In this episode of Booked Solid, Jamey shares his approach to building a thriving STR business through strategy, consistency, and intentionality. From choosing one big idea at industry events and turning it into tangible results, to leveraging guest psychology, dynamic pricing tools like PriceLabs, and review engagement, Jamey outlines what it takes to rise above the competition. If you want to stand out in a crowded market and make your marketing actually work, this episode is full of takeaways you can put into action. Summary and Highlights 🎤 Meet Jamey King — Senior Marketing Executive at eviivo Jamey King is a Senior Marketing Executive at eviivo, where he brings deep expertise from years in the vacation rental and short-term accommodation industry. With a background that includes leadership roles at Sony Electronics, VRMA, PointCentral, and Safely, Jamey has shaped strategies in business development, partnerships, and marketing across the board. Now based in Indiana, he leads efforts to grow eviivo’s brand awareness and bridge its presence across European and U.S. markets. 🧠 What You Can Learn From Jamey 🌐 Connect with Jamey King 📧 Email: jamey.king@eviivo.com📱 Phone: 317-629-6100🌐 Website: www.eviivo.com Follow eviivo on Socials🌟 Facebook🐦 Twitter📸 Instagram🔗 LinkedIn📺 YouTube Transcript Gil: Hey folks, welcome back to book solid, the podcast where we bring on top operators onto the show to break down the elements to keep you book solid. On today’s show, I have Jamey King from Avivo. In this show, we break down how he thinks about PMS is and how they serve their hosts, their customers. We also talk about some of the things that Avivo specifically is doing to really help operators maximize their returns specifically in . It’s not what you expect. I was expecting to hear more things around AI and they’ve already been doing a few things, but they’re thinking about things more from the traditional product management point of view of really some of the needs for some of these smaller operators there. And lastly, we talk a little bit about the guest journey and really what does it mean to understand what the guest journey looks like and the impacts that it has on your marketing and some of the things you should be thinking about as you’re trying to go into direct. All right, so without further ado, let’s bring them in. Gil: Hey Jamey, welcome to the show. Jamey King: Hey, thanks for having me. Gil: Yeah, it’s good to, good to, good to meet you. well, kind of to kick things off. Do you mind kind of giving folks that introduction on who you are? Jamey King: Sure, happy too.  And number one, thank you for having me. Jamey King for everybody listening or watching. I’ve been in the industry for almost  years, hard to believe. I started out with Sony Electronics. And basically my story is I was in charge of all the Marriott’s and all the branded hotels and selling clock radio. So at one point I used to tell my friends whenever you go to a hotel and you see a Sony clock radio that probably came from a relationship I had at that property. So that was fun to get me into hospitality. then I transitioned and went over to the VRMA, which is the Vacation Rental Managers Association. They were looking for a business development manager. And luckily for me, they chose me. And really I started planting my roots, my seed into this industry. And really growing and I love it because you what it was is that you had the ability to learn about you know, what about relationships right every single person that is in this industry is in it because there’s relationships relationships with their peers that are also property managers or the relationships with their guests right and keeping that that guest journey in place and looking to how do I continue to evolve over time and you know the exciting part about hospitality is you’re consistently seeing the advent of technology. And in my period of time in this industry, we’ve seen a lot of changes, but changes for the good when it comes to automation and really streamlining the day-to-day operations. I am now, fast forward  or years, I’m the Senior Marketing Manager for Avivo. We’re a London-based company. My territory is a very small North America. So that doesn’t take up much time looking at Canada and of course, North United States. And I’m excited because Avivo is really a wonderful company that has a unique story that a of people don’t know. A lot of people don’t realize that Avivo has been around since . We actually, you know, we offer the ability to manage reservations. We can do online distribution, seamlessly connect to all the OTAs. We can help you with your guest communications. We can do channel management, integrate your payment systems. And of course, we provide revenue management tools. So what does that mean to you, Gail, and to the listeners? Well, that’s about , different accommodations with over , bookings per month on the Avivo Suite platform. Gil: That’s impressive. That’s impressive. It sounds like I was wondering where the Sony connection actually went back into short term or vacation rentals. And I didn’t pick it up until you just said it where you are at Sony under the consumer electronics division getting into hotels. And that’s kind of your entry point into this whole can of worms that you committed your last  years into. Jamey King: Yeah, it’s amazing. I started out as a national trainer for Sony and then I got into sales and I had a mentor, what a great mentor, who said, you know, there’s an opportunity for you here with this little kind of redheaded stepchild division of Sony that nobody really manages, but you’re young, you’re flexible. Why don’t you come over here? And I said, well, you what does this mean? know, Jimmy, what does this mean? And he’s like, well, it’s

Recently, I had the pleasure of being interviewed by Avery Carl on The Short Term Show. This interview was even more special because Avery and her team were kind enough to agree to a crossover episode for Booked Solid to spotlight direct booking strategies and tools that help STR hosts take control of their business. We discussed a topic near and dear to my heart: building sustainable, long-term success through direct bookings. While we covered a lot, I want to share a few takeaways that I think will especially resonate with hosts. Building a Direct Booking Site in 15 Minutes. Here’s How…. Summary and Highlights Why Direct Bookings Matter (And Why They’re Hard to Start) One of the things Avery and I both agreed on: direct bookings aren’t just about saving on fees — although that’s certainly a benefit. It’s about regaining control. “When you build a direct booking site, an email list, and a social presence — you’re building something that compounds over time.” But let’s be honest — the barrier to entry can feel high. I tried building my first direct booking site on WordPress, and it took me four weeks. It looked good, but it wasn’t integrated with my PMS, and it wasn’t scalable. That’s when I knew there had to be a better way. Tips for Getting Started with Direct Bookings Whether you’re just exploring the idea or knee-deep in building your own site, here are a few lessons I shared during the episode: 1. Start before you’re “ready.”You don’t need to be tech-savvy. Use what your PMS gives you, collect guest emails, and build from there. Every early action compounds later. 2. Focus on mobile performance.We found that nearly half of our traffic comes from mobile devices — but most bookings still happen on desktop. That means mobile is where first impressions are made. If your site loads slowly or doesn’t feel “native” on a phone, you’re leaking trust. 