The role of the estate agent is widely known, yet still, in many respects, not fully understood on a global level.
An estate agent is essentially a real estate professional who, either independently or on behalf of an agency, provides services related to the sale and rental of various types of properties. Their responsibilities include offering accurate property valuations, promoting the property, and mediating the contractual agreement—managing every step of the process, right through to completion where necessary.
We’ve already explored the risks involved when choosing to take a do-it-yourself approach to something as delicate and complex as selling or letting a property. The chances of falling victim to fraud, bureaucratic pitfalls, or overvaluation/undervaluation are high. This is precisely why real estate agencies invest significant resources, time and energy into selecting the right collaborator. After all, this is a professional who must simultaneously represent the agency and protect the interests of the client. As such, an estate agent must possess:
As mentioned earlier, the success of an agency—and its agents—largely depends on client satisfaction. This means understanding individual needs, navigating bureaucracy to avoid delays and excessive paperwork, and achieving the best possible sale or rental price—one that reflects both market value and the client’s expectations.
But there’s more to it than that.
The role of the estate agent is now also formally recognised and regulated by specific guidelines and legislation.
Recently, UNI and FIAIP (Italian Federation of Professional Estate Agents) have introduced what is likely the first true technical reference standard for this profession. This builds upon existing service regulations introduced in 2011—rules that have too often been underestimated, not only by clients (many of whom may not even be aware of them) but sometimes even by industry professionals themselves.
Just recently, a new Reference Practice was published, outlining the “knowledge, skills and competences required of estate agents”. This document not only clarifies the professional scope of the role but also encourages adherence to these standards. In essence, the estate agent should no longer be perceived merely as a “salesperson”—a figure often regarded with suspicion—but rather as a qualified advisor and consultant, capable of offering secure, discreet and fully compliant services.
This includes safeguarding privacy, ensuring legal security during transactions (whether sales or rentals), and covering everything from anti-money laundering compliance to bureaucracy, urban planning, land registry searches, technical and structural planning, mandatory inspections, and property verifications.
In short, a wide range of crucial skills—skills that any conscientious and competent property professional should possess.
