We break down the classic and wildly effective “I do, we do, you do” framework and answer the one question most companies never ask:

👉 “How do you know training actually took place?”

You’ll walk away with:

• A simple format for creating real behavior change
• What great trainers do that average trainers don’t
• How to take ownership of your own development—even if the training isn’t great
• A filter for deciding if today’s session was worth your time

Slow is smooth. Smooth is fast. Training doesn’t work unless somebody gets better.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If customers are labeling you as “salesy,” it’s not a personality problem—it’s a process problem.

In today’s Question of the Day, I break down practical ways to shift perception without changing who you are.

In this episode, we cover:

• How using your process scorecard builds transparency and credibility
• Why having your manager ride along can sharpen awareness and execution
• The value of riding with top performers to see what “non-salesy” really looks like
• The most important principle: bringing the customer with you instead of talking at them

I spend the majority of this episode on how to engage customers in the process—how you explain what you’re doing, how you involve them, and how you make them part of the decision.

If you’re getting resistance or feel like customers are putting their guard up, this episode will help you shift from “selling” to serving—without losing control of the call.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

I walk through a simple approach to owning the mistake, fixing it fast, and rebuilding trust using the Service Recovery Paradox — the powerful idea that a customer can end up more loyal after a mistake is handled exceptionally well.

If you’ve ever had that sinking “oh no…” moment on a job or with a customer, this one gives you the tools to recover, reset, and even come out stronger.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In this episode, we flip the script and look at low performance from both sides of the table—the sales leader dealing with it and the salesperson caught in it. I walk through practical steps to diagnose what’s really going on, how to coach someone back into momentum, and when it’s time to shift from encouragement to clear expectations.

Whether you’re leading a team or looking in the mirror, this episode gives you a framework to get unstuck, get honest, and get better.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Sales doesn’t operate in a vacuum. The best companies win because their departments work together—not against each other.

In today’s Question of the Day, I break this topic down from a salesperson’s perspective and focus on two critical areas:
 The Relationship and The Logistics.

In this episode, we cover:

The Relationship

•  Why trust and respect between departments matter 
•  How ride-alongs, conversations, and understanding each other’s roles create stronger teamwork 
•  Why people work harder for people they respect—not just because it’s their job 

The Logistics

•  How sales, service, and install teams can better align expectations 
•  What information each department truly needs to succeed 
•  How to avoid frustration, miscommunication, and unnecessary conflict 

If your departments feel disconnected or constantly frustrated with one another, this episode will help you create stronger collaboration, smoother handoffs, and a better customer experience.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

More calls don’t automatically equal more revenue.

In this special 100th episode of Question of the Day, I break down real-world data from over 100,000 calls to answer one of the biggest questions in residential sales:
What is the optimal number of calls to run in a day?

First off—thank you. Whether you’ve listened to one episode or all one hundred, I appreciate the support, the questions, and the conversations that have helped make this podcast what it is.

In this episode, we cross-reference:

• Call volume
• Process adherence
• Close rate
• Average sale
• Time spent per call

…and uncover what actually happens when salespeople get overloaded.

We discuss:

•  The point where performance starts to decline 
•  Why rushing calls hurts both the customer experience and results 
•  How to balance productivity with quality execution 
•  What the data says is the sweet spot for maximizing performance without creating burnout 

If your team is chasing more calls at the expense of process and profitability, this episode will challenge that thinking with real numbers—not opinions.

And what better topic for Episode 100 than one backed by the data from over 100,000 real calls.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

One of the biggest debates in the trades is how salespeople should get paid.

Should they eat what they kill? Or should there be more stability?

In today’s Question of the Day, I break down one of the most emotionally charged topics in sales leadership and explain why there’s no such thing as a perfect compensation plan.

Because every comp plan creates behavior.

And the real question is:
 “What behaviors are you trying to create?”

In this episode, we cover:

100% Commission

•  Why it creates urgency, hunger, and accountability 
•  The types of personalities it tends to attract 
•  The upside of performance-driven cultures 
•  The risks of pressure selling, short-term thinking, and emotional swings 

Salary + Bonus

•  Why it often creates more stability and collaboration 
•  How it can improve consistency, retention, and customer experience 
•  The danger of comfort, complacency, and reduced urgency if incentives are weak 

This episode isn’t about declaring one system “right” and the other “wrong.” It’s about understanding how compensation shapes culture, performance, and behavior—and making intentional decisions based on the kind of team you want to build.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Spoiler alert: it sounds heroic… but it usually wrecks your team.

In this episode, we dig into why splitting your time between leading and selling almost always backfires. I break down how it divides your focus, stalls your team’s growth, creates dependency, hides real performance problems, and eventually burns you out.

If you’ve ever felt torn between being in the field and building your people, this is your wake-up call. Your business doesn’t need a superhero — it needs a leader with a clear role, a steady process, and a team that can win without you jumping in.

Listen in, laugh a little, and walk away with clarity on the real job of a sales leader: develop your people, build the system, and get out of the field.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

One of the biggest mistakes customers make is confusing “still working” with “healthy.”

In today’s Question of the Day, I tackle a common objection in dual-system homes: one system is down, but the customer doesn’t want to move forward because the other system is still heating or cooling the home.

I use the analogy of an airplane flying on one engine:

•  Yes, it can still function 
•  But all the pressure now shifts to the remaining engine 
•  And nobody wants to operate that way for long 

In this episode, we cover:

•  Why one remaining system often leads to more runtime, more stress, and the next breakdown
•  How to shift the conversation from “Can we survive today?” to long-term comfort and reliability 
•  Questions you can ask to create awareness without creating fear 
•  How to reframe the decision around comfort, efficiency, future risk, and peace of mind

This episode isn’t about pressuring customers. It’s about helping them think beyond the immediate moment and understand the bigger picture.

Because sometimes the real question isn’t “Can the home still heat and cool?”
It’s: “At what cost?”

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Trends change. Tools evolve. But the fundamentals that drive results? They tend to stay the same.

In today’s Question of the Day, I use the chocolate chip cookie analogy—the top-selling cookie 50 years ago and still #1 today—to make a simple point: the best results often come from the habits that have stood the test of time.

In this episode, we cover:

•  The Six Consistencies that drive sustained sales performance: 
  •  Ride Alongs 
  •  Training 
  •  1-on-1s 
  •  Debriefs 
  •  Win the Day 
  •  Goals 
•  How to focus on individual execution to create team-wide results 
•  How to align individual goals → sales plan → budget so they fall like dominos 
•  Why consistency—not complexity—is the real differentiator 

If you’re looking for what actually works—not just what’s new—this episode gives you a clear, proven blueprint to build a successful sales team starting today.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

No one succeeds in this business alone. If you feel unsupported, it’s not just frustrating—it’s a performance killer.

In today’s Question of the Day, I break down what support should actually look like and where responsibility sits on both sides of the table.

