Best Todd Liles Podcasts (2025)

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The 3 Roles Every Service Technician Must Master (And Why Skills Alone Won’t Cut It) 47:24

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5h ago47:24

47:24

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…

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Where Profit Slips Away in Home Service Businesses (And How to Fix It) 45:21

7d ago45:21

45:21

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 l…

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Why a “Simple Fix” Costs $400: Showing Customers the Real Value of Service 55:12

14d ago55:12

55:12

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…

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How Technicians Build Confidence & Stay in Control of Service Calls 50:08

25d ago50:08

50:08

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 episo…

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The 3 C’s Every Service Technician Must Master (Confidence, Competence & Control) 45:52

1M ago45:52

45:52

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 yo…

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Why Authority and Scarcity Make Customers Say “Yes” 51:12

1M ago51:12

51:12

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…

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How Trust and Social Proof Close Calls Before Price Matters 39:07

2M ago39:07

39:07

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 …

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Reciprocity and Consistency Win Jobs Before Price Matters 40:54

2M ago40:54

40:54

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…

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6 Psychological Skills Every Tech Needs to Win Trust in the Home 46:40

2M ago46:40

46:40

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 mor…

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Handling Know-It-All Customers Without Getting Defensive 33:53

2M ago33:53

33:53

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 cha…

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How Techs Earn the Right to Tell Customers "That’s a Bad Idea." 44:48

3M ago44:48

44:48

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 pro…

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Professional. Expert. Authority. How to Win Trust and Earn More in the Trades 41:43

3M ago41:43

41:43

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 autho…

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Why Homeowners Don’t Understand You (And What to Do About It) 42:34

3M ago42:34

42:34

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 …

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Why Techs Accidentally Sell the Cheapest Option (And How to Stop) 45:12

3M ago45:12

45:12

When a customer chooses the cheapest option, is it really because of price or because of how it was presented? In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker reveal why customers default to low-price decisions—and how techs unknowingly reinforce that bias. Packed with real-world roleplay and proven frameworks, this episod…

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Busy Season Chaos? Stick to the Process or Pay the Price. 40:54

4M ago40:54

40:54

In the trades, busy season feels like chaos—calls stack up, the pressure ramps, and the temptation to rush is real. But here’s the truth: cutting corners doesn’t save time—it costs you. In this episode of Windshield Time, Todd Liles and Chris Elmore share why slowing down and sticking to the process is the fastest way to consistency, trust, and lon…

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How Great Techs Present Findings Without Losing the Customer 37:26

4M ago37:26

37:26

Ever presented your findings… and watched the customer go quiet? In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker unpack what really causes that reaction—and how to prevent it. From the very first question you ask, you’re either setting context or setting a trap. If you want the customer to trust you when it matters most, y…

1
What Most Techs Don’t Realize About Price, Profit, and Staying in Business 45:58

4M ago45:58

45:58

“Why do we have to charge so much?” If you’ve ever asked that question—or had a customer ask it—this episode is for you. In this candid breakdown, Chris Elmore and James “J-Dub” Walker unpack what it really costs to run a service call, why pricing isn’t based on greed, and how to explain value when customers don’t understand what they’re paying for…

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How Familiarity Can Kill Trust (And How to Avoid It) 48:13

4M ago48:13

48:13

Just because you've been there before doesn't mean the process changes. In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker break down the common trap techs fall into with returning customers—skipping steps, rushing intros, and assuming too much. You'll learn how to: Because familiarity doesn’t excuse laziness—it demands excel…

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Disarming Difficult Customers: The 3-Step Framework That Actually Works 35:20

5M ago35:20

35:20

Not every objection is about price. Sometimes, customers are already frustrated the moment you pull up. In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker unpack the invisible minefields techs face—frustrated customers, callbacks, pre-diagnosed opinions, and homeowners who try to control the process. You’ll learn how to: -Nav…

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Why Great Salespeople Read People, Not Scripts 43:16

