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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

40:54

Busy Season Chaos? Stick to the Process or Pay the...

Windshield Time ·

2025/06/11

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 doesn’t save time—it costs you. In this episode of Windshield Time, Todd Liles and Chris Elmore share why slowing down and sticking to the process is the fastest way to consistency, trust, and long-term wins. If you’re feeling the heat in your business right now, this episode is your reset button. You’ll learn how to: -Stick to full processes—even

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37:26

How Great Techs Present Findings Without Losing the...

Windshield Time ·

2025/06/04

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 causes that reaction—and how to prevent it. From the very first question you ask, you’re either setting context or setting a trap. If you want the customer to trust you when it matters most, you’ve got to build contrast early and deliver findings with clarity, confidence, and control. You’ll learn how to: -Ask better questions that build trust

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45:58

What Most Techs Don’t Realize About Price, Profit,...

Windshield Time ·

2025/05/28

“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 and James “J-Dub” Walker unpack what it really costs to run a service call, why pricing isn’t based on greed, and how to explain value when customers don’t understand what they’re paying for. This is the financial literacy episode every tech and salesperson should hear. You’ll learn how to: -Break down fixed costs vs. variable costs in simple

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48:13

How Familiarity Can Kill Trust (And How to Avoid It)

Windshield Time ·

2025/05/21

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 the common trap techs fall into with returning customers—skipping steps, rushing intros, and assuming too much. You'll learn how to: Because familiarity doesn’t excuse laziness—it demands excellence. -Adapt your intro without losing professionalism or control -Balance familiarity with structure for a better customer experience -Avoid lazy

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35:20

Disarming Difficult Customers: The 3-Step Framework...

Windshield Time ·

2025/05/14

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 James “J-Dub” Walker unpack the invisible minefields techs face—frustrated customers, callbacks, pre-diagnosed opinions, and homeowners who try to control the process. You’ll learn how to: -Navigate awkward customer situations without taking the blame -Use the “ERR” method: Empathize, Reassure, Redirect -Avoid apologizing for things you don’t

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43:16

Why Great Salespeople Read People, Not Scripts

Windshield Time ·

2025/05/07

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 down how understanding personality types (like DISC) helps techs adapt faster, build trust, and close more calls without sounding robotic. You’ll hear exactly how to spot a Driver at the door, how a Stable personality might hide their objections, and how to adjust your tone and questions to connect faster with each type. 📥 Download the FREE

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48:18

The Truth Behind Multiple Bids and How to Win Anyway

Windshield Time ·

2025/04/30

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 and James Walker break down how to confidently handle process-driven objections like multiple bids or second opinions. You’ll learn how to avoid getting defensive, build credibility early, and ask the right questions to keep control of the conversation and close the sale without pressure. 📥 Download the FREE Objection Handling Playbook —

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53:42

How to Handle the Most Emotionally Charged Objection...

Windshield Time ·

2025/04/23

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 the most emotional objections techs face in the field. You’ll learn why affordability objections feel so awkward, how to overcome your own money biases, and how to turn a vulnerable moment into a confident path forward. 📥 Download the FREE Objection Handling Playbook — loaded with scripts and strategies to help techs close more calls:

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43:43

What to Do When Customers Say “I Need to Think About It"

Windshield Time ·

2025/04/16

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 the most common—and misunderstood—objections in the field. Learn what that phrase really means, why it’s usually a smokescreen, and how to respond without being pushy, salesy, or awkward. You’ll walk away with tools to turn vague brush-offs into confident conversations that move the sale forward. 📥 Download the FREE Objection Handling

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43:15

Fix Your Process, Fix Your Business: From Shutdown...

Windshield Time ·

2025/03/27

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 electrical business into a $4.75 million success story. Jack was $250,000 in debt, working until 1 a.m., and ready to shut the doors—until one conversation flipped the switch. 🎧 Tune in to learn: The moment Jack knew he had to bet on himself Why offering flat-rate pricing and options changed everything The diagnostic tool that boosted revenue

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40:23

How to Handle "I Need to Talk to My Spouse" Without...

