Marketing & Real Estate

Selling High Performance Homes

Empower homebuyers to make informed decisions with EEBA’s popular Selling High Performance Homes session focused on communicating the value, comfort and importance of high performance and energy efficient homes. The session will be of interest to builders, new home sales professionals, real estate agents, appraisers, manufacturers’ representatives and housing program or utility personnel.

This presentation applies proven sales techniques to the task of helping attendees educate homebuyers on the technical features of energy efficiency and building science. This fast-paced and engaging workshop explores examples, case studies and role play scenarios relevant to all types of new home builders, including custom, mid-size and large volume builders. Learn how to draw upon the successes of many builders who have already realized the benefits of Selling High Performance Homes. The workshop is applicable to all regions of the country and is readily adaptable to local housing programs and national programs such as ENERGY STAR, DOE’s Zero Energy Ready Home program and/or LEED for Homes.

Who Should Attend

Participants should be new and experienced new home sales agents/specialists, marketing and product managers employed or contracted by builders, building supply sales representatives, housing program officials, builders, contractors, appraisers and raters. Participants will leave with a much deeper understanding of the technical features of new, high performance homes and the dozens of valuable benefits they offer to home buyers. Attendees will be expected to participate in a series of group exercises, case studies and role plays that will integrate the technical features of high performance homes and will enhance the retention of material presented. Participants will learn a defined sales process that will help them do a better job with the fundamentals of educating clients on the benefits of the technical features of high performance homes. The process will also prepare participants for handling many objections that new home buyers may have as they consider the purchase of a high performance home. Participants will be given reference sheets and support materials to take away for future use.

Relevance to Attendees

· Utilize various housing programs such as DOE Zero Energy Ready Home or ENERGY STAR for New Homes

· Develop a sales plan to help clients make more informed decisions about high performance homes

· Translate the technical features of high performance home benefits that home buyers can understand and value

· Integrate the technical features of new homes into existing sales and marketing plans

· Use technical language of high performance homes to enhance sales confidence

Instructor: Gord Cooke

CEUs: 4 LU AIA credits, 4 NAHB credits, 4 RESNET credits, and 4 NARI credits

Cost: EEBA members - $59, non-members - $99  
  • Module 1 Part 1
  • Module 1 Part 2
  • Module 1 Assessment
  • High Performance Homes Sales Online Workshop Benefits Worksheet
  • DuPont Sponsor Video 1
  • DuPont Sponsor Video 2
  • DuPont Sponsor Video 3
  • Delta Sponsor Video 1
  • Delta Sponsor Video 2
  • Module 2 Part 1
  • Module 2 Part 2
  • Module 2 Test
Completion rules
  • All units must be completed
  • Leads to a certificate with a duration: Forever