Intro

This chapter explores the evolution of success in the short-term rental market, highlighting the increasing importance of reviews in attracting bookings. As the market matures, the focus has transitioned from management practices to achieving exceptional guest experiences while addressing the challenges of scaling rental units.

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Episode notes

Former Vacasa founder and now Fairly CEO, Eric Breon, joins Jamie Lane to unpack what’s actually driving bookings today—and why reviews now beat everything but rock-bottom pricing. Eric explains how the playing field shifted: pro photos, yield tools, and channel distribution are table stakes; sustained growth comes from a flywheel of 5-star guest experiences that boost ranking, conversion, and RevPAR. He also makes a provocative case that vacation-rental operations suffer diseconomies of scale—and outlines a model that blends centralized automation with hyper-local caretakers who know each home inside and out.

You’ll hear how Fairly separates “guest care” from “back office” to keep teams small, responsive, and review-obsessed while still benefiting from sophisticated distribution, accounting, and pricing. Eric shares candid lessons from scaling Vacasa, why they’re building tech in-house (despite the cost), and where AI helps today (automation, comms assist) versus where human judgment still wins (on-the-ground knowledge and onboarding).

Here are the practical takeaways you can use now:

• Treat reviews as your core growth channel: a 4.9+ average materially lifts RevPAR and ranking, creating a compounding advantage.

• Centralize what software does best (pricing rules, taxes, distribution, smart locks, messaging templates) and localize what guests feel (cleanliness, quick fixes, clear answers).

• Price strategy should reflect owner goals: “hold high” for personal-use homes vs. “fill Tuesdays” for pure investments—your system should support both.

• Start strong on launch: design, amenities, and first-wave reviews set your long-term trajectory.

• Direct vs. OTA is a balance: repeat guests lock in future seasons, but channel conversion still matters for momentum.

Don't miss this episode!

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Connect with Eric on social media

LinkedIn: https://www.linkedin.com/in/ericbreon/
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Connect with Jamie on social media

LinkedIn: https://www.linkedin.com/in/jamiehlane/

Twitter: https://twitter.com/Jamie_Lane

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Connect with Scott on social media