Graves highlighted the issue when discussing developments in the protection market on Mortgage Solutions Television in association with Scottish Widows.
“Technology developments are ignoring adviser input. I don’t think anyone who is selling is being asked their opinion,” he said.
“There’s an incredible rush to click minutes or seconds off a sale thinking a client will not be interested because [they are] talking about the biggest decision in their lives.”
Graves added: “Technology should be supporting it [advice], not driving it and I think we’ve potentially created a problem for ourselves in not listening enough to advisers for what they need, instead of telling them what they should have.
“And there is a big difference.”
Graves also warned that advisers in networks could be falling into the trap of simply picking the policy at the top of the sourcing system to suit compliance requirements.