3. Use your past guests to power future stays.I shared our 12-month nurture sequence we built inside Klaviyo. It took a couple of days to set up, but now it’s automated — sending tips, travel content, and a special offer around month 9, just in time for rebooking. 4. You don’t need to go it alone.During the episode, we talked about the power of community. Whether it’s two or three friends or a mastermind group, having people you can bounce ideas off of can be game-changing. What About Google Vacation Rentals? Avery brought up a great point: one of the biggest reasons to have a direct booking site today is to get listed on Google Vacation Rentals. While it’s still early days and the traction is light, we both agree: if Google leans in the way they did with Google Flights and Hotels, it could seriously disrupt the OTA space. Just know this: Google won’t send traffic to Airbnb. They require a true direct booking site. Rapid Fire Questions At the end of the episode, Avery hit me with three rapid-fire questions we ask every guest: What advice would you give 20-year-old Gil?Take more risks. It’s way harder when you have a family and a mortgage. Starting this company has taught me more in the last year than I ever expected — and I wish I had made a leap like this sooner. What advice would you give a new STR investor in 2025?Find your tribe. Don’t go it alone. Even a small circle of smart, generous hosts can help you navigate decisions faster and more confidently. Favorite book that’s impacted your mindset?Definitely Start With Why. Knowing your purpose makes decisions easier. For me, this business was born out of my own pain as a host. That keeps me centered every day. Conclusion If there’s one thing I hope listeners take away from this conversation, it’s this: direct bookings aren’t just a nice-to-have. They’re the future. But it’s not about perfection. It’s about momentum. Start small, start scrappy — just start. If you haven’t listened to the full episode yet, I’d love for you to check it out. It’s a special one — a true collaboration between The Short Term Show and Booked Solid. 🎧 Listen to the episode here Building a Direct Booking Site in 15 Minutes. Here’s How…. If you’re looking for tools to make the leap into direct bookings faster, easier, and way more optimized — that’s exactly why we built CraftedStays. We’re a platform built by hosts, for hosts. With PMS integrations, beautiful templates, and mobile-first performance — you can go from setup to a live site in 15 minutes. Seriously. 🗓️ Let’s talk about your property! Book a call with me today, ⁠here⁠ Transcription Gil: It’s not like you’re gonna be able to build out your website and you’re able to drive traffic to it and get bookings immediately. It takes time for you to build that engine there. The, the earlier that you start, the easier it gets to, to that point where you actually can drive significant amount bookings. And I think the realistic goal is like in two to three years, you should be able to get 40, 50, 60, 65, 80% direct bookings. So the earlier you can start in that journey, the easier that you’re able to be much more independent. Hey folks. Welcome back to Booked Solid, the podcast where we interview top operators in the short-term rental industry to share their secrets on how they’re booked solid. On today’s show, it’s gonna be a little bit different. I’m actually going to be collaborating with Avery Carl from the Short-Term Rental Shop. Uh, I’m excited to share this episode with her because she had a chance to interview me on why I ended up starting CraftedStays in the first place. How we’re thinking about things differently, uh, in terms of direct bookings and really how to leverage the best tools possible. Um, so I had a lot of fun recording this with her. It’s actually very interesting and nice to be on the other side

When it comes to growing a short-term rental business, many operators rely on online travel agencies (OTAs) or job boards. But Owen Johnson, took a different route through Direct Bookings. In this episode of Booked Solid, Gil dives into Owen’s unconventional approach to direct bookings, where the focus is on building systems and loyalty that don’t depend on third-party platforms. Owen shares his journey of growing a thriving remote team, mastering pricing automation, and crafting a seamless guest experience that keeps customers coming back for more. Summary and Highlights 🧑‍💼 Meet Owen — Founder, CEO, and STR Operator Owen runs a short-term rental business that he built from the ground up. What started as one property has grown into a remote-managed portfolio, thanks to a strong team, solid systems, and a clear focus on what works. He’s not just a host—he’s built a company that helps others succeed with STRs. His approach combines smart tech, consistent marketing, and hands-on team management—even while working from a boat off the coast of British Columbia. 🔑 What You Can Learn From Owen 1. Tech Stack & Tools That Work 2. Hiring & Managing Virtual Assistants 3. Direct Booking Done Right 4. Early Investment in Marketing 5. Running the Business with the Right Mindset 6. Book That Shaped His Thinking 🌐 Connect with Owen Johnson 📧 Email: ⁠team@nwpads.com⁠ 📞 Phone: (425) 516-7928 📸 IG: ⁠@northwestpads⁠ 🌐 Website: ⁠www.nwpads.com Transcript Owen: To build businesses, you know, don’t be afraid to fail. ’cause I’ve done a lot of failure too. I’ve failed more than I’ve succeeded to get where I’m at today. So you have to stick your neck out there. You have to build grit with it at the same time and get a thicker skin in the process. So my idea would be, you know, be dedicated. Don’t let somebody else build it for you. Build it yourself. Own your decisions. You know, there’s a lot there. I mean, there’s not one piece of mindset, but other than the fact is those are your dollars and you don’t, you’re not rich by giving it all away. You have to protect your money. You have to protect your people ownership mentality. There you go. That’s the one piece of mindset I. You’re not an employee. This is your business Ownership mentality is a state of mind, and when you’re brand new in business, you better have it. Otherwise your business will fail. If you treat your business like you’re an employee, you’re gonna be an employee for somebody else. Good. Gil: Hey folks. Welcome back to Book Solid. The podcast where we bring in top operators to share their strategies, to help you maximize your booking, scale, your revenue, and stay ahead of short-term rentals. On today’s show, I have Owen Johnson. He’s actually a new client of ours that we brought on, uh, to craft his stays. I wanted ahead to, to come to the show because he has grown his social following and he has just a, just a. Interesting story on how he’s approached things, the learnings that he’s done along the way, uh, how he grew his account to 46,000 followers, and how he’s leveraging that now that he’s. Broaden in that following. And we’ll also talk about some of the things that he’s doing along the side around the technology. Uh, now that we’re implementing a site, we get to approach things like advertising, uh, retargeting ads, conversion funnels. So we’ll talk a a bit into really how he’s thinking about his tech stack, uh, and how we’re leveraging the new platform together. So I’m really excited to bring him onto the show and I hope you guys enjoy it. Gil: Hey Owen, welcome to the show. Owen: Hey Gil, how’s it going? Thanks for having me on. Appreciate the, the get together here today. Gil: yeah. I’m excited to have you on. Uh, we met a