Adam Torres and Michael Polzer discuss awnings and shades.
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Show Notes:
What does it take to make the most of your backyard in the hot Arizona sun? In this episode, Adam Torres interviews Michael Polzer, Shade Specialist at Liberty Awnings and Shades, explore Michael’s approach to crafting a backyard experience the entire family can enjoy. Learn more at Liberty Awnings and Shades.
Full Unedited Transcript
Hey, I’d like to welcome you to another episode of Mission Matters. My name is Adam Torres. And if you’d like to apply to be a guest in the show, just head on over to missionmatters. com and click on be our guest to apply. All right. So today is a very special episode. I am in Phoenix, Arizona with my brother, Michael Polzer.
First off, Michael, welcome to the show. Well, thank you very much for having me. All right. So I’m in Michael’s living room right now for everybody listening. I barged in, I brought my podcasting equipment and I was getting in his head. I’ve been out here covering some conferences and I was like, wait a minute.
I got to go see what Michael’s up to. So Michael is known in Arizona as the king of shades, AKA the shade man. AKA how many nicknames you have out here, Michael? It all depends on who you’re talking to shady lane. I mean, give me some more shady guy That’s probably my favorite. So michael gets this because he is king of shades He one of the things he does over at liberty Awning and shades is he goes into homes, he designs backyards, and he shows them how they should be designing and putting and laying things out so that they can get the best use of their home, their living space in the backyard, and really just get it done and have fun.
Michael, how, how’d you get into this business? How’d you get in the business of going out there and really helping people have fun? You know, it started with my needs. I actually met Frank and Amy, the owners at a barbecue. And Frank right away, I just moved out to Arizona, was sitting next to me.
And what are you doing for shade? And I’m like, I have no idea what you’re talking about. Literally. And so I kind of started the whole thing. He came out to my home and kind of the rest is history. I. just living through it and purchasing one of the patio screens that hit my master bedroom door and my big slider.
And the, if you know, it’s by the time the heat goes through your master bedroom and down the hall and hits the thermostat, it’s, you know, 80 degrees in your room. So there’s several different products we sell. It just basically stopped that son. We all know it’s pretty intense in the summer out here and, and we befriended each other.
And he asked me if I wanted a job. Dang. And so for those that are listening that from around the world, if you don’t know in Phoenix, Arizona, what is it today? Like 110, 112, 295. I feel like I’m being cooked a little bit. So these aren’t, well, 295 might be an exaggeration, but to say it gets into the 110s and that like having shade and having your area like protected is no joke, right?
No, it’s not at all. And for Exact numbers. It has not been below 100 degrees since the high has not been below 100 since May 26th. Yeah. So what attracted you to Liberty awning and shades originally? Cause now you’ve been around, I think over a decade with them and the quality, the products otherwise, like what, what do you think has led to this longevity and what attracts you to these, to this, to the company?
Well, it starts with Frank and Amy. They’re good people. They. invest in the business. Amy’s father started the company in 1979 out in Colorado. One day they said, Hey, let’s go sell shade in the desert. So great job. And they, literally started in the garage of their condo. Yeah. And really, yeah.
And she was booking and doing the numbers and he was you know, running the appointments. Mm hmm. He was making the product. When there were big jobs, they’d go together and do installations. And they’ve built, like, you know, their small little empire. And it’s I’m proud to be a part of it. Because, as I said, they’re good people.
And it’s great working, you know. And Amy’s father, Richard, who started it, basically patented all of our parts for the awnings. And we make them right here in Phoenix. We are a local company. And, No, we do the process from A to Z from sales to install. So when you go into a backyard, so let’s just say like, for example, the first thing is you walk into a backyard and we we’ve talked about this before, but you get to the back and you have this vision or you see things that can and can’t be done.
Like, just talk to me a little bit about your process. So the homeowner is listening so that they can kind of get into your mind too, as they think about what they should be doing. The most, the first and most important part is which way are they facing? You know, because different products do different things of terms of shading your yard and with regards to awnings, you know, I see a lot of homes that if you’re facing south.
