengthening compliance and record-keeping

Compliance remains a key consideration for mortgage advice firms, and sourcing technology plays an important role in supporting robust advice processes.

The updated product list report in Xplan Mortgage now includes full product descriptions, a record of the filters used during the search and the products selected by the adviser. This creates a stronger audit trail and provides additional evidence to support recommendations.

By integrating these reporting capabilities into the sourcing process, advisers can spend less time compiling documentation and more time focusing on their clients.

Read our article: How mortgage sourcing software can support Consumer Duty and compliance requirements

Built with advisers, for advisers

The latest XPM release forms part of Iress' ongoing investment in mortgage sourcing technology and reflects direct feedback from advisers.

We’ve worked closely with advisers to identify friction in their day-to-day workflows and understand what needs to change to help them operate more efficiently in a fast-moving market. The result is a more intuitive, scalable platform that reflects how advisers work today.

Our aim is to meet current needs while giving firms confidence they're using technology built for the future, not constrained by legacy processes. Advisers need reliable technology that can keep pace with product volatility, support compliance, and deliver better client outcomes without adding complexity.

Early feedback from advisers has been positive. John Tarazi, Director at Echo Finance and part of the pilot programme for the upgrade, had this to say: "The redesigned sourcing journey and new features like the Joint Borrower Sole Proprietor option made our lives simpler and gave us more time to speak with our clients about their options. Xplan Mortgage really feels like a system built around the daily realities of a mortgage adviser."

See XPM for yourself by booking a free demo.

The future of mortgage sourcing

The latest XPM enhancements reflect a broader trend across the mortgage market.

Advisers increasingly expect sourcing technology to do more than compare products; they want integrated platforms that reduce administration, support compliance, and create a more connected advice process.

By simplifying sourcing workflows, expanding support for specialist lending and strengthening reporting, the latest Xplan Mortgage release is another step towards that vision.

As the mortgage market continues to evolve, adviser technology will need to evolve alongside it. Iress is committed to investing in mortgage sourcing technology that helps advisers work more efficiently, deliver better client outcomes and stay ahead of an increasingly complex market.

If you're reviewing your technology or want to understand what modern sourcing platforms should deliver, our guide to mortgage sourcing software for advisers explores everything from key features and compliance to choosing the right platform for your business.

Want to see what this looks like in practice? Talk to our team about your firm's requirements and see XPM in action.

As firms continue to rethink the role of market data, themes explored in Market Data as a Valuable Strategic Asset provide important context for how the conversation around data is evolving. As markets become increasingly interconnected and data-driven, firms are recognising that value lies not only in generating insights, but in how data is governed, protected, retained and made accessible across the enterprise.

This shift reflects a broader industry reality: market data is no longer just operational infrastructure supporting trading activity. As firms reassess fragmented legacy environments and disconnected ownership models, priorities are moving towards enterprise resilience, scalability and innovation to unlock greater value from strategic data assets.

Beyond fragmented data environments

Data retention and storage practices across financial markets have typically evolved incrementally over many years. Retention periods, archival processes and access controls were often shaped by the limitations of legacy infrastructure rather than deliberate enterprise-wide strategy.

The result has frequently been fragmented environments containing inconsistent governance models, duplicated storage mechanisms and limited accessibility to historical data.

Andrew Jappy, Executive General Manager APAC at Iress, explains:

“Depending on the size and type of user firm, data might only be available for a month or perhaps twelve months. If a regulator asks for data from several years ago, firms have to request that we locate and restore it, which is inefficient, time-consuming and costly.”

As trading ecosystems become more interconnected and regulatory scrutiny intensifies, these operational constraints become increasingly difficult to sustain.

Moving to modern cloud-based data environments presents an opportunity not simply to modernise infrastructure, but to rethink how data is managed, retained and operationalised across an organisation.

Legacy environments often accumulate inconsistent retention practices shaped by system constraints rather than intentional policy design. Migration to scalable cloud architectures creates the opportunity to reset this foundation — formalising governance, encryption and retention policies within a far more structured and resilient framework.

Data accessibility as a strategic capability

Accessibility should be considered a strategic capability rather than simply a technical feature.

Historically, much of the industry focus centred on storing data securely and compliantly. Increasingly, however, firms recognise that the ability to retrieve, interrogate and apply data efficiently within operational workflows is equally important.

