372 Part VII: Appendixes
What’s most important to the person right now?Who do you know that you can talk to who has successfully built rapport
with this person? And what can you discover from this other person?What other help can you get to build rapport?What ideas do you have now for moving this relationship forward?What’s the first step?36_665435-bapp02.indd 37236_665435-bapp02.indd 372 8/18/10 10:27 PM8/18/10 10:27 PM