Bringing automated portfolio data access to advisers and support teams

Access to accurate, up-to-date portfolio information is essential for efficient advice delivery. However, manually collecting and maintaining investment data can create unnecessary administration and increase the risk of errors.

Selfwealth is an Australian investment platform that provides investors with access to share trading and portfolio management solutions. For advisers supporting clients who use Selfwealth, having timely access to portfolio information is important for effective reporting, reviews, and ongoing advice management.

To help address this challenge, Iress has established a new Selfwealth Adviser Platform datafeed, enabling Xplan users to seamlessly access Selfwealth portfolio balances and transaction data directly within Xplan.

The integration, built using Iress’ datafeed connectivity, expands the Iress datafeed ecosystem by connecting another investment platform and providing customers with a more streamlined way to manage portfolio information.

Improving efficiency through connected data

The Selfwealth Adviser Platform datafeed helps reduce manual data entry requirements for advisers, paraplanners, and administration teams by automatically updating portfolio information within Xplan.

With access to current Selfwealth portfolio data, advisers can more efficiently:

• Review client investment positions
• Prepare reports and client reviews
• Manage ongoing advice relationships.

For support teams, the integration reduces the time spent manually entering and maintaining Selfwealth product information, improving workflow efficiency and data accuracy.

Expanding choice within the Iress datafeed ecosystem

The addition of Selfwealth further strengthens Iress’ commitment to providing connected data solutions that help advice businesses operate more efficiently.

By bringing Selfwealth portfolio data into Xplan, Iress continues to help advisers and their teams spend less time managing data and more time delivering value to their clients.

For assistance in setting up the new feed, visit the Iress Community Portal for setup guides and support, alternatively you may reach out to your Iress Relationship Manager or contact Iress Support.

How to choose the right mortgage sourcing 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.

The role of mortgage sourcing software 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.

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.

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 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

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.

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 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.

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 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.

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."

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.

Founded on shared values of empowerment, sustainability, and community impact, the partnership between Iress South Africa and Maledi Fresh has evolved far beyond a traditional supplier relationship. Since 2020, the collaboration has demonstrated how purposeful procurement and enterprise development can create meaningful economic and social impact.

About Maledi Fresh

Maledi Fresh is a black female-owned agri-business founded by Gloria, a qualified food scientist with more than 20 years of experience in the food industry. Established in 2010, the business focuses on growing and supplying organic vegetables to corporate clients, retailers, and households through its online store. The farm operates in Winterveldt, Pretoria, while its warehouse and distribution centre are based in Randburg, Johannesburg. Today, the business employs nine permanent staff members, 22 casual employees, and between 10 and 15 seasonal workers. For Gloria, Maledi Fresh is about far more than agriculture. “Maledi Fresh is not just an agri-business; we do a lot of community development. My heart is for people.”

The Beginning of the Partnership

The partnership between Iress South Africa and Maledi Fresh began in February 2020, shortly before the COVID-19 pandemic. At the time, Iress was searching for a Black-owned supplier through a formal RFQ process to support employee well-being initiatives in the office. Shortly after Maledi Fresh began supplying fruit baskets to Iress offices, the country entered lockdown. For Gloria, the uncertainty was overwhelming. “During lockdown, we didn’t know what was going to happen, if our businesses would close or not. It was fear and frustration.” Recognising the vulnerability of the business, Iress reached out with immediate support to help Maledi Fresh survive the economic disruption caused by the pandemic. Gloria describes that moment as transformational: “I thought, this is God. Nothing else, it is God, actually.”

From Support to Sustainable Impact

The support from Iress enabled Maledi Fresh not only to continue operating during lockdown but also to extend support into vulnerable communities. Using part of the assistance received, Maledi Fresh distributed more than 100 food parcels to families in need during the pandemic. According to Gloria, the partnership quickly evolved into something deeper than business: “It’s not just a partnership. It’s a relationship that impacts the world.”

Building a Sustainable Future

As the partnership developed, Iress adopted a needs-based enterprise development approach, supporting Maledi Fresh through infrastructure investment, sustainability initiatives, asset donations, and growth planning.

This support included:

• Installation of irrigation systems
• Funding for additional boreholes
• Greenhouses and shade-net infrastructure
• Asset donations for a future training centre
• Waste reduction and composting initiatives
• Ongoing procurement opportunities

One of the most significant outcomes was the expansion of the farm from one hectare to two hectares, enabling increased production and employment opportunities for youth in the surrounding rural community. Gloria intentionally established the farm in the rural community where she was born and raised. “My vision is to bring the factory to the people so that they walk to work. They don’t have to commute to work.” The partnership also contributed to Maledi Fresh’s long-term vision of building a SETA-accredited training centre to equip underprivileged individuals with agricultural and business skills. Iress donated tables, screens, and equipment to help bring this vision to life.