In this episode, we cover:

• What a manager must provide for their team to be successful
• What a salesperson deserves in order to perform at a high level
• Why lack of support is rarely malicious—and more often the result of managers being pulled in too many directions
• The idea of “managing your manager” in a professional, productive way

This episode is about clarity, ownership, and creating a better working relationship—so everyone wins.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Everyone wants to know the budget early—but chasing it too soon can cost you the sale.

In today’s Question of the Day, I step up on the soapbox for a moment: solve the problem first, then figure out how to pay for it. When you lead with budget, you risk shrinking the solution before you even understand the need.

In this episode, we cover:

•  Why focusing on the problem first creates better outcomes 
•  How to seed plant budget awareness without forcing the conversation 
•  The importance of conditioning for price throughout the call 
•  Why you should offer financing on all options, not just as a last resort 
•  How to pivot to monthly payment thinking to align the right solution with affordability 

If you’re trying to balance discovery, value, and budget without losing control of the call, this episode will help you do it strategically.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Everybody says they want consistency… until it’s time to follow the process when it’s inconvenient.

In today’s Question of the Day, we’re tackling a question every sales leader should be asking: How much is a process actually worth?

I break down four real-world examples that show exactly why process works (even when your team thinks they can “wing it”), and then I walk through the math using data from over 100,000 calls to show how tightening up your sales process can realistically create an additional $2.4 MILLION in revenue.

If you’ve been relying on talent, hustle, or “hope” to hit your numbers… this episode will challenge you to build something that scales.

🎧 Listen in and decide: are you running a sales team… or running a system?

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

“I’m not going to be around long enough to need that.”

It’s a tough moment—and one many salespeople avoid altogether.

In today’s Question of the Day, I address this objection head-on. I share why I used to be uncomfortable having this conversation and how shifting my approach made it both respectful and effective.

In this episode, we cover:

•  Why this objection is more about perspective than price
•  How avoiding the topic can actually weaken trust 
• Three practical strategies to navigate the conversation with empathy and professionalism 
•  How to position long-term value in a way that aligns with what matters most to the customer 

This isn’t about pushing—it’s about understanding and guiding.

If you’ve ever felt stuck or uncomfortable in this situation, this episode will give you a clear, respectful path forward.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

• Why talking less and asking better questions gives you real control
• How open-ended questions unlock trust, storytelling, and buying signals
• Why customers buy when they feel safe, not when they hear your smartest logic
• How to build connection using simple real-life moments — from birthday parties to bagel shops
• A wildly practical challenge anyone can do today to strengthen their “conversation muscle”

If you’ve ever felt like your personality disqualified you from being great at sales — this episode will flip that script.

Give it a listen, go try the challenge in the real world, and then tell me what happened.
 Because trust me… introverts can outsell the extroverts all day long.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

“Don’t micromanage” sounds good—until performance starts slipping.

In today’s Question of the Day, I challenge the myth of micromanagement and explain how to support your team, give feedback, and drive results—without hovering or overwhelming them.

In this episode, we cover:

•  What micromanagement actually is (and what it isn’t) 
•  Why lack of clarity often gets mislabeled as micromanagement 
•  How to provide structured support and feedback that improves performance 
•  The balance between accountability and autonomy 

If you’re trying to raise the bar without burning out your team, this episode will help you lead with clarity, consistency, and purpose.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

It sounds helpful—but it might be hurting your performance.

In today’s Question of the Day, I challenge the idea that you need visibility into every lead on your schedule and explain why the real focus should be on the one you’re on right now.

In this episode, we cover:

•  Why “loving the one you’re with” leads to better execution and results 
•  How seeing the full day can create distractions and rushed calls 
•  What data from thousands of calls shows about focus and performance 
•  Common pushback—and how to think about it differently 

If you want higher close rates and better customer experiences, this episode will help you narrow your focus and execute at a higher level—one call at a time.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Do you hire for trades knowledge… or for people skills?

In today’s Question of the Day, I break down one of the most common hiring debates in residential HVAC, plumbing, and electrical sales.

Yes—if you find someone with both strong trades experience and strong people skills, hold onto them. That’s a rare combination.

But the reality is most candidates don’t have both.

In this episode, we cover:

• Why only hiring for trades experience severely limits your candidate pool
• The difference between what can be trained quickly—and what can’t
• Why people skills are often the bigger performance driver
• One practical, actionable step you can implement today to identify high-potential candidates from outside the trades

If you’re struggling to hire—or you keep recycling the same types of candidates—this episode will help you rethink where the real leverage is in your hiring process.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

 “We’re going to wait.”

It’s one of the most common stalls—and one of the most predictable.

In today’s Question of the Day, I break down the key question you need to ask to uncover what’s really behind the delay, and how the right approach leads to a very predictable outcome.

In this episode, we cover:

•  The question that reveals the real objection 
•  How using the right verbiage keeps the conversation moving forward 
•  How to guide the customer toward clarity without pressure 

If you’re hearing “we want to wait” too often, this episode will help you navigate it with confidence and control.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If cheaper always won, there would only be one company left standing.

In today’s Question of the Day, I use the cell phone industry as a tongue-in-cheek example to show why the lowest price doesn’t dominate the market—and what that means for your business.

In this episode, we cover:

•  Why competing on price alone is a losing strategy 
•  How customers actually evaluate value vs. cost
•  A practical exercise you can use today to clearly define why you’re worth more
•  How to confidently position your company against smaller, cheaper competitors without discounting 

If you’re tired of feeling undercut, this episode will help you reframe the conversation and compete where it actually matters.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Because the secret isn’t complexity—it’s consistency.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In this episode, I break down the right number of options to give a homeowner—and just as importantly, how those options should be structured so they create clarity instead of confusion. We talk about why more isn’t better, how choice overload quietly kills decisions, and how your presentation can either guide the customer…or paralyze them.

Then I wrap it up with a controversial stance, backed by real data, that challenges what a lot of salespeople have been taught about offering options. You might not love it at first—but if your close rate matters, you’ll want to hear it.

If you’ve ever watched a customer freeze, stall, or say “I need to think about it” after you presented options, this episode will help you fix that—starting today.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If you’re waiting for great salespeople to apply… you’ll be waiting a long time.

In today’s Question of the Day, I flip the question back: you don’t find them—you go get them. The best salespeople aren’t actively job hunting.

In this episode, we cover:

•  Why top talent is rarely sitting in your applicant pool 
•  Where to proactively find strong salespeople online, in-person, and through past connections
•  How to identify high performers even outside your industry 
•  Why recruiting doesn’t stop at finding them—you still have to sell them on the role, the company, and you

If you’re struggling to hire or keep recycling the same candidates, this episode will help you take a more intentional, proactive approach to building your sales team.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Missing goals isn’t usually a motivation problem. It’s a clarity and execution problem.

