In this episode, we dig into the real data — Stanford studies, Google’s consumer insights, and Gitomer’s research — all pointing to the same surprising truth: only 10–16% of homeowners are actually shopping for the lowest price. The rest are choosing based on trust, value, reputation, and the experience you deliver.

From there, we break down exactly how to prevent shopping around with a process that builds value long before the customer ever considers getting another quote. You’ll learn:

• Why a defined process, scorecard, ride-alongs, training, and 1:1s create the foundation
• A three-step team exercise to separate yourself from the competition today
• How to refine your value points so they’re clear, tangible, and proven
• Where to naturally insert those value points into your documented process

If you want fewer “I’m going to get a couple more bids” moments and more confident, committed customers, this episode will sharpen your edge.

Follow the show, leave a rating, and drop your questions on social or email — they might be the next QOD.

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

Every year, like clockwork, the holiday objection comes crashing in: “We’re just going to wait until after the holidays.” In today’s Question of the Day, we break down how to handle this without sounding pushy — and how to turn it into one of the most predictable (and winnable) objections in the trades.

I walk through why the best time to do business is always today, and how the reasons behind that change season to season. More importantly, I show you how to build a team-generated list of “golden BBs” — small, powerful talking points you can use just like a plumber uses a fully stocked truck: ready for any situation.

We dig into real examples your team can use immediately.

This episode helps your team get proactive, stay equipped, and confidently work objections before they happen — so the holidays don’t slow you down.

Follow, rate, and leave a comment on your favorite platform.

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

Chelsea from Chicago wants to start setting goals—even though her company doesn’t. In this episode, we walk through exactly how to build goals that actually stick, not just ones that look good on paper.

We talk about why writing your goals down matters, how to start with simple team goals, and how “one more than last month” can quietly change your entire trajectory. Then we break down the full SMART-ER framework:

If you’ve never set goals before, this episode gives you a simple path to start—and a blueprint to grow into over time.

Follow the show, rate it, and leave a comment.

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

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

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 control
• How open-ended questions unlock trust, storytelling, and buying signals
• Why customers buy when they feel safe, not when they hear your smartest logic
• How to build connection using simple real-life moments — from birthday parties to bagel shops
• A wildly practical challenge anyone can do today to strengthen their “conversation muscle”

If you’ve ever felt like your personality disqualified you from being great at sales — this episode will flip that script.

Give it a listen, go try the challenge in the real world, and then tell me what happened.
Because trust me… introverts can outsell the extroverts all day long.

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

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

Today’s Question of the Day takes on a classic sales-leader dilemma: What should I focus on? I break down how to stop spinning plates and start making meaningful progress by tackling one fire at a time and setting real priorities based on what you actually see in the field — ride alongs, training, and the level of adoption happening on your team.

We dig into why weekly focus beats random hustle, how to choose the one thing that moves the needle, and why “slow is smooth and smooth is fast” is more than a catchy line — it’s how elite teams win consistently.

If you’ve ever felt pulled in ten directions, this one brings you back to center. Tune in, take a breath, pick your focus, and let’s get to work.

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

In this episode, we dig into why Google reviews are more than just digital gold stars—they’re one of the strongest levers a residential HVAC, plumbing, or electrical company can pull. I break down how they impact trust, visibility, and close rates… and more importantly, how you as a salesperson can turn great reviews into more sales and higher confidence in the home.

We walk through a simple, repeatable process to get more reviews, get better reviews, and get them tied directly to you—your name, your service, your reputation. Because when the customer believes in you before you even walk in the door, the game gets a whole lot easier.

If you have a question for me, reach out on social or email—both are listed below.
And if you’re a Nexstar member, grab a call with me and we’ll dig into your specific situation.

I’m Coach Chris—see you tomorrow.

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

Today’s Question of the Day tackles a big one: “How do you shake the negative stereotype of being a salesperson?”

In this episode, we break down simple, practical ways to stand out in a world where homeowners expect pressure, noise, and gimmicks. You’ll learn how to flip the script by diagnosing before you recommend, being transparent with pricing and options, educating instead of selling, and slowing the pace so the customer feels in control.

We’ll also dig into the habits that separate true professionals from the stereotype — listening deeply, recommending like you would for your own family, and following through with consistency.

If you want to be the kind of salesperson homeowners trust, not tolerate, this one’s for you.

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