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 the first place
• What multiple studies tell us about first-in advantage
• Why speed to lead is one of the most controllable—and profitable—levers in residential sales

This episode challenges a common mindset and replaces it with a strategy that protects margin, builds trust faster, and dramatically improves close rates.

If you want fewer price shoppers and more committed buyers, this one is a must-listen.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

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 absolutely say—or intentionally avoid saying—on a sales call, and explain why each one matters in real conversations with real homeowners.

This isn’t theory. These are small language choices that create big differences in:

• Customer trust
• Call control
• Close rates

Listen in, steal what works, question what doesn’t—and add your own to the list.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

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, and confident through the ups and downs.

If you’ve ever walked out of a home feeling frustrated or second-guessing yourself, this one’s for you. Tune in, reset, and remember: trust the process — the averages will take care of the rest.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com