In vacation home real estate markets, even though whole ownership and fractional agents hold the same basic license, each professional specialty seems to inhabit its own separate world, and the two worlds seem rarely to meet. How, then, can a fractional real estate developer bridge the two worlds, reach out to whole ownership agents and win referrals from them?

The recent winners at this years Fractional Life Awards showed the popularity of Tuscany and Vail, with Timbers Resorts coming out as the top developer.

The first two parts of this series stressed the need for fractional sales agents to “engineer the train of thought” of their customers. Agents must control the direction of the sales dialogue and avoid becoming “sidetracked” by time-wasting issues. These issues include premature or lengthy discussions of differences between fractionals and. timeshares and the minutia of reservation policies and procedures.