Leading questions help the homeowner connect what they have already told you to the solution you are presenting — and reach the conclusion for themselves.
The definition
Leading questions help the homeowner connect what they have already told you to the solution you are presenting — and reach the conclusion for themselves. Discovery questions help you understand the homeowner; leading questions do something different: they guide thinking without dictating it.
You are not trying to tell people what to think. A homeowner who told you they have repaired the same leak three times does not need to be told the roof needs replacing — the right question lets them say it. Conclusions homeowners reach themselves are far more powerful than any claim you make.
Where it lives: The question framework; the Presentation
Knowing what leading 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.