Churn not advisers' problem, coach says

Adviser business coach Tony Vidler said the discussion about replacement and new business needed to move away from advisers "churning" to thinking about how to interpret what was normal in an increasingly consumer-led industry.

He said insurance company data showed a normal client attrition rate of about 5% to 6% of customers every year, at the insurer level.

"Those are customers who simply no longer needed the products or service," he said.

Vidler said a typical adviser who was running an ethical business and working in clients' best interest should then expect to have some clients quit their insurance products.