Power Up Your Profits: How Roofers Can Double Their Revenue with Solar

Get ready to power up your profits in this game-changing episode of Solar Sales Uncensored! We're thrilled to welcome David Ringo, a solar industry titan with over 13 years of experience and 4,500 solar installs under his belt. With his unique insights into the intersection of roofing and solar, David has helped countless businesses double their revenue and embrace sustainable energy.

In 'Power Up Your Profits: How Roofers Can Double Their Revenue with Solar', David shares valuable strategies on how roofing professionals can exponentially grow their business by integrating a solar division. He tackles common challenges, such as dealing with panel removal for new roof jobs, and provides practical solutions that have proven successful in his own experience.

David also explores the benefits of the Enterprise model for roofers, revealing how it can help businesses stand out in today's competitive market. He sheds light on the importance of 'business flirting', the financial implications of combining roofing and solar, and the impact of the federal tax credit.

Moreover, we delve into the significance of RoofCon and the innovative ways the Powur platform is being used to expand businesses into new markets and states.

Whether you're a seasoned roofing professional considering a solar division, a solar sales rep, or simply someone interested in the future of sustainable energy, this episode is packed with actionable insights and expert analysis that you won't want to miss.

Join us as we uncover the secrets to mastering the art of solar sales and building a thriving solar business. Don't miss out on this opportunity to redefine your business and create a brighter, more sustainable future!

Episode Transcript

Speaker 1 (00:00):
Hello, hello, Welcome to another episode of Solar
Sales Uncensored.
I am your host, Aaron Browning,and I am fired up for today's
topic.
It has been a couple of weeksin the coming because this
gentleman, Mr David Ringo, is soincredibly busy.
Before I bring him up, I wantto share a few of his accolades,
because he is very modest andhe's going to yell at me for

(00:20):
saying these anyway, but I haveto.
I want to make sure that we getyour undivided attention of who
this expert is.
He's been in the solar space forover 13 years.
He is a seasoned solar pro.
He is a solar vet.
He has done over 4500installations Like how
incredible is that?
That's a mic drop moment initself.

(00:40):
Before linking up with ourcompany, he used to actually run
the install crews as well.
He would have anywhere fromthree to five install crews
working every single day to keepup with that volume, which is
incredible.
But the real reason I'mbringing him up here they should
be that is his passion hisexpertise for helping roofing
companies, roofing divisions,expand their portfolio over to

(01:02):
solar, and what he's coined asdoubling their revenue by adding
a solar division.
So this is going to be actionpacked, whether you are in
roofing, whether you're a solarpro and you're looking to have
more conversations with theroofers, you're looking to bless
more roofers or, heck, maybeyou're looking for a lead source
.
We're going to touch on allavenues of roofing and solar and
how that marriage is just amarriage made in heaven, Without

(01:24):
further ado.
Mr David Ringo, how the heckare you, sir?

Speaker 2 (01:27):
I'm doing very well.
I'm doing very well.
Thank you so much for workingaround my schedule.
Like you said, it was tough forus to line up.
We've been trying to do thisfor about two weeks.
I thank you for the patience,man 100%, man.

Speaker 1 (01:36):
I'm fired up for this one man.
I had the privilege of hearingyou speak on the national stage
a few weeks back with ourpresident of our company that we
happen to work together on, andthe feedback the reviews was
amazing, man, and very welldeserved.
What I love about you before Idon't want to steal any of your
thunder you're treating us likea business And that is my
passion.
That's why we launched thispodcast.
I'm tired of hearing people inthe solar space talk just

(01:57):
treating it transactional, wherethey're going from one install
to the next, and you have thatbusiness mind behind it that I
just love and I know ouraudience will love too.
Man, we're so really grateful.
But without further ado, man,let's talk about a little bit
about your history, if you don'tmind, and how you got involved
with helping to bless roofers.

Speaker 2 (02:12):
Yeah, like you said, i've been doing this for a long
time and I don't know that Iactually had a plan to get to
this point.
It's just morphed into yourindustry for so long and you
coexecute with roofers for aslong as I have, because I've
installed systems that I've hadto take down since they've been
installed.
And when you think about thatand usually that's really not a
good thing to hear, but been at13 years, 10, 12 years later you

(02:34):
got to take a system down tohave a new roof up.
That system really has served along time and saved them a lot
of money.
But yeah, i've worked with alot of roofers over the 13 years
and tons of roofers And,honestly, a couple of years ago
we probably wouldn't be havingthis discussion.
This wasn't a discussion thatwas feasible to have three, four
, five years ago, especially inthe Southeast, where I'm at in

(02:55):
Florida.
It's not really prominentenough.
Now.
Solar has really taken off andpairing solar and roofing
together is an absoluteno-brainer and a necessity for
roofers to continue and to grow.
It's just in my mind.
It's not an option, it's anecessity, if you ask me.

Speaker 1 (03:11):
What makes you say that?
Because I noticed you lit upwhen you said it.
You leaned in Your posture forthose catching this on YouTube.

Speaker 2 (03:16):
Yeah, Yeah, so listen .
So solar guys sell solar allday long and roofing reps sell
roofing all day long.
But my thing is, if you're notselling solar and roofing
together, if you're sellingroofing by itself, you're going
to be left behind And it'scompoundingly, compoundingly,
because, listen, if you're aroofing guy, let's just see,
this is an example I use all thetime And when I'm talking to

(03:38):
roofers, i use this example andyou can almost use this and be
done, this is the end, all beall.
If you ask me if you have,let's just say Aaron, you call
somebody for a roofing quote?
Okay, yeah, so you get aroofing quote.
Number one guy comes out.
You really like him, he's great, and he talks about a shingle
roof and he's going to give youa $15,000 shingle roof.
And you're like, hey, man, thisguy was a presentation, he was

(03:59):
professional, took his shoes offwith it or whatever It is that
triggered your excitement aboutthat individual, right, the
pricing's right, the quality,everything's right.
But you do your due diligenceand you get two more estimates,
right?
So the second guy comes out orguy or girl, whatever the rep
comes out and they say listen,aaron, we've got a great roof
project for you.
It's going to be $15,000.
But have you ever thought aboutdoing solar at the same time?

(04:21):
And you're like, no, i haven't.
Why would I?
And that's the response thatmost people get.
But as a roofer that's alreadyin the house, that has already
got a client that they'retalking to and they already
trust them about listening totheir product.
And they say listen, i want toshow you the benefits of solar
and roofing together.
There's a tax credit that youcan have on both And then

(04:44):
there's financing is better.
If you do both together.
Your financing is so muchbetter.
Okay, so great.
So the second rep has nowreally gotten Aaron's attention
right.
The first rep is still there.
It's got the roof.
And now you got a roof.
So you get your third quote andyou mention to them say hey, by
the way, i just had somebodyleave.
They were going to do a roofingsolar estimate.

(05:04):
Can you do the same thing?
Yeah, absolutely.
So they give the same estimate.
They, it's a roofing solar.
They show the tax implications.
The financing is for 20 years,not five or seven is most
roofers have.
Some of them have betterfinancing, but most of them are
shorter term.
So you go back to that firstperson.
Let's just say it was me thatwas there selling a roof.
You're like hey, david, listen,we just had two other estimates

(05:24):
.
We really liked you, everythingwent great.
But now we have people that aresaying solar and roofing
together makes sense.
Can you, can you add solar tothat?
And it's here's.
the deadly sin is Aaron?
Yeah, i got a guy As soon asyou start stumbling, and if you
don't, if you don't have that asan offering, you're dead.
They're going to shred yourcontract a second.

