You build it from their last sentence. The follow-up question is where the real information lives — the first answer is the headline, and “tell me more about that” aimed at the right phrase is how the story underneath gets told. A rep who changes topics after every answer collects headlines for two hours.
The short answer
“They're old.” — “Gotcha. What have you been noticing with them?” — “They're drafty, a couple don't open anymore, and honestly we're just tired of looking at them.”
The documented exchange: the follow-up converts the headline into the story.
The forms are simple on purpose: tell me more about that; what happened when it leaked?; how long has that been going on?; what did you do about it? History questions, noticing questions, consequence questions — all aimed at the thread the homeowner just handed you, none of them from your list.
How it runs
The rhythm matters as much as the wording. React first — a real acknowledgment — because a follow-up fired without one reads as cross-examination. Then follow the thread one layer at a time: each answer usually contains the next follow-up, and the chain continues until the answer has weight — a problem with history, impact, and a reason it matters. Stop when you can explain the sale, not when you run out of questions; the layering stopping rules are their own guide. And write the phrases down as they come — the follow-up chain is where the presentation's language gets spoken.
Go deeper
Every technique in these guides is drilled in Spar's Fight Camp rounds. Round 1 is free. Spar before you knock.