couple weeks back, uh, because we were doing a, an onboarding call and I was just looking at your portfolio and I immediately knew that you are a customer that I wanted to work with, and I also wanted you to be, uh, be on the show and kinda share your knowledge on, on what you’ve done as well too. So I’m excited to have you here. Owen: Yeah, yeah. Great, man. No, I was really impressed with, uh, your, um, your portfolio, how you guys do your websites and stuff and the way you reach back and showcase the build and stuff like that. So I’ve, uh, gone through quite a few different builds on websites since I started my journey. And, um, I could see that the talent was there and, and that, you know, you understood the deliverables that everybody’s really looking for. And a lot of times we don’t see that. So, Super excited to work with you. Gil: I appreciate that. I think one of it has to do with just, I think two things. Like one, us being hos ourselves and, and knowing what you’re trying to do with the websites. It really helps understanding like what you’re trying to communicate. And I, the second part is like, I still onboard almost all of our clients, so I get to talk to hosts all the time. I, I get to see the best of the best and in terms of the websites and what people were trying to build and what you’re trying to get to. So I was super excited to kinda help showcase your properties, because when I saw your, I actually, I think it was your Instagram feed. I just saw some really beautiful properties and the way that you are able to communicate that story there through your social profile, that was really impressive. So definitely I wanna have you talk about that and I think like, because of that, I, I wanted to make sure that I showed you what we can do

When most people think about real estate agents, they picture the transaction — the showing, the contract, the close. But for Tyler Coon, it’s just the beginning. On this episode of Booked Solid, Gil sits down with Tyler, founder of Savvy Realty, a nationwide real estate team laser-focused on helping investors buy (and succeed with) short-term rentals. What sets Tyler apart isn’t just his knowledge of STR markets or his deep portfolio of investor clients — it’s how he turns a real estate purchase into a launchpad for long-term profitability. This conversation goes beyond the sale — into operations, trust-building, design strategy, and the critical role of direct bookings from day one. Summary and Highlights 👤 Meet Tyler Coon Tyler Coon is the founder and CEO of Savvy Realty, a nationwide team of short-term rental agents known as Savvy STR Agents. Based in Asheville, NC, Tyler has specialized in short-term rental investment real estate since 2019. What started as a solo passion quickly scaled into a full-service operation helping investors acquire high-performing STRs across the country. Now with a presence in over 20 markets nationwide, Tyler continues to expand Savvy’s footprint — aligning clients with smart, profitable opportunities and supporting them long after the sale. 🧠 Key Takeaways from This Episode 1. Treat the Purchase as the Starting Line, Not the Finish Tyler doesn’t just help clients “buy a house.” He helps them understand if they’re ready to operate an STR successfully. That means: 2. The Best STR Agents Know the Whole Game With access to real-time revenue data, local vendor networks, and design professionals, Tyler ensures his clients aren’t flying blind. 3. Direct Bookings Should Start From the First Stay Whether it’s capturing emails with StayFi or hiring influencers to drive traffic to a direct booking site, Tyler believes in planting the seeds for independence early. “Guests are making core memories at your property. Why wouldn’t you want them to come back — directly?” 🔁 Direct Bookings in a Changing OTA Landscape Tyler doesn’t mince words about what’s coming: “If you’re not building a direct booking strategy now, you’re going to be behind. Airbnb’s algorithm will be pay-to-play before long.” Tyler’s long-term vision? Market-level direct booking sites — collaborative platforms that bring the top listings in each region together, owned and promoted by the operators. (Spoiler alert: we may be partnering on that very thing in Asheville soon.) ⚡ Rapid Fire with Tyler What’s one mindset shift you’d share with someone new? “You’re going to screw it up. Forgive yourself early and often. Make the repair, then move forward.” What’s one book that changed your life? Rocket Fuel – “It helped me understand that I’m a visionary. I need integrators around me to execute.” What’s one tactical move to grow direct bookings? “Collect every guest’s email — StayFi, emails at checkout, whatever it takes. Then send a video after their stay with a discount code and your direct booking site.” 🎯 Final Thoughts: It’s More Than Real Estate Tyler’s approach is a masterclass in long-term thinking. It’s not about the closing table. It’s about helping investors build something that works — not just today, but years down the road. If you’re ready to get serious about your STR portfolio, this episode is a must-listen. 👉 Listen to the full episode here 🔧 Built to Book? We’ve Got You Covered If you’re building a direct booking strategy, check out how CraftedStays can help: 🌐 Connect with Tyler Coon Transcription Tyler: Collecting email addresses, right? Something like stay fi to make sure that you’re truly collecting email addresses from everybody you possibly can in that group. Because at the end of the day, those folks are gonna know someone else. So the more email addresses you’re collecting, the more you can market to these people and try different tactics, right? Don’t just send some bland newsletters, something like that. You know, Bill Faeth preaches this a lot about his new bookings. He sends them a video. Send everybody after they check out, send them a video, email all CC’d together and say, Hey, we loved having you guys. Thank you for leaving the place so clean. We’d love to have you back. I’m gonna send you a little discount code for if you guys want to come back next time. Here’s my direct booking site. Nothing’s stopping you from sending that email nowadays, and I guarantee. 0.001% of reservations are getting something like that. If anyone. Gil: Hey folks. Welcome back to Book Solid, the podcast where top operators share the strategies to maximize bookings, scale your rentals, and get ahead of the short term rental game. On today’s show, I have Tyler Kon. Tyler Kon is the founder of Savvy Real Estate. He has many agencies throughout the Nation to help folks get into short term rentals. I’m bringing him onto the show mainly because. I found his tactics, his way of approaching acquisitions of rentals. Very different than a lot of other brokerages, and I wanted him to share kind of how he thought about. Getting people into short-term rentals, how he thinks about that relationship between an agent or the brokerage and the client themselves. And really how does he think about long-term success to really make sure that they’re, they have what they need to be successful. Um, we dive into a lot of meaty topics. I’m really happy to have him on the show and really just have him share some of the vision, some of the values that him and his team has. Gil: Hey Tyler, welcome to the show. Tyler: Thanks Gil. Good to be here, man. Gil: Yeah. On the show today we have Tyler Kon from Savvy. Um, Tyler, before we get get started, do you mind giving a quick introduction on who you are? Tyler: Yeah, absolutely. Uh, my name is Tyler Coon. I’m the founder and CEO of Savvy, STR agents, a nationwide, uh, real estate team that specializes in helping investors buy and sell short-term rentals. Gil: Yeah. You’ve been, you’ve been in this industry for a little while

