Helping Financial Advisors with the Deferred Sales Trust with David Young


“Identify, protect, and then help even create substantial investable assets.” – David Young



Let’s dive into the financial advisors like he said it might be an estate plan, it might be CPA’s, might be looking for a higher level of service and expertise. I like to say, bringing in the dream team. It’s best when we niche focus, like Capital Gains Tax Solutions, although we say solutions, we try to present the top five or so the 1031 Exchange, Delaware Statutory Trust and charitable remainder opportunity zones. The Deferred Sales Trust are our main five, but we niche focus on the Deferred Sales Trust. Would you walk through if financial advisors listening to this for the first time, just how you’re able to really help them? I like the way you put it on your website, you’re insourced investment team, and what that looks like.


We mentioned before, the vast majority of our clients, we have some institutional clients, endowments, foundations, those sorts of groups. But the bulk of our assets come through financial intermediaries for the reasons you described. If you’re a financial intermediary, you have a bit of a challenge, which is you’re probably no offence expert at managing money, you can’t be an expert at all things. But with the work you do for your clients, the whole point, of course, is to identify, protect, and then help even create, substantial investable, assets, liquid assets, money. We see a lot of solutions, we see advisors try and manage the money themselves. That’s probably not their best and highest use, in many cases. In many cases, it’s the tax work, or the financial planning or whatever, that kind of got the clients in the first place. That will also be limiting from a practice perspective. The more clients you get, the more time you’ll have to spend managing money, the less time you’ll have to spend with your clients doing the planning and servicing and getting more clients. So it’s deleveraging from the financial advisors kind of business model or practice perspective. That’s an issue, you can hire someone to manage the money, they may be good, they may not be good, you got to find the right person, it’s they can be pretty expensive if they were good, you and then you’ve only got one person, they might leave they might not they might. You can begin to hire a team of money managers yourself. Now you’re struggling to be a money manager. That’s a different business model, it’s expensive. 

There’s a lot of research and hiring the right kinds of people. These tend to be reasonably highly compensated people in the grand scheme of things, and then I would argue you’re really going down a tangent, getting away from your knitting, so to speak, it’s never a great idea. You can outsource the money to a number of different kinds of turnkey asset management platforms, they’re called tamps. These are places where an advisor can put money with a couple of other managers and it’s a little remote control a little distant, they’re their vendors, they’re selling you their service, spend a lot of time convincing you why you should hire them, and then the rest of their time making sure that they don’t get fired. It’s not always the best kind of solution. They’re not really integrated with your practice and aligned with you and your clients to their vendor. They have their own set of interests and motivations. You can take the next step, which we call bringing in more of an outsourced CIO. Some clients, when they look to work with a financial advisor, they think of that person as being their CFO. This will be my Chief Financial Officer, someone who will help me handle a range of different issues and bring in experts as and when needed. I think that’s a good model. Out sort of CIOs are more, more in our opinion, elevated and more evolved more advanced kind of solution, you need to start to have some pretty significant assets. For that to make sense.

You do get a higher degree of alignment to get more of a feel of like we’re in a partnership here. There’ll be more services capabilities available. What we’ve done is moving through that kind of providing investment models and providing sort of CIO service. The real pole, the gravity, if you will, has been to this idea of an insourced investment team. That means we have relatively few numbers of larger financial intermediaries as clients, but we do much more we are their investment department. We just happen to sit in a different place as you and I are now and everybody’s more comfortable with it. All we do is manage money and all the things surrounding it. We in many cases, do everything for them. I mean, literally everything that has to do with managing the money. We also help them grow their business. We will be on phone calls with, current clients, prospective clients, or in many cases, other advisors, they might be recruiting and bringing into their practice to grow their practice. It’s a different more. It’s a more engaged, deeper, broader level of engagement. It’s like having your own investment team, you just don’t have to pay for all of it. As long as you’re okay with us having some other clients that we do ostensibly the same thing for. We make sure that there’s geographic and other diversification so our clients are across the street from each other.




Closed Deal Story


Can I Save Capital Gains Tax When Selling Cryptocurrency? The answer is, “YES.”


Silicon Valley Technology Expert Finds A ‘Deferred Sales Trust’ To Break Open A Clear Path To Sell Cryptocurrency To Defer Capital Gains Tax


Can I save capital gains tax when selling cryptocurrency? The answer is, “yes.” About 7 years ago, Peter and his wife purchased their first Ethereum. Who would have anticipated that the value would have increased by thousands of percent in just a few years? Peter, who has worked in the technology field for more than 20 years, saw a great opportunity to sell in late 2017, however, without a clear legal plan to defer the large capital gains tax, found himself feeling trapped by the consequences of selling.

Peter held on to his belief in the fundamental value of ethereum and the potential business opportunities it brought to end-users during the 2018 crash when the value of ETH fell from $1,432 to below $90. “That was a tough pill to swallow,” Peter continued. Fortunately, everything returned in 2021, and much more. In early 2021, Peter met Jessica Lanning of Lanning Financial who told him about the Deferred Sales Trust and introduced him to Brett Swarts of Capital Gains Tax Solutions. Then in May of 2021, ETH reached an all-time high of $4362. “I knew it was time to sell at least a big portion of my stock since I didn’t want to miss this opportunity again. Let’s just say it’s been a long three years since the high in 2018.”

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