Selling Selling Lean and Lean and Green Green Rick Williams April 2015
Selling Lean Selling Lean and Greenand Green
Rick WilliamsApril 2015
Class Objectives
• How to communicate Energy Efficiency / Green Building to Clients.
– Energy Assessments & Upgrades
– Green MLS: Listing & Buying
• How to upgrade older homes to compete with newly built Net Zero Homes
• Resources and next steps
Why Lean and Green Why Lean and Green
Save MoneyNAR’s May 2011 study
• 88% of homebuyers thought heating and cooling were important
Poor duct sealing can lose 20% of conditioned air
Proper insulation reduces heating and cooling costs
Improve Home Comfort
• Energy efficient windows can make homes quieter and more attractive at the same time
• Seal air leaks to reduce drafts and keeps warm air from escaping during the winter and cool air in the summer
• Proper HVAC ducting provides comfort in all rooms
Create a Healthier Home
• Combustion safety tests ensure all gas appliances are venting correctly – providing home owners peace of mind
• Sealing vents and ducts saves energy and improves air quality
Crawlspace Cleaned & Air Sealed
Green Labeled Homes sell at a 9% Premium
• Study of 1.6 million homes in CA• UCLA and UC Berkeley researchers• Green Labeled homes sell for 9%
more– LEED for Homes– EnergyStar– GreenPoint Rated
CA Home Energy Rating Disclosure
• California Civil Code 2079.10
• Realtors and Brokers must inform buyers in each transaction & sign
• HERS Whole House Audit option• Demonstrate energy value of home• Suggest energy assessment for potential energy upgrade before
move in
Why do we need to renovate buildings?
• Homes built before 1974 (Title 24) had no energy efficiency standards– Drafty70% of CA stock– Unhealthy– High energy costs
• Energy costs increase 4 to 5% each year
• Plug loads continue to increase
Government Mandates
• California’s Goals– Energy Upgrade California– New construction to be Zero Net Energy
by 2020 Residential & 2030 Commercial
• Berkeley RECO goes BESO– Prescriptive list of energy & water
conservation at time of sale or remodel
• Energy Audits at time of sale??? Someday.
Summary Why EE and Green Building?
• Save money …. Energy costs inc. 4 to 5%
• Healthier .. Indoor Air Quality
• Sell homes faster and for more $
• Home Energy Rating Disclosure
• Government Mandates increasing
Energy Energy AssessmentsAssessments & Upgrades & Upgrades
What is an Energy Upgrade?
An Energy Upgrade comprehensive, whole-house approach to improving energy efficiency and home comfort, while helping to protect the environment.
• Moisture leaks• Potential air leaks• Hidden attic bypasses• Crushed, ineffective
ductwork
Proper inspections can reveal:
Why Get an Energy Assessment?
• A blower door test to determine your home’s air leakage which contributes to higher energy costs
• Thermographic camera tests that use infrared images to assess the effectiveness of your home’s insulation
• Combustion and safety testing to detect carbon monoxide and gas leaks
What Is a Home Energy Assessment?
A Home Energy Assessment is a series of advanced, diagnostics tests performed to understand what energy efficiency investments can reduce your energy use:
• Inadequate attic insulation
• Improper insulation• Important thermal issues
Why Get an Energy Assessment?
Proper inspections can reveal:
Who Should Get an Assessment?
• Homeowners who want to save money on energy bills/stop wasting energy
• When HVAC goes down or PV goes up on roof for best sizing:
• (HVAC repair, solar panels)
• With home comfort & health issues (drafty rooms, leaky windows, etc.)
Energy Upgrade Loading Order
1. Air Sealing2. Thermostat set points3. Insulation / Ventilation4. Heating & Cooling5. Water Heating6. Lighting7. Old Appliances8. Windows & Doors
Solar Panels
Impact Energy, Inc.18
Energy Upgrade California Rebates
•Rebates per decrease percentage of energy modeled» 20% $2,000» 30% $3,000» 45% $4,500
•For more information: energyupgradeca.org•Must use a Participating Contractor for rebates
• Energy Upgrade California offers Whole Home rebates to reward for energy efficiency needs as a system instead of piece by piece.