In today’s Question of the Day, I break goal-setting into two critical parts: setting the goal and setting the actionables to actually achieve it.

In this episode, we cover:

•  Why most teams miss goals even when they’re working hard 
•  How to properly structure goals using the SMARTER framework
•  The difference between a goal and the daily actions required to hit it 
•  How to create alignment between expectations, behavior, and results 

If your team keeps falling short of targets, this episode will help you tighten up both the goal itself—and the plan to reach it.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If your marketing leads are closing at a higher rate than your tech-generated leads, something is off—and it’s worth addressing.

In today’s Question of the Day, I explain why this metric is typically backwards and why tech leads should be your highest-closing opportunities.

In this episode, we cover:

• Why tech leads usually carry more trust and urgency
• Common reasons marketing leads may be outperforming them
• Internal and external areas to examine without defaulting to excuses
• Why the real leverage comes from focusing on controllables, not blaming lead sources

If you want healthier close rates and better use of the opportunities already in your system, this episode will help you reset where the focus belongs.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Few topics spark more debate in residential HVAC sales than the load calculation.

In today’s Question of the Day, I walk through both sides of the argument—why some push for it every time, and why others resist it.

In this episode, we cover:

• The practical reasons to perform a load calculation
• The common objections to doing one
• How it impacts credibility, trust, and positioning in the home
• Why, regardless of where you land, it can strengthen your overall sales process

This isn’t about checking a compliance box. It’s about understanding how a load calc fits into your strategy, your professionalism, and your close rate.

If you’ve wrestled with when—or whether—you should run one, this episode will help you think it through clearly.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

I break down why setting visual expectations is the secret weapon most techs and comfort advisors never use — and why visual beats verbal every time. Then we walk through two real-world scenarios you face daily:

1. The customer is engaged with something else — kids, chores, Netflix, you name it.
2. The customer has to leave soon — and you’ve got a rapidly shrinking window.

You’ll learn simple, repeatable ways to help customers create the space you need to deliver real value, keep the process on track, and ultimately close more opportunities.

A quick episode with practical takeaways you can use on your very next call. Let’s win the day.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Three weeks without a sale isn’t a slump—it’s a shutdown.

In today’s Question of the Day, I address the urgency of this situation and what needs to happen immediately to get things moving again.

In this episode, we cover:

•  Why the first step is a ride-along—getting leadership eyes on the process to identify what’s missing 
•  The true severity of going weeks without revenue—and why it can’t be ignored 
•  How to evaluate whether it’s a people issue or a process issue
•  Quick-win opportunities to generate momentum, including strategic use of discounting to cover overhead and stop the bleeding

If your sales have stalled out, this episode gives you a direct, no-nonsense approach to diagnose the problem and start producing again.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If your ride-alongs feel awkward, rushed, or unproductive, it’s usually not the people—it’s the approach.

In today’s Question of the Day, I break down a common mistake: starting replacement conversations before the system is even diagnosed. I compare it to auto sales—you wouldn’t quote a new engine before you’ve even looked under the hood.

In this episode, we cover:

•  Why jumping to replacement too early can feel aggressive and misaligned to the customer 
•  How improper sequencing hurts trust and engagement 
•  What a more effective tech + salesperson flow should look like 
•  Practical strategies to create smoother, more natural ride-alongs that lead to better outcomes 

If your team is struggling to make ride-alongs work, this episode will help you slow down, align the process, and create a better experience for both the customer and your team.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In this episode, I break down the mindset shift every sales leader needs: stop hosting meetings and start delivering lessons. We look at it from both angles — how a leader should plan and run effective trainings, and how a salesperson can maximize their growth inside them. I walk through how to choose the right topics, how to structure a lesson that sticks, and how to ensure everything we teach actually translates into the field where it matters.

If you want your team developing, not just gathering… this one will get you pointed in the right direction.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

You confirm the decision maker. You build value. You present.

Then suddenly… “I need to run this by someone else.”

Something isn’t adding up.

In today’s Question of the Day, I break down why this situation shouldn’t happen often—and what it may be telling you about the call.

In this episode, we cover:

•  Why blatant dishonesty is rare—but still possible 
•  How a stronger relationship and trust-building process reduces the likelihood of surprises 
•  Why I’d want to ride along and evaluate how value and expertise are being established 
•  How to handle situations involving trusts, boards, co-owners, or hidden decision makers
•  Why these calls often resemble B2B sales cycles with longer timelines and non-present decision makers 
•  Practical ways to position solutions around efficiency, warranties, and long-term ROI

You can’t control everything a customer says—but you can control how strong your process is.

If this scenario is happening too often, this episode will help you diagnose why—and adjust your approach.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Turning technicians into salespeople sounds like a quick solution—but it’s rarely that simple.

In today’s Question of the Day, I break this down from both perspectives: the company and the technician.

In this episode, we cover:

•  Why poaching your own techs can hurt both service and sales if not done intentionally 
•  The importance of having career conversations to understand what your team actually wants 
•  What it takes for a technician to successfully transition into sales 
•  Why strong planning beats knee-jerk decisions when you’re trying to grow 

This isn’t about filling a role. It’s about building a plan.

If you’re considering moving techs into sales—or you’re a tech thinking about making the jump—this episode will help you approach it the right way.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

It’s easy to blame the market. Harder to examine the process.

In today’s Question of the Day, I challenge the idea that certain regions are just “price-driven” and explain why customer stereotypes don’t hold up.

In this episode, we cover:

•  Why customers—regardless of location—tend to want the same core things
•  How a strong, consistent sales process delivers on those expectations 
•  What actually does change: how customers prefer to receive information
•  Why you shouldn’t change your process—only how you communicate it

If you’ve been telling yourself, “It’s just my area,” this episode will push you to rethink that—and refocus on what you can control to win more opportunities.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If you’re a high performer, it can feel like all the attention goes to the lowest performers—leaving you on your own.

In today’s Question of the Day, I challenge that dynamic and explain why high performers should be getting more coaching, not less.

I compare it to the NFL: elite quarterbacks get the most attention from their coaches because they have the greatest impact on the outcome of the game. The same is true in our industry—your top performers influence the most revenue and adopt improvements the fastest.

In this episode, we cover:

•  Why managers often default to spending time with low performers 
•  Why investing in high performers creates a bigger return 
•  The challenge (and opportunity) of coaching someone already performing at a high level 
•  A practical way to assumptively close your manager on a ride-along by giving them an either/or option on timing 

If you’re a top performer looking to keep growing—or a leader deciding where to invest your time—this episode will shift your perspective on where coaching has the biggest impact.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Most leads aren’t dead. They’re just waiting on someone willing to do the work.

In today’s Question of the Day, I use the story of the diamond mines in South Africa—The Big Hole—to illustrate a powerful idea: value often exists just beyond where most people stop digging.

