Host: Steven Gould (Founder & Chief Innovation Officer, TARC) Guests: Kathy Santos (Business Development Manager, TARC), Julin Strimbu (HVN), Steve Lassman (Villas of Distinction)
This week on TARC Talk, we’re diving into the world of villas and vacation rentals! Host Steven Gould and Kathy Santos from TARC are joined by Kulin Strimbu from HVN and Steve Lassman from Villas of Distinction to discuss the nuances of booking rental properties for clients. We’re debunking common myths, highlighting why rentals offer unique, customized experiences for families and luxury travelers, and exploring how this market can be highly profitable with strong client retention rates. Plus, we cover property vetting processes, pricing strategies, and how to manage client expectations—including emergencies and insurance. If you’ve ever considered adding villas to your offerings, this episode is for you!
⏱️ In This Episode:
Time
Topic
0:01 – 1:04
Introduction to booking villas and vacation rentals for clients
1:10 – 1:27
Debunking common myths – the value of using a travel advisor in the villa market
1:29 – 2:00
Why recommend rentals? Unique, customized experiences for families and luxury travelers
2:06 – 2:46
Profitability – high commission opportunities and strong client retention rates
7:26 – 9:00
Property vetting – HVN’s strict inspection process to guarantee quality
11:11 – 12:30
Property vetting – Villas of Distinction’s quality assurance standards
15:13 – 15:19
Pricing and booking – compare total villa price against equivalent hotel rooms to demonstrate value
26:43 – 28:04
Managing expectations – handling emergencies and the importance of insurance
30:38 – 34:36
Client experience – why advisors should not contact homeowners directly
🎯 Key Takeaways:
Rentals Offer Unique Experiences: Villas and vacation rentals provide customized, private experiences that hotels can’t match—perfect for families and luxury travelers seeking space and exclusivity.
Highly Profitable Niche: Rental bookings often come with strong commission opportunities and excellent client retention rates. Clients who book villas tend to become repeat customers.
Vetting Matters: Both HVN and Villas of Distinction emphasize strict property vetting and inspection processes to ensure quality. This takes the guesswork out for advisors and guarantees a high standard.
Demonstrate Value Through Comparison: When presenting pricing, compare the total villa cost against equivalent hotel rooms. Clients often realize they’re getting more space and privacy for a comparable or better price.
Manage Expectations Proactively: Discuss emergencies, insurance, and the importance of not contacting homeowners directly. A smooth guest experience relies on following proper channels.
📋 Resources Mentioned:
Resource
Description
HVN
Villa rental network with strict property vetting (represented by Kulin Strimbu)
Villas of Distinction
Luxury villa rental company with quality assurance standards (represented by Steve Lassman)