Growth and Recognition

The impact of the partnership has been measurable. When Maledi Fresh first partnered with Iress, the business employed four permanent staff members. Today, that number has grown to nine permanent employees, alongside a growing number of casual and seasonal workers. The business also received industry recognition when Gloria was awarded Gauteng’s Best Commercial Farmer in 2023 by the Department of Agriculture.

Community Empowerment Through Agriculture

Beyond job creation, Maledi Fresh has become a catalyst for community empowerment. Through annual community outreach initiatives, Gloria encourages families to establish backyard gardens and grow their own produce sustainably. Community members are also given the opportunity to sell excess produce back to Maledi Fresh, creating additional income streams for households in the area. What began as a small initiative has now evolved into a growing ecosystem of local growers and partner farms. “You have brought hope. Now I have hope that I can grow something and sell it.” Maledi Fresh has also started supporting workers and local farmers with seeds and agricultural guidance, helping them establish their own small farming operations that supply produce back into the Maledi Fresh network.

Why Partnerships Like This Matter

For Gloria, partnerships like the one with Iress represent the kind of development South Africa truly needs. “This is real impact. You can see the results.” She believes meaningful enterprise development requires more than mentorship or theory alone. “If you give me knowledge and you don’t give me resources, how am I going to make an impact?” Through practical support, infrastructure investment, and genuine collaboration, the partnership has enabled Maledi Fresh to create sustainable economic opportunities while uplifting entire communities.

A Partnership Built on Shared Values

Reflecting on the relationship with Iress, Gloria shared: “I’m proud of the person that I have become through this relationship and what we have accomplished together.” The partnership reflects Iress South Africa’s commitment to creating sustainable impact through purposeful procurement and enterprise development.

Nadia Alli, CFO of Iress South Africa, explains:

“What inspires me most about this partnership is that its impact cannot be measured solely in hectares farmed, jobs created, or revenue generated. Procurement has the power to be far more than a commercial transaction. When paired with intentional investment and genuine partnership, it becomes a catalyst for opportunity, empowerment, and lasting change. The real success of Maledi Fresh lies in the hope it has created, the opportunities it has unlocked, and the lives it continues to impact across its community. This is what meaningful enterprise development looks like.”

Nadia Alli
CFO, Iress South Africa

For Iress, the partnership has become a powerful example of how corporate impact can extend far beyond business operations and compliance requirements. Together, Iress and Maledi Fresh continue to demonstrate how intentional procurement, empowerment, and shared values can drive sustainable change, not only for a business but for entire communities.

The inheritance tax (IHT) landscape is undergoing its most profound transformation in decades. To help professional advisers make sense of these changes, we partnered with Zurich UK for a Personal Finance Society (PFS) webinar exploring how recent and upcoming reforms are expanding the IHT net and reshaping client planning needs.

Hosted by Phil Day (Senior Business Development Manager, Iress), Michael France (Associate Product Manager, Iress), and Andy Roberts (Head of Specialist Protection, Zurich UK), the session explored how legislative change is bringing more clients into the IHT net, and how advisers can use cashflow modelling tools and protection sourcing technology to bring clarity to increasingly complex planning scenarios.

If you missed the live broadcast, you can watch the full CPD-accredited session here.

UK inheritance tax (IHT) changes: Why the net is tightening faster than ever

Inheritance tax can no longer be dismissed as a "voluntary levy" that’s easily avoided through basic planning. According to the Office for Budget Responsibility (OBR) March 2026 forecasts, annual IHT receipts are on track to climb exponentially, reaching an unprecedented £14.7 billion by 2031.

A combination of fiscal drag and aggressive structural legislative reforms is driving this surge:

• Frozen thresholds extended: The standard nil-rate bands have been frozen since 2008/09 and will remain capped until at least 2031, dragging ordinary families into scope via inflation.
• Residency-based regime: Effective 6 April 2025, the traditional domicile taxation framework was completely replaced by a residency-based regime.
• The tapering threshold trap: Both business/agricultural assets and inherited pensions will now count towards the £2 million Residence Nil-Rate Band (RNRB) taper threshold, accelerating the loss of allowances for affluent clients.

IHT receipts are forecast to reach £14.7bn by 2031

Source: OBR Economic and Fiscal Outlook - March 2024, October 2024, March 2026

How APR, BPR and AIM share reliefs have changed from April 2026

The rules governing Agricultural Property Relief (APR) and Business Property Relief (BPR) changed fundamentally on 6 April 2026. Advisers must carefully review any legacy arrangements relying on these allowances.