In this episode, we cover:

•  Why leads are rarely truly “dead” 
•  The real question: how much time, skill, discipline, and patience are you willing to invest? 
•  How mindset shapes your follow-up and long-term results 
•  The difference between giving up on a lead and working it strategically 

If you’ve ever written off opportunities too early, this episode will challenge that thinking and push you to reconsider how deep you’re willing to go.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

We walk through a simple, repeatable process to get more reviews, get better reviews, and get them tied directly to you—your name, your service, your reputation. Because when the customer believes in you before you even walk in the door, the game gets a whole lot easier.

If you have a question for me, reach out on social or email—both are listed below.
 And if you’re a Nexstar member, grab a call with me and we’ll dig into your specific situation.

I’m Coach Chris—see you tomorrow.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In today’s QOD, Coach Chris breaks down the truth about lead distribution — why it actually makes business sense, how to think like an owner, and what you can do to climb into that top spot. You’ll walk away with a clear plan to earn better leads, boost your close rate, and take ownership of your growth.

If you’re ready to move from frustrated to first in line, this episode’s for you.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

More calls don’t always mean more results. At a certain point, performance starts to decline.

In today’s Question of the Day, I break down how to think about call volume through the lens of performance, sustainability, and long-term success.

In this episode, we cover:

• The concept of the Peter Principle and how it applies to sales performance
• Why pushing for more calls can eventually hurt close rate and average ticket
• How to test and identify the optimal call load for each salesperson
• The importance of protecting against burnout and losing good people
• What the industry shows when it comes to balancing call volume vs. results

If you’ve ever wondered whether your team should run more calls—or fewer—this episode will help you find the balance between production and performance.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

When you miss budget, the pressure doesn’t disappear—it compounds.

In today’s Question of the Day, I break down why simply “rolling it over” isn’t as simple as it sounds, and what it really means for your team and your targets.

I compare it to a football game: it doesn’t matter how well you win a quarter—what matters is being ahead at the end. I even reference the 1993 Buffalo Bills comeback over the Houston Oilers to highlight what it takes to respond when you’re behind.

In this episode, we cover:

• The real stakes of missing budget
• Why rolling over a deficit changes the game
• How to think about performance beyond short-term wins
• The importance of having a clear sales plan and individual goals to avoid falling behind in the first place

If you’re dealing with budget pressure—or want to prevent it—this episode will help you approach it with clarity, structure, and intention.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Everyone wants to know the one thing that matters most to the customer. The truth? It’s not one thing.

In today’s Question of the Day, I break down why we live in a both/and world—not either/or. It’s not about being better or faster. It’s about being better and faster.

In this episode, we cover:

• Why focusing on a single value point can limit your results
• The reality that you don’t always know what matters most to each customer
• Why top performers check every box instead of guessing
• How delivering across multiple value pieces builds confidence and drives decisions

If you’ve been trying to simplify your value into one angle, this episode will challenge that thinking and help you expand how you show up for the customer.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Salespeople love to say, “I don’t want to sound scripted.” Fair. But that’s not the real question.

In today’s Question of the Day, I break down the honest answer: it depends.

In this episode, we cover:

• When it’s appropriate to make the conversation your own
• Why understanding the core points matters more than memorizing lines
• The specific objection-handling frameworks that must be delivered verbatim because they build on themselves
• The real danger of using “I’ll just make it my own” as an excuse not to practice

Scripts aren’t the enemy. Lack of preparation is.

If you want the flexibility of sounding natural and the precision of proven structure, this episode will help you strike the right balance.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Great salespeople share many traits—but one stands above the rest.

In today’s Question of the Day, I quickly walk through several qualities often associated with high performers, but focus on the one that consistently separates the best from everyone else: the ability to be a problem solver.

In this episode, we cover:

• Key qualities commonly found in top-performing salespeople
• Why problem-solving is the skill that ties everything together
• How great salespeople think differently when facing challenges
• A breakdown of two high-performing salespeople from different industries and what makes them effective

If you’re trying to identify—or become—a top performer, this episode highlights the mindset and skill set that truly make the difference.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Too few options can feel pushy. Too many options can overwhelm the customer.

In today’s Question of the Day, I walk through the sliding scale of option presentation—from approaches that feel overly salesy to ones that create analysis paralysis.

In this episode, we cover:

• The risks of presenting too few options
• The confusion created by presenting too many
• How customers actually process choices during a decision
• Why four options often hits the sweet spot between clarity and control

If you’ve ever struggled with how many solutions to show a homeowner, this episode will help you find the balance that keeps the customer engaged and confident in their decision.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If you’re wondering whether the customer has seen your emailed quote, you may be asking the wrong question.

In today’s Question of the Day, I challenge you with a bigger idea: Are you an order maker or an order taker?

The real solution isn’t better email tracking—it’s presenting in the home so the customer can make a decision while you’re there.

In this episode, we cover:

• Why in-home presentation eliminates the “Did they see my quote?” problem
• The difference between creating decisions and waiting for them
• Common obstacles that prevent salespeople from presenting in the home
• How to work through challenges like complicated solutions, complex processes, price books, and spouse objections

If you want fewer unanswered quotes and more decisions made while you’re present, this episode will help you rethink your approach.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Falling behind budget happens. The real question is how you respond when it does.

In today’s Question of the Day, I walk through practical strategies you can use right now to create momentum and close the gap. But we don’t stop there—we also look at what needs to change so you’re not having the same conversation again next quarter.

In this episode, we cover:

• Immediate actions sales leaders and teams can take to regain traction
• Where to look first when performance starts slipping
• Long-term adjustments that help prevent future budget shortfalls
• Why strong sales processes ensure that when a company misses budget, sales isn’t the reason the ship sinks

I can’t guarantee you’ll never miss budget again. But with the right focus and execution, you can make sure your sales team is part of the solution—not the problem.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Some salespeople spend their time chasing the “whales”—the big jobs, the perfect opportunities, the massive tickets. The problem? While they’re hunting whales, they’re often swimming past a lake full of fish.

In today’s Question of the Day, I break down the whale hunting mindset and why it quietly limits production.

In this episode, we cover:

• The common symptoms of a whale hunter
• The underlying causes that lead salespeople to chase only the biggest jobs
• How to open your mindset to the opportunities sitting right in front of you
• A real-world example showing how simply being consistently average can produce a $1.6 million opportunity

If you’ve ever felt like your results depend on landing the “big one,” this episode will challenge that thinking and show how steady execution often wins the game.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Great 1-on-1 meetings don’t happen by accident. They work when both sides come prepared.

In today’s Question of the Day, I break down what makes a 1-on-1 truly productive by looking at it from both perspectives—the salesperson and the sales leader.

In this episode, we cover:

• What the salesperson should bring to the meeting to make it valuable
• What the sales leader must do to coach, guide, and create clarity
• My BEST model for structuring effective 1-on-1 conversations
• Real examples of how executing this well has driven success in the field

When done right, 1-on-1s become one of the most powerful tools for development, accountability, and momentum.