That awning helps you for a limited time in the middle of the day. And you can’t really put anything on the side of the awnings to shade you in the morning and in the evening when we typically want to go outside. Cause it’s not quite a hundred. Yeah. So just little things. The number one thing is which way are you facing and which of the products is going to serve you best in terms of allowing more livable space outside.
If you’re daring enough to hang out in a 110. And more importantly, cooling your home, you know, that’s talk about that a little bit, like, and why that’s important. Well, you know, you get these readings out here where they literally get 160 degree temperature readings off of patios, home walls you know, it’s so for the air condition bill for the, like everything like that.
So that’s a big deal. You got this room and if you can shade it, right. Absolutely correct. It it has a big effect on cooling costs. There’s even some benefits through the electric companies of doing some of these products. And that’s, that’s a big part of it. Especially this time of year. Cause, you know, AC units.
Literally almost on shut off for a couple of months. Oh, for sure. You know. , and if we think about the Phoenix area or just in general how it works here. I mean, you have, you have the people that live here year round. You have people that are coming in, you know, the snowbirds, like talk, talk about that.
Well, we, it’s, we’re fortunate because Arizona is a destination state. So for those of us that live here, You know, we’re, we’re actually getting to the point where it’s getting to the eighties at night. And so we’re like, okay, we made it through the summer, which is laughable for most people. Yeah. But we think it’s cooling off.
Well, we get to your point, Canadians and the snowbirds that are coming back out while they’re leaving. In some cases, zero and sub zero temperatures. They come out here and it’s 80, 85. They just went through a hundred plus degree swing on a five hour flight. Yeah. And they think, Holy cow, it’s a 85 degrees.
So that really projects us into our second busy season, you know, that runs from. Pretty much October through they typically bail out of here about June. So it’s a six, especially if Canadians, it’s a six month cycle. You can’t be here for any longer. So they’re definitely kind of an October through May ish.
And then for those of us that are here, so once they all leave, we’re saying, Oh, it’s going to be 110 again. Yeah. So we really are fortunate to where we’re, we stay busy year round with this business. And so we’re, we’re fortunate that way. What do you enjoy most about going into people’s homes and helping them design and to do these, these layouts and to help them, helping them get use out of their backyards and really just maximizing their square footage space and in level of enjoyment.
What do you enjoy most about doing that? The personal interaction. I just, you know, I’m, I’m not an office guy spend a lot of time on the road. Yeah. Cars are pretty disposable. You know, you get about a hundred thousand miles on your car in three, four years. And but going and interacting with people, everyone that’s out here and especially when you get into snowbird season and the Canadian season.
Everyone’s happy. Everyone’s just delighted to be here. They’re outside. We’re barbecuing. You know, when you go into someone’s home and they’re getting ready for Thanksgiving, they’re talking about what they’re going to barbecue. You know, or there’s a lot of places you cannot do anything like that. You’re in shorts and t shirts and all that, but just the stories people have and where everyone’s from and you know.
If it’s a 30 minute, an hour appointment, which is rare, I’d say a third of its business and two thirds is just interacting with people. And you know, me loving their yards and saying, this is why I love my job. Look at my office. Who has pools in their offices, you know? And so it’s just fun. And it’s just a great attitude.
Really with all these people it’s one of those things all these folks call in for us to come out and give those free estimates And so when I knock on the door, they’re like, oh, you’re the shade guy. Come on in. You know, there’s no Soliciting or any cold call stuff. So it’s great and it’s It fits me and my personality really well.
What do you think’s helped you get so like through the years establish a name in this business, get referrals, like these relationships, like what do you think it is that’s helped you do that? Cause there’s, and I’ll tell you why I asked that question. A lot of business owners that are listening to this, a lot of entrepreneurs, a lot of newer sales person, sales people that are just getting into their careers, whether it’s shades, home services, it could be anything.
Financial services, they’re in the office, not the office, but in general, some of those things. I think kind of like overlap. Like, what do you think’s made you so successful in this business? You know, a couple things. I think I get a lot of this from my father. He was in sales as well. But I always when I go back to a home in terms of.
