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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

50:40

How Habits Shape 40% of Your Day (and Your Success)

Windshield Time ·

2025/10/29

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 Habit — how tiny routines decide your results long before motivation does. From trading a morning Dr Pepper for water to learning how Tony Dungy rebuilt a football team through simplicity, this episode shows how to change your routines without changing your goals. You'll learn: The cue–routine–reward loop that controls behavior Why 40% of

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48:53

How Curiosity Closes More Calls (and Builds Real Trust)

Windshield Time ·

2025/10/22

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 the hidden skill that separates average technicians from elite ones: curiosity. Curious technicians ask better questions, read environments faster, and earn trust without forcing it. Observation helps you see what others miss — and that’s where real connection starts. They’ll show you how to: -Use observation to anticipate customer needs and

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31:58

How Top Technicians Produce Revenue without Losing...

Windshield Time ·

2025/10/15

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 final role in the Four Technician Roles framework: the Revenue Producer. Most techs think revenue means “selling.” It doesn’t. As Jesse says: “Revenue without excellence is the grind. Excellence without revenue is a hobby.” Being a Revenue Producer means owning your time, your results, and your responsibility to the company and the customer

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39:54

Good Techs Fix. Great Techs Solve and Communicate.

Windshield Time ·

2025/10/08

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 down what problem solving really means in the trades. It’s not just diagnosing and repairing — it’s about translation, communication, and trust. Too many techs either exaggerate the danger or minimize the value of their work. Both erode trust. Customers don’t just want something fixed — they want to understand the problem, the risks, the

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49:32

The Overlooked Skills That Make Great Service...

Windshield Time ·

2025/10/01

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 build trust. In this episode of Windshield Time, Chris Elmore sits down with Jesse Olson and David Grennel. David shares his personal transformation — losing 70 pounds, reshaping his habits, and sharpening his communication — and how that discipline turned him into a stronger technician and leader. Jesse and Chris highlight why appearance,

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47:24

The 3 Roles Every Service Technician Must Master (And...

Windshield Time ·

2025/09/24

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 Time, Chris Elmore and Jesse Olson (owner of The Happy Outlet) break down the 3 roles that separate great technicians from average ones: Client Delighter: Customers remember the experience more than the repair. Problem Solver: Clear communication and long-term solutions matter as much as technical fixes. Revenue Producer: Stewardship,

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45:21

Where Profit Slips Away in Home Service Businesses...

Windshield Time ·

2025/09/17

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 inside the business. In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker break down the areas where money leaks out of HVAC, plumbing, and electrical companies — and how leaders can tighten up processes to keep profit in the business. Here’s what you’ll learn: The most common places profit gets lost in service companies

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55:12

Why a “Simple Fix” Costs $400: Showing Customers the...

Windshield Time ·

2025/09/10

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 invoice? $400. And the customer says: “Why am I paying so much for something that looks so quick and simple?” In this episode of Windshield Time, Chris Elmore and James “J Dub” Walker unpack one of the most common challenges in the trades: explaining the true cost of service calls. Here’s what you’ll learn: -Why customers confuse time and parts

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50:08

How Technicians Build Confidence & Stay in Control of...

Windshield Time ·

2025/09/03

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, Chris Elmore and James “J Dub” Walker break down how technicians can go from just “knowing the work” to leading conversations with customers and closing calls with confidence. Inside this episode: -Why competence always comes first (skills + knowledge = confidence) -The role of personality profiles (High S & High C) in shaping confidence -Why

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45:52

The 3 C’s Every Service Technician Must Master...

Windshield Time ·

2025/08/27

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 episode of Windshield Time, Chris Elmore and James “J Dub” Walker dive deep into how HVAC, plumbing, and electrical technicians can build the skills and mindset that customers trust. Here’s what you’ll learn in this episode: -Why confidence is contagious and how it builds customer trust -The difference between knowledge, competence, and wisdom in

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51:12

Why Authority and Scarcity Make Customers Say “Yes”

Windshield Time ·

2025/08/20

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 powerful influence principles (Authority and Scarcity) and show how they apply to every in-home sales call. Here’s what you’ll learn: -Why customers trust authority and how to position yourself as a credible expert -How scarcity drives urgency and action (without manipulation) -Real-world service call examples of authority and scarcity in play -The

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39:07

How Trust and Social Proof Close Calls Before Price...

Windshield Time ·

2025/08/12

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 of Windshield Time, Chris Elmore and James Walker break down how people look for social proof before making a decision, and why being liked and trusted can outweigh the cheapest price. Here’s what you’ll learn: -The “safety in numbers” effect that makes buyers feel confident in choosing you -How to localize consensus so customers can relate to

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40:54

Reciprocity and Consistency Win Jobs Before Price...

Windshield Time ·

2025/08/06

Every buying decision is influenced by more than facts or price. Two psychological principles (Reciprocity and Consistency) play a massive role in how comfortable customers feel saying “yes.” In this episode of Windshield Time, Chris Elmore and James Walker break down these two science-backed influence skills and show you how they apply to every in-home service call: 1) Reciprocity: Why small, genuine gestures make people feel good about returning the favor 2) Consistency: How asking the right

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46:40

6 Psychological Skills Every Tech Needs to Win Trust...

Windshield Time ·

2025/07/30

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 this episode of Windshield Time, Chris Elmore and Harold James Walker break down 6 psychological skills every service professional needs to earn trust, guide decisions ethically, and close more calls without pressure tactics. You’ll discover: -The six science-backed skills that shape buying decisions -How to use psychology ethically -Ways to

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33:53

Handling Know-It-All Customers Without Getting Defensive

Windshield Time ·

2025/07/16

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 customer thinks they know more than you? In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker tackle one of the trickiest moments in the trades: handling customers who challenge your expertise. What's Inside: -Why customers feel so confident (and where they get their info) -How to spot the early signs of a “know-it-all”

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44:48

How Techs Earn the Right to Tell Customers "That’s a...

Windshield Time ·

2025/07/09

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 Elmore and James “J-Dub” Walker dive deep into one of the toughest moments in the trades: telling a customer “That’s a bad idea.” This episode is for every technician, salesperson, or service professional who’s ever struggled with customers rejecting expert recommendations, choosing quick fixes, or balking at bigger repairs or replacements. What's

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41:43

Professional. Expert. Authority. How to Win Trust and...

Windshield Time ·

2025/07/02

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 episode of Windshield Time, Chris Elmore and James “J-Dub” Walker dig into why being skilled isn’t enough. Customers judge you on how you show up, how you communicate, and whether you project authority. You’ll learn how to step into the role of a Professional Expert Authority so you earn higher tickets, close more sales, and build a reputation as

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42:34

Why Homeowners Don’t Understand You (And What to Do...

Windshield Time ·

2025/06/25

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 Elmore and James “J-Dub” Walker reveal why overexplaining systems, parts, and technical jargon leads to confusion, stalled decisions, and lost trust. You’ll learn how to take complex home service concepts, whether HVAC, plumbing, or electrical, and explain them in a way that actually makes sense to your customer. This isn’t about dumbing things

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45:12

Why Techs Accidentally Sell the Cheapest Option (And...

Windshield Time ·

2025/06/18

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 and James “J-Dub” Walker reveal why customers default to low-price decisions—and how techs unknowingly reinforce that bias. Packed with real-world roleplay and proven frameworks, this episode teaches you how to present pricing with confidence, educate customers without confusion, and protect the value of your premium work. You’ll learn how

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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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151 results

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