If your 1-on-1s feel rushed, awkward, or unproductive, this episode will help you turn them into something that actually moves performance forward.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Every salesperson eventually faces it: the worst month you’ve ever had.

In today’s Question of the Day, I break down how to respond when results are down and confidence is shaken. This episode isn’t about hype—it’s about perspective, process, and psychology.

In this episode, we cover:

• Why focusing on the process matters more than obsessing over outcomes
• How the law of averages works in your favor—if you execute consistently
• Why your results often gravitate toward your self-image
• Practical ways to strengthen your mindset when momentum feels gone

Bad months don’t define you. Your response to them does.

If you’re in a slump—or want to prepare for the next one—this episode will help you steady your mindset and get back to executing at a high level.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

So what do you do?

In this episode, I share a real story about buying a used Porsche — a car I knew absolutely nothing about — and how staying curious turned a complete mismatch into a great connection. I break down:

• Why pretending to know something never works
 • The magic of letting the customer be the expert
• Questions that instantly open people up (“What draws you to this…?”)
• How curiosity builds trust faster than common interests ever will
• Why this works in sales and around the Thanksgiving table
• A little Ted Lasso wisdom: “Be curious.”

The truth? People love talking about themselves. If you stay curious, they’ll feel seen, safe, and connected — and that’s who they buy from.

Give it a listen before your next appointment… or before Thanksgiving dinner with that one relative you never know what to say to.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Accountability isn’t about calling someone out in a group. It’s about having the right conversation in the right setting.

In today’s Question of the Day, I walk through one approach you should avoid—and one approach that actually works.

In this episode, we cover:

• Why addressing individual issues in a team setting strips you of credibility and power
• How holding accountability in a 1:1 setting creates clarity and ownership
• The difference between a training conversation and an accountability conversation
• Why it’s our responsibility to either execute the current process—or work to improve it—but not ignore it

Until leadership changes the process, we execute the process.

If you’re struggling to hold the line without damaging culture, this episode gives you a clear, professional framework to do it right.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

We dig into why weekly focus beats random hustle, how to choose the one thing that moves the needle, and why “slow is smooth and smooth is fast” is more than a catchy line — it’s how elite teams win consistently.

If you’ve ever felt pulled in ten directions, this one brings you back to center. Tune in, take a breath, pick your focus, and let’s get to work.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Call debriefs should build performance, not bruise egos.

In today’s Question of the Day, I compare call debriefs to the NFL as a business model—where reviewing the tape isn’t personal, it’s professional.

In this episode, I break down:

• Four key questions that make every debrief structured and productive
• How to ensure every unsold lead ends with a clear plan
• Why the ultimate goal is coaching in the moment so you can win the day

If your debriefs feel tense, defensive, or unproductive, this episode will help you turn them into one of the most powerful coaching tools in your business.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

The best follow-up strategy? Close in the home.

But when that doesn’t happen, your follow-up can either create clarity—or create confusion.

In today’s Question of the Day, I break down what a strong follow-up cadence really looks like and challenge you with two critical questions:

1. When am I following up?
2. Why am I following up?

In this episode, we cover:

• Why closing in the home should remain the primary objective
• What studies and industry best practices say about timing and persistence
• How random follow-up hurts credibility
• How intentional follow-up increases clarity, urgency, and decisions

If your team is “just checking in” without purpose, this episode will help you build a follow-up approach that actually drives results.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Financing shouldn’t be an afterthought—and it shouldn’t be a last-ditch save.

In today’s Question of the Day, I break financing down from two strategic angles that every residential HVAC, plumbing, and electrical team needs to understand.

In this episode, we cover:

• Building financing into your process for every customer, every time
• Why normalizing it early increases comfort and options
• How and when to use financing as an objection tool
• The difference between positioning financing proactively vs. reactively

If your team only brings up financing when price resistance shows up, you’re likely leaving opportunities on the table. This episode will help you think about financing as part of the strategy—not just a rescue plan.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Short answer: yes. And plenty of companies and salespeople are proving it every day.

In today’s Question of the Day, I address the skepticism around the “one-trip close” and explain why it’s not a myth—it’s a byproduct of process, preparation, and discipline.

In this episode, we cover:

• Why one-trip close is absolutely achievable
• The key pieces that must be in place for it to become your norm
• Why there’s no silver bullet—but there are plenty of “golden BBs”
• How small, consistent improvements stack up to create same-day decisions

If you’re tired of chasing callbacks and hoping for second chances, this episode lays out what it really takes to earn the decision on the first visit.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Service Partner Plans are often treated like an add-on. In reality, they’re one of the most strategic tools a residential HVAC, plumbing, or electrical company has.

In today’s Question of the Day, I break down why these plans matter—not just for the company, but for the salesperson in the home.

In this episode, we cover:

• How Service Partner Plans drive consistency and long-term revenue
• Why they increase trust, retention, and lifetime customer value
• The impact they have on close rates and future opportunities
• One simple, practical tip you can use immediately to create real interest and excitement with your customer

If you’ve ever treated partner plans as an afterthought, this episode will challenge that thinking—and give you a better way to position them.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Few moments feel heavier in the home than a financing decline. But it doesn’t have to be the end of the conversation.

In today’s Question of the Day, I break this into two parts:
 First, how to set your company up properly so declines are less disruptive and less frequent.
Second, what to do strategically when you receive the official decline.

In this episode, we cover:

• How preparation and process reduce financing surprises
• The importance of positioning and expectation-setting before submitting
• Practical next steps to keep the opportunity alive after a decline
• How to protect dignity—for the customer and your team—while still creating options

If financing declines are stalling your deals, this episode will help you approach them with structure, confidence, and a plan.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

High performers aren’t winning because of secret scripts or flashy tricks. They’re winning because of what they do consistently—especially when it’s not exciting.

In today’s Question of the Day, I break this down with two contrasting examples:

• One that’s simple, boring, and effective—like eating your vegetables
• One that’s spicy and attention-grabbing—like jalapeño nachos

Both matter, but most salespeople misunderstand which one actually drives long-term success.

In this episode, we explore:

• What top performers do that others skip
• Why consistency beats novelty
• How discipline shows up on calls, in the field, and in results

If you’re looking for a shortcut, this episode isn’t it. If you’re looking for what actually works, it is.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Slow season doesn’t mean fewer opportunities—it means you have to be more intentional with the ones you get.

In today’s Question of the Day, I break down how to ride along with a technician during slow season and turn those calls into high-quality, hot hand-offs without coming across as salesy.