This is particularly relevant in fragmented trading environments spanning multiple execution venues, asset classes, counterparties and liquidity sources. Firms increasingly need to access data quickly for execution analysis, compliance investigations, operational oversight and client servicing.

The value of market data increasingly lies not simply in possessing it, but in how rapidly and flexibly firms can apply it across trading, compliance and advisory workflows.

Andrew Jappy believes many firms’ expectations around accessibility are difficult to support within traditional infrastructure environments.

“Clients increasingly expect to work with their data in their own environments — combining it with other sources, applying their own analytics and extracting insights specific to their workflows. For many firms, this is more easily said than done.”

Fragmented systems, inconsistent ownership models and siloed workflows continue to constrain operational efficiency and slow decision-making. Improving outcomes therefore starts with visibility — understanding how data flows into and across the organisation, where it is transformed and how it supports front, middle and back-office workflows.

Governance, encryption and trust

Alongside accessibility, firms are placing greater emphasis on formalising governance and protection frameworks.

By unifying encryption standards, improving accessibility and formalising retention policies, organisations can move away from fragmented data management toward a more intentional and scalable operating model.

This has implications beyond compliance alone.

Robust governance and encryption frameworks strengthen confidence in data integrity and protection, while improved accessibility enables firms to derive greater strategic value from the same underlying information assets.

For firms operating in regulated financial markets, trust increasingly depends on the ability to demonstrate:

• Where data resides
• How it is protected
• How long it is retained
• Who can access it
• How quickly it can be retrieved ‘on demand’

Modern cloud-based architectures support these requirements far more effectively than fragmented legacy environments, while also enabling firms to introduce new analytics and generate valuable data insights more rapidly.

Historically, deploying new reporting or analytics tools often required lengthy implementation cycles tied to tightly coupled internal systems. More flexible cloud platforms and data lake architectures enable significantly faster development and deployment of data insight services.

For Iress, the rollout of Data Insights Lite and its archive data migration strategy reflects this broader evolution — using scalable cloud infrastructure to improve both accessibility and governance while enabling faster development of future data insight capabilities.

This creates a dual outcome: strengthening trust through robust encryption, governance and data protection while simultaneously enabling clients to extract greater value from their own data.

Operational obligation to strategic enablement

The broader industry shift is clear.

Data retention, governance and accessibility are no longer simply operational obligations sitting behind the trading desk. They are increasingly strategic enablers of agility, resilience and competitive advantage.

Modern data environments must not only safeguard information. They must also improve how firms use that information dynamically to support trading decisions, client servicing, regulatory responsiveness and operational efficiency.

The firms that succeed in increasingly data-driven markets will not necessarily be those with access to the largest datasets. They will be those best able to govern, access, protect and operationalise data as a strategic enterprise-wide asset.

In partnership with the Income Protection Task Force (IPTF), we are proud to launch the third edition of the Profile of an Income Protection Customer report.

Drawing on nearly 55,000 applications submitted via The Exchange during 2025, this latest edition offers one of the most comprehensive pictures yet of the UK Income Protection market, revealing how customer behaviour, adviser trends and protection needs continue to evolve.

The findings show a market with real momentum. Income Protection sales are growing, younger consumers are engaging earlier, and advisers are increasingly embracing holistic protection planning through multi-benefit solutions. At the same time, the research highlights ongoing affordability pressures and a significant protection gap that continues to leave millions financially exposed.

We're pleased to offer this report once again free of charge. Download the full version here and explore some of the standout themes below.

5 headline findings from the report

1. A growth year for Income Protection

The data shows continued positive momentum across the Income Protection market in 2025, with applications rising by 7% overall compared to 2024.

Growth has been strongest in multi-benefit or menu plans, where Income Protection benefits increased by 10%, while standalone Income Protection applications also continued to grow steadily at 5%.

This reflects increasing recognition of Income Protection as a core component of wider financial resilience planning - both among advisers and consumers. But where is this growth coming from, and which customer segments are driving it most strongly?

Download the full report for the complete analysis and breakdown of market growth.

2. The rise of multi-benefit protection

One of the clearest trends in this year’s research is the continued acceleration of Income Protection within multi-benefit plans.

Since 2022, Income Protection benefits sold through menu plans have increased by 56%, now accounting for almost half of all Income Protection benefit applications. Within those plans, one in five selected benefits is now Income Protection.

This signals more than a product shift. It reflects a broader evolution in advice strategy, with advisers increasingly moving towards integrated protection planning that combines multiple forms of cover into a single financial safety net.