Why pensions will fall inside the IHT net from April 2027

Perhaps the most significant disruption hits on 6 April 2027, when inherited pensions will officially come into scope for IHT. While death-in-service benefits and dependents' pensions are excluded, defined contribution (DC) and defined benefit (DB) schemes will face the full force of the tax.

The government estimates this change alone will impact 49,000 estates annually:

• 10,500 estates will face an entirely new IHT liability where they previously had none.
• 38,500 estates will see their existing IHT bills increase significantly.

Turning IHT liabilities into effective protection strategies for clients

Identifying a liability is only half the battle; advisers need structural mechanisms to solve liquidity gaps before probate. The panel mapped out several real-world application frameworks:

• Matching protection to permanent vs temporary IHT shortfalls: For static liabilities, a Whole of Life (WOL) policy on a joint life second death (JLSD) basis remains the gold standard. For clients planning to downsize or gift assets aggressively, a Term to Age 90 policy can offer a drastically cheaper, tailored alternative to cover a temporary exposure window.
• Using gifting strategies and Inter Vivos policies to manage PET risk: To handle Potentially Exempt Transfer (PET) clawback risks, advisers can leverage multi-policy Gift Inter Vivos (GIV) frameworks. Sourcing whole-of-market quotes via Multi-benefit tools allows advisers to orchestrate 5 distinct term policies that perfectly mirror the 20% annual taper reduction seen between years 3 and 7.
• Using surplus income and NEOI rules to fund tax-efficient life cover: Instead of leaving unused pensions to be heavily taxed at death, retired clients with surplus income can systematically draw down from their pension via annuities or regular drawdowns to fund a life insurance policy written under trust. If properly structured, these premiums are classified as Normal Expenditure Out of Income (NEOI), meaning they are immediately exempt transfers that lower the taxable estate during the client’s lifetime.

How advisers can use technology to help clients understand evolving IHT planning needs

A central takeaway from the session was that IHT planning is no longer a static, one-time retirement event. Liabilities fluctuate dynamically as financial assets are depleted and illiquid property values continue to scale upward over time.

Visualising inheritance tax exposure over time

Using Xtools, the cash flow modelling software within Xplan, Michael France demonstrated how visually mapping this shifting asset mix can completely transform client engagement.

Instead of overwhelming a client with text-heavy legislation updates, you can instantly generate clear, interactive graphs that chart their gross wealth accumulation alongside their growing tax exposure over time. Showing a retired couple a visual breakdown of how the "taxman" is on track to overtake their children as the single largest beneficiary of their estate - sometimes scaling past 25% over a 30-year horizon - provides an undeniably compelling reason to act.

From cash flow insights to protection sourcing

Identifying a future shortfall is only step one. Phil Day demonstrated live how straightforward it is to future-proof a client's plan using The Exchange:

• Whole-of-Market comparisons in seconds: Rather than manually visiting individual provider portals, you can instantly run a whole-of-life or fixed-term quote on a Joint Life Second Death (JLSD) basis across the entire market simultaneously.
• Handling complex Tapered Liabilities: Using the built-in Multi-Benefit service on The Exchange, advisers can quickly construct the five separate level term policies needed to perfectly replicate a tailored Gift Inter Vivos framework to cover PET exposures.
• The premium gap reality check: The live demo illustrated that pricing a comprehensive £450,000 policy from day one is significantly more cost-effective for a client than waiting five years and setting up a secondary top-up policy. Sourcing early locks in the premium based on standard rates while the clients are younger and healthier, eliminating the risk of future medical exclusions or premium loading.

When you hook visual cashflow insights like those from Xtools directly into the instant sourcing capabilities of The Exchange, you give clients complete certainty. You aren't just selling a policy; you are visually proving its lifelong return on investment (ROI).

Bringing clarity to a fast-changing IHT landscape

As inheritance tax continues to evolve, advisers are facing a planning environment that is more complex, more dynamic, and more consequential for clients than ever before.

What this session made clear is that successful IHT planning is no longer about reacting to individual rule changes in isolation. It requires a joined-up approach that combines forward-looking cashflow modelling, a deep understanding of legislative shifts, and the ability to translate insight into actionable protection strategies.

By connecting technology like Xtools in Xplan with sourcing capabilities on The Exchange, advisers can move seamlessly from identifying future tax exposure to implementing tailored solutions that address both liquidity and legacy planning needs.

Ultimately, the goal is not just to highlight the size of the potential liability, but to give clients clarity, confidence and control over how their estate will be passed on.