In this episode, we cover:

• Why slow season is the time to maximize every lead, not pull back
• How to position yourself alongside the tech without disrupting trust
• What creates a true hot hand-off versus an awkward introduction
• How focusing on serving the customer first naturally creates opportunity

If you want to protect revenue, build trust, and create momentum when demand is down, this episode gives you a practical, customer-first approach that works.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In this episode, we break down simple, practical ways to stand out in a world where homeowners expect pressure, noise, and gimmicks. You’ll learn how to flip the script by diagnosing before you recommend, being transparent with pricing and options, educating instead of selling, and slowing the pace so the customer feels in control.

We’ll also dig into the habits that separate true professionals from the stereotype — listening deeply, recommending like you would for your own family, and following through with consistency.

If you want to be the kind of salesperson homeowners trust, not tolerate, this one’s for you.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Inside sales can be a massive growth lever—or a constant frustration—depending on how it’s set up and supported.

In today’s Question of the Day, I’m joined by special guest Jerome Johnson, and we tag-team this topic with a practical, no-fluff approach. Together, we share our six top tips for building an inside sales function that actually produces results.

In this episode, we cover:

• What inside sales teams need to succeed (and what they’re often missing)
• Common mistakes that quietly cap performance
• Simple, proven adjustments that drive consistency, confidence, and conversion

If you’re running inside sales—or thinking about building it—this episode gives you clear direction from two coaches who’ve seen what works in the real world.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Onboarding doesn’t start on day one—and when it’s done wrong, it gets expensive fast.

In today’s Question of the Day, I break down a simple, repeatable onboarding framework built to reduce mis-hires and accelerate performance in residential HVAC, plumbing, and electrical sales.

In this episode, we cover four critical phases:

• Pre-Pre-Hire – setting expectations before you ever post the job
• Pre-Hire – aligning the candidate with the role and reality
• First Ten Days – building confidence, clarity, and momentum
• Ongoing – ensuring training actually turns into field adoption

I also hit hard on the reality that a mis-hire can cost anywhere from 5–27× a salesperson’s annual salary, making onboarding one of the highest-ROI processes you can improve.

If you want faster ramp times, fewer regrets, and better long-term performance, this episode is essential listening.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Talk too much and you lose the customer. Talk too little and you lose control of the call.

In today’s Question of the Day, I break down why both extremes hurt your results and how to find the “just right” balance using real AI-driven call data.

In this episode, we cover:

• The hidden negatives of over-talking
• The risks of under-talking and disengaging the customer
• What the data says is the optimal talk-time balance
• Why the goal isn’t to be the hero of the call—but to make the customer the hero of the story

If you’ve ever wondered whether you’re talking too much, not enough, or at the wrong time, this episode gives you a clear, practical way to self-correct.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Training isn’t the problem. Adoption is.

In today’s Question of the Day, I dig into one of the most common frustrations I hear from owners and sales leaders: “We train consistently, but nothing is changing in the field.”

In this episode, I cover:

• My own experiences with training that didn’t translate into behavior change
• A long-term case study on real adoption coming out of Objection Bootcamp
• Three key areas leaders must get right if they want training to actually show up on calls and in homes

If your team shows up to training but reverts to old habits in the field, this episode will help you diagnose what’s missing—and how to fix it.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Most teams overthink pre-qualification—and talk themselves out of good opportunities before they ever get in the home.

In today’s Question of the Day, I explain why you actually need very little information to pre-qualify a call and why the right mindset is simply: “Get me in front of the customer.”

In this episode, we cover:

• What truly matters in pre-qualification (and what doesn’t)
• Why over-qualifying kills opportunity
• How the real skill is learning to find an opportunity in every call

If your team is disqualifying leads too early or trying to decide too much over the phone, this episode will help reset the approach and drive more at-bats.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If a customer zones out, checks their phone, or starts looking past you—it’s not random. It’s a signal.

In today’s Question of the Day, I break down five common moments when customers become disengaged during a call in the home—and exactly what to do to re-engage them in real time.

In this episode, we cover:

• Why customers mentally check out
• The most common scenarios that trigger disengagement
• Simple adjustments you can make on the spot to regain attention and control

This isn’t about being louder or more persuasive. It’s about reading the room, adjusting your approach, and keeping the customer involved in the decision.

If you’ve ever felt like you were “talking at” a customer instead of with them, this episode will sharpen your awareness and your results.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Home warranties can feel like a dead end—low reimbursement, limited scope, and a customer who thinks everything should be covered.

In today’s Question of the Day, I break down two simple strategies that consistently turn a no-win situation into a positive outcome for both the customer and your company.

In this episode, we cover:

• Why fighting the home warranty head-on usually backfires
• How to reframe the conversation without sounding defensive or salesy
• Two proven approaches that protect trust, control the call, and create real opportunity

If your team dreads hearing “We have a home warranty,” this episode gives them a clear, repeatable way to respond—and win.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Promotions don’t fail because of the offer. They fail because of how they’re sold.

In today’s Question of the Day, I break down how to properly sell Free Furnace February—and how this thinking applies to any trade promotion, not just this one.

We cover:

• Why companies run promotions in the first place
• The mindset and attitude your team must have for the promo to work
• Smart questions to ask that keep you in control of the conversation
• Common objections to anticipate before they derail the call

If your team is struggling to gain traction with promos—or you want to protect margin while still creating urgency—this episode gives you a clear, repeatable way to think about it.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If you’re trying to be the third contractor in the home, you’re already playing a losing game.

In today’s Question of the Day, I explain why you should stop trying to manage the “third-in” scenario and instead build your process around being first in the home.

I break down:

• Why the shopping around objection exists in the first place
• What multiple studies tell us about first-in advantage
• Why speed to lead is one of the most controllable—and profitable—levers in residential sales

This episode challenges a common mindset and replaces it with a strategy that protects margin, builds trust faster, and dramatically improves close rates.

If you want fewer price shoppers and more committed buyers, this one is a must-listen.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

The words you choose on a call can either build trust… or quietly destroy it.

In today’s Question of the Day, I open it up to you. This is not an all-encompassing list—just the first five things that came to mind—and I want you to challenge it. Comment with what I missed and what you’d add.

In this episode, I walk through five specific things I would absolutely say—or intentionally avoid saying—on a sales call, and explain why each one matters in real conversations with real homeowners.

This isn’t theory. These are small language choices that create big differences in:

• Customer trust
• Call control
• Close rates

Listen in, steal what works, question what doesn’t—and add your own to the list.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If you’ve ever walked out of a home feeling frustrated or second-guessing yourself, this one’s for you. Tune in, reset, and remember: trust the process — the averages will take care of the rest.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If you’re waiting for leads to be handed to you… you’re leaving your paycheck up to someone else.

In today’s Question of the Day, I break down how to generate self-generated leads the same way I would if I was walking into your company to coach you in person.

We start with the big picture:

• Company strategy (Are we set up to win?)
• Follow-up (Are we letting opportunities slip through the cracks?)

