All Episodes
Windshield Time — 105 episodes
Stop Diagnosing the Complaint. Diagnose the System.
The Real Reason You're Losing Sales as a Technician (It's Not Your Skills)
You're Losing Money Before You Knock on the Door (Here's Why)
How to Handle Any Customer Objection (Using Skills You Already Have)
Stop Showing All 4 Options at Once (Here's Why You're Losing the Sale)
Why Customers Push Back on Your Recommendations
The One Question That Reveals How Technicians See Their Job
Technicians: Your Job Isn't to "Just Fix it"
What Business Owners Really Want from Technicians (Joe Bates from Northern Air Plumbing & Heating)
Why Service Calls Stall After Diagnostics (and What to Do Next)
How to Document a Service Call (And Why It Protects You)
What Technicians Miss Without a Diagnostic Checklist
Why Self-Improvement Fails for Most Technicians
When Holiday Grace Runs Out: The Reset Every Technician Faces
Why the Same Objections Keep Showing Up on Your Calls (Most Replayed Moments)
Why Great Technicians Don't "Handle" Objections, They Diagnose Them.
How Techs Lose Calls (and Control) During the Holiday Season
Why Customers Need Clarity Before the Price
Stop Pushing the Fix: Why LEAP Closes Calls Without Begging
What Customers Really Decide in the First 10 Minutes of a Service Call
How Technicians Lose Customers Without Even Realizing It
Why People Don't Listen to You (and How to Fix It)
How Habits Shape 40% of Your Day (and Your Success)
How Curiosity Closes More Calls (and Builds Real Trust)
How Top Technicians Produce Revenue without Losing Integrity
Good Techs Fix. Great Techs Solve and Communicate.
The Overlooked Skills That Make Great Service Technicians
The 3 Roles Every Service Technician Must Master (And Why Skills Alone Won't Cut It)
Where Profit Slips Away in Home Service Businesses (And How to Fix It)
Why a "Simple Fix" Costs $400: Showing Customers the Real Value of Service
How Technicians Build Confidence & Stay in Control of Service Calls
The 3 C's Every Service Technician Must Master (Confidence, Competence & Control)
Why Authority and Scarcity Make Customers Say "Yes"
How Trust and Social Proof Close Calls Before Price Matters
Reciprocity and Consistency Win Jobs Before Price Matters
6 Psychological Skills Every Tech Needs to Win Trust in the Home
Handling Know-It-All Customers Without Getting Defensive
How Techs Earn the Right to Tell Customers "That's a Bad Idea."
Professional. Expert. Authority. How to Win Trust and Earn More in the Trades
Why Homeowners Don't Understand You (And What to Do About It)
Why Techs Accidentally Sell the Cheapest Option (And How to Stop)
Busy Season Chaos? Stick to the Process or Pay the Price.
How Great Techs Present Findings Without Losing the Customer
What Most Techs Don't Realize About Price, Profit, and Staying in Business
How Familiarity Can Kill Trust (And How to Avoid It)
Disarming Difficult Customers: The 3-Step Framework That Actually Works
Why Great Salespeople Read People, Not Scripts
The Truth Behind Multiple Bids and How to Win Anyway
How to Handle the Most Emotionally Charged Objection in the Trades
What to Do When Customers Say "I Need to Think About It"
From Shutdown to $4.75M: The Fix That Changed Everything
How to Handle "I Need to Talk to My Spouse" Without Losing the Sale
The Truth About Pricing Pushback: Handling Money Objections Right
Getting 1% Better With Atomic Habits
The Number One Thing To Do In The Home
Closing the Sale is Natural
Asking Great Questions With LEAP
Three Ways Clients Pay: Money, Time, and Emotion
Handling Objections, A Christmas Story
Raising Awareness and the Prescription Pyramid
Is Creating Urgency Ethical?
Surviving the Slow Season
Training Like An Olympian
Handling Awkward Objections
Managing and Dealing With Client's Expectations
Taking Care of Mind and Body for Success in the Field
The Service Call Timeline
Understanding Input and Output KPIs
Using Scripts as a Guide
Curing Maintenance-Itis
Are You Having a Conversation or Conducting an Interrogation?
RES of Press Play
Painting A Clear Picture
Repair vs. Replacement in Home Services
It's an Island. If You Didn't Bring It, You Won't Find It!
The Psychology of the Service Call
Introducing Noel Tarter
Meet Joe Person
Handling Holiday Objections
Cheaper Online
Breaking Down Objections
The Basics of Handling Objections
PRESS PLAY in 3 Acts
Translation... Again
An Ethical Dilemma
What Do You Know and When Do You Know It?
The 5 Fundamental Principles of a Great Solution
FORM with Dr. Kerry Webb
Less Common Objections
Silence Is Your Friend
Decision Bombs
Using Your Checklist
Lost In Translation
Differences Between Service & Maintenance
Handling Unreasonable Customers
Creating Additional Value
Price Sensitivity
The Picture Of Opportunity
The 5 Keys To A Great Replacement Lead
The RE of PRESS PLAY
FEAR
Farewell to Loudermilk
Prescription Pyramid – Awareness & Stimulation
Fun With DISC Profiles
It's Getting Awkward