How to Make Up to $20K/Month with Airbnb Co-Hosting (No Rentals Needed)

24:01But you did have me rearrange them. That was for sure. Yeah. But you'll be shocked. People underestimate Facebook groups so much. I will always stand on this soapbox until years to come. Facebook groups are one of the most underutilized way to gain traction in any type of real estate investment or business that you're looking for. You just have to look in the right Facebook group and know how to provide value. That's what it all comes down to is providing value. Garrett, that was an amazing masterclass on sourcing potential clients. And I just want to add my own experience. So we at one point explored the idea of co-hosting and we'd actually put together like a pretty solid approach for sourcing clients.

24:43And it was similar to yours. But we actually used, and you can use either AirDNA, or you can use like a Price Labs market dashboard. But like, for example, if you use Price Labs in their market dashboard tool, when you go into a certain market, Price Labs will give you all of the listings within that market. And then what we did was we sorted it in reverse order from lowest review score to highest review score. And then one of the columns that Price Labs and both Airdy and A Give You are the latitude and the longitude coordinates for that listing. So we would then take those lat and those long coordinates, plug them into Google Maps, do Street View, confirm that it was the right address.

25:26And sometimes it'd be spot on. Other times it'd be like right down the road and you have to like, you know, kind of take the blue man or the yellow man, like walk them down the road. But pretty quickly, we could find the actual address. And then we would do what you did where we take that address, put it in a prop stream, and get the owner's information. And our approach was creating postcards. What we did with the postcard was we would actually take a picture of the front of their house. And then we would put the negative reviews on the postcard. And a lot of the listings now that Airbnb added, so you guys know like Airbnb has like, you know, top 1%, you know, top 5%.

26:01But they also have a bottom 10%. And it's right above the review. So if you're listing this in the bottom 10%, it'll literally say right above your reviews, this listing is in the bottom 10 % of homes based on guest experience or whatever it may be. And we took a screenshot of that. And we meld those out through a bunch of owners. And that's how we kind of got like the phone ringing initially. Very much like a sniper approach, but the response rate was actually pretty solid. We actually, it looks like one of the guys actually forwarded that letter to his property manager because then we got like a lot of threatening calls from that PM after the fact.

26:37But it was a very, I think, effective strategy to try and source people. Yeah, no, I love that. I actually didn't even know that you could get the latitude and longitude from Price Labs or AirDNA. So now I'm like, my brain's exploding even more there because like, oh, I can't wait to really dive in there. But yeah, no, that is a great approach. We had a little success with postcards. We didn't do something like that, but I do love that idea. I'm sure there were some property managers very upset, but you should be performing better if we have to point this out. Like, I mean, come on. Yeah. Imagine paying someone in your listing at the bottom 10%.

27:09It's crazy. So Garrett, going back to like the 30 ,000 foot view, the step-by-step. So it sounds like step number one is to identify potential clients and then reach out to them. I guess so like, let's say that someone picks up the phone or they, you know, they call you back from a postcard. What does that initial conversation look like to get them from, hey, I'm potentially interested to them actually signing on as a client? You have to figure out their pain point. That's always any, you know, even in my, all my realtor days and everything, it's, it's kind of, I don't want to call it a sales call.

27:40Cause then then we're like, we're providing value in a service-based thing. But most of the time, the reason the owner ended up calling you because they realized there's an issue and you are probably the solution for it. So, you know, when I take the, I call it the lighthouse is the one that I'm, I refer to a few times where I text the guy, I got his number, you know, a few years ago. So when we had our first initial call, my first question just right off the bat, you know, like, how's it going for you? Oh, we've had one booking all year. I'm like, and I was like, well, like, what's the issue?

28:10Like, what have you seen be the biggest pain point? And he's like, oh, well, you know, we have to have a three-day minimum because, you know, I'm worried that we're not making enough money and I'm always worried I can't drive up there. And, like, they just start rattling off things. You just need to be a good listener and figure out what their biggest issue is that they have and solve that immediately for them. Like with it, when, you know, when his, his, and this is why you need to be prepared to like, you can't just send out all this stuff and you don't know anything about co-hosting or like running a good short-term rental.

