What Goes Into a Good 1-on-1?

Great 1-on-1 meetings don’t happen by accident. They work when both sides come prepared.

In today’s Question of the Day, I break down what makes a 1-on-1 truly productive by looking at it from both perspectives—the salesperson and the sales leader.

In this episode, we cover:

• What the salesperson should bring to the meeting to make it valuable
• What the sales leader must do to coach, guide, and create clarity
• My BEST model for structuring effective 1-on-1 conversations
• Real examples of how executing this well has driven success in the field

When done right, 1-on-1s become one of the most powerful tools for development, accountability, and momentum.

If your 1-on-1s feel rushed, awkward, or unproductive, this episode will help you turn them into something that actually moves performance forward.

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

How Do I Improve My Mindset in My Worst Month Ever?

Every salesperson eventually faces it: the worst month you’ve ever had.

In today’s Question of the Day, I break down how to respond when results are down and confidence is shaken. This episode isn’t about hype—it’s about perspective, process, and psychology.

In this episode, we cover:

• Why focusing on the process matters more than obsessing over outcomes
• How the law of averages works in your favor—if you execute consistently
• Why your results often gravitate toward your self-image
• Practical ways to strengthen your mindset when momentum feels gone

Bad months don’t define you. Your response to them does.

If you’re in a slump—or want to prepare for the next one—this episode will help you steady your mindset and get back to executing at a high level.

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

How do you connect with customers when nothing jumps out… and you’re not exactly a sports guy?
Today’s Question of the Day tackles a challenge every tech and comfort advisor runs into: walking into a home, scanning the walls, scanning the shelves… and finding zero to connect with. No sports memorabilia. No family pictures. No cute dog. Nothing.

So what do you do?

In this episode, I share a real story about buying a used Porsche — a car I knew absolutely nothing about — and how staying curious turned a complete mismatch into a great connection. I break down:

• Why pretending to know something never works
• The magic of letting the customer be the expert
• Questions that instantly open people up (“What draws you to this…?”)
• How curiosity builds trust faster than common interests ever will
• Why this works in sales and around the Thanksgiving table
• A little Ted Lasso wisdom: “Be curious.”

The truth? People love talking about themselves. If you stay curious, they’ll feel seen, safe, and connected — and that’s who they buy from.

Give it a listen before your next appointment… or before Thanksgiving dinner with that one relative you never know what to say to.

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

How Do I Hold an Individual Accountable?

Accountability isn’t about calling someone out in a group. It’s about having the right conversation in the right setting.

In today’s Question of the Day, I walk through one approach you should avoid—and one approach that actually works.

In this episode, we cover:

• Why addressing individual issues in a team setting strips you of credibility and power
• How holding accountability in a 1:1 setting creates clarity and ownership
• The difference between a training conversation and an accountability conversation
• Why it’s our responsibility to either execute the current process—or work to improve it—but not ignore it

Until leadership changes the process, we execute the process.

If you’re struggling to hold the line without damaging culture, this episode gives you a clear, professional framework to do it right.

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

“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 chrish@nexstarnetwork.com

How Do You Make Call Debriefs Productive—Not Emotional?

Call debriefs should build performance, not bruise egos.

In today’s Question of the Day, I compare call debriefs to the NFL as a business model—where reviewing the tape isn’t personal, it’s professional.

In this episode, I break down:

• Four key questions that make every debrief structured and productive
• How to ensure every unsold lead ends with a clear plan
• Why the ultimate goal is coaching in the moment so you can win the day

If your debriefs feel tense, defensive, or unproductive, this episode will help you turn them into one of the most powerful coaching tools in your business.

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

What Is a Good Follow-Up Cadence?

The best follow-up strategy? Close in the home.

But when that doesn’t happen, your follow-up can either create clarity—or create confusion.

In today’s Question of the Day, I break down what a strong follow-up cadence really looks like and challenge you with two critical questions:

1. When am I following up?
2. Why am I following up?

In this episode, we cover:

• Why closing in the home should remain the primary objective
• What studies and industry best practices say about timing and persistence
• How random follow-up hurts credibility
• How intentional follow-up increases clarity, urgency, and decisions

If your team is “just checking in” without purpose, this episode will help you build a follow-up approach that actually drives results.

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