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High-Value Home Sales Are Exposing a Tax-Planning Gap for Sellers, MetLife Poll Finds

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  • Rising property values are increasing capital gains, prompting sellers to seek financial & tax-planning guidance before closing deals.
  • A 2026 MetLife poll reveals 94% of real estate professionals believe clients must understand tax implications, yet only 33% feel clients are comfortable handling complex decisions alone.
  • 85% of brokers encourage clients to consult tax professionals due to the financial consequences of high-value sales extending beyond the closing table.
  • Key drivers for sales include favorable market conditions (67%), retirement funding needs (55%), & succession planning or lifestyle changes (53%).
  • While 92% of respondents are aware of 1031 exchanges, there is growing interest in alternatives like Structured Installment Sales for sellers needing flexibility or delayed proceeds.
  • Structured Installment Sales allow sellers to spread payments over time via a regulated insurance company rather than receiving a lump sum, aiding tax deferral & income predictability.
  • 62% of respondents are familiar with Structured Installment Sales, 80% believe the strategy applies to some clients, & 26% report early client adoption.
  • Tax deferral is the primary cited benefit (78%), followed by payment structuring flexibility (61%) & predictable income generation (59%).
  • Confidence remains a barrier, with 20% of professionals citing a lack of understanding as their main hesitation in discussing the strategy.
  • Only 27% of brokers report being approached by a structured settlement specialist, highlighting a need for more education & access to experts.
  • The poll surveyed 101 licensed real estate brokers & agents with an average reported transaction value of $3.9 million between April 20 & May 8, 2026.