Presentation Topics

Sell High Performance Homes Like Hotcakes!

Take away six marketing strategies that will sell today’s 21^st century home to mainstream buyers. We’ll be thinking “out of the box” about how to attract, build trust and sell more homes. See how to beat the competition on quality and overall cost, rather than pricing gimmicks. Learn how to increase brand equity while maximizing sales price and referrals with the power of a designer label. Examples of how to apply each strategy are illustrated and discussed.

1. Analyze how the use of “sex appeal” can sell “green” homes.
2. Identify how to display benefits in action photos with few words.
3. Learn to trace Internet shoppers' keywords and create an effective website.
4. Create clear, concise comparison charts that differentiate your features from the competition.
5. Discover how to maximize sales and home price by earning and adopting a designer “green” label.

Relevancy:

An essential link between green building product and mainstream buyer perception of value to them is still missing. This presentation highlights how to present “excellence in building” in terms that connect with and motivate buyers to learn more, and ultimately, to buy. This presentation also bridges the gap between what green architects and builders want to build (for optimum design) and what buyers insist upon, based on benefits that may be unrelated to green.

 Make Green Sexy!

Marketing Materials to Attract, Romance and Sell

Sex sells everything. Learn how to “turn mainstream buyers on” to the benefits of the 21^st Century High Performance Home. Showcase features that buyers connect with emotionally, creating an image that provides irresistible sex appeal. Turn your buyers, staff and the best real estate experts into your “dream, green, selling machine” for maximum sales and referrals.

1. Identify the key elements of the mainstream buyers’ decision-making process.
2. Analyze the six benefits of green building that connect mentally and emotionally with mainstream buyers.
3. Evaluate the many benefits of creating a popular designer “green” label to prominently display on every home.

Make Buying Green Fun: 

How to Maximize Model Home Sales

Dare to be different! Explore how much fun buying a green home can be. Learn how to create a unique experience that makes you unforgettable! See how to showcase the benefits and features that mainstream buyers understand and get excited about.

Today’s builders are searching for ways to bridge the gap between better green building practices and buyer awareness. Branding “fun” while providing the right message is a winning combination for green builders.

1. Identify out-of-the-box marketing strategies that charm responsible mainstream buyers.
2. Explore effective ways to communicate the benefits and features that buyers understand and want.
3. Identify the four main marketing benefits of including a green label with each home.

Exactly What Is the High Performance Home?

Travel through the 21^st century homebuyer’s view of the “High Performance Home.” We’ll explain how the six parts work together as a system: tight thermal envelope, smart solar orientation, heating and cooling for comfort, indoor air quality and safety, interior and exterior water management, energy-efficient lighting and appliances. We’ll also look at how to demonstrate to prospective buyers that system-designed homes “really work!”

1. Identify the six elements of the high performance home.
2. Analyze questions that educated consumers will ask.
3. Be ready to provide answers for each consumer question about the HPH.
4. Identify value of each diagnostic testing procedure.

Customer Service: 

How to Attract, Romance and Sell More Homes

Increase customer satisfaction by maximizing value of emotional nature of homebuilding. In the pursuit of higher customer satisfaction survey scores, builders need to learn how to provide systems and service that overshadow their competition.

1. Learn how the homebuilding experience is very much like personal relationships: dating, courtship, marriage, honeymoon and "life."
2. Acquire organizational tools that will help buyers to make timely decisions while enjoying their selections process.
3. Experience a simple but powerful communication strategy that benefits builders and buyers while getting over "rough spots."
4. Learn how and when to provide orientation that will imprint buyers for life while helping to improve future sales.

The complexity of this largest financial investment requires organizational tools for buyers and better communication strategies. Builders who are able to facilitate efficient shopping increase timely decision-making and reduced change orders. Many conflicts and potential problems that reduce satisfaction scores are averted. Delighted buyers spread the word to friends and associates, creating increasing referrals.

 Magic Keys to Selling Green to 50+ Buyers

The “green” movement is on the cover of national magazines. Learn how to sell mainstream green homes at all price points to members of the “hippest” generation who refuse to be left out of “what’s hot.” Learn the elements of the “High Performance Home” and how to sell its benefits and features to gain the trust that is a prerequisite to every sale.

1. Identify the elements of the High Performance home.
2. Examine how to display the lifestyle benefits 50+ buyers want in action photos with few words.
3. Create clear, concise comparison charts that provide the comparison shopping that 50+ buyers demand.
4. Learn how to demonstrate and sell the green products that today's 50+ buyers want.
5. Explore benefits of “green” labels to instill pride in ownership, increasing referrals and documentation leading to higher resale value.

Ride the Green Wave:

How to Market and Sell High Performance Homes (3 ce credits)

“High performance home” experts will leave their competition in the dust as they successfully sell the right green product to mainstream homebuyers. Learn how today’s homes are designed as systems that work together. Identify your value to buyers and builders in order to watch your income turn greener!

1. Identify the six parts of the high performance home.
2. Examine how to market themselves as green experts.
3. Learn how to "upsell" green products.
4. Create a list of values they bring to mainstream buyers and builders.

New Construction Bootcamp: How to Sell and Support (6 ce credits)

Residential new construction is an area that has remained largely unknown to real estate agents. This course teaches techniques that enables real estate agents to offer the support their clients need and want. It then helps agents to identify and communicate their value which should be the most important part of their marketing plan.

1. Discover why new construction is a growing market.
2. Build a new construction market niche.
3. Acquire marketing strategies to
   1. increase client close rate.
   2. create builder listing opportunities.
4. Identify value you provide that differentiates you from the competition.
5. Facilitate successful new construction transactions.
6. Learn new construction negotiation strategies.
7. Understand client needs from planning through construction:
   1. become familiar with new construction contracts.
   2. develop tools to offer buyers as part of superb service.

New Construction Bootcamp: Home Design (6 ce credits)

Design and product information allows real estate agents to understand new home design, and how to sell benefits and features for more new construction sales and resales.

1. Sell more homes by showcasing their benefits and features.
2. Become a “green” expert in this hottest new market trend.
3. Gain tools to evaluate every floor plan (new and resale.)
4. Gain expertise and confidence to answer the savvy buyer’s questions.
5. Identify value you provide that differentiates you from the competition.

Increase Productivity:

Turn Trades On By Turning Them Green

1. Identify how builder thinking differs from their staff and trades, creating a disconnect and reduction in productivity.
2. Gain three strategies that allow management to acquire essential field input while improving processes.
3. Learn three ways to improve daily productivity while boosting trade morale.
4. Address key reasons for failure to turn be-backs into sales.

Additional topics