Want to Close More Deals? Understand the Gap

Name: Want to Close More Deals? Understand the Gap
Uploaded: 2025-05-27T15:55:20+00:00
Duration: 30 s
Channel: Jake Burhans
Description: In this excerpt, Jake Burhans explains a sales framework for real‑estate investors that centers on identifying the "gap" between a prospect’s current…

27 May 2025 · 1 min

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In this excerpt, Jake Burhans explains a sales framework for real‑estate investors that centers on identifying the "gap" between a prospect’s current situation (point A) and their desired outcome (point B). He illustrates the concept with an example: a seller inherits a rundown property (point A) and wants cash in hand (point B). By recognizing this gap, the investor can determine whether their cash‑offer product (e.g., $75,000) fits the seller’s needs, thereby qualifying the seller and positioning the solution effectively. The core message is that successful deals hinge on clearly defining the gap and matching a suitable product to bridge it.

What is that? Well, you have a prospect and they're at point A and they want to be at point B. What is that gap? Do you have the solution that can fulfill that gap and get them to point B? So maybe they have an old rundown property that they just inherited. They're at point A and point B for them is not having this property and having $75,000 in their pocket. So if you can identify that gap and you know that we have a product, which is a cash offer at that price range, is going to fulfill that, then you have that in your back pocket. You know, it's a qualified seller in that sense. You got to understand the gap.