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Secrets of Selling Energy Solutions to Condos and Coops™

$75

1 Hour

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About Secrets of Selling Energy Solutions to Condos and Coops™

Condos and coops represent a challenging environment for sellers of energy solutions due to a decision-making process that involves several stakeholders and frequent churn among elected members, competing priorities, financial constraints, and other factors. Project approvals are typically influenced by the condo/coop board, the property manager, the building engineering staff, selected residents who may be vocal opinion-leaders even though they are not currently serving on the board, and others. Moreover, it's not uncommon to see wide variations in skill sets and sophistication among many of these players -- few are really experts at specifying and financing energy solutions. Successfully selling energy solutions in this setting requires exceptionally concise and compelling communication. It must be carefully tuned to resonate with each of these diverse parties and be straightforward enough to shorten the due diligence process. The good news is that efficiency and electrification solutions can improve comfort and convenience, reduce operating expenses, proactively address future maintenance issues, improve the value of the property, and in some cases, help the building meet new regulatory mandates.

After completing this course,
you will be able to:

  • Use one-page proposals to win faster approvals from condo and co-op boards.
  • Present financials with metrics even non-financial decision-makers understand.
  • Identify and address the “why” for each stakeholder group.
  • Leverage past successes to create urgency and interest in new projects.
  • Apply strategies to revive stalled or rejected proposals.
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About the Instructor

Mark Jewell

Mark Jewell is a Wall Street Journal best-selling author and Stevie® award-winning speaker focused on applying energy solutions to create value. He has influenced energy decisions in three billion square feet of real estate. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.