New approach to educating clients about greener home options is an instant hit

“Let us help you make your home more energy-efficient!” Most clients contacted by ABN AMRO and Florius are pleasantly surprised, and it’s an offer many can’t refuse. “Our goal is to inform these clients about the options they have to make their home more sustainable,” says Sjaak Ecker, Sustainability Project Manager at Florius. “We discuss all the different options with them including mortgage-based solutions and subsidies. And if they want advice on financing green home improvements, we put them in touch with an adviser or intermediary.”

Low energy label

ABN AMRO and Florius launched their proactive approach earlier this year. “Our initial focus is on owners of homes with the lowest energy labels – E, F and G,” says Patrick Wijsman, Lead Product Owner of Sustainable Living at Florius. The aim is to reach at least 3,200 clients this year. Ultimately, though, ABN AMRO and Florius want to inform all their clients about sustainability options, financing and savings. This will result in lower energy costs for clients, but also in a healthier environment for all of us.

2,000 clients

Over 2,000 clients have now been contacted. Following an email introducing the initiative, clients receive a phone call from a member of staff with expertise in sustainability. Patrick says, “We find that many owners are interested in making their homes more energy-efficient and want to save money, but often don’t know where to turn to find out more about subsidies or financing. That’s a shame, since it’s these lower-rated households that may be suffering from energy poverty.” Households that depend on a relatively low or fluctuating income and have high energy bills are financially vulnerable. ABN AMRO and Florius see the prevention of fuel poverty as an important part of the climate transition. “We want to help households with less to spend become more sustainable, too,” says Sjaak.

On track to meet climate target

The two mortgage providers have long been committed to making the homes they finance greener by offering products that make sustainability accessible, but also by leveraging their expertise and partnerships, to contribute to the climate transition. Patrick explains, “As a bank, we can make a big impact by helping our clients make the transition to greener homes. As ABN AMRO’s climate strategy states, all the homes we finance should be net-zero carbon by 2050. And we’re on track to meet our 2030 interim target. Relative to 2023, we still need to reduce carbon emissions by 26 per cent.”

A positive response

Florius and ABN AMRO’s new proactive approach has already met with a positive response from clients. “Most people are pleasantly surprised that the bank has taken this tack,” says Sjaak.

Two out of three clients contacted say they have taken steps to make their homes greener in recent years. “But we aim to help these clients, too,” he says. “For example, some of them have yet to update their current energy label. If a client has already made improvements to their home, or is planning to do so in the near future, we offer them a voucher to register for a new energy label free of charge.” The voucher is worth up to EUR 395 and is valid for a period of two years.

Improvements that pay off

Clients who have not yet taken steps to make their homes more sustainable are invited to learn more. Patrick says, “The aim is to educate the client about the options available to them, so we tell them about the products and services we offer.” The bank employee also discusses the option of a free visit by an energy specialist. There’s also a handy free online tool called the Energie Bespaarcheck (Energy Savings Check). Florius and ABN AMRO also have partnerships with HomeQgo, Milieu Centraal and the Energiebespaarders. Sjaak says, “Clients like that they can immediately see how insulation or a new solar panel installation will pay off.” They can then enlist a recommended professional to carry out the work.

Lower monthly bills

The benefits of sustainability improvements are clear: in most cases, an investment in insulation, double glazing or solar panels immediately translates into lower monthly bills. “That obviously makes clients very happy,” says Sjaak. “Other reasons include a more comfortable home and contributing to the environment.”

But not every homeowner can afford these changes or necessarily wants to put their savings towards a greener home. Patrick says, “That’s why we also discuss financing options with them, including a mortgage-based solution. Those looking for mortgage advice are put in touch with one of the bank’s mortgage advisers, who can help clients become more sustainable right away.” Potential subsidies are also discussed, as is the possibility of financing from the Nationaal Warmtefonds (National Heat Fund), which offers an interest-free loan to households with an annual income of up to EUR 60,000.

Next steps: adapting to climate change

Patrick concludes, “Our main focus now is to educate clients on how to make their homes more sustainable. But the bank also recognises that the effects of climate change are a growing concern for its clients, with extreme weather events becoming more frequent here in the Netherlands. That’s why we’ve started to publish information about climate risks on our website. We see it as our duty to inform current and future clients today. Given the importance of this issue, we plan to develop this initiative in the coming years.”