Watch the webinar

The Demystifying the IHT shift webinar is now available on demand and is CPD-accredited.

In just three steps, learn how to:

• Unlock immediate cash to clear the probate hurdle
• Protect estate value from unnecessary tax erosion
• Build a flexible, long-term wealth roadmap

We also explore how interactive wealth modelling and modern protection sourcing can help turn complex conversations into clear, confident client outcomes.

This webinar is suitable for any adviser looking to strengthen their IHT conversations ahead of the 2026/2027 reforms.

Watch now on YouTube.

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

South Africa’s youth unemployment challenge continues to affect thousands of young people, especially those living with disabilities, who often face additional barriers when entering the workplace. That’s why programmes that focus on skills development and accessibility matter.

Last month, a new group of learners joined the unemployed learnership programme facilitated through Iress South Africa. The programme gives young people living with disabilities the opportunity to gain practical experience and build skills that can help them access long-term career opportunities in the technology sector. This year, the learners are completing a SETA-accredited Data Science qualification through their training partner, AAAT, in Randburg. The programme focuses on practical digital and analytical skills that are becoming increasingly important in today’s working environment. Data science and broader ICT skills continue to open doors across industries, particularly as businesses increasingly rely on technology and data-driven decision-making.

For many young people, access to these kinds of programmes can be the first step towards financial independence and meaningful employment. Rather than focusing only on qualifications, the programme also creates exposure to professional environments, teamwork, communication, and confidence-building, all of which are equally important when entering the workplace for the first time.

The impact of initiatives like this can already be seen through the success of last year’s learners.

The 2025 learner group completed their qualification in Information Technology: Technical Support, and all four learners successfully transitioned into permanent employment after completing the programme. It’s the kind of outcome that highlights how access to training and workplace opportunities can genuinely change lives. For many young South Africans, especially those from underrepresented communities, getting a foot in the door is often the hardest part. Skills programmes that combine education with practical exposure help bridge that gap and allow learners to grow both personally and professionally.

The programme also reflects the importance of creating workplaces where different experiences and perspectives are welcomed. Diversity in the technology sector remains an important conversation globally, and initiatives like these contribute towards building a more representative and accessible industry locally.

Beyond the technical training itself, there’s also a strong human element behind the programme, support, mentorship, and guidance that help learners navigate new environments and opportunities. For the learners beginning this journey, the programme represents more than a qualification.

It represents possibility, growth, and a chance to build a future within a fast-changing digital economy. As the new intake settles into the programme, there is excitement about what lies ahead and the impact these learners may go on to make in their careers and communities.

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.

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 Nicola Firth, CEO of the multi-award-winning Mortgage Criteria Search System, Knowledge Bank.

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

Tell us, what’s exciting you most about the UK mortgage market right now?
I know I’m biased, but technology and specifically AI. I think the next few years will be transformational for our industry. Technology is finally catching up with the complexity of modern mortgage lending, and that’s where the biggest progress is happening.

Where do you see the biggest opportunities for brokers and intermediaries in the next 12 months?
The biggest opportunity is specialisation and complex lending. Borrowers’ circumstances are more diverse than ever, with multiple income streams, gig economy workers, portfolio landlords and later-life borrowers. The brokers who lean into this complexity and position themselves as experts will thrive. Technology is also making it easier to identify lender appetite quickly, which allows brokers to spend less time researching and more time advising. Additionally, there’s a huge opportunity for brokers to drive efficiencies by utilising AI for more of their admin-related tasks around running their businesses, saving them both time and money and giving them the opportunity to enhance their services.

What’s one industry challenge that you think doesn’t get talked about enough?
I think this would have to be the pressure that brokers are under and constantly. With technology as it is today and the desire for instant answers, the boundaries between work and personal time become very blurred. Add to this the complexities of mortgage lending, navigating criteria, and the rate pulls at short notice, especially in turbulent markets, and you can see just how challenging this is on them and their mental health at times. Having been a broker many years ago, I remember those challenges well and it’s frustrating to see brokers still going through those same experiences as I was 20 years ago.

If you could wave a magic wand and change one thing about the mortgage process, what would it be?
It would be greater connectivity between systems and stakeholders. Brokers often work across multiple platforms, lenders all have their own different processes, conveyancers are trying to gain information from many unconnected sources, and information doesn’t always flow smoothly between them. If I had a magic wand, I would remove all of the commercial and technological barriers to joining these systems and processes together to dramatically improve the speed and efficiency of the mortgage journey from initial enquiry right through to completion. I have a feeling it’s going to need to be a pretty big wand for this, though!

