Hey everyone, Mark S. here from Raleigh. I've been thinking about cold calling energy brokers to partner up - they already have relationships with commercial clients and might be interested in utility audit referrals. Has anyone tried this approach? I'm wondering if they see us as competition or potential partners.
Cold calling energy brokers - anyone having success?
Wade F. in Shreveport here. I actually had some success with this last year. Found a local energy broker who was getting clients asking about their bills after he switched their supply. He was happy to refer them to me for demand analysis. Picked up 3 clients that way, saved one of them $2800 annually on Duke Energy Schedule GS-2 demand charges.
Randy Dawson here. This is actually a smart strategy that several successful members have used. The key is positioning yourself as complementary, not competitive. Energy brokers focus on supply rates, we focus on usage optimization and demand management. I'd suggest leading with how you can help their clients maximize savings from the new supply contract they just negotiated. Wade's experience is typical - brokers appreciate having a trusted referral partner for the technical side.
Carl B. from Springfield. I tried this approach but struggled with the pitch. How do you explain what we do without sounding like we're stepping on their territory? Most brokers I called seemed confused about utility auditing.
Lee C. here in Savannah. Carl, I use this line: "You get them the best rate, I make sure they're not wasting money on the usage side." Then I give a quick example like "I just saved a warehouse $400/month by fixing their power factor on Georgia Power Schedule TOU-GSD." Most brokers get it immediately when you put it that way.
Alice M. in Boise. This sounds promising but I'm still building my confidence. What if they ask technical questions I can't answer? I've only done two audits so far and I'm worried about looking inexperienced.
Frank M. from Pittsburgh jumping in. Alice, honestly is the best policy. Tell them you're new but thorough, and that you'll research anything you don't know immediately. I got my first broker referral by admitting I'd need to study their client's Duquesne Light tariff structure but promising a detailed analysis within 48 hours. They appreciated the honesty.
Thanks for all the input everyone. I'm going to start reaching out next week. Wade, would you mind sharing how you structured the compensation with your broker partner? Do they expect a referral fee?
Mark, we do a 10% referral fee on first year savings for any client they send who signs up. It's worked out well - gives them incentive to send quality leads. Make sure you have a simple one-page agreement spelling it out.
Brenda S. in Spokane checking in. I've been working with two energy brokers here for about 6 months. One thing to watch out for - make sure they understand your timeline. Brokers are used to quick supply switches, but our analysis takes longer. Set expectations upfront about 2-3 weeks for a thorough audit report.
Yvonne H. from Concord. Quick question - are you all finding brokers through online directories or more local networking? I've had trouble identifying the active brokers in New Hampshire.
Pat K. in Evansville. Yvonne, check your state's public utilities commission website. In Indiana they maintain a list of licensed energy brokers. Also try the local chamber of commerce - active brokers usually network there.