The Association of Property Mediation Professionals (APEMIP) recently convened in Coimbra to explore the future of mediation in the real estate sector. The event, titled "Nova Mediação," brought together mediators and specialists to discuss key topics such as fiscal rigor and contractual obligations, artificial intelligence and digitalization, investment, and professionalization of the sector. APEMIP's Vice-President for the Central Region, José Paraíso, emphasized that the sector has changed and mediators must adapt to these changes.
The event featured four main themes, starting with fiscal rigor and contractual obligations. Francisco Serra Loureiro, President of the Professional Council of the College of Solicitors of OSAE, highlighted the importance of accurate calculations in mediation, citing the example of contractual position assignment in promise contracts. He also discussed the sale of hereditary quotas and rules for exemption from capital gains tax on reinvestment. According to Loureiro, mediators can benefit from presenting these opportunities to their clients.
The discussion on artificial intelligence and digitalization featured Filipe Marques, CEO of iNovaDigital, Ricardo Rego, Field Sales Centro/Norte of Idealista, and Marcos Ribeiro, CEO of MKTL. The panelists agreed that AI is already an integral part of mediators' daily work, particularly in writing ads and texts. AI is also being used for automatic contact qualification, WhatsApp and email responses, and meeting preparation. Marques emphasized the productivity gains, while Ribeiro noted that AI is an accelerator that systematizes repetitive processes.
The session on investment trends featured Ricardo Guimarães, Director of Confidencial Imobiliário, who dispelled the notion of a real estate bubble. Guimarães cited data from the SIR, showing that transactions decreased by around 30% during the interest rate hike cycle initiated in 2022 but recovered as rates began to decline. He pointed to a 19% valuation increase in Coimbra, above Lisbon's 11%, but below Évora, Beja, and Setúbal's 30%. Guimarães attributed this to a structural demand in Coimbra.
Guimarães further argued that the ratio of credit to acquisition value has remained around 50% since 2017, far from the nearly 80% recorded before the last crisis. He also noted that most property owners do not have bank debt, and the difference between the asking price and sale price for used properties is at historic lows. In Coimbra, this difference decreased from 6.3% to 5.2% in a year and a half, indicating a more liquid market.
The final session focused on professionalization, with Vítor Neves, a professor at the Superior School of Real Estate Activities and a trainer for 23 years, emphasizing the need for structured training in the sector. Neves argued that Portugal has more real estate consultants per inhabitant than other countries but lacks professionalization. He proposed three pillars for consultants: technical knowledge, strategy, and human skills, concluding that "knowledge brings money."
The APEMIP event in Coimbra highlighted the need for mediators to adapt to changes in the sector, incorporating fiscal rigor, AI, and professionalization. The discussions emphasized the importance of human skills, technical knowledge, and strategy in mediation, as well as the potential benefits of AI in increasing productivity and efficiency. The event provided a platform for mediators and experts to share insights and best practices.
Key points
- APEMIP's "Nova Mediação" event in Coimbra discussed the future of mediation, focusing on fiscal rigor, AI, and professionalization.
- The event featured expert panels on fiscal obligations, AI and digitalization, investment trends, and professionalization.
- The discussions highlighted the need for mediators to adapt to changes in the sector, incorporating human skills, technical knowledge, and strategy.
