Intermediary matters: Maintaining an effective mortgage market
22 September 2016
America Square Conference Centre, London
Conference programme
Today’s programme
0900 – 0930 Registration and refreshments 0930 – 0940 Welcome and introduction
Peter Rogerson, Commercial Director Mortgages, Virgin Money Plc
0940 –1000 CML data session
James Tatch, Analytics Manager, Council of Mortgage Lenders What does our market data tell us about the intermediary channel? Volumes, products, geography and performance
1000 – 1030 CML ‘working together’ guide
Sue Rossiter, Senior Policy Adviser, Council of Mortgage Lenders Robert Sinclair, Chief Executive, Association of Mortgage Intermediaries Peter Williams, Executive Director, Intermediary Mortgage Lenders Association
1030 – 1100 2007 vs 2016
Roger Brown, Director of Sales - UK and Ireland, Rockstead Ltd Brian Pitt, Chief Executive Officer, Rockstead Ltd
1100 – 1120 Refreshments 1120 – 1150 Product development
What have we learned from different product types and their performance? Is the decline in available product types a problem?
(1120 – 1135) Lender perspective
Richard Saulet, Director of Mortgages, Metro Bank PLC
(1135 – 1150) Intermediary perspective
Andrew Montlake, Director, Coreco Group
1150 – 1210 The customer relationship
James Daley, Managing Director, Fairer Finance What issues do customers routinely encounter at origination? How can lenders and brokers ensure a smooth and easy-to-understand process for borrowers?
1210 – 1230 Empowering borrowers through technology Amit Bajaj, EU Sales Lead Platforms, Infosys Effective customer communication Streamlining the ‘handover’ process Advantages for both lender and broker
1230 – 1330 Lunch
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Intermediary matters: Maintaining an effective mortgage market
1330 – 1350 Avoiding fraud at origination
Tracy Wingrove, Business Development Director, National Hunter Recognising trends Tools and tips for prevention
1350 – 1420 Market entry
Sally Laker, Managing Director, Mortgage Intelligence The realities of operating without panel presence Is there an ideal lender-broker share of business?
1420 – 1450 Have intermediary sales peaked?
Is there potential for intermediary-led sales to increase or has the market reached saturation? What would be the effects of an increase/decrease?
1450 – 1505 Lender perspective
Mike Jones, Managing Director, Intermediaries and Specialist Brands, Lloyds Banking Group Plc
1505 – 1520 Intermediary perspective
Mark Graves, Sales Director, Sesame Bankhall Group
1520 – 1550 Origination: What comes next? A panel discussion focussing on other types of lending, such as buy-to-let, interest only, niche markets, near-prime, retirement borrowing. Panellists: Ian Andrew, Managing Director Intermediary Sales, Nationwide Building Society Mark Graves, Sales Director, Sesame Bankhall Group Nikki Warren, Head of Mortgage Intermediaries, Nottingham Building Society
1550 –1600 Chair’s closing remarks
Peter Rogerson, Commercial Director Mortgages, Virgin Money Plc
1600
Conference close
@cmlevents #CMLintermediaries
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Speaker biographies Chair: Peter Rogerson Commercial Director Mortgages,Virgin Money
P
eter Rogerson is the Commercial Director for Mortgages at Virgin Money. He is responsible for the mortgage strategy and the Intermediary sales function and has been at Virgin Money since it took on the Northern Rock business. Peter has been in the financial services industry for 30 years in a variety of commercial roles.Whilst his main home is in Manchester he has become an honorary Geordie based at Virgin Money’s office in Newcastle. He is passionate about improving the customer proposition and believes that the next generation deserve the same opportunities that he received when he first bought a home.
Ian Andrew Managing Director Intermediary Sales, Nationwide
I
an Andrew joined Nationwide in January 2008 to set up the Group’s first prime intermediary salesforce, Nationwide for Intermediaries, (NFI). NFI, launched in April 2008 and quickly established itself as one of the leading sales forces in the intermediary market. In July 2009, NFI was merged with the Group’s specialist lending sales force, creating a dual-branded salesforce of Business Development Managers and Corporate Account Managers. Ian was awarded the Nationwide Executive Leader Award in 2011 and later that year when he moved into the position of Managing Director for Intermediary Sales his responsibilities were widened to include the Sales Support, E Commerce and Operational teams in the intermediary sales Division. In 2012 Ian was appointed to the board of The Mortgage Works. He is also a board member of Mortgage Brain Ltd and a member of the CML Director General Intermediary Advisory Group.
