Michael Zaura serves as Senior Strategic Energy Advisor at Nania Energy Advisors, a respected energy services firm founded in 1999. Based in the greater Chicago area, he helps organizations reduce energy costs, navigate complex procurement decisions, and achieve meaningful sustainability goals.A Certified Energy Manager (CEM) and Certified Renewable Energy Professional (REP), Michael brings technical depth and strategic insight to every client engagement. He guides businesses in sourcing renewable energy projects, securing incentives, and developing long-term sustainability roadmaps that deliver measurable value.Michael regularly hosts and contributes to industry webinars and internal video segments, where he breaks down topics such as capacity cost mitigation and solar integration. His expertise spans energy procurement, bundled and unbundled RECs, solar consulting, energy risk management, energy efficiency, and more.At his core, Michael is driven by a single mission: to make energy easy, so his clients can focus on what matters most.In this episode, Philip and Mike Zaura discuss: Navigate energy with intentionAdapt your pitch to your audienceSustainability starts with strategyRejection is part of the pathLightbulb Moments:In deregulated markets, businesses can shop for better electricity and gas rates or lock in prices to gain financial stability amidst uncertainty.Sales success grows when you tailor your approach to different personalities, building trust and resonance.Whether through solar, renewable energy certificates, or carbon offsets, companies can align energy choices with long-term environmental goals.A “no” in sales isn’t failure—it’s often “not yet.” Use it to refine your message, deepen understanding, and try again wiser.“If you don't ask, you can't get a no or a yes. The worst anybody's ever going to tell you is no, and if you can't handle the word no, you shouldn't be in sales.” - Mike ZauraConnect with Mike Zaura: Website: https://www.naniaenergy.com/ LinkedIn: https://www.linkedin.com/in/mikezaura/ Connect with Philip: Website: https://www.fornarolaw.com/ Podcast Website: https://lbmpodcast.com/ "X": https://x.com/FornaroLaw Pinterest: https://www.pinterest.com/philipfornaro/ YouTube: https://www.youtube.com/@fornarolaw3002 LinkedIn: https://www.linkedin.com/in/fornarolaw Instagram: https://www.instagram.com/fornarolaw/ Facebook: https://www.facebook.com/FornaroLaw  https://www.facebook.com/philip.fornaro.3/ 

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