Question of the Day with Coach Chris

Today’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, h...

How Do You Make Call Debriefs Productive—Not Emotional? 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 wi...

What Is a Good Follow-Up Cadence? 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: When am I following up? Why am I following up? In this episode, we cover: Why closin...

When Should You Be Using Financing? 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 incre...

Is One-Trip Close a Real Thing? 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...

Are Service Partner Plans Important? 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 consiste...

What Do I Do When Financing Is Declined? 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 episo...

What Is One Thing Top Salespeople Are Doing That No One Else Is? 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...

How Do You Ride Along With a Tech in Slow Season to Create Hot Hand-Offs? 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...

Today’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 slo...

What Tips Can You Give Me to Make Inside Sales Successful? 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...

How Do I Onboard a New Salesperson? 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 b...

How Much Should You Talk on a Call? 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 custome...

“We Train Every Week—Why Aren’t We Seeing Adoption in the Field?” 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...

How Do You Pre-Qualify Calls? 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 (a...

How Do I Get Customers to Pay Attention to Me? 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...

How Do You Sell Against Home Warranties? 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 warran...

How Do You Sell the “Free Furnace February” Promo? 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...

How Do I Set Up Being the 3rd One in the Home—And Avoid the Shopping Objection? 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...

What Would You Say—or Not Say—on a Call? 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 absolu...

Even 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,...

How Do I Generate Self-Generated Leads? 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 o...

Should You Use a Brag Book? Yes… But Only If You Use It Right 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...

Pulled in Every Direction? How to Stay Focused Without Closing Your Door 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...

How Do You Sell to Landlords That Aren’t There? 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...