(05:45):
That conversation is over.
I don't care what you say,nobody's going to go through and
say okay, listen, we reallylike David.
Those other two guys had thepackage together, it made sense
and they weren't awful people.
Let's give David some time togo find a roofer to work with
and then find the financing andfind that doesn't happen.
No, so the if you're not doingit all together at the same time
, it's deadly.
It's really bad news for me Forthat reason alone.

(06:08):
When I talk to roofers, when Isit in their conference rooms or
when I'm talking to reps and Iwant to get their attention, I
always use that example And man,you light them up because they
realize that they're leavingmoney on the table every single
day when they're not offeringsolar in conjunction with
roofing.

Speaker 1 (06:24):
It's just the way it is, yeah, it's powerful And
you're a hundred percent right.
We could end the podcast rightthere.
That was the nugget.
By the way, he's going to, he'sgoing to deliver more to stay
with us.
That was the nugget of allnuggets.
It really is.
It reminds me of my real estatedays.
I know you and I talk aboutthis.
I.
Solar to me reminds me of realestate 20, 25 years ago.
It just does, and that's whatgets me so excited.
It's just, it's untapped man.
It's just, it's amazing.

(06:44):
I haven't slept well sincestarting this venture In real
estate.
I learned that there are somany agents, soon to be so many
solar pros that we want toseparate ourselves.
It's the purple cow, and so Ilove this from a roofing
perspective If you're not addingmore resources, more problem
solving, more value to yourcustomer.
Even if in that example, theysaid David, we don't want solar,
we're not a fan, whatever, youjust separated yourself.

Speaker 2 (07:06):
Absolutely.

Speaker 1 (07:07):
You just stood out from the masses, man, and I
freaking love that.
Yes, absolutely.

Speaker 2 (07:10):
And the thing about it is there's so many aspects of
it that we could talk into evenmore granularly.
When you start talking aboutthe financing, the tax credits,
the other offerings that solarcompanies have as you and I both
offer more than just solar whatelse do we offer?
We offer storage, we offer EVchargers, we offer other things
that go with solar, and ifsomebody's got a brand new Tesla

(07:33):
in their garage and they wanteda roof and you can say, listen,
i can do solar to charge yourTesla and include the battery or
the EV charger with it, man,that's a slam dunk.
You're taking care of problemsthat they have, which is what
salespeople are doing.
Right, that's what you do is,when you go out to somebody's
house, you're trying to solve aproblem and fix something, and
that's one way of doing it.
You just compound it when youhave more offerings.
I love it.

Speaker 1 (07:54):
Can we take a deep dive on two of those man?
So the first being financing.
Sure, Traditional roofing.
I know it's going to vary some,but what are you seeing out
there nationwide?
How long are the terms Are theyoffering?
Is it just a credit card?
Is it cash?
What does that look like?
traditional?

Speaker 2 (08:06):
roofing.
Now, granted, if there'sroofers watching, they're all
going to disagree with me, butfrom what I see and I have
worked with some roofers, andespecially during Ian and I
don't know we probably didn'tplan on talking about that, but
I spent a lot of time duringaftermath of Ian down in that
area helping roofers sellprojects, and most of that was
insurance work.
But what I did see for termswas up to like seven years, is a

(08:28):
typical from what I see, andI'm sure there's roofers have
been around longer that havelonger terms and all that kind
of stuff and maybe better terms,But majority of them are seven
years-ish.
Because if you take a $15,000project and split it over 15
years or, i'm sorry, seven years, that's a pretty good length of
time.
But if you're doing a solar anda roofing together and you're

(08:49):
going to get tax credit, it's alot better.

Speaker 1 (08:51):
So I'm seeing about seven years is what I see Okay
And most, and correct me if I'mwrong.
I've dealt with roofers a lotin the real estate world too.
Most of the time that financingis not through them, it's some
sort of third party.
Correct?
Absolutely Yeah, it'll be athird party, absolutely.
Like.
We had a go-to guy here inNorthern Virginia.
I still love him.
I'm going to have aconversation with him about
solar after this.
He actually doesn't havefinancing, so he would always
say to our customers can youtake out a home equity?

(09:12):
Are you sure you don't havecash?
Do you have a credit card?
He was figuring something elseout, but he was very limited.
Unfortunately, most peopleacross this country can't stroke
a check for 15 grand.
Yeah, so to be able to add thatfinancing piece is huge.
Let's dovetail that.
What are we looking at with ourcompany at solar?
Like, how long can you stretchit out if you're doing the roof
with solar?
What does that look like?
You can tell you now we startedseven years.

Speaker 2 (09:33):
I had somebody.
I just left the house about anhour ago and they were saying
listen, how long can I take this?
And I said Holland, you want.
And I said we want it to goover 10 years.
So I'm like I've got 7, 12, 15,20 and 25 with one lender.
You can take it out 25 yearspretty easily through solar Used
to have 30 year terms And I'llbe honest with you, i think 30
years just sounds way toomortgage-ish, if that's a word.

Speaker 1 (09:53):
It is now.

Speaker 2 (09:54):
Communication was made.
I think honestly 20 to 25 years.
25 is a long term but it makesthe payments palatable if you
will, and it depends, because ifyou go out to California 15
year loans are having some greatreturns And you're paying, you
have less of a payment InFlorida.
Going 16 cents is still a highnumber, 18 is a really high

(10:16):
number.
So your payments are going to25 years.
It really helps having thatextra time there, but you can
take about 25 years, no problem,and that's multiple lenders
taking out 25 years.

Speaker 1 (10:26):
Yeah, The other thing too.
I want to really make sure theaudience understands what you
just said.
Even if you're against 25 yearsand that's cool We're all
salespeople, we all have ourbeliefs.
That's part of what makes usunique.
Having that tool in yourarsenal is huge.
If having the lowest monthlypayment is important to a client
, you're not just stuck at aseven year.
If your company even offersthat, Maybe it's like my guy and

(10:46):
you don't.
Now you have a whole array ofdifferent terms and interest
rates and length and all thatsort of stuff.
So now you're able to build asystem, design the right roof
and figure out the financingbehind it, just by adding a
solar division.

Speaker 2 (10:58):
That is powerful Absolutely.
And the thing about you saidand we could have a whole this
is probably an idea for yournext podcast, or at least one
down the road is the financingoptions, because, as you know,
you can have really low interestrates and really high fees or
vice versa.
They're going to get you oneway or the other.
I always use that comparisonWhat do you want to pay on the
front end or over the period oftime?
So I had some of the other day.

(11:18):
They wanted to pay cash andthey were like listen, i just
need a year and a half, give mea year and a half.
I said I'll do this, i'll giveyou the longest term I can with
the highest interest rate andthe financing cost very little.
The payments were not pretty,but he didn't care because he's
going to use it for about 16months and he's going to pay
cash for the rest of the system.
So the fact that you havefinancing is one thing, but to

(11:40):
have somebody like yourself andmyself that can actually help
people and I don't like the wordmanipulate, that's the wrong
word but to have people to beable to utilize the tools as
your resource and to understandhow to use financing to where it
really fits, like a glove forthe person needing it.
That's a huge deal.

(12:00):
So when I bring roofers on andI'm sure we'll talk about this
in other ways too, but I like tomake sure that they understand
from the beginning listen, yougot a 25 year term and you can
get down to whatever our lowestis right now I think 399 or
something like that but thatdoesn't mean that's the end, all
be all, because there's termsin between.
There that may fit somebody andyou see an 1199 interest rate.

(12:22):
People run from it.
But, man, that may be the rightsolution And that's what we did
.
Go with the guy that wanted ayear.
He goes a year and a half, soin 16 months he'll probably have
it paid off, and it's just abridge loan at this point, just
getting through that point tobeing paid off, because he's got
some things he's cashing in onAnd so, yeah, to be able to use
that.
So when I talk to finance guys,when I talk to roofing guys, i

(12:44):
tell them listen, i'm going tobe able to help you out with
that financing piece too.
To understand it all And that'sa critical piece of it The
financing is great when it's 25years, but you got to understand
that's not always the 25 yearand the lowest interest rates
not always the best fit.

