A survey of real estate investors and industry professionals identifies five core strategies to help guide clients to successful exchanges.

This week, 1031 CORP., a nationally recognized Qualified Intermediary facilitating tax-deferred 1031 exchanges, released new research revealing what makes 1031 exchanges successful, and how more investors can achieve success. The research surveyed 407 participants including 256 allied professionals (CPAs, attorneys, real estate professionals, financial advisors, and title/escrow officers) and 151 real estate investors across all experience levels.

According to the survey, after their first exchange, 74% of investors become repeat exchangers, most commonly completing three to five exchanges over time. The research identifies key drivers of successful 1031 exchanges and outlines five core strategies to support better outcomes.

"Most advisors frame 1031 exchanges for tax deferral,” said Margo McDonnell, CRE, CES®, President and CEO of 1031 CORP. "When investors complete their first exchange successfully, they gain confidence, and most become repeat clients. The key is starting 1031 exchange conversations earlier and leading with what investors actually care about, including property values, cash flow, and market conditions, while showing how 1031 exchanges support those priorities."

Key Findings:

• What Drives Decisions: Contrary to conventional wisdom, investors report that property values (68%), cash flow potential (63%), and interest rates (48%) actually drive their real estate decisions. The most effective 1031 conversations lead with economics first.
• The Value of Early Planning: Starting 1031 conversations during disposition planning rather than shortly before closing gives investors more time for replacement property search and reduces timeline pressure.
• Meeting Clients Where They Are: 83% of professionals say interest rates are affecting how clients view investing. Understanding how to address replacement property concerns and timeline considerations helps investors move forward with confidence.

Based on the research results, 1031 CORP. identified five core strategies to help industry professionals guide more clients to successful exchanges:

• Start conversations earlier during disposition planning rather than shortly before closing.
• Lead with what matters most to investors (property values, cash flow, market conditions) and show how 1031 exchanges support these priorities.
• Provide role-appropriate guidance with clear handoff protocols and escalation paths for complex scenarios.
• Address replacement property concerns proactively by helping clients start their property search before listing.
• Build trust through transparency and coordinating all parties involved in the exchange.

To mark the company’s 35th anniversary in 2026, 1031 CORP. is sharing these insights with actionable takeaways through a series of webinars and social media posts tailored to professional advisors and real estate investors, providing role-specific guidance for CPAs, attorneys, commercial brokers, residential agents, financial advisors, and title/escrow officers. Persona-based playbooks will be available in April.

"The compounding effect of 1031 exchanges transforms how investors build wealth," added McDonnell. "The guidance on taking advantage of 1031 exchanges is going to vary based on who’s in the driver’s seat, and there are a lot of different paths to take. That’s why we're excited to share these insights to help more investors access these benefits with the guidance of their trusted advisors."

About 1031 CORP.

1031 CORP. is a nationally recognized Qualified Intermediary (QI) specializing in tax-deferred 1031 exchange transactions under Internal Revenue Code Section 1031. As one of the top qualified intermediaries in the United States, 1031 CORP. helps real estate investors, business owners, and their trusted advisors including real estate agents, attorneys, accountants, financial professionals, and title and escrow officers defer capital gains taxes through compliant like-kind exchanges. With decades of national experience completing thousands of successful real property exchanges, 1031 CORP. delivers what investors ask for most: security, expertise, and exceptional service. 1031 CORP. facilitates all types of 1031 exchanges, including reverse 1031 exchanges, forward/delayed exchanges, improvement/construction exchanges, and simultaneous exchanges. With multiple certified exchange specialists (CES®) on staff, 1031 CORP. is the best choice for your 1031. For more information, visit 1031corp.com.

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1031 CORP. releases new research and identifies five core strategies to help guide clients to successful exchanges.