In this week’s episode of Booked Solid Show, formerly Direct Booking Simplified, we sat down with Paul Anderson—also known as The Social Media Hotelier. Paul is a marketing strategist specializing in leveraging Instagram to drive direct bookings for short-term accommodation businesses. As a retired guest house owner, international bestselling author, and expert in consumer psychology, Paul transforms complex marketing concepts into actionable strategies tailored for hosts. Known for his practical insights and engaging delivery (and yes—his now-iconic orange beanie), Paul helps hosts cut through the noise and turn lookers into bookers with ease. Paul’s journey—and his proven framework—offers a timely reminder: social media isn’t about going viral. It’s about showing up, consistently, for the guest you actually want to host. Summary and Highlights We covered a lot in this conversation, but here are the takeaways that really stood out: 🎯 Post Less. Measure More. Paul doesn’t believe in endless posting. In fact, it almost broke him. Instead, he came back with structure. Three posts a week. Same time, every time. And most importantly: a system for tracking performance, so he could double down on what worked and ditch what didn’t. “I was halfway through a 30-day content challenge, and I found myself tossing and turning at 2 AM trying to come up with something to post. I realized the content was rubbish—and it was hurting my mental health.” 📊 Track What Actually Matters Paul is not impressed by follower counts or vanity metrics. What does he look for? He teaches his students to measure profile conversion rates—how many visitors hit ‘Follow’—and link clicks, because that’s where bookings begin. Not likes. Not reach. Just action. “Link clicks as a proportion of profile visits is the holy grail. There is no target. What we want is everyone who visits our profile to hit the link in bio and come off the platform… and ask three things: Do they have vacancies? Can I afford them? Where’s the book now button?” Paul’s 3 Quick Wins for Better Instagram Performance Before wrapping up, Paul shared three specific, actionable tactics that every host can implement today to improve their Instagram strategy: 1. Optimize your Instagram name fieldThe name field (that bold line right under your profile photo) is keyword gold. It’s one of the first things Instagram’s algorithm scans when users search. Instead of repeating your handle, use keywords your guests are likely searching—like “Smoky Mountain Cabin” or “Pet Friendly Rental Lake Tahoe.” It’s simple SEO that most people miss. 2. Always post in 4:5 portrait formatTall images (1080×1350) take up more screen space, helping your content stand out in the feed. Square or horizontal content gives away real estate to other posts—and can reduce visibility. For reels and feed posts alike, fill the screen. 3. Don’t stress about trends. Focus on fundamentals.Forget the trending audios and the perfect posting time. Instead, get clear on who your ideal guest is, what they care about, and how you can communicate that consistently. Nail the basics. Everything else is just noise. “If you haven’t got the fundamentals down, you’re literally doing the proverbial in the wind and hoping something sticks. It’s a complete waste of time.” These aren’t hacks—they’re habits. And they compound when practiced consistently. Want to Go Deeper with Paul? Paul’s coaching program, Instabooked, is packed with practical tools for hosts who want to stop posting aimlessly and start building momentum. It’s not a content template library or a done-for-you service. It’s a system you can own—built from trial, error, and a whole lot of spreadsheets. And Paul is offering 30% off Instabooked exclusively for our listeners and subscribers.🎁 Use code CRAFTED at checkout:👉 thesocialmediahotelier.com/instabooked Rapid Fire with Paul Anderson As always, we wrapped up the episode with a few quick questions: 📚 One book everyone should read?Decline and Fall by Evelyn Waugh (for laughs), and Building a StoryBrand by Donald Miller (for clarity). ⚡️ One piece of tactical advice to take action on today? Connect with Paul Want to reach out or follow along with Paul’s latest content? Final Thoughts This episode wasn’t about hacks or algorithms. It was about getting back to the fundamentals—knowing your guest, telling your story well, and building trust at every touchpoint. And if you’re looking to build a website that reflects those same principles—clear messaging, fast performance, mobile-optimized for bookings—our team at CraftedStays is here to help. We believe great hosting deserves a great online presence.🧡 craftedstays.com Transcript Paul: And so the journey from the piece of content to the profile and onto the website need that, that slide as such needs to be as smooth as possible. Link clicks is a proportion of profile visits, is the holy grail. There is no target for that. What we want is everyone who visits our profile to hit the link in bio and come off the platform, see our beautiful website, and essentially within the hope that they would have only three questions. Paul: Does this host have vacancies? When I want to travel, can I afford them? And where is the book now button? Gil: Hey folks. Welcome back to direct booking simplified, where we break down the strategies and tactics to win in direct bookings on today’s show. I have Paul Anderson, Paul, welcome to the show. Gil: Yeah, Paul: spoke last time. Very, very excited to share direct booking tips with your Gil: yeah. I’m, I’m glad to see the, the orange beanie again, uh, the very on brand. Paul: Yeah, it’s also very, very cold here, so it is keeping my head warm at the moment. The United Kingdom is kind of frosty and snowy and floody at the minute, so yeah. Gil: Do you, uh, do you wear the beanie in the summers as well too? Paul: Ordinarily, no. So, the beanie was bought, um, when My firstborn was very, very young and we lost him very briefly in a crowd. And I’m sure as most parents would remember, if you lose a child, even for five seconds, it feels like an hour. Totally freaked out. Um, and so I thought, well, what

In our latest Booked Solid podcast episode, we sat down with Zachary Humphrey, a registered nurse who turned his passion for real estate into a thriving short-term rental business. Zach isn’t just any investor—he’s built his portfolio from the ground up, balancing a demanding W2 job with his growing STR empire, and learning some hard but valuable lessons along the way. From rental arbitrage to ground-up A-frame construction in Kentucky’s Red River Gorge, Zach’s journey is packed with insights—especially when it comes to why direct bookings are the key to long-term success. Summary & Highlights The Airbnb Nightmare That Changed Everything At first, Zach followed the standard STR playbook, listing his properties on Airbnb and VRBO. But a Thanksgiving weekend disaster made him rethink his approach. A guest violated house rules, caused property damage, then falsely reported a gas leak—leading Airbnb to suspend his listing for three days. Not only did he lose thousands in peak-season revenue, but he also had to fight to clear his name. “I don’t have control over this like I think I do. If I had a direct booking site, I could have handled the situation myself without relying on Airbnb.” That’s when Zach realized that depending on OTAs meant giving up control. Since then, he’s prioritized building his