Shows / Windshield Time
Windshield Time
Windshield Time, formerly known as The Service Contractor Radio Show is a podcast dedicated to home service technicians and salespeople. Your host, Chris Elmore will be there for you during your windshield time (or whenever you have time to listen!) to give advice on managing customer expectations, obliterating objections and connecting with your customers on a deeper level in the home.
Episodes
Windshield TimeHow to Get Through a Long Day of Service Calls Without Burning Out
How do you get through a long day of service calls without burning out? Almost none of it is external. It's what's between your ears. Start with your morning…
Windshield TimeThe 3 Cs Every Technician Needs: Competence, Confidence, Control
Most customers object for two reasons: lack of trust and lack of value. Someone who doesn't seem to know what they're doing because they can't communicate well…
Windshield TimeHow to Stop "Too Expensive" From Killing the Sale
Your tech hears "too expensive," packs up, and rolls to the next call. Another lost ticket... and he'll tell you the customer was just a cheapskate. But he…
Windshield TimeThe 30 Minutes That Decide Every Service Call
A typical service call runs two hours. But only about 30 minutes of it is spent face to face with the customer, and that small window is where trust gets built…
Windshield TimeHow to Get Customers on Your Side in the First 15 Minutes
A customer gets defensive the second you bring up money. It feels like it came out of nowhere. It didn't. You lost them the moment you walked up to the door…
Windshield TimeStop Diagnosing the Complaint. Diagnose the System.
_*]:min-w-0 gap-3"> Most techs diagnose the one thing the customer called about, fix it, and leave. The best techs diagnose the whole system, because the thing…
Windshield TimeThe Real Reason You're Losing Sales as a Technician (It's Not Your Skills)
You got 800 hours of technical training. You got 3 hours on customer service. You weren't trained for the moment a customer says "that's too expensive." That's…
Windshield TimeYou're Losing Money Before You Knock on the Door (Here's Why)
You pull up to a house. You see the yard, the cars, the neighborhood. Before you knock on the door, you've already decided what this customer can afford. You…
Windshield TimeHow to Handle Any Customer Objection (Using Skills You Already Have)
Every tech knows how to troubleshoot a system. But when a customer objects (I need to think about it, I need to talk to my spouse, that's more than I…
Windshield TimeStop Showing All 4 Options at Once (Here's Why You're Losing the Sale)
You built four options. You laid them all on the table. The customer's eyes went straight to the cheapest one. This episode fixes that. Chris Elmore breaks…
Windshield TimeWhy Customers Push Back on Your Recommendations
A lot of technicians think customer resistance starts at the price. Chris Elmore says it starts much earlier. In this episode, Chris uses a vivid analogy to…
Windshield TimeThe One Question That Reveals How Technicians See Their Job
"What is your job?" Most technicians answer the same way: fix the problem. But that answer reveals something important—many technicians see their role too…
Windshield TimeTechnicians: Your Job Isn't to "Just Fix it"
If you're a technician who believes your job is to "just fix it," this episode will challenge that mindset. In this episode of Windshield Time, Chris Elmore…
Windshield TimeWhat Business Owners Really Want from Technicians (Joe Bates from Northern Air Plumbing & Heating)
What does a service business owner actually expect from technicians? In this episode of Windshield Time, Joe Bates, owner of Northern Air Plumbing and Heating…
Windshield TimeWhy Service Calls Stall After Diagnostics (and What to Do Next)
Most service calls don't fail during diagnostics. They fail in the moment after. The inspection is complete. The findings are clear. And then the conversation…
Windshield TimeHow to Document a Service Call (And Why It Protects You)
When a service call goes bad, it's rarely because the work was wrong. It's because the conversation wasn't documented. In this episode of Windshield Time…
Windshield TimeWhat Technicians Miss Without a Diagnostic Checklist
Experience is your greatest asset—until it creates your biggest blind spot. In the Season 2 premiere of Windshield Time, Chris Elmore and Matthew Barbosa…
Windshield TimeWhy Self-Improvement Fails for Most Technicians
Most people don't quit on self-improvement. They quietly drift away from it. Not because they don't want change. But because they never built a system to…
Windshield TimeWhen Holiday Grace Runs Out: The Reset Every Technician Faces
The holidays change everything. Customers are more patient. Mistakes get forgiven. Standards quietly soften. Then January hits...and all of that disappears. In…
Windshield TimeWhy the Same Objections Keep Showing Up on Your Calls (Most Replayed Moments)
If the same objections keep showing up, it's not coincidence. It's information. This Windshield Time compilation brings together the most replayed…
Windshield TimeWhy Great Technicians Don't "Handle" Objections, They Diagnose Them.
