Impact questions ask what the problem is actually doing to the homeowner.
The definition
Impact questions ask what the problem is actually doing to the homeowner. Finding the problem is not enough; finding how long it has existed is not enough — at some point in Probing & Layering you need the impact.
Two homeowners can have the exact same technical problem and experience completely different consequences from it: one barely notices a small stain, the other is upstairs checking the ceiling every time it rains because the drywall has already been replaced twice. Same problem, completely different impact — and impact is where the problem starts becoming personal.
Where it lives: Step 3 — Probing & Layering
Knowing what impact questions means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.