In this episode of The Signal, Riley and Cory sit down with Bobby Braun, one of the founding leaders of Boundless’ DMV region. From delivering food on a bike to building one of the top solar teams in the country, Bobby shares his story of grit, leadership, and the art of creating value in any market.

Highlights:

04:30 – Who is Bobby Braun?

Cory describes Bobby’s leadership, intelligence, and background in finance.

06:50 – Bobby’s Origin Story

Growing up in rural Maryland → Department of Defense accountant → realizing he hated cubicle life.

09:15 – The Leap to Sales

From home remodeling kiosks to SolarCity → breaking records → the Tesla acquisition and layoffs.

13:50 – Losing it all & rebuilding

Bobby shares how COVID cost him everything, how he delivered food to survive, and how he found Boundless.

18:30 – Starting over in solar

The struggles of rebuilding a sales team from scratch—and why hard times are the best teachers.

21:00 – The Turning Point

The team loses corporate leads and must learn to create their own.

25:50 – Controlling the controllables

How Bobby and Cory built a self-sustaining business that doesn’t rely on paid leads.

27:50 – The Power of Events

Bobby explains how local expos, fairs, and farmers markets became their best marketing channel.

33:00 – Sales booth setup & engagement tips

Why “less is more” and how to connect with people genuinely (no gimmicks needed).

37:45 – Creating real value

Building a culture that thrives on self-generated success instead of handouts.

40:20 – Market resilience

From 140 solar companies in Maryland down to 7—and why Boundless is still growing.

45:00 – Lessons from the “tide going out”

How failure built stronger leaders and systems.

46:00 – Sales Masterclass: Storytelling & Questions

Bobby breaks down how great reps sell solar through narrative, emotion, and the right questions.

54:00 – Roleplay: The Utility Bill Question

A live demonstration of how to make customers realize why they need solar.

58:00 – The Dummy Curve

Why knowing too much can actually hurt your sales—and how to simplify your message.

1:01:00 – Objection handling & intent statements

Scripts for handling “We need to think about it” and setting expectations upfront.

1:10:00 – Open Mic: Bobby’s Message to Salespeople

Bobby reflects on the once-in-a-lifetime opportunity in solar and why the time to go all-in is now.

1:13:30 – Closing Thoughts

Riley wraps up with gratitude for Bobby, Cory, and everyone creating their own signal in the industry.

🔑 Key Takeaways

Control what you can—leads, training, effort. The market rewards creators, not complainers. Great salespeople tell stories, not specs. Solar is one of the best opportunities of our lifetime.