Windshield Time

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...

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...

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 of...

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...

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 obj...

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....

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 ca...

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 fo...

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 he...

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 gam...

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...

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...

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 t...

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. discuss the slow season that trades businesses experience in the winter and how you can best combat it! 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 and Greetings 12:1...

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. explore the principles behind olympic weightlifting and how you can take these ideas into the home service field. Believe it or not, there are many similarities between these two worlds! 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 a...

In today's episode of Windshield Time, Harold "J-Dub" James Walker Jr. finds his way back to the Windshield Time studio to rejoin co-host Chris Elmore. Today the duo discusses how to deal with awkard and exceptionally confrontational objections, like religion or politics, while in the home. Yikes! If you're looking for a nugget of wisdom to up your service game, we may just have it here today. Tak...

In today's episode of Windshield Time, Chris Elmore is joined again by guest host and Service Excellence coach Matthew Barbosa. Today they discuss managing customer's expectations, where they come from, and how to understand them. 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 u...

In today's episode of Windshield Time, Chris Elmore is joined by guest host and Service Excellence coach Matthew Barbosa to talk about the importance of technicians caring for their physical and mental health. Guys in the field must take of themselves before they can adequately take care of the client, and today we talk about how to do just that! So if you're looking for a nugget of wisdom to up y...

In today's episode of Windshield Time, Chris Elmore and Harold "J-Dub" James Walker Jr. talk about the timeline of the service call, which spans from the dispatch to saying farewall to the client and includes everything in between. 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...

In today's episode of Windshield Time, Chris Elmore and Harold "J-Dub" James Walker Jr. discuss the importnace of establishing and understanding both input and output KPIs within your business. Output KPIs are lagging indicators that show results, and input KPIs are activities that drive those results. Have you fallen victim to only tracking the outputs of your busienss? If you're looking for a nu...

In today's episode of Windshield Time, Chris Elmore and Harold James Walker Jr. discuss the push back owner's can recieve when suggesting their team members use scripts while talking to clients. What many in the home service industry do not realize, however, is that scripts are not meant to be regurgitated word for word; they're meant to stand as guide for your language. A script is not a track yo...

In today's episode of Windshield Time, Chris Elmore and Harold James Walker Jr. discuss the concept of 'maintenance itis' that technicians often experience during the slower seasons. They explore the symptoms and challenges of maintenance itis and how it affects the HVAC, plumbing, and electrical trades while also sharing personal stories and anecdotes related to chronic conditions and the importa...

In today's episode of Windshield Time, Chris Elmore and James Walker discuss the importance of having a conversation with customers rather than interrogating them. They emphasize the need to start the conversation immediately upon arrival, asking questions and engaging in small talk. They also highlight the importance of continuing the conversation as they move through the house or to the affected...

In today's episode of Windshield Time, Chris and James discuss the RES method of Press Play, which stands for relationship building, evaluation, and settling anxieties. They emphasize the importance of a great introduction and how it sets the tone for the entire service call, provide strategies for starting a conversation with the customer, discuss the importance of being curious and adapting to t...

In today's episode of Windshield Time, Chris and James talk about the importance of painting a picture that's easy to see. What does this mean? Your job as a service tech is to diagnose problems, suggest solutions, and execute them. But in the midst of this, it's easy to forget that the homeowner does not always have the knowledge and context you do. Taking the time to explain to the client the ex...