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 explain why this metric is typically backwards and why tech leads should be your highest-closing opportunities.

In this episode, we cover:

• Why tech leads usually carry more trust and urgency
• Common reasons marketing leads may be outperforming them
• Internal and external areas to examine without defaulting to excuses
• Why the real leverage comes from focusing on controllables, not blaming lead sources

If you want healthier close rates and better use of the opportunities already in your system, this episode will help you reset where the focus belongs.

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

How Much Should You Talk on a Call?

Talk too much and you lose the customer. Talk too little and you lose control of the call.

In today’s Question of the Day, I break down why both extremes hurt your results and how to find the “just right” balance using real AI-driven call data.

In this episode, we cover:

• The hidden negatives of over-talking
• The risks of under-talking and disengaging the customer
• What the data says is the optimal talk-time balance
• Why the goal isn’t to be the hero of the call—but to make the customer the hero of the story

If you’ve ever wondered whether you’re talking too much, not enough, or at the wrong time, this episode gives you a clear, practical way to self-correct.

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

“We Train Every Week—Why Aren’t We Seeing Adoption in the Field?”

Training isn’t the problem. Adoption is.

In today’s Question of the Day, I dig into one of the most common frustrations I hear from owners and sales leaders: “We train consistently, but nothing is changing in the field.”

In this episode, I cover:

• My own experiences with training that didn’t translate into behavior change
• A long-term case study on real adoption coming out of Objection Bootcamp
• Three key areas leaders must get right if they want training to actually show up on calls and in homes

If your team shows up to training but reverts to old habits in the field, this episode will help you diagnose what’s missing—and how to fix it.

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

“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 should actually look like and where responsibility sits on both sides of the table.

In this episode, we cover:

• What a manager must provide for their team to be successful
• What a salesperson deserves in order to perform at a high level
• Why lack of support is rarely malicious—and more often the result of managers being pulled in too many directions
• The idea of “managing your manager” in a professional, productive way

This episode is about clarity, ownership, and creating a better working relationship—so everyone wins.

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

How Do You Pre-Qualify Calls?

Most teams overthink pre-qualification—and talk themselves out of good opportunities before they ever get in the home.

In today’s Question of the Day, I explain why you actually need very little information to pre-qualify a call and why the right mindset is simply: “Get me in front of the customer.”

In this episode, we cover:

• What truly matters in pre-qualification (and what doesn’t)
• Why over-qualifying kills opportunity
• How the real skill is learning to find an opportunity in every call

If your team is disqualifying leads too early or trying to decide too much over the phone, this episode will help reset the approach and drive more at-bats.

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

How Do I Get Customers to Pay Attention to Me?

If a customer zones out, checks their phone, or starts looking past you—it’s not random. It’s a signal.

In today’s Question of the Day, I break down five common moments when customers become disengaged during a call in the home—and exactly what to do to re-engage them in real time.

In this episode, we cover:

• Why customers mentally check out
• The most common scenarios that trigger disengagement
• Simple adjustments you can make on the spot to regain attention and control

This isn’t about being louder or more persuasive. It’s about reading the room, adjusting your approach, and keeping the customer involved in the decision.

If you’ve ever felt like you were “talking at” a customer instead of with them, this episode will sharpen your awareness and your results.

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

How Do You Sell Against Home Warranties?

Home warranties can feel like a dead end—low reimbursement, limited scope, and a customer who thinks everything should be covered.

In today’s Question of the Day, I break down two simple strategies that consistently turn a no-win situation into a positive outcome for both the customer and your company.

In this episode, we cover:

• Why fighting the home warranty head-on usually backfires
• How to reframe the conversation without sounding defensive or salesy
• Two proven approaches that protect trust, control the call, and create real opportunity

If your team dreads hearing “We have a home warranty,” this episode gives them a clear, repeatable way to respond—and win.

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