Amit Bajaj EU Sales Lead Platforms, Infosys
A
mit Bajaj is European Head for the Credit Platforms business at Infosys.These platforms encompass the entire lending value chain across asset classes and shore it up with innovative blockchain and digital security based solutions. Amit has worked in the Financial Services industry for more than 15 years, developing and leading strategic digital initiatives for retail, investment banks and asset management firms. In 2008, for a Global bank based in Asia, Amit was responsible for several flagship initiatives across Treasury, Risk and Credits groups with a team of more than 200 professionals.
Roger Brown Director of Sales - UK and Ireland, Rockstead Ltd
R
oger Brown was formerly a senior executive with a number of lenders over the past 25 years, Roger’s recent activities include being a key member of a team which raised venture capital to launch a new company in the mortgage sector. As well as being well known in the financial services sector, he has experience of regulatory, funding and compliance matters.
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Intermediary matters: Maintaining an effective mortgage market
James Daley Managing Director, Fairer Finance
J
ames Daley has been a consumer campaigner and financial journalist for more than 15 years. He launched Fairer Finance in 2014, after four years working for the consumer group Which?. Previously, James was Personal Finance Editor of The Independent. He is a regular commentator in print and over the airwaves, and writes a regular column for The Daily Telegraph.
Mark Graves Sales Director, Sesame Bankhall Group
M
ark Graves, Sales Director at Sesame Bankhall Group, Mark has overall responsibility for sales and distribution with Sesame Network and PMS Mortgage Club. He has over 25 years’ experience in similar roles and is well recognised for working in partnership with mortgage and protection firms to maximise their potential. He is also a strong believer in advocating best practice within the industry, especially in relation to protection advice. Previously, Mark founded Linear Financial Services in 2003 and it fast became one of the leading financial service firms in the UK. Has also held director level roles at LSL group and most recently Pink Network.
Mike Jones Managing Director, Intermediaries and Specialist Brands, Lloyds Banking Group
M
ike Jones assumed his role in October 2011, leading and co-ordinating relationships with UK Mortgage Intermediaries and management of Lloyds Banking Group’s Intermediary business. He also has governance responsibility for the Intelligent Finance and Birmingham Midshires brands. A Cambridge graduate, in his 30 years with Lloyds Mike has enjoyed a variety of other roles across Lloyds in the branch network, corporate treasury and in product management.
Sally Laker Managing Director, Mortgage Intelligence
S
ally Laker has more than 30 years’ experience in the finance industry and has managed Mortgage Intelligence successfully for 20 years. Growing the business both organically and by acquisition, her strategic vision has built a strong quality mortgage network and club.
Sally is also part of the Countrywide Financial Services Management Team and previously served on the Association of Mortgage Intermediaries board for 5 years before becoming Deputy Chairperson for the Small Business Practitioners Panel for the Financial Conduct Authority.
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Andrew Montlake Director, Coreco
A
ndrew Montlake started in the mortgage industry in 1994 at John Charcol before joining Cobalt Capital in 2001.There he was responsible for successfully growing the Cobalt brand as Head of PR and Marketing.
In 2009 Andrew was a joint founder of The Coreco Group where he is the Director responsible for Brand, Marketing and Communications as well as continuing to advise clients.
Andrew is the author of a highly acclaimed mortgage blog, writes the Market Watch column in Mortgage Strategy, was voted “Mortgage Personality of the Year” in 2008 and won the award for “Best Press Spokesperson” 2011 at The British Mortgage Awards, showing that Coreco is a respected voice in the industry and beyond. He also won the “Best Marketeer” gong at the 2014 British Mortgage Awards.
Brian Pitt Chief Executive Officer, Rockstead
B
rian Pitt has been involved in financial services for 40 years, with a career that started in the Building Society world and developed into specialist lending sectors as they evolved from the 1980s through to the 2000s. He has held Executive Director positions with a number of companies including HMC, Future Mortgages and the Beacon Group. He has built several successful management teams over the past 20 years.
