Question of the Day with Coach Chris
By: Coach Chris
Language: en-us
Categories: Business
Question of the Day with Coach Chris tackles real questions from sales leaders across the home service industry. In just 10–15 minutes, Coach shares practical insights, stories, and tools to help you lead better, sell smarter, and stay sharp. Real talk. Real growth. No corporate jargon — just honest answers that make you better every day.
Episodes
Should you discount and if so, how?
Jan 09, 2026Today’s Question of the Day: Should you discount—and if so, how?
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. Duration: 00:20:10
Are industry experts helping or hurting?
Jan 08, 2026In today’s episode, I break down several popular industry “expert takes”—and give you my honest, in-the-trenches opinion from coaching residential HVAC, Plumbing, and Electrical sales teams every day.
We tackle real debates salespeople hear all the time:
Professionalism vs. being edgyToo many options vs. simplifying choicesHandwritten vs. digital presentationsTop-down vs. bottom-up sellingPrice 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 custo...
Duration: 00:17:36How do I get leads when they are all distributed to other salespeople?
Jan 07, 2026How do you get more leads when they’re being distributed to other salespeople? In today’s Question of the Day, we dig into a truth that great sales organizations already know — right person, right call isn’t just fair… it’s good business.
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... Duration: 00:12:22How do you get past the Post-Holiday Objection?
Jan 06, 2026January rolls in… and so does the classic customer line: “We just spent a ton in December — can we wait?” In today’s Question of the Day, we dig into how sales teams can navigate the post-holiday budget hangover without sounding salesy, desperate, or pushy.
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...
Duration: 00:21:16Which gets better results...outside or inside sales follow up?
Jan 05, 2026Who really wins at follow-up — outside sales or inside sales?
Most people have a strong opinion on this… and most of them are wrong.
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 c...
Duration: 00:15:18How do I do a ride along?
Jan 02, 2026In this episode of Question of the Day, Coach Chris tackles a big one: How do you actually do a ride along the right way? Whether you’re a sales leader, manager, or business owner, this episode breaks down exactly what makes a ride along productive instead of painful.
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 myth...
Duration: 00:16:09Is Roleplay Important?
Dec 31, 2025Is roleplay really necessary for training—everyone hates it, so is it worth it? In this episode of Question of the Day, Coach Chris digs into what top-performing industries already know: practice under pressure matters. Drawing from real studies and examples outside the trades—like sports, aviation, and medicine—Coach breaks down why roleplay builds confidence, consistency, and closing power.
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@ne...
Duration: 00:12:42Can AI Replace Ride Alongs?
Dec 30, 2025Larry from Charlotte asked a question a lot of sales managers are thinking about: “If I’m using AI ride-along software, do I still need to do in-person ride alongs?”
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-worl...
Duration: 00:17:03How do I set goals?
Dec 29, 2025Chelsea from Chicago wants to start setting goals—even though her company doesn’t. In this episode, we walk through exactly how to build goals that actually stick, not just ones that look good on paper.
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 ov...
Duration: 00:15:49How to Sell in a Poor Economy?
Dec 26, 2025The economy is shifting—again... or is it? But instead of panicking, great salespeople control what they have control over. In this episode of Question of the Day, Coach Chris breaks down what’s really happening in today’s economy using reputable data and reports—not social media noise. Then, he flips the focus to what you actually control: your effort, your skillset, and your mindset. Learn how to navigate uncertainty, lead your customers with confidence, and keep winning—no matter what the headlines say.
Have a Question? - Submit your questions to chrish@nexstarnetwork.com
Duration: 00:10:35How do you paint the picture for a customer?
Dec 18, 2025“How do you paint the picture for a customer?”
Today we talk about why the words you choose matter more than the tech you sell. Customers don’t make decisions from data alone — they act on emotion. In this episode, we break down simple analogies and show how words become pictures, pictures become emotions, and emotions drive action. If you want to close more jobs, start painting a clearer, more compelling picture.
Have a Question? - Submit your questions to chrish@nexstarnetwork.com
Duration: 00:17:56How do you get past "shopping around"?
Dec 17, 2025Most homeowners say they’re “just shopping around”… but that’s rarely the real reason you lose the job.
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...
What makes a good 1-on-1?
Dec 17, 2025A good 1-on-1 isn’t about a long agenda, fancy spreadsheets, or turning it into a mini performance review. It’s about consistency, connection, and clarity.
