After the room is built — not during the entry. The warm-up states it as a rule: don't rush to ask for the other decision maker. Asked in minute one, it announces that you see the present homeowner as an obstacle. Asked once trust exists, it's a scheduling question. The destination never changes — everyone who decides, at the table — but the timing is the diplomacy.
The short answer
Nothing in the doctrine softens the requirement itself: no one-leggers, all decision makers present, and if that can't happen, the appointment is rescheduled rather than pitched around. What's being timed here is the conversation. The warm-up earns the right to ask by first treating the homeowner in front of you as a full participant — their problem, their home, their answers — instead of a gatekeeper to the real audience.
How it runs
The system raises the subject structurally so you rarely have to raise it cold. Probing is documented to run to both decision makers — the same key questions asked of each — and the transition toward the presentation naturally asks who else should see this. By then the present homeowner has a stake in the project themselves, and bringing their spouse in reads as inclusion.
If you discover mid-appointment that the other decision maker simply isn't coming, the doctrine takes over from the diplomacy: you don't pitch around the absence. You lock the reschedule. That is not a lost appointment — a pitched one-legger is the lost one, because it spends your one full presentation on a room that can't say yes.
Go deeper
The moves in this guide are graded in Spar's rounds — Round 1 is free, the full camp is $29/month. Spar before you knock.