Sue Rossiter Senior Policy Adviser, Council of Mortgage Lenders
S
ue Rossiter has more than 15 years’ experience of regulatory policy development as both a civil servant and in a trade association setting. She joined the CML as a Senior Policy Adviser in November 2015. Drawing on her experience working in organisations including the Financial Ombudsman Service; OFGEM; the Office of the Rail Regulator; and the Remote Gambling Association, Sue specialises in conduct regulation at the CML.
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Intermediary matters: Maintaining an effective mortgage market
Richard Saulet Director of Mortgages, Metro Bank PLC
R
ichard Saulet has been at Metro Bank for four years during which time he has run mortgages, building it to a multi-billion £ lending business. He has worked in and around the mortgage industry for over 15 years. Richard currently runs Metro Bank’s Asset and Invoice finance business alongside mortgages.
Robert Sinclair Chief Executive, Association of Mortgage Intermediaries
R
obert Sinclair helped establish the Association of Mortgage Intermediaries (AMI) as an independent entity on 1 February 2012. He joined the former parent trade body, AIFA, in October 2006, initially looking after the Association of Finance Brokers (AFB) and since 2008, AMI. He looks after the day-to-day running of AMI and AFB by delivering member information and services, lobbying regulators and policymakers and developing press relations. Before this, Robert was Head of Advice Development and Quality, Retail Banking, at Santander (from 2003). Here he had responsibility for all advice policy,T&C and advice quality matters for the regulated sales forces of Santander. Prior to this, he was Regional Manager for Inscape Investments Ltd. From 1978 -2000, Robert worked for HSBC in a variety of roles.
James Tatch Analytics Manager, Council of Mortgage Lenders
J
ames Tatch is the analytics manager for the Council of Mortgage Lenders, with lead responsibility for the CML’s statistics and data work. James has worked in economics and statistics for 20 years, the past 11 of which have been at the CML.Working first in academic research, James then moved to the public sector before finally settling in the private sector within financial services.
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Intermediary matters: Maintaining an effective mortgage market
Nikki Warren Head of Mortgage Intermediaries, Nottingham Building Society
N
ikki Warren is Head of Intermediary Sales at the Nottingham Building Society (known as The Nottingham). Previously Nikki spent nine years as the Head of Sales for GE Money and prior to that she worked for Cheltenham & Gloucester. She has 25 years of experience in the mortgage industry.
Peter Williams Departmental Fellow, University of Cambridge
P
eter Williams is Executive Director of the Intermediary Mortgage Lenders Association (IMLA) and a Departmental Fellow, Department of Land Economy, University of Cambridge. He was previously Director of the Cambridge Centre for Housing and Planning Research, Deputy Director General of the Council of Mortgage Lenders and Professor of Housing at the University of Wales, Cardiff. Peter is currently on the board of The National Housing Federation and Chair of URL, a planned ‘for profit’ housing association.
Tracy Wingrove Business Development Director, National Hunter
T
racy Wingrove has been working in the financial sector since 1990 – firstly with Britannia Building Society, culminating in her role as Senior Fraud Investigator, responsible for the implementation of various fraud prevention systems.
In April 2002, she joined National Hunter as Managing Director. She set up their first independent office, and introduced a compliance regime for members. She has more recently been involved in technical projects to enhance the benefits National Hunter brings to its members, including the unique Search & Alert facility which enables crossmember investigations triggered by intelligence. In 2015, she relinquished her role as MD to concentrate on future developments and strategic partnerships for National Hunter.
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C M L
A N N UA L D I N N E R 7 DECEMBER 2016 The spectacular Supernova in Embankment Gardens in central London is the perfect setting for the most highly regarded dinner in the mortgage industry. Join us and over 1000 guests for a fabulous evening of cocktails, delicious dishes and unrivalled networking opportunities. TICKETS AND TABLES ARE SELLING FAST, SO HURRY, BOOK NOW!
