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Debunking Myths that Prevent Income-Property Owners from Pursuing Efficiency


1 Hour

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About Debunking Myths that Prevent Income-Property Owners from Pursuing Efficiency

Myths relating to how efficient a building currently is, who should pay for upgrades, and who would enjoy the savings, etc. can stymie even the most worthwhile opportunities to reduce energy waste. This course provides a roadmap for making efficiency happen in landlord/tenant settings. Learn how to debunk more than a dozen of these myths, dramatically increasing your odds of convincing income-property owners and managers to approve efficiency-related projects.

After completing this course,
you will be able to:

  • Understand how various lease types allocate a project’s costs and savings between landlord and tenant(s)
  • Calculate the relationships between operating expense savings, net operating income, and property appraisal
  • Anticipate and overcome dozens of objections related to implementing energy solutions in income-producing property settings


What people saying

Understanding the motivations for homeowners is essential to understanding what motivates so many other types of customers. The more we sales professionals understand the basic psychology of those with whom we are around in our non-work time, the more in-tune we are with how to recognize signals our customers are sending about what they value.

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Jonathan Nickerson

Lead Program Manager, Strategic Energy Management Partnership Initiative at National Grid

“Really helpful!  I liked the approach that was recommended for each type of lease and how you can shape these discussions to identify and overcome objections that will be coming at you. ”

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Edward MacRae

AE - Business Development Manager at Guardian Energy Management Solutions

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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.