Effectively Motivate a Prospect with Net Present Value

By Mark Jewell | February 23, 2022
One of the reasons I print out our financial worksheets and juxtapose them with each other is to demonstrate the ... Read More >

Lighting Retrofit ROI: Part 2‚ Proper Metrics

By Mark Jewell | February 17, 2022
The last thing any retrofitter wants is for the project to get within a hair’s width of approval … only for the whole ... Read More >

Lighting Retrofit ROI: Part 1‚ Popular Metrics

By Mark Jewell | February 16, 2022
You’ve outlined the retrofit project, discussed the benefits, showed them before-and-after shots of previous projects, ... Read More >

Discussing Net vs. Contribution Margin Effectively

By Mark Jewell | January 14, 2022
The more you understand “net margin” and “contribution margin,” the more confident you will be discussing these topics ... Read More >

The Higher NOI

By Mark Jewell | November 10, 2021
Today, we’re going to discuss the metric that you should focus on when presenting an expense-reducing capital project ... Read More >

Don’t Sweat the Tax Stuff

By Mark Jewell | July 28, 2021
My philosophy is that when it comes to tax benefits and other reasons to do an energy projects, be careful not to let ... Read More >

Reframing Savings-to-Investment Ratio for Homeowners

By Mark Jewell | July 27, 2021
If you’ve attended my sales training or are a frequent reader of this blog, you know I'm a big fan of using ... Read More >

The Power of Savings-To-Investment Ratio

By Mark Jewell | July 22, 2021
When teaching I almost always reserve a section of the presentation for financial metrics.  One of the most overlooked ... Read More >

Safe Estimates

By Mark Jewell | July 14, 2021
Let’s say you’re preparing a cost/benefit analysis for a proposed efficiency upgrade. The worksheet incorporates your ... Read More >

Leveraging Efficiency to Avoid Tenant Churn

By Mark Jewell | July 08, 2021
There’s a strong correlation between energy efficiency and tenant retention. If you think about the benefits of energy ... Read More >