Trillions of dollars in real estate will change hands over the next 15 years. For many owners, the real barriers to selling are not cap rates or interest rates, but taxes and day-to-day management. Learn how to solve for both, and you can unlock substantial fee streams over the coming decade and beyond. Other NAI brokers are already using these strategies to win listings, deepen client relationships, and generate recurring advisory opportunities.

Attendees will also receive several free guides to tax benefits for independent brokers, covering corporations and entity choice, retirement planning, rolling fees into transactions, 1031 exchange basics, and common business deductions.

This session will cover
• Understand how the generational wealth transfer, low basis, and looming estate taxes are shaping owner behavior and broker fee potential
• Learn how to spot “tax-stuck” clients in your book of business and reframe them as listing and advisory opportunities
• See where 1031s, DSTs, UPREITs, and other tax-advantaged structures fit into real-world exit and succession plans
• Get simple, practical language for talking with owners and their heirs about liquidity, control, and taxes
• Walk through a clear process for partnering with an NAI-aligned tax strategist so you stay at the center of the relationship and the fee stream

Key takeaways

1. A simple framework for identifying and prioritizing tax-driven listing and advisory opportunities tied to the generational wealth transfer
2. Concrete scripts and conversation paths to open tax-structured exit and succession discussions with existing and prospective clients
3. A defined playbook for when and how to bring in a tax strategy partner to engineer solutions, protect relationships, and grow your long-term fee stream