Luca joined the Mortgage Advisory team at Bank Julius Baer & Co. Ltd. in October 2021 and is available to assist clients from German-speaking Switzerland with all matters relating to real estate financing. Luca previously worked for renowned financial institutions, gaining many years of experience in the mortgage business.

How long have you been working in the mortgage industry, and what was your first step into the profession?

I have worked in the banking industry for exactly 20 years. Ten years ago, I switched to the mortgage business. This change came after a three-month stay abroad. When I returned, I had the opportunity to leave my previous role as a customer advisor behind and develop my skills as a mortgage expert. As I have always been fascinated by real estate, I made a conscious decision to take this step. Entering the mortgage business has enabled me to combine my passion for real estate with my financial expertise and provide customers with specialist support on one of the most important topics in their live.

What does your daily business look like and what interfaces are there in your everyday working life with Julius Baer Real Estate?

My working day starts early – and, of course, with an espresso. My daily work focuses on close communication with clients and our relationship managers, whether by telephone or in person. Another key part of my daily work is the valuation of the properties to be financed. I work closely with the Valuation team at Julius Baer Real Estate; we exchange information intensively on an almost daily basis.

There are also important interfaces with the real estate brokers within Julius Baer Real Estate. I greatly appreciate this collaboration, as it is based on mutual trust and professional complementarity. While my colleagues in Commercial and Residential Brokerage impress with their comprehensive market knowledge, I contribute my expertise in the area of financing. Together, we offer our customers a holistic approach – well-founded, personalised and with the highest quality standards.

What factors play the most important role in granting a mortgage? Have customers' needs and expectations changed in recent years? 

In recent years, the regulatory requirements for granting a mortgage have changed significantly. Criteria relating to creditworthiness, equity, and affordability are now far more stringent, reflecting a stronger focus on financial stability and risk management. I still remember that around 20 years ago, you could arrange a mortgage with just three documents: an extract from the land register, a few photos of the property and a simple A4 sheet with the necessary instructions. Today, that is hardly conceivable.

The needs and expectations of our customers have also changed. Traditional standard financing – so-called run-of-the-mill financing – has practically disappeared. Today, many people try to optimise their financing. Most aim to secure the highest possible financing under favourable conditions to benefit from tax advantages. At the same time, they are paying more attention to opportunity costs. It is precisely this development that makes my job particularly challenging today – and that is precisely why it is so exciting.

What does your perfect Sunday morning look like?

My perfect Sunday morning begins with a delicious Italian espresso on our terrace – preferably in the warm sunshine. Then I do some exercise, followed by a good lunch – preferably accompanied by a glass of red wine. For me, that's pure joie de vivre.