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December 16.2025
3 Minutes Read

High Prices for Efficient Buildings: Lack of Agent Knowledge Impacts Sales

Business meeting in a sustainable building showcasing modern design.

Understanding Why Sustainable Buildings Attract Higher Prices

In a world increasingly focused on sustainability, it’s evident that well-designed, energy-efficient buildings are fetching higher market prices. However, a survey by the National Association of REALTORS® (NAR) reveals a significant gap in the knowledge that real estate agents possess about these features, impacting their ability to effectively market these properties.

Market Insights: The Value of Sustainable Features

The NAR survey indicated that while over half of commercial agents recognize the importance of promoting energy efficiency, only 13% report having access to necessary green data fields within their Commercial Information Exchanges (CIEs). This lack of data hinders their ability to effectively communicate the advantages of sustainable properties, despite evident market interest.

According to NAR, tenants are often inquiring about sustainability features, with 58% showing strong interest in energy-efficient options and 53% asking about vehicle charging stations. As energy costs continue to rise, buyers are looking for buildings that promise lower ongoing operating expenses.

The Gap in Agent Education

Despite the rising importance placed on sustainability in real estate transactions, 52% of agents claim they rarely work with buildings that incorporate sustainable features. Interestingly, 37% of agents indicate they have undergone training related to sustainable property elements, yet this education does not seem widespread enough to impact the majority of transactions.

Furthermore, while a majority of agents (55%) perceive promoting sustainability in listings as valuable, only 30% endorse the notion that buildings holding green certifications attract higher valuations, with just 9% believing these certifications facilitate quicker sales.

Clients vs. Agents: A Disconnect on Preferences

Tenants and clients express more interest in sustainability aspects compared to the agents facilitating those transactions. With 32% of agents recognizing utility costs as top concerns for potential buyers, it is clear that there is a growing demand for green features. Unfortunately, the absence of accessible data is allowing valuable opportunities to slip through the cracks.

Some of the most requested sustainable building features that clients inquire about include:

  • Utility and operations costs (32%)
  • Indoor air quality (26%)
  • Energy-efficient windows and doors (25%)
  • The impact of extreme weather events (21%)
  • Efficient lighting usage (16%)

These factors reflect a shift not just in consumer preferences but also in the overall expectations of the commercial real estate market.

Strategies to Bridge the Knowledge Gap

To ensure agents can effectively market sustainable buildings, several steps can be taken:

  • Implement Comprehensive Education Programs: Additional training and resources should be provided to agents to improve their understanding of sustainability features and how to promote them.
  • Enhance CIEs with Green Data Fields: Real estate platforms should prioritize the inclusion of green data fields to facilitate better marketing of energy-efficient properties. This change could empower agents to highlight the value and benefits of sustainable features.
  • Market Consumer Interests: Real estate agencies need to capitalize on the clear consumer demand for sustainable properties. By utilizing the data on client interests, they can customize marketing strategies accordingly.

The survey results illuminate a significant opportunity for growth within the commercial real estate sector. As energy efficiency becomes increasingly paramount, aligning agent knowledge with market demand could lead to more successful transactions and a greater emphasis on sustainability in building practices.

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