How to Sell a Property in Italy [smoothly]

Let’s start with two shocking truths:

1. "Selling a house is easier than buying one!" Why? Simple. You don’t have to obsess over the perfect location, waste hours touring dozens of properties, or learn the ins and outs of the Italian buying process. Unless you’ve inherited a house, you’re already a seasoned pro at navigating the Italian real estate maze!
2. "Making mistakes as a seller costs you way more than a buyer!" Why? Because if the buyer decides to sue you, say goodbye to that sale—and to your free time—for years! And don't even get me started on the cost and the epic length of lawsuits in Italy.

So, the logical conclusion here is pretty straightforward: it's far too easy to make costly mistakes.

But don't worry—I, with my 15+ years of experience as a real estate agent, have the solution.

Selling home in Italy doesn’t have to be a nightmare. Let me handle the headaches, the paperwork, and the potential pitfalls, while you sit back and enjoy a smooth, stress-free sale. After all, it’s always better to have a pro in your corner when it comes to real estate!

Steps to successfully sell your Italian property

Step 1] Engage a trustworthy real estate agent

Selling a house is so risky that I can't even entertain the thought of you, a foreigner, attempting to go alone. So, my advice in this article will focus on what you should expect from your real estate agent and the steps you should follow.

If you don’t already have a trusted agent, check out my guide, "How to Find a Real Estate Agent in Italy”, and make sure to verify their license. Generally, I recommend choosing the agent who offers you the best marketing services and the most thorough document checks.

Here’s what to agree on with your agent:

• Exclusive vs. non-exclusive listing: Do you want to go crazy dealing with multiple agents? Probably not. That’s why I recommend an “open exclusive” agreement, where the agent must collaborate with other agencies. This is my approach because I don’t want my sellers to miss out on opportunities, if the buyer happens to be working with a colleague of mine.
• Commission: Typically, this ranges from 3-5% of the final sale price. If you're unsure, take a look at my quick guide on "Realtor Commission in Italy".
• Documents: The list of required documents is quite extensive. Further down, you’ll find a partial checklist.
• Marketing actions: Expect a full package, including professional photo shoots, drone videos, the best real estate portals, and social media advertising.

Step 2] Property valuation and setting the right price

A trustworthy real estate agent uses advanced systems to determine your property's most likely sale price. These systems include comparing similar properties, analyzing historical price trends in the area, and adjusting for factors like income generated (if applicable), or the quality of building materials.

On top of that, I offer a special service called “Rogiti in chiaro”, which allows me to access all the sale deeds of comparable properties in the same area. By applying corrective factors to compare apples to apples, I can give you an extremely accurate valuation.

Step 3] Preparing your home for sale (staging and renovations)

To make your property irresistible to buyers, you’ll need a little strategy—think like a savvy seller.

Home staging is the first thing that comes to mind, but I get it—people often see it as an extra cost or, worse, a waste of time. I disagree, but I understand.

Here are some low-cost tips that won’t waste your time:

• Repaint the walls if they need it.
• The keyword is declutter! Get rid of all unnecessary items. When it comes to selling a home, “less is more.” Think of those tidy, minimalist Scandinavian homes—everything in its place and nothing extra.

Step 4] Marketing your property (online platforms and targeting international buyers)

Have you ever noticed that the properties featured at the top of real estate portals always have high-quality photos? It’s no coincidence... of course not. Listings with professional photos get 118% more views—not only do they attract more clicks, but they also keep people on the page longer.

Investing in professional photos and videos isn’t just about aesthetics; it’s a crucial marketing tactic to boost your property’s visibility and appeal. And if your villa has gorgeous outdoor spaces, aerial drone shots are a must. As for videos, I prefer them short and viral—no longer than 30 seconds. Spoiler: I don’t sell marketing services.

Step 5] Negotiating offers and closing the sale

Your real estate agent is finally on the home stretch, that glorious moment when they can practically smell the sweet scent of success as the deal comes together. They’ve got an interested buyer, and now it’s all about finding those magic words that will spark the deal, like a Harry Potter spell—just without the wand.

At this point, I could rattle off a bunch of negotiation techniques. But honestly? Great negotiators are born, not made. It’s like a superpower—some have it in spades, while others… well, not so much.

Phew, what a workout!

Yet, I never lose my sense of humor… even when I feel like running away screaming!

