At our December DIG Philly meeting, Fred Hubler revealed a competitive edge that real estate agents have when making offers on behalf of buyers: the ability to solve the seller's tax problem. "You can say something I can't say. You can say 'Listen, I can help you if you sell your property to me, I can help you never pay taxes and I know a guy that writes for Forbes.'"
This isn't about being manipulative. It's about offering genuine value that can make your client's offer stand out in a competitive market.
"If I say 'Hi I'm Fred, I write for Forbes,' like dude... it comes off wrong. I can't say anything that would embarrass my mom."
When Fred Hubler talks about his Forbes credentials directly, it sounds like bragging. When a real estate agent mentions they work with a Forbes contributor who can help the seller defer taxes indefinitely, it sounds like valuable problem-solving.
Same information. Completely different perception.
Fred's constraint: Can't promote himself without sounding arrogant
Your advantage: Can promote Fred's expertise as a resource for your client's benefit
This isn't a minor distinction. It's the difference between self-promotion (which people instinctively resist) and third-party credibility (which people trust).
When you're making an offer on behalf of a buyer, you're typically competing against other offers. In hot markets, there might be 5, 10, or more competing bids.
Standard offer approach:"My client is offering $2.8 million for your property."
Tax-solution enhanced approach:"My client is offering $2.8 million for your property. Additionally, I work with a Forbes contributor who specializes in helping property sellers defer capital gains taxes indefinitely through 1031 exchanges and DST strategies. If you're concerned about the tax implications of this sale, I can connect you with resources that could save you hundreds of thousands—or even millions—in taxes."
Same offer price. Completely different value proposition.
Most property sellers face a massive problem they haven't fully processed: the tax bill.
Typical seller's mental calculation:
Actual reality after taxes:
That seller thinks they're getting $2.85 million to work with. They're actually getting $2.05 million.
When you offer to help them keep the full $2.85 million (or close to it) through tax deferral strategies, you're not offering a small benefit. You're offering them $800,000 they thought they had to give to the IRS.
"Just putting Forbes in with your offer..."
Hubler mentions this almost casually, but it's strategically important. The Forbes credential serves several purposes:
"Forbes contributor" signals expertise and authority. Sellers who don't know anything about 1031 exchanges or DSTs will trust information from someone with that credential.
How many of the competing real estate agents mentioned tax deferral strategies? How many referenced working with nationally recognized experts? Probably zero.
Offering tax solutions signals you work with high-net-worth clients and understand complex transactions. This makes sellers more comfortable with your client as a buyer.
Five offers blur together. The one that mentioned "Forbes contributor" and "never pay taxes" will stick in the seller's mind.
Here's the language advantage you have as a third party:
Fred saying it:"Hi, I'm Fred Hubler. I write for Forbes and I'm an expert in DSTs and 1031 exchanges."Reaction: "This guy is really into himself."
You saying it:"I work with Fred Hubler, who writes for Forbes and specializes in helping property sellers defer capital gains taxes indefinitely. If you're concerned about the tax implications, I can connect you."Reaction: "This agent has access to valuable resources."
Same facts. Completely different framing.
Here's how to actually deploy this:
Connect with Fred (or another DST/1031 expert) before you need them. Understand what they do, how they help, and how to explain it simply.
Not every property sale benefits from this approach. Look for sellers with significant tax exposure who would benefit most.
Include the tax deferral resource in your initial offer communication, not as an afterthought. "By the way, we can also help with taxes" doesn't have the same impact as leading with it.
When a seller expresses interest, have Fred's information, basic 1031 explanations, and case studies ready to share immediately.
Make the introduction between seller and tax expert. Be the connector, not the barrier.
Even if your offer isn't accepted, following up to see if they used the tax deferral information builds long-term relationship value.
If this strategy is so effective, why isn't everyone using it?
Most agents don't know about it. They understand 1031 exchanges exist but don't know how to leverage that knowledge competitively.
They don't have the relationships. They don't know DST experts or tax strategists to refer to.
They think "lower price" is the only lever. Traditional real estate teaching focuses on price, terms, and closing timeline—not tax optimization.
They're afraid of complexity. Mentioning tax strategies feels risky if you don't understand them well.
They don't see themselves as problem-solvers. They see themselves as facilitators of transactions, not as strategic advisors.
This creates opportunity for agents who do understand this strategy.
You have an unfair advantage that Fred Hubler doesn't have: you can promote his expertise without sounding arrogant.
When you make an offer on behalf of a buyer, you can legitimately say:
Fred can't say these things about himself without sounding like he's bragging. You can say them about him while adding value to your client's offer.
In a competitive market where multiple offers blur together, the one that mentions saving $800,000 in taxes will stand out.
"Just putting Forbes in with your offer..."
It's a small thing. But small things create competitive advantages.
And competitive advantages win deals.
Real estate agents should not provide tax advice unless properly licensed. This strategy involves connecting sellers with qualified tax professionals who can evaluate their specific situations. The tax benefits described depend on individual circumstances and proper execution of 1031 exchanges and DST investments. This article is for educational purposes only.