“How do you paint the picture for a customer?”
Today we talk about why the words you choose matter more than the tech you sell. Customers don’t make decisions from data alone — they act on emotion. In this episode, we break down simple analogies and show how words become pictures, pictures become emotions, and emotions drive action. If you want to close more jobs, start painting a clearer, more compelling picture.

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

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

Today’s Question of the Day tackles a deceptively simple question that shows up on almost every call: How many options should I present?

In this episode, I break down the right number of options to give a homeowner—and just as importantly, how those options should be structured so they create clarity instead of confusion. We talk about why more isn’t better, how choice overload quietly kills decisions, and how your presentation can either guide the customer…or paralyze them.

Then I wrap it up with a controversial stance, backed by real data, that challenges what a lot of salespeople have been taught about offering options. You might not love it at first—but if your close rate matters, you’ll want to hear it.

If you’ve ever watched a customer freeze, stall, or say “I need to think about it” after you presented options, this episode will help you fix that—starting today.

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

How do you get customers to free up time to actually meet with you?
In today’s episode, we dig into one of the most frustrating moments in residential HVAC, plumbing, and electrical sales: you’re on-site, you’re ready to help… and the customer is tied up, distracted, or halfway out the door.

I break down why setting visual expectations is the secret weapon most techs and comfort advisors never use — and why visual beats verbal every time. Then we walk through two real-world scenarios you face daily:

1. The customer is engaged with something else — kids, chores, Netflix, you name it.
2. The customer has to leave soon — and you’ve got a rapidly shrinking window.

You’ll learn simple, repeatable ways to help customers create the space you need to deliver real value, keep the process on track, and ultimately close more opportunities.

A quick episode with practical takeaways you can use on your very next call. Let’s win the day.

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

Today’s Question of the Day: “How do I lead a sales meeting?”
Spoiler alert: if you’re calling it a meeting, you’re already behind. These are trainings — real, skill-building reps that move the needle in HVAC, plumbing, and electrical sales.

In this episode, I break down the mindset shift every sales leader needs: stop hosting meetings and start delivering lessons. We look at it from both angles — how a leader should plan and run effective trainings, and how a salesperson can maximize their growth inside them. I walk through how to choose the right topics, how to structure a lesson that sticks, and how to ensure everything we teach actually translates into the field where it matters.

If you want your team developing, not just gathering… this one will get you pointed in the right direction.

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

Today’s Question of the Day tackles one of the great sales myths: “I can’t manage my time because customers control my schedule.” Not true, my friend. In this episode, we pull a page from The 7 Habits of Highly Effective People and walk through Covey’s Time Management Quadrants — then reshape them for the wild, unscripted world of residential HVAC, plumbing, and electrical sales.

I break down how to create structure in a role that has none, how to prioritize when everything feels urgent, and how a simple quadrant-based plan can keep you focused, calm, and productive even when calls stack up, customers shift, and the day goes sideways.

If you’ve ever ended a day wondering, “What did I even do today?”, this one’s for you. Take back control of your time — even when the customer holds the watch.

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