The figure of the real estate advisor in the buying and selling process

real estate advisor

The WeAgentz web platform focuses on the figure of the licensed real estate agent, who with his professionalism and competence performs a fundamental task in real estate buying and selling processes.

But what are the figures that revolve or should revolve around it, to complete an activity that efficiently and without gaps has the role of satisfying the needs of the customer, from the owner to the investor?

Thomas Serra helps us to find out, who with an interview on our blog sheds light on the figure of the real estate consultant or advisor, to support the real estate agent in such a delicate and multifaceted job.

Hi Thomas, you are a well-known face in the digital real estate world, especially on social networks, where it is not difficult to come across your interesting videos. What is the core of your real estate business?

We are a group of independent and interconnected professionals, with work contributions distributed among partners. I personally take care of consulting in the management, efficiency and improvement of the performance of real estate assets over one million, as well as devoting myself to the flipping activity, which is the one for which the company was originally born.

Coming to the practical side, how do you operate in the activities in which you are specialized and what needs are you going to satisfy?

We are working hard to increase real estate consultancy, usually for entrepreneurs. This stems from an ever-increasing number of questions and requests, which prompted me to increase relationships with professionals linked to the world of real estate. In the case of very important assets, the answers of a single YouTube video are never enough, because these are exchanged and contradicted according to the reference market, the needs and perspectives of the property.

A condominium to be restored has a certain value in Milan and another in Vercelli, with a common renovation price: so what to do? Selling or renting? Renovate or demolish? Owning the property as a private individual or conferring it on a company to be set up ad hoc? Often those who have built up their assets over the years, perhaps by being a doctor or by running a textile company, are not good property managers, especially after 20-40 years.

Following all these questions that were asked to me, was born: the target is that group of customers who are difficult to manage by the classic real estate agent, who has strong commercial skills and a greater interest in selling and carrying out a first impact assessment. But it is too small to cope with the study of large consulting firms.

My role as a former agent graduated in Legal Services (Economics), allows me to meet 90% of the needs. With a view to growth, we are ready to better structure, with the contribution of third-party professionals, those most requested areas that require greater skills. To date, we have been the guide of the large owners who later delegated the formalities to their professionals, but in the future, we will be able to structure ourselves with legal, tax and internal planning skills.

How is your team composed?

To date we are very fortunate to have a family rooted in the sector: my father has been a builder and building contractor for over 30 years and is a support for the technical / shipbuilding part, my partner (she was the agent who sold us the houses and it still is today!) is a highly professional real estate agent, and we also have specialized lawyers and accountants ready to respond to individual assignments.

Today you are basically a family business, but how did your passion for the real estate sector develop?

I have always had a passion for houses, inherited from my father. I studied as a surveyor, but I immediately started being a real estate agent at 21 during my university studies. At 24 I was making my first real estate investment with a friend who still follows me today and other investors.

Over the years, requests for help from acquaintances have increased more and more. I almost always had a prompt and correct answer. It was a natural consequence to increase the cut and reach.


How do you fit into a process like buying, selling or renting properties, and how can you collaborate with real estate agents and agencies within these processes?

I have great esteem for real estate agents, I have been their colleague and I still stand up for them when I talk to some owners, I have also made videos about them on my YouTube channel.

I must admit that the average real estate agent snubs a lot of our advice and always tries to manage it personally, perhaps free of charge for the assignment. But they are two different and above all non-competitive skills.

A real estate agent should turn to us precisely to give value to his client. Just as you pay a tacit acceptance to the notary even when it could be avoided, just as you pay a mortgage relationship that a good agent should know how to do. Advice is never necessary, which is why it is essential.

Let me give you an example: an owner inherited three large apartments in the province, as well as some liquidity. The real estate agent recommended the sale of the properties, with a free valuation.

A more in-depth study, the result of what could be our consultancy, advised, knowing the heir’s need, the transformation of these three apartments into 8 two-room apartments, recovering relevant tax breaks, rented with a yield of 14% taking advantage of the agreed fee.

In addition to this aspect, it must be said that few real estate agents follow the land and especially industrial assets, which have very different budget entries and taxation, which are however precisely the aspects that justify their purchase and sale.

So you place yourself on the market as a reference figure and super parties and as consultative support for owners or investors in the real estate sector. Something is missing from our ecosystem…

Let’s consider a market that has an advisory role. The engineer is not commercial, the real estate agent is often not technical, and the accountant does not know the market.

Today there are entrepreneurs and professionals who are starting to plan the generational handover of the assets established in the 70s and 80s: these steps must be optimized. We simply do it.

This also allows us to operate directly in terms of investment with the property, if there is a property to be revalued and resold but there is a lack of liquidity, or if there is a willingness for the owner to reinvest or participate in real estate transactions. We are structured to manage the transaction as a joint venture or under minor partnerships.

Do you have any goals in the near future?

To date, we cover the area between Liguria, Piedmont and Lombardy well, but we see space to bring this type of activity also on a national scale.

The software, the web and the ease of movement do not, however, still make us realize the need for widespread openings on the territory: each consultancy can be managed remotely in the first phase and the inspection is manageable with a shift of a couple of days.

Leave us with a consulting “take-away” that can be useful to our readers!

A topic that I consider appropriate to address is that of the owner’s analysis in relation to the testamentary passage. We still have little culture of wills, inheritance planning and the idea of ​​having to do everything fairly.

Leaving 1/3 of the shed, the villa and the beach house to three children is barbaric, if one child lives in Canada, the other works in a completely different sector from real estate and one is the only one who has brought forward the family business. It is certain and normal that they will have to object to each other!

We prefer to provide this advice before the knots come to a head and know that the heirs will be calm tomorrow or, as often happens, today.