28:43Cause you're going to get questions and you're going to, you know, you're not gonna be able to answer. You're gonna be like, oh, well, dang, that sucks. Like, you know, good luck. But he presented like, Hey, I, I have to do three-day minimum because our cleaning fee is so expensive. And he started rattling off things. And I took each one. I reiterated the problems. I'm like, okay, so you're having an issue with getting things fixed. You're worried that you're going to be on vacation with your family and something's going to break. And then I addressed those problems of how we solve those. And I have a team in place.

29:12I don't live far from the area. Sometimes that's even just not, you don't want to put yourself out there as being the runner of sorts. But if you're just starting and you don't have a team, like you are the team, you're, you're the coach owner, player, and mascot. So you've got to wear all the different hats there. So figure out how you can solve that problem for the host. And there's always common issues. Like, like I said, the most common by far is I can't deal with it when I'm not there. We're struggling. Like we have, like, we have to block off dates. Cause you know, I just took over another one not long ago.

29:46She was like, we've only been able to run it a couple months a year. Cause we're, we live in Mexico 10 months of the year. And I was like, well, that is a super simple solution because like my whole team's in place. I live near the area. We have systems and structure. We have a cleaning team that handles everything. You know, we have 24 hour coverage to like, you know, assistance and all that, like between AI and just having a couple of virtual assistants, you can achieve all that. You just have to make sure you understand what you're, what you're, you know, I don't want to say selling to the host, but make sure you understand what you're providing to the host, but easiest way to get, to get more clients, figure out their pain point and solve it for them.

30:22You always be shocked at what the small issue is that allows them to decide that you're the right one for the property. It's never like 20 different issues. It's usually like one or two big things that you can easily come up with a solution and they're more than willing to at least probably give you a chance. Okay. Let's talk, right? I mean, because after you do all of this active listening and you're you know, understanding what their pain points are, and then you present your co-hosting as a solution, what are maybe the biggest objections you typically hear and how do you overcome those? You know, biggest is always like, oh, it costs too much.

30:58You know, I mean, like, or like, why am I going to give you 20 %? That's usually the first one. Like we even mentioned earlier, like some people would be like, well, what about 17 %? And it's, you got to stick to your numbers, but then you also tell them you how I how I kind of frame it is like even with the person that had one booking all year we presented it as like hey we can do this this tweak we can make you pet friendly we can you know our cleaning team will be enhanced and then that price becomes and we'll also work on you know we have dynamic pricing so you're not even going to see that 20 percent from your bottom line because we're going to increase your revenue so much that like if you're making twenty thousand dollars this year and if you can bring us on and pay us 20 and we can still make you forty thousand dollars that year and you work less which one sounds better you got to just kind of talk to them in plain numbers and tell them how the reason that you know the 20 or whatever rate you want to charge isn't going to be a big deal because you're going to increase their revenue with the tactics that you have um so also i get very tactile um as far as like helping them understand of like you know like why pet friendly is so big because it's the number one search filter on airbnb we talk about how high level our cleaning team is um and the other you know and then we also talk about like how we're going to adjust their calendar to make it book better and it's it's good when you have case studies and experience because i can i can very easily rattle off numbers that we do in the area and you know have an idea of what they're going to make but like some real simple solutions is no, like a lot of owners don't know what air DNA is or price labs or something like have, have like go on air DNA or price labs and get the revenue that is expected.

32:40It's not always guaranteed. You know, it's, it's, it's a, it's a suggestion more than anything, but take that number to the host. And then also I bring some competitors in their area and say, Hey, this place that is two streets down from you is making double what you're making. Air DNA says you should be making 50 K and you're making 25 K like our company can take you to that next level. The other thing too, is like, you need to stand out. Cause there's a lot of people and two really cool ways that we've stood out recently is we are breeze. There's a company called breezeway. They're, they're, uh, say they have a safe, a short-term rental safety inspection certification.

