Selling High Performance Homes
How Realtors earn stellar referrals while boosting profits

What do Realtors say is their most valued asset?

For many, it’s happy customers and their outstanding referrals.

Realtors will learn new routes to increased profits as they guide clients to homes with superior benefits and lower costs. These clients become even more than a good reference, they’re advocates, one of the most valued assets of sales professionals. Elevate selling effectiveness with compelling strategies and new tools.

Course Description
Realtors will learn new routes to increased profits as they guide clients to homes that are superior on several levels; healthy, safe, comfortable, durable, of higher quality and with lower costs of ownership. They’ll build expertise to realize increased sales prices and commissions, faster marketing times, enhanced credibility, and deeper personal fulfillment in their work.

Those who’ve experienced living in a high-performance home treasure their homes! They testify to the quality of life and costs savings and the proof grows progressively stronger over time! These clients become even more than a good referral but advocates; one of the most valued assets any sales professional can have.

Building on the knowledge base of the first two courses in this series, attendees will increase mastery in their expertise and comprehension of the benefits, assets, and selling skills related to high performance homes. This class takes a closer look at 12 distinct benefits that differentiates these homes, plus expands on the why and how these homes are so superior.

Exciting new incentives ($200 million towards heat pumps- and more!) and financing programs (on-bill financing is coming and more!) are being rolled out in CA in congruence with energy and climate action goals. We’ll cover the latest updates and examples of successful outcomes and happy customers.

Attendees will learn compelling financial scenarios that connect with buyer’s rational and emotional realms. Vital communication skills will be addressed, impactful questions to ask, and how to resonate with client’s motivations, dreams and concerns. They’ll get a brief glimpse of brain science and how to leverage the power of stories. They’ll take steps in developing their own repertoire of illustrative stories and spark pitches and be equipped with tools and resources to boost their success in listings, valuation, tours, and special events.

Agenda

1. Client’s Journey
2. Building Details
3. Guiding to Efficiency
4. Resonate

Learning Objectives

• Expand Realtor profit potential with the business opportunities of guiding clients to high performance homes
• Inform buying and selling clients about benefits, features, and higher market values of these homes
• Improve selling effectiveness with compelling sales strategies, skills, and tool kits
• Increase visibility of assets and benefits in listings, tour materials, and reporting
• Apply the whole-human approach to resonating with customers
• Referral Gold: Earn the strongest-ever referrals from outstandingly happy clients

Audience: Realtors and builder’s sales teams

4 hours continuing ed. DRE

Instructor

Debra Little is a Home Performance and Valuation Specialist with field experience in both appraising and home performance. Debra has a background in appraising though has been primarily focused on energy efficiency since building her own high performance home in 2007. She's been developing and instructing classes for real estate appraisers and agents on the topics of energy efficiency and solar-powered homes for CA public utilities and at national conferences since 2010.