Rising property values are transforming high-value home sales into complex tax-planning events, creating a significant knowledge gap between the financial implications sellers face and their comfort level in managing them, according to MetLife’s 2026 Structured Installment Sales Poll. The survey of real estate professionals highlights that while brokers recognize the critical need for tax guidance, many clients lack the confidence to navigate these decisions alone, exposing them to potential financial consequences as transaction values increase.

The poll found that 94% of real estate professionals believe it is important for clients to understand the tax implications of a sale, including capital gains exposure. However, only 33% of respondents indicated that their clients are comfortable making complex financial or tax-planning decisions on their own. This disparity underscores a growing reliance on real estate brokers to provide or direct clients toward specialized financial guidance before deals close.

Market Drivers and Seller Motivations

Favorable market conditions are the primary driver behind high-value sales, cited by 67% of respondents. Additionally, specific client financial needs are motivating transactions, with retirement funding mentioned by 55% of brokers and succession planning or lifestyle changes by 53%. These factors are placing greater emphasis on how sellers manage capital gains, preserve proceeds, and generate income post-sale.

"For many sellers, the financial consequences of a high-value property sale extend well beyond the closing table," said Bejan Shirvani, head of Structured Settlements at MetLife. "As gains grow larger, sellers need to think earlier about taxes, income needs and how a sale fits into their broader financial goals."

Alternatives to Traditional 1031 Exchanges

While 1031 exchanges remain a well-known strategy for deferring capital gains—boasting 92% awareness among respondents—brokers are seeing increased interest in alternatives that offer more flexibility. The poll notes that sellers may seek options when they do not want to reinvest immediately, cannot identify a like-kind asset, or desire greater control over the timing of proceeds.

One such alternative is the Structured Installment Sale, which allows sellers to spread payments over time rather than taking a lump sum. This approach can help defer taxes, create predictable income, and align proceeds with long-term financial goals without requiring reinvestment in a like-kind property. In this arrangement, a highly rated insurance company, rather than the buyer, makes the periodic payments to the seller.

Broker Familiarity and Barriers

The survey indicates that 62% of real estate professionals are familiar with Structured Installment Sales, and 80% believe the strategy could apply to at least some of their clients. Early adoption is evident, with 26% reporting that clients have discussed, considered, or used the method. The perceived benefits of this strategy include tax deferral (78%), flexibility in structuring payments (61%), and the ability to generate predictable income (59%).

Despite the interest, confidence remains a barrier to adoption. Twenty percent of brokers cite a lack of understanding of how the strategy works as their biggest hesitation in discussing it with clients. Furthermore, only 27% have been approached by a structured settlement specialist, suggesting a need for further education and clearer guidance to facilitate these conversations in competitive markets.

Poll Methodology

MetLife’s 2026 Structured Installment Sales Poll was fielded from April 20 to May 8, 2026. MetLife commissioned MMR Research Associates, Inc. to conduct the online survey of 101 licensed real estate brokers and agents. Participants were required to have sold at least one commercial or residential property valued at $500,000 or more within the past five years. The average reported transaction value among respondents was $3.9 million.

MetLife estimates its variable investment income for the second quarter to be between $220 million and $270 million on a pre-tax basis, according to a regulatory filing.

The company provided the guidance in a submission to the United States Securities and Exchange Commission (SEC). Variable investment income refers to the gains or losses from MetLife's investment portfolio that are not fixed and can fluctuate based on market performance.

The disclosed range offers investors insight into the potential performance of the insurer's investment activities for the current quarter.