Windshield Time

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 offering flat-rate pricing and options changed everything

• The diagnostic tool that boosted revenue and technician confidence

• How clear systems turned good techs into top performers

• What most contractors overlook when trying to grow

If you're stuck, scaling, or searching for a better way—this episode gives you the roadmap.

If this episode lit a fire under you, share it with another contractor who needs to hear it.

And don't forget to leave a review and follow Windshield Time so you never miss an episode.

Go out and Turn Learning into Earning!

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 today to follow your customer onto their sacred ground without getting shut down.

If you're looking for a nugget of wisdom to up your service game, this episode has it. Listen now and learn how to turn a roadblock into a trust-building conversation.

Want to go even deeper? Download our free Ultimate Objection-Handling Playbook, packed with proven strategies and scripts for handling the five most common objections in the field.

👉 Grab the Playbook here

The coaches at Service Excellence have worked with over 1,000 service companies, learning to avoid costly mistakes and maximize sales performance. If you'd like to dive deeper into this topic or others, contact Chris or James directly!

📞 Chris Elmore: 254-733-7109 | ✉️ [email protected] 📞 James Walker: 254-230-5266 | ✉️ [email protected]

Go out and Turn Learning into Earning!

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 objections and denials, why price pushback isn't always about money, and how to navigate these conversations confidently without sounding like pushy salespersons. They reveal key strategies for separating the real issue from the smokescreen, building trust, and presenting solutions that customers say yes to.

If you're looking for proven techniques to increase your closing rate and master sales conversations, this episode is packed with actionable takeaways. Don't leave money on the table—listen now!

The coaches at Service Excellence have worked with over 1,000 service companies, learning to avoid costly mistakes and maximize sales performance. If you'd like to dive deeper into this topic or others, reach out to Chris or James directly!

📞 Chris Elmore: 254-733-7109 | ✉️ [email protected] 📞 James Walker: 254-230-5266 | ✉️ [email protected]

Go out and Turn Learning into Earning!

🎧 Download the Podcast!

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. Take one small step and you can have it. Listen now!

Sign up for an upcoming class here!

The coaches at Service Excellence have worked closely with more than 1,000 service companies and learned from them how to avoid every mistake that can be made. So, if you'd like to talk deeper on this subject and others, use Chris or James' contacts below!

Chris Elmore: 254-733-7109 or [email protected]

James Walker: 254-230-5266 or [email protected]

Go out and Turn Learning into Earning!

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 can have it. Listen now!

Sign up for an upcoming class here!

The coaches at Service Excellence have worked closely with more than 1,000 service companies and learned from them how to avoid every mistake that can be made. So, if you'd like to talk deeper on this subject and others, use Chris or James' contacts below!

Chris Elmore: 254-733-7109 or [email protected]

James Walker: 254-230-5266 or [email protected]

Go out and Turn Learning into Earning!

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 for an upcoming class here!

The coaches at Service Excellence have worked closely with more than 1,000 service companies and learned from them how to avoid every mistake that can be made. So, if you'd like to talk deeper on this subject and others, use Chris or James' contacts below!

Chris Elmore: 254-733-7109 or [email protected]

James Walker: 254-230-5266 or [email protected]

Go out and Turn Learning into Earning!

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 here today. Take one small step and you can have it. Listen now!

Sign up for an upcoming class here!

The coaches at Service Excellence have worked closely with more than 1,000 service companies and learned from them how to avoid every mistake that can be made. So, if you'd like to talk deeper on this subject and others, use Chris or James' contacts below!

Chris Elmore: 254-733-7109 or [email protected]

James Walker: 254-230-5266 or [email protected]

Go out and Turn Learning into Earning!

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 game, we may just have it here today. Take one small step and you can have it. Listen now!

Chapters:

00:00 Introduction to Windshield Time Podcast

03:02 The Importance of Customer Experience

05:55 What's Going Into Your Brain?

08:56 Understanding Customer Spending

12:00 The Role of Money in Customer Transactions

14:57 The Emotional Aspect of Customer Spending

19:00 Decision-Making: The Role of Information

20:28 Assessing Value: Time, Money, and Emotion

24:23 Commodities and Consumer Choices

27:17 Emotional Factors in Service Interactions

30:11 The Trade-off Between Time and Money

35:41 The Importance of Perceived Value

38:51 Navigating Emotional Seasons: The Holiday Effect

Takeaways:

1) Customers spend money, time, and emotion with you. 2) People buy on emotion and justify with logic. 3) Consumers often choose based on perceived value rather than actual quality.

4) Commodities are often judged solely on price due to lack of differentiation. 5) The holiday season can amplify emotional spending and objections.

Sign up for an upcoming class here!

The coaches at Service Excellence have worked closely with more than 1,000 service companies and learned from them how to avoid every mistake that can be made. So, if you'd like to talk deeper on this subject and others, use Chris or James' contacts below!

Chris Elmore: 254-733-7109 or [email protected]

James Walker: 254-230-5266 or [email protected]

Go out and Turn Learning into Earning!

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 have it. Listen now!

Chapters:

00:00 Introduction

11:39 Understanding the Holiday Objection

14:03 Ralphie's Sales Approach in A Christmas Story

19:32 Influencers and Decision Makers in Sales

21:52 Understanding Influencers in Decison Making

29:09 Ralphie's Strengths: Knowledge and Passion

37:46 Classic Mistakes in Sales: Ignoring Key Influencers

44:55 Lesson Learned from Ralphie's Journey

Key Takeaways:

1) Avoiding weaknesses hinders progress and improvement

2) Knowing the personality types of decision makers aids in sales

3) Handle objections directly rather than resorting to tricks

4) Set clear timelines for follow ups and decisions

5) Using tools like ChatGPT can enhance knowledge and confidence

Sign up for an upcoming class here!

The coaches at Service Excellence have worked closely with more than 1,000 service companies and learned from them how to avoid every mistake that can be made. So, if you'd like to talk deeper on this subject and others, use Chris or James' contacts below!

Chris Elmore: 254-733-7109 or [email protected]

James Walker: 254-230-5266 or [email protected]

Go out and Turn Learning into Earning!

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 Introduction

02:59 Personal Updates

06:00 Insights from Recent Industry Visits

08:56 Quotes and Their Impact

11:58 Raising Awareness and the Prescription Pyramid

14:45 The Stability of the Pyramid Structure

17:44 Understanding the Prescription Pyramid

19:46 The Importance of Awareness in Customer Engagement

23:59 General vs. Specific Awareness

28:17 The Role of Checklists in Raising Awareness

32:10 Buliding Trust Through Evidence and Awareness

Key Takeaways:

1) Understanding customer language and building trust is key to building trust

2) Checklists are essential for thorough diagnostics and raising awareness

3) The difference between expectation and reality defines customer value

4) Technicians must be aware of common issues in their service areas

5) Effective communication involves both head and heart

Sign up for an upcoming class here!

The coaches at Service Excellence have worked closely with more than 1,000 service companies and learned from them how to avoid every mistake that can be made. So, if you'd like to talk deeper on this subject and others, use Chris or James' contacts below!

Chris Elmore: 254-733-7109 or [email protected]

James Walker: 254-230-5266 or [email protected]

Go out and Turn Learning into Earning!