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Persuasive Conversations on Designing High Performance Homes
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There are enormous differences between selling a conventional house and selling a high performance one. Architects and builders need a different process. In this workshop we’ll show you the best way to approach these meetings and give you an evidence-based process that will increase the number of clients who want a passive house or zero energy house.

 Export to Your Calendar 12/4/2019
When: Wednesday, December 4, 2019
8:00 AM - 3:00 PM (light breakfast and lunch provided)
Where: Construction Institute
260 Girard Ave
Hartford, Connecticut  06105
United States
Contact: Chris Kullstroem

Online registration is available until: 12/4/2019
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This course is aimed to help architects and builders already talking to their clients about zero energy homes (such as passive house) as well as those who are only thinking about it (and who may be afraid of having these conversations with clients). Learn how to avoid many problems that commonly occur in these meetings in order to produce clients with a strong commitment to building a zero energy home. The process will give you ways to meaningfully differentiate your services from those of other architects and builders, make the decision easier for the client and make it more likely they’ll hire you.


Registration includes a copy of The Meeting Map: a step-by-step process to follow in the first two hours you spend with a new prospect.


What Attendees Learn:

  • What it takes to convert a person to passive or zero energy house
  • How to stop people from saying (and thinking) “it’s too expensive”
  • How to increase the home buyer’s receptivity to what you’re saying and confidence in you
  • What to do and say in the first meeting with a prospect
  • How we can do much better than talking about “green” homes
  • How to effectively differentiate your services from those of other builders and architects


Instructor Bio


James Geppner, Executive Director,


Following his years in Project Finance, where he evaluated companies and studied markets, James advised small and large companies on what’s shaping a market or behavior. James started to increase demand for passive buildings using behavioral science. He is currently developing tools to help architects and builders in their interactions with home buyers and developers. James is a graduate of NYU and of SGIB’s investment banking program.



CI Members: $425 / Non-Members: $475

CI Members, please login prior to registering to receive the member discount.  


University of Hartford students, faculty and staff pricing is available.


Continuing Educational Credit

Construction Institute is an AIA Registered Provider, CCM Recertification Point Provider and NYS approved sponsor of CE - NYS sponsor # 9040.


Course attendees are eligible to receive 0.6 Continuing Education Units, 6.0 CCM Renewal Points, 6.0 Professional Development hours and/or 6.0 AIA Continuing Education Learning Units, verified through certificates of attendance, which are sent to participants after completion of workshop and assessment.


Course attendees wishing to receive AIA Continuing Education Learning Units and/or CCM Renewal Points should check in at the sign-in desk and fill out the appropriate attendance form(s) to receive credit.



For more information

For questions, contact Chris Kullstroem at




Innovator Level



Partner Level

AKF Group, LLC   ARCADIS   Bartlett Brainard Eacott, Inc.

Innovative Engineering Services, LLC   Peterson Engineering Group, LLC

Saxe Doernberger & Vita, PC.  Siemens

Facilitator Level

Blakeslee Prestress  Consulting Engineering Services |  F+F Mechanical, Inc.

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