10 | How to Sell Villas No two villas are alike, and that’s a good thing: each villa’s unique combination of location, size, budget, and available amenities means there’s the perfect match for every client Helping a client choose a villa gives travel advisors the role of fairy godmother: they collect the loftiest dreams and then match people with the vacation that grants those wishes – banishing the phrase, “I need a vacation from this vacation,” forever The Advantage of Unique Properties Using a villa company with luxury amenities and security standards allows advisors to feel comfortable recommending any of the properties and know they’ll meet their expectations. But they also don’t need to know every detail about thousands of properties, because they can rely on the company’s villa specialists to identify properties that fit their clients’ needs. That frees up advisors to focus on the client and how they want to travel. Instead of asking clients to fill out a form, travel advisors can design trips around their clients, asking questions like, “What does a dream vacation look like? What is a really great family dinner for you?” As clients tell stories about their kids, their parents, whomever they will travel with, the advisor can home in on the details that will make the children happy, the parents’ lives easier, and everyone in the group feeling like they are on the perfect vacation. Travel advisors also need to set the parameters with clients: What is a budget that would make them comfortable? What special needs or concerns does their group have? People can search for almost anything on the internet, but travel advisors can collaborate with clients on something that the internet might never turn up, like how far could a sleepwalking teen get, or where is the nearest medical facility for a fragile family member, or what town is the perfect place from which to launch a gelato sampling trip. The travel advisor takes on the role of both big thinker and practical realist: ready to imagine what might fulfill those dreams and also meet those needs.