Using Brain Science to Sell Value of Step Code to Homeowners (January Builders’ Breakfast Series)
In this presentation, attendees will learn about the fundamentals of Brain Science and how Emotion and Logic are used to make decisions in all human beings. We will then utilize components within the energy Step Code to evaluate how emotional and logical connections are made between the consumer (end user) and the product. Attendees will learn how to recognize these emotions and how to present the value of the product to achieve the desired result.
What You’ll Learn:
Selling utilizing Brain Science
- Fundamentals of Brain Science: Understanding of how the brain works to make decisions. Understanding the Child/Adult brain and how the Right and Left sides of the brain process information to result in a decision.
- Understand the 5 steps of making human connections in the sales process to make an emotional and logical connection.
- Where does Buyers Remorse come from
Shaun St-Amour, Product Consultant for BC & Alberta, 475 High Performance Building Supply
Shaun is very passionate about sustainable prefab passive houses. He is now a product consultant with 475 High Performance Building Supply for British Columbia and Alberta. He graduated from The University of British Columbia with a degree in Wood Products Processing. He is a certified Passive House Tradesperson. He also obtained a Building Construction Technology Associate Certificate at BCIT while working at Viceroy Homes and BOSA Construction. He was a general contractor under Footprint Sustainable Housing Corp before joining 475. He is involved with the passive house tradesperson course at BCIT as an instructor as well as developing their high performance building lab. If Shaun isn’t talking about passive houses, he’s playing Lego with his daughters or working on his hubby-do list.
For more information on Shaun and his company, please visit 475 High Performance Building Supply
Anton van Dyk, Vice President of Sales and Business Development, Centra Windows
Anton Van Dyk has 20 years of building envelope related consulting and construction experience. Anton is currently the Vice President of Sales and Business Development for Centra windows and oversees the technical development of its product. Anton has been actively involved in overseeing the implementation of new windows standards into its manufacturing and sales departments.
Prior to his involvement with Centra Windows, Anton was actively involved in the building science consulting industry, this included consulting on multi-million dollar building envelope rehabilitation projects on existing occupied buildings and small scale repairs including deck and window upgrades. New construction experience consists of mixed use wood and concrete frame construction for low and high rise buildings along with speciality projects such as an addition to library and the design of a modern performing arts center.
Building envelope experience ranges from standard rainscreen concepts to high performance pressure equalized rainscreen cavities to pre-cast wall systems. Anton specialized in air barrier concepts along with continuous exterior insulation methods.
Anton has worked with multiple window and glazing products ranging from curtain wall, window wall, storefront, fiberglass and vinyl tilt-and-turn and most commonly used nail-on flange windows. Anton has helped develop window testing protocols and is actively involved in the field testing of windows and doors.
Anton has been involved in many building restoration construction projects ranging from full cladding replacement to window retrofitting on high exposed buildings and low exposed single family homes.
Andrew Luk, Trainer, SIGA
Andrew is the Trainer and Application Advisor for BC with SIGA. He has 10+ years of experience selling into the Building Envelope, HVAC and telecommunication industry. He is also a guest lecturer at BCIT for the Passive House Tradesperson course and the City of Vancouver Airtightness course with RDH. He is SIGA’s second Canadian employee. Since joining, he had been sharing his knowledge through Lunch and Learns, Workshop and site trainings for local builders, architects, engineers and city staff members.
Douglas Bennion, Building Science and Code Compliance, Airfoam Industries
With his ICF construction, testing and training experience, Douglas Bennion demonstrates both the tried and true techniques as well as the latest developments in ICFs to builders around the world. He brings with him: • 40 years experience in concrete construction • Currently serves as the Building Science and Code Compliance specialist for an international group of EPS building products manufacturers. • Serves multiple technical committees on ICF related matters • He has conducted hundreds of classroom and on-site trainings with builders. • Douglas is a featured speaker at concrete industry forums and teaches accredited continuing education courses to architects and engineers. • He has been appointed as an advisor to regional and national committees, for formulation of material standards and building codes regarding ICFs.
Colin Milne, Application and Training Advisor, Small Planet Supply
Talking a passive house course at buildex in 2014 set in motion a bunch of events which saw me leaving working as a pipeline engineer in Calgary and moving to Vancouver. From my training as a chemical engineer, passive house and green building just made sense and I wanted to get involved with spreading the good word of energy efficiency. I worked for a high performance builder for 2 years in Vancouver before finding a job in sales and teaching the BC Air tightness course at Small Planet Supply. I am still new in the industry but love to learn more about building the best home in terms of energy usage and comfort.