Question of the Day with Coach Chris

Coach Chris
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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. 

  1. 2D AGO

    What tips do you have to make inside sales successful?

    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 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 performanceSimple, proven adjustments that drive consistency, confidence, and conversionIf 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

    12 min

  2. 3D AGO

    How do you onboard a salesperson?

    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 before you ever post the jobPre-Hire – aligning the candidate with the role and realityFirst Ten Days – building confidence, clarity, and momentumOngoing – ensuring training actually turns into field adoptionI 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

    21 min

  3. 4D AGO

    Why are my Marketing Leads closing higher than my Tech Leads?

    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 trust and urgencyCommon reasons marketing leads may be outperforming themInternal and external areas to examine without defaulting to excusesWhy the real leverage comes from focusing on controllables, not blaming lead sourcesIf 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

    17 min

  4. 5D AGO

    How much should you talk on a call?

    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-talkingThe risks of under-talking and disengaging the customerWhat the data says is the optimal talk-time balanceWhy the goal isn’t to be the hero of the call—but to make the customer the hero of the storyIf 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

    12 min

  5. JAN 30

    Training isn't adopting into the field - what do we do?

    “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 changeA long-term case study on real adoption coming out of Objection BootcampThree key areas leaders must get right if they want training to actually show up on calls and in homesIf 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

    15 min

  6. JAN 29

    I don't have any support - what do I do?

    “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 successfulWhat a salesperson deserves in order to perform at a high levelWhy lack of support is rarely malicious—and more often the result of managers being pulled in too many directionsThe idea of “managing your manager” in a professional, productive wayThis episode is about clarity, ownership, and creating a better working relationship—so everyone wins. Have a Question? - Submit your questions to chrish@nexstarnetwork.com

    14 min

  7. JAN 28

    How do I pre-qualify calls?

    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 (and what doesn’t)Why over-qualifying kills opportunityHow the real skill is learning to find an opportunity in every callIf 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

    13 min

  8. JAN 27

    How do I get customers to pay attention?

    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 outThe most common scenarios that trigger disengagementSimple adjustments you can make on the spot to regain attention and controlThis 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

    18 min
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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. 

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