Windshield Time ·

2025/02/28

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 the home service world — “I need to talk to my spouse.” They break down why this objection is so powerful, what it really means, and why many techs handle it the wrong way. Chris and James share practical scripts and techniques you can use today to follow your customer onto their sacred ground without getting shut down. If you’re looking for a

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42:47

The Truth About Pricing Pushback: Handling Money...

Windshield Time ·

2025/02/13

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 money objections like a pro. Whether a customer says, “That’s too expensive,” “I need to think about it,” or “I just can’t afford it right now,” how you respond can make or break the sale. Chris and J-Dub explain the difference between objections and denials, why price pushback isn’t always about money, and how to navigate these conversations

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48:44

Getting 1% Better With Atomic Habits

Windshield Time ·

2025/01/29

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 and day out compounds over time. They also pull from the James Clear's book "Atomic Habits" to explore how you can implement this idea today! If you're looking for a nugget of wisdom to up your service game, we may just have it here today. Take one small step and you can have it. Listen now! Sign up for an upcoming class here! The coaches at

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51:20

The Number One Thing To Do In The Home

Windshield Time ·

2025/01/15

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 home?" Chris and James give great answers that range from establishing confidence to demonstrating professionalism. If you're looking for a nugget of wisdom to up your service game, we may just have it here today. Take one small step and you can have it. Listen now! Sign up for an upcoming class here! The coaches at Service Excellence have worked

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44:12

Closing the Sale is Natural

Windshield Time ·

2024/12/25

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. explore why closing is the natural conclusion to a well executed sales process by making the interaction less transactional and more relational. If you're looking for a nugget of wisdom to up your service game, we may just have it here today. Take one small step and you can have it. Listen now! Sign up for an upcoming class here! The coaches at Service Excellence have worked closely with more than 1,000

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45:08

Asking Great Questions With LEAP

Windshield Time ·

2024/12/04

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. dive into the LEAP method of handling objections, taking a hard look at the "asking questions" phase. They explore how asking great questions can build trust and credibility and often solve client anxities and issues. If you're looking for a nugget of wisdom to up your service game, we may just have it here today. Take one small step and you can have it. Listen now! Sign up for an upcoming class here! The

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44:48

Three Ways Clients Pay: Money, Time, and Emotion

Windshield Time ·

2024/11/20

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. explore the three ways customers spend with your company; money, time, and emotion. They discuss how these elements intertwine and affect the customer experience, emphasizing the importance of emotional connections in the transaction process. If you're looking for a nugget of wisdom to up your service game, we may just have it here today. Take one small step and you can have it. Listen now! Chapters:

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46:51

Handling Objections, A Christmas Story

Windshield Time ·

2024/11/06

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. explore strategies to handle the objections you're sure to face in the upcoming holiday season, and how Ralphine from "A Christmas Story" can help you overcome these obstacles. If you're looking for a nugget of wisdom to up your service game, we may just have it here today. Take one small step and you can have it. Listen now! Chapters: 00:00 Introduction 11:39 Understanding the Holiday Objection

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38:03

Raising Awareness and the Prescription Pyramid

Windshield Time ·

2024/10/23

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. discuss raising the customer's awareness by utilizing the prescription pyramid to build a compelling case of services for the client. If you're looking for a nugget of wisdom to up your service game, we may just have it here today. Take one small step and you can have it. Listen now! Chapters: 00:00 Introduction 02:59 Personal Updates 06:00 Insights from Recent Industry Visits 08:56 Quotes and

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47:26

Is Creating Urgency Ethical?

Windshield Time ·

2024/10/09

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. differentiate between manipulation and influence in sales, emphasizing the need for authentic conversations and building context to create positive influence. They pose the question, "Is creating urgency ethical?" If you're looking for a nugget of wisdom to up your service game, we may just have it here today. Take one small step and you can have it. Listen now! Chapters: 00:00 Introduction to

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