Technicians aren't losing deals because they lack answers. They lose trust because they solve problems too early. In this episode of Windshield Time, Chris…
Windshield TimeHow Techs Lose Calls (and Control) During the Holiday Season
The holidays don't just change schedules...they change mindsets, customer behavior, and the entire rhythm of the trades. And most techs don't realize how much…
Windshield TimeWhy Customers Need Clarity Before the Price
Most technicians think customers push back because of the price. But the truth is simpler: Customers push back because they don't understand the problem. In…
Windshield TimeStop Pushing the Fix: Why LEAP Closes Calls Without Begging
Technicians don't lose the call because of price. They lose it because they solve too fast. In this episode of Windshield Time, Chris Elmore and Brandon…
Windshield TimeWhat Customers Really Decide in the First 10 Minutes of a Service Call
Customers decide more in the first 10 minutes than most technicians realize. Company reputation may get you the call — but your credibility determines…
Windshield TimeHow Technicians Lose Customers Without Even Realizing It
Most technicians think their job is to fix the system. But great technicians know—the real mission is to serve the person behind the problem. In this episode…
Windshield TimeWhy People Don't Listen to You (and How to Fix It)
Most people don't want your advice. They don't want you to fix their problem. They just want to feel understood. In this episode of Windshield Time, Chris…
Windshield TimeHow Habits Shape 40% of Your Day (and Your Success)
Most of your day runs on autopilot — about 40% of it, to be exact. In this episode of Windshield Time, Chris Elmore and Brandon Cockrell dig into the Power of…
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How Curiosity Closes More Calls (and Builds Real Trust)
In the trades, most techs learn to fix things...only a few learn to notice things. In this episode of Windshield Time, Chris Elmore and Brandon Cockrell reveal…
Windshield TimeHow Top Technicians Produce Revenue without Losing Integrity
What's the difference between a good technician and a complete professional? In this episode of Windshield Time, Chris Elmore and Jesse Olson break down the…
Windshield TimeGood Techs Fix. Great Techs Solve and Communicate.
Every service technician can fix things...but not every tech is a true problem solver. In this episode of Windshield Time, Chris Elmore and Jesse Olson break…
Windshield TimeThe Overlooked Skills That Make Great Service Technicians
What separates an average technician from one customers love and leaders promote? It's not just technical skill — it's the discipline and soft skills that…
Windshield TimeThe 3 Roles Every Service Technician Must Master (And Why Skills Alone Won't Cut It)
Every service technician learns the trade, but not every tech becomes great. Why? Because technical skills alone won't cut it. In this episode of Windshield…
Windshield TimeWhere Profit Slips Away in Home Service Businesses (And How to Fix It)
Most home service owners think about growth in terms of calls booked, revenue, and trucks on the road. But profit often slips away in the small, hidden gaps…
Windshield TimeWhy a "Simple Fix" Costs $400: Showing Customers the Real Value of Service
Every trade faces it — HVAC, plumbing, electrical: You show up, diagnose the problem, replace a part, and 20 minutes later the system is running again. The…
Windshield TimeHow Technicians Build Confidence & Stay in Control of Service Calls
Every great service technician knows the 3 C's: competence, confidence, and control. But how do you actually build them? In this episode of Windshield Time…
Windshield TimeThe 3 C's Every Service Technician Must Master (Confidence, Competence & Control)
What makes a great service technician? It's not just tools or technical knowledge—it's mastering the 3 C's: Confidence, Competence, and Control. In this…
Windshield TimeWhy Authority and Scarcity Make Customers Say "Yes"
Every buying decision is shaped by psychological triggers. In this episode of Windshield Time, Chris Elmore and James Walker break down two of the most…
Windshield TimeHow Trust and Social Proof Close Calls Before Price Matters
Why do customers say "yes" to one tech and "no" to another? It often comes down to two overlooked influence skills: Consensus and Likability. In this episode…
Windshield TimeReciprocity and Consistency Win Jobs Before Price Matters
Every buying decision is influenced by more than facts or price. Two psychological principles (Reciprocity and Consistency) play a massive role in how…
Windshield Time6 Psychological Skills Every Tech Needs to Win Trust in the Home
Some techs walk into a home and customers instantly feel comfortable. Others can't get past "let me think about it." It's not luck. It's learnable skills. In…
Windshield TimeHandling Know-It-All Customers Without Getting Defensive
These days, customers show up armed with YouTube videos, online forums, and a confidence that can make even seasoned techs bristle. So, what do you do when a…
Windshield TimeHow Techs Earn the Right to Tell Customers "That's a Bad Idea."
