Timing the QI introduction
When should a realtor contact the qualified intermediary?
As soon as the client may sell investment or business real estate and reinvest—and always before the relinquished property closes. Early contact protects options without committing the client to complete an exchange.
Professional coordination
The best time is before the contract. The last safe time is before closing.
A QI conversation at listing or contract stage gives the client time to involve tax and legal advisers, understand proceeds restrictions, plan replacement-property timing, and coordinate the closing documents. Waiting until after disbursement is generally too late.
Coordinated workflow
What happens after the referral.
- 01
Listing or planning stage
Raise the possibility when a client plans to sell a rental, farm, timber tract, recreational property, commercial asset, or other investment real estate.
- 02
Offer or contract stage
Ask about reinvestment goals and obtain permission to introduce the QI before deadlines and closing logistics accelerate.
- 03
Before earnest money and closing changes
Tell the QI about assignments, direct-deeding questions, seller financing, entity issues, or changes in the scheduled transfer.
- 04
At least several days before closing
Provide the signed contract and closing contact so the QI and closing professional can prepare and reconcile the file.
- 05
Never after proceeds are received
If the client has already received or obtained unrestricted control of the sale proceeds, the deferred-exchange option may have been lost.
- Client is selling property held for investment or business use.
- Client expects a sizable gain or depreciation recapture.
- Client wants another rental, farm, land, or commercial asset.
- Client asks about delaying or reducing tax on the sale.
- Closing is scheduled but no QI has been engaged.
- Sale and replacement acquisition may occur at different times.
Protect the transaction
Early referral is issue-spotting, not tax advice.
The realtor does not need to decide whether the client qualifies before making the introduction.
The QI explains exchange mechanics; the client's CPA and attorney evaluate eligibility, entity, title, gain, and tax consequences.
A referral is most useful when it happens early enough for the client to make an informed choice before closing.
Professional resource
Keep the exchange conversation moving.
Download the branded guide, share it with your transaction team, and call North Oak Exchange before the relinquished property closes.
Professional FAQs
Common referral questions
Is the listing appointment too early to mention a 1031 exchange?
No. A brief issue-spotting question at the listing stage gives the client time to consult advisers and understand the exchange option before a closing deadline exists.
Can the client engage the QI on closing day?
It may be possible if the closing has not occurred and the documents can be properly completed, but waiting creates avoidable risk. Contact the QI as early as possible.
Does calling the QI commit the client to an exchange?
No. An initial discussion can identify the process and information needed. The client can then decide with independent advisers whether to proceed.
What if the sale has already closed?
If the client received or controlled the proceeds, it is generally too late to create a deferred exchange for that completed sale. The client should speak with tax and legal advisers about the facts.
A client may have a taxable sale?
Make the introduction before closing.
North Oak Exchange will explain the QI process, gather the transaction details, and coordinate directly with the client and authorized professionals.
General educational information only—not individualized tax, legal, accounting, investment, brokerage, title, settlement, or real-estate advice. Each client should consult independent advisers.