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0843 373 6771
Delegate list Emma Avery
Mike Cutler
Amit Bajaj
James Daley
Proposition Manager National Counties Building Society
EU Sales Lead Platforms Infosys Ltd
Patrick Bamford
Business Development Director AmTrust International
Keith Barber
Director of Business Development National Counties Building Society
Danny Belton
Head of Lender Relationships Legal & General Assurance Society
Godfrey Blight
Director Capita Mortgage Services Ltd
Martin Brown
Head of Product, Proposition and Strategy Bank of Ireland
Roger Brown
Director Sales - UK and Ireland Rockstead Ltd
Scott Burman
Corporate Relationship Director Countrywide
Steve Carruthers
Head of Mortgage Distribution Newcastle Building Society
Martese Carton
Head of Intermediary Distribution Leeds Building Society
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Head of Intermediaries Tesco Bank
Managing Director Fairer Finance
Paul Darwin
Director of Intermediary Relationships Skipton Building Society
Esther Dijkstra
Director of Strategic Partnerships Lloyds Banking Group
Clare Edwards
Team Leader - Strategic Partnerships Bank of Ireland
Tina Farr
Richard Groom
Head of Mortgage Sales (Intermediary and Direct) Tipton & Coseley Building Society
Ken Hale
Head of Lending Harpenden Building Society
Will Hale
Business Development Director Key Retirement
Tony Hall
Head of Sales and Marketing Secure Trust Bank plc
Gemma Harle
Managing Director Tenet Group Limited
Mortgage Sales Manager Market Harborough Building Society
Jonthan Horler
Karen Faulkner
Mark Howell
Head of Mortgage Development Connells Group
Nick Gill
Product Architect Sopra Banking Software
Dan Goulding
Business Development Manager Monmouthshire Building Society
Mark Graves
Sales Director Sesame Bankhall Group
Sarah Green
Director, Business Development Sutherland Global Services
Partner Partners Wealth
Director of Marketing and Customer Management Bank of Ireland
RichardHowes
National Key Account Manager Santander UK plc
Stewart Hunter
Busineess Development Manager Buckinghamshire Building Society
Peter Izard
Private Bank Mortgages Investec Mortgages
Intermediary matters: Maintaining an effective mortgage market
Mike Jones
Managing Director, Intermediaries and Specialist Brands Lloyds Banking Group
Paul Kane
Corporate Account Manager The Royal Bank of Scotland Plc
Neena Kithoray
Senior Product Development Manager Bank of Ireland
Roger Knight
Lending Manager Newbury Building Society
Henry Knight Managing Director Springtide
Sally Laker
Managing Director Mortgage Intelligence
Kevin Lilley
Head Sales and Distribution Consumer Mortgages Bank of Cyprus UK Limited
Ian May
New Lending Manager Capita Mortgage Services Ltd
Shaun Middleton
Head of Regulated Sales and Intermediaries Principality Building Society
Harry Monk
Mortgage Consultant SJP
Andrew Montlake Director Coreco Group
Emma Parker
Business Development Manager Stafford Railway Building Society
Brian Pitt
Chief Executive Officer Rockstead Ltd
John Price
Mortgage Business Unit Manager Connells Group
Anthony Radford Regional Manager TSB Bank plc
David Robinson
National Intermediary Sales Manager Accord Mortgages
Peter Rogerson
Commercial Director Mortgages Virgin Money plc
Sue Rossiter
Senior Policy Adviser Council of Mortgage Lenders
Richard Saulet
Director of Mortgages Metro Bank PLC
Rosemary Savage
Head of Consumer Mortgages UnderwriterContractor Bank of Cyprus UK Limited
Robert Sinclair
Chief Executive Association of Mortgage Intermediaries
Michelle Stevens
Head of Mortgage Sales Ipswich Building Society
James Tatch
Analytics Manager Council of Mortgage Lenders
Carolyn Thornley-Yates
Business Development Manager Hinckley and Rugby Building Society
Steve Urwin
Managing Director Sales and Marketing Newcastle Building Society
Nikki Warren
Head of Intermediary Sales Nottingham Building Society
Richard Waters
Senior Product Manager HSBC Bank plc
Peter Williams
Executive Director Intermediary Mortgage Lenders Association
Tracy Wingrove
Business Development Director National Hunter
Graham Wood
Head of Lender Partnerships Countrywide
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CML EVENTS 2016
Mortgages and data protection regulation 27 September London
Alteration of the Register 28 September London
Scotland annual dinner 6 October Edinburgh
Regulation: Conduct yourself well 12 October Leeds
Do lenders have to worry about equitable interests? 1 November London
Low cost home ownership 18 October London
Annual conference 9 November London
Annual dinner 7 December London
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Council of Mortgage Lenders
Intermediary matters: Maintaining an effective mortgage market
Notes
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Intermediary matters: Maintaining an effective mortgage market
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ANNUAL CONFERENCE 9 NOVEMBER 2016 CAVENDISH CONFERENCE CENTRE
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