Read the full report to understand what’s driving this shift and how it’s reshaping advice.

3. Younger consumers are engaging earlier

For years, the industry has discussed how to make Income Protection more relevant to younger consumers. The data suggests that the shift is now happening at scale.

In multi-benefit plans, 88% of applications are now for customers aged 45 or under, with the average age of buyers falling to just 35. The standalone market is also becoming younger, with nearly three-quarters of buyers now aged 45 or below.

One particularly striking trend is the rise in younger customers taking out accident-only cover. In 2025, 69% of those applications came from under-45s - up from 63% last year and just 55% in 2022.

The report identifies what it describes as a “milestone convergence” among consumers in their early 30s, in which life events such as mortgages, families and rising costs are driving earlier engagement with protection.

Download the full report to explore the detailed demographic and behavioural insights.

4. People are planning to work longer

While the market is getting younger at the front end, policy terms are stretching further into later life.

More than 70% of standalone Income Protection policies now run into retirement, while multi-benefit plans running into retirement have risen from 58% to 62% in just one year.

The findings closely mirror wider changes in the UK mortgage market. Analysis of KFI data shows that nearly two-thirds of mortgages now end at age 66 or later, with the most common mortgage end ages now 68, 69 and 74.

The result is a growing need for Income Protection solutions that reflect the reality of longer working lives and extended financial commitments.

Read the full report for deeper insight into protection policy trends.

5. The affordability challenge remains

Despite strong growth, the report also highlights an important challenge facing the market: affordability.

The positive news is that consumers are trying to protect more income. Across almost every category analysed, average monthly benefit levels increased during 2025. For example, the average benefit on a full-term standalone policy rose by nearly £78 per month.

However, those increases still fall significantly short of typical household expenditure.

On average, benefit amounts remain around £1,200 below estimated monthly living costs for standalone Income Protection customers, and approximately £1,600 below for customers with multi-benefit plans. With average monthly expenditure for UK mortgage holders estimated at £3,516, many households may still be insuring only their most essential outgoings.

The findings raise important questions for the industry: are customers buying enough cover to withstand a genuine income shock, or are affordability pressures forcing protection decisions to become increasingly budget-driven?

Download the full report for the complete affordability analysis.

The opportunity ahead

This year’s findings demonstrate clear and growing demand for Income Protection. Younger consumers are engaging earlier, integrated protection planning is gaining traction, and advisers continue to play a critical role in improving financial resilience.

Yet significant gaps remain. More than 85% of Income Protection needs in the UK are still estimated to be unmet, leaving millions financially exposed should illness or injury prevent them from working.

At Iress, we are proud to work alongside the industry to make this insight available. This report has been developed collaboratively with the IPTF, reflecting a shared commitment to improving understanding, strengthening advice, and growing the protection market.

But closing the protection gap will require continued collaboration across the entire ecosystem - advisers, providers, distributors and technology partners - working together to improve access, clarity and outcomes for consumers.

The Income Protection landscape is evolving rapidly. Understanding these shifts will be critical for firms looking to grow, adapt and better support their clients in 2026 and beyond.

Moving the protection industry forward

We encourage everyone with an interest in the future of the protection market to download the full report. We would also like to extend our sincere thanks to the Income Protection Task Force (IPTF) and all our contributors for their expertise, collaboration and commitment to moving the protection industry forward.

For years, the protection market (ourselves included) has measured momentum through volume: how many quotes were run, how many comparisons were generated, how much activity flowed through sourcing systems each quarter. Last year alone, 10.5 million protection comparison requests on The Exchange generated 117 million quote responses. But our latest data suggests the industry is entering a more mature and encouraging phase - one defined less by activity for activity’s sake, and more by precision, intent and meaningful client engagement.

A shift from comparison to conversion

Our data shows a clear move away from high-volume comparison behaviour towards conversion-led activity. While total comparison volumes have moderated from the exceptional highs seen in the post-pandemic years, application requests increased by 10.5% quarter-on-quarter, with quote-to-application conversion rates reaching 6.74% - the strongest Q1 conversion performance we’ve seen in five years.

Rather than signalling market slowdown, this points to something more significant: advisers are becoming more targeted, more deliberate and ultimately more effective in how they engage clients. Fewer speculative quotes are being run because adviser-client conversations are beginning with greater clarity, better qualification and stronger intent from the outset.