5M ago43:16

43:16

The best sales pros don’t just follow a script—they read the person in front of them. In this episode of Windshield Time, Chris Elmore and James Walker break down how understanding personality types (like DISC) helps techs adapt faster, build trust, and close more calls without sounding robotic. You’ll hear exactly how to spot a Driver at the door,…

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The Truth Behind Multiple Bids and How to Win Anyway 48:18

5M ago48:18

48:18

Ever been told, “I’m getting a few other bids” or “I want a second opinion”—and didn’t know what to say next? In this episode of Windshield Time, Chris Elmore and James Walker break down how to confidently handle process-driven objections like multiple bids or second opinions. You’ll learn how to avoid getting defensive, build credibility early, an…

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How to Handle the Most Emotionally Charged Objection in the Trades 53:42

5M ago53:42

53:42

Money objections are tough, especially when you hear “I can’t afford it.” In this episode of Windshield Time, Chris Elmore and James Walker dive into one of the most emotional objections techs face in the field. You’ll learn why affordability objections feel so awkward, how to overcome your own money biases, and how to turn a vulnerable moment into…

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What to Do When Customers Say “I Need to Think About It" 43:43

5M ago43:43

43:43

Ever heard “I need to think about it” and watched your sale walk out the door? In this episode of Windshield Time, Chris Elmore and James Walker unpack one of the most common—and misunderstood—objections in the field. Learn what that phrase really means, why it’s usually a smokescreen, and how to respond without being pushy, salesy, or awkward. You…

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From Shutdown to $4.75M: The Fix That Changed Everything 43:15

6M ago43:15

43:15

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…

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How to Handle "I Need to Talk to My Spouse" Without Losing the Sale 40:23

7M ago40:23

40:23

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 sh…

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The Truth About Pricing Pushback: Handling Money Objections Right 42:47

8M ago42:47

42:47

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. Chri…

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Getting 1% Better With Atomic Habits 48:44

8M ago48:44

48:44

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 y…

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The Number One Thing To Do In The Home 51:20

9M ago51:20

51:20

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 …

1
Closing the Sale is Natural 44:12

9M ago44:12

44:12

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 smal…

1
Asking Great Questions With LEAP 45:08

10M ago45:08

45:08

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 wisd…

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Three Ways Clients Pay: Money, Time, and Emotion 44:48

10M ago44:48

44:48

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 loo…

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Handling Objections, A Christmas Story 46:51

11M ago46:51

46:51

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 h…

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Raising Awareness and the Prescription Pyramid 38:03

11M ago38:03

38:03

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 …

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Is Creating Urgency Ethical? 47:26

12M ago47:26

47:26

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. differentiate between manipulation and influence in sales, emphasizing the need for authentic conversations and building context to create positive influence. They pose the question, "Is creating urgency ethical?" If you're looking for a nugget of wisdom t…

1
Surviving the Slow Season 50:06

1y ago50:06

50:06

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. discuss the slow season that trades businesses experience in the winter and how you can best combat it! 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! C…

1
Training Like An Olympian 48:09

1y ago48:09

48:09

In today's episode of Windshield Time, hosts Chris Elmore and Harold "J-Dub" James Walker Jr. explore the principles behind olympic weightlifting and how you can take these ideas into the home service field. Believe it or not, there are many similarities between these two worlds! If you're looking for a nugget of wisdom to up your service game, we …

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Handling Awkward Objections 48:34

1y ago48:34

48:34

In today's episode of Windshield Time, Harold "J-Dub" James Walker Jr. finds his way back to the Windshield Time studio to rejoin co-host Chris Elmore. Today the duo discusses how to deal with awkard and exceptionally confrontational objections, like religion or politics, while in the home. Yikes! If you're looking for a nugget of wisdom to up your…

1
Managing and Dealing With Client's Expectations 46:44

1y ago46:44

46:44

In today's episode of Windshield Time, Chris Elmore is joined again by guest host and Service Excellence coach Matthew Barbosa. Today they discuss managing customer's expectations, where they come from, and how to understand them. 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 a…

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Taking Care of Mind and Body for Success in the Field 47:27

