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Net Zero Home Sales & Appraiser Courses

Here are several valuable online marketing and appraisal courses for realtors and appraisers, as well as for builders, who are interested in more effectively valuing and marketing their zero energy homes. Appraisers may find the Valuing Net Zero Energy Buildings of special interest along with the Earth Advantage Accredited Green Appraiser course.

VALUE RECOGNITION WEBINAR

Sales and Value Recognition of Zero Energy Ready Homes

Net zero energy properties have unique, high-performance features that should be prominently presented during the listing and sales process. However, these features also present challenges for appraisers and lenders. Lenders are challenged to find appraisers with competency and competent appraisers are challenged with limited net zero energy sales data. This webinar reveals solutions for overcoming these hurdles and strategies for marketing these homes to effectively showcase their ability to save valuable time and money as these properties begin to populate our markets.

Presenters: Laura Stukel, Elevate Energy, and Sandra Adomatis, Adomatis Appraisal Services

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KEY SALES CONCEPTS

High-Performance Home Sales Training Part I

High-Performance Home Sales Training Part II

Businesses cannot succeed if the value of any given product or service is not effectively conveyed to consumers. The housing industry has certainly figured out how to engage consumer interest in highly visible amenities like larger homes, granite counters, and luxurious master bedroom suites. However, the skills needed to sell the invisible value associated with high-performance homes have proven to be more elusive. This webinar addresses that challenge. The sales training will begin with the context for zero energy ready homes including three hard trends suggesting a growing interest in this level of home performance and why it will be increasingly important for realtors to know how to sell these homes.

The rest of the sales training will address five key sales concepts along with the skills, tools, and practice needed to implement them:

Knowledge Matters: how to acquire knowledge needed to become a product expert
Words Matter: how to use a new language of value rather than technical jargon to more effectively resonate with homebuyers
Questions Matter: how to ask questions that uncover each homebuyer’s needs so only the most relevant value propositions are used to engage interest
Clarity Matters: how to convey compelling benefits by effectively demonstrating contrast with other choices
Process Matters: how to put all of the other four skills together into a repeatable 45-second value presentation for each feature identified as relevant to a specific homebuyer.

Whether you’re selling ENERGY STAR Homes, zero energy ready homes or any number of other green and high-performance home programs, these skills will be critical. They matter.

Presenter: Sam Rashkin, chief architect, U.S. DOE Zero Energy Ready program

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COMMUNICATE THE ADVANTAGES OF NET ZERO HOMES

Marketing and Sales Solutions for Zero Energy Ready Homes

Plan review… energy modeling… field inspections… certification… done! Right? If only it were that simple to successfully transition to zero energy ready homes. The reality is that there’s a lot more involved in successfully marketing and selling high-performance homes. This session presents resources from the Department of Energy’s Zero Energy Ready Homes project to help builders and their real estate agents more effectively communicate how their homes live better, work better, and last better. Attendees will learn how to do the following:

-Use a new language of value instead of technical jargon

-Easily convey major consequences associated with lower performance homes

-Translate powerful value propositions

-Earn recognition as a leading builder of excellence

-Maximize value recognition in the appraisal process

-Train in-house sales professionals and real estate agents to more effectively sell high-performance homes.

Presenter: Sam Rashkin, chief architect, U.S. DOE

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BROKER TRANING AND ACCREDITATION

Broker training is a valuable asset that helps real estate professionals meet the needs of buyers who increasingly seek energy efficiency as a key requirement. Brokers must be able to identify the differences between the leading energy efficiency programs and third-party certifications. They must have the expertise and skills necessary to communicate with clients the value and benefits of a new or remodeled high-performance home. These credentials allow real estate professionals the opportunity to earn a professional accreditation and a competitive edge in the marketplace. These classes are offered online and in person.

NAR Green Designation

Earth Advantage Accredited Green Broker Course

EcoBroker

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GREEN APPRAISER Accreditation

Appraisal Institute Green Education Resources

The Appraisal Institute supports professionals wishing to accurately assign value to green and energy-efficient properties. See these online resources and the list of accredited professionals.

Earth Advantage Accredited Green Appraiser Course

A rapidly increasing number of states and municipalities are setting standards for accurately considering the value of green attributes in homes. The Accredited Green Appraiser credential allows appraisal professionals to gain competency in issues related to high performance home valuation while also providing the opportunity to earn a professional accreditation and a competitive edge on the market.

Course Presenter: Taylor Watkins, Certified Residential Appraise

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APPRAISAL INSTITUTE WEBINAR

Valuing Net Zero Energy Buildings

Net Zero Energy (NZE) buildings have distinct design, construction and operating characteristics that extend beyond the obvious solar PV array. And since energy is the largest controllable operating expense in most buildings, the value implication is both obvious and material. Less obvious is how NZE buildings differ in design, construction and operation from conventional buildings, and how those differences affect the valuation process. This Appraisal Institute webinar will:

Present the basics of NZE buildings,
Demonstrate how the unique design and features of these buildings affect value and,
Investigate the specifics of cost and value impacts through the use of case studies drawn from the presenter’s own work.

Presenter: Timothy P. Runde, MAI, LEED AP,Partner with Carneghi and Partners, Inc. in San Francisco.

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