Have Questions About Selling?
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Legal requirements for selling property in Italy

Key documents you need to prepare

To make your life easier, here’s a table listing the key documents you’ll need (though this is not exhaustive and won’t cover every scenario), along with where to find them:

These are the essentials, so make sure you have them ready before you even think about listing your property!

In some cases, additional documents might be required, including:

• Compliance certificates for utilities (e.g., electrical, plumbing, gas systems)
• Building permit (Titolo edificatorio abilitativo)
• Map extract (Estratto di mappa)
• Zoning certificate (Certificato di destinazione urbanistica)
• Condominium regulations (Regolamento di condominio)
• Cultural or landscape heritage authorization (Autorizzazione dei beni culturali o Paesaggistica)
• Lease agreement (if the property is rented to third parties)

If the property was inherited, meaning you received it through succession, you need to prepare a notarial act called "tacit acceptance of inheritance" (trascrizione dell’accettazione tacita dell’eredità) before selling it.

Essentially, the notary must notify the Land Registry about who accepted the inheritance. This can be done at the same time as the sale of the property, provided you present:

• The original death certificate
• The succession declaration with the corresponding tax receipt
• The will, if one exists.

Ensure these documents are ready to avoid any delays in the selling process!

A particular document to consider: the power of attorney for sale (procura a vendere)

This is necessary when you, the seller, cannot be present and need to appoint a trusted person to act on your behalf.

The most straightforward benefit of a power of attorney is that the deed can be drawn up entirely in Italian, avoiding the need for a translated copy in another language, along with certified translators and witnesses. It might seem paradoxical, but in this case, the power of attorney can save you money. Additionally, as a foreign seller, you save time and money by not having to fly to Italy to attend the signing of the deed.

The most common type used in real estate transactions is the special power of attorney (procura speciale), where the appointed representative (procuratore) is granted full authority solely in matters related to the property sale. This includes accepting irrevocable offers, signing the preliminary agreement, and finalizing the deed of sale. Naturally, the power of attorney must be drawn up by a notary.

Are you about to sell a house and want to know its real value?
Contact me right now... with the ‘Rogiti in chiaro’ service you will receive notarial deeds of properties sold in the same building!

Understanding the role of a notary in Italy

In Italy, the notary is a public official who, by law, must act impartially between the parties involved, ensuring legality and security in the transaction. Typically selected and paid for by the buyer, the notary's responsibilities include:

• Drafting and authenticating the sales contract;
• Ensuring the seller is the legitimate owner of the property and that it is free from any liens or mortgages;
• Registering and filing the contract with the relevant authorities;
• Calculating and paying the taxes related to the transaction, such as the registration tax, VAT, and cadastral tax.

For this reason, you’ll want to pay close attention to the next section!

Avoiding legal pitfalls in the selling process

Let me give you a practical example.

You’ve finally found a buyer willing to purchase your home (perhaps using a mortgage). You proceed with signing the preliminary sales contract and collect the deposit.

What happens if, after the preliminary agreement, the bank’s appraiser discovers that your property isn’t compliant with urban planning regulations?

It’s simple... in the best case, the sale will be delayed until the necessary documents are provided. In the worst case, the sale is canceled, and you, the seller, are forced to return double the deposit or, even worse, pay for damages in a drawn-out legal case that will halt the sale of your home for years.

Why?

Because one of the seller’s obligations is to declare, in the final deed, that the property is fully compliant with the current urban planning status—including any changes or violations made by previous owners.

How do you verify urban compliance?

A certified technician must check the Municipal Office records and compare them to the property's current condition to verify compliance.

Warning: Currently, wait times in Milan can be up to 6 months!

Understanding the buying process

You probably already know the sales process, but as the Latins used to say, “Repetita iuvant”—repeating things helps. The property buying process in Italy generally follows four steps:

1. LOI (Letter of Intent), non-binding.
2. Irrevocable purchase offer, which, once accepted, becomes the binding Preliminary Sales Agreement. Important: the preliminary agreement is binding.
3. Preliminary Sales Agreement signed in the presence of a notary, because it gets registered in Conservatoria dei Pubblici Registri Immobiliari (Land Registry Office).
4. Final Sales Deed.

These four steps can sometimes be reduced to three, two, or even just one: the Final Sales Deed!

