Event Description

This webinar will help prepare attendees to address the unique, but solvable, challenges of marketing and selling passive houses. James Geppner, Executive Director of Erase40.org, will talk about how to respond to questions by prospects and describe how to discuss the attributes of passive building in a meaningful way that resonates emotionally with the prospect. He will examine what is behind the prospect’s decision and how to get them to see the value of a passive building. In addition, he will also touch on problems that architects and builders frequently encounter in their meetings – such as a prospect saying “it’s too expensive” – and what can be done about it. There will be a number of principles that can be applied throughout the firm’s marketing and sales process. (Note: This webinar will focus on home buyers, but there will be a lot of information relevant for architects and builders who serve developers too.)

Participants will learn:

1. what it takes to persuade a person to convert to passive house

2. how to increase the value prospects place on your services and increase people’s receptivity to what you say to them in the prospect meeting

3. how to differentiate your services from those of other builders and architects

4. how to hinder people from saying “it’s too expensive” or from doing one-to-one comparisons with conventional buildings