60 seconds with...Julian Hartley
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Mortgage Director, ING Direct
Why did ING Direct launch mortgages through brokers?
When we first entered the UK mortgage market, we naturally offered a direct proposition. We always knew that to meet our growth ambitions we would need to make our products available through broker networks, as such a high percentage of consumers want mortgage advice. Two things happened last year. First, we had the direct model working nicely and second, brokers approached us and said we seemed serious about growing our mortgage business and asked how they could help us.
You originally launched through a pilot with Legal & General, how did you find that?
We were pleased with its success and it gave us the confidence to start working with other networks.
Are there any plans to change your name from ING Direct now you are also offering your services through intermediaries?
No. ING Direct is a global brand with more than 23 million customers. We see the broker channel being complementary to our successful direct model.
What do you think of the Mortgage Market Review?
The MMR was kicked off during the financial crisis but we are in a different place today. The Council of Mortgage Lenders has been proactive in representing the industry since the initial consultation papers were issued and the Financial Services Authority has changed some things that were in the original proposals. So when the rules are finally published, I expect them to be more reflective of the current environment so that they are proportionate and sensible.
What three items would you take to a desert island?
My family, although they might not thank me, a fridge full of booze and an open return ticket.
Do you have any secret talents?
I had a brief stint as a squash coach but found I didn’t have the patience for it.
Who would you most like to play you in a movie of your life?
I have been told I look like Robert Redford - well once anyway, by someone who was drunk. So a younger version of him would do.
What book are you reading at the moment?
Any Human Heart by William Boyd.
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