own booking channel, collecting guest emails, and taking ownership of his STR business. Direct Bookings = Higher Profits + Better Guests One of Zach’s biggest takeaways? Direct bookings don’t just save hosts money—they attract better guests. As a travel nurse, Zach himself books short-term stays every week. His experience taught him that frequent travelers prefer to book direct, skipping platform fees while still enjoying a trusted experience. “If we’re doing this to make money, then direct booking is the way to go. Guests feel like they’re saving money while, in reality, I’m making more by bypassing platform fees.” This insight shaped Zach’s direct booking strategy: By controlling the guest relationship, Zach ensures more repeat bookings, fewer platform headaches, and higher profit margins. Rebuilding After a $100,000 Loss Zach’s path to success hasn’t been easy. In fact, his biggest learning moment came from a devastating $100K loss on his first A-frame build in Red River Gorge. After trusting the wrong contractor, he found himself entangled in a fraud case with zero recourse to recover his money. Instead of giving up, Zach pivoted. He doubled down on building better partnerships, thoroughly vetting contractors, and diversifying his revenue streams through flips and joint ventures. His story is a raw, real reminder that setbacks are inevitable—but resilience separates successful investors from the rest. Rapid Fire Questions with Zach To wrap up the episode, we put Zach through our signature Rapid Fire Round. Here’s what he had to say: 1. What’s one piece of mindset advice for someone starting something new? “Know who you are first. Your investments shouldn’t define you. Money and real estate are temporary—don’t let them consume your identity.” 2. Any books that have shaped your investment philosophy? “Fake by Robert Kiyosaki. It opened my eyes to how the system is rigged and why you need to take control of your own financial future.” 3. What’s your #1 tip for hosts looking to start or grow their direct bookings? “Don’t overthink it. Start by capturing guest emails with StayFi. Once you have that list, marketing to them is easier than you think.” Listen to the Full Episode Zach’s journey is one of resilience, smart investing, and taking control of your business. Whether you’re an experienced host or just getting started, this episode is full of valuable lessons to help you maximize profits and minimize platform dependency. 🎧 [Listen to the full episode of Booked Solid here] . And if you’re ready to build a direct booking strategy that works, join our CraftedStays community—where top operators share insights, strategies, and tools to help you scale. And if you’re looking for an easier way to build a high-converting direct booking website, check out CraftedStays—the platform built for STR hosts who are serious about owning their bookings. 🔗 [Learn More About CraftedStays Here Follow Zach’s Journey Transcription Zachary: And I also make more profit margin when you book direct. And so that’s what I do. If we’re doing this to make money, then direct booking is the way to go. And it also benefits and incentivizes your future guests or guests you have now, if you know how to approach that correctly to save money too, in their minds, they’re saving money while you as the host are actually making more money by going on a direct booking platform. And when I use Airbnb every week as a travel nurse, I have to go direct booking because I cannot afford all those fees all year long. When you’re really using Airbnb frequently, and guests that are well affiliated with Airbnb, and usually, or short term rental stays, those are usually good guests. They want to book direct, so booking direct also can tend to bring you, I think, a better guest quality, because these people are more savvy. They’re looking for that stay. They’re familiar with short term rentals. Of course, our presentation of that’s got to be a decently good looking website. They’ve got to have confidence when they’re looking at your website. And things like that, things have to flow to give them that confidence that Airbnb gives as a multi billion dollar industry. Hey folks, welcome back to book solid the podcast where top operators share their strategies to help you maximize your bookings, scale your revenue and stay ahead of your short term rentals on today’s show. I have Zachary Humphrey. He’s a W2 nurse in his day job and has done multiple investment strategies. He’s actually going to walk us through a few different learnings that he’s done. I’ve actually really enjoyed the show because we had a chance to talk through what he’s gone through, through his investing journey. He’s done everything from arbitrage. To new ground developments, fix and flips, and all the different things that he’s learned along the way. And I just really love the way that he’s approached it. The mindset, some of the challenges, you’ll be

“If you’re expecting direct bookings to work overnight, you’ll be disappointed. But if you treat it like building a real business, you’ll see long-term success.” Parker, a powerhouse in the short-term rental space. Not only does she self-manage 12 properties across Tennessee and Florida, generating over a million dollars in annual revenue, but she’s also a seasoned mortgage expert. As the founder of Wealth Builders Mortgage Group, she specializes in helping short-term rental investors navigate financing options to scale their portfolios. This conversation dives deep into Parker’s unique approach to hosting, financing strategies, and her growing focus on direct bookings. Summary and Highlights Introducing Parker Borofsky Parker Borofsky is a powerhouse, multi-year national award-winning Mortgage Loan Originator and the visionary Founder of Wealth Builders Mortgage Group, powered by Movement Mortgage. A trailblazer in the short-term rental financing arena due to her investor-friendly approach, Parker combines passion, expertise, and an unrelenting drive to help real estate investors succeed. Over the past five years, she has financed an impressive $1.1 billion in loan volume, making her a trusted partner for clients looking to build and expand lucrative investment portfolios. 1. Why You Shouldn’t DIY Your Debt-to-Income Ratio (DTI) Parker emphasizes that many investors miscalculate their debt-to-income ratio, often limiting their own borrowing power. Loan programs have different ways of calculating income, and working with a knowledgeable loan originator can open up more financing opportunities. For hosts looking to expand, understanding how lenders evaluate rental income, self-employment income, and bonus pay can mean the difference between qualifying for another property or getting stuck. 2. The State of Short-Term Rental Markets Parker sees two markets where investors keep coming back—The Smoky Mountains and Kentucky’s Bourbon Trail. While some claim the Smokies are oversaturated, she argues that demand is still strong. “Some hosts are struggling, but the market isn’t oversaturated. The bar has just been raised. You have to market smarter and differentiate your property.” The takeaway? Short-term rentals remain a solid investment if you’re willing to put in the effort. 