middle of a divorce, so they decided to use that to relate to
the wife issues, and they prepared an accusation audit—“I
know you think I don’t care about costs and taking profits
from the company”—in order to diffuse the negative energy
and get Bruno talking.
It worked like a charm. Bruno immediately agreed with
the accusation audit and began explaining why he thought
Joaquin was careless with spending. Bruno also noted that
he didn’t have someone to bail him out like Joaquin did
(Joaquin got a start-up loan from his mother). Joaquin used
mirrors to keep Bruno talking, and he did.
Finally, Joaquin said, “I know how the pressure from
your wife can feel, I’m going through a divorce myself and
it really takes a lot out of you.” Bruno then went on a ten-
minute rant about his wife and let slip a huge piece of
information: the wife was very upset because the bank that
lent them the €20,000 had reviewed their loan and had
given them two options: repay the loan in full, or pay a
much higher interest rate.
Bingo!
Joaquin and Jesus huddled after learning that, and
decided that Joaquin could reasonably pay just above the
loan price because Bruno had already taken €14,000 in
salary from the business. The letter from the bank put Bruno
in a bad spot, and Joaquin figured he could bid low because
there wasn’t really a market for Bruno to sell his shares.
They decided that €23,000 would be the magic number,
with €11,000 up front with the remaining €12,000 over a
darren dugan
(Darren Dugan)
#1