Speaker 1 (12:57):
Yeah, it's really well said, man.
It's about problem solving.
That's what we are as highlevel sales people, and just the
more, the more problems we'reable to solve through financing
and many other things we'll talkabout here today, you're
putting yourself in a bettersituation.
It's just a fact.
You can't argue it.
Let's talk about tax benefits.
So is there a tax benefit forsomeone just getting a roof?

Speaker 2 (13:16):
No sir.

Speaker 1 (13:17):
No, okay, so in order for someone to get a tax
benefit, they would need tobundle that roof with the solar.
That's correct.
Okay, can you walk me throughthat?
What is that number?
How does that work?
Yes, can you have.

Speaker 2 (13:28):
I don't know if you can put any messaging across
here.
We just need a brand on top ofthis that I'm not a CPA.
So, let's start there.
I'm not a financial advisor orCPA And the last person you want
to talk to you about that.
But listen, when you startbundling things with renewable
energy, with solar, the taxes asyou roll the package together,
depending on how you do it.
If it's done, you're going toget a tax credit on pretty much

(13:49):
everything.
You'll hear the there's threesides to this is people that are
adamantly against it and for it, and there's people that are
right in the middle and say yougot to play by this rule and all
that stuff.
And I've got multiple CPAs I'veworked with over the years.
Now there's CPAs that arespecifically designed to
actually talk to how to bundlethat stuff together.
So there's people out therethat do that.
Now what I typically do is Iknow I have a CPA that I work

(14:13):
with And he's the best CPA in mymind because he has solar on
his roof And he did the solar inthe roof together as a bundle.
So he's my perfect guy.
He's the perfect one for me torefer people to.
But yeah, the IRS is notsearching for people that have
bundled those together.
They're not looking for thatAnd it's not.
It's not that it's an issueanyway, but again, not a CPA,

(14:34):
not a financial advisor.
I want you to make thatflashing and red light, if you
can.

Speaker 1 (14:37):
I'll definitely take care of you.
Bring all heat to me.
I'm the one that.
I'm the one that asked it.

Speaker 2 (14:41):
There you go, there it is.

Speaker 1 (14:43):
But it's true.
I tell people that all the timeAnd I'm glad you said that,
because I probably would haveforgotten this time,
unfortunately.
But yeah, that tax credit, ifdone the way David and I
understand it, the way we'redoing it personally, is huge.
If you're not bundling that,you're not even able to remotely
have that conversation of a 30%tax credit on a roof and also
on the solar job.
That's massive, that purple cow.

(15:04):
I want you guys to keepthinking that.
And, gals, excuse me, how can Iseparate ourselves?
There is not a roofer in thiscountry that does not have a
solar division.
That is talking about a taxcredit.
It doesn't benefit you.
No, now, all of a sudden, whatyou have in this you can Like it
changes everything.

Speaker 2 (15:19):
And it's interesting to say that before we go to the
next question, i like to saythat roofing is like a commodity
and it sounds awful.
It's almost toilet paper in thehouse.
You need it and you get nothingout of it.
And now, granted, there'sdifferent things that we can put
in a house, that you can saythat have different value, but a
roof, if you have to sell ahouse and you have a roof that
needs to be replaced, you'repaying full price, you're paying

(15:40):
retail price and there'snothing you can get around it.
So my point exactly to you isyou may get one more year out of
that roof until you sell yourhouse and you don't have to
spend that 15 grand.
It may just be toward, theinspection doesn't go well and
you're going to spend 15 grandto change that roof before you
sell your house.
If that's the scenario, right.
But you get nothing out of thatexcept for a dry house, which

(16:03):
is, it's necessary, evil.
Don't get me wrong.
It's necessary.
But they have a time limit andthey don't have a tax credit.
So you're right, it's a staticproduct that you have to buy
that has no real true valueother than its true function.
When you buy solar, it hasmultiple functions and it's a
great way to really positionyourself financially as a
resident in this country.

(16:24):
It's great.

Speaker 1 (16:25):
So you're a lot nicer than I am.
This is uncensored, so I'mgoing to go ahead and say that
we'll offend some roofers.
But if for the big boys and biggirls on the call, here's out,
because this is true, my realestate days I always said
roofing and windows are like thesame and they are to me in the
sense that I'm not going to drop30,000 on a roof, 40,000 on
windows, whatever, and call allmy friends saying you got to
come look at my new roof, yougot to come look at my new

(16:46):
windows.
Yet it's a huge thing that youhave to have.
I agree with you.
It's a necessity, but it's notsexy, like it's not fun.
Now, at least with solar dude,they're having conversations
about it Like they're pumpedabout it.
They're not like when's theinstall, when are you doing my
roof?
It just changes everything.
I know I offended some, butit's true.

Speaker 2 (17:03):
Yeah, When's the last time you went to your friend's
house and you're like, oh, yougot a new roof and you stand on
the front yard talking about it.
It just doesn't happen.
You're right, it's not thatsexy, it's not that, it's just a
function and it's not fun totalk about.
But you're right, you couldn'thave said that any better.
That is very well said.

Speaker 1 (17:19):
I appreciate it.
The other cool thing with this,too, is I'm going way ahead,
but it just segued through.
Our ambassador program is areferral program.
I don't know what time to touchon it today.
I slept on this.
I didn't understand it wellenough when I got started on
this journey a year ago.
When you put solar on someone'shouse, it's.
I had a client.
Her words God bless her.
In Maryland say, aaron, younever told me it's like having a
mini billboard on my house.

(17:39):
I can't garden, i can't walkthe dog, i can't have a barbecue
without someone asking me aquestion.
So, roofers, that does nothappen with a new roof.
That does not happen.
If you're bundling solar withthis, your referrals are going
to go through the roof, no punintended.
Thoughts on that.

Speaker 2 (17:57):
Through the roof really.

Speaker 1 (17:58):
Yeah, it just came to me.

Speaker 2 (17:59):
I promised it wasn't it.
I have thoughts on that comment.
But yeah, i'll elaborate on therest of it too.
But you're actually right Ifyou think about the way you're
saving people money.
So there's people that areactually you're buying the roof
and you're adding expense to itright To your annual expenses of
the home And then if you say,listen, i'm going to do roofing
and solar, you could actuallylower your expenses for the year

(18:19):
And you can't think of anythingelse.
There's nothing else that I canthink of that you can do.
That does that.
There's just not a product outthere that you can do that with.
So it is a very fun thing totalk about.
It is compounding in so manyways And I want to touch I'm
going to go back just a littlebit and drive a point home
because the guy that the sellingjust the solar again, i don't
want to go through that wholeexample again But for the guy

(18:41):
that's offering the solar andthe roofing together, he's going
to pick up more jobs And theguys that are selling just
roofing by themselves are goingto lose more jobs.
So the more people that startoffering this solar and roofing
together are going tocompoundingly drive that just
roofer out of business.

Speaker 1 (18:59):
And it's going to be louder for the people in the
back.
Man, that was really.
Can you say that one more time?
That was really strong.

