Selling to Homeowners, Part Two

 

Today, we’ll continue with some more strategies for reframing the value of efficiency when selling to homeowners.

Safety / maintaining a healthy home

Fire/carbon monoxide warnings
Motion-activated lighting to protect against intruders
Removing toxic substances from the air

Using utility bill savings to afford more leisure

People don’t make decisions – they make comparisons
Compare the utility cost savings to the cost of leisure activities (concert tickets, vacations, etc.)

Hedging against utility price spikes

Spending less on utility bills reduces the impact of utility price spikes
If you’re selling solar, you should definitely emphasize this fact 

Supporting an easier sale and/or higher price

Prospective buyers who value efficiency will be more likely to buy your home than other less-efficient homes on the market (easier sale)
Homes with demonstrably exceptional energy efficiency sell for a higher price than standard homes (in the District of Columbia, high performance houses [HPHs] had a median sales price that was 23% higher than that of non-HPHs.

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