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.

• 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/

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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.

• 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/

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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/

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Most people don't quit on self-improvement. They quietly drift away from it. Not because they don't want change. But because they never built a system to support it.

In this episode of Windshield Time, Chris and Noel break down why New Year's resolutions fail, why motivation is a terrible strategy, and what real, lasting improvement actually looks like, especially for people in the trades.

This isn't hype. It's not "morning routines" or quick hacks. It's about structure. Awareness. And building habits that hold up when life gets busy.

In this episode, you'll learn:

• Why most self-improvement efforts collapse within months

• The real difference between a resolution and a goal

• Why personal growth feels harder than work goals

• How avoidance blocks improvement before it starts

• Why long-form learning creates depth, not noise

• How writing and sharing goals changes outcomes

• Why systems beat motivation every time

If you're tired of starting over, this episode will show you what's been 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/

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The holidays change everything. Customers are more patient. Mistakes get forgiven. Standards quietly soften.

Then January hits...and all of that disappears.

In this episode of Windshield Time, Chris Elmore and Noel Tarter break down what technicians experience every year but rarely talk about: the holiday hangover.

Not the fun kind. The professional one.

You'll learn:

• Why customer behavior shifts sharply after the holidays

• How financial stress and overspending show up in service calls

• Why techs feel more pressure, frustration, and urgency in January

• How lowered holiday standards create post-season problems

• Why awareness—not effort—is the key to resetting successfully

This episode isn't about pushing harder.

It's about understanding the environment you're walking into, so you don't take customer behavior personally, lower your standards, or burn yourself out trying to fight reality.

Professionals don't guess. They adjust.

📥 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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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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