Whether it’s a new customer or I’m going to an old customer’s new home where they’re adding more products, et cetera. I always take a minute to tell them. I said, you know, I know we did a good job because nobody remembers the sales. You know, if the installation didn’t go well, they wouldn’t be calling.
Yeah. So the whole process for me doing the sales, setting foot in their homes to us making the product here, and we have all of our own installation crews and they go out and they do a wonderful job. And myself, I know that that’s because that went well. , I’d love to pat myself on the back, but it’s definitely all about the team.
You know just from A to Z. I love what I do for the reasons I stated earlier, but I do know that it’s the whole process and the whole team that projects us in the direction we’re going, which has always been up. Each and every year, which is nice. What about the relationships with these clients and otherwise, like, talk to me about that and how you’ve established this concept of repeat business and other things like, cause , it’s not common.
I, and I know in your previous careers, I mean, cars, other and other businesses that you’ve been involved with, and you’ve had that ability to get repeat business, which is repeat business. A lot, better to get the new business. I mean, , we love to have business. Both right? But if you can get somebody calling you like, Hey, we need you back out.
Like, how’s that possible? Well, if I think for the reasons I stated and
That’s a good question. I want you to think about it cause it’s magic. I know like it’s uncommon what you do and I see it and I’ve seen it for years. And for those listening, just so you know, Michael was one of my original sales mentors years ago. So there’s a little bit of magic here that I’m trying to get out for our audience and he’s going to have to go in for this one.
Come on. What’s the magic? That’s the magic, man. You know, I just feel like It’s like common. Other people don’t have your numbers and you’ve done it in industry after industry and I agree with your thing about the, , your answer about the team and all of that. That’s, that’s a given, but assuming, you know, you’re still a wild card within that equation.
You know what? I think a lot of it is, is A, I genuinely love what I do. I love the people I’m helping. And I don’t feel like I’m going in there as a salesman. Yeah. I’m going in there as a consultant. Hey, this is what, if this was my home, this is what I do. I even refer to the products that Frank sold me. 17, 18 years ago and how it affected my home and my cooling costs and all that kind of stuff.
It’s such a nice environment and we genuinely care about , our clients where there’s occasions when, I flat out tell people, you know what, this is, , we sell seven products. We’re very good at those products, but they don’t fix every situation. Even in my own backyard, you know, there’s certain areas where we’d like to shade and we just don’t have something for that.
And I’m not afraid to tell people that, and I’m telling you, being honest with people in those situations. Get me referrals. You know, truly. So you would turn business away. You would say, we cannot help you. If it’s not the right thing for that situation, don’t like wasting my money, and I don’t like wasting other people’s money.
I hear frequently, like, you know, geez, no one else told us that. Or and they appreciate it, and they tell their neighbors, hey, there was a guy here. Who didn’t sell us something told us it wouldn’t warrant, you know, and, and it’s so simple. And I just think that’s good energy. I think it’s the right thing to do.
And it pays dividends later because they, you know, they spread the news with their friends and family and neighbors. Yeah. So when you go in there and you’re talking about like, this is what I do in my backyard, like they feel that they understand that and they see that vision. Yeah, for sure. And you know, pictures are worth a thousand words as they say.
And I go through A presentation, if you will, there’s no scripted thing, but just say, this is what you’re trying to do and this is what this product will do for you. This is what it won’t do though in this case. And again, kind of with the morning and evening sun, we’re all in our yards in the evening.
Yeah. Well, my own patio is useless to me at, at five in the evening because the sun’s too low and the ceiling’s too high. So you either get yourself some patio screens. Or a lot of people want to extend their patios. Well, in that case, an awning might not be the right answer, but a patio cover is because then in the future you can drop screens off it for that evening and or morning sun.
So there’s always, there’s always a solution for the most part. But there are those odd. Times when it’s like, you know what? I don’t think I’m the right guy for you. Yeah. And they just really appreciate that. And you’ve always been a host of types. I’d say for sure. Like hosting people, like bringing them together.
