Capital Gains Tax Solutions

How Brett Swarts Built $500M In Deferred Sales Trusts For Investors

February 28th, 2025

Founded By

Brett Swarts

Founders

Profitable

Yes

Year Started

2019

Customer

B2B

Founded By
Brett Swarts: Founders
1

Profitable
Yes: Year Started
2019

Customer
B2B

Who is Brett Swarts?

Brett Swarts, the founder of Capital Gains Tax Solutions, is a seasoned expert in deferred sales trusts and real estate investments. Originally from the Silicon Valley area, Brett honed his skills in commercial real estate at Marcus & Millichap and navigated the challenges of the 2008 financial crisis, which inspired him to develop innovative tax deferral solutions for high-net-worth individuals.

What problem does Capital Gains Tax Solutions solve?

Capital Gains Tax Solutions helps customers defer significant capital gains taxes, freeing up money for investments and reducing stress over financial decisions during asset liquidation.

Capital gains tax solutions

How did Brett come up with the idea for Capital Gains Tax Solutions?

Brett Swarts recognized a pressing issue faced by many individuals, especially baby boomers, who felt trapped by the burden of managing highly appreciated assets like homes, businesses, and investment properties. The challenge was how to sell these assets without falling into massive capital gains tax obligations, which many found overwhelming. Brett’s experience in real estate and witnessing the hardships of the 2008 financial crash highlighted the need for a smarter solution than the traditional 1031 exchange.

Through his work, Brett encountered the Deferred Sales Trust (DST) strategy—a revelation that paved the way for his business idea. He realized that the DST could offer a way to help people defer taxes, increase liquidity, and regain control over their financial futures. He validated this idea by seeing the transformative impact it had on clients, allowing them to sell at optimal times without overpaying during exchanges.

Despite skepticism, Brett focused on education and building trust around the DST. He diligently learned all he could, sought feedback from peers, and tailored his approach to address the specific pain points of potential clients. Brett’s dedication to solving a complex problem for underserved markets became the cornerstone of Capital Gains Tax Solutions.

How did Brett Swarts build the initial version of Capital Gains Tax Solutions?

Brett Swarts, founder of Capital Gains Tax Solutions, developed the product by focusing on creating a sophisticated strategy for utilizing Deferred Sales Trusts (DST) to help clients defer capital gains taxes. The first prototype of his service involved learning comprehensive real estate tax strategies, which required him to gain extensive knowledge by earning his Series 22 and Series 63 licenses and understanding the nuances of 1031 exchanges, DSTs, and other tax deferral instruments. This foundational development phase extended over several years working within real estate to refine the DST approach, a process that faced significant challenges, particularly during the economic downturn of 2008, which highlighted the necessity for sound tax strategy solutions. Brett utilized analytical tools and educational resources to craft a robust and reliable product, ensuring a perfect IRS audit track record over thousands of transactions, proving the effectiveness and compliance of the DST strategy.

What was the growth strategy for Capital Gains Tax Solutions and how did they scale?

YouTube

Capital Gains Tax Solutions utilizes a YouTube channel to engage with potential clients and educate them about complex tax deferral strategies, especially through the Deferred Sales Trust. The channel features an array of educational content, including deep dives into different tax strategies, testimonials, and workshops on tax deferral. One of the key elements that increase engagement are the real-life case studies and success stories shared by Brett Swarts, the founder, which help demystify the intricate financial strategies they offer.

Why it worked: By offering free educational resources, they position themselves as experts, building trust with potential clients who may need their services. The channel serves as a non-intrusive way for potential clients to understand the value of what they provide before committing to a consultation or agreement. This approach leads to organic traffic from individuals who are actively seeking tax solutions.

Networking & Speaking Engagements

Brett Swarts, the founder, strategically participates in public speaking engagements and networking events. These events allow him to connect directly with high-net-worth individuals and their advisors, building rapport and demonstrating the tangible benefits of using tax deferral strategies. By simplifying complex topics, Brett is able to draw interest from audiences who feel overwhelmed by the intricacies of capital gains taxes.

Why it worked: Direct interaction with potential clients at events ensures the company reaches a more engaged audience likely experiencing pain points that Capital Gains Tax Solutions can address. These interactions often lead to consultations and personalized tax strategies tailored to the needs addressed during these discussions.

Partnerships with Financial Advisors

Capital Gains Tax Solutions collaborates with financial advisors, commercial real estate brokers, and other business professionals to create a network of partnership referrals. These professionals introduce their clients to Capital Gains Tax Solutions, adding a layer of credibility and a trust factor to the introduction.

Why it worked: By offering specialized services that complement those of financial advisors and real estate professionals, Capital Gains Tax Solutions can effectively expand its customer base through referrals. The partnerships build a bridge to a pool of clients actively in need of expert tax advice but who trust professionals they already have relationships with.

Podcasts

The company has established thought leadership in the industry by launching "Capital Gains Tax Solutions Podcast," where Brett Swarts hosts interviews with experts and shares strategies on deferring taxes through different financial instruments. The podcast caters to a niche audience of real estate investors, business owners, and financial professionals seeking knowledge in tax deferral.

Why it worked: The podcast format allows for in-depth discussions on topics that matter to their audience. As podcast listeners typically subscribe to shows focusing on subjects they’re deeply interested in, this allows Capital Gains Tax Solutions to connect with a highly targeted audience, turning subscribers into leads.

What's the pricing strategy for Capital Gains Tax Solutions?

Capital Gains Tax Solutions utilizes a strategic consultation and Deferred Sales Trust approach, offering a free guide and initial consultation, with customized tax deferral plans scaling based on client needs and asset values.

What were the biggest lessons learned from building Capital Gains Tax Solutions?

Slow Down and Plan: Brett Swarts emphasizes the importance of taking the time to prepare and plan thoroughly, especially regarding complex financial strategies like deferred sales trusts. Rushing can lead to mistakes and missed opportunities.
Hire the Right People: Instead of trying to do everything himself, Brett advocates for hiring experts in areas where one might not excel. This approach helps in building a competent team that can manage aspects of the business effectively.
Understand the Flow: Having a three-dimensional view of cash flow, tax flow, and debt flow is crucial in real estate and investment decisions. This comprehensive understanding aids in making informed choices and avoiding financial pitfalls.
Embrace Flexibility: The company's ability to pivot strategies based on the client's needs—such as using deferred sales trusts instead of traditional 1031 exchanges—demonstrates the importance of being adaptable in business.
Resilience through Diversity: By offering diverse solutions like deferred sales trusts alongside other tax deferral methods, Brett Swarts highlights the importance of resilience through diversification, which helps clients weather market fluctuations and maintain financial stability.

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