Making Efficiency Work in Landlord/Tenant Settings
About Making Efficiency Work in Landlord/Tenant Settings
It can be challenging to get energy projects approved in landlord/tenant settings given the many different lease types that define “who pays” versus “who benefits,” myths surrounding “split incentives,” and other issues. This course provides a roadmap for making energy solutions happen in these complex settings.
Learn strategies and tactics that not only increase your odds of getting a “yes,” but also shorten the approval process, such as prequalifying properties; identifying and addressing each of the many influencers and decision-makers; and reframing the benefits in a way that motivates all stakeholders to collaborate productively and approve your proposal.
After completing this course,
you will be able to:
- Understand the decision-making dynamics of income-property owners, managers, and tenants in the context of energy proposals
- Identify the main categories of leases and help all of the above-referenced parties collaborate more effectively to reap the financial and qualitative benefits of energy upgrades
- Describe how energy savings can be harnessed to improve cash flow and property value in a variety of lease structures
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.”
“It changed my focus to now present widgets to digits to my customers. In one particular project, for a commercial real estate chiller replacement, how the energy savings were equated to being able to rent nearly double the square feet without finding tenants. I believe this helped me get to the purchase order with the out-of-state Owner.”