how to sell a villa vacation presented by robert eastman managing director the villa experience by...

HOW TO SELL A VILLA VACATION

Presented by Robert Eastman

Managing Director

The Villa Experience by Travel Impressions

GOALS OF TODAY’S SEMINAR

• Demystify The Villa Selling Process

• Learn About The Different Types of Villa Vacations

• Help You Build Repeat Business and Referrals From Villa Clients

Aquamare, Virgin Gorda

Dedicated Villa Advisor Staff

• Lisa O’Donnell – Villa Advisor• Tim Roney – Villa Advisor• Theresa “Terry” Hackett – Villa Advisor• Natalie Dowling – Villa Advisor• Giovanna Pfeiffer - Concierge

Our Suppliers

• We don’t work with individual owners that we find on the internet

• Professional Management Companies• Teams of Maintenance people• Complete Portfolios• Able to change villa in an emergency• Accountability

TYPES OF VILLA CLIENTS

• The Seasoned Traveler

• More Space But With Hotel Services

• Want Pampering All The Time

• Honeymoons & Destination Weddings

• Beaulieu, St. Martin

SEASONED TRAVELER

• Comfortable On Their Own

• Can Do Without A Staff

• Want The Adventure Of A New Experience

• Can Stay In Almost Any Villa

CLIENTS THAT NEED MORE SPACE WITH HOTEL SERVICES

• More Room For Family Reunions, Weddings or Incentive Groups, Corporate Meetings/Retreats

• Resort Villas With Hotel Services

CLIENTS THAT WANT TOTAL PAMPERING

• Willing To Pay For Pampering

• Want A Villa With Full Staff

• Want A Villa As Luxurious As Their Residence

HONEYMOONS

• 1 or 2 BR villas with private pool or hot tub

• Larger villas with 1 BR rates

• Complete privacy

DESTINATION WEDDINGS

• Truly the experience of a lifetime

• Beach Wedding

• Large European Estates

• On site wedding coordinators

• Weddings or other large gatherings may require the owners written permission

STAFFING & SERVICE

No StaffFull staff – Jamaica, Barbados, Anguilla. Mexico Hotel Type StaffPartial StaffAdditional Staff can always be arranged

Mandarinas, PV

UNDERSTANDING VILLA PRICING

• Pricing Is For The Entire Villa• Two Persons Per Bedroom• Children and Infants Are Counted• Flexible Pricing• Many larger villas offer reduced rates when all of the

bedrooms are not used• Villas may not be occupied by more guests than

specified in rental agreement.

Destiny, Jamaica

Arrival Procedures

• Generally speaking transfers are not included or needed. Barbados is an exception.

• Recommend a car rental. • Jamaica we recommend a Van/Driver• Clients are met at airport by local representative, and then

follow representative to villa caravan style.• In Europe, clients are given driving directions and met at villa by

representative.

TRAVEL DATES

• Regular and Peak Seasons• Caribbean Dec- April High Season• Europe June, Jul Aug High Season• Apr/May & Sep/Oct Shoulder Season • Minimum Night Stay Requirements 5-7 days normally

10-14 nights min during Xmas/New Years• Arrival Days – Europe Sat/Sat other areas any day

Bosciglia, Tuscany

WHAT TO BRING TO THE VILLA

• Personal Effects Only

• Villas Are Completely Furnished

TIPPING

• Generally 10-15% Of The Villa Rental

• Credit Cards and Checks Are Not Accepted

• Tipping Varies - Consult Your Booking Agent

Casa Nalum, Riviera Maya

FOOD COSTS

• Much Less Expensive Than Dining Out

• Generally $30 - $50 Per Person Per Day

• Clients Experience The Pampering Of A Private Chef

AVAILABLE CULINARY SERVICES

• Cook Included With The Villa

• Private Chef For Hire

• Food Delivery

THE VILLA PROGRAM CONCIERGE SERVICE©

• Arranges Details Prior To Departure

• Pre-Stocking Of Villa

• Additional Services

TRAVEL INSURANCE

• Villa/Private Residence Cancellation Insurance• Traditional and Cancel for any Reason• NY State no CFAR • Based On The Total Villa Package• Provides Coverage For Everyone In The Villa• Agents Commission Protection

• Serenity, Jamaica

Serenity, Jamaica

VILLA BOOKING REMINDERS…

• Villa Space Is Limited• It May Take 24 Hours To Receive Availability and Pricing• Villa Is Not Confirmed Until Deposit Is Received• 50% Deposit – Final due 90 days prior• Rental Agreement with the confirmation• Security/Damage Deposits• Credit Cards – Never a surcharge

Villa Clients Are

The Best Source of

Repeat Business &

Client Referrals

Cerulean, Anguilla

WHERE VALUE AND LUXURY MEET!

The Destinations

St. Martin, St. Barts, Anguilla, Barbados, St. Lucia, Mustique, Jamaica, USVI, BVI, Turks & Caicos Islands, Bahamas, Puerto

Vallarta, Los Cabos, The Riviera Maya, Hawaii, Italy, France , and Newly added: Ireland, The Greek Islands & Costa Rica

Thank You!