Energy Upgrade Steps to Rebate
1. Find Participating Contractor2. Complete Home Energy Assessment3. Review Findings & Recommendations4. Review & Sign Contract5. Secure Financing if needed6. Install Energy Efficient Improvements7. Work is inspected8. Rebates to homeowners
Energy Upgrade Examples
• Claremont home
• Grass Valley
Green MLS & Competing Green MLS & Competing with New Homeswith New Homes
Green MLS @ MLSlistings
• Green / energy fields exist now• MLSlistings to expand Green MLS• Energy upgrade items listed• Sellers: Distinguish your listings• Buyers: eco conscious clients
C
KB Homes Energy Efficiency
SHEA XERO ZERO NET ENERGY
• SOLAR POWER SYSTEM• DUAL-PANE, LOW-E VINYL WINDOWS• JENN-AIR® ENERGY STAR® APPLIANCES• BLOWN-IN WALL INSULATION• INSULATED GARAGE DOORS ???• DIGITAL PROGRAMMABLE THERMOSTAT• CFL BULBS• OCCUPANCY SENSOR SWITCHES
Seller’s Green Staging Advantage
• HOW TO COMPETE WITH NEW HOMES• “Provide an Energy Assessment to buyers
– Complete disclosure– Demonstrate path to energy efficiency with
the contractor recommendations
• Install CFL light bulbs & LED• Install Programmable thermostat• Provide 12 months utility bills• Show EnergyStar labels on new appliances
Buyer’s Search for best home
• Establish buyer’s priorities– Energy costs, air quality, health
• Define key criteria to search MLS– Programmable thermostat– Insulation– Sealed crawlspace
• Provide energy upgrade pathway with renovation funding– Insulation– Air sealing etc.
Green Labels Green Labels and Ratingsand Ratings
What is HERS ?
Home Energy Rating System administered by the California Energy Commission (CEC)
• Estimates and compares home energy efficiency• Identifies energy-saving improvements
• Reduces risk by providing full disclosure of energy usage
• Completed by a HERS Rater or Auditor
• Required for Energy Efficient Mortgage EEM
31
Sample HERS Rating Certificate
32
Home Energy Rating Score
Energy Efficiency Levels of Rated
Features
Energy Consumption and Operating Costs
Other Green Labels
• LEED for Homes– High end rating from USGBC
• GreenPointRated —Rating system used by most CA
municipalities BuildItGreen • EnergyStar
—EPA standard
Securing Securing AppraisedAppraised
Green ValueGreen Value
Will this increase my home value?
• Comfort, health & – reduced energy cost
• Key Aspects– Green MLS – Green certification– Lower Utility bills
• Study shows 9% increase in price
Securing Appraisal Value
• Presenting documentation to appraiser– Energy Assessment– Invoice Furnace– Showing insulation
• Green Certification attached to MLS• Green documentation for all features
– This avoids GreenWashing
Net Zero HomesNet Zero Homes
Net Zero Energy
• California Law• All new Construction to be Net Zero
Residential 2020Commercial 2030
• Very efficient system design– HVAC, Windows, Insulation
• Renewable power needed
Certified Net Zero Home in Willow Glen
3,200 sf comfort w/ no energy costs Mercury News 3.27.14
What is A Net Zero Home?
• Whatever energy is used is offset by renewable power
• Key aspects of the design– Thick insulation– Triple Pane windows– PV on the roof to offset use– Heat Recovery Ventilators
Take Away Statements
• Green building includes energy efficiency, healthy and comfortable homes
• Energy Assessments show how to increase comfort while decreasing energy costs
• Municipal and State laws are increasing • All new homes will be NetZero by 2020• Older homes get rebates by decreasing energy
use and becoming more comfortable
Summary and Role Play
Green Building & Efficient Homes
• Green Building means – Comfort throughout home– Healthy air– Lower Energy Costs
• Can include Renewable Energy such as Solar
Energy Assessments
• Whole house evaluation of building performance not just particular systems
• Blower Door measures air flow and leaks causing drafts and energy loss
• Thermographic camera assesses leaks in insulation
• CO2 detectors alert to gas leaks
Upgrade of Older Home
• Review past 12 months utility bills• Order Energy Assessment• Show Upgrade Pathway• Install CFLs and LEDs• Show EnergyStar labels on appliances
Assemble your Dream Team
• Owner as Project Manager
• Building Performance Contractor– Trained & Qualified Energy Upgrade
• Mortgage specialist– Experience in 203K
• Energy consultant– HERS certified CALCERTS
Selling Lean and Green
• Stay Ahead of the Curve
• Build client rapport with “green” knowledge
Utility costs + Comfort + Health
• Sell homes quicker and for more $