What drives you personally in this industry? What keeps you motivated?
The thing that really drives me is when I think about the real impact the work we do has on people’s lives. Buying a home is one of the biggest financial decisions that anyone will make and the intermediary market plays such an important role in helping people navigate that journey. Being a part of a process that helps people achieve home ownership, or improve their financial position, is incredibly rewarding. As I walk down a street, I sometimes wonder how many of those people got a mortgage they didn’t think was possible because of what we created in Knowledge Bank to help brokers make it possible for them. We’re lucky enough to work in an industry full of passionate people who genuinely want to improve the way things work and keep it evolving and it’s impossible not to feel motivated by that too.

How do you see collaboration shaping the future of the mortgage space?
There’s a saying that I love, which is “those at the bottom compete, those at the top collaborate”. And I think this is so true, especially in our industry. Whether it’s brokers, lenders, technology providers or conveyancers, when those groups work together, the outcomes are much better. Ultimately, the future of the industry will be shaped by shared innovation rather than isolated development.

Technology has made an enormous difference to the intermediary journey - where do you see the biggest gains still to be made?
Technology has already improved things significantly, but the biggest gains will come from making information easier to access and interpret. Brokers deal with huge amounts of data, product options, affordability models, lenders’ criteria and policy, and the challenge is often finding the right information quickly and having the confidence in that information so that nothing changes that throws the case out further down the line, sending them and their clients back to square one. Technology that fuels clarity without adding extra complexity is where the biggest gains are still to be made.

How does Iress fit into your strategy, and how do our tools and partnership help you deliver better for your customers?
I said earlier that those who are at the top are collaborating, and I don’t think there’s a better example of that than what we’ve brought to the market with Xplan Mortgage and Knowledge Bank. Product and criteria go hand-in-hand, and bringing together the “best of breed” for both as an industry first was pivotal. The partnership really has created that ‘holy grail’ of mortgage sourcing and working with the team at Iress to deliver that was an incredible experience as their passion for delivering useful and usable technology that genuinely makes a difference to the working day of a broker was evident at every stage.

What does success look like for you - and for the industry - over the next five years?
Success for the industry would be a mortgage process that feels simpler, faster and more transparent for borrowers whilst still maintaining a strong advice culture that we have here in the UK. There are moves from the regulator to row us back from a fully advised process, which, to anyone like me who remembers the global financial crisis which started in 2008, will undoubtedly be of concern! Success for me looks like Knowledge Bank remaining the UK’s largest and most trusted criteria database and being relied upon to fuel the joining of the dots to facilitate a smoother process for everyone involved.

Finally, if you could give one piece of advice to intermediaries navigating today’s market, what would it be?
Focus on the value of advice. Markets will always change; interest rates move, criteria evolve, and regulations shift, but the constant is that borrowers need guidance. Brokers who invest in their expertise, build strong client relationships and make use of technology available to them will always be in a strong position.

Thank you, Nicola, 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

Iress has been named Best Technology Provider at the Professional Adviser Awards 2026, following three years of marked transformation in which we've reshaped our proposition and standing in the UK advice market.

Professional Adviser judges noted that Iress has “come back into favour and achieved a turnaround”, with another praising our team’s “tremendous job” in winning advisers over. So what’s behind it?

A partner of choice

Once viewed as a challenger, we have repositioned ourselves as a partner of choice for advice firms seeking integrated technology, consistent delivery and dependable support. The shift reflects a broader reset - one that is more aligned, more responsive and more focused on the evolving needs of UK advisers.

At the centre of this progress is Xplan, our advice platform, now used by over 450 UK advice firms.

As the UK’s only truly vertically integrated advice platform, Xplan supports the entire client journey, reducing reliance on multiple fragmented systems. This capability has made it the platform of choice for consolidating advice businesses aiming to simplify operations and scale effectively, including five of the top eight UK wealth management firms.

Continuous improvement

Development has accelerated under our UK-focused team, guided by an adviser-led product roadmap designed to reduce complexity, improve efficiency and strengthen compliance.

This commitment to continuous improvement is reflected in a steady stream of enhancements and new features, such as the enhanced fact find and pension switching, helping advisers deliver better outcomes across the advice journey.

Alongside this, we have deepened our integration strategy, moving beyond our 170+ standard integrations to more strategic co-designed solutions through the Iress Partnership Programme, which launched last year. The first partners to join, PlannerPal and MoneyInfo, signal the direction of travel: deeper, more purposeful integrations that extend the platform in ways that directly improve adviser workflows and the client experience.

