Indovina Chi? Gruppo Toscano’s training game for Real Estate Agents from its network across Italy

On Friday, June 12, the training event dedicated to Gruppo Toscano’s affiliated network from all over Italy was held in Rome. More than 200 professionals, including trainers and participants, took part in a training experience designed to develop method, listening skills, and client communication across the different stages of a real estate agent’s work.

Training to grow: the mission of the Indovina Chi? game

The event confirmed the value of training as a moment of collective growth, placing the experience and skills of the participating professionals at the center and turning them into shared knowledge.

Bringing together more than 200 people from the affiliated network in Rome meant creating a space for discussion among different territories, experiences, and professional backgrounds, with the goal of strengthening the method and improving the quality of each Toscano agent’s work.

In the work of a real estate agent, there are skills that are built and consolidated above all through experience: knowing how to listen to clients, understanding their needs, managing doubts and concerns, and having the ability to guide them toward the best choice.

Indovina Chi? was created from this awareness: the training game developed and patented by Gruppo Toscano, which brings real-life situations into simulation sessions dedicated to the different stages of the relationship with the client, from the first phone approach to the completion of the sale.

Inside the event: what real estate agents do during Indovina Chi?

The session was opened by Andrea Toscano, CEO of Toscano SpA, Fabrizio Tolli, CEO of Gruppo Toscano SpA, and Gaia Miletic, work psychologist and network trainer, who launched the training sessions built around sharing and applying the method.

During the day, participants were alternately divided into working groups dedicated to four operational phases: lead generation, phone call, property viewing appointment, and management.

To make the situations even more realistic, each group was divided into an agents’ team and a clients’ team, under the guidance of the trainers, namely brokers and Area Managers who contributed to the creation of the game during dedicated training days.

Lead Generation and Phone Call: making yourself known to the client

Part of the program was dedicated to the lead generation and phone call stages, which are fundamental for starting the first contact with the client and building a professional commercial relationship.

Lead generation represents the first step in creating an opportunity: it requires the ability to collect information precisely and identify the useful elements needed to build an effective approach.

The phone call requires clear communication, dialogue management, and the ability to guide the conversation, creating the conditions to further explore the client’s needs and schedule a first appointment.

During the simulations, participants discussed how to approach these stages, ask effective questions, read the client’s answers, and manage hesitation or objections.

Appointment and Management: understanding the client and building trust

The other area of work focused on the appointment and management phases.

During the property viewing appointment, the buyer’s needs are explored in greater depth. In this phase, preparation, including technical knowledge of the property, the ability to read needs, and the management of expectations are decisive.

Management means accompanying the owner throughout the sales process, built on a balance between the client’s expectations and the market context. This is the moment when the real estate agent’s advisory role must emerge.

During the simulations guided by the trainers, participants worked on operational situations related to the relationship with buyers and owners and on the ability to offer them solutions consistent with each person’s needs.

The role of the trainers

The groups were led by Toscano trainers, who have extensive field experience and concrete knowledge of market dynamics.

Their role is to lead the game, define strategies, support participants in reading situations, stimulate discussion, and provide useful observations on the method.

The strength of the project lies precisely in getting involved and experimenting with new strategies and communication methods, supervised by trainers who provide feedback on the simulation and techniques that can be put into practice immediately.

Indovina Chi? A game built by agents for agents

The Indovina Chi? training game was created from the need to transfer the Toscano method to the entire network in a practical way, through the direct experience of senior agents.

Born from an idea by Andrea Toscano and Gaia Miletic, the game came to life in 2024 with its first edition dedicated to acquisition in Rome, before reaching Milan and Palermo, including local editions that brought together both the direct and affiliated networks.

The format organizes all the steps involved in building and developing the relationship with the property owner, with the goal of improving the professional path that every Toscano agent undertakes with their client.

Each phase requires specific skills, method, preparation, communication abilities, and listening skills.

Indovina Chi? was designed as an experiential activity: an active path in which each participant is called to get involved, engage with others, and expand their operating methods.

Since 2024, each edition of the format, organized with both the direct and affiliated networks, has made it possible to expand the game to include all phases of a real estate agent’s work, refining content, dynamics, and objectives, and making it increasingly aligned with the real situations that agents and brokers face every day.