3. Direct Booking Strategies That Work Parker’s approach to direct bookings is refreshingly simple yet effective: If you want to build a sustainable direct booking strategy, start with small steps like Parker did—get a booking site up, engage with guests, and introduce a follow-up system. What’s Next for Parker Beyond growing her own portfolio, Parker is taking her expertise on the road. She’s speaking at major industry conferences, including Level Up Your Listing and her own event, Take the Lead, which focuses on empowering women in short-term rentals. Final Thoughts: Direct Bookings Take Time, But They’re Worth It One of the biggest mistakes hosts make is giving up on direct bookings too soon. It takes time to build an audience and gain momentum, but consistency pays off. Looking to improve your direct booking game? Join CraftedStays to get expert-built direct booking websites that actually convert. Follow Parker here ⤵️ Transcription Parker: I like to tell people don’t DIY your DTI and the reason for that is so many clients I feel like sell themselves short. They go on, they try to google, there’s somebody out there that’s got a debt to income ratio calculator which it just makes me cringe because there’s so many different ways to calculate debt to income ratio and the The problem is that these different loan products and loan programs allow us to count income differently. Parker: So, you know, self employment income, it’s not gross, it’s net, but we can add back depreciation. Uh, rental income. Some loan originators think you have to have one or two full years of short term rental income to use it, whereas I know that the Fannie Mae guidelines. So if you purchased a rental in July of last year, we can take that calculation and divide it up. Parker: by the number of months it was in service, not a full 12 months. And so if I’m doing your debt to income ratio and somebody else is doing your debt to income ratio, they’re using a full year, counting it against you, I’m doing seven months, your debt to income ratio is going to be lower with me. Gil: Hey folks on today’s show. I have parker. She was actually my loan agent when I end up buying my brands and property I’ve been wanting to have her on the show for a long while now We met uh in person also again at str nation and she’s has a wealth of knowledge specifically in really helping folks get their loans. So today we’re going to deep dive into kind of one, her experience to watch trends. She’s seen how she thinks about closing loans. It’s actually a pretty deep discussion. So we get into that. And it’s really interesting to how to hear how she approaches loans a bit differently than others. Gil: And then we get to dive a little bit deeper into her direct booking tactics. she actually deploys a lot of more traditional marketing that has helped her raise in, uh, direct booking. So I’m really excited to have her on the show. I hope you guys enjoy it as well too. Gil: Parker, welcome to the show. Parker: Thank you, Gil. Excited to be here. Gil: Yeah, I’m excited to have you. I personally know you. I’ve worked with you. I was a client of yours. I’m delighted to be, to have you on our show. Parker: Thank you. And you were a great client, by the way. Gil: I’m sure you say that about everybody. Parker: No. Gil: Uh, for folks that don’t know, Parker actually helped me close on my last short term rental in the Branson market. Uh, so she’s the one that helped me, uh, help me close that one. And that was when interest rates were really going up at that point. Um, I think we closed close to almost 8%, not quite, but almost there. Gil: We paid a pretty penny on points too. Parker: Oh yeah.

“Most people never let a goal become an obsession. They have an idea, it becomes a want, and when the first plan doesn’t work, they abandon it instead of adjusting the plan.” Emanuele Pani, known as “E” in the short-term rental community, is the co-host of the STR Secrets Podcast and a coach specializing in co-hosting and boutique hotels. He shared how shifting his mindset allowed him to build a highly successful direct booking strategy. While many hosts rely on Airbnb and other OTAs, E emphasized that true financial freedom comes from owning your own booking channels. The key? Building long-term relationships and serving others first. His philosophy? Your mindset dictates your success, and achieving financial growth starts with internal transformation. Summary and Highlights Why Most Hosts Struggle with Direct Bookings Many hosts fail to scale their direct booking efforts because they get stuck in cycles of hesitation, fear, and inconsistency. The biggest challenges include: Fixing the Direct Booking Struggle: Mindset, Strategy & Execution 1. The Power of Obsession Hosts who win at direct bookings don’t just try—they commit fully. Our guest emphasizes that obsession is the fuel that drives success. The most successful hosts are relentless in testing, iterating, and learning. They don’t let setbacks define them; they adjust and push forward. Takeaway: Stop treating direct bookings as an optional side project. Make it your primary focus, refine your approach, and stay committed. 2. Build Strong Partnerships One game-changing strategy is partnering with real estate agents and local businesses. Agents have a constant stream of clients needing temporary stays—buyers waiting for a home, sellers in transition, or investors exploring the market. Takeaway: Develop relationships with real estate professionals and position your rentals as their go-to solution for housing needs. 3. Set Higher Standards for Your Business Many hosts settle for whatever bookings come their way, rather than actively shaping their guest pipeline. The key is setting standards: “People get stuck because they set a goal, hit an obstacle, and then change the goal instead of adjusting the plan.” Takeaway: If you want to see different results, you need to change how you think, act, and set expectations for your business. 4. Consistency Wins—Automation & Marketing Matter Direct bookings don’t happen overnight. A clear, repeatable strategy is necessary. Takeaway: Treat direct bookings like a long-term investment. Small, consistent actions compound over time. Ready to Elevate Your Direct Bookings? 🚀 CraftedStays—the all-in-one direct booking platform built for professional hosts. Create a high-converting website, optimize for SEO, and leverage automation to maximize revenue. Follow E Here ⤵️ Transcription E: The biggest epidemic we have as a country is we don’t know how to make decisions, right? We have an idea, the idea becomes a want, the want becomes a goal, but then the moment the goal doesn’t go to plan, instead of going to plan B but still pursuing the same goal, we go back to idea, and we go back to want, and then we go into a new goal. E: And so we never let a goal become an obsession. Every time anybody that has listened to this, and it’s true for me, it’s probably true for you as well, anytime I’ve become obsessed with anything, I have it. Gil: Hey folks on today’s show. I have Emanuele Pani. You might know of him from the STR secrets podcast. I had a chance to be on his show a little while ago and I had a blast talking to him and I’m finding out that he’s actually pretty deep in the mindset game. Um, and he’s attributed a lot of his own personal growth and the growth of a lot of his mentees really around mindset. Gil: So I’m thrilled to bring him onto the show. This is a dense show. It’s a bit different than some of the other episodes that we’ve had on our show, but. I’ve actually quite enjoy it because at least for me, I’ve grew a lot through the years through really tuning in and understanding my mindset. So I thought it was super important for, uh, E to join the show and really talk about how he thinks about things, how he coaches folks through mindset, why he thinks it’s important in the first place. Gil: So without further ado, let’s bring him on. E: Yeah, man. Thank you so much for having me