The promise binds you

"By the time we finish today, you’ll have a clear, customized plan" commits you to delivering pricing tonight. That is what the twenty-minute Discovery budget protects. If this section runs to thirty, the promise is the thing you end up breaking.

What Discovery is really doing

Underneath the questions, you are testing for five conditions — and each one has a question in here that detects it. If you skip a Primary, you go blind to one of them.

Condition	Detected by
Informational — they simply do not know the market	Vagueness on "what matters most"
Relational — they have been burned by an agent	Their last sale
Circumstantial — something has to happen first	The WHEN questions
Spousal split — one ready, one not	Who decides, plus what you watched on the tour
Exploratory — no trigger at all	What changed recently