Windshield Time

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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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 Producer means owning your time, your results, and your responsibility to the company and the customer. It's not about pressure — it's about stewardship.

You'll learn:

• What it really means to be a Revenue Producer

• How discipline connects excellence to results

• Why performance pay is a reflection of stewardship, not sales pressure

• How to communicate value without sounding like a salesperson

• Why being a professional means caring about both service and revenue

If you're an HVAC, plumbing, or electrical tech who wants to grow beyond just fixing, this is the mindset shift that creates long-term career success.

📥 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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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 trust. Customers don't just want something fixed — they want to understand the problem, the risks, the options, and why your solution is worth it.

Chris and Jesse explain why translation (not just explanation) is the technician's most overlooked skill, how to use analogies without cheapening your value, and why presenting clear options helps customers make the right decision without pressure or manipulation.

If you're in HVAC, plumbing, or electrical, this episode will sharpen your communication skills and show you how to go from just fixing problems to building customer confidence for life.

What You'll Learn in This Episode:

• Why technical excellence is the foundation of problem-solving

• How to set expectations and build trust with customers

• The dangers of exaggerating or minimizing repairs

• Why translation—not just explanation—is the real technician's edge

• How to use analogies wisely (and avoid ones that kill trust)

• Why presenting clear options helps customers choose with confidence

• How permanent solutions rely on both skill and communication

📥 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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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 discipline turned him into a stronger technician and leader.

Jesse and Chris highlight why appearance, preparation, and confidence shape customer trust, and how great technicians go beyond fixing problems to become true client delighters, problem solvers, and revenue producers.

If you're in HVAC, plumbing, or electrical — or you're a manager training the next generation of techs — this episode shows why discipline and soft skills are the difference between being just a "fixer" and becoming unforgettable.

What You'll Learn in This Episode:

• Why discipline is the foundation of technician success

• How appearance and preparation impact customer trust

• Why customers buy confidence as much as technical skill

• The Technician Triangle: client delighter, solver, producer

• How personal growth creates professional opportunities

📥 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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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 communication and long-term solutions matter as much as technical fixes.

• Revenue Producer: Stewardship, efficiency, and profitability fuel growth for both the company and the tech.

You'll also learn why practice and preparation matter as much in the trades as they do in pro sports or medicine — and how techs can apply discipline to build lasting careers.

If you're in HVAC, plumbing, or electrical and want to move from "good" to "great," this episode gives you the roadmap.

📥 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 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 the business.

Here's what you'll learn:

• The most common places profit gets lost in service companies

• Why callbacks and breakdowns in communication eat away at margins

• How to connect CSRs, techs, and managers so the whole team protects profit

• Practical systems to reduce waste and strengthen your bottom line

• Real-world examples from contractors who have turned leaks into growth

If you're growing revenue but not seeing more money in the bank, this episode will help you find the gaps and fix 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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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: explaining the true cost of service calls.

Here's what you'll learn:

-Why customers confuse time and parts with value

-The real cost of rolling a truck — labor, benefits, overhead, marketing, fuel

-How to show customers they're paying for comfort, safety, expertise, and peace of mind

-Why diagnosis and communication matter more than the part itself

-The "squeaky floor" story — how one nail can be worth $400 when backed by skill and a guarantee

If you've ever had a customer push back on pricing, this episode will give you the tools and language to defend your value and protect your professionalism.

📥 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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