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 [email protected]

“My Customers Think I’m Salesy—What Can I Do?”

If customers are labeling you as “salesy,” it’s not a personality problem—it’s a process problem.

In today’s Question of the Day, I break down practical ways to shift perception without changing who you are.

In this episode, we cover:

• How using your process scorecard builds transparency and credibility
• Why having your manager ride along can sharpen awareness and execution
• The value of riding with top performers to see what “non-salesy” really looks like
• The most important principle: bringing the customer with you instead of talking at them

I spend the majority of this episode on how to engage customers in the process—how you explain what you’re doing, how you involve them, and how you make them part of the decision.

If you’re getting resistance or feel like customers are putting their guard up, this episode will help you shift from “selling” to serving—without losing control of the call.

Have a Question? - Submit your questions to [email protected]

Mistakes happen — even to the best techs, comfort advisors, and leaders. In today’s episode, we dig into how to prevent errors in the first place by tightening up your process, your communication, and your handoffs. Then we shift gears and talk about what to do when the ball actually does get dropped.

I walk through a simple approach to owning the mistake, fixing it fast, and rebuilding trust using the Service Recovery Paradox — the powerful idea that a customer can end up more loyal after a mistake is handled exceptionally well.

If you’ve ever had that sinking “oh no…” moment on a job or with a customer, this one gives you the tools to recover, reset, and even come out stronger.

Have a Question? - Submit your questions to [email protected]

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 caught in it. I walk through practical steps to diagnose what’s really going on, how to coach someone back into momentum, and when it’s time to shift from encouragement to clear expectations.

Whether you’re leading a team or looking in the mirror, this episode gives you a framework to get unstuck, get honest, and get better.

Have a Question? - Submit your questions to [email protected]

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 salesperson’s perspective and focus on two critical areas:
 The Relationship and The Logistics.

In this episode, we cover:

The Relationship

•  Why trust and respect between departments matter 
•  How ride-alongs, conversations, and understanding each other’s roles create stronger teamwork 
•  Why people work harder for people they respect—not just because it’s their job 

The Logistics

•  How sales, service, and install teams can better align expectations 
•  What information each department truly needs to succeed 
•  How to avoid frustration, miscommunication, and unnecessary conflict 

If your departments feel disconnected or constantly frustrated with one another, this episode will help you create stronger collaboration, smoother handoffs, and a better customer experience.

Have a Question? - Submit your questions to [email protected]

How Many Calls Should You Run in a Day? — 100th Episode Special

More 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 calls to answer one of the biggest questions in residential sales:
What is the optimal number of calls to run in a day?

First off—thank you. Whether you’ve listened to one episode or all one hundred, I appreciate the support, the questions, and the conversations that have helped make this podcast what it is.

In this episode, we cross-reference:

• Call volume
• Process adherence
• Close rate
• Average sale
• Time spent per call

…and uncover what actually happens when salespeople get overloaded.

We discuss:

•  The point where performance starts to decline 
•  Why rushing calls hurts both the customer experience and results 
•  How to balance productivity with quality execution 
•  What the data says is the sweet spot for maximizing performance without creating burnout 

If your team is chasing more calls at the expense of process and profitability, this episode will challenge that thinking with real numbers—not opinions.

And what better topic for Episode 100 than one backed by the data from over 100,000 real calls.

Have a Question? - Submit your questions to [email protected]

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 Question of the Day, I break down one of the most emotionally charged topics in sales leadership and explain why there’s no such thing as a perfect compensation plan.

Because every comp plan creates behavior.

And the real question is:
 “What behaviors are you trying to create?”

In this episode, we cover:

100% Commission

•  Why it creates urgency, hunger, and accountability 
•  The types of personalities it tends to attract 
•  The upside of performance-driven cultures 
•  The risks of pressure selling, short-term thinking, and emotional swings 

Salary + Bonus

•  Why it often creates more stability and collaboration 
•  How it can improve consistency, retention, and customer experience 
•  The danger of comfort, complacency, and reduced urgency if incentives are weak 

This episode isn’t about declaring one system “right” and the other “wrong.” It’s about understanding how compensation shapes culture, performance, and behavior—and making intentional decisions based on the kind of team you want to build.

Have a Question? - Submit your questions to [email protected]

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 why splitting your time between leading and selling almost always backfires. I break down how it divides your focus, stalls your team’s growth, creates dependency, hides real performance problems, and eventually burns you out.

If you’ve ever felt torn between being in the field and building your people, this is your wake-up call. Your business doesn’t need a superhero — it needs a leader with a clear role, a steady process, and a team that can win without you jumping in.

Listen in, laugh a little, and walk away with clarity on the real job of a sales leader: develop your people, build the system, and get out of the field.

Have a Question? - Submit your questions to [email protected]

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 objection in dual-system homes: one system is down, but the customer doesn’t want to move forward because the other system is still heating or cooling the home.

I use the analogy of an airplane flying on one engine:

•  Yes, it can still function 
•  But all the pressure now shifts to the remaining engine 
•  And nobody wants to operate that way for long 

In this episode, we cover:

•  Why one remaining system often leads to more runtime, more stress, and the next breakdown
•  How to shift the conversation from “Can we survive today?” to long-term comfort and reliability 
•  Questions you can ask to create awareness without creating fear 
•  How to reframe the decision around comfort, efficiency, future risk, and peace of mind

This episode isn’t about pressuring customers. It’s about helping them think beyond the immediate moment and understand the bigger picture.

Because sometimes the real question isn’t “Can the home still heat and cool?”
It’s: “At what cost?”

Have a Question? - Submit your questions to [email protected]

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—the top-selling cookie 50 years ago and still #1 today—to make a simple point: the best results often come from the habits that have stood the test of time.

In this episode, we cover:

•  The Six Consistencies that drive sustained sales performance: 
  •  Ride Alongs 
  •  Training 
  •  1-on-1s 
  •  Debriefs 
  •  Win the Day 
  •  Goals 
•  How to focus on individual execution to create team-wide results 
•  How to align individual goals → sales plan → budget so they fall like dominos 
•  Why consistency—not complexity—is the real differentiator 

If you’re looking for what actually works—not just what’s new—this episode gives you a clear, proven blueprint to build a successful sales team starting today.

Have a Question? - Submit your questions to [email protected]