Alex Schiavo considers himself to be more in the business of real estate than a real estate agent. As a Director of Kay & Burton he has established this difference time and again through his complete commitment to every aspect of selling a property. 

Alex is proud of his Italian heritage. He enjoys reading ancient and modern history, is fluent in Italian and his European sensibility can be of real benefit when communicating to local communities and the international market. His sensitivity to the requirements of the important relationships he has cultivated over the years has only enhanced his competitive edge.

Alex keeps busy outside of real estate with four children and is looking forward to returning to one of his passions - aviation.

Image: Bayside run    Source: Kay & Burton 

Speaking to WILLIAMS MEDIA Alex shared his insight about the Melbourne market amid lockdown and his thoughts on what comes next.

What are your predictions about the 2020 luxury market and how the lockdown is affecting the market in your area?

There is a pent-up demand for property this year, due in particular to the heavy restrictions and the inability to purchase homes. Whilst we have been fortunate that well located trophy properties have been able to sell sight unseen, there has been accrued demand in the Bayside area over the past few months and we expect a stronger close to the year now that we are able to conduct private inspections.

Source: Kay & Burton

What advice you would give to vendors for the best outcome?

Presentation is always paramount in every sale, regardless of the price range. In my experience, we are not only selling a home, we are selling a lifestyle and given our experience with COVID this year, high on the agenda is a home that offers the ideal work/life environment.

What advice do you give buyers?

The best advice I could give buyers in the low stock environment we are currently facing is to work closely with an agent or buyer’s advocate you trust and like to assist in sourcing the right home for you that may not yet be publicly listed.

Image: Alex specialises in sales at the top end of Brighton. Image of a recent sale at 8 Miller Street Brighton.   Source: Kay & Burton

What are vendors saying?

Understandably, many vendors are concerned about the right time to sell. Given the lack of stock, coupled with high buyer demand, we have seen strong results at the luxury end of the market, which is giving prospective vendors confidence to list their homes. The Melbourne market has over the last several years tracked Sydney’s closely and recent results are showing exceptional strength at the top end.

What are buyers saying?

Buyers at the moment are no longer just looking for bricks and mortar, there is greater consideration to the ideal home. I am finding many of my clients’ criteria has changed to incorporate a home office and gym along with multiple living zones or breakout areas. I certainly think COVID has made people think more about their lifestyle choices which is certainly being reflected in their property choices.

Image: Sneak peak of an upcoming award winning residence, moments to Brighton Beach.   Source: Kay & Burton

Have you noticed any change in buyers and sellers since the COVID-19 situation?

Yes, absolutely. We have found that both passive vendors and passive buyers are no longer in the market, we are primarily dealing with vendors that need to/want to sell.

Are the buyers changing?

Pre-COVID, the Luxury market was flooded with offshore buyers. While circumstances have temporarily halted this influx of interest, we would expect this to resume once borders reopen. What we are finding is inquiry and demand from expats are the strongest we have seen, in particular from London, the US and Hong Kong. Once again, lifestyle choices are the driving force behind this change, with many Australians seeking to return home and looking for the perfect abode. I have often visited many of our clients overseas which allows me to create an additional buyer pool as opposed to relying only on local buyers.

Image: Soon to be released property moments to Brighton Beach, for sale by Alex Schiavo of Kay & Burton   Source: Kay & Burton

Are they typically looking to buy holiday homes, investment homes or permanent residential?

The types of properties expats have been seeking is both principal places of residence in town however holiday homes and lifestyle properties are certainly high on the agenda. The prospect of being able to work remotely in the future has led people to reconsider their lifestyle and many are opting to work from home. Whether they go into the office one or two days of the week, they don’t necessarily need to live close to work anymore.

Image: Meeting prospective buyers in Shanghai pre COVID-19 border closure.   Source: Alex Schiavo

What are your interests outside of real estate?

We have a very busy household with four children and my go to form of relaxation and recreation is aviation which I look forward to getting back into when possible!

What is one thing you have learned over your years as a luxury agent?

Never make assumptions. I learnt very early on in my career that a buyer will often choose the ideal home over location, in particular at the top end of the market. It is important to listen to a buyers needs, however focus on their capacity, not just their location, as this will open up further opportunities for them. 

Related reading:

Restored Bayside Victorian sold via virtual inspection

Low maintenance Brighton luxury sold after 2 lockdowns

Architect’s own luxury Brighton home sold for around $4m