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PODCAST

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.

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All Episodes

34:01

Overcoming the Fear of Using Your Knowledge

Windshield Time ·

2020/11/20

This week on the podcast, Chris Elmore (the host) and Chris Loudermilk (the assistant to the host) talk about the ways you can overcome your fear of implementing the techniques you learn for communicating with the customer. They discuss: How to practice every day. Establishing rituals to help you stay on track. Holding yourself accountable to your results. Fear of implementing is the number one thing holding back most technicians from hitting their personal and professional

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32:29

Encore - Handling Objections

Windshield Time ·

2020/11/13

In this encore episode of the podcast, Chris Elmore and Chris Loudermilk continue their discussion on handling objections. Specifically, this week they discuss how to handle the “multiple bids” objection.

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47:56

Encore: Overcoming Fears of Selling

Windshield Time ·

2020/11/06

In this encore presentation of the podcast, Chris Elmore and Chris Loudermilk talk about how to overcome your fears of selling. Most of us sell something in our daily lives. Even when we were babies, we had to sell someone on feeding us when we were hungry, holding us when we were fussy, and changing our diapers when we needed it. As we’ve gotten older, it’s gotten harder to sell. We have to learn to sell in a different way. As techs or salespeople, you are selling all day long, every day. For some,

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34:37

Don't Be a "Mall Cop" Tech

Windshield Time ·

2020/10/16

Today on the podcast Chris and Chris talk about the presentation you should be making to your customers on every call. Most techs will report back to the customer with all of the issues they found. It usually involves the tech listing out the issues and then asking the customer what he or she thinks. But the customer doesn't know. They're not the expert. You are the expert and an expert makes a purposeful, customized presentation with the best recommendation.

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35:29

LEAP Through Objections

Windshield Time ·

2020/10/02

All of you will face objections of one type or another when asking your customers to buy. On this episode of the podcast, Chris and Chris show you how to LEAP through Objections.

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41:06

Age and Lack of Maintenance

Windshield Time ·

2020/09/25

On this episode of the podcast, Chris and Chris talk about something that makes everything fail eventually: Age and lack of maintenance. It's a concept everyone understands – if you don't do maintenance, cleaning, adjusting, and testing on a regular basis, things breakdown and wear out. Whether its a car, an HVAC system, an electrical panel, or even your body, everything succumbs to getting older and the lack of maintenance. Your customer needs to be aware of how age and the lack of maintenance

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33:22

You Gotta Have A Strong FU (Follow Up) Game

Windshield Time ·

2020/09/18

This week on the podcast, Chris and the Assistant to the Host, Chris Loudermilk discuss the FU – Follow Up game. You must have a great FU game to be great at converting opportunities. We all know that some opportunities don’t get done in one visit. Following up is crucial and you must have a great FU game plan.

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43:17

Throwback Episode: Expert Consultant

Windshield Time ·

2020/09/11

In this episode of the Service Contractor Radio Show, we're sharing one of our episodes from the past. This podcast is all about finding your worth, becoming a better provider and coming into your own as an expert consultant.

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47:09

Making a Great Case

Windshield Time ·

2020/08/28

Today on the podcast, Chris and Chris talk about making a great case for the customer to take your professional recommendation. Just like Tom Cruise in the movie A Few Good Men, you have to bring together seemingly insignificant and disconnected facts to make a great case and win over the jury. In the movie, Cruise's character is trying to get Jack Nicholson's character, Colonel Jessup, to admit that he gave an illegal order that caused the death of a marine. Cruise uses a phone bill, the Colonel's

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41:21

Prescriptions Aren't Just for Doctors

Windshield Time ·

2020/08/21

In this episode, Chris & Chris discuss prescriptions. We use "Prescriptions" in the PRESS PLAY model. And not by coincidence. We use it because it accurately describes what you should do as a tech. Just like a doctor, you should prescribe a treatment that is your professional recommendation. This is your prescription.

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34:20

Introducing Kenny Smith

Windshield Time ·

2020/08/07

This week on the podcast, Chris Elmore and his everlasting forever sidekick, Chris Loudermilk, introduce you to the newest Service Excellence Training team member, Kenny Smith. Kenny brings a wealth of experience from another service trade, the landscaping business. Kenny spent many years owning and operating a landscape management and installation business with his wife, Paula. From that experience, Kenny brings his sales skills, both in-home and business to business, troubleshooting and service,

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35:15

Converting the One Time Tune Up or Inspection

Windshield Time ·

2020/07/24

This week on the podcast, Chris & Chris discuss how to convert the one-time tune-up or inspection. It’s an old strategy used to attract new customers with a low-cost one-time tune-up or inspection. Most techs don't like doing these especially when its busy. But these one-time tune-ups build business and provide great opportunities. Here are some tips to help you maximize these opportunities.

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34:47

What Does "Professional" Really Mean

Windshield Time ·

2020/07/10

Today on the podcast, Chris Elmore and his sidekick, Chris Loudermilk, discuss what "professional" means in the trades. While it can mean something different to everyone you ask, the guys give their opinion on what "professional" means to them.

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43:58

Special Edition: Interview with Mark Stepowoy

Windshield Time ·

2020/07/01

In this special edition of The Service Contractor Radio Show, Todd Liles interviews Mark Stepowoy, owner of 24 different Roto-Rooter franchises across the midwest region of the country. In this interview, Mark discusses his humble beginnings and his success as a business owner.

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38:18

Don't Be "That Tech"

Windshield Time ·

2020/06/26

This week on the podcast Chris Elmore and Chris Loudermilk talk about “That Tech.” You know who we mean. Hopefully, it isn’t you. That tech is the one with the bad attitude about everything. Listen to this week's show for a passionate discussion about “That Tech.” Don’t be that tech.

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36:00

Needs Vs. Wants

Windshield Time ·

2020/06/19

This week on the podcast Chris Elmore and Chris Loudermilk discuss needs versus wants. You have to be good at recognizing the difference and identifying both with your customers. The guys talk about the differences between needs and wants, how you uncover both, and presenting both.

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46:36

Repair Versus Replace

Windshield Time ·

2020/06/05

On this week’s podcast, Chris Elmore and Chris Loudermilk discuss repair versus replace. This can be a controversial subject depending on where you are on the spectrum from “fixing it until you can’t” and “replacing it as soon as it can be”. Chris & Chris will tell you where it makes sense to have that conversation, give you examples of how to make the transition, and how to make the case.

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35:21

The Whole Home Inspection

Windshield Time ·

2020/05/29

On the podcast today, Chris Elmore and Chris Loudermilk are discussing the whole home inspection. Specifically, they talk about how to make it make sense for the customer. Most customers expect you to “just fix it” and don’t expect that you need to check the whole system. Listen for some things to use to help with the transition from the problem to the whole home inspection.

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39:37

All Things Pricing

Windshield Time ·

2020/05/22

This week on the podcast, Chris Elmore and Chris Loudermilk discuss all things pricing. Many technicians have issues with pricing or presenting what they perceive as expensive repairs or replacement options. In this podcast, Chris and Chris talk about the reasons you probably might think this. They’ll also give you some suggestions for overcoming these thoughts.

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38:28

The Language of Sales Part Deux

Windshield Time ·

2020/05/08

This week on the podcast, Chris & Chris continue their discussion on the Language of Sales. There were lots of requests for more on this topic. Listen to find out how they broke it down.

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