Question of the Day with Coach Chris

Today 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 w...

“My Customers Think I’m Salesy—What Can I Do?” 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 aw...

Mistakes 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 usi...

Today’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 expect...

How Do I Work With Other Departments? 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 depa...

How Many Calls Should You Run in a Day? — 100th Episode Special 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 a...

Which Comp Plan Is Better: 100% Commission or Salary Plus Bonus? 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...

Today’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 p...

How Do I Overcome the “We Still Have One System Working” Objection? 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...

What consistent actions would you focus on TODAY? 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 co...

“I’m Not Getting Any Support—What Do I Do?” 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 sa...

How Do I Find Out Budget Earlier? 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 prob...

QOD: How Much Is a Process Worth? (Spoiler: $2.4 Million.) 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 c...

How Do I Overcome the “Older Generation” Close? “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 thi...

I’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 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 — fr...

How Do I Not Micro-Managing? “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 mislabel...

Should I Be Able to See All My Leads for the Day? 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...

Should I Hire Sales With or Without Trades Experience? 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 c...

How Do You Overcome Customers That Want to Wait?  “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 Do I Beat the Smaller, Cheaper Competitor? 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 ac...

Ever 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...

Today’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 decis...

Where Do I Find Good Salespeople? 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, i...

“We Aren’t Hitting Our Goals—What Do We Do?” 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 u...

Why Are My Marketing Leads Closing Higher Than My Tech Leads? 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 t...