ING refreshes self-employed lending with simpler income checks and more practical credit decisions
For many brokers, self‑employed lending has long been one of the more complex parts of the lending landscape. Strong customers, viable businesses and healthy cash flow don’t always translate easily into a smooth credit outcome, often because traditional lending rules haven’t kept pace with the way modern businesses operate.
That’s the challenge ING Bank set out to address with its refreshed self‑employed policy.
“Rather than reinventing the wheel, the focus was on listening closely to broker feedback and applying a more practical, commonsense approach to credit,” said Sergio Delvescovo, ING's national sales manager for broker and acting head of mortgages. “The result is a policy designed with brokers, for brokers and one that better reflects how today’s self‑employed Australians earn, structure and manage their income.”
Self‑employed borrowers make up a significant portion of the Australian market, spanning small business owners, freelancers, contractors and company directors. Yet they’ve historically faced higher friction when applying for a home loan, particularly around income verification and business structures. ING’s refreshed policy forms part of a broader commitment to reduce that friction while maintaining responsible lending standards.
At its core, the update is about alignment. Aligning credit assessment with commercial reality and aligning lender intent with broker expectations. It’s not about lowering the bar, but about recognising strong borrowers earlier in the process and making outcomes more predictable for brokers and their customers.
What’s changed and why it matters
One of the most significant updates is the introduction of more flexible income verification options for eligible self‑employed customers. In certain scenarios, borrowers can now be assessed using just one year of income instead of two, provided specific criteria are met.
“This change recognises that many established businesses operate consistently year to year, and that requiring multiple years of financials can unnecessarily slow down otherwise sound applications,” said Delvescovo.
For brokers, this means faster conversations at pre‑assessment and greater confidence when sense‑checking scenarios with clients upfront. For customers, it can mean a clearer and timelier pathway to a lending decision.
The refreshed policy also expands how company income can be considered for servicing. Company directors with sufficient ownership may now be able to include company profits (net profit before tax) as part of the assessment. This acknowledges a common business reality that many owners retain earnings within their company to support growth, manage cash flow or reinvest in the business, rather than paying everything out as personal income.
“By applying clearer and more consistent assessment principles, ING aims to reduce uncertainty during the credit process. The intent is to give brokers greater confidence that well‑structured applications will be assessed on their merits, without unnecessary rework or late‑stage surprises,” said Delvescovo.
Collectively, these changes are designed to deliver what brokers consistently ask for: certainty, consistency and fewer points of friction once an application is submitted.
Built for brokers, backed by support
A refreshed policy is only effective if it’s supported by the right tools and people. Alongside these changes, ING has updated its serviceability calculator and underwriting guidelines to ensure brokers have access to clear, up‑to‑date information when structuring deals.
Just as importantly, ING continues to invest in its broker support teams to meet growing demand recognising that self‑employed applications often require experience and judgement, not just a checklist. The aim is to make complex lending feel more intuitive and collaborative, rather than procedural.
This broker‑first mindset reflects ING’s long‑standing commitment to the broker channel, which continues to drive the majority of its home loan flows. The refreshed self‑employed policy is another example of how broker feedback directly shapes ING’s lending approach.
A practical step forward
While the refreshed policy represents a meaningful step forward, ING is clear that this is not a one‑off change. It marks the beginning of an ongoing journey, with broker insights continuing to inform future refinements and enhancements.
In a market where self‑employed borrowers are increasingly sophisticated and well advised, having credible, competitive alternatives matters. Policies that reflect real‑world income, supported by experienced credit teams, give brokers more options and more confidence when supporting their clients.
For brokers working with self‑employed Australians, the message is simple: if a deal makes sense in the real world, the credit policy should be able to recognise that too.
This article was produced in partnership with ING Bank
