⚡ BDM Training Programme
Become a
Moca Closer
7 modules. AI role-play. Quizzes. Real talk tracks. Everything to start signing buildings from day one.
7
Modules
4
AI Prospects
20
Quiz Qs
£100k
Bonus Goal
📍 Module 1 of 7
Moca: The Big Picture
Who Moca is, what problem they solve, and why the market is on fire right now.
🏢 What Is Moca Energy?
Moca Energy is a UK PropTech company that helps commercial property owners, managers, and occupiers decarbonise their buildings and automate tenant energy billing — without needing site visits, expensive consultants, or hardware installations.
Two products. One mission: make UK commercial real estate net zero ready.
Two products. One mission: make UK commercial real estate net zero ready.
🎯 The Core Problem They Solve
By 2030, every rented commercial building in the UK must reach EPC B or it becomes illegal to let. Currently only 14% of buildings meet this standard. The other 86% need a plan — fast.
Traditional consultants charge £5,000–£15,000 per building. Moca does the same analysis remotely, in 48 hours, at a fraction of the cost.
Traditional consultants charge £5,000–£15,000 per building. Moca does the same analysis remotely, in 48 hours, at a fraction of the cost.
📊 The Market Opportunity
86%
UK commercial buildings below EPC B — your target market
£150k
Maximum fine per property for EPC non-compliance
40%
Of UK greenhouse gas emissions come from buildings
🗺️ Who Moca Sells To
👔
Asset / ESG Managers — manage portfolios of buildings for investment funds. Terrified of CRREM stranding and investor pressure. Buy Moca Agent for the net zero roadmap.
🔑
Property Managers — manage day-to-day building operations. Drowning in billing disputes and compliance admin. Buy both Agent and Flow.
🏭
Occupiers / Tenants — large businesses in the buildings. Want to hit Scope 3 commitments, reduce energy bills. Buy Flow for tenant-side engagement.
⚡ Your Killer One-Liner
"By 2030, 70% of UK commercial buildings will be unlettable without upgrades. Moca tells you exactly what needs to happen for each building — remotely, in 48 hours — for a fraction of what consultants charge."
⚡ Module 2 of 7
Moca Agent
Deep Dive
The flagship product. Know every feature, every benefit, every use case cold.
🏗️ What Is Moca Agent?
Moca Agent is a cloud platform that analyses commercial buildings and produces decarbonisation roadmaps, EPC improvement plans, CRREM pathways, and energy waste reports — all from meter data alone. No site visit. No IoT hardware. No consultants required. Works from bills or meter numbers you already have.
🔧 Feature by Feature (Know These Cold)
| Feature | What It Does | Why They Care |
|---|---|---|
| Remote Data Ingestion | Builds building energy profile from meter data / bills only | No site visits, no disruption, live in days not months |
| CRREM Pathway Analysis | Shows exactly when each building becomes a stranded asset under carbon regulations | Prevents losing financing and asset value — creates instant urgency |
| EPC Improvement Modelling | Models cost and pathway to hit EPC C then EPC B for each building | Directly addresses fines risk — actionable plan with costs |
| Net Zero Roadmap | Building-by-building plan with capex requirements and timelines to 2050 | What investors and boards are demanding — investor-ready output |
| Portfolio Dashboard | Single view of all buildings, compliance status, urgent actions | CFO and ESG team see everything in one place — saves hours of admin |
| Energy Waste Identification | Flags overnight/weekend waste, identifies inefficiency patterns | Immediate ROI — typically 15–25% waste found in first analysis |
| GRESB Data Layer | Produces portfolio-level ESG data in the format institutional investors need | 81.5% of real estate entities now have net zero policies — GRESB is mandatory for them |
✅ Moca Agent: You HAVE This
No site visit needed
Live in 48 hours
Works with existing data
10x cheaper than consultants
CRREM + EPC + GRESB in one
Live ongoing monitoring
❌ Competitors Don't Have This
Consultants: weeks, £000s, one-off
Other software: needs IoT / API feeds
In-house: can't scale across portfolio
Excel: not defensible to investors
No live tracking post-report
💬 Agent Demo Talk Track
"So what I'm showing you here is a building we onboarded last Tuesday — gave us the meter reference numbers from their existing bills.
