Updated over 4 years ago on .

How Brett Facilitate and How He Work With All The Parties

Jon Dwoskin:
Let's talk about maybe the brokers for a minute, because you were a broker. How do you facilitate? How do you work with all the parties? Then how do the parties know when to call you and bring you in?
Brett Swarts:
Great question. I love working in teams. I grew up playing sports and basketball in college. Then I had some of the best training at Marcus and Millichap as an Investment Real Estate Broker, and I still am a broker here in California. I just found that if you know your role and what your objective is, working together is the best way to go about it. So I think of myself as sort of like the offensive coordinator now, you know, because I'm sort of not on the field anymore. As a broker, I'm sort of the guy in the booth, giving the directions to the broker. So the way we approach it is, look, what are you trying to do to add value? What solutions are you providing? To give you a rough example, a lot of brokers will call a client and say, do you want to sell a property? And one of the number one challenges they say is “Sure, I'd like to sell my property if you can find me an upgrade”, or, “Sure I like to sell a property if I knew I didn't have to even go into Real Estate anymore”. In fact, I don't want to trade my current toilets, trash, and liability and the problems that I know, for new problems that I don't know the unknown, and so the key is adding value beyond just 1031. That's the first thing I would say for an actual example.
So we disclosed a deal in Georgia, a $7.6 million property. This gentleman's a baby boomer, he's bought and sold properties for 30 years. So he's looking at a failed 1031 exchange. So we saved his failed 1031 exchange and that brought tremendous value for the broker and the opportunity to keep the client's money working for him versus paying about a million in tax. So we always start with, how are you adding value to your client? And then how can we work together to help educate you alongside Think of it like not knowing what 1031, Jon, was when you first started your career? At a certain point, you didn't know about the 1031 exchange? But then you did. And then once you did, you were able to empower your clients. So that's kind of how we were sort of like an intermediary if you will, or capital gains tax deferral solutions that we were going to give you the options and then figure out how it is going to best apply to your clients.
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