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...
Duration: 00:12:00What does a good sales process look like?
Dec 15, 2025A “good” sales process isn’t about having more steps — it’s about having the right ones.
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...
Duration: 00:20:56How many options should I present?
Dec 12, 2025Today’s Question of the Day tackles a deceptively simple question that shows up on almost every call: How many options should I present?
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<...
Duration: 00:27:42How do I overcome the "No Time" Objection?
Dec 11, 2025How do you get customers to free up time to actually meet with you?
In today’s episode, we dig into one of the most frustrating moments in residential HVAC, plumbing, and electrical sales: you’re on-site, you’re ready to help… and the customer is tied up, distracted, or halfway out the door.
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...
Duration: 00:21:29How do I execute a successful sales meeting?
Dec 10, 2025Today’s Question of the Day: “How do I lead a sales meeting?”
Spoiler alert: if you’re calling it a meeting, you’re already behind. These are trainings — real, skill-building reps that move the needle in HVAC, plumbing, and electrical sales.
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...
Duration: 00:22:46How do I manage time as a salesperson?
Dec 09, 2025Today’s Question of the Day tackles one of the great sales myths: “I can’t manage my time because customers control my schedule.” Not true, my friend. In this episode, we pull a page from The 7 Habits of Highly Effective People and walk through Covey’s Time Management Quadrants — then reshape them for the wild, unscripted world of residential HVAC, plumbing, and electrical sales.
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 e...
Duration: 00:17:36How do you control mindset?
Dec 08, 2025In today’s episode, we tackle one of the most important questions in residential sales: “How do you keep your mind right?”
The answer isn’t another script, tactic, or closing trick — it’s balance.
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 impa...
Duration: 00:19:31I goofed up, now what?
Dec 05, 2025Mistakes happen — even to the best techs, comfort advisors, and leaders. In today’s episode, we dig into how to prevent errors in the first place by tightening up your process, your communication, and your handoffs. Then we shift gears and talk about what to do when the ball actually does get dropped.
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 y...
Duration: 00:18:17What do I do about low performance?
Dec 04, 2025Today’s Question of the Day: “I have a low performer… what do I do?”
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 g...
Duration: 00:18:17How do we start Inside Sales?
Dec 03, 2025Today’s Question: “How do we start Inside Sales?”
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...
Duration: 00:19:49How do I sell to rental properties?
Dec 02, 2025Today’s Question of the Day: “How do you sell HVAC to rental properties when the landlord isn’t there?”
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 somewher...
Should I run calls and be the sales manager?
Dec 01, 2025Today’s Question of the Day hits a big one in the trades: “Should I be a player/coach — the sales manager who still runs calls?”
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 w...
Duration: 00:17:15How do I make complicated topics simple?
Nov 26, 2025How do you make the complicated… simple enough to stick?
In today’s Question of the Day, we dive into the magic of analogies—those little storytelling shortcuts that turn “industry jargon” into “I totally get it.”
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, y...
Duration: 00:12:32Why do I cost more than my competitors?
Nov 25, 2025Today’s Question of the Day tackles one of the most uncomfortable — and most important — topics in the trades: price.
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 compet...
Duration: 00:15:18How to connect when we have nothing in common?
Nov 24, 2025How do you connect with customers when nothing jumps out… and you’re not exactly a sports guy?
Today’s Question of the Day tackles a challenge every tech and comfort advisor runs into: walking into a home, scanning the walls, scanning the shelves… and finding zero to connect with. No sports memorabilia. No family pictures. No cute dog. Nothing.
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 int...
Duration: 00:10:57How do I prevent shopping around?
Nov 21, 2025In this episode, we dig into the real data — Stanford studies, Google’s consumer insights, and Gitomer’s research — all pointing to the same surprising truth: only 10–16% of homeowners are actually shopping for the lowest price. The rest are choosing based on trust, value, reputation, and the experience you deliver.
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 foundationA three-step team exercise to separate... Duration: 00:13:14How do I overcome the Holiday Objection?
Nov 20, 2025Every year, like clockwork, the holiday objection comes crashing in: “We’re just going to wait until after the holidays.” In today’s Question of the Day, we break down how to handle this without sounding pushy — and how to turn it into one of the most predictable (and winnable) objections in the trades.
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...
Duration: 00:16:15How to have a conversation with customers?
