Windshield Time

Chris Elmore
  • 4,7 (32)
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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.

  1. Stop Showing All 4 Options at Once (Here's Why You're Losing the Sale)

    15 DE ABR.

    Stop 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 down why presenting all four options at the same time costs you money on every call — and teaches the top-down method that uses the trust you've already built to guide the customer toward the best solution. He covers the psychology of forced buys, why four options is the right number, and exactly how to build them using the red, yellow, green diagnostic system. You'll also hear two stories you won't forget — a Hot Wheels toothbrush that explains your entire job as a tech, and a gas station on a hill that will change how you present tomorrow morning. You'll learn: Why showing all four options causes customers to anchor on the cheapest The difference between fun buys and forced buys — and why it matters How to build and present your four options from the top down What to do when the customer says no — the LEAP method Why fighting for your recommendation is the most professional thing you can do Full show notes and resources: servextra.com Subscribe & listen: Spotify: https://open.spotify.com/show/5DlsGABopPu9Qq9NNhK4hu?si=70c11c4b09aa4dec Apple Podcasts: https://podcasts.apple.com/us/podcast/windshield-time/id1386770507 All episodes: servextra.com/episodes Hosted by Chris Elmore. Got a question? Reach Chris at elmore@servextra.com

    35 min
  2. Why Customers Push Back on Your Recommendations

    1 DE ABR.

    Why 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 explain what happens when a technician gives a customer bad news without preparing them first. The result is confusion, defensiveness, and the urge to escape... just like someone reacting to an unexpected explosion. The point is not the drama of the analogy. The point is what surprise does to trust. This conversation breaks down why great technicians still lose customers during the presentation phase, and how to prevent that by setting expectations earlier in the call. Chris explains how the right questions create context, how context creates contrast, and how credibility, agenda, and price help settle anxiety before the diagnosis is ever delivered. He also shows why PRESS PLAY is more than structure... it is a way to make the final recommendation feel logical instead of alarming. If you want smoother calls, less pushback, and more trust when it is time to present options, this episode will help you understand what is really happening inside the customer's mind. If this episode hit home, follow, review, and share it with a technician who wants to run smoother calls and build more trust in the home. Windshield Time exists to help techs grow their skills, their confidence, and their careers. JOIN OUR NEXT LIVE PRESS PLAY TRAINING SERIES:  https://www.servextra.com/press-play-training-series/

    26 min
  3. The One Question That Reveals How Technicians See Their Job

    18 DE MAR.

    The 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 narrowly. In this episode of Windshield Time, Chris explains why professional technicians carry a much larger responsibility when they enter a customer's home. A technician isn't just there to repair equipment. They are responsible for discovering the condition of the system, clearly explaining the solutions, guiding the homeowner's decision, and ultimately delivering work that builds long-term trust. Chris outlines the five responsibilities of a professional technician and explains why technicians who understand these responsibilities become far more effective communicators, advisors, and professionals in the home. For technicians in HVAC, plumbing, electrical, and home services, this episode offers a new way to think about what the job really is. If this episode helped sharpen the way you think about the job, follow the show, leave a review, and share it with a technician who's serious about becoming a true professional. Windshield Time exists for one reason—to help technicians grow their skills, their confidence, and their careers.

    25 min
  4. Technicians: Your Job Isn't to "Just Fix it"

    4 DE MAR.

    Technicians: 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 sits down with Joe Bates, owner of Northern Air Plumbing & Heating, to break down what separates average service technicians from true professionals. A technician's job is to diagnose the entire system, tell the story of what's happening, and explain what it takes to make it work the best, last the longest, and be the safest — even if that means replacement. Inside this episode: • Why "just fix it" keeps techs stuck at sixes and sevens • How settling customer anxieties increases trust and closes jobs • Why system diagnosis beats patchwork repairs • How HVAC sales starts with clarity, not pressure • Why professional technicians practice more than they perform • How physical fitness impacts longevity in the trades • Why learning outside the clock separates average techs from leaders If you want to grow as an HVAC technician, plumbing technician, or electrical service professional, this episode lays out what owners actually notice and reward. Because pros don't just fix. They diagnose, communicate, and lead the conversation. If this episode challenged how you show up in the home, follow the show, leave a review, and share it with another technician who wants to move beyond "just fixing it." Windshield Time is for home service professionals who want to master in-home service and sales. Service Excellence Training & Workshops https://www.servextra.com

