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Sun Seeker
BY ERIN CHAMBERS Nearly anyone who works in a real-estate-related industry is feeling the squeeze of a depressed housing market. But for Brian von Moos, director of business development for Borrego Solar Systems, business is growing, as more homeowners, builders and businesses look to solar energy as a solution to rising energy costs.
We spoke with Mr. von Moos about how he’s making a living with sustainable energy. Here are excerpts of the interview: WSJ: You work directly with large builders and individual homeowners and commercial real-estate executives alike. How have you seen the housing crunch impact the solar-energy market? MR. VON MOOS: It hurts everything. But if you look at the construction industry, solar has been much more resilient to the downturn than other forms of construction. In times when housing prices are coming down, solar is a way to increase the value of your home. It’s also way to control the costs associated with running your home. WSJ:How did you get started in the industry? MR. VON MOOS: I started four years ago, when I had just finished a year of travel. I had held different sales positions in the past and got interested in sustainable energy [while] traveling in London, where the technology is really integrated in so many building projects. WSJ: So you didn’t have any formal training or background in science? MR. VON MOOS: I got my degree in psychology from University of California, Santa Cruz, and I initially wanted to go to law school. I moved to Los Angeles and worked for a law firm but realized I wanted to make more a positive impact on the world than just being a lawyer. So I took some time off to travel. Living in London, the existence of sustainable energy was just inspiring. Then my wife started grad school in Berkeley, Calif. and I knew I wanted to get into the [sustainable energy] industry in California. WSJ: When did you realize that solar energy would be your focus? MR. VON MOOS: It’s always been with me. I picked Santa Cruz because of the liberal, environmentally and politically conscious atmosphere. It’s been with me for a while, but sustainable energy specifically came from London. WSJ: How did you come to find Borrego? MR. VON MOOS:: Partly through Google searches. I just started researching the solar industries. I focused on the Bay Area, what they did up there and how I could fit in. Borrego had appeal because they were small but expanding and seemed poised for a lot of growth. I just called them up and said, “I want to work for you.” I just kept calling and finally got an interview. WSJ:Was there a particular point on your resume or a moment during the interview that you think made the difference? MR. VON MOOS: I wouldn’t really say it was the resume that sealed the deal. It was more my persistence and dedication to the company. [And] more about selling myself to them. I just kept calling them. It was the follow-up and the passion and convincing them I was the best. It starts with talking with [human resources] and small victories that you work up the chain. WSJ: Initially, you were assigned to one of Borrego’s installation teams. Did that help you later on when you moved into sales and business development? MR. VON MOOS: When I look back, the most valuable thing I did was spend time in the field. Paying your dues is tough and rewarding work. It was an invaluable lesson in my career. I was the top sales guy for two years. I could not have done that had I not known the product so well. Even in business development, it’s a lot about knowing the nuts and bolts. WSJ: What advice should someone do who wants to get into the industry? MR. VON MOOS: Having an idea of what you want to be doing is key. I knew the way I could impact the industry was in sales. I knew that was my strength. I paved a path through installation so I could learn. My background was not physics or science. That’s important [to remember]. | ||||||||||||||||||||||||||||||||||||||||||||||
