Windshield Time

Technicians aren't losing deals because they lack answers. They lose trust because they solve problems too early. In this episode of Windshield Time , Chris Elmore and Noel Tarter reframe objection handling through a mindset every great technician already understands: diagnostics . An objection isn't resistance. It's a signal that something hasn't been understood yet. This conversation breaks down...

The holidays don't just change schedules...they change mindsets , customer behavior , and the entire rhythm of the trades. And most techs don't realize how much the season is influencing their decisions… until it costs them. In this episode of Windshield Time , Chris and Brandon break down the psychological pressure of November–December and how it quietly causes techs to slip: cutting corners, ass...

Most technicians think customers push back because of the price. But the truth is simpler: Customers push back because they don't understand the problem. In this episode of Windshield Time , Chris Elmore and Brandon Cockrell break down the "value gap" — the space between what the technician knows and what the homeowner understands. When techs jump from "Here's what's wrong" straight to "Here's how...

Technicians don't lose the call because of price. They lose it because they solve too fast . In this episode of Windshield Time , Chris Elmore and Brandon Cockrell break down why techs jump straight to the fix — and why that instinct backfires with homeowners. When you skip LEAP (Listen, Empathize, Ask Questions, Problem Solve), you end up negotiating, apologizing, discounting… and sometimes even...

Customers decide more in the first 10 minutes than most technicians realize. Company reputation may get you the call — but  your credibility determines everything that happens after the door opens. In this episode of Windshield Time , Chris Elmore and Brandon Cockrell break down the quiet, powerful signals that make customers trust you…or question you. From the moment you park the truck to the way...

Most technicians think their job is to fix the system. But great technicians know—the real mission is to serve the person behind the problem. In this episode of Windshield Time , Chris Elmore and Brandon Cockrell break down why The People Are the Priority in every home service call. They explore why techs fall into target fixation, how base programming shapes reactions under pressure, and what it...

Most people don't want your advice. They don't want you to fix their problem. They just want to feel understood. In this episode of Windshield Time , Chris Elmore and Brandon Cockrell unpack what it means to be a Super Communicator — someone who knows how to connect with people's needs before trying to change their minds. They'll show you how DISC profiles, empathy, and body language can help you...

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 wit...

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 w...

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 Pro...

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 trus...

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 dis...

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 communica...

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...

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: exp...

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 +...

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 c...

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...

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...

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, gen...

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:...

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 custome...

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 reje...

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...

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,...