Like what joy do you get out of that piece of the thing, even outside of business or otherwise? Cause I think that it does happen to spill over because your office is in backyards and you do have swimming pools in all of your offices. I know that spills over, but you’re a connector of type as well.
Like, what does that mean to you? Like, bringing people together. It means a ton to me. And, you know, I have clients I befriend and golf with. And, cause there’s no, again, I don’t feel like I’m doing sales because I’m just enjoying what I’m doing and I’m helping people. Yeah. And I think that energy Translates to them like, okay, this guy’s a little bit different than the last two or three guys we saw, or I’m the first guy and they go, you know, Michael, we really appreciated your honesty.
Let’s, let’s move forward. I, I love just helping and caring about people. And I think people feel that. And I think that’s generally in all of us. And, you know, you don’t necessarily hear about that a lot these days, but people are genuinely good to each other in every situation. And I take a lot of pride in what we do and and helping people out.
Yeah. And you’ve also built this network of other providers of things, whether it’s furniture for outdoors, whether it’s, I think I heard you tell a story years ago. I remember about like the guy that put in the pipe to your that ran your pipe to your barbecue grill and just. All these different providers and like ancillary services that have nothing to do with you making money, but it’s just like helping people and trying to solve problems.
Like talk, about that a little bit. Sure. Well, just relationships that you know. Stood the test of time and running into it. It’s funny. You bring up Tom with the gas company. Cause we, I hadn’t seen him in 15 years and we were literally sitting next to each other at a bar at a Lake and we both had our boats at the same Lake.
And he’s like, are you Michael? Stop. Come on, man. And just out of nowhere, it had been two decades. What? And found out he owns a gas company. And it’s just those things. I think, you know, good, real friendships don’t stop. You may miss those years or time or something, but You see a good for you. You don’t skip a beat.
Yeah. And it was just like, we’ve been talking now. He’s just down south in the Tucson area. Yeah. And he’s doing great with his company. And you know, I want to share that. To be honest, he was like, well, don’t tell too many of your friends because I don’t want to drive to Phoenix all the time. But he’s, he’s doing real well down there.
I think just being genuine and having fun with people. Everyone wants to have fun. Yeah, including myself. Yeah, I like the way you tee that story up. So we’re in a bar next to a boat. Like how much business comes from being in a bar next to the boat or in the cabin next to the like, just living life, right?
Absolutely. And it’s funny because we’re kind of branching off into boat Bimini tops, et cetera, et cetera, because all of the fabrics was like on our awnings and whatnot are moraine gray. Oh, cause that’s, and that’s how you get life out of these fabrics when they’re under a hundred degree and while this crazy environment out here, right?
Sitting in lakes every single day, you know, not like the umbrellas we get at the grocery store or Costco or somewhere. Those are all died. But, , the color can’t stand this extreme heat. That’s good. That’s good, man. So Michael, man, this has been fun.
I’ve been wanting to get you on the show for a long time and to get into what you were doing and how you built your empire here as well. And you’re in your referral base and all the clientele you have out here. So how do people connect if they want to learn more about, about the shade business?
If they want to connect and follow, how do they do that? You can go online and email us. It’s at libertyowningsandshades. com. You can call the office at 602 956 1642 depending on where you are in the Valley. You can certainly request me there, believe it or not, is five of me. Yeah. I’d love to call on you, but we all kind of have our areas of the Valley.
Just because business is just booming. I mean, everyone’s moving out here, et cetera, et cetera. So, but anyone that you get in your home will be honest and take good care of you. But yeah, you can call email. Those are the two best ways to get it done. Awesome. And for everybody listening, just so you know, we’ll put the links to the website and the show notes so that you can just click on them and head right on over.
And speaking of the audience, if this is your first time with mission matters and you haven’t done it yet, hit that subscribe button. This is a daily show each and every day. We’re bringing on new guests, new ideas, and hopefully. Hopefully new inspiration to help you along on your journey as well. So again, hit that subscribe or follow and Michael again, man, so much fun and we’re going to do this again.
Don’t worry. You can play what? You’re back in Arizona. Let’s get it done. Very proud of you, my man. Great work.