If the same objections keep showing up, it's not coincidence. It's information.

This Windshield Time compilation brings together the most replayed conversations on objection handling — not because they're clever, but because they reveal the same mistakes happening over and over in real service calls.

Across these moments, one pattern is clear: Technicians aren't losing trust because they say the wrong thing. They lose trust because they skip steps.

In this episode, Chris Elmore breaks down:

• Why objections repeat when something wasn't understood

• How jumping to solutions creates resistance later

• Why price objections are rarely about price

• How assumptions damage credibility instantly

• Why objections are diagnostic clues, not pushback

• How LEAP works when pressure shows up

Objections aren't rejection. They're signals that something hasn't been connected yet.

This episode puts the full picture together — so you can stop reacting to objections and start preventing them.

📥 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/

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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:

• Why objections point to missing information, not rejection

• How jumping straight to solutions creates pushback

• Why slowing down builds authority instead of losing momentum

• How LEAP works as a troubleshooting process for people

• The difference between pressure and professional confidence

When your process is sound, persuasion isn't something you force. It's something that follows clarity.

📥 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/

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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, assuming customers won't buy, projecting their own holiday stress, and mistaking emotion for emergency.

This is not a "holiday tips" episode.

It's a psychology-of-the-season masterclass for every tech, manager, and owner.

Inside you'll learn:

• Why techs unknowingly lower their standards during the holidays

• How old memories, family routines, and financial stress shape job performance

• The holiday complacency trap: attire, parking, shortcuts, skipping steps

• Why "nobody spends money in December" is a myth—and a dangerous one

• How customer emotions heighten urgency, objections, and irrational decisions

• Why defining "real emergencies" protects tech morale (and company sanity)

• Tactical ways managers can set expectations before the season hits

• How awareness + process = professionalism—even under pressure

This episode helps you keep your edge when emotions, expectations, and urgency are at their highest. Because the holidays don't change the job…They change the people doing the job.

📥 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/

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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 we fix it," the customer is forced to make a decision without clarity… and that creates objections every single time.

You'll learn how to fill the value gap using the FAB model (Features–Advantages–Benefits), how to explain the old part before recommending the new one, and how to translate technical language into real-world meaning the customer can trust.

This episode shows you exactly how to build value before the price — so the price finally makes sense.

• Why unspoken questions turn into future objections
• How mixed signals from homeowners mislead techs
• The psychology of explaining the old item before the new one
• How FAB automatically creates understanding and trust
• Why technical jargon kills confidence
• How to slow down, explain clearly, and close calmly
• The real reason skipping steps forces you to backtrack

When you fill the value gap early, trust rises, objections fall, and approvals become natural.

📥 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/

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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 offending the customer. Chris shares the story of getting thrown out of a house for offering financing too quickly — and how to avoid the same mistake.

You'll learn:

• Why "pushing the fix" sounds like begging

• How LEAP keeps you on the same side of the table

• The locomotive analogy: your customer hasn't left the station yet

• Why offering financing too early can blow up in your face

• How cognitive biases shape every objection

• How to diagnose people the same way you diagnose systems

• How to lower the customer's wall instead of trying to remove it

This is the communication playbook every technician needs. Slow down, LEAP first, and watch your close rate go up.

📥 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/

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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 you introduce yourself, customers are reading your appearance, confidence, preparation, and clarity.

You'll learn:

• The credibility signals customers notice instantly

• Why "borrowed trust" from the company fades fast

• The posture, tone, and confidence cues that reassure homeowners

• Why some techs get requested—and others don't

• How preparation turns uncertainty into authority

This episode is a must-watch for any technician who wants to build trust, earn loyalty, and dominate the first 10 minutes of every call.

📥 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/

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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 takes to rewire your habits through empathy, communication, and emotional awareness.

You'll learn:

• Why technical perfection means nothing without connection

• The firefighter analogy that changes how you see your job

• How to retrain your instincts through empathy and listening

• What cognitive tunneling teaches about mistakes and focus

• Why serving people first transforms your results

📥 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/

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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 connect better — with your team, your customers, and your family.

Because once you know whether someone needs to be helped, heard, or hugged, you stop talking past people… and start reaching them.

You'll learn:

• Why connection always comes before persuasion

• How to adapt your communication to someone's DISC type

• Why empathy builds trust faster than logic ever will

• The three types of conversations (and how to spot them)

• How great communicators make people feel seen

Communication isn't about words — it's about understanding.

📥 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/

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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 your day is habit, not choice

• How to build a morning routine that sets your tone for success

• What Tony Dungy and J. J. Watt can teach about discipline

• How techs can use habit loops to improve in-home performance

If you're stuck in the same results, it's not you — it's your routine.

📥 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/

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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 objections -Ask natural, curiosity-driven questions that open conversation -Spot key decision-makers and emotional triggers without guessing -Turn small talk into meaningful connection -Build confidence that customers can feel — before you ever present a price

As Brandon says: "When you notice what others don't, you connect before you even start talking."

If you're ready to elevate from being a communicator to being a connector, this episode will teach you how to turn curiosity into confidence — and confidence into results.

📥 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/

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