If brokers incorporate sustainability into their client conversations then the broker can have a ‘client for life’ , according to Amanda Bryden, head of Halifax Intermediaries and Scottish Widows Bank.
In a video interview, Bryden recognised that brokers were “very busy” and when it came to adding subjects to client conversations brokers wanted to know they would “get some value from it”.
Bryden continued that, from a client point of view, many didn’t necessarily understand what they could do with their property to make it more sustainable or how to finance energy efficient improvements. Even if they did have those two things, they may not know who to go to in order to get works done.
She explained: “If there’s a way that a broker can keep engaging with the client and say: ‘I can show you some of the things that you can do to your property, if not now, but maybe in two years, five years, whatever it may be, but I’ll help you with the financing,’ that’s an opportunity for a broker.”
Bryden: ‘A client for life’
Bryden noted that it was important for brokers to help ensure that client’s property wealth pot was maintained, so making energy efficient improvements to properties was “really helping to keep the safety net of equity in a property, and so there’s opportunity that from a small conversation helps a client stay with that broker for life”.
She said that at Halifax Intermediaries and Scottish Widows Bank, it wanted to focus on making sustainability “real for a broker” so that they can have conversations with their clients.
Bryden said they wanted to give brokers and clients tools to facilitate this journey, pointing to the Home Energy Savings Tool. Bryden said this would help customers make changes, and allow brokers to get involved on the financing side.
Watch the video [4:25] hosted by Anna Sagar, reporter at Mortgage Solutions and assistant editor for Specialist Lending Solutions, featuring Amanda Bryden head of Halifax Intermediaries and Scottish Widows Bank.
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