Speaker 2 (19:04):
It's really and I believe that there's no way
around.
You can't convince me otherwise.
You know that guy that sitsbehind that meme, where he sits
behind the table with the shirtof the skirt, the table skirt
there.
You got to prove me wrong onthis point, because it's not.
This is facts.
If a roofing contractor supplyor starts offering solar, they
are going to compoundingly takejobs away from the roofer that

(19:24):
is only selling roofing.
It's just a fact.
And it gets worse because oncethey start seeing it and other
roofer starts seeing, thatroofer is successful with
roofing and solar.
Now, because now you'remarketing the more people You're
marketing to roofer or peoplethat need roofs.
You're marketing people thathave too high of electric bill.
You're marketing to people thatmaybe they just need a tax

(19:46):
credit, maybe they need abattery backup system, maybe
they need an AV charger anddidn't realize that solar would
drive it and they can get a roof.
All at the same time.
You have so many more marketingabilities than just a roof,
because a roof as a roof is aroof.
You know you can put shinglesup better than the next guy put
shingles up.
I'm happy for you, but that's.
You got to find something elseto do because you're not going

(20:07):
to be doing roofing for long AndI'm not trying to say that
everybody's going to fail and gobankrupt, but if you're not
offering solar with it, you'regoing to really struggle And
it's going to get worse everyyear because more people, when I
talk to them, i'm going to havethem sell in solar.
My goal is to sign up and workwith as many roofers as I can,
and when I do that, it's goingto leave less and less people on

(20:30):
the sideline that are justdoing roofing.
And if you specialize inshingles, you're in trouble,
because that's the majority ofthe roofs.
I get it, but, man, i'm goingto start as much as I can get
people to work with solarroofing And it's such a benefit
all the way around And if theemissions go up for reps,
they're selling the roofing.
There's just I can't stress itenough There's no reason that we
should have a discussion ofanything other than that

(20:52):
happening.

Speaker 1 (20:52):
I love your passion on this man.
It's the posture.
Really.
This is my two takeaways thusfar and from a couple of weeks
ago on the building with Bobby.
I talk to roofers a lot too.
I say the same thing to realestate agents HVAC I think a lot
of these will marry each other.
I think you would agree withthat.
The conversation I had with theroof for about a month ago.
I said how long's your warranty?
I think he said 25 years.
I said awesome, man, it's asolid warranty.
And I said so.
You do incredible work,otherwise I wouldn't be referred

(21:14):
to.
He said yes, of course, madethem for that one.
And I said so, if you doincredible work, your warranty
is 25 and all goes well.
You install it on my house.
You don't hear from me againfor how long And he goes.
I never really thought about itlike that.
And I said around 25 years Andhe goes.
yeah, i said how?
what other way are youmonetizing that relationship?
You worked so hard to earntheir business and you can't

(21:36):
monetize it for another 25 years.
And he was like oh my gosh.
And that was really the seguethat had him thinking about.
I got to add more things towhat I'm doing and more ways to
monetize that relationship thatwe worked so hard to cultivate.

Speaker 2 (21:51):
So you're hitting on something that I really think
for people in our positions,yourself and myself and we start
talking about going afterroofers and I don't mean going
after in a negative way, I'mtalking about trying to unite
and work with them and join themand join the team and have them
join us.
That's the first thing Imentioned to them is listen and

(22:11):
listen.
I'm going to make a boldstatement right now.
Love Aaron, listen.
If you're a roofer and you wantto double, you want to double
your revenue in 12 months ofwhat you were last year.
Say you're a $10 millioncompany.
I don't care what the number is.
I don't care if you were amillion, 500,000.
I don't care if you're 10million, i can double your
revenue next year Period.
I don't have a guarantee that Iwould give away that I can't.

(22:33):
But if you don't double yourrevenue, you're doing something
wrong.
And by just adding solar.
So let's just say, aaron, youhave a successful company and
you've got a $10 million roofingcompany And I don't care what
state you're in, it doesn'tmatter, as long as there's solar
there and there's net meteringand all that kind of stuff and
the policies are at leastsomewhat favorable.
If you're in a state that doesthat and you don't go from 10 to
20 million in a year, there'ssomething wrong.

(22:55):
Because to get 10 million right, first of all, let's just be
real 10 million, you're doing alot of roofs.
You're doing something right.
You got a lot of sales teams.
You got sales people.
You got sales teams out there,right, if you train them on how
to say because, aaron, the bestsales pitch for solar in a house
is hey, now that I got you aroof estimate, did you know we
did solar too?

(23:16):
It's that simple.
Because solar has such anegative connotation about it?
because everybody's like Idon't, like, i don't want to
have a solar because it's beencrammed down.
Everybody's throw it.
I've been had seven peopleknock on my door last week and
I've had 10 calls and the emailsI put it.
I typed in something on Googleand, damn man, i get totally
crammed When they are talking tosomebody they like and trust,

(23:39):
whether it be the real estateagent you talked about or the
HVAC or the roofing guy.
Hey, man, just so you know, wejust opened up a solar division
and we're really doing some funthings over there.
It's great numbers, greatwarranties and there's this
great guy, aaron, that we'reworking with.
It's great, right, why wouldn'tyou have that conversation?
Because you are going to now.
If that doesn't double yourrevenue.
Guess what does, aaron?

(23:59):
It's your book of business.
If you've done $10 million ofbusiness, what do you have.
You've got a book of businessand guess what you have?
You have a bunch of clientsthat don't need a new roof.
Before you get started with thesolar, these people already have
new roof.
There's not a better, there'snot a better trades team or
contractor to work with than aroofer, because they have a book

(24:21):
of business, they're on-roostmeasuring roofs, they know how
to sell a high ticket item, theycan actually measure and they
have a good book of business.
Some of them may have a couplehundred, but still a couple
hundred contracts that you'veclosed and you have happy
clients.
Guess what?
There's a hundred people rightthere that you better put
together the right email.
Use chat, gtp, don't care whatyou do, but put the right email

(24:44):
and it has to come from thatbusiness.
Send it over and start.
Hey, listen, thank you so muchfor trusting us with your
business on the roofing.
We want to let you know thatwe're opening up a solar
division and we'd like to comeout and show you what we're
doing.
Who's that Strong?

Speaker 1 (24:57):
For people listening.
Dave and I will help you withboth of those.
When you partner with us, oneof the things you're getting is
our expertise on the solar side,but it's what we call together
a business in a box.
We don't want you having to goout.
We have a lot of these emails.
We have the correspondence,marketing materials As we have
that conversation.
we definitely can.
I don't want anyone kind ofgetting lost in the sauce, being

(25:18):
like, oh my gosh, what he saidmakes sense, but how do I do it?
I'm struggling with my ownmarketing.
If you're doing 10 million andyou're not be more confident,
it's just about adding this legof your business which is
powerful.
I've heard you say thisnumerous times.
The number one challenge facingroofers is the removal of
existing panels when they'recalled out to do a job.
Can you touch on that?

Speaker 2 (25:37):
Yeah, That's how I got in touch with a lot of
roofing contractors of the yearsand or the homeowner.
I've had homeowners call me ona Tuesday night and say, hey man
, I need your help, but what'sgoing on?
I got a new roof going ontomorrow.
Can you come take the solar offin the morning before they get
started?
I'm like no, that's nothappening.

Speaker 1 (25:54):
You have two hours David.

Speaker 2 (25:55):
Why can't you be here Exactly?
All right, i'm on my way.
The biggest pain point for aroofing contractor is in the
presentation you saw when wewere the connected us really on
this topic.
We've been connected many timesbefore, especially in
California and so on, but theone that you wanted to talk
about there's roofing.
I had a picture in thatpresentation.
I don't know if you remember it,but they were re-roofing a

(26:16):
house and the shingles and thesolar panels were all connected
on the house and everything elsewas down to bare wood because
they were re-roofing.
but they won't get anywherenear that solar system.
Roofers know that they don'twant to touch the solar.
They're either afraid of it andor they realize the warranty
issues and they're just nottheir thing and they don't want
to do it.
That is a huge pain point Forthem to deal with.