Service excellence

Continued investment has strengthened Xplan and the service that supports it, ensuring service remains a key differentiator. While parts of the market have leaned heavily into automation, Iress has prioritised a responsive, human-led model, reflected in a 90% client satisfaction score. A focus on delivery and support excellence has seen Iress achieve a client rating of 8.7/10 for implementation.

Expanded user groups, training and feedback sessions have further strengthened engagement, enabling clients to shape the platform while gaining more value from it day-to-day.

“A very different Iress”

Together, these developments point to a business that has reset its direction and delivered against it. As one client noted, “This is a very different Iress” - a sentiment echoed by the judges and reflected in the recognition as the Best Technology Provider.

Iress’ CEO for the UK, Alistair Morgan, added: “I couldn’t be prouder of our team and the journey we’ve been on. This award recognises not just the progress we’ve made, but the energy, commitment and belief that’s gone into transforming our business. To see that effort reflected in both industry recognition and client feedback is especially rewarding.”

This article was originally published in Professional Adviser.

As market structure evolves from centralised, venue-based models to more fragmented, network-driven ecosystems, data is seen increasingly as a primary determinant of effective market access, execution quality and competitive differentiation. A recent Markets Unstructured report (March 2025) highlights that alongside connectivity and analytics - control over data is fundamental to liquidity access and price formation in modern markets.

In this environment, the question then is how effectively is data deployed and leveraged across trading lifecycles and associated operational workflows.This approach is a demonstrable shift from straightforward data ‘consumption’ to proactive data structuring, integration and interrogation.

For firms operating in today’s multi-asset, data-driven markets, and subject to growing “information asymmetry”, this distinction is critical: Those able to transform data into decision-ready intelligence are better positioned to navigate fragmented market liquidity, manage risk and deliver consistent outcomes.

As Andrew Jappy, EGM APAC at Iress TMD, notes: “At Iress TMD we don’t simply redistribute raw market data… we’re enabling an open environment where clients can access their own trading and market data securely, and interrogate - and use - it however they choose. As such, value extends beyond the data itself to the ease with which firms can access, combine and apply it across their own cross-enterprise workflows.”

Raw data to decision-ready intelligence

Historically, market data infrastructure focused on delivering raw information - prices, quotes, order book updates, streamed directly from exchanges. But raw data does not necessarily support efficient trading and confident investment decisions.

Modern trading and advisory environments rely increasingly on more integrated datasets that combine price data with other data, such as reference, corporate actions, historical records and alternative data. Collectively, these data sets enable decision-ready intelligence that can be analysed, contextualised and acted upon in real time.

This shift also underscores a broader transformation across financial markets. Data is no longer something simply displayed on a screen; it is embedded directly within trading workflows, analytics and client interactions.

Conflicting pressures on data resources

Firms today face a complex set of pressures with respect to data sourcing and resource allocation.

On one hand, the scope and importance of data is expanding continuously. Supporting modern trading and advisory workflows demands broader coverage across asset classes, deeper historical datasets and new data sources, including alternative data and derived analytics.

On the other, execution venue fragmentation and inconsistent data standards make it difficult to build - and maintain - a comprehensive and complete and reliable view of the market. As highlighted in the Markets Unstructured report, market participants may be having to source, cleanse and reconcile data from multiple providers to construct a usable dataset - creating duplication, workflow inefficiency and uneven outcomes for firms across the industry.

Many financial firms commit significant resources to data, yet are challenged with translating that investment into consistent and valuable decision-ready insights. Fragmented internal ‘data ownership’, duplicated permissions and entitlements and disconnected platforms and systems mean that organisations often lack a single, trusted view of their data.

This dynamic is contributing to increasing information asymmetry across markets. Firms with the capability to normalise and analyse large datasets efficiently are better able to generate a comprehensive view of liquidity and pricing.

As Andrew Jappy observes: “More and more, we’re seeing that clients want 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.”

This represents a clear shift from fragmented, desk-level consumption toward enterprise-wide data capability, where information is accessed and utilised actively (and proactively) across trading, compliance and client engagement workflows.

Data quality, latency and normalisation as differentiators

As trading environments become more sophisticated, the value of market data lies not only in access, but in quality, timeliness and structure. Inaccurate and inconsistent data can quickly lead to operational friction - from valuation errors to reconciliation breaks and compliance risk. At the same time, delays in data delivery undermine execution decisions and client communication.

Perhaps most critically, data must be structured consistently. Without normalisation across markets and venues, firms cannot effectively compare execution outcomes, generate analytics or integrate data into trading workflows.

High-quality data is therefore not simply a technical requirement - it is a critical foundation for decision-making, risk management and client service.