1y ago47:27

47:27

In today's episode of Windshield Time, Chris Elmore is joined by guest host and Service Excellence coach Matthew Barbosa to talk about the importance of technicians caring for their physical and mental health. Guys in the field must take of themselves before they can adequately take care of the client, and today we talk about how to do just that! S…

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The Service Call Timeline 50:13

1y ago50:13

50:13

In today's episode of Windshield Time, Chris Elmore and Harold "J-Dub" James Walker Jr. talk about the timeline of the service call, which spans from the dispatch to saying farewall to the client and includes everything in between. 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 …

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Understanding Input and Output KPIs 49:12

1+ y ago49:12

49:12

In today's episode of Windshield Time, Chris Elmore and Harold "J-Dub" James Walker Jr. discuss the importnace of establishing and understanding both input and output KPIs within your business. Output KPIs are lagging indicators that show results, and input KPIs are activities that drive those results. Have you fallen victim to only tracking the ou…

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Using Scripts as a Guide 43:43

1+ y ago43:43

43:43

In today's episode of Windshield Time, Chris Elmore and Harold James Walker Jr. discuss the push back owner's can recieve when suggesting their team members use scripts while talking to clients. What many in the home service industry do not realize, however, is that scripts are not meant to be regurgitated word for word; they're meant to stand as g…

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Curing Maintenance-Itis 39:50

1+ y ago39:50

39:50

In today's episode of Windshield Time, Chris Elmore and Harold James Walker Jr. discuss the concept of 'maintenance itis' that technicians often experience during the slower seasons. They explore the symptoms and challenges of maintenance itis and how it affects the HVAC, plumbing, and electrical trades while also sharing personal stories and anecd…

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Are You Having a Conversation or Conducting an Interrogation? 42:46

1+ y ago42:46

42:46

In today's episode of Windshield Time, Chris Elmore and James Walker discuss the importance of having a conversation with customers rather than interrogating them. They emphasize the need to start the conversation immediately upon arrival, asking questions and engaging in small talk. They also highlight the importance of continuing the conversation…

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RES of Press Play 48:08

1+ y ago48:08

48:08

In today's episode of Windshield Time, Chris and James discuss the RES method of Press Play, which stands for relationship building, evaluation, and settling anxieties. They emphasize the importance of a great introduction and how it sets the tone for the entire service call, provide strategies for starting a conversation with the customer, discuss…

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Painting A Clear Picture 52:38

1+ y ago52:38

52:38

In today's episode of Windshield Time, Chris and James talk about the importance of painting a picture that's easy to see. What does this mean? Your job as a service tech is to diagnose problems, suggest solutions, and execute them. But in the midst of this, it's easy to forget that the homeowner does not always have the knowledge and context you d…

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Repair vs. Replacement in Home Services 52:38

1+ y ago52:38

52:38

In today's episode of Windshield Time, Chris and James talk about the difference replace versus repair dilemma that techniciancs may run into out in the field, and how to deal with these situations. They discuss topics like educating the client on your recommendation, adapting your approach to the client's profile, and more. Check out this episode …

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It's an Island. If You Didn't Bring It, You Won't Find It! 37:43

1+ y ago37:43

37:43

In today's episode of Windshield Time, Chris and James talk about the importance of controlling the environment with the client. This is done in large part by properly managing the image you put on display when entering a home. Tune in to hear more about this topic today! Want to talk more on this subject with Chris or James? Feel free to use their…

1
The Psychology of the Service Call 48:40

1+ y ago48:40

48:40

In today's episode of Windshield Time, Chris and James discuss the psychology of the service call. The conversation ranges from talking about the difference between a fun buy and a forced buy, to understanding the customer's emotional state and providing a positive experience in both scenarios. Tune in to hear more! Go out and Ignite the Power With…

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Introducing Noel Tarter 41:38

2y ago41:38

41:38

In today's Windshield Time, Chris and James are joined by special guest Noel Tarter, the newest coach on the Service Excellence team! Check out this episode for an intro to Noel!