(26:38):
having systems taken off and putback on.
it needs to be the company thatinstalled it.
What happens if that company'snot in business anymore?
What happens if that companyisn't?
I'll be honest with you on thesolar side of it, on the
installation piece, i can tellyou this It's solar is in such
high demand and the installationcompanies are in such high
demand that if you were to callme and say, listen, i need you

(27:00):
to take a system down, the bestthing I can do for you is look
for somewhere on a schedulewhere I can do an install in
half a day and not have to takeup a full day to go take a
system down, because it'sprobably not going to be
anywhere near where I'm going tobe putting a new system up,
because systems typically are aone day project, whether it's
eight hours, seven hours, 12hours, typically as install is

(27:23):
one day.
Now there's some outliers thattwo, three days are really
difficult or a challenge orwhatever.
Most install companies, if youlook at the business aspect of
it, they don't want to spend twohours to take a system down and
that's half the job.
Then they got to take anotherday to go back and put it up for
three hours and that's the job.
It's just a pain in the ass.

(27:43):
I don't know how to say it.

Speaker 1 (27:44):
I don't know if I can say it, i'm going to be
centered man, i can do it.

Speaker 2 (27:48):
The biggest pain point for roofers are to get
them out there and sometimesthey call roofing companies and
they're like, yeah, we justdon't do that because they're
making money hand over fistdoing installations that take
all day long.
The roofers issue is not thatthey can't find solar companies
to ask.
They can't find solar companiesto say yes to the removal and

(28:09):
reset because it's a two hourjob and there's not much money
made in it, even though they'recharged a lot.
The way they take them down andthe way they put them back up
with the truck roll and laborand minimal labor and all that
kind of stuff.
You're going to pay a lot ofmoney.
What I have, depending on whereyou're at, especially in
Florida, i can get them done.
I've got crews all over theplace that do different things

(28:31):
with a commercial, residentialor even just the removal resets.
I've got resources.
But that's the problem.
That's why roofers struggledealing with a solar company.
When I said this on thatpresentation and I'll say it
again if you can solve thatproblem, aaron, if you're in
your area and you've got a guythat I call or I got a lady I

(28:54):
call and they take care of thatfor me, i know I can get that
done.
You go to the roofing contractorand say, hey, man, i can help
you out with removal resets andanything else in solar.
You're going to be the onlysolar guy in their contract on
the contact list.
They're going to drop everybodyelse out of their phone because
that is so important to them.
When I have somebody that I canrely on when I need this, i

(29:15):
call Aaron.
He's going to get that stufftaken off.
I don't care what the cost isbecause it's insurance, or I
don't care because I'm going tomake the homeowner pay for it.
They don't really care theprice, as long as it's
reasonable.
You're going to be the only onein their contact list for solar
.
You look up solar on theirphone.
You can take it from them.
It's going to be Aaron.
You know what I mean.
That's how it is.
It is a huge pain point and Ididn't.
I hope you don't mind, i went alittle deep on why.

Speaker 1 (29:36):
No, for sure.

Speaker 2 (29:38):
That's the driver for it, because it's solar
companies.
We used to I had three crews onthe road most days.
Sometimes I had more, some less, but most days we had three
crews and I didn't want to havethem set aside to go take a, do
a two hour removal.
Why would I do that?
Because I want to send them totwo hours away to do a 12
kilowatt in a day.
Instead, i've got to send themover here and wait until the

(29:58):
sunlight and I got to take twosystems and I'll sit them down
for two hours and after thatthey can't get over and do that
job and it's no sense drivingtwo days.
Let's just do it tomorrow.
It sucks.
It sucks for the solar crews,but I do have crews that can do
just those and there arestarting to be more and more
crews that specialize in that.
So if you can find them, getthem in your contact list.
If you're a Roofer and or aSolar Contact or Solar Pro, if

(30:22):
you're a Solar Pro, get them onyour contact list because you're
going to make some really goodfriends in the roofing business
and then you can really recruitMy email that I send out.
I send out.
It depends on if I've met themor not right, but my email, the
first line in my email, aaron,is I can help you with removal
and reset For new roof.
That's the number one line.
Now I say Hey, aaron.

(30:42):
I don't know if you remember wemet the other day at a
networking event.
I get a corner, blah, blah, blahblah.
I can't wait to talk to youagain.
You said you're going to be atthis thing We'll meet Thursday
and talk further But I just wantto let you know.
Here's a list of things I canhelp you deal with.
Number one is I can help youwith the removal and reset on
for new roofing Period.
That's the number one thing Isay because that's the number
one pain roofers have.
Once you get that, you've gottheir attention and then I list

(31:05):
Hey man, i can also help you outwith referrals Problem solving
man.
So I mentioned the referralsfirst, because not all roofers
want to dive in and learn solar.
They just they're not too.
So I mentioned the referralsand I go down farther and say
listen, i can help you sell it,i can help you finance it, i can
help you do everything.
So I start top to bottom, butthe pain point that I that is
their biggest pain point I takecare of right off the bat.

Speaker 1 (31:27):
So I love it, man, i love it.
Let's talk money, if that'scool with you.

Speaker 2 (31:31):
It's important.
Yeah, we need to.

Speaker 1 (31:33):
Let's use I know we're going to use
generalizations roofers, male,female.
You're going to send us somehate.
It's all good, we have to.
we have to use our best, ourknowledge and our best expertise
on what we see nationwide.
On a typical average roof, whatdoes a?
what is a roof for makingballpark?

Speaker 2 (31:48):
So the rep I'm going to say you're probably making
$1,500 a roof is my guess.
Cool On the average.

Speaker 1 (31:54):
And I would agree with that.
I really would.
I think it could even be alittle bit lower, depending on
the scale of the company and howmany mouths they're feeding.
I know it was like that in myreal estate business.
The bigger we get, it becamemore volume play.
We made less per deal.
I think that's a fairlyaccurate number.
Talk about the averagecommission with our company
nationwide for selling a typical10 kilowatt solar job.

Speaker 2 (32:13):
I would say we advertise 7,000, but I'm going
to say it's more than that.

Speaker 1 (32:18):
I would agree.

Speaker 2 (32:19):
Probably around eight grand on the average Yep.

Speaker 1 (32:22):
And let's take home to the seller Seller front line
seller, whoever sells theproject.

Speaker 2 (32:28):
Yep, done, seven grand, yeah.
And then and I don't know whereyou're going with this, but I'm
going to just add to this, jumpin man.
If you're making $7,000 forsolar alone and we have our own
roofing division or we sell theroof with it, what is commission
?
then You're talking, addanother five, six, seven, eight
hundred bucks.
It's not ton, but you'vealready made 7000 with the root

(32:49):
or the solar system.
You're going to make some morewith the roof.
So it's even more than 7000.
If you add the 10 kilowatt witha roof on it, it's just crazy.
So it's compoundingly better.
I say it's 5x is what a rule ofthumb I have.
So let's just say it's 1500 andthen you go to 7500.
Let's just say it'sconservatively 7500.
You 5x your commissions byselling solar and roofing.

(33:11):
That's crazy.

Speaker 1 (33:12):
You know what?
Why would you not do that?

Speaker 2 (33:13):
Give me a reason, ken , why you wouldn't do solar
roofing.
I can't.
I just don't have a reason.
I can't think of one.

