During the FIAIP meeting dedicated to the analysis of the real estate market in Tuscany, held in Florence, Simone Casani, provincial vice president of FIAIP Lucca, shared several reflections on the local property market and on the evolving role of the real estate agent.
Below is a summary of his speech.
The province of Lucca — and in particular the areas of Lucca and Versilia — continues to show strong attractiveness within the real estate market.
This is confirmed by the number of transactions and the steady interest from buyers, both for primary residences and, inevitably, for the second-home market.
Naturally, every area has its own characteristics: Forte dei Marmi is not Viareggio, and Viareggio is not Camaiore. However, taken together, these areas continue to attract significant interest and demand from buyers.
The reflection mainly concerns the role of data and the use of analytical tools such as the Real Estate Observatory.
Over the past years, the work of the real estate agent has changed profoundly. In the past, the most valuable asset was information: knowing where the property was.
Today, however, that is no longer enough. Thanks to the digital tools available, even inexperienced buyers can easily identify properties on the market.
Paradoxically, visiting a property today almost serves only to confirm that the house actually exists.
The real value of the real estate agent’s work is becoming something else: having access to data, knowing the market, and understanding the prices at which properties have actually been sold in a specific area.
But above all — and this is the real challenge of the coming years — having data will not be enough, because data will increasingly be available to everyone.
The real difference will be the ability to interpret it.
Thanks also to artificial intelligence tools, professionals in the sector will increasingly be required to analyze data almost in real time in order to produce estimates and evaluations that do not simply describe the past, but interpret the present and anticipate what might happen in the months ahead.
The real estate market is constantly evolving. And it often happens that just when you think you have understood how the rules of the game work… the rules change.
For this reason, one of the fundamental skills of the modern real estate agent is precisely this: having data, but above all having the sensitivity and the ability to interpret it in order to provide better service to consumers.
Moments of discussion such as those promoted by FIAIP represent an important opportunity not only for dialogue among professionals, but also to communicate to citizens what the real mission of the real estate agent is today.
It is no longer simply about showing a property.
Today the work of a real estate agent means analyzing data, verifying documents, checking the actual square meters of a property, identifying potential irregularities, carrying out documentary due diligence, performing mortgage inspections, and correctly evaluating the price per square meter.
In other words, transforming numbers into informed decisions for both buyers and sellers.
And this is exactly where tools such as the Real Estate Observatory become essential. Because data alone are just numbers — but when interpreted by professionals, they become real value.
