Their exact words. Not your translation of them — the phrases themselves: what they repeat, the words wrapped around the hot button and the desired outcome, how they define value, and the concerns they name. The training is blunt about why: homeowners tell you how to sell them, and they do it in their own language.
The short answer
“I'm sick of putting Band-Aids on this roof” is a note. “Roof in poor condition” is a summary — and only one of those two can be said back at the table with any power. Emotional language is the priority capture: “I'm tired of… I'm worried about… it drives me crazy… my biggest concern is…” The phrases they repeat matter most of all; repetition is how a homeowner underlines.
The probing playbook adds the factual spine: the problem's history, the why-now, the decision process, the hot button. Facts organize the sale; their words close it. Write both, but never trade a verbatim phrase for a tidy paraphrase — the tidiness is exactly what drains it.
How it runs
You will spend these words three times. In the presentation, their language introduces every feature — the benefit lands because they hear their own problem being answered. In buying commitments, their words frame the questions that build the decision. And when an objection appears, their earlier words are the ground you respond from. A notebook full of their phrases is the only version of “ammunition” this system believes in — and it only works if it was captured exactly, in the moment, instead of reconstructed in the truck.
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.