ING Direct signals aggressive home loan push
ING Direct yesterday finalised the sale of $900 million of mortgage-backed securities and announced that it will target 20 per cent growth in mortgage sales next year. It will have to grow at more than twice the current rate of system growth to achieve that target.ING Direct has a $36.7 billion mortgage book. Its growth was below system over the past 12 months, at around five per cent. The bank's market share has fallen from 3.7 to 3.5 per cent in that period.Ninety-five per cent of the bank's home loan sales are through brokers, and this week chief executive Don Koch and executive director of mortgages Lisa Claes have been on a roadshow, taking brokers through a couple of service upgrades.The bank will give brokers access to its credit assessors, so the broker can get a more timely indication as to whether an application fits the bank's credit policy.The other initiative is to allow brokers to order a property valuation while the application is being prepared, rather than waiting until after the application has been submitted.Claes said: "Individually, these are small things, but taken together they add transparency, improve the timeliness of the process and put the broker in the driver's seat."Claes said the RMBS issue, ING Direct's first public securitisation in Australia, added diversity to the group's funding and gave it confidence to pursue higher growth levels."And we want to leverage our bigger product footprint," said Claes. Last year ING Direct la