Nov 18, 2025I’ve got a controversial take: the best salespeople aren’t the talkers — they’re the askers. In this episode we dig into:
Why talking less and asking better questions gives you real controlHow open-ended questions unlock trust, storytelling, and buying signalsWhy customers buy when they feel safe, not when they hear your smartest logicHow to build connection using simple real-life moments — from birthday parties to bagel shopsA 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...
Duration: 00:16:41How to get the most out of training?
Nov 17, 2025Today we dig into what separates checking the box from true skill development. Whether you’re leading the training or sitting in the seat, the mission is the same—make it stick and make it matter.
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 changeWhat great trainers do that average trainers don’tHow... Duration: 00:14:00What should I focus on?
Nov 14, 2025Today’s Question of the Day takes on a classic sales-leader dilemma: What should I focus on? I break down how to stop spinning plates and start making meaningful progress by tackling one fire at a time and setting real priorities based on what you actually see in the field — ride alongs, training, and the level of adoption happening on your team.
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...
Duration: 00:11:21How do I get more Google reviews?
Nov 13, 2025In this episode, we dig into why Google reviews are more than just digital gold stars—they’re one of the strongest levers a residential HVAC, plumbing, or electrical company can pull. I break down how they impact trust, visibility, and close rates… and more importantly, how you as a salesperson can turn great reviews into more sales and higher confidence in the home.
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...
Duration: 00:11:00How do I shake the sales stereotype?
Nov 13, 2025Today’s Question of the Day tackles a big one: “How do you shake the negative stereotype of being a salesperson?”
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 wou...
Duration: 00:10:47How do you drive leads in slow season?
Nov 10, 2025Today’s Question of the Day comes from Jerome in Las Vegas, who asks — “How are other companies weather enhanced when we seem weather dependent?”
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...
Duration: 00:16:23How do I do a debrief?
Nov 04, 2025Ever notice how every NFL quarterback debriefs with their coach right after a drive? There’s a reason for that. In today’s Question of the Day, Coach Chris breaks down how sales teams can use that same model to improve call performance. You’ll learn the two key debrief questions that keep your team sharp (“What went well?” and “What would you do differently?”), how great leaders leave fingerprints—not micromanagement—and why your follow-ups should always have purpose, not panic.
Because the secret isn’t complexity—it’s consistency.
Have a Question? - Submit...
Duration: 00:11:10How do I recover from a bad sales day?
Nov 03, 2025Even the best sales pros have off days. The question is — what do you do after one? In today’s Question of the Day, Coach Chris breaks down how to bounce back when your confidence takes a hit and the scoreboard doesn’t go your way. He introduces a powerful mindset — “LOA Always Wins” — and explains how the Law of Averages, combined with a proven sales process, helps you stay steady, consistent, and confident through the ups and downs.
If you’ve ever walked out of a home feeling frustrated or second-guessing...
Duration: 00:09:25Is it fair to distribute leads to the top performer?
Oct 29, 2025Jake in North Carolina asks — “My company gives the best leads to the top performers, and I’m stuck with the marketing ones that rarely buy. Is that fair… or even legal?”
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 frustrat...
Duration: 00:14:54How can you justify $3000 more in price?
Oct 28, 2025Coach Chris breaks down why “justify” is the wrong mindset—and how to flip from reactive to proactive. You can’t control price, but you can control process, value, and confidence. In this episode, Coach shares four “swings” to win when your price is higher:
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?...
Duration: 00:15:51How Do I make My Follow Up Stronger?
Oct 24, 2025Most follow-ups sound like a desperate voicemail or a weak “just checking in” email. In this episode, Coach Chris breaks down how to make your follow-up stronger by focusing on your customer, not your calendar. Learn how to craft a real, value-driven reason to reach out—something that actually helps the homeowner, builds trust, and moves the conversation forward.
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
Duration: 00:11:14How do I hire a salesperson?
Oct 21, 2025Hiring the right salesperson can feel like chasing a unicorn—but it doesn’t have to. In this episode of Question of the Day, Coach Chris breaks down the five essential skillsets every great salesperson must have:
Communication & People Skills – connecting with customers and building trustSales Process Mastery – following a proven structure that drives resultsValue Explanation – confidently showing the “why” behind your priceBusiness Mindset – thinking like an owner, not just an order-takerPresence – carrying themselves with confidence, professionalism, and consistencyCoach also takes on a few ...
Duration: 00:23:46