This course was fantastic! The material and format of the course did a great job of setting the stage at a high level and then building out engaging real-world examples and strategies.

I am the founder and CEO of Fram Energy, a software startup that makes solar work for multi tenant buildings. Without our solution, property owners have trouble monetizing on-site solar because their tenants pay the energy bill. The Fundamentals of Selling to Real Estate course helped us understand why we were seeing widespread excitement amongst our customer base (property owners) but we have been slow signing deals- we were selling at the wrong part of the cycle for what our solution requires. Our product enables a property owner to make a 15-25% IRR investment that is also a big win for their tenants, but it generally requires a significant CAPEX investment. Our initial approach was to examine real estate owners' current portfolios, identifying the best roofs for solar retrofits. The Thesis Driven course helped our team understand that for the majority of the market it is not feasible to invest six figures in year 2-5 of operating an existing property, even if the returns are great and position the property really well for tenants. Once the capital stack has been formed and the budgets allocated, the property simply doesn't have that kind of money lying around. The course helped us adjust our GTM strategy to get in when the capital stack s being formed, so that our high ROI investment becomes a part of the underwriting. We'll be partnering more with brokers and angling our existing relationships so that the property owners get us involved when they are putting the deal together. It was also really great learning and enjoyable to exchange ideas with the other course participants.