Integrating insight into trading decisions

Another important shift is the way data insights are integrated into the trading workflow itself. Traditionally, analytics were consulted after the fact, through reports and in dashboards separated from the trading environment.

Increasingly, however, insights are embedded directly within execution and advisory workflows, for example:.

• Real-time analytics during order entry
• Alerts identifying unusual trading behaviour
• Cross-venue execution comparisons
• Integrated audit trails and performance monitoring.

This approach ensures that insights are delivered at the moment decisions are made, rather than after trades have occurred. For advisers and brokers supporting retail and wholesale investors, this integration strengthens both decision quality and accountability.

Data accessibility and regulatory readiness

Another driver behind evolving market data strategies is regulatory scrutiny. Across jurisdictions, regulators expect firms to maintain detailed records of trading activity and to be able to retrieve that information quickly if required.

Historically, the available window of accessible data in trading ecosystems has been limited, and accessing older data has been slow and resource-heavy. Andrew Jappy observes:

“Depending on the size and type of user firm, data might only be available for a month or at most perhaps twelve months. If the regulator asks for data outside of this limited window, and indeed from several years ago, our customers would have to request that we locate and restore it, which is time-consuming and expensive.”

Cloud-based data environments (data lakes and warehouses) help address this challenge by enabling longer-term storage and faster retrieval of trading records, improving both compliance readiness and operational efficiency.

Supporting a data-first industry model

These developments reflect a broader shift toward data-first infrastructure strategies across the trading industry. Rather than treating market data as a secondary input, firms are designing environments where data accessibility, integration and analytics are built into the core architecture.

A data-first strategy would typically embrace::

• Centralised data environments across trading and reporting systems
• Cloud-enabled storage and analytics capabilities
• Integration with data lake technologies and third-party tools
• Open frameworks that allow firms to interrogate their own data.

According to Andrew Jappy, this approach ultimately empowers clients to determine how their data delivers value: “Our intention is to create a more open environment where clients can securely access their own data and decide how they want to use it - whether through our dashboards, their own analytics tools or third-party providers.”

Turning information into advantage

Handled strategically, market data becomes a highly valuable strategic asset - a whole that is significantly greater than the sum of its individual parts. It lays the foundation for better decision-making, stronger compliance, faster time to market and more resilient participation in increasingly complex financial markets.

The firms that succeed will not necessarily be those that invest the most in data, but those able to extract the greatest value from it.

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 Steve Easter, Managing Director for Mortgage & Protection at Fairstone, one of the fastest-growing financial services organisations in the UK and Ireland. Fairstone have been an Iress client for over 10 years, using Xplan Mortgage to source the market for mortgage and protection products effectively.

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

Tell us, what’s exciting you most about the UK mortgage market right now?

The market appears to have come back to life, with lenders beginning to innovate once again. While there was an expectation of greater stability, inflation and interest rates are now facing renewed pressure due to the conflict in the Middle East. That said, client activity remains high, and wider global uncertainty is encouraging more customers to seek professional advice. As a result, advisers can look forward to a potentially busy year.

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

Without doubt in the refinance space. With so many maturing products in 2026, it is imperative that brokers concentrate on existing customers ensuring they give a great service.

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

Affordability rules are changing to allow clients to borrow more over longer periods, which is great to boost the housing market short-term, but as an industry of professional advisers, it’s vital that we guide our clients correctly to avoid a repeat of the issues we saw back in the 2008 credit crunch.

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

I would love it if we could be more joined-up from start to finish. For example, it would be great to have lawyers and conveyancers sharing information to avoid the client having to duplicate information. Also, if the legal process could find a way of speeding things up, that would lessen client stress massively.

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

Ensuring good outcomes for clients and mentoring young mortgage advisers. It is great to see the young advisers bloom into full-blown mortgage professionals, valuing their time by charging appropriate fees and concentrating on existing clients rather than constantly looking for new clients. Service clients well and they will stay with you for life.

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

Collaboration between firms is very important to understand how the wider market reacts to the regular challenges we all face. With consumer duty and the regulators' mortgage rule review, we all need to understand how this impacts the intermediary market as a whole.

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

The speed of decision making from lenders is becoming quicker all the time. There’s less repetition than ever before due to better data flows, which increases efficiency and reduces risk, but I think this year will see huge steps in technology within the mortgage space. Overall, I think this will improve the client experience by allowing advisers to spend more quality time with clients. This will open the door to having more holistic conversations, giving clients even better outcomes.

