Sharon Vornholt is the founder of Innovative Property Solutions and the Louisville Gals. She has been a real estate investor since the 90’s and through the years, she has explored many niches and asset classes, which ultimately led her to where she is today.

Listen to this episode to learn more about Sharon, her businesses, and why she believes probates are a great niche to be in!

Key Talking Points of the Episode

00:00 Introduction

01:30 What is Sharon’s background?

02:25 What did Sharon learn from the first REIA meeting she went to?

03:16 How did Sharon get into wholesaling?

04:25 How did Sharon’s home inspection experience help in real estate investing?

06:03 How did Sharon learn about probates?

07:10 What made Sharon decide to create a program about probates?

08:49 What makes probates such a lucrative niche?

10:41 Why is it important to have the right message when you’re marketing?

13:00 What is the challenge for the families dealing with these estate sales?

15:48 What is the best way to find probate leads?

17:06 How do probate transactions work?

19:14 What is the best way to approach probate leads?

21:10 Why does direct mail work the best for probates?

23:47 What is the importance of learning the basics of probates?

26:45 How does direct mailing work in probates?

29:59 What does it take to find success in probates?

31:44 How can you learn more about probates from Sharon?

Quotables

“People pass away, so every month, month-over-month, 12 months a year, there’s a new group of probates every single month.”

“These people need our help – that’s the mindset that I have to overcome with investors and agents. You’re not taking advantage of them or anything like that.”

“If you can say to them, take what you want – mementos, paperwork, if you want any furniture, whatever that looks like to you, take that and leave the rest and we’ll take care of the rest for you.”

“Each county has a different process, so you have to learn what the process is in your county, where the leads are found.”

“You wanna have a low key marketing touch point and you want to have your overriding message to be I will be right here when you’re ready to sell.”

“These are leads that need to close, so you’re not gonna be able to do any fancy, creative strategies.”

“90% of your competition, statistically speaking, will quit on or before the third mailing. Guess where that leaves you? You wanna just be that 10% that’s the last man standing.”

“Marketing is how you get leads, but branding is why they choose you.”

Links

Website: Louisville Gals Real Estate Blog

https://louisvillegalsrealestateblog.com/

Email: Sharon Vornholt

sharon@sharonvornholt.com

Brett Swarts is the founder of Capital Gains Tax Solutions, a company that’s focused on helping investors exit from their investments without the pain of dealing with taxes through solutions based on the tax code itself. His team helps high net worth individuals make the most of their investments so they can achieve all the kinds of freedom they want in life.

Listen now to learn more about Brett and how his team helps investors and entrepreneurs!

Key Talking Points of the Episode

00:00 Introduction

01:51 Who is Brett Swarts?

03:48 What is Brett’s family life like?

06:03 What is a Deferred Sales Trust?

07:27 How is a Deferred Sales Trust different from a 1031 Exchange?

10:08 What are the disadvantages of a 1031 Exchange?

11:34 What are the biggest benefits of doing a Deferred Sales Trust?

14:40 What else does the Deferred Sales Trust do for investors?

17:03 Who can take advantage of a Deferred Sales Trust?

22:25 Why should investors take advantage of a Deferred Sales Trust?

26:27 What is Brett’s book about?

27:51 How did Brett and I meet?

30:15 How can you defer estate taxes using a Deferred Sales Trust?

32:39 How can people get started on using a Deferred Sales Trust?

34:10 What is Brett’s advice for entrepreneurs and investors?

Quotables

“A lot of people don’t only want financial freedom, but they want location freedom, entrepreneurial freedom, and legacy freedom, and so what’s so unique about the Deferred Sales Trust is it allows you to have all those other freedoms.”

“Oftentimes, the 1031 Exchange is just putting us into something that perhaps is not really solving the location freedom, time freedom, and entrepreneurial freedom.”

“This Deferred Sales Trust not only defers the capital gains tax, but it helps to actually solve where people are trying to go.”

“It’s not always great when you have to overpay for properties. We saw between ‘04, ‘05, and ‘06, these people exchanging and overpaying oftentimes, and they had too much debt, not enough liquidity, and not enough diversification.”

“You have no more time restrictions. You don’t have this 45 day window to identify, 180 days to close, which we call the shotgun wedding where you’re running around with your hair on fire, trying to close a deal – we don’t have that problem.”

“You can sell those assets for fair market value to a buyer during your lifetime and upon the sale, we can move the equity outside of your taxable estate.”

Links

Website: Capital Gains Tax Solutions

https://capitalgainstaxsolutions.com/

Thom Black is a writer, speaker, innovative strategist, and human resource pioneer. He has helped build one of the biggest churches in America and he has guided thousands of individuals navigate their lives with a clear vision on what they want and what their purpose is.

Listen now to learn more about Thom, his spiritual journey, and what he has learned along the way!

Key Talking Points of the Episode

00:00 Introduction

01:33 Who is Thom Black?

02:17 What is Thom’s background?

07:30 How do our mistakes shape our lives?

08:26 How did 9/11 change our lives?

12:06 What was Thom’s spiritual journey like?

14:11 How did Thom get involved in starting a church?

16:15 What did Thom realize about how churches teach people about God?

19:45 How did Thom’s realization about churches help him start his business?

22:13 What was Thom’s most memorable encounter with a Santa Claus in the mall?

27:40 What did Thom realize from that moment with Santa Claus?

28:26 How does being able to disappear become a gift?

30:07 How was Thom able to write 500 books?

32:38 What was Thom’s journey as an athlete like?

35:13 What lessons did Thom learn from being an athlete?

39:49 What is the importance of being courageous enough to reach out?

41:05 How can you connect with Thom?

Quotables

“We’re here not because of what we did right, but because of what we did wrong.”

“You’re always complaining about something that you think was happening to you, when in reality, it was happening for you.”

“When you came to our church, no one asked you for money, no one asked you to sing a song, no one asked you to introduce yourself – you can come and go.”

“I started a company about 40 years ago about helping people find their gifts and their passion in what it is they did, because most of them didn’t know what they do.”

“When I did it for years, I worked with individuals and talked with them simply about what it is they love to do and then I was able to take them to the experience of introducing them to themselves.”

“Along the way, I was able to learn and understand that I had these profound moments.”

“Some of us have been designed to do all kinds of really cool things. Some of us have been designed to disappear, because something kinda comes through us.”

“You’re running three miles. You don’t win your race in the last mile, you win your race in the first.”

“You think that when you’re hurting that that’s your limit, you don’t know that there’s another level underneath that.”

“If you take on a big project, it’s not how fast you finish, it’s how fast you start.”