Stay and Play real estate packages are a growing trend that blends hospitality, short-term rentals, and property sales into a single, powerful offering. For investors, developers, and real estate agents, these packages promise higher margins, faster sales cycles, and strong guest loyalty when executed carefully. This guide outlines what stay and play packages are, why they work, how to design and price them, legal considerations, marketing tactics, and a checklist to launch a successful program.
A stay and play package pairs a property purchase (or long-term rental) with immediate access to localized leisure experiences. These can include golf memberships, spa credits, exclusive event access, or bundled activities like boating, hiking excursions, and culinary tours. The outcome is a lifestyle proposition rather than a simple real estate transaction.
Think of it as selling a lifestyle rather than just walls and floors. Buyers are often attracted to convenience and the promise of a turnkey leisure experience, especially in resort towns and lifestyle communities where amenities are central to the location’s appeal.
These packages often capitalize on the growing trend of experiential living, where consumers prioritize quality of life and intangible benefits alongside tangible assets. By integrating leisure and lifestyle components, stay and play packages foster a sense of community and belonging, drawing buyers who value interaction and enrichment as part of their home environment.
Furthermore, as remote work becomes more prevalent, the demand for properties that combine work-life balance with access to recreational activities increases. Stay and play packages address this by offering not just a place to live but a dynamic environment to unwind, socialize, and explore without the hassle of separate planning or memberships.
Most packages include three to five core components: the property itself, a curated set of leisure experiences, ongoing membership or access rights, concierge or booking services, and maintenance or management agreements. Some packages also add financial incentives like rent-back options or revenue-sharing with short-term rental management.
Additionally, these packages frequently incorporate technology platforms that streamline booking activities, managing memberships, and accessing services digitally. This integration enhances the customer experience by simplifying logistics and providing real-time updates, further emphasizing convenience and seamlessness.
Security and exclusivity are also emphasized within many stay and play agreements, with gated communities or dedicated access points to leisure facilities, ensuring that buyers feel they are part of a privileged circle. This exclusivity often adds perceived value and helps justify premium pricing strategies.
Buyers who seek convenience and lifestyle alignment benefit most—second-home buyers, retirees, and remote workers are common targets. Developers gain marketing differentiation and higher ASPs (average selling price). Local businesses can also benefit through increased foot traffic and new revenue streams from partnerships.
From an economic perspective, stay and play packages can stimulate local economies by attracting affluent buyers who utilize diverse services, thereby supporting employment and entrepreneurship in hospitality, wellness, and recreation sectors. Moreover, municipalities may see increased tax revenues and infrastructure investments prompted by these high-value residential developments.
Investors, too, may find appeal in the predictable revenue streams generated by bundled services and memberships, providing diversified income sources beyond traditional property appreciation. This multifaceted benefit structure makes stay and play packages an innovative model reshaping how real estate aligns with consumer lifestyles today.
Packages tap into emotional buying drivers. Buyers envision a lifestyle and immediate experiences, which reduces decision friction, accelerates sales, and often commands premium pricing. Instead of waiting to discover local attractions, buyers are handed curated access from day one.
Additionally, these packages foster loyalty and recurring revenue. When memberships or ongoing services are tied to the property, the developer or manager can maintain a relationship beyond closing—leading to repeat stays, referrals, and ancillary sales.
Scarcity and exclusivity are big drivers—limited memberships or a finite number of package slots increase perceived value. Convenience is another strong motivator; buyers value not having to plan or research activities. Bundling also simplifies budgeting, which appeals to buyers who prefer predictable expenses.
Developers and brokers can structure packages to raise upfront revenue or create long-term income streams. For example, selling a property with a bundled condominium resort membership justifies a higher price point. Alternatively, ongoing management fees for bookings and concierge services can become steady cash flow.
Design must start with a deep understanding of the local market and the target buyer persona. What appeals to ski enthusiasts differs from what attracts golf lovers or cultural travelers. Research should include market demand, competitive offerings, and pricing sensitivity.
Curated experiences should be high-quality and relevant. Core activities should feel exclusive, easy to access, and aligned with the property's setting. For coastal properties, consider boating, guided fishing, or beachfront dining credits. For mountain retreats, think guided hikes, ski passes, or wellness retreats.
Execution depends on logistics: secure service partners, build booking systems, and define service levels. A reliable concierge or booking platform is essential to prevent friction. Clear agreements with partners should outline cancellation policies, liability insurance, and performance metrics.
Pricing a stay and play package requires balancing perceived value with cost. Packages may be sold as an included amenity, an upsell at closing, or as a subscription. Each approach has different tax, accounting, and marketing consequences.