You can see immediately that this building strands on the CRREM pathway in 2031. That means in 6 years, their lender could refuse to refinance this asset. Their institutional tenants will walk for greener space.
And right here — this overnight waste pattern. They're burning 23% of their energy between midnight and 6am when the building's empty. That's a six-figure annual saving just sitting there.
This entire analysis took 48 hours. No one set foot in the building."
You can see immediately that this building strands on the CRREM pathway in 2031. That means in 6 years, their lender could refuse to refinance this asset. Their institutional tenants will walk for greener space.
And right here — this overnight waste pattern. They're burning 23% of their energy between midnight and 6am when the building's empty. That's a six-figure annual saving just sitting there.
This entire analysis took 48 hours. No one set foot in the building."
💧 Module 3 of 7
Moca Flow
Deep Dive
The billing and tenant engagement product. Easier sell, faster close, great upsell alongside Agent.
💧 What Is Moca Flow?
Moca Flow automates tenant energy billing in multi-occupancy commercial buildings. It eliminates billing disputes, removes manual spreadsheet work, gives tenants live energy dashboards, and uses behavioural nudges to reduce overall consumption — which directly improves the building's EPC score and carbon footprint.
🔧 Flow Features
| Feature | The Problem It Solves |
|---|---|
| Automated Consumption Billing | Tenants pay for what they actually use. No more disputes, no more spreadsheet hell, no more "we don't trust your meter" |
| Live Tenant Energy Dashboards | Tenants see their usage in real time — creates accountability, reduces consumption by 10–15% on average |
| Bank Holiday & Off-Hours Nudges | Reminds tenants before and during public holidays to switch off. Bank holidays alone = 2%+ of annual energy bill |
| Grid Carbon Alignment | Shifts flexible loads to times when grid carbon intensity is lowest — improves the building's GRESB/EPC scores automatically |
| Demand Flexibility Revenue | Buildings can earn money by participating in grid balancing at peak demand times — direct income stream for landlords |
| Green Lease Compliance | Proves tenant engagement for landlords with green lease obligations to institutional investors |
🎯 The Bundle Play (Your Commission Doubler)
Moca Agent sells to...
Asset managers, ESG directors, fund managers. Fear = compliance fines, CRREM stranding, investor pressure.
+
Moca Flow sells to...
Property managers, facilities managers, operations directors. Pain = billing admin, tenant disputes, manual spreadsheets.
💡 The pitch: "Agent shows you the decarbonisation plan for the whole portfolio. Flow automates the execution at tenant level. One platform, both sides of the problem."
📋 Module 4 of 7
Regulation
Masterclass
The compliance deadlines are your sales engine. Know every one cold. These create urgency that money alone can't buy.
🚨 The Sales Mindset
You are not selling software. You are selling risk mitigation and regulatory safety. Every deadline below is a conversation opener. Lead with the deadline, quantify the risk, then offer Moca as the solution. The regulation doesn't care if they like you — it only cares if they're compliant.
2028
EPC Minimum C — Commercial Lets
All rented commercial buildings in England & Wales must reach EPC C minimum. Buildings that fall below this standard cannot legally be marketed or let to new tenants.
⚠ Fines up to £150,000 per property. Only ~30% of commercial buildings currently meet EPC C.
2030
EPC Minimum B — All Commercial Lets
The standard tightens further to EPC B. Only 14% of UK commercial properties currently meet this standard. This is the big one — it affects the majority of the market.
⚠ 86% of commercial buildings face potential unlettability. Stranded asset risk for 100,000s of buildings.
Rolling
CRREM Carbon Risk Real Estate Monitor
A science-based pathway model that defines how much carbon intensity a building can emit over time to stay in line with the Paris Agreement. Buildings off the CRREM pathway risk losing financing, insurance, and institutional tenants.
⚠ Lenders and institutional investors now require CRREM-aligned portfolios. Moca Agent is one of the only platforms that does this remotely.
Annual
GRESB — Global Real Estate Sustainability Benchmark
Annual benchmarking of ESG performance for real estate portfolios. 81.5% of real estate entities now have net zero policies (up from 72% in 2023). Investors demand GRESB participation for large portfolios.