on. It’s been, uh, it’s been a long time coming. And I remember having a blast when you came on our show. And so I’m super excited to, uh, be here with your people now. Gil: Yeah, I’ve been wanting you on my show for a little while now. It’s been hard to get time on your busy calendar. Um, but I’m glad you’re here. Um, one of the main reasons and we’ll, we’ll get into this, but like I, out of like the space, I think there’s, there’s a lot of folks more recently that Is being aware of your mindset and how, how much of a contribution that has towards your growth. Gil: So definitely want to kind of dive into that deeper into the show. And I know you’ve done quite well on the direct booking side. So for you to share some of those as well too, but maybe to kick us off, I’m sure a lot of folks may have heard your voice before, maybe they’re thinking, did they log onto the wrong podcast, but do you mind giving a brief introduction to who you are? E: Yeah, I would love that. So my name is Emanuele Pani. I go by E. I was born and raised in Sardinia, Italy, but I’ve been in the States now for the better part of the last 15, 16 years. And the short term rental community knows me as the co host of the STR secret podcast. And I also have the honor and privilege of being one of the coaches within our community STR secret. E: Uh, we coach people on co hosting and we coach people on boutique

Madeleine Raiford-Holland is the founder of MHM Luxury Properties, a boutique short-term rental company that has scaled to seven figures while maintaining high profitability and time freedom. She also runs a mastermind community at MRH Education, helping hosts start and optimize their rental businesses. Before diving into short-term rentals, she was a COO in the high-security identification industry. Her experience in branding, operations, and hospitality has shaped her unique approach to direct bookings. Summary and Highlights Owning Your Audience is Non-Negotiable One of Madeleine’s strongest beliefs is that short-term rental hosts must control their audience instead of relying on Airbnb or VRBO. She emphasized how capturing guest emails, building a strong brand, and creating direct relationships with guests are essential for long-term success. Madeleine compared this to Instagram, explaining that your followers on social media are essentially rented audiences—you don’t control when or how they see your content. In contrast, an email list is an owned audience because you can reach them directly anytime. She emphasized that successful direct booking hosts must actively collect and nurture guest emails to build long-term loyalty and reduce dependence on OTAs. “If you’re relying on OTAs, you’re just renting an audience. The real power comes when you own the relationship with your guests.” Affiliate Marketing: Turning Guests into Buyers Direct bookings aren’t just about avoiding OTA fees—they also open up new revenue opportunities. Madeleine has integrated affiliate marketing into her rental business, generating over six figures in affiliate revenue last year alone. Her properties now feature QR codes that link guests directly to products they’ve enjoyed during their stay, creating a passive revenue stream. By making her rentals shoppable, guests can purchase everything from linens to appliances, all while driving additional income for the host. Direct Booking Starts with the Right Systems A huge takeaway from our conversation was the importance of implementing a Property Management System (PMS) from day one. Madeleine is a strong advocate of Hostfully, which she credits for streamlining her operations and keeping her business scalable. By automating guest communication, syncing calendars across platforms, and integrating dynamic pricing tools, hosts can run a professional and efficient short-term rental business while focusing on growth. Rapid-Fire Questions with Madeleine Towards the end of the episode, Gil asked Madeleine three insightful questions: These simple but powerful insights highlight how small adjustments can lead to long-term success in direct bookings. ⭐️ Madeleine’s Elevate Your STR Workshop If you’re looking to increase profitability in your short-term rental business, Madeleine is hosting a live workshop and training from March 3rd to 6th at 11:00 AM -12:00 PM EST via Zoom. The event will cover: The event is ticketed, with general admission including access to replays until the Sunday after, and VIP tickets granting 60 days of access to the recordings. Be ready to take your properties from surviving to thriving in your highly competitive market in just 4 days! Register Here: madeleineraifordholland.com/elevate  Listen to the Full EpisodeMadeleine shared even more strategies, from navigating local regulations to maximizing profitability. Don’t miss out this 51st episode special of Direct Booking Simplified, now rebranded to Booked Solid 🎧 Listen to the full episode here Follow Madeleine Here ⤵️ Transcription Madeleine: The difference between your followers on Instagram versus if you’re running a business and have an email list, your Instagram audience is a rented audience because Mark Zuckerberg and company controls who sees your post when they see it. All of that. You’re reliant on an algorithm. You have no control over. Madeleine: Rented audience. Your email list is an audience that you can type an email out and send to you at any time and it’s going to show up in their inbox because they have opted in. That is an audience you own, you control. Airbnb, Vrbo, your rented audience. It is their job to bring you a guest for the first time and then it is your job, once they stay with you, to keep them coming back. Madeleine: Booking directly for the next 10 stays because you’ve captured their email. They understand how to get in touch with you and you’ve directed them to their direct booking site and created a sticky customer. That’s how you own your audience in short term rentals. And it’s so important to leverage all the tools that you have in your playbook to get people to book directly. Gil: Hey folks, welcome back. We actually just rebranded the show. The show is now called book solid. I’m super excited about it And the reason why is actually through the life cycle of actually publishing the show. There’s actually a lot of depth in Not just direct bookings, but really how do you market yourself more effectively across all the marketing channels? So I’m delighted to kind of rebrand the show We actually have a special guest with us this time Madeline Raiford, I’m excited to have her on the show. I just met her recently She is a big proponent of book direct. She actually has a a one week course that she’s going to be running through next week, which I’m excited for her to kind of share with us. But she has an amazing story. She has a lot of dedication into really the book direct movement, but she also has some unique ways that she’s approaching it as well too. not just the typical marketing side of things, which I really love because I find that a lot of folks get into this industry from many different verticals and they also bring in. Um, and so she, outside of her W2 job, she had a side hustle where she was building out her own personal brand. and when she really got into short term rentals, she brought along that experience. So I’ll have her share that in there. So I’m actually really delighted to have her on the show. So without further ado, let’s kind of bring her in. Gil: Hey, Madeline, welcome to the show. Madeleine: Thanks so much for having me, Gil. It’s a pleasure to be here. Gil: Yeah. I’m glad we’re able to track you.