Bundled pricing simplifies the sales pitch and often increases the average transaction value. A la carte pricing allows flexibility and attracts buyers who want customization. Hybrid models—core bundle plus optional add-ons—often perform best.
Some package elements may affect mortgage underwriting or tax treatment. For instance, transferable memberships or revenue-sharing arrangements can complicate appraisals. Work closely with lenders and tax advisors to clarify whether bundled elements must be capitalized or treated as separate services.
Legal diligence is needed to protect buyers, sellers, and partners. Contracts must clearly define rights, access periods, transferability, and liabilities. Local laws may restrict short-term rentals, age-limited memberships, or timeshare-like arrangements, so compliance checks are essential.
Transparency is key. Include detailed disclosures about what’s included, cancellation policies, maintenance responsibilities, and any restrictions. Contracts should outline remedies for service failures, especially for experiences that are core to the package’s value.
Partnership contracts with local vendors should address revenue splits, quality standards, service-level agreements, and termination clauses. Include indemnity provisions and require proof of insurance to minimize risk.
Marketing should emphasize lifestyle storytelling: visuals, video tours, and testimonials that show the experiences in action. Digital channels are vital—targeted social ads, email drip campaigns, and SEO optimized landing pages that highlight package inclusions and urgency drivers.
Use immersive content like short video tours of activities, drone footage of surroundings, and guest testimonials. Host open-house events that include a sample experience—such as a complimentary spa treatment or guided hike—to let potential buyers feel the offering firsthand.
Equip agents with clear scripts, brochures, and comparison sheets showing the package’s added value versus a standard purchase. Provide a cost-benefit framing that quantifies savings or lifestyle uplift to make the premium easier to justify.
Running a stay and play program requires ongoing operations: booking, customer service, quality control, and partner management. Systems should be designed to scale and deliver consistent experiences across all guests and buyers.
An integrated booking platform that syncs availability between property stays and partner experiences prevents overbooking and ensures smooth guest interactions. Mobile apps or a responsive web portal with clear communication channels improve guest satisfaction.
Regular partner audits, guest surveys, and mystery-shopper programs help maintain service levels. A clear escalation path for problems ensures fast resolution and protects the program’s reputation.
Successful programs vary widely. Ski resort condos often bundle season ski passes and equipment lockers. Golf communities include course membership and tee time credits. Coastal developments frequently pair properties with boat slip access and guided tours. Each example highlights how alignment between location and experiences drives success.
Resort communities leverage the existing leisure economy—taking advantage of established activity providers and peak-season demand. These packages can boost off-season occupancy by enticing owners to visit year-round for different experiences.
In urban settings, packages can pivot toward cultural experiences—museum memberships, private dining experiences, or theater credits. These appeal to buyers who prioritize convenience and curated lifestyle access within a city environment.
Preparing to launch a stay and play package involves a clear set of actions from concept to sales. This checklist helps ensure nothing critical is overlooked and sets the stage for a smooth rollout.
Market research, partner vetting, legal review, pricing strategy, technology selection, pilot testing with a small group, agent training, and a launch marketing plan are the core milestones. Include a feedback loop to iterate based on early buyer reactions.
Track metrics like package attachment rate (percentage of buyers who purchase the package), incremental revenue per sale, guest satisfaction scores, repeat stays, and partner performance. Use these KPIs to refine pricing, service levels, and marketing messages over time.
Several missteps can derail a program: overpromising experiences, neglecting logistics, forming weak partnerships, or failing to comply with local regulations. Planning and conservative projections help mitigate many of these risks.
Complicated packages with many moving parts increase the chance of failure. Start with a streamlined core offering that is easy to deliver and scale. Add complexity only after proving the model and establishing reliable partner relationships.
Hidden costs—like partner fees, insurance, and administration—can erode margins quickly. Build conservative cost models and include contingency buffers to maintain profitability.
Stay and play packages represent a compelling way to differentiate properties and create memorable buyer experiences. When designed with market fit, clear logistics, and reliable partners, these packages can boost sales velocity and generate long-term revenue while delivering genuine lifestyle value to buyers.
Start by researching local demand, identifying high-quality partners, and testing a small pilot before scaling. With careful planning, transparent contracts, and a focus on consistent service delivery, stay and play offerings can become a signature advantage in competitive real estate markets.
Ready to experience a stay and play package that elevates your lifestyle? Tennessee National offers luxury living within a premier gated community, featuring a Greg Norman Signature Golf Course, private marina, waterfront dining, and over 20 exclusive amenities. Whether you desire a move-in ready home or a custom build, our resort-style setting delivers the perfect blend of comfort and recreation. Schedule a private tour today and see how Tennessee National can turn your dream lifestyle into reality. Schedule a Private Tour
