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Secrets of Selling Energy Solutions to Non-Residential Landlords and Tenants™ 

Split Incentives Are Killing Good Projects. You Can Change That.

Energy upgrades in leased commercial buildings don’t just cut costs, they increase asset value, improve tenant satisfaction, and strengthen long term returns. But if your proposal doesn’t account for landlord tenant dynamics, you're likely facing more resistance than necessary.

In this powerful course, you’ll learn how to crack the code on selling energy solutions in non owner occupied spaces. We’ll show you how to build proposals that align with ownership goals, tenant needs, and the realities of shared savings, so you can move deals forward with confidence.

Whether you’re pitching high efficiency HVAC, lighting retrofits, or full building envelope upgrades, this training will equip you to overcome the “split incentive” myth and sell smarter, not harder.

What You’ll Learn:

  • Why “split incentives” are often misunderstood and how to reframe them to your advantage

  • How to calculate and communicate the landlord’s share of energy savings

  • How upgrades can impact net operating income (NOI), capitalization rates, and appraised value

  • The link between energy efficiency, rent premiums, occupancy rates, and tenant retention

  • A clear framework for structuring win-win proposals between landlords and tenants

  • Proven strategies to overcome objections and move stalled projects forward

Who This Is For:

This training is designed for energy professionals, solution providers, and advisors working in commercial real estate. If you're ready to navigate complex lease structures, build stronger financial cases, and win approvals in buildings you don’t own, this is your next step.

Don’t let outdated thinking stall your sales. Learn how to speak the value language that matters to landlords, tenants, and investors and finally get great projects across the finish line.

HOW TO REGISTER

Please fill out the form and submit to get started.

To register a group, email success@sellingenergy.com.

Terms of Use: Licenses to access Selling Energy online training courses are strictly single-user. As such, logins may not be shared, and group viewing is prohibited.

About Mark Jewell: Mark has 30 years’ experience influencing energy decision-making in 3 billion square feet of buildings. He is also an award-winning sales trainer and Wall Street Journal best-selling author. Mark’s company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms and has taught more than 21,000 professionals how to sell their offerings more effectively. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.

Speaker