That matters because efficiency in protection advice is not simply about speed. It is about creating more space for meaningful conversations. When advisers spend less time navigating administrative friction, duplicate data entry or uncertainty around final premiums, they can focus more energy on helping clients understand risk, resilience and long-term financial security.

Holistic protection is becoming the norm

This evolution is changing the nature of advice itself. The protection conversation is becoming increasingly holistic, with advisers moving beyond single-policy discussions towards broader, multi-benefit planning.

The data shows multi-benefit solutions now account for more than 20% of all applications via The Exchange, following a 13.7% year-on-year increase. What was once considered a specialist approach is rapidly becoming mainstream advice practice.

Advisers are increasingly structuring protection around overall household resilience rather than isolated product sales.

Jacqui Durbin - Head of Product - Sourcing

The trend is clearly seen in the IFA market, where almost half of all income protection policies are now written as part of a menu plan, while around two-thirds of term assurance business is sold within multi-benefit arrangements. Advisers are increasingly structuring protection around overall household resilience rather than isolated product sales.

This also reflects changing client expectations. Consumers increasingly want joined-up financial guidance that considers income, debt, family protection and lifestyle risks together - not fragmented conversations spread across multiple stages of advice.

Technology continues to play an important role in enabling that shift.

Reducing friction at the point of advice

The most meaningful innovation in protection sourcing today is not the addition of more features, but the removal of uncertainty at the point decisions are made. Historically, one of the biggest causes of stalled or abandoned applications has been a lack of clarity around underwriting outcomes and pricing changes later in the process.

By bringing more detailed lifestyle and underwriting factors into the initial quote journey, including enhanced BMI data and ex-smoker status, advisers can have more accurate conversations much earlier. These are two of the most influential factors affecting final premium outcomes, and surfacing them earlier reduces the uncertainty that can otherwise erode client confidence later in the process.

The impact is tangible. Following the introduction of more precise ex-smoker pricing fields across our Protection comparison services, average quote-to-application lead times reduced from 25 minutes to 20 minutes. While incremental on the surface, improvements like this can deliver significant cumulative gains when scaled across thousands of adviser-client interactions.

Making protection part of the mortgage conversation

The growing integration of protection into mortgage workflows is also driving stronger engagement and conversion outcomes. Today, 46% of firms using Xplan Mortgage sell protection alongside a mortgage application, up from 39% three years ago. We have also seen a 4.7% increase in protection policies sold where protection is embedded directly into the mortgage journey.

The latest data points to a market that is becoming more mature, more efficient and increasingly focused on delivering value over volume.

Jacqui Durbin - Head of Product - Sourcing

When protection is introduced naturally within a broader financial discussion, advisers are less likely to encounter the disconnect that often arises when conversations are revisited later or managed across multiple systems. Instead, protection becomes a more timely and relevant part of the customer journey, helping advisers address financial resilience at the very moment clients are making major financial decisions.

Quality is now the stronger signal

Ultimately, the latest data points to a market that is becoming more mature, more efficient and increasingly focused on delivering value over volume.

Protection has historically been assessed through scale - how much activity is flowing through the system. But the more meaningful signal today is quality: higher-intent conversations, better informed recommendations, faster journeys from quote to application, and more comprehensive protection planning.

For advisers, this represents a clear opportunity. As technology continues to remove administrative barriers, the value of advice increasingly lies in interpretation, reassurance and the ability to guide clients through complex financial decisions with clarity and confidence.

For sourcing technology partners like us, the next stage of innovation in protection will not be about accelerating transactions, but enabling richer, more meaningful conversations that help clients better understand the role protection plays in safeguarding their financial future.

In that sense, the shift from quantity to quality is not a reduction in activity. It is a sign of progress - towards more intentional advice, deeper integration and ultimately better outcomes for clients. There is still important work ahead to ensure this progress translates into broader protection coverage for more people, but the direction of travel is encouraging, and we look forward to seeing what the next wave of data reveals.

Further insight into the evolving income protection market will be published in Iress’ forthcoming Profile of an IP Customer report, produced in collaboration with the IPTF and released on 16 June.

This article was originally published in Protection Reporter on 27 May 2026.

First time buyers are important. And, unsurprisingly, all the pressures heaped on them also makes them a resilient bunch. Combined headwinds of affordability challenges, higher rates and deposit requirements have all pitched up for a battle, but demand hasn’t faltered. Instead, it’s changed.

