Question of the Day with Coach Chris
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.
Episodes
101 episodes
What do I do about low performance?
Today’s Question of the Day: “I have a low performer… what do I do?”In this episode, we flip the script and look at low performance from both sides of the table—the sales leader dealing with it and the salesperson ...
As a salesperson - How do I work with other departments?
How Do I Work With Other Departments?Sales doesn’t operate in a vacuum. The best companies win because their departments work together—not against each other.In today’s Question of the Day, I break this topic down from a sa...
100th EPISODE!!! - How many calls should you run in a day?
How Many Calls Should You Run in a Day? — 100th Episode SpecialMore calls don’t automatically equal more revenue.In this special 100th episode of Question of the Day, I break down real-world data from over 100,000...
Which comp plan is better: Commission or Salary & Bonus?
Which Comp Plan Is Better: 100% Commission or Salary Plus Bonus?One of the biggest debates in the trades is how salespeople should get paid.Should they eat what they kill? Or should there be more stability?In today’s...
Should I run calls and be the sales manager?
Today’s Question of the Day hits a big one in the trades: “Should I be a player/coach — the sales manager who still runs calls?”Spoiler alert: it sounds heroic… but it usually wrecks your team.In this episode, we dig into...
How do I approach 2 systems with 1 still working?
How Do I Overcome the “We Still Have One System Working” Objection?One of the biggest mistakes customers make is confusing “still working” with “healthy.”In today’s Question of the Day, I tackle a common o...
What consistent actions would you focus on TODAY?
What consistent actions would you focus on TODAY?Trends change. Tools evolve. But the fundamentals that drive results? They tend to stay the same.In today’s Question of the Day, I use the chocolate chip cookie analogy
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 sh...
How do I find out budget earlier?
How Do I Find Out Budget Earlier?Everyone wants to know the budget early—but chasing it too soon can cost you the sale.In today’s Question of the Day, I step up on the soapbox for a moment: solve the problem first, then ...
How much is a process worth?
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...
How do I overcome the "Older Generation" objection?
How Do I Overcome the “Older Generation” Close?“I’m not going to be around long enough to need that.”It’s a tough moment—and one many salespeople avoid altogether.In today’s Question of the Day, I address this object...
How to have a conversation with customers?
I’ve got a controversial take: the best salespeople aren’t the talkers — they’re the askers. In this episode we dig into:Why talking less and asking better questions gives you real controlHow open-ended questions unl...
How do I not micro-manage?
How Do I Not Micro-Managing?“Don’t micromanage” sounds good—until performance starts slipping.In today’s Question of the Day, I challenge the myth of micromanagement and explain how to support your team, give feedbac...
Should I be able to see all my leads for the day?
Should I Be Able to See All My Leads for the Day?It sounds helpful—but it might be hurting your performance.In today’s Question of the Day, I challenge the idea that you need visibility into every lead on your schedule and ...
Should I only hire sales from inside the trades?
Should I Hire Sales With or Without Trades Experience?Do you hire for trades knowledge… or for people skills?In today’s Question of the Day, I break down one of the most common hiring debates in residential HVAC, plumbing, ...
How do you overcome customers that want to wait?
How Do You Overcome Customers That Want to Wait? “We’re going to wait.”It’s one of the most common stalls—and one of the most predictable.In today’s Question of the Day, I break down the key question you ...
How do I beat the cheaper competitor?
How Do I Beat the Smaller, Cheaper Competitor?If cheaper always won, there would only be one company left standing.In today’s Question of the Day, I use the cell phone industry as a tongue-in-cheek example to show wh...
How do I do a debrief?
Ever notice how every NFL quarterback debriefs with their coach right after a drive? There’s a reason for that. In today’s Question of the Day, Coach Chris breaks down how sales teams can use that same model to improve call performance. You’ll ...
How many options should I present?
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 jus...
How do I find good salespeople?
Where Do I Find Good Salespeople?If you’re waiting for great salespeople to apply… you’ll be waiting a long time.In today’s Question of the Day, I flip the question back: you don’t find them—you go get them. The best...
We aren't hitting goals - What do we do?
“We Aren’t Hitting Our Goals—What Do We Do?”Missing goals isn’t usually a motivation problem. It’s a clarity and execution problem.In today’s Question of the Day, I break goal-setting into two critical parts: setting the...
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 ...
Should I do a load calc?
Should I Do a Load Calc?Few topics spark more debate in residential HVAC sales than the load calculation.In today’s Question of the Day, I walk through both sides of the argument—why some push for it every time, and ...
How do I overcome the "No Time" Objection?
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’r...
We are 0-for-30 in sales - what do we do?
“We Haven’t Gotten a Sale in 3 Weeks—What Do We Do?”Three weeks without a sale isn’t a slump—it’s a shutdown.In today’s Question of the Day, I address the urgency of this situation and what needs to happen immediately to ge...