Less showcase, more substance
Buyers of prime property in Italy now decide more slowly and ask for more. We will not quote figures: the luxury market is made of few transactions, each with its own story, and average values say little about a lakeside villa or a penthouse with a terrace. It is more useful to observe what people ask during viewings, and what they leave aside without regret.
What people look for
The requests we hear in our offices come back again and again, and they are less showy than one might think:
- Real outdoor space. A terrace where a table can be laid, a garden that can be walked through, a balcony deep enough for two chairs. Square metres outdoors weigh on the decision more than they used to.
- Light and quiet. People view at different times of day, ask about aspect, listen to the courtyard. A bright apartment that is noisy loses interest quickly.
- Build quality. Insulation, systems, windows, lift, concierge: buyers want to know what lies behind the walls and what it will cost to keep in order.
- A room to work in. The study is no longer a whim: for many it decides whether a home wins them over or not.
- Privacy. Independent access, discreet entrances, neighbours who keep to themselves.
Every place has its own rhythm
Cities
In Milan, Rome, Florence and Turin the buyers differ, but demand concentrates on a few streets, and what separates a good property from one that is merely handsome is the building rather than the apartment. Shared areas, running costs, house rules and owners' meetings matter as much as the furnishings.
Lakes and coast
The clientele is more international and more tied to the season. Rare properties, with a dock or direct access to the water, are few and often appear on no portal: they are handled in confidence. Landscape restrictions and concessions can weigh on timing more than price does.
Mountains and countryside
Chalets, farmhouses and estates appeal to those who want a home to live in all year round, not only on holiday. What counts is the access road, the internet connection and upkeep during the months when the house stands empty.
Price and room for negotiation
Not everything is negotiated in the same way. Genuinely rare properties, well kept and with their paperwork in order, hold their price better; those with works to be done or irregularities to be put right leave more room for the buyer. An ambitious asking price without solid reasons, on the other hand, lengthens the process and weakens the seller.
Paper matters as much as stone
Anyone buying an important property asks for floor plans that match the real layout, building permits, minutes of owners' meetings, an energy certificate. A home with a complete file sells with fewer uncertainties and, often, with less friction in the negotiation.
How to find your bearings
- Set priorities first: three things that are non-negotiable and three on which to give way.
- Think in terms of total cost: works, staff, insurance, management.
- Have the property's regularity checked before making an offer.
- View in the least favourable hours and seasons, when the house is not performing.
- Accept that timing depends on the property, not on urgency.
Tax and planning rules change: for any significant purchase, our advisors suggest speaking to the notary and your own accountant before signing any offer.
