By Justin Stoddart

Introduction

If you’re a high-producing real estate agent looking to create more opportunities in today’s market—or a property owner thinking about a major exit—there’s one secret weapon you probably haven’t been using: a strategic Capital Gains Tax Exit Plan.

In this episode of the Think Bigger Real Estate podcast, Brett Swarts, founder of Capital Gains Tax Solutions, shared how this powerful strategy is unlocking hidden listings, saving stalled deals, and enabling both clients and agents to create lasting impact.

Whether you’re an agent hoping to differentiate yourself, or you’re a seller weighing your options, read on to explore how you can leverage this tax-deferral method to generate passive income, serve at a higher level, and avoid unnecessary taxation.

What’s Holding Sellers Back? It’s Not the Market—It’s the Tax Burden

In high-tax states like California and New York, many property owners are stuck. Their properties have appreciated significantly, but so has their potential capital gains tax liability. On a typical $8 million sale in California, for example, an owner could lose up to 33% of their gain to taxes. That alone is enough to stop many from selling.

What Brett and his team have done is create a Capital Gains Tax Exit Plan that allows sellers to:

• Defer the tax

• Pay off existing debt

• Reinvest proceeds into truly passive investments

• And most importantly—free themselves from landlord headaches

What Is the Deferred Sales Trust (DST)?

The core strategy Brett introduced is the Deferred Sales Trust—a lesser-known but fully legal alternative to the traditional 1031 Exchange. The DST doesn’t require strict timing (like the 45-day/180-day rule) and works for any asset class: real estate, businesses, even cryptocurrency.

This creates an opportunity for agents to unlock listings that would otherwise never hit the market because the owner is too worried about taxes.

Real Stories, Real Results

Here are a few standout case studies Brett shared:

• A Palo Alto luxury homeowner faced $2 million in taxes and couldn’t sell due to debt. The DST allowed him to sell, defer tax, pay debt, and move on—with proceeds invested passively.

• A Sacramento family with young kids sold a multifamily property and traded managing “toilets, trash, and tenants” for more time with their twin daughters—reinvesting passively to increase their NOI from $120K to $190K.

• A dentist in Oregon sold a $16M practice and is now using the proceeds to invest in real estate—opening doors for agents who understand capital gains tax strategies for business owners.

Why This Matters for Real Estate Agents

This isn’t just a tax strategy—it’s a client attraction and retention strategy. As Brett emphasized:

“You’re no longer just a real estate agent. You’re a truly passive income freedom fighter.”

When you walk into a listing appointment, go beyond the pricing strategy. Instead, ask your client:

• What’s your mission, vision, and values?

• What’s your truly passive income number?

• What would financial freedom really look like for your family?

This depth of conversation builds trust, reveals financial pain points, and allows you to present solutions others can’t.

Bonus Tip: Eliminate the Pressure of the 1031 Exchange

Many agents lose listings because their clients are waiting to find a replacement property first. The “Best 1031 Exit Plan”—a hybrid of 1031 and DST—offers the flexibility to start with a traditional exchange, then pivot to a trust if the right up-leg never appears.

This solves one of the most frustrating listing objections agents face: “I can’t sell until I know where I’m going.”

From Agent to Strategic Advisor

As John Maxwell teaches: transformation begins at the top. In the podcast, Brett reflected on implementing leadership development in an entire country—starting with the president. Similarly, as agents, when we elevate our identity beyond transactions to transformation, we lead clients toward freedom, not just closings.

If you’re ready to become more than an agent—someone who delivers return on impact as well as ROI—start using the capital gains tax exit plan to open up new conversations, win new listings, and elevate your brand.

Final Thought: Think Bigger

As Brett said, the majority of your time with your kids, your spouse, your loved ones—happens before they turn 18. Don’t trade what’s priceless for what’s merely profitable. Help your clients do the same.

Ready to unlock your next high-value listing?

✅ Start by scheduling your strategy call with our team.

At ProInsight, we’re here to empower you to reach new heights. Let’s think bigger together.