More than a third – 34% – of advisers have said finding the time to deal with increased demand and regulatory changes was challenging, an insurance provider found.
The Exeter, which conducted the research, found that 35% of respondents said their time was being taken up by updates from their network, the industry and providers.
Other activities advisers said were taking time included continuing professional development (CPD) and learning, as said by 31%, while 28% said meetings with business development managers (BDMs) and third parties were demanding their attention.
For 26% of respondents, the time it took to document and record advice conversations was said to be significant.
Better time management
Matthew Chapman, The Protection Coach, suggested ways to help advisers manage their time at work.
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He said advisers should prioritise client-centric conversations over admin, adding: “The best advisers focus on having meaningful client conversations rather than drowning in admin. To make the best use of the time they have with clients, advisers should consider making some simple changes to their processes and look to technology to help save time where possible.”
He said this could include:
- Blocking out ‘dedicated hours’ in their diary for client conversations, where nothing can distract them from having proactive advice conversations.
- Using structured sales frameworks (such as anchoring to financial goals) to make meetings efficient and compelling, reducing the need for follow-ups.
- Automating or delegating non-client-facing tasks where possible; for example, using digital fact-finds and automated follow-ups, or even looking to paraplanners for support.
- Recording advice conversations and using technology to transcribe and summarise key points.
Chapman also advised that intermediaries schedule time for personal growth in the same way they would an appointment.
He added: “Regulatory changes, CPD, and industry updates are non-negotiable, but they shouldn’t consume client time. Instead, advisers should look at these as opportunities to improve their effectiveness.”
- Consider booking non-client time into the diary each week and setting this aside for structured learning and development.
- Access CPD resources in a way that works best for them, whether it’s attending a training session, listening to industry podcasts while commuting, or following relevant experts for insight and opinion.
- Ensure they surround themselves with like-minded high performers who can share valuable insights to help cut through the noise they face as advisers.
Further, Chapman recommended using the ‘one-touch’ rule to manage workloads.
He said: “Every interaction advisers have should add value to their business and help them manage future workloads.”
- When making recommendations to clients, ensure they are crystal clear, so that they don’t need endless follow-ups to clarify information.
- When updating on regulation or provider changes, focus only on what’s actionable and relevant to their clients.
- And finally, leverage existing client touchpoints, like annual reviews, to combine a range of topics, such as compliance and protection, to ensure the conversations are high value.
“By taking control of their time and being intentional with their focus, advisers will be able to not only grow their business but also maintain a level of balance in a constantly evolving landscape,” Chapman added.
Daily challenges faced by advisers
Jamie Page, head of protection distribution at The Exeter, said: “These findings highlight the challenges advisers face daily and underscore the importance of balancing client-centric conversations with ongoing professional development and efficient time management.
“Matthew Chapman’s practical tips provide valuable insight on navigating these pressures whilst continuing to deliver the best possible outcomes for clients.
“As well as looking to colleagues or the wider adviser community for support, I would also encourage advisers to make the most of the relationships, tools and resources available from insurers, which are designed to support their advice conversations and ongoing professional development.”
