The same way you layer a painful one — follow it down. Most reps only layer problems and skip straight past the answers that contain the decision's engine: what they love about the house, the plan they're proud of, the outcome they keep describing. Positive layers are where the presentation's best material hides.
The short answer
The training's point is structural: an answer's layers are not only underneath the pain. “We love this house” layers into how long they've fought to keep it up, what the street means to them, what “finished” would look like. “We're doing the whole exterior eventually” layers into sequence, pride, and the picture they're building. Each follow-up on a positive answer returns information a pain-only rep never collects — and it's information phrased entirely in approach, not avoidance.
How it runs
The future pacing in your presentation needs a destination the homeowner has described — positive layers are where they describe it. The desired outcome is, by definition, a positive layer found on purpose. And self-persuasion — the homeowner talking themselves into the project — runs on their stated positives far more than on their complaints: a person arguing for what they love is persuading themselves; a person reciting problems is only reporting.
So when the energy rises on something good, don't nod and move on because it isn't a problem to solve. Layer it. You're collecting the close.
The moves in this guide are graded in Spar's rounds — Round 1 is free, the full camp is $29/month. Spar before you knock.