    44 min
  5. What Business Owners Really Want from Technicians (Joe Bates from Northern Air Plumbing & Heating)

    18 DE FEV.

    What 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, shares the ownership perspective most technicians never hear. This is not theory. It's what ownership sees every day. Payroll. Margins. Reputation. Risk. Joe explains what sets average technicians apart from trusted professionals — and how technicians' behavior directly affects company stability. In this episode: • What Joe Bates expects from his technicians • Why calm presence inside the home matters • How accountability affects profitability • What ownership really means in plumbing and HVAC • How culture starts with standards • Why discipline builds trust with customers If you work in HVAC, plumbing, or electrical service, this episode will change how you think about ownership. If this episode helped you see ownership differently, follow the show and leave a review. Reviews help more technicians and service leaders find Windshield Time. And if you're serious about growing in the trades, send this to someone on your team who needs to understand the bigger picture.

    42 min
  6. Why Service Calls Stall After Diagnostics (and What to Do Next)

    4 DE FEV.

    Why 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 stalls. In this episode of Windshield Time, we break down why service calls stall after diagnostics and what technicians can do to move the call forward without sounding salesy, awkward, or unsure. This isn't about closing harder. It's about leading the next step. In this episode, you'll learn: Why technicians hesitate after diagnostics The difference between findings and forward motion How hesitation weakens confidence and trust Why customers feel uncertainty in the pause The mistake techs make when they over-explain How clear options move the call forward naturally Why structure beats persuasion What to do immediately after diagnostics are complete If you've ever finished an inspection and thought, "Now what?", this episode shows you exactly what's missing. 📥 Download the FREE Objection Handling Playbook — loaded with scripts and strategies to help techs close more calls: https://www.servextra.com/objection-handling-playbook-download/ FOLLOW + REVIEW Enjoyed this episode? Follow us and leave us a review. Then share it with a teammate who needs to hear it.

    35 min
  7. How to Document a Service Call (And Why It Protects You)

    28 DE JAN.

    How 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, Chris Elmore and Matthew Barbosa explain how to document a service call properly and why documentation protects technicians long after the job is done. This episode reframes documentation away from paperwork and toward clarity, protection, and trust, for technicians, customers, and everyone who looks at the job later. In this episode, you'll learn: How to document a service call step by step What "CYA" really means for technicians Why undocumented work might as well not exist How documentation prevents callbacks and blame Why customers forget conversations but remember documentation How green items build credibility alongside red ones Why minimizing language weakens trust How thorough documentation sets up everything that comes next If you want fewer callbacks, stronger trust, and protection after you leave the house, this episode shows why documentation matters. 📥 Download the FREE Objection Handling Playbook — loaded with scripts and strategies to help techs close more calls: https://www.servextra.com/objection-handling-playbook-download/ FOLLOW + REVIEW Enjoyed this episode? Follow us and leave us a review. Then share it with a teammate who needs to hear it.

    35 min
  8. What Technicians Miss Without a Diagnostic Checklist

    21 DE JAN.

    What 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 dismantle the myth that "seasoned pros don't need checklists." If you're relying on your gut to diagnose, you're leaving money, trust, and your reputation on the table. We dive into why the diagnostic checklist isn't about finding the problem—it's about the "Juggernaut Strike": making one undeniable point that secures the sale before you even open your mouth. In this episode, you'll learn: The Routine Trap: How your "automatic" expertise creates invisible blind spots. Troubleshooting vs. Diagnosing: Why finding the fix is only 10% of the job. The "Greens" Strategy: How documenting what isn't broken builds more trust than finding what is. Translation Over Technicality: Using the checklist as a shared language with the customer. The Documentation Premium: Why knowledge has zero value until it's shared with the person paying the bill. 📥 Download the FREE Objection Handling Playbook — loaded with scripts and strategies to help techs close more calls: https://www.servextra.com/objection-handling-playbook-download/ FOLLOW + REVIEW Enjoyed this episode? Follow us and leave us a review. Then share it with a teammate who needs to hear it.

    38 min
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Sobre

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.

Informações

  • Criado por
    Chris Elmore
  • Anos de atividade
    2018 - 2026
  • Episódios
    100
  • Classificação
    Explícito
  • Copyright
    © Service Excellence Training
  • Site do podcast
    Windshield Time

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