Speaker 1 (33:19):
You can't.
The only reason I think in myconversation with the roof is
lack of knowledge.
They just don't understand ityet.
And if you've made it 35minutes and you're starting to
see, this is bigger than whatyou thought most likely.
I know that was my reactionwhen I learned about it Tony
Robbins.
He had called my mentor mentorfrom afar.
Obviously he doesn't know me,but I study everything about him
.
I've heard him say severaltimes, maybe hundreds of times

(33:39):
now people are motivated byeither pain or pleasure.
My unsolicited response more ofus are motivated by pain than
pleasure.
That's just my firm belief andI argue prove me wrong.
I look at those numbers and Iknew them.
If you're not adding a solardivision, it's fear of loss.
You left $7500 on the table forme or David to come scoop up

(34:02):
And I just want to think aboutit.
I want to paint that picture.
It's like the homeowner istrying to give you a check for
$75 and you're like David, i'mgood man, i am good, i am good.
My roofing company is killing.
No.
Yeah, yeah, it's because youdidn't know, like you already
are face to face with the clientthat has the brand new roof.
Why in God's name would you notadd that conversation?

Speaker 2 (34:20):
Totally agree.
I couldn't agree with that more, aaron.
And the thing is, when I starttalking to different roofers,
there's so many different levelsof the org structure.
There's so many differentlevels of org structures in
solar companies too.
Of course, it's not just inroofing, it's in HVAC, it's in
plumbing, it's in everything.
Org structure means a lot whenyou start talking to people in

(34:40):
the roofing.
So if you've got an aging andI'm just going to say aging
because we all are aging but ifyou're talking about an older
group of three owners that areowned a third of the company and
they're looking to maybe doanother year and then they're
going to close the business down, they're not going to jump in
and start selling solar.

(35:01):
There is not.
But if you have some peoplethat are upcoming and they're
going to be going to roof con ona consistent basis and they're
going to see the new productsand they're going to go see
their new cutting edge stuffthat they can put on their roof
the best sealants, the bestvents, the best product out
there those are the people thatare going to have sales teams.
They're going to see value inthis And they're going to be the

(35:23):
ones that are going to begrowing so fast that those guys
that own a third of that companythey're just waiting another
year.
they're going to drive them outearly.
Correct, they're not going tobe saying mean to those four
guys, but they're going to bedriven out of business early
from these guys that are hungryand looking for the new thing.
So that's my opinion.

Speaker 1 (35:40):
It's a fierce conversation, i'll give you that
, but it's business.
This is truth.
It's business.
If you're not growing, what areyou doing?
You're getting run over.

Speaker 2 (35:47):
Yeah, You're not growing, you're getting run over
.
I've always said that If youstand still, you're going to get
run over.
You don't win and stop.
You keep moving.
But as soon as you stop you getrun over by the competition and
you get driven into the groundAnd you can recover, but it's so
much harder.
So if you're moving forward,keep moving and just keep
winning the best you can Yeah,The other thing too, hearing you
say it.

Speaker 1 (36:07):
If we were talking about a $1,500 commission for
the roof and also for solar, iget it.
Keep your head down.
I shouldn't say I get it.
I'm all about doubling myrevenue and that would be
doubling right, but I could atleast entertain the argument.
We're talking about five X-ingwhat you're currently making and
not having to do any additionalwork.
Sorry to yell, i'm passionateabout this.
Wake up, wake up.

(36:27):
You cannot object to that.

Speaker 2 (36:30):
Absolutely, absolutely, before we go any
farther.
And I don't listen.
I could go on all day, but whenI have thoughts pop in my mind
I'm all over the place.
I hate a squirrel and nickel,all that kind of stuff.
So my thought process is whenpeople I talk to roofers,
they're like listen, man, idon't want to take time to learn
it.
There's no way that you'regoing to spend time to teach me.
I don't have that time.
I don't do that.
I just.
It's hard and I'll never gettrained.

(36:52):
And I don't know how you respondto this, but I do tell people
that the best solar trainingperiod on planet earth, bar none
, is the training that you and Ihave access to every single day
.
It is a world-class,unbelievable quantity and
quality, or top notch.
There's nothing better.
There's training specific tostates.

(37:14):
Every single week they have anhour long training specific to
Florida, because I'm going tomention Florida because that's
where I'm at.
You got Texas, california, theCarolina, ohio, virginia.
All these states have aspecific training for an hour
long and they talk about how tosell there, they talk about how
to deal with the combat, theobjections you're going to have.
Last week I ran so right afterBobby, on last Friday, the next

(37:37):
Tuesday, i trained on how tosell in Florida and have the
against hurricanes And right nowwe're watching the hurricane
off the coast.
That's what Florida does.
We're more afraid of no airconditioning than we are of
hurricanes.
I'm just going to say thatThat's a fact, but sadly it's so
true.
So the training.
My whole point to that isthey're always worried about the

(37:58):
training and there's no bettertraining, and I don't know what
your spin is on that, butthere's no better training that
you can take as much virtualtraining as you want.
When I was on so last week foran hour, i talked about how to
combat the objections ofhurricanes.
If you can't watch it atTuesday at 10.30, guess what?
It's on record.
They record it and we put it ona website and you can go back

(38:19):
and watch it.
All the trainings we have, youcan go back from the beginning
and watch all of them And it'sit is the most diverse training,
the most complete holisticsolar training I've ever dreamt
of in this world.
It's not.
There's nothing that touches it, aaron.

Speaker 1 (38:35):
Yeah, i'm going to give a different wrinkle to it.
I 100% agree with you.
I want to be clear.
I'm not.
I'm not saying I do not agree.
I want to offer a differentspin And this is one of the
things I love about our companythat we're partners in together
We have the most robust trainingI hear from solar professionals
every single day that join us,lock arms the two of us.
Oh my gosh, we would have hadthis in my company game over.
I will also tell you that wehave both partnered with the

(38:56):
roofers who have no intention oflearning it.
They want to be able to handoff referrals to someone like
David or myself or both of ourteams.
They're bringing in the lead,they're collecting the utility
bill, they're having David andour teams run point.
So actually do the presentation, whether in person or virtual,
and we figure out a commissionsplit for that.
So it's hands off.
They're just leveraging arelationship.

(39:17):
They have no intention oflearning it and still making a
killing, because even splittingcommission, it's double, if not
almost three times more thanwhat a typical roofers making
just on selling a roof job.
So you can come over, plug inwith us, learn all of it, make
the lion share or partner withus on this and have no intention
of learning it at all.
Does that make sense?

Speaker 2 (39:36):
It absolutely does.
I started doing numbers.
That's why I started lookingaround.
You bring up an interestingpoint instead of them making the
75, they're going to make halfthat, and then they're still
going to make money on the roof.
So I was trying to figure thatnumber.
It's not 5x, but you're goingto be at least three Xs in your
numbers when you sell solar.
And what's the involvement?
It's Hey, aaron, you know we'redoing solar now and I got a.
We have the perfect team.
Can you give me an electricbill while they're at the house

(39:58):
measuring for the roof?
They get an electric bill andthey're done.
So you got that's a great point.
And that's what I alluded to inthe email, where I say we can
help with this, but we can alsohelp with referrals, or we can
help you, show you how to sellit.
So it's everybody's comfortlevel.
You got a great point.
That's the people that I thinkget missed a lot of times for
this opportunities because mostpeople don't want to have to
learn correct and have to learnhow to sell and deal with all

(40:20):
that, and it's really.
It's a little easier than mostpeople think.
However, if you don't want totake the time and energy and do.
That's fine, i'm with you.
Refer it, we'll close it foryou, we'll split it and we'll go
from there.
So you're absolutely right.
That's something that a lot ofpeople in this industry overlook
.
You're, but you're a hundredpercent correct.

Speaker 1 (40:37):
I love it.
I love it.
One of the questions we havethat I've heard you talk about
it's a sexy phrase.
I think you know where I'mgoing.
I'm gonna make a reel with thisone.
For sure It's gonna be on ticktock.
I've heard you say the phrasebusiness flirting a lot.
What the hell is that?
What does it mean?

