Handling seller objections to selling because of 1031 concerns or laziness
I work full time in CRE investments but got my license to do 2-4 unit sales on the side (SoCal) so I can earn extra money and get better access to investment opps of my own. 

The most common objection I hear from warm leads I get while cold calling is a variation of “I might be interested in selling but I don’t have time to find a 1031/I’m waiting a few months until I find a 1031 property/I’m concerned about selling due to the tax hit”

I am 110% certain real estate is going to be in a full blown recession 6-18 months from now because I see the impacts in my CRE portfolio I help manage. I think people thinking of selling should exit the market today while inventory is low versus waiting until later to try to achieve a slightly higher price. 

How do you suggest I handle these folks?
[{"id": "fv7070q", "text": "&gt;I am 110% certain real estate is going to be in a full blown recession 6-18 months from now\n\nOK well that's not soon enough to help them, but when you're 110% certain that real estate is going to be in a full blown recession 45 days from now you can make an absolute fortune.  \n\nEdit: actually when you're 110% sure it will be within six months you can start making your fortune.", "replies": [{"id": "fv710e1", "text": "Yeah I understand what you mean. I think the point I try to make to people is \u201cdon\u2019t be greedy and wait until the fall or winter to consider selling. Every other owner I speak to is considering doing that so there will be more inventory on the market. If you\u2019re going to be greedy for that extra 5%, then if prices fall by 20% that\u2019s what you\u2019ll have to live with\u201d\n\nBut I definitely will be keeping up with these guys every month to keep tabs on them", "replies": [], "depth": 2}], "depth": 1}, {"id": "fv76hg3", "text": "What you describe is the number one obstacle to get people to sell. \n\nI know a guy that has a large and very nice apartment building. Would sell for alot and be easy to sell. Makes him a ton of money by a college. He said he would definitely sell, on the condition that he has something to 1031 into that is as good of an investment. \n\nThat's the issue. If someone has a great investment making them money, it's not easy to find them something that will seem better. Unless they are literally fully depreciated it's hard to convince people much of the time.", "replies": [{"id": "fv76pwe", "text": "That\u2019s a good point. Thanks. \n\nSo far I\u2019m experimenting calling expireds (tire kickers), off market non owner occupiers (1031 objection) and owner occupiers (no interest). So playing around to see who the best lead types are in real time", "replies": [{"id": "fv8ik1c", "text": "I\u2019m trying to dig deeper and find the owners who have businesses that may need capital from their investment property to stay afloat. Finding they are willing to at least engage in a conversation about current values.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "fv7f9lj", "text": "Can you please elaborate on this 110% certainty?", "replies": [], "depth": 1}, {"id": "g18t21i", "text": "You can convince them to sell by educating them on DSTs (Delaware Statutory Trust).\n\nA DST is a vehicle used for accredited investors to defer capital gains tax from the sale of   \ninvestment real estate assets.\n\nThese are institutional grade real estate that are readily available for them to close in 2-3 days. It's partial ownership in a trust that holds properties such as Amazon facilities, class A/B multifamily apartments, healthcare facilities.\n\nThe investor has the potential for monthly income, appreciation and diversification. It's a passive investment in real estate, Investors can still enjoy the benefits of owning institutional grade real estate without the property management hassle, and potential tax liability.\n\nI own an advisory firm, and can send you more information on DST's if you're interested. We work with industry leading sponsors such as Inland and Cantor Fitzgerald, and have an extremely experienced team that does high level due diligence on the properties we offer and have been successfully doing that since the start of DST's.", "replies": [], "depth": 1}]