This course focuses on asking better questions and providing better answers, both of which can help drive the sale of energy-efficiency-related products and services in both owner-occupied and income-producing properties.
Topics include: questions to ask before you do an energy study and offer recommendations; getting customers to focus on metrics other than simple payback period when deciding which projects to fund; understanding who pays/benefits from efficiency improvements in landlord/tenant settings; learning how to position efficiency as a top priority in an organization's overall green agenda; working with the utility to identify incentive dollars to make your projects more affordable; and, tips and templates for drafting and presenting compelling proposals.
Class is intended for an intermediate audience. It is best that attendees have some knowledge of building systems and energy-saving strategies.
8:30am - 9:00am Understanding your prospect
9:00am - 10:00am Moving beyond simple payback period, return on investment and internal rate of return
10:15am - 11:15am Questions to ask before proposing anything
11:15am - 12pm The anatomy of a compelling proposal
1pm - 2:30pm Hands-on exercises that model projects in owner-occupied properties
2:45pm - 3:30pm Hands-on exercises that model projects in income-producing properties
3:15pm - 4:00pm Addressing objections
4pm - 4:30pm Wrap-up discussion
Mark Jewell Mark Jewell's experience includes over 25 years in commercial real estate and more than 15 years in energy efficiency. He is the founder and president of EEFG, a consultancy that has designed energy-saving improvements for more than 350 buildings and is now focused on education, training, coaching and analysis related to energy management. Earlier in his career, Mark helped the US EPA deploy both the ENERGY STAR Buildings Program for Commercial Real Estate and the Portfolio Manager benchmarking tool. Mark is a graduate of The Wharton School at the University of Pennsylvania, where he specialized in Economics and Finance.