riccardo fargion, punto casa agency: “the typical tuscan houses are the most requested on the market“

Those working in the luxury real estate sector must always be ready to face the challenges that come from the market. Expertise, professionalism, and motivation are essential qualities, and they are certainly not lacking in the agents of "Punto Casa," who have partnered with Luxforsale in the Tuscany area. Specifically, we interviewed the owner Riccardo Fargion, who provided a clear and detailed overview of the reference market.

What is the current trend in the real estate market in your agency’s area of operation?

The real estate market in our area has experienced overall dynamism in 2024. The available stock is limited, but properties that are correctly introduced — by which I mean properly valued, with good documentation, and well-presented — generally attract immediate interest.

Often, negotiations are closed quickly, with minor adjustments to the asking price. Undoubtedly, the market is highly polarized: properties of poor quality or in need of renovation do not generate much interest and struggle to find their place, while high-quality, well-renovated properties get an immediate response. I would say that buyers are increasingly interested in quality properties that are bright, set in pleasant surroundings, and offer outdoor spaces.

Based on your experience, have you identified a target clientele that approaches your real estate agency?

Our company structure aims to offer tailor-made services to meet the specific needs of each client. We have therefore segmented the real estate market and are ready to provide every type of service. We have a division dedicated to traditional and short-term rentals, a sector focused on residential properties, and a premium sector specializing in foreign and luxury clients. In this last sector, most of our clients come from Northern Europe, but we also serve Israelis and Americans. A market that has been particularly growing in recent years is the Polish market, which is establishing itself with increasing strength in our area.

What types of properties are most in demand right now?

The most requested properties in the luxury sector have always been the typical Tuscan houses — old stone dwellings with land, often in panoramic positions, which allow buyers to experience the typical Tuscan lifestyle. This is because buyers are often more attracted to our lifestyle than to the property itself. They love good food, our wines, and we have Bolgheri nearby with its Super Tuscan wines, for example. Another highly sought-after but difficult-to-find category is villas with direct sea access. Unfortunately, these gems are becoming rarer.

What motivated you to establish the partnership with Luxforsale for your real estate agency?

We decided to join Luxforsale because we share the same vision. For us, the client and the person have always been at the center of our attention. We believe that being part of LFS is an accelerator for our business, both in terms of acquiring new properties and streamlining the sales processes through the services offered. We were particularly impressed by the concierge service and the opportunity to work with high-level professionals, such as accountants and lawyers, specialized in international relations.

Based on your experience in the sector, what are the possible future developments for the luxury real estate market in your area and in general?

As I mentioned earlier, I believe the market is increasingly polarized — either at the low end or the high end — with a significant loss of the middle range. I expect that the growing economic difficulties will increase the struggles in the low-quality market, while luxury properties will continue to perform well, especially due to the fiscal benefits present in our country. I also foresee that the clientele will become more demanding in terms of property quality and service received, focusing more on the experience than the product itself.

I believe the challenge for our local market will be to help potential sellers align their properties to the highest standards so that they remain competitive and attractive on the market, thereby increasing the chances of selling, both in terms of timing and absolute value. From our side, we will need to continue providing high-quality services in increasingly shorter times. Today’s clientele is inspired by the service model of Amazon, meaning they are accustomed to fast response times and execution, a trend that affects the entire economy, including our sector.