Skip to content

Making Efficiency Work in Landlord/Tenant Settings


1 Hour

Elements Image

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.

Elements Image
Jonathan Nickerson

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

“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.”

Elements Image
Joseph Turner

Senior Sales Engineer at Climate Control Systems Inc

Elements Image

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.