Mike is the co-founder of The Hideaways and Build Your Hideaway, where he specializes in helping hosts maximize revenue through unique short-term rental builds. With a background in digital marketing, Mike has scaled from 0 to 19 properties in just three years, mastering the art of market research, design differentiation, and direct bookings along the way. In this episode of Direct Bookings Simplified, Mike shares his strategies for building a strong short-term rental business that isn’t solely reliant on OTAs like Airbnb. If you’re looking for practical insights on how to strengthen your direct booking pipeline, this one’s for you. Summary and Highlights Building a Direct Booking Strategy That Works 1. Control Your Business, Not Just Your Listings Many hosts rely entirely on platforms like Airbnb. But what happens if your listing is suddenly delisted? Mike emphasizes that while OTAs are a great tool, they shouldn’t be the foundation of your business. Instead, building a direct booking strategy gives you long-term control over your revenue streams. 2. Finding the Right Market Matters Mike scaled quickly by testing different markets, from Spokane to Blue Ridge to Red River Gorge, before discovering where he could generate the highest returns. For hosts looking to expand, Mike suggests analyzing: 3. The Power of Unique Stays Mike’s success comes from designing properties that stand out, whether through amenities, location, or design elements that create an emotional response. He advises: 4. Building a Direct Booking Engine Mike uses a combination of marketing tools to drive direct bookings, including: He emphasizes starting simple: “Even if you only have one property, start collecting emails now. Use Google Sheets if you have to, but build your list and nurture it.” 5. Leveraging Social Media for Direct Bookings Mike’s properties gain traction because of strategic content marketing: “We don’t use our own photos for marketing. We hire professionals or trade stays with influencers who know how to capture the magic of our places.” Final Thoughts: Take Control of Your STR Business If you’re looking to reduce your dependency on Airbnb and scale a sustainable short-term rental business, focus on: ✅ Market research & selecting high-potential locations ✅ Making your properties truly unique ✅ Consistently collecting & leveraging guest data ✅ Using professional content & influencer marketing to boost visibility 🚀 Interested in an optimized direct booking site? CraftedStays helps hosts build high-converting websites that drive direct bookings.  Book a demo today! Follow Mike Here ⤵️ Transcription Mike: If you’re going to build a business, you need to either control the whole thing, or you need to diversify the income sources that you have. So for the people that are only on Airbnb or only on booking. com or whatever they’re on, right, that’s a very dangerous place to be because you have a mortgage, you have utility bills, you have loans, you have all this stuff. Mike: And if Airbnb turns around tomorrow and says, Hey, nevermind, I’m not going to let you stay here. You broke our policies or whatever. And I’ve heard that happen to so many people where all of a sudden it’s like, it was just D listed. It’s like, what are you going to do? So I’m hyper focused on building my business, right? Mike: And Airbnb is a part of that booking. com Verbo. They are a part of that. The core of what I have is my marketing and my direct booking. Right. And that’s what I want because I can control that. So what I’ve done since day one is tried to build all of the database that I can apply customers. Gil: Hey folks, welcome back to a direct booking simplified where we break down the strategies and tactics to win in direct bookings on today’s show. I have Mike Sebastian, Mike, welcome to the show. Mike: Thank you. It’s good to be here. Gil: Yeah. Mike is, uh, the co founder of the hideaways. Um, you might hear from it as hideaways as the, the state that you can do, but also he has build your hideaways, which is actually more on the host consulting side of things. Gil: Um, Mike, do you mind giving folks a kind of an introduction to yourself and. Maybe it’s just first starting off with like how you got, and it got started with the hideaways to begin with. Mike: Yeah, absolutely. So I think my journey was kind of similar to a lot of people’s just stumbling into real estate side and then Airbnbs and then figuring out the boring houses weren’t really doing it for me. So getting more unique, more fun and then finding the results in that. But my, my background is marketing. Mike: Um, I ran a digital marketing agency for about 10 years and as I was in that, I realized that I was getting a little burnt out and there wasn’t a whole lot of tangible asset to the marketing agency. It was just the software systems and employees. And I wanted something that had a little more, you know, girth to it, I guess. Mike: And I started looking around at my, the friends that I thought were successful, the people that I would consider mentors and all of them were in real estate. So I dove into real estate. I started loving it immediately. I got a long term rental. Then I got a short term rental. And then I started researching how to grow, how to scale, how to get investment, all that kind of stuff. Mike: And really digging into the numbers and I, you know, went from, what was it? 2022 to 2025. So three years, I went from zero to 19 properties that we managed today. Um, pretty spread out across the United States for the initial ones, but now we’re honing in on a market in Red River Gorge, Kentucky, and we are getting more and more unique with every build that we do. Gil: Yeah. Was Red River Gorge the one that you first start off with, or is