There’s a moment in every appointment when the homeowner leans back and says, “No one’s ever asked me that before.” That’s not a coincidence — it’s discovery done right. In Part 3 of the Discovery Trilogy, Sam breaks down the exact questions that create clarity, connection, and trust.

What You’ll Learn in This Episode

• The Two-Pass Questioning Model: problem → person
• How to use mirroring and labeling for empathy on demand
• The “flinch” and emotional pivot that builds instant trust
• The brain science behind curiosity and decision-making
• How co-creating the action list transfers ownership to the homeowner
• Why real discovery makes closing the logical next step

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Final Thought

When you ask better questions, you’re not manipulating people — you’re setting their decision-making brain free. You’re helping them put words to the discomfort that’s been living rent-free in their mind. Real discovery doesn’t just sell systems — it builds relationships.