Taxes and costs involved in selling property in Italy

The purchase taxes and the notary’s fee are paid by the buyer. Lucky you! However, as the seller, there are a few costs you might still need to cover:

• Capital gains tax: Every time you sell a property for more than you paid, you generate a capital gain. The good news? If you’re a private individual and it’s been more than five years since you bought the property, you don’t owe any tax. For more details, check out this article: “Tax on Selling Property in Italy”.
• Real estate agent fees and commission: In Italy, real estate agents are impartial, much like the notary, and their fees are shared by both the buyer and the seller. The average commission is 3-5%, with some exceptions.
• Other selling costs to consider: There are a handful of additional potential expenses, such as registration stamps, legal fees, certifications, moving costs, currency conversion, and proxy fees. Investigating these costs is essential when preparing to sell your property!

Special considerations for selling luxury properties in Italy

Targeting international buyers

Selling a home these days isn’t easy, and Italy’s current economic climate doesn’t help. If you’re selling a luxury property, the pool of potential buyers shrinks even further. But that doesn’t mean you must wait years and watch your property’s value fade.

There’s a solution: reach out to a much broader audience of potential buyers—international buyers!

Maximize Your Property's Value.
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Definition of Luxury Property

From a fiscal perspective, a home is considered "luxury" if it falls under one of the following cadastral categories:

• A/1: Noble residences,
• A/8: Villas,
• A/9: Castles or properties of significant historical/artistic value.

From a commercial standpoint, a luxury property is defined by its location, finishes, size, land area, and unique features.

What counts as a unique feature?

• Panoramic views, proximity to the sea or lake within walking distance,
• Recent renovation with energy class A or B,
• More than 200 square meters for apartments and 500 square meters for villas.

Unique Marketing Strategies for High-End Properties

Luxury properties deserve a dedicated marketing strategy that takes into account factors such as:

• High-Quality Visual Content: Professional photos, drone footage, and virtual tours.
• Targeted Digital Advertising: Reaching the right international audience.
• Leverage International Real Estate Networks: Promoting your property on international platforms.
• Personalized Client Experiences: Tailored viewings, private tours, and high-touch service.

Common Mistakes to Avoid

In my 15 years of experience, I’ve seen the same mistakes over and over again:

• Contacting a lawyer or real estate agent after signing the irrevocable purchase offer.
• Setting a price too high and burning the “new listing” effect.
• Failing to market the property correctly, forgetting foreign buyers.
• Selling a brick instead of an emotion—people want to buy a lifestyle, not just a house.
• Underestimating cultural differences and how they impact the sale.

If you avoid these pitfalls, you’ll be well on your way to connecting with the right international buyer for your luxury property.

FAQ

Can I sell my property without being in Italy?

Yes, of course! You’ll need to sign a notarial power of attorney (procura notarile a vendere) to appoint someone you trust to handle the sale on your behalf.

How long does it take to sell a property in Italy?

The time varies based on the location, type of property (apartment, villa, castle), and the price. According to FIAP [2], the average time to sell a property in Italy is 7.6 months, with only 15% selling within three months. The timeline is often longer for villas, especially luxury ones, with sales exceeding 12 months.

Why should I collect documents before a buyer appears?

Because if you discover an outstanding issue just days before the sale, you may have to return double the deposit or, worse, face years of legal battles in court. It's always better to prevent than cure!

Is it hard to sell real estate in Italy?

Selling property in Italy is definitely a challenge! For foreigners, the most difficult aspect is the bureaucracy and legal requirements. However, a good real estate agent can solve all these problems by understanding the current market conditions, attracting foreign buyers, and effectively leveraging online platforms.

When can’t you sell a property?

You can’t sell a property if any of the following are true:

• The cadastral data is missing,
• There is no cadastral map (planimetria catastale),
• The cadastral data doesn’t match the information in the Land Registry (including tax code),
• The cadastral map doesn’t correspond to the actual property layout,
• There’s no compliance declaration from the seller!

Elena Manzhos: Mother of two beautiful children, wife, and real estate agent for over 15 years. Frankly, I don't know what is more complicated. More than 20 years ago,  I moved to Italy from Eastern Europe, where I taught English. I have always had a deep-seated passion for houses; as a child for the Barbie house, and now as a real estate professional, my love for luxurious properties is unwavering.
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