Nathan Payne and Corey close a $178,000 wholesale deal with a hoarder and her son using John Martinez's bridge-the-gap sales technique. The seller's son repeats the closing question to his mother, she agrees, and they sign. The son essentially acts as an informal acquisitions manager throughout the negotiation.
We were sitting with Corey and her son. Her 40-year-old son was sitting with us too. He'd come in and hang out as we talked to her. And we were talking about bridging the gap between where you are and where you want to be. And are you willing to bridge that gap? That's John Martinez sales training. So Corey says to her, look, Mrs. Seller, I know it's hard to be here, but I know you want to be here. She told us she wanted to move. She wanted to move down south. But there's a gap between where you are and where you want to be. Are you ready to bridge that gap? And he paused. He paused and I paused. You could hear a pin drop in the room. And she wasn't saying anything. She was just thinking. And her son, her 40-year-old son comes in. And I still remember this. He says, Mom, are you ready to bridge that gap and move and sign the paperwork? He came to the rescue. He was helping us with the negotiations. He was the acquisitions manager in that deal. And he says, Mom, are you ready to bridge that gap and move or what? And she looked at him and said, I'm ready. And she signed that paperwork. And we signed that deal. I think it was $178,000 that we agreed on.
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