How to close the price gap from 3.5 -5.0 x

I don't seem to know how to response to his question in the string itself, so I will just post this.
Where business intermediaries earn their money is in the deal structure, not the marketing, due diligence management and so forth. The goal is to bring two parties to the table and leave happy. The purchase price can be the deal killer, however, And having a gap is common. Although there are many mechanisms we employee depending on the transaction, one of the best to bridge the gap is with a portion put into an earn out, with an adjustable ratchet base on either your 3.5x or their 5.0 x. If it performs as a 5 , then you can pay that. but if it performs like a 3.5x the seller should not expect more. Another common method is to accept the 5.0 x or split it in half, but require a higher amount of Roll Over Equity (ROE). There are as many ways to skin a cat as their are cats, but these are a couple we use. Drew Eckman's response is on point. Get the best terms with possble upside to bridge, not focusing only on the purchase price.