Why the Local Italian Agent May Not Represent the Buyer
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Picture this: you find a property in Italy and contact the local agent advertising it. The agent has the keys, knows the seller, understands the local market, and may be highly professional. But American buyers need to understand one important difference: the agent marketing the property is not necessarily the buyer’s representative.
Under the traditional Italian model, the real estate agent acts as a mediatore—an intermediary facilitating the transaction between buyer and seller. The agent may receive a commission from both parties without representing either one exclusively. This doesn't mean that local Italian agents are untrustworthy. Many are excellent professionals, and I collaborate with them throughout Italy. It means that their legal and professional role differs from that of a buyer’s agent in the United States. For an American buyer accustomed to exclusive representation, misunderstanding this distinction can create significant risk. |
Model used for Lorenzo International Real Estate
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For an American buyer, the risk may arise in several ways:
The Italian Reality Most Americans Don’t Know
In Italy, both the seller and the buyer commonly pay a commission to the real estate agent involved in bringing the transaction together. If a buyer discovers or views a property through a local agent and later purchases it, that agent may be entitled to a commission when the agent’s activity contributed to the conclusion of the transaction. A simple request for information doesn't automatically create a commission obligation, but the buyer should understand the agent’s role and compensation expectations before proceeding. This is particularly important for American buyers who assume that the listing agent is compensated only by the seller, as commonly occurs in many California transactions.
When a buyer retains me as an independent advisor, my professional fee is paid directly by the buyer. In most transactions, my client pays only my fee, while the local listing agent is compensated by the seller. In exceptional cases, depending on the listing agent’s agreement with the seller, the buyer may also be asked to pay a separate commission. Any such exception is identified and explained before the buyer moves forward.
How I Work Differently
When I act as a buyer’s advisor, I represent only the buyer. My professional fee is paid directly by the buyer—not by the seller or the local listing agent. I coordinate with local agents throughout Italy, but I remain independent from their relationship with the seller and from their compensation. This allows me to evaluate the property, structure the negotiation, and guide the transaction from the buyer’s perspective.
I am licensed in both Italy and California and have worked within both real estate systems. However, my buyer representation services for an Italian purchase are clearly defined through a separate engagement agreement, so the client understands my role, compensation, and responsibilities from the beginning.
I occasionally represent sellers through a limited number of direct listings in Italy. When a property is my listing, I represent the seller and don't offer buyer representation on that same property. The buyer is clearly informed of my role and does not pay my commission.
This separation is fundamental:
Why Choose Me
Beyond the structure of representation, my background allows me to understand the transaction from multiple perspectives:
- No exclusive buyer representation. The local agent is facilitating the transaction and maintaining a relationship with the seller, but is not necessarily responsible for advocating exclusively for the buyer’s interests.
- Limited property selection. A local agent may naturally focus on personal listings or properties available through established local relationships, rather than comparing opportunities across agencies, cities, or regions.
- Information may emerge gradually. Documentation, planning irregularities, condominium issues, renovation requirements, or transaction costs may not be fully understood when the property is first presented.
- Different negotiating expectations. Language, local practices, and assumptions about foreign buyers can affect pricing discussions and the way information is communicated.
- The buyer may misunderstand the agent’s role. Helpful communication and assistance should not automatically be interpreted as exclusive representation or independent advice.
The Italian Reality Most Americans Don’t Know
In Italy, both the seller and the buyer commonly pay a commission to the real estate agent involved in bringing the transaction together. If a buyer discovers or views a property through a local agent and later purchases it, that agent may be entitled to a commission when the agent’s activity contributed to the conclusion of the transaction. A simple request for information doesn't automatically create a commission obligation, but the buyer should understand the agent’s role and compensation expectations before proceeding. This is particularly important for American buyers who assume that the listing agent is compensated only by the seller, as commonly occurs in many California transactions.
When a buyer retains me as an independent advisor, my professional fee is paid directly by the buyer. In most transactions, my client pays only my fee, while the local listing agent is compensated by the seller. In exceptional cases, depending on the listing agent’s agreement with the seller, the buyer may also be asked to pay a separate commission. Any such exception is identified and explained before the buyer moves forward.
How I Work Differently
When I act as a buyer’s advisor, I represent only the buyer. My professional fee is paid directly by the buyer—not by the seller or the local listing agent. I coordinate with local agents throughout Italy, but I remain independent from their relationship with the seller and from their compensation. This allows me to evaluate the property, structure the negotiation, and guide the transaction from the buyer’s perspective.
I am licensed in both Italy and California and have worked within both real estate systems. However, my buyer representation services for an Italian purchase are clearly defined through a separate engagement agreement, so the client understands my role, compensation, and responsibilities from the beginning.
I occasionally represent sellers through a limited number of direct listings in Italy. When a property is my listing, I represent the seller and don't offer buyer representation on that same property. The buyer is clearly informed of my role and does not pay my commission.
This separation is fundamental:
- when I represent the buyer, I work only for the buyer;
- when I represent the seller, I work only for the seller;
- I don't represent both sides of the same Italian transaction—a common practice in Italy, where the same agent may receive a commission from both the buyer and the seller.
Why Choose Me
Beyond the structure of representation, my background allows me to understand the transaction from multiple perspectives:
- 25 years of real estate experience across Italy and California;
- licensed real estate experience within both the Italian and American systems;
- a background in Business Administration and Economics, with my B.A. in Economics expected in December 2026;
- graduate studies in Financial Management and International Finance planned to begin in 2027;
- direct experience coordinating cross-border purchases throughout Italy;
- fluency in Italian and English, with the ability to translate not only language but also market practices and cultural expectations;
- dual Italian–American citizenship and a life built professionally and personally between both countries.
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Sardinia (Cala Coticcio)
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Venice (Veneto)
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