Speaker 2 (40:51):
Yeah, i, i've been saying that for, i bet, five,
six years now.
I don't know.
I don't know where it came from, but I just own it.
It's fun thing to say, man.
I always say, listen, i wasbusiness flirting with these
people.
They're like you did what?
Yeah, like it's not what itsounds like.
It's not bad, but it's.
I let me just tell you what'swhat I consider business
flirting.
I want to get a shirt and Iwant to trademark that.

(41:11):
Maybe I just wear it around.
But what I like to do is how Ifind certain people to team up
with in business, whether it beroofing or It doesn't matter.
If I see something on socialmedia where they posted
something on a roof, let's saythey just posted this gorgeous
30 square roof and somewhere inMaryland, i'll be like man, that

(41:34):
is the most beautiful roof Ihave ever seen and I'm flirting
with them.
But it's not to date.
It's to do business with.
So I reach.
I just recoined it and saidlisten, this is business
flirting 101, because what I'mdoing is I'm saying positive
things about them.
It's just like you're pickingsomebody up at the bar.
It's like this is no alcohol,right?
It's virtual.
So if you get stuff you getsaid no to, it doesn't hurt as

(41:56):
bad, right?
No?
I'm like listen, man, that's abeautiful roof, and so how do
you finish that?
They're like oh, thanks, man, ivery much appreciate it.
I say, can I repose that?
Yeah, they're great.
So I repose it or whatever.
And I say you know what wouldlook really good on that roof?
Hell of 16 kilowatt system, man.
It help you with tax creditsand make you more commissions.
And they're like I'm not doingso.
At that point time You alreadyknow whether you can flirt with

(42:17):
them more or you need to move onand flirt with somebody else.
So it's very definitive.
They're like dude, i'm not evertrying solar again.
I'm done with that shit.
Guess what.
You move on your business,flirt with somebody else.
But it's literally anintroduction and it doesn't have
to be us or anybody.
could be any industry, anybody.
But I use business.
I just say business learning.
It's a quote, i just don't knowwhere it came from, but I been

(42:38):
using for a while but I lovethat.
But it's social media.
I just compliment people andabout their business and say,
hey, man, you got a book ofbusiness, i can help you, man, i
can help you make millions.
I like no, so then.
So one way or the other you'regonna find out real fast.
So it's kind of like dating youget slammed, get told no,
whatever.

Speaker 1 (42:55):
So it's a numbers game.
You got to put yourself outthere.
Yeah, they're doing the moneyand I got to be careful saying
this too on our team.
That's screwed.
I'm gonna go and say it.
I've been very blessed.
I've worked really hard.
My real estate business titlelending on several businesses
helped a lot of people make alot of money.
I have never in my life seenanything as lucrative as solar,
and I mean that on my kids.
I put that on everything.
We had a brand new businesspartner.

(43:16):
He was in the real estate spacestart with us like three months
ago, his first month, and Ididn't show this publicly He's
so quiet so he's gonna kill mefor this, but you'll know this
his first month with us Heearned $97,000 and solar
commissions Yep 97 grand.
I thought a lot of people makemoney never in their first month
, never, never.
It would take years just byplugging into it to what David

(43:38):
and I are teaching.
And that was even a roofer.
By the way, it was a database.
Let's keep that real.
If that is, he's smiling forthose watching on YouTube.
If that doesn't get you excited, i don't know what does.

Speaker 2 (43:48):
I have to address something.
Every time you say that or Isay that or anybody else says
that, i get Really and it's real.
I saw that.
I know what you're saying andit's a fact.
It has happened, it does happen.
Does it happen to everybody?
No, no but it's just like therule of everything else What you
get out of it, what you put init obviously Good game plan,
great communication, great salesability, done, it's the perfect

(44:11):
storm.
It blew up right in front ofhim and he was the storm, right,
he was a lightning or thecatalyst of this storm, or
everyone say.
But what I will say this is Ihear I used to be in this camp
and I'm not anymore, but I usedto be like man.
You're making that much moneyon people, you're gouging them.
You're just gouging them.
And I don't know if you hearthat.
Do you hear people say thatwhen you, when we talk about

(44:33):
commissions, how much moneyWe'll?

Speaker 1 (44:34):
make.
So it's funny you say that, man.
This is why I love this.
This was not where we weregonna go at all.
This is real.
This real life I only do fromsolo professionals when I show
them.
I am an average soloprofessionals for their
companies not ours are makingclose to what roofers are.
It's that.
15 to 3 grand is what I've seen, and when I'm showing them I
had one last night, by the way,the commission was 21,000.
Yeah, and the client won clientone big time.

Speaker 2 (44:56):
That's my point.
That's my point.
So what I want to make sure ifanybody's watching that and
they're like 97,000, what hesell three deals and he made
that much money And maybe he did.
I'm sure he didn't.
I know he sold a lot of jobs.
But the point is the fact, theway our system is set up, i, i
can remember.
I I remember I was $17,000under somebody once and they

(45:19):
said if you can match that orbeat it, we're gonna go with you
.
And so I literally split thedifference because I couldn't
come at him with $17,000 cheaperon the system size, because
they would be like where'd yougo radio shack to get this shit?
Yeah, so you can't.
There's times that you can't beas low as we can be.
If that make, that just didn'tsound right.

(45:40):
But I think you know what I'mgonna say Yeah, you can't go at
them with the prices that we canactually be at as low As we can
, because what it is, it's thebuying power that we have.
The things that our founder hasdone is ridiculous, man.
And the buying power andeverything that we have in our
arsenal and I don't want to saylow quality is certainly not
localize high quality and lowcost.

(46:02):
And the way it's set up rightnow and as this company really
wants to and I really am soexcited about this because They
want to incentivize the end orthe frontline seller.
The frontline seller makesevery business run.
I don't care if we're talkingabout roofing or solar or
whatever.
So they've made it to where themaximum amount of money that can

(46:23):
be paid out to the seller iswhat we get, and it's really
crazy.
And such a small margin goes tothe company, and they do it by
adding more and more people.
So there's more and more peoplecome on the platform that we
work on all the time And there'sstill tons of room.
Because what's the percentagethat we've taken that's
available of solar right now inthe US?
Less than 3%.
Yes, so it's, but let's justsay, let's round up and say it's

(46:44):
4%.
Yeah so 96% of available homesare still available to sell to.
So wake up So this isn't likelike listen, people call it the
gold rush all the time.
That's fine, you can call itwherever you want.
It's so early Really.
It's so early in the process.
We're 4% in.
At the most it's not even 4%,we're running up the 4%.

(47:06):
The fact that we're in aposition to where we make the
commissions, we do, and it's soearly in the game, it's
unbelievable.
So, rufus, how do you?
I mean, they needed to calleither Aaron or David today,
don't you think it's mean?

Speaker 1 (47:17):
Call both of us, man.
My goodness, i can't even endyet.
There's one more that I want totalk about, something you just
said.
This is the only time and I'mgoing to get children saying
this publicly that I'vedisagreed with our owner.
I think he's so amazing Andyou'll get where I'm going with
this He's like uh-oh Get me offthis.
Not me.
You want me for a second?
I hear him say all the timewe're in the top of the first
inning at this play.
I disagree.
I think we're still at battingpractice.

(47:38):
Like I legit legit do, and Iknow he just said it's the gold
rush, call it whatever you want.
I believe my humble opinionthere will be more wealth
generated from solar andrenewable energy than any of us
will see in our lifetime.

Speaker 2 (47:49):
I really do You can sit on the sideline.

Speaker 1 (47:50):
That's up to you.
I know how I'm playing.
I'm playing all out for myself,my family, my community.
I know David is as well.
That choice is yours.
There is nothing else like this.
These opportunities come aroundonce in a lifetime, that's just
what are you going to do withit?