What do you do when your customer insists on a cheap Band-Aid fix instead of the real repair you know they need? In this episode of Windshield Time, Chris…
Windshield TimeProfessional. Expert. Authority. How to Win Trust and Earn More in the Trades
If customers don't see you as a professional expert authority, they're less likely to trust your recommendations or pay what your work is worth. In this…
Windshield TimeWhy Homeowners Don't Understand You (And What to Do About It)
If customers don't understand you, it's harder for them to trust you, and even harder for them to buy from you. In this episode of Windshield Time, Chris…
Windshield TimeWhy Techs Accidentally Sell the Cheapest Option (And How to Stop)
When a customer chooses the cheapest option, is it really because of price or because of how it was presented? In this episode of Windshield Time, Chris Elmore…
Windshield TimeBusy Season Chaos? Stick to the Process or Pay the Price.
In the trades, busy season feels like chaos—calls stack up, the pressure ramps, and the temptation to rush is real. But here's the truth: cutting corners…
Windshield TimeHow Great Techs Present Findings Without Losing the Customer
Ever presented your findings… and watched the customer go quiet? In this episode of Windshield Time, Chris Elmore and James "J-Dub" Walker unpack what really…
Windshield TimeWhat Most Techs Don't Realize About Price, Profit, and Staying in Business
"Why do we have to charge so much?" If you've ever asked that question—or had a customer ask it—this episode is for you. In this candid breakdown, Chris Elmore…
Windshield TimeHow Familiarity Can Kill Trust (And How to Avoid It)
Just because you've been there before doesn't mean the process changes. In this episode of Windshield Time, Chris Elmore and James "J-Dub" Walker break down…
Windshield TimeDisarming Difficult Customers: The 3-Step Framework That Actually Works
Not every objection is about price. Sometimes, customers are already frustrated the moment you pull up. In this episode of Windshield Time, Chris Elmore and…
Windshield TimeWhy Great Salespeople Read People, Not Scripts
The best sales pros don't just follow a script—they read the person in front of them. In this episode of Windshield Time, Chris Elmore and James Walker break…
Windshield TimeThe Truth Behind Multiple Bids and How to Win Anyway
Ever been told, "I'm getting a few other bids" or "I want a second opinion"—and didn't know what to say next? In this episode of Windshield Time, Chris Elmore…
Windshield TimeHow to Handle the Most Emotionally Charged Objection in the Trades
Money objections are tough, especially when you hear "I can't afford it." In this episode of Windshield Time, Chris Elmore and James Walker dive into one of…
Windshield TimeWhat to Do When Customers Say "I Need to Think About It"
Ever heard "I need to think about it" and watched your sale walk out the door? In this episode of Windshield Time, Chris Elmore and James Walker unpack one of…
Windshield TimeFrom Shutdown to $4.75M: The Fix That Changed Everything
In today's episode of Windshield Time, hosts Chris Elmore and guest Jack Arnold dive into the game-changing mindset shifts that helped turn a drowning…
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How to Handle "I Need to Talk to My Spouse" Without Losing the Sale
In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. tackle one of the most challenging and frustrating objections in…
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The Truth About Pricing Pushback: Handling Money Objections Right
In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. dive deep into one of the biggest challenges in sales—handling…
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Getting 1% Better With Atomic Habits
In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. explain the concept of 1% improvments, and why making them day in…
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The Number One Thing To Do In The Home
In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. pose the question, "What is the number one thing to do in the…