⚠ Poor GRESB scores affect fund raising, valuations, and institutional investor retention. Moca's data layer provides GRESB-ready reports.
Every 4yr
ESOS — Energy Savings Opportunity Scheme
Large UK businesses must audit their energy use every 4 years. Phase 3 completed in 2023 — Phase 4 already on the horizon. Non-compliance attracts civil penalties.
⚠ Moca Agent satisfies the data gathering and building analysis requirement automatically.
2025+
MEES Enforcement Ramp-Up
Minimum Energy Efficiency Standards enforcement is intensifying. Local authorities have stronger powers and more proactive inspection regimes. Public enforcement notices are now being issued.
⚠ The risk of being caught non-compliant is rapidly increasing. Moca Agent produces defensible documentation for any audit.
📞 How To Use Regulation In A Call
"Quick question before anything else — have you done a CRREM analysis for your portfolio?"
[They say no]
"That's what I expected. Most portfolios haven't. Here's the problem — your lender may start asking for this within 12–18 months. When they do, if you don't have a pathway, your refinancing conversations are going to get very uncomfortable. How many buildings are we talking about in your portfolio?"
[They say no]
"That's what I expected. Most portfolios haven't. Here's the problem — your lender may start asking for this within 12–18 months. When they do, if you don't have a pathway, your refinancing conversations are going to get very uncomfortable. How many buildings are we talking about in your portfolio?"
🎯 Module 5 of 7
Objection
Handlers
Every objection you'll face, and the exact response that turns it. Read each one. Then hide the answer and say it from memory.
🧠 Module 6 of 7
Flashcard
Drills
Tap a card to flip it. Go through all 12 until you know every answer cold. These are the stats that impress prospects.
1 / 12
📝 Module 7 of 7
Knowledge Quiz
20 questions. Minimum 70% to pass. Your XP depends on accuracy. No looking back at notes!
🤖 Live Practice
AI Prospect
Demo
Role-play a live sales call with an AI prospect. They'll object. They'll push back. Close them. Choose your prospect and start selling.
Choose your prospect:
SC
Sarah Chen
Head of ESG — Axiom Property Fund
Medium
🏆
Bootcamp Complete!
You've completed the Moca BDM Bootcamp. You know the products, the regulations, the objections, and you've practiced on real prospects. Time to go sign some buildings.
Total XP
0
Quiz Score
—
Modules Done
0/7
Demo Calls
0
🚀 Your First Week Checklist
📋 Write out your 10 target company names and find the right contact on LinkedIn
📞 Make 20 cold calls using the discovery framework from Module 5
✉ Send 40 personalised cold emails using the template from the playbook
🤖 Do 3 more AI prospect demos until you can handle every objection without hints
📊 Book your first real demo with a warm contact from your network
💰 Tool
Commission
Calculator
Reverse-engineer your £100k bonus. Adjust the sliders and see exactly what you need to hit each week.
⚙️ Your Deal Parameters
£450
20
4
40%
£150
£0
Monthly commission
£0
Annual commission
0
Buildings/month needed
📊 Monthly Earnings Ramp (if you close consistently)
🛠 Tool
Pitch Builder
Fill in the details about your prospect and get a fully customised opening pitch, discovery questions, and email template — ready to send.
Step 1 — Prospect Profile
Who are you pitching to?
Step 2 — Their Portfolio
What do you know about their portfolio?
Step 3 — Main Pain Point
What's their most likely pain right now?
Step 4 — Product Focus
Which product(s) to lead with?
YOUR CUSTOM PITCH
📞 OPENING LINE
🔍 DISCOVERY QUESTIONS
✉ EMAIL SUBJECT + BODY
🎮 Game
Deal Simulator
Work a real deal through every pipeline stage. Make the right calls — or lose the deal. Each scenario is based on real situations you'll face.
0
points0
🔥 streak0
deals won📅 Tool
Daily Tracker
Log your daily activity. Build your streak. The pipeline you fill today is the commission you earn in 60 days.
📝 Today's Activity —
📊 Your Activity Heatmap (Last 90 Days)
No activity
Light
Good
Strong day
📈 Weekly Targets vs Actual