Mastering Probate and Marketing with Sharon Vornholt

In this episode, I have the pleasure of interviewing fellow podcaster and popular blogger, Sharon Vornholt, who is the owner of Innovative Property Solutions in Louisville, KY. Sharon owned and operated a successful home inspection business for 17 years, while also investing part-time. Sharon was originally a rehabber and a buy-and-hold landlord, but when the market crashed in 2008, she became an “accidental wholesaler” and full-time investor. Sharon is also the creator of the Louisville Gals Real Estate Blog, and the popular podcast “Let’s Talk Real Estate Investing”. Sharon hosts several live events each year and is a regular speaker at other events across the country.

We began by talking about Sharon’s start in the real estate investing world. It all began for her when her friend took her to an REIA event… Sharon knew then that real estate was what she was meant to do. In the early days, Sharon learned a lot about different types of deals based on her own business needs, very similar to my own start in investing.

We talked a lot about different types of markets, the down-turn in 2008 compared to the current situations, and how to make money during all these periods. Sharon spoke about working with investors and how each had a different model, but by getting to know their criteria, she continued to be successful as a wholesaler.

I then asked Sharon about her Louisville Gals Real Estate Blog and the circumstances surrounding starting that up. Sharon said she started it in 2010 and her podcast, “Let’s Talk Real Estate Investing,” followed shortly thereafter. Through these two platforms, she discovered that her real passion was teaching people about marketing and branding in order to generate leads for real estate investing. This was also the time she discovered probate investing.

Sharon gave us some valuable information about the process involved with probate investing. If there is property included in a recently deceased person’s estate, the family needs to sell the property before the debts are paid and the assets can be dispersed. Sharon talked about how these families really need help and can be very motivated sellers. She also discussed the circumstances she takes into account and accordingly, adjusts her marketing and outreach.

We talked a little bit about how the current coronavirus pandemic is affecting Sharon’s business, specifically, and real estate investing generally. She said probate is largely immune to market fluctuations, but that there will be a backlog of probate deals available because of the closure of the court system. Sharon also talked about the course that she has put together, called “Probate Investing Simplified,” where she walks people through all of the terminologies and the entire process of probate investing. She also provides tons of bonus material, including detailed marketing letters, so that anyone who completes the course will be a probate investing expert.

I hope you will join me as I talk with this super impressive investor who is practically oozing integrity - Sharon Vornholt!

Notable Quotes:

“Real estate is all about the numbers.”

Sharon Vornholt

“You can be a real estate investor in any market cycle.”

Mike Simmons

“Buy-and-hold landlords never quit buying… it is like an addiction.”

Sharon Vornholt

“If it cash-flows, they are all-in.”

Sharon Vornholt

“Your model isn’t everybody else’s model.”

Mike Simmons

“I realized I need to stop trying to predict what people will do and just put properties out there.”

Mike Simmons

“The real estate investors that I know that have had success - they are just willing to jump in and do it.”

Mike Simmons

“You don’t need to know how to negotiate if you don’t know how to get deals.”

Sharon Vornholt

“Real estate investors go tone-deaf when you say the word ‘branding.’”

Sharon Vornholt

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

Sharon Vornholt

“You just have to stay in the game - direct mailing is a long-term play.”

Sharon Vornholt

“I’m all about the situation - how to not upset people, but to help them.”

Sharon Vornholt

“This is just continuing on a trend lately, certainly on this show - good people.”

Mike Simmons

“I may be leaving money on the table, but I keep my integrity.”

Sharon Vornholt

“You are coming from a position of helping them with an actual problem, and not how much money you are going to make.”

Mike Simmons

“You have to be able to look at yourself when you wake up in the morning, and you are not going to be able to do that if you take advantage of someone who doesn’t know any better.”