Most homeowners say they’re “just shopping around”… but that’s rarely the real reason you lose the job.

In today’s Question of the Day, I break down how to get past the dreaded shopping around objection in residential HVAC, plumbing, and electrical sales. I touch briefly on what the data says, then get very practical with four proven ways top performers separate themselves from the pack:

• Why being first in gives you a massive advantage
• How a rockstar sales process builds trust before price ever shows up
• How to identify the real objection hiding behind “I need to think about it”
• How to raise the bar so comparing you to competitors becomes nearly impossible

If you’re tired of being treated like a commodity and want to stop competing on price alone, this episode gives you a clear, repeatable framework to win more jobs without racing to the bottom.

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

A good 1-on-1 isn’t about a long agenda, fancy spreadsheets, or turning it into a mini performance review. It’s about consistency, connection, and clarity.

In today’s Question of the Day, I break down what a great weekly 1-on-1 actually looks like for residential HVAC, Plumbing, and Electrical teams. I explain why every salesperson needs protected time with their manager, how weekly rhythm compounds into real results, and I share a leadership mistake I made early on that completely changed how I run 1-on-1s today.

I wrap it up by walking through the BEST model - a simple, proven 1-on-1 process that keeps meetings engaging, focused, and productive—without a ton of prep or paperwork. If your 1-on-1s feel rushed, inconsistent, or pointless, this episode will give you a better way forward.

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

A “good” sales process isn’t about having more steps — it’s about having the right ones.

In today’s Question of the Day, I break down what a good sales process actually looks like in residential HVAC, plumbing, and electrical — and how to know if yours is helping or hurting.

We start with the three ways companies typically get a sales process (and why two of them usually cause problems), then move into the four critical factors you must evaluate before choosing or building a process for your team. This isn’t theory or vendor fluff — it’s about alignment with your customers, your technicians, and how homes are actually sold.

If your team is “kind of” following a process…
If results vary wildly by salesperson…
Or if your process looks great on paper but falls apart in the living room…

This episode will help you simplify, clarify, and get back to a process that actually works.

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