A frequent mode for establishing rapport with a new prospect is to find friends or interests you have in common. If you know someone with the same last name as your prospect, it may be appropriate to ask whether your friend is a relative. Anything you observe in the prospect’s office or home might suggest an interest that you and your prospect share. A strong bond often develops between two persons who share the same interest or hobby. Frances Carlisle, an estate planner in New York, says her love of animals lands her many clients. Some of these clients wish to include provisions for the care of pets in their estate plans. Sometimes an unusual hobby (e.g., sky diving, mountain climbing, or auto racing) is the perfect way to stand out and cultivate relationships with clients.40