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If you’ve ever felt like compliance in solar is that necessary evil you tolerate just long enough to close a deal… you’re not alone. Most sales reps avoid the word altogether — it sounds bureaucratic, slow, and worst of all, boring.

But what if compliance wasn’t a burden… but the biggest opportunity in solar?

That’s exactly what Jake Hess laid out in our recent interview — and as someone who’s been a friend and colleague of Jake’s for over five years, I can tell you: when he talks, the smart ones listen.

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Jake interviewing Jeremy Miner on The Morning Energy Show

The Pulse Beneath the Surface

Jake isn’t a lawyer. But he’s got something just as valuable — a crystal-clear pulse on the industry.

Running SolarCon requires Jake to sign seven-figure venue deals years in advance. That means he has to see around corners. If the market shifts, and SolarCon isn’t relevant anymore, he takes the loss. That’s why he obsesses over where solar is heading… especially when it comes to compliance, legislation, and consumer protection.

“If there’s one thing I do, it’s my research,” Jake told me. “I can’t afford to guess wrong.”

That obsessive attention to detail is what makes Jake’s perspective on compliance so powerful. He’s not theorizing. He’s living it.

Photo of Jake as a guest Brad Lea's Dropping Bombs Podcast

A Ticking Clock on the Sales Model

Here’s the hard truth: the solar sales model we all know and love is under threat.

Jake shared a jaw-dropping stat from Abby Hopper (President of SEIA), who spoke at SolarCon: while residential solar only accounts for about 20% of total installs, it generates 85% of the complaints in Washington.

Let that sink in. Twenty percent of installs. Eighty-five percent of the headaches.

“If that stat doesn’t make you sit up and pay attention, I don’t know what will,” Jake said. “That’s the kind of thing that gets laws changed.”

Jake predicts a domino effect: just like Australia and parts of Europe, the U.S. may soon see solar become a commoditized retail product — sold in Costcos and Ikeas, not living rooms.

And if that happens? Say goodbye to the army of independent sales reps and orgs. Say hello to W2 sales teams embedded inside installers — or worse, no sales force at all.

This isn’t a scare tactic. It’s a warning.

“85% of complaints in the White House come from residential solar. That’s a crisis of trust — and the reps are the ones holding the bag.”

Jake creating solar training for sales teams

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From Liability to Leverage

But there’s hope. Jake believes compliance can become our competitive advantage — if we act now.

He laid out a simple but powerful blueprint:

Educate reps better than anyone.
Implement post-sale surveys.
Use tools like Call Pilot and Recheck.

Call Pilot is a next-gen survey tool that uses facial recognition, tone detection, and verification logic to validate whether a homeowner truly understood the deal. Recheck, on the other hand, acts as a reputation ledger — a kind of blacklist — flagging sales reps who create risk for installers and financiers.

“It’s not about being perfect,” Jake said. “It’s about protecting your organization, earning trust, and making sure you can prove it.”

One of my favorite parts of our interview was Jake’s insight into the power of the contract. Instead of hiding the details, he trained reps to use the contract as a trust-building tool. When you show the good, bad, and ugly, homeowners trust you more — and refer more people.

It’s not clever one-liners that build a career. It’s transparency.

The Rise of the W2 Rep?

Jake’s crystal ball goes further: in the next 6–12 months, he expects a massive shift toward W2-based sales models.

States like Nevada and Utah are already exploring legislation. And financiers, tired of the lawsuits and risk, may start demanding it. When that happens, installers will need to absorb or acquire compliant sales teams.

“If you’re a dealer right now, you need to build like you’re going to sell,” Jake said. “That’s your best defense and your biggest opportunity.”

He’s already advising companies to design “W2-ready” organizational models — even if the shift doesn’t come for another year or two.

Why? Because those who prepare now will be in position to get bought… while those who wait may simply get left behind.

“W2 is coming. Build your org today like someone’s going to want to buy it tomorrow.”

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Final Takeaway: This Is Ours to Lose

Jake’s final point hit me hard. He said the future of residential solar might rest in the hands of that 22-year-old Starbucks recruit knocking doors today.

That’s either terrifying — or it’s a wake-up call.

We can blame the White House. We can point fingers at financiers or homeowners. But ultimately, we control our side of the equation.

If you’re an owner or manager, start building systems that outlast you.

If you’re a rep, take pride in your professionalism.

If you’re a leader in solar, help your team treat compliance not as a threat… but as the path to longevity.

Because as Jake said, this is ours to lose.

Let’s not lose it.