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 with:

• A simple format for creating real behavior change
• What great trainers do that average trainers don’t
• How to take ownership of your own development—even if the training isn’t great
• A filter for deciding if today’s session was worth your time

Slow is smooth. Smooth is fast. Training doesn’t work unless somebody gets better.

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

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 for the promo to work
• Smart questions to ask that keep you in control of the conversation
• Common objections to anticipate before they derail the call

If your team is struggling to gain traction with promos—or you want to protect margin while still creating urgency—this episode gives you a clear, repeatable way to think about it.

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

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

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 opportunities slip through the cracks?)

Then we spend most of the episode on what really matters:

What the salesperson controls today

I walk through two categories of self-generated lead opportunities:

• Slow burn opportunities (plant seeds now, win later)
• Quick burn opportunities (moves you can make immediately to create momentum)

And to close it out, I give you a challenge that will push you to stop waiting and start producing.

If you want more control over your results—and your income—this episode is for you.

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

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 can “wing it”), and then I walk through the math using data from over 100,000 calls to show how tightening up your sales process can realistically create an additional $2.4 MILLION in revenue.

If you’ve been relying on talent, hustle, or “hope” to hit your numbers… this episode will challenge you to build something that scales.

🎧 Listen in and decide: are you running a sales team… or running a system?

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

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 you present it and when you bring it into the conversation.

In this episode, we cover:

• Why a brag book alone won’t save a weak presentation
• How to use it to establish early credibility without sounding arrogant
• The mindset shift from “look at us” to “this company is AWESOME”
• When a brag book builds trust — and when it actually hurts you
• How to make your company’s story feel natural, confident, and believable

If you sell residential HVAC, plumbing, or electrical services and want customers to feel confident choosing your company before price even comes up, this episode will help you turn your brag book into a trust-building tool — not a distraction.

🎧 Listen in and make your company’s greatness obvious… without saying it out loud.

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