Before The Solar Coaster book was written. Before the podcast gained momentum. Before the framework had a name.
There were foundational conversations with operators who had already lived the ride.
Welcome to Solar Coaster Origins — the special series featuring the interviews that shaped everything that came next.
In this Origins episode, Anna Covert sits down with Greg Field, founder of PGT Energy Solutions, and a 17-year solar veteran who has survived nearly every major shift the residential solar industry has experienced. Greg isn’t a hype-cycle rep. He’s a long-game operator who has closed at elite production levels, scaled a dealership, transitioned into high-volume virtual sales, navigated hostile utility markets, and pivoted through manufacturer collapse and tax credit uncertainty without losing his footing.
The Evolution of an Elite Closer
Greg’s story is not just about volume — though his production numbers during the virtual surge were extraordinary. During peak years, he was sitting multiple appointments per day and closing at levels most organizations never reach. What makes his journey foundational, however, is not the spike — it’s the discipline behind it.
He never assumed momentum would last forever. He understood that solar markets move in cycles. When virtual selling created efficiency and opportunity, he optimized it. When that wave slowed, he recalibrated. Instead of building his identity around a temporary surge, he built it around skill, process, and adaptability. That mindset — not production alone — is what defines longevity on the Solar Coaster.
The Hybrid Close: Assertive Without Manipulation
One of the most compelling parts of this Origins conversation is Greg’s approach to closing. He describes himself as a hybrid — not passive, not pushy. If a homeowner is ready to move forward, he closes. If they need space, he respects it. What separates him from transactional sales culture is his reliance on product fluency and earned credibility rather than pressure.
He educates at a level that reframes the conversation. He asks direct questions when appropriate. He earns the right to request the decision. That balance between confidence and integrity is something many sales organizations struggle to teach. Greg demonstrates that the close does not require manipulation — it requires mastery.
Ownership: The Moment the Lead Hits Your Calendar
A recurring theme in this Solar Coaster Origins episode is ownership. Greg believes that the second a lead lands on your calendar, it becomes your responsibility — regardless of who set it. He does not operate from fear of cancellation. He calls. He introduces himself. He confirms. He builds rapport before the meeting even begins.
Avoiding the process out of fear weakens the relationship. Taking control strengthens it. That principle extends beyond appointment confirmation. It applies to follow-up, communication, and overall client experience. The best consultants do not blame setters, call centers, or market conditions. They own their pipeline.
Follow-Up Is a Long Game Strategy
Greg openly discusses following up for months — sometimes years — until a homeowner reaches clarity. He does not chase aimlessly, nor does he disappear after one attempt. He adapts to communication preferences. He respects timing. And he maintains consistency.
In an industry crowded with short-term thinking, persistence — done respectfully — becomes a differentiator. Often, the consultant who remains steady through silence becomes the trusted advisor when the homeowner is finally ready to act.
Surviving Market Shifts and Policy Uncertainty
The conversation naturally moves into current market volatility — tighter financing, shifting tax policy, utility resistance, and the uncertainty surrounding federal incentives. Greg’s response is measured, not reactive. He does not deny the impact. He simply refuses to panic.
He speaks about adaptation as a core survival skill. Adjusting entry points. Exploring efficiency-first conversations. Expanding market relationships. Maintaining ethical standards regardless of pressure. He recognizes that the industry may weaken in certain cycles, but he remains confident that residential renewable energy will not disappear. Electrification is increasing. Grid strain is growing. Demand for distributed energy will continue to exist.
That long-view perspective is what allows experienced operators to remain steady while others spiral.
Why Greg Field Represents Solar Coaster Origins
Solar Coaster Origins exists to highlight the early, honest conversations that shaped the philosophy behind The Solar Coaster. Greg Field represents that foundation.
He embodies ethical selling in a commission-driven space. He models process ownership in an environment that often deflects responsibility. He demonstrates resilience without ego. And most importantly, he understands that solar is not a single wave — it is a series of waves.
The coaster doesn’t stop.
The operators who survive simply learn how to ride it better.
🔗 Connect with Greg Field
Website: https://pgtenergysolutions.com/home
🎧 Listen to Solar Coaster Origins
Spotify: https://open.spotify.com/show/28LLOtNEQj8ZoCZJqVOa7o
Apple Podcasts: https://podcasts.apple.com/us/podcast/the-solar-coaster-podcast/id1832579656
Amazon Music: https://music.amazon.com/podcasts/342b84c9-ccb9-4cdb-99cc-ed6254503bfa/the-solar-coaster-podcast
iHeart Radio: https://iheart.com/podcast/292376116/
YouTube: https://www.youtube.com/@solarcoasterbook
📖 Get The Solar Coaster Book
The conversations in Origins inspired the stories and insights in The Solar Coaster.