The aspiration to own a home remains undimmed, but the reality of how your first time buyers get there is what’s really new. Today’s first time buyer is more diverse than ever: many are entering the market later in life, often after longer periods of renting, while others are navigating more complex financial situations - multiple income streams, variable earnings or reliance on family support.

The old and the new

This shift is creating a growing mismatch between traditional lending models and what the borrower of today really looks like. In many cases, the idea that buyers are falling short of affording the property they want by huge margins is something of a myth. In reality, it’s fine margins – and bridging that gap is where the opportunity for everyone lies.

Affordability, then, remains the most significant barrier. Chipping away at it requires flexibility which, when applied responsibly, can make a meaningful difference. Smart tweaks to how income is assessed, or how cases are structured, can open the door for more customers without increasing risk. Recent changes to lending approaches across the market reflect this direction of travel, with greater recognition of real-life income and expenditure patterns.

Opening the market

Encouragingly, these changes are already having an impact, helping more first time buyers access the market as criteria evolves and broaden access to homeownership.

At the same time, routes onto the ladder are diversifying. Shared Ownership, for example, is shifting from a niche option to a more mainstream solution, providing a practical way for customers to buy a property and then have the opportunity to buy additional shares. Similarly, higher loan-to-value lending continues to play a key role for those with smaller deposits.

Credit assessment is also evolving. Many first-time buyers have limited credit histories rather than adverse profiles, requiring a more rounded view of financial behaviour. Tools and approaches that better reflect these nuances can help ensure that creditworthy customers aren’t overlooked.

Shifting sands

Ultimately, the role of advisers and lenders is shifting. It’s no longer just about applying criteria, but more about understanding customers’ circumstances and identifying solutions that work within them.

First time buyers are not retreating from the market – they’re adapting to it. By continuing to evolve our approach, there’s a clear opportunity to support more customers onto the property ladder, turning aspiration into reality.

Find out more from Leeds Building Society

This year’s Critical Thinking report put’s hard evidence behind consumer misconceptions around protection. It also highlights practical opportunities for advisers to rethink how protection is discussed, framed and recommended.

Here are five findings that stood out for me.

1. Framing matters – and different clients respond to different triggers

One of the clearest messages from the report is that relevance isn’t just about the product – it’s about the story we tell around it.

The report highlights how mortgage framing continues to dominate protection considerations – and the misconceptions that come with that. Over a quarter of consumers say they don’t have Critical Illness Cover because they don’t have a mortgage, while 17% believe payouts can only be used to pay off a mortgage.

There’s a real risk here that renters, younger clients and those earlier in their financial journeys simply tune out – not because protection isn’t relevant, but because it’s not being framed in a way that resonates with their reality.

Different clients respond to different triggers – and the more confidently we tailor that framing, the more inclusive and effective protection advice becomes.

2. Core cover dominates sales – but clients increasingly prefer enhanced protection

Core Critical Illness Cover still often dominates sales, largely because affordability continues to drive advice conversations. But that doesn’t mean it’s what clients would choose if differences were presented to them.

The research shows a clear generational divide. Millennials and Gen Z are significantly more likely to prefer enhanced cover when it’s explained to them – and many are open to paying more for it. Payments for less severe conditions, cover for a broader range of illnesses and wider coverage for earlier-stage cancers all resonate strongly.

3. Clients value flexibility – and multiple payouts really matter

Only 8% of consumers expect to use a Critical Illness payout to pay off their mortgage in full. Most expect to use the money to cover lost income, everyday expenses, health-related costs or lifestyle changes that improve quality of life.

This is where Serious Illness Cover with multiple payouts comes into its own. SIC X2 and X3 allow clients to make more than one 100% claim. Crucially, the policy doesn’t end after the first payout.

From an advice perspective, multiple-claim structures give clients the flexibility to choose how they use the money, without gambling their family’s future security.

4. Added-value benefits matter – but not always the ones we assume

Younger clients place high value on preventative and proactive support. Almost half of Gen Z rate annual health checks as “very valuable”, and many are willing to pay more for enhanced support services.

Rehabilitation support also stands out. Clients clearly understand the value of help that gets them better and back to work. Yet this is still underplayed in many advice conversations, despite being one of the strongest differentiators where it’s contractually guaranteed.

Again, this comes back to relevance. Different demographics value different benefits – and we need to tailor those conversations appropriately.