Investment Property Wealth Management (IPWM) is no longer a niche service. It’s becoming an increasingly relevant capability, particularly for advisors working with clients who have substantial real estate holdings. For advisors looking to differentiate and add value, integrating IPWM into the core offering may offer a strategic opportunity.
But where do you begin?
Here are key steps and operational tips to help you bring IPWM into your everyday practice.
1. Reframe Real Estate as a Managed Asset Class
The first step is mindset. Many advisory practices treat real estate as a separate category—acknowledged but not actively managed. Begin shifting that perception by incorporating real estate holdings into your client reporting, performance discussions, and asset allocation reviews. When reviewing the client's full balance sheet, include rental income, valuations, debt structure, and liquidity considerations.
This can help establish real estate as a meaningful component of the overall financial picture—similar to how advisors treat equities or fixed income—with planning implications that merit ongoing attention.
2. Coordinate with IPWM Specialists
Most advisors aren’t licensed to sell or manage real estate directly, but that doesn’t mean real estate has to remain outside the planning process. Building a network of qualified professionals—such as 1031 exchange intermediaries, tax professionals, and real estate attorneys—can help support clients navigating property transitions, income strategies, or estate planning.
When appropriate, this network may include real estate investment firms or DST sponsors, provided all client referrals and compensation align with applicable SEC and FINRA regulations. Maintaining a curated network allows you to offer more coordinated planning without stepping outside your advisory role.
3. Systematize Real Estate Discovery in Client Onboarding
Advisors may overlook important assets and planning opportunities if real estate holdings are not included in the discovery process. Consider revising intake forms and onboarding protocols to include:
- Real estate holdings (owned directly or via LLCs)
- Use cases (income, appreciation, legacy, personal use)
- Cost basis and debt levels, and liquidity needs
- Management structure and current challenges
Documenting this early enables real estate to be considered as part of the broader financial strategy—helping inform discussions around tax deferral, diversification, risk management, and legacy planning.
4.Offer Real Estate Planning Reviews
As you offer periodic investment reviews, introduce a dedicated session to review real estate strategy. Topics might include:
- Evaluation of property performance or risk concentration
- Review of potential tax-deferral strategies (e.g., 1031 exchanges)
- Consideration of passive transition options (e.g., Delaware Statutory Trusts)
- Estate structure and beneficiary alignment
This doesn’t require deep real estate expertise—your role is to surface opportunities and connect the dots to their financial goals.
5. Integrate IPWM into Marketing and Education
Make IPWM a visible but appropriate part of your firm’s educational outreach. Consider publishing blog posts on real estate transitions, hosting guest-led webinars on DST structures, or including high-level FAQs about real estate strategy in your client materials.
Importantly, limit educational content to areas within your scope of expertise. For more technical topics—such as Delaware Statutory Trust mechanics or 1031 exchange compliance—collaborate with qualified professionals or third-party experts. This allows you to offer meaningful guidance while ensuring clients receive specialized input where needed. As more clients and prospects seek guidance on real estate wealth, positioning yourself as a resource helps attract and can reinforce your role as a comprehensive planner.
Final Thoughts
Real estate continues to play a meaningful role in many client portfolios. By integrating Investment Property Wealth Management (IPWM) into your offering, you may better align with the full scope of your clients' assets and long-term planning needs..In addition, incorporating Investment Property Wealth Management can help advisors connect traditional financial planning with real estate considerations—creating a more holistic, goals-based approach. Depending on the structure and client circumstances, this may support capital gains deferral, improve tax efficiency, or offer estate planning options through diversified, professionally managed real estate vehicles.
Operational integration starts with awareness—and ends with impact.
The tax and estate planning information offered by the advisor is general in nature. It is provided for informational purposes only and should not be construed as legal or tax advice. Always consult an attorney or tax professional regarding your specific legal or tax situation.
Article written by: Story Amplify. Story Amplify is a marketing agency that offers services such as copywriting across industries, including financial services, real estate investment services, and miscellaneous small businesses.
Sources
https://www.investopedia.com/articles/mortgages-real-estate/09/real-estate-investment-portfolio.asp
https://www.inland-investments.com/education/1031-exchange-dsts