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

We use Iress sourcing across our entire business, for annuity quotes as well as mortgage and protection sourcing. Technology changes at a rapid rate, so it’s impossible to keep up with everything, but we are confident that Iress will develop their tech stack in line with existing competitors and new entrants to the market and ensure our advisers and clients receive the best experience available.

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

The aim is continually build and increase the quality of advice and service delivered by Fairstone to all our clients. As for success within the intermediary space, I would like for the mortgage intermediary industry to be looked upon as a profession that the next generation will aspire to be part of.

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

Transform your business by focusing on existing clients. Look after your existing clients by annually reviewing needs and objectives; always review their protection portfolio as lives can change very quickly at times, and don’t forget to value our profession and charge appropriate fees.

Thank you, Steve, 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

Getting mortgage clients to see the value of protection insurance isn’t always easy. Julie Botha, Head of Adviser Development, shares her top tips on how best to approach protection in the mortgage conversation.

Most people favour immediate gratification over longer-term gain, so it’s no surprise that homebuyers often prioritise furnishings and décor over protection insurance. Research shows only 15% of buyers see protection as a top priority, ranking it behind furniture, décor, and home improvements¹. While financial protection may be the more sensible choice, a new sofa or kitchen delivers instant, tangible satisfaction.

Concerningly though, over half of mortgage holders say they couldn’t maintain repayments for more than six months if their income stopped.

Prioritising protection

With household finances stretched and the cost of buying a home still high, clients often feel torn between immediate needs, home improvements, bills, childcare and the less tangible benefits of insurance. At the same time, they’re more focused on the excitement of moving in than on the risks of illness or death.

Yet a mortgage is typically the largest financial commitment a person will take on. Protection therefore must form a core part of the conversation, especially when we consider the requirements of Consumer Duty and the need to avoid foreseeable harm and deliver good client outcomes. What could be more harmful than your client losing their house for the sake of a conversation around the value of protection insurance.

Approaching protection with the client

One common mistake is introducing protection at the end of the mortgage discussion. This can make it feel like an afterthought or an upsell, which clients may be resistant to. Instead, introduce protection early and revisit it naturally throughout the conversation so it feels integral, not optional.

Exploratory questions can help shift perspective. Asking why a client chose a particular home or whether they’d like to pass it on to their children encourages them to reflect on its emotional and long-term value. This can shift the emphasis from merely protecting the ‘bricks and mortar’ to the home, the people in it and the client’s long-term goals and aspirations.

You can also explore practical scenarios: if their income stopped, which bills would matter most? Or ask what outgoings they could afford to lose. These questions highlight priorities while reinforcing the importance of protection in a relatable way.

Reframing the conversation

How protection is framed can significantly influence client decisions. For example, referring to a mortgage as a “debt” can prompt a different mindset. Asking “who owns your home?” or why lenders require buildings insurance can help clients recognise their financial exposure.

When presenting recommendations, use cost comparisons to add perspective. Clients already understand their monthly spending, whether on subscriptions, phone contracts, or their mortgage. Position protection alongside these costs to show how relatively small it is compared to what it safeguards.

By making protection insurance a core part of the mortgage advice process and reframing the conversation, we can help more homeowners prioritise products like Life, Serious Illness Cover and Income Protection – all whilst maintaining the home they’ve worked so hard to acquire.

Find out more

^{1Research carried out by Opinium on behalf of Vitality with 2,000 homeowners with a mortgage between 17-26 October 2025}

We were over the moon to be named Best Technology Provider at the Professional Adviser Awards, held in London on 18 March.

This recognition means a lot because it reflects the significant progress we’ve made in our commitment to delivering outstanding technology, service and support - and the incredible team behind it.

Commenting on the win, our CEO Alistair Morgan said, “I couldn’t be prouder of our team and the journey we’ve been on. This award recognises not just the progress we’ve made, but the energy, commitment and belief that’s gone into transforming our business. To see that effort reflected in both industry recognition and client feedback is especially rewarding.”

Winning over judges - and advisers

The judges’ feedback was particularly pointed, noting how Iress has 'come back into favour' following a major turnaround. They highlighted our focus on 'real-world case studies' and a renewed effort in 'winning advisers over'- the exact pillars we put in place back in 2023 to build a uniquely UK-centric strategy.

And it isn’t just the judging panel who have noticed a difference - our clients have too. Our UK Net Promoter Score (NPS) has increased by 29.5 points since 2024, driven by client feedback, with one commenting, ‘this feels like a very different Iress’.

It was an honour to be in such strong company with the other Professional Adviser Award winners and finalists. See who took home the trophy here.

I couldn’t be prouder of our team and the journey we’ve been on.

Alistair Morgan - CEO, Iress UK