Then we spend most of the episode on what really matters:

What the salesperson controls today

I walk through two categories of self-generated lead opportunities:

• Slow burn opportunities (plant seeds now, win later)
• Quick burn opportunities (moves you can make immediately to create momentum)

And to close it out, I give you a challenge that will push you to stop waiting and start producing.

If you want more control over your results—and your income—this episode is for you.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Brag books get a bad rap. Some salespeople swear by them. Others think they’re cheesy, outdated, or straight-up ignored. The truth? A brag book absolutely helps — but only when it’s used the right way.

In today’s Question of the Day, Coach Chris breaks down why the real power of a brag book isn’t the photos, reviews, or logos… it’s how you present it and when you bring it into the conversation.

In this episode, we cover:

• Why a brag book alone won’t save a weak presentation
• How to use it to establish early credibility without sounding arrogant
• The mindset shift from “look at us” to “this company is AWESOME”
• When a brag book builds trust — and when it actually hurts you
• How to make your company’s story feel natural, confident, and believable

If you sell residential HVAC, plumbing, or electrical services and want customers to feel confident choosing your company before price even comes up, this episode will help you turn your brag book into a trust-building tool — not a distraction.

🎧 Listen in and make your company’s greatness obvious… without saying it out loud.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If it feels like your day gets hijacked by constant questions, interruptions, and “quick favors,” you’re not alone. Most sales leaders don’t have a time problem — they have a focus problem.

In today’s Question of the Day, Coach Chris breaks down how to stay locked in on what actually matters without becoming unavailable or disconnected from your team.

In this episode, we cover:

• Why “open-door policies” often turn into nonstop interruptions
• How to identify what should be on your plate — and what shouldn’t
• The difference between being helpful and being hijacked
• How leaders accidentally praise distraction and train people to interrupt them
• Simple strategies to protect your focus while still supporting your team

If you’re a sales leader in residential HVAC, plumbing, or electrical who feels busy but not productive, this episode will help you regain control of your time, your energy, and your leadership impact.

🎧 Tune in and start leading on purpose — not by interruption.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Ever walk into a home, look around… and realize the actual decision-maker isn’t even on the property?

In today’s Question of the Day, Coach Chris tackles a common frustration in residential HVAC, plumbing, and electrical sales: selling when the landlord isn’t present.

Here’s the truth most techs and salespeople miss—the tenant is not your customer. And when you don’t clearly define who your customer is, you end up presenting wrong, pricing wrong, and losing momentum.

In this episode, we break down:

• Why trying to “sell” the tenant is a losing strategy
• How to properly define the customer before you ever present options
• What your role actually is when the landlord isn’t on site
• Practical tactics to protect your credibility and still move the job forward
• How to set up the landlord for a confident “yes” after you leave

This episode will help you stop forcing closes, reduce frustration, and handle landlord situations with clarity, confidence, and professionalism.

🎧 Listen in and sharpen your process—because the right sale starts with the right customer.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Short answer: sometimes—but not by the salesperson.

In this episode, Coach Chris explains why discounting should be a manager decision, how over-discounting kills profit, and why price is only an issue when value is missing. He also breaks down the High Authority and when discounting actually makes sense to protect the business.

If you sell HVAC, plumbing, or electrical services and want to win without racing to the bottom, this episode is for you.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

We tackle real debates salespeople hear all the time:

• Professionalism vs. being edgy
• Too many options vs. simplifying choices
• Handwritten vs. digital presentations
• Top-down vs. bottom-up selling
• Price transparency (how much is too much?)
• Putting customers into ranges—helpful or harmful?
• And the big one: Are you focused on process or just trying to close?

No theory. No fluff. Just what actually works in the home, with real customers, and why context matters more than copying someone else’s system.

If you’ve ever wondered, “Should I do it their way… or trust what works for me?”—this episode is for you.

👉 Listen in, pressure-test your process, and take what helps you win more calls the right way.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

I break down why lead distribution isn’t your enemy — and how the most successful salespeople use seasons like this to sharpen their focus, build value, and generate momentum. We talk about:

• 🎯 Focusing your time on activities that actually make you money
• 🤝 Partnering with your sales leader to define success and create a climb-out plan
• 📈 How to work your way up from the bottom with consistency (not complaints)
• 🚪 Self-generated leads — and why they’re a difference-maker in every market

If leads are tighter, this episode gives you a blueprint to stay proactive, competitive, and earning — instead of frustrated and waiting.

Win the day, one intentional action at a time. 💪

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

I walk through 8 practical strategies you can use to keep momentum alive in January — from reframing value, to building trust through empathy, to creating respectful urgency that helps the customer instead of pressuring them. The big idea: you can say anything you need to say… as long as you say it respectfully.

If your team struggles with stalled decisions, “call me in February,” or budget-shock conversations, this episode will give you tools, language, and confidence to turn post-holiday hesitation into calm, professional, value-driven conversations that move the relationship forward.

January doesn’t have to be slow — it just requires better conversations.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In today’s Question of the Day, I dig into the real data behind follow-up performance in residential HVAC, plumbing, and electrical sales — and the results may surprise you. We look at what large-scale industry studies reveal about response rates, contact cadence, and conversion impact… and then we stack that against what I’ve personally seen coaching teams across the country.

And here’s the punchline: it isn’t about who can follow up better — it’s about who does it consistently.

We’ll talk about:

• Why the “busier” role often loses the follow-up game
• How consistency beats charisma (every single time)
• The compounding effect of predictable touchpoints
• What top-performing companies do differently with follow-up

If you’ve ever felt like your team is leaving opportunities on the table after the first visit or first call, this episode is going to challenge how you think about follow-up — and who should own it.

Tune in, take notes, and let’s raise the bar together.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Coach walks through how to set clear expectations before you ever get in the truck, what to observe and coach on during the call, and how to deliver feedback that sticks—without killing morale. Plus, he debunks a few common myths about ride alongs that might be holding your team back.

Listen in, sharpen your approach, and start turning every ride along into a powerful coaching opportunity.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Whether you’re a service manager trying to train better or a salesperson tired of “fake” scenarios, this one will change how you think about practice.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In this episode, Coach Chris breaks down why AI is a powerful enhancement—but not a replacement. He shares real examples, field insights, and why the best leaders still get out of the truck, into the crawlspace, and shoulder-to-shoulder with their team.

You’ll learn how to use AI tools the right way—analyzing talk time, tone, and process—and how to combine that data with real-world coaching to build confidence, consistency, and results.

AI can show you what happened. A ride along shows you why it happened.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

We talk about why writing your goals down matters, how to start with simple team goals, and how “one more than last month” can quietly change your entire trajectory. Then we break down the full SMART-ER framework:

If you’ve never set goals before, this episode gives you a simple path to start—and a blueprint to grow into over time.