Speaker 2 (48:02):
I think we're still parking the car.

Speaker 1 (48:04):
We're not even about to get out of here, i get to
show me We're outside.
So now he disagrees with that.
You're right.

Speaker 2 (48:08):
We're not even in the stadium right now, so you're
right, it is crazy.
We're so early in the game It'snot even funny.
Yeah, one last question, man, iknow we're up against it is,
and I love this topic.

Speaker 1 (48:16):
I don't know why I saved it for the end, but it's
so good.
Expansion, yeah.
So if you have a Roofer andyou're in Tampa Bay, florida,
that is their only market.
How can they expand?
or how can you have thatexpansion conversation when they
partner with us at our company?

Speaker 2 (48:30):
Yeah, this is man.
You could I see the time we'vebeen on here, So I'm going to
try and keep it short, but youknow me So I apologize.

Speaker 1 (48:37):
No, run, run, dude.
This is a powerful conversationbecause we're not expanding.

Speaker 2 (48:40):
What are you doing?
Exactly Because if you're notexpanding, you're going to get
run over.
So the thing about it is, when Italked earlier about if you're
not selling solar, or if you'renot selling solar with your
roofing company, you're going toget destroyed.
I didn't believe that.
So another aspect of if you candouble, then you can triple,
and if you can triple, you canquadruple.
I think you can easilyquadruple your company like this
If you have a roofing companythat's in Tampa, florida, you're

(49:01):
crushing it And you've alwayswanted to go to Texas but you've
never been able to.
If you get into solar andyou're selling solar and first
of all, think about this,there's so many ways to go with
this.
So now we're selling solar androofing in Tampa And we go from
$1,500 commissions to unless wecan talk, profits for the
company are going to 5X.
The company profits are goingto 5X, right.

(49:24):
So now you're making more money.
And now guess what?
If you wanted to go to Dallas,texas, go get an office to start
selling solar.
You don't have to if you don'thave the roofing crews and
capacity to go there.
don't use solar or don't useroofing to be your expansion
conduit.
Use the solar product, use thesolar systems and everything
that we have and start sellingsolar in two or three, four

(49:46):
different states And as you getthe business for roofing, bring
on the crews there.
It's that easy.
So when I start talking toroofers, i asked them so many
questions up front.
Listen, man, are you guysinterested in growing?
As soon as they say no, i'm out, next, who's the next?
I'll go right down the street,knock on the next damn door.
But I'm talking to people thatwant to grow and want to expand.
And when they want to grow andwant to expand, man, listen, you

(50:07):
want to be where You want to bein North Carolina, south
Carolina.
Why aren't you there?
Okay, you're roofing and it'syour cash flow.
Okay, all right, what if we fixyour cash flow with solar and
then you can go up there with?
then you can use the cash flow,do that or just offer solar up
there, get some solar salesgoing and then you're in that
area.
Then you start advertising, cobranding your solar and roofing

(50:27):
company together into theCarolinas and you're moving from
Florida now to the Carolinas.
And now what's your five yearplan?
Hell, we just accomplished itin six months.
What is your next five yearplan?
Excuse me, i just about reallywent off.
But what's your next five yearplan, because we just beat that
one in six months.
You were trying to get toCarolinas in the next five years
.
That shit's old news.

(50:48):
What are you going to do now?
Where's Texas on your map?
Is it next?
Let's do it in six months too.
So it's.
I'm sorry, i'm sorry.
I'm really gonna want to know.
But yeah, the expansion pieceof it, just like the doubling.
Now think about this if youhave, instead of one spot in
Tampa, now you're in each of theCarolinas and you went to Texas
, now you got four places.
Now, if you double all those,what's that number?

(51:10):
That's 8x.

Speaker 1 (51:11):
Yep.
It's crazy So yeah, anotherpiece of that.
we don't talk about this enough, man.
It's smart business.
Like I currently sell, i knowyou do too.
I sell in over 20 states.
I will never, ever, put myfamily's fortune in politicians
hands and estate economies hands.
God forbid.
Something happened in Florida.
We couldn't sell so littletomorrow.
I don't mean to put that in theuniverse.
I know it's your home state.
We're in 20 other states.

Speaker 2 (51:33):
Yeah.

Speaker 1 (51:33):
We're not stuck And in real estate that was my life.
I could only service NorthernVirginia, where I live, so God
forbid.
I met someone else that wantedto sell in Florida.
I couldn't even touch it.
Now with this platform I do, icould be on a cruise ship and
selling deals.
Like it changed everything forour family.
Absolutely, absolutely.
I love it.

Speaker 2 (51:47):
Man, you can sell from anywhere, anytime And, like
you said, the 22 states inPuerto Rico and getting rid of
them in Hawaii or have, andwe're going to be going to New
York.
And constantly evaluating newmarkets that make sense.
So not everywhere is a greatplace to sell solar.
They're like why don't you know50 states?
Nothing against Wisconsin, butis that a good place to go sell

(52:09):
solar?
I don't know.
There's so many things toconsider.
It's what's the return?
What's the what's?
how much sun does Wisconsin get?
Do they even see the sun upthere?
And I'm just picking onWisconsin as an outlier.
But you never know, we might beselling there in a couple years
because there's greatincentives there.
We don't know.

Speaker 1 (52:25):
Love it anyway.

Speaker 2 (52:27):
Man, i'm so sorry, this is gone.

Speaker 1 (52:29):
No, dude, this is what it's all about.
man, This is going to breaksome records.
I can tell you that right now.
How do our viewers get incontact with you?
You're on Facebook Like.
how can they reach out to youfor more LinkedIn?

Speaker 2 (52:37):
Facebook, either one.
Absolutely, we go last name,there's not too many.
You can find me on manydifferent pages and forums out
there.
I love talking roofing andsolar And I would say this if
you want to meet me in personit's real easy to do And I'll
tell you November 9th, 10th and11th, be in Orlando, i'll be
there.
Roof Con Man.
I'm going to be talking toevery single roofer that I can
possibly get And this is not aplug for Roof Con.

(52:59):
I don't didn't intend to be,maybe it is But I will be at
Roof Con talking to every singleroofing contractor that I
possibly can, and I think everyone of them should be going to
Roof Con.
That's, that's just theconference for roofers.
That's the conference.
That, not.
That's for me, it's businessminded.
It's not.
They're not going to be theredrinking.
It's not a partying conference.
There's other ones that do that, but for me, roof Con is the

(53:22):
business for roofers And it's abig one And love it.
They had Tim Tebow there lastyear, so they have headline
speakers that are massive.
So I'll be there if you want tobe in person, and between then,
just let me know when you'regoing to be in Tampa or
somewhere close.
So love it.
But, yeah, they can reach out tome on Facebook, LinkedIn.
Really easy to get a hold of me.

Speaker 1 (53:38):
Cool, david, i'll speak for audience.
Man, i can't thank you enough.
You are a wealth of knowledge.
It's what I led with.
You come from a businessmindset which is it's just.
It's my love language, man, ifreaking love it.
I can't thank you enough.
You dropped some bombs, droppedsome nuggets Our audience,
please.
Guys.
He did this for free.
I do it for free.
We're here to bless people inthe solar space, roofing HVAC,
anybody that touches a home.

(53:58):
We are here.
We want to be a resource foryou.
All we ask is if you couldplease share and review this
podcast, whether it'straditional podcast or on the
YouTube channel.
We would greatly appreciate it.
Reach out to David.
He's happy to help.
He's an open book, as you cansee.
I hope you enjoyed that.
Appreciate each and every oneof you.
Hope you all have a fantasticrest of the day, be good, be
safe and God bless.
We'll talk soon.