Question of the Day with Coach Chris

Should I Do a Load Calc? 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 positio...

How 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...

“We Haven’t Gotten a Sale in 3 Weeks—What Do We Do?” 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...

“Our Tech Ride-Alongs Aren’t Working—What Do We Do?” 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 th...

Today’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...

“They Said They Were the Decision Maker… Then They Weren’t. What Do I Do?” 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 dishonest...

Should I Be Talking to My Techs About Moving Into Sales? 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...

“My Customers Are Different—They Only Want the Cheapest Price. What Do I Do?” 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 str...

How Do I Get My Manager to Ride Along With Me? 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 hav...

When Is a Lead Dead? 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, d...

In 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, repe...

Jake 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...

How Many Calls Should I Run in a Day? 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 mo...

Is It Fair to Roll Over a Missed Budget to the Next Month? 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...

Which Value Piece Is Most Important? 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...

Should You Use Scripts—or Make It Your Own? 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-handli...

What Are the Most Important Qualities of a High-Performing Salesperson? 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 qual...

How Many Options Should I Present? 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 cu...

How Do I Know If They’ve Seen My Quote? 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 epis...

We’re Behind Budget—What Do We Do? 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: Imme...

What Do I Do About Whale Hunting? 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 o...

What Goes Into a Good 1-on-1? 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 mu...

How Do I Improve My Mindset in My Worst Month Ever? 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 o...

How 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 st...

How Do I Hold an Individual Accountable? 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 hold...