“I ask them have you recommended this to friends and family... what questions did they ask you? Because they'll forget what they might have been worried about because they want to confirm hey no I made the right choice I wasn't concerned. But they'll remember the things that other people asked them.”

Ask referrers what questions their friends asked — not what worried them

Existing happy users rationalize away their original objections, so asking what worried them yields nothing. The clever workaround: ask what questions their friends asked when they recommended your app. Those second-hand objections are the real hesitations holding new users back — and exactly what your funnel needs to pre-empt.