Follow the show, rate it, and leave a comment.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In today’s Question of the Day, I break down how to get past the dreaded shopping around objection in residential HVAC, plumbing, and electrical sales. I touch briefly on what the data says, then get very practical with four proven ways top performers separate themselves from the pack:

• Why being first in gives you a massive advantage
• How a rockstar sales process builds trust before price ever shows up
• How to identify the real objection hiding behind “I need to think about it”
• How to raise the bar so comparing you to competitors becomes nearly impossible

If you’re tired of being treated like a commodity and want to stop competing on price alone, this episode gives you a clear, repeatable framework to win more jobs without racing to the bottom.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In today’s Question of the Day, I break down what a great weekly 1-on-1 actually looks like for residential HVAC, Plumbing, and Electrical teams. I explain why every salesperson needs protected time with their manager, how weekly rhythm compounds into real results, and I share a leadership mistake I made early on that completely changed how I run 1-on-1s today.

I wrap it up by walking through the BEST model - a simple, proven 1-on-1 process that keeps meetings engaging, focused, and productive—without a ton of prep or paperwork. If your 1-on-1s feel rushed, inconsistent, or pointless, this episode will give you a better way forward.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In today’s Question of the Day, I break down what a good sales process actually looks like in residential HVAC, plumbing, and electrical — and how to know if yours is helping or hurting.

We start with the three ways companies typically get a sales process (and why two of them usually cause problems), then move into the four critical factors you must evaluate before choosing or building a process for your team. This isn’t theory or vendor fluff — it’s about alignment with your customers, your technicians, and how homes are actually sold.

If your team is “kind of” following a process…
 If results vary wildly by salesperson…
 Or if your process looks great on paper but falls apart in the living room…

This episode will help you simplify, clarify, and get back to a process that actually works.

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I break down how to create structure in a role that has none, how to prioritize when everything feels urgent, and how a simple quadrant-based plan can keep you focused, calm, and productive even when calls stack up, customers shift, and the day goes sideways.

If you’ve ever ended a day wondering, “What did I even do today?”, this one’s for you. Take back control of your time — even when the customer holds the watch.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

Your mindset in sales is shaped by how you live the rest of your life. When your world is lopsided, your calls will be too. So we break it down into the 5 F’s that keep you grounded and sharp:
Family, Finances, Fitness, Friends, and Faith.

You’ll hear why each of these areas impacts your attitude, resilience, and confidence in the field — and why you don’t fix your mindset at 8:00 AM before your first call… you fix it in the other 23 hours.

A simple challenge closes us out: pick one F this week and strengthen it. When your life is balanced, your sales mindset follows.

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Inside Sales isn’t just another position — it’s one of the biggest force multipliers a home-service business can add. In this episode, I break down why the role matters, how it can transform your revenue and customer experience, and the five key areas every company must nail when bringing an Inside Sales Rep onboard.

We walk through expectations, processes, call flow, training, accountability… the whole starter pack. And yes, I even share how to make that onboarding smooth, fast, and effective — whether you build it in-house or bring in someone to help jump-start it.

If you’ve been thinking about Inside Sales but haven’t known where to begin, this episode gives you the roadmap.

Tune in, take notes, and get ready to level up your business from the inside out.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

This one can yank salespeople way off-track faster than a dog spotting a rabbit. So in this episode, we break it down the right way:
 • First, get crystal-clear on who your actual customer is in a rental situation.
• Then, I lay out three simple rules to keep you anchored in your sales process—because nothing derails a call like chasing a tenant, a landlord, and a decision that’s floating somewhere in the middle.

We’ll hit how to stay professional, build value, and keep control of the call even when the owner is MIA.

Great episode for anyone who wants cleaner calls, fewer headaches, and better closes in rental homes. Tune in and take it to the field today.

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I walk through real examples from HVAC, plumbing, electrical, cars, computers, even everyday life. Then I challenge you to build your own list of complex topics and test them out on someone outside the trades. If they get it? You’ve got an analogy worth taking into the field. If they don’t? Back to the workbench.

By the end, you’ll know how to transform complicated concepts into clear, compelling explanations that make customers lean in instead of glaze over.

A simpler message always wins. Let’s make it stick.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If you’ve ever felt the pressure to “match the other guys,” this episode flips that mindset on its head. You should cost more. And today, we break down exactly why.

I walk through the real math behind your price: materials, labor, overhead, and all the unseen chaos that comes with running a legitimate business. Then we go deeper — into value. You’ll get a simple exercise to define what makes you better than your competitors and how to confidently weave that value into your sales process so customers understand what they’re paying for… and why it’s worth it.

This one’s all about confidence, clarity, and charging what you’re truly worth. Tune in and level up.

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From there, we break down exactly how to prevent shopping around with a process that builds value long before the customer ever considers getting another quote. You’ll learn:

• Why a defined process, scorecard, ride-alongs, training, and 1:1s create the foundation
• A three-step team exercise to separate yourself from the competition today
• How to refine your value points so they’re clear, tangible, and proven
• Where to naturally insert those value points into your documented process

If you want fewer “I’m going to get a couple more bids” moments and more confident, committed customers, this episode will sharpen your edge.

Follow the show, leave a rating, and drop your questions on social or email — they might be the next QOD.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

I walk through why the best time to do business is always today, and how the reasons behind that change season to season. More importantly, I show you how to build a team-generated list of “golden BBs” — small, powerful talking points you can use just like a plumber uses a fully stocked truck: ready for any situation.

We dig into real examples your team can use immediately.

This episode helps your team get proactive, stay equipped, and confidently work objections before they happen — so the holidays don’t slow you down.

Follow, rate, and leave a comment on your favorite platform.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

In this episode, Coach Chris challenges that mindset head-on. Being “weather enhanced” isn’t luck — it’s leadership, planning, and discipline. Coach draws parallels to marriage, sports, and business to show how good becomes great when we prepare before the storm hits.

You’ll hear practical strategies for navigating the slow season from both a company perspective as well as an individual perspective.

The hole in the yard shows up every year — the question is, are you going to step in it again or finally fill it?

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

 1️⃣ Run a consistent, high-value process
 2️⃣ Know exactly what makes you better (and prove it)
 3️⃣ Overcome price objections without discounting
 4️⃣ If you must discount—do it strategically and specifically

Price is only an issue in the absence of value. Build it, show it, and earn it.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

If you’ve ever wondered how to follow up without feeling like a pest, this one’s for you.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

• Communication & People Skills – connecting with customers and building trust
• Sales Process Mastery – following a proven structure that drives results
• Value Explanation – confidently showing the “why” behind your price
• Business Mindset – thinking like an owner, not just an order-taker
• Presence – carrying themselves with confidence, professionalism, and consistency

Coach also takes on a few common myths about hiring salespeople—like thinking the best talker always wins or that experience automatically equals success.

Whether you’re an HVAC, plumbing, or electrical company owner (or just trying to grow your sales team), this episode will help you hire smarter, not harder.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com