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Intermediary matters: Maintaining an effective mortgage market


22 September 2016

Time: 9:00am – 4:00pm
Venue: America Square Conference Centre, London
Price: £385 members
£385 associates
£505 non-members
Intermediary matters: Maintaining an effective mortgage market

About this event

Arguably the most important part of the mortgage market, quality of business at origination and ensuring a smooth customer experience is at the heart of lenders' concerns.

This one-day conference provided delegates with an opportunity to hear multiple industry perspectives, as well as explore the latest issues connected with origination. Attendees were encouraged to explore the lender-intermediary relationship in detail, consider best practice for fraud prevention and really get 'under the hood' of what borrowers need from their mortgage provider. In addition, the CML presented its latest performance data and project work.

This event was aimed at:

Anyone involved with the lender-intermediary relationship, including heads of lending, intermediary sales managers, product development and sales staff and customer relationship managers.

Key takeaways from this event:

  • The majority of borrowers use brokers.
  • Advice is key to the broker proposition.
  • The volume of new products in the market is growing, as is the market.
  • More and more customers are accessing products through intermediaries, which will continue to improve eligibility as the intermediary can provide more options than if a customer goes direct to the lender.
  • The market continues to be competitive and as a result it will continue to evolve and innovate as customers seek products suitable for them.

*This event was closed to press*


0900 - 0930  

Registration & 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 & Ireland, Rockstead Ltd
Brian Pitt, Chief Executive Officer, Rockstead Ltd

1100 – 1120  


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  


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.

Ian Andrew, Managing Director Intermediary Sales, Nationwide Building Society
Mark Graves, Sales Director, Sesame Bankhall Group
Nikki Warren, Head of Mortgage Intermediaries, Nottingham Building

 1550 – 1600  

Chair's closing remarks
Peter Rogerson, Commercial Director Mortgages, Virgin Money Plc


Conference close

Confirmed speakers

Chair: Peter Rogerson

Commercial Director Mortgages, Virgin Money

Peter 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

Ian 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

Amit 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. 




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Roger Brown

Director of Sales - UK and Ireland, Rockstead Ltd

Roger 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.




James Daley

Managing Director, Fairer Finance

James 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

Mark Graves, Sales Director at Sesame Bankhall Group (SBG), 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

Mike 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

Sally 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 (AMI) board for 5 years before becoming Deputy Chairperson for the Small Business Practitioners Panel for the Financial Conduct Authority (FCA).



Andrew Montlake

Director, Coreco

Andrew 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. As Coreco’s Media Spokesperson he can often be seen or heard on BBC TV and Radio or Sky News as well as regularly commenting in the national, local and trade press.

More commonly known as "Monty" 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.

Andrew continues to work at the coal face, writing mortgage business, looking after clients and is also responsible for all lender liaison.


Brian Pitt

Chief Executive Officer, Rockstead

Brian 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

Sue 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.

Richard Saulet

Director of Mortgages, Metro Bank PLC

Richard Saulet has been at Metro Bank for 4 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

Robert Sinclair helped establish the Association of Mortgage Intermediaries (AMI) as an independent entity on 1 February 2012.  He joined the former parent trade body, Association of Independent Financial Advisers (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 policy-makers 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.

Robert brings a wealth of industry experience to the trade body having held a number of front line sales roles combined with experience in marketing, training and internal audit.

James Tatch

Analytics Manager, Council of Mortgage Lenders

James 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.






Nikki Warren

Head of Mortgage Intermediaries, Nottingham Building Society

Nikki 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 and Gloucester. She has 25 years of experience in the mortgage industry. 





Peter Williams

Departmental Fellow, University of Cambridge

Peter Williams is Executive Director of the Intermediary Mortgage Lenders Association 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

Tracy 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 and Alert facility which enables cross-member investigations triggered by intelligence.  

In 2015, she relinquished her role as MD to concentrate on future developments and strategic partnerships for National Hunter.   


America Square Conference Centre

1 America Square
17 Crosswall


Nearest tube station: 

Tower Gateway (DLR)

Tower Hill (District, Circle lines)

Aldgate (Circle, Metropolitan lines)

Nearest overground stations:

Fenchurch Street

Cannon Street



Contact us

Agi Donovan

Telephone: 08453736771