Ian Paul

Evaluator
DISC Type : csd

Head of Product at Bluestone Home Loans

Greater Sydney Area, Australia

Overview

Ian Paul is the Head of Product at Bluestone Home Loans, an expert in mortgage product management, strategic transformation, and scaling retail financial businesses. He has a proven history of driving record growth and improving customer experiences at NAB and Citi. He holds a Master of Mathematics from the University of Nottingham.

Since starting at Bluestone in July 2024, he has successfully led the development and launch of three innovative products: Expat Loans, Commercial Property Loans, and Residential Construction Loans.

Personality Overview

Thorough Evaluator

Hard To Convince

Quality Focused

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

New Product Launches
Successfully developed and launched three major loan products—Expat, Commercial, and Construction—in the months immediately following his appointment at Bluestone.
Mortgage Portfolio Growth
Drove record balance growth and significantly improved NPS scores for the Citi-branded mortgage portfolio while at NAB.
Strategic Transformation
Focuses on transforming mortgage businesses to improve customer, broker, and employee experiences to achieve sustainable growth.

Media Appearances

Ian has no verified media appearances

Work History

8-2024
Head of Product at Bluestone Home Loans
6-2022 - 5-2024
Head of Mortgage Product (Citi Branded Division) at NAB
2019 - 6-2022
Head of Mortgage Product at Citi
5-2016 - 1-2019
Head of Acquisition, Mortgages and Deposits Product Management. at Citi
11-2013 - 5-2016
Consumer Bank FP&A Senior Manager at Citi

Education

MMath from University of Nottingham
Accounting and Business/Management from The Chartered Institute of Management Accountants

More Information

Social Presence :

Prographics :

Exp : 24 Location : Greater Sydney Area, Australia Job Level : Mid-senior Designation : Head of Product at Bluestone Home Loans
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Be prepared for comments or questions that are critical of your product or your claims

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t nudge them to do something by using the logic that others have done the same
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Ian

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Ian move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Ian take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Ian

Personality Compatibility


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