Description

HAVAN's October Builders' Breakfast Seminar is will empower builders with the communication skills to be able present the increased value of the BC Building Code Step Three code changes, and to encourage homeowners to opt for the even better performance of Steps Four and Five.

This workshop will be of interest to new home builders, their sales teams, designers and Real Estate professionals, so that the features, advantages and benefits of the ever more energy-efficient new homes can be effectively explained to ensure homebuyers appreciate and truly value the compelling changes.

• The Compelling Trends in Energy Efficiency and Homebuyer Preferences: An outline of N.A. homebuilding energy efficiency trends, pending code changes, high performance housing programs, such as CHBA’s Net Zero Energy program, ENERGY STAR, LEED for Homes, Passive House and new homebuyer trends.
• A Technical Review of the BC Code and Energy Requirements: A review of the three upper energy steps of the B.C. Code. Demonstrate how the elements of the energy code match with building science principles to ensure energy efficiency objectives simultaneously will improve the heath, safety, comfort and durability of the home. 
• Identifying the Compelling Sales Features of the Code Tiers: A short description of each technical feature that will commonly be used to meet the various Tiers of the code and these can be used to satisfy the ever-increasing consumer expectations with respect to comfort, safety, durability and health.
• The Sales Process: Matching the increased expectations of consumers with a more helpful sales process. Taking control of the sales process so there is time to educate consumers in a helpful, trustworthy way.
• Identifying the Many Features and Benefits of High Performance Homes: Identifying the dozens of product features and benefits associated with high performance homes. The goal is to find at least 12 new compelling benefits of high-performance homes that will be of interest to homebuyers.
• Creating Memorable Presentations That Inspire Homebuyers to Buy High Performance: Strategies for properly presenting technical features and benefits with confidence and enthusiasm that help homebuyers make better decisions. Matching customer needs. Identifying sample scripts and practice strategies that can be used on an ongoing basis.
• Identifying Buyers’ Needs and Desires with Respect to High Performance Homes: Practicing conducting a thorough needs assessment that saves time, builds trust and finds out the 4-5 benefits individual home buyers are interested in. Identifying 6-8 helpful questions that encourage clients to talk and trust you more. Practice matching customer needs to the features and benefits of high performance homes.
• Overcoming Objections to High Performance Homes:  Strategies for overcoming the 5-6 most common objections, issues or concerns homebuyers have about high performance homes. • Understanding how to confidently present the return on investment strategy to show homebuyers that energy efficiency is the best available investment opportunity they can make at this time. Show how energy savings can help them afford more house, more options. Practicing overcoming objections while building trust.