Your 1031 exchange clients are looking for certainty in a complex process—and they'll pay premium prices for it. Packaging your expertise into clear, tiered service levels removes friction from the buying decision and lets you capture clients across different budget ranges. Here's how to structure offerings that actually move inventory and grow your revenue.
Understand Your Client's Pain Points
Most property investors entering a 1031 exchange feel overwhelmed by timelines, IRS rules, and documentation requirements. They want someone to handle the heavy lifting so they can focus on finding the right replacement property. Your service tiers should address these anxieties at different levels.
The sweet spot is clarity: clients should instantly understand what they're paying for and what work gets done at each level. Vague service descriptions kill conversions.
Build Your Three-Tier Framework
Tier 1: Compliance & Filing (Budget-Conscious)
This is your entry point. Clients get:
- Initial eligibility verification and timeline explanation
- Exchange agreement preparation and filing
- Qualified intermediary coordination oversight
- Basic documentation checklist
Price this at $1,500–$2,500. These clients want the legal requirements handled but are managing property searches themselves. You're the safety net, not the full concierge.
Tier 2: Full Facilitation (Your Core Offering)
This is where most revenue lives. Include everything from Tier 1, plus:
- Property search consultation and evaluation support
- Market analysis for replacement property candidates
- Lender coordination and financing guidance
- Timeline tracking and deadline management
- Post-closing documentation and IRS compliance review
Set this at $4,500–$7,500. Tier 2 clients want professional guidance throughout the entire process. They'll ask you questions at 10 PM, and your responsiveness here justifies the price bump.
Tier 3: White-Glove Advisory (High-Net-Worth)
Your premium package for investors managing multiple exchanges or complex portfolios:
- Dedicated account manager (you or a senior team member)
- Multi-property portfolio planning and aggregation strategies
- Direct lender introductions and relationship management
- Tax advisor coordination and optimization consultation
- Quarterly advisory calls and follow-up opportunities
Price this at $10,000–$15,000 per exchange, or offer annual retainers ($2,500–$5,000/month) for clients doing multiple exchanges yearly. These investors value relationships and want ongoing partnership.
Add Strategic Upsells
Service packages don't have to be fixed. Create optional add-ons that increase deal value:
- Property inspection coordination: $300–$500 (you arrange inspections in target markets)
- Contractor referral network: $750 (connect clients with vetted repair/renovation specialists)
- Entity restructuring consultation: $1,200–$2,000 (for investors optimizing ownership structure)
- Successor planning review: $2,000 (help ensure the exchange aligns with estate goals)
These feel like natural extensions, not pushy selling.
Price Based on Real Numbers
Your pricing should reflect market rates and your actual time investment. A Tier 2 exchange realistically takes 15–20 hours of billable work across 45 days. At $225–$300/hour (standard for this service), you're looking at $3,375–$6,000 minimum—so your $4,500–$7,500 range is competitive and sustainable.
Don't undercut yourself. Clients equate lower prices with lower competence in regulated services like this.
Present Your Packages Clearly
When listing your offerings online (especially on directories where services get discovered, like Mercoly), use this format:
Exchange Documentation & Filing – $1,995 Perfect for DIY investors ✓ Agreement prep ✓ IRS filing ✓ Checklist support
Full Exchange Management – $5,995 Most popular ✓ Everything above + property search help + lender coordination + timeline tracking
Private Advisory Partnership – $12,000+ For serious investors ✓ Dedicated manager + portfolio planning + relationship building + quarterly reviews
Simple. Scannable. Conversion-oriented.
Test and Adjust
Launch with these three tiers, then track what sells. If 80% of customers choose Tier 2, you've nailed the positioning. If Tier 3 sits empty, either reprice it or reposition it toward specific buyer personas (e.g., "for investors with $5M+ portfolios").
Monitor how long each exchange actually takes at each tier. If Tier 2 clients consistently need 25 hours instead of 15, your margin suffers—raise prices or tighten scope.
Final Thought
Your expertise is worth packaging into structured offerings—clients convert faster when they see clear value, and you capture revenue you're currently leaving on the table.
Build your tiered packages today and list them where serious property investors are actively searching for solutions.