The data is clear: wealthier households own more property, particularly investment real estate, which means the investors most likely to benefit from a 1031 exchange may already be in your book¹. 

Whether it’s the retiring business owner who no longer needs the commercial property tied to their enterprise, the landlord who is exhausted by the demands of day-to-day property management, or the legacy-minded client who wants to pass the value of appreciated real estate to their children without triggering an immediate tax bill, these conversations are likely already happening in your practice. 

In this session, we will walk through client scenarios to help you recognize those investors in your existing relationships and give you the language and framework to start the conversation with confidence. 

Key Takeaways:

• The core mechanics of a 1031 exchange and why understanding the timeline and structure is essential to guiding clients effectively 
• The client signals hiding in plain sight, property management fatigue, capital gains anxiety, estate planning goals, that point toward a 1031 exchange as a natural fit 
• A practical framework for identifying property-owning investors already in your book and the key discovery questions that open the door to a meaningful planning conversation 

1: Source: Cerulli, U.S. High-Net-Worth and Ultra-High-Net-Worth Markets 2024