33:16A lot of words there. Um, but it was like three or$400 and we, and there's a great guy, Justin Ford. He's amazing. We took the course. It saved us thousands of dollars on our insurance bill with proper insurance too, which is my own units. But as a co-host, now we go and tell owners like, hey, we're short-term rental safety certified. We know what to look for to make sure guests are safe. We walk them through all the liability things, which is something that owners care a lot about and they don't think about. We talk about how they need to get specific short-term rental insurance from proper or steadily or something like that.

33:52And then the other really big thing is we tell, because they're always worried about parties and damage, we tell them like, hey, as a part of our co-hosting fee, we can supply between$1 ,500, it depends on how big the property is and how much it costs, between$1 ,500 and$10 ,000 of guest damage insurance that we will cover in our percentage. We use a company called Safely. It's like$5 to$7 per night that we pay it out of our thing. But that peace of mind for owners is we've sold so many owners when we tell them those two things that we're short-term rental safety certified. And we also can provide our own damage protection that they don't even have to worry about.

34:32And it came in handy a week ago, a guest at one of my co-host properties broke the door jam. They said the door just fell off, which is hilarious because we all know that didn't happen. Broke it. I take security deposits, but I didn't even go to the guest. I put it into safely. It was like$600. I sent an invoice, my handyman fixed it. They paid it out within two or three days. Guests never got charged. Owner never, they knew because I wanted to show them how good the insurance is, but I didn't even have to tell the owner. We could have just handled it and kept it moving. So those are two really cool benefits that I've been able to bring on a lot of owners recently by just showing that I'm a little different and that I really care about the owners and their property and their place and their revenue.

35:17So for that software, is that fee paid, the owners are paying that directly, or is that part of your fee structure that you have set where some of these different things that maybe a normal co-host wouldn't know to get the safely insurance coverage or whatever, but how does your fee structure work and what are some of the things that you include or don't include? So we include that in our fee structure. We kind of consider that like not a cost of doing business, but more like I said, it's an upsell of like why we are a full service premium concierge, you know, co-host. We charge 20 % for the nightly rental rate of almost every property.

35:57We, like I mentioned, I do have some where I get 65%, which we can talk about, but completely different structure. That's more of like a partnership between me and the tiny home builders. But most of them, we do 20 % nightly rental rate. We collect the full cleaning fee, which most of them are pretty even with what the cleaners charge me. But there's a couple where I still make like maybe 20 or 30 bucks off the cleaning because of logistics and other things too. And we're how we're able to price it. Garrett, let me just ask you really quickly, right? So on the cleaning fee, are you just sourcing the cleaning out to third-party cleaners or does your property management company actually have like cleaners on your team that are doing the turns?

36:35So, and well, I'm in, I'm in two markets where we, we have, you know, multiple units in each one market. I actually have hourly cleaners that work for my property management company. The second market, we do a subcontractor. She's been with me for three or four years. We kicked the tire on bringing her on hourly and did many, a couple of different reasons. It wasn't going to work for either side fully. So we pay her per project and she has a full team out there that she kind of takes. I kind of consider her in-house, but she's still a W or still a 1099 subcontractor. So we outsource it, but she has, you know, she started with one property with me and she's grown to five or six people that work under her.

37:14And so I, you know, I trust her. She knows how I operate. And so we always turn the cleanings over to, to, uh, the team that we have in place there. And there's a lot, again, Facebook groups. I found all of my cleaners through Facebook groups. People think I'm crazy, but every single cleaner I work with and that is on our team came through a local Facebook group through a little trial and error. And so we do that. We take the full cleaning fee. Most of the time we don't make money on it. Sometimes we make a little bit. We also charge, and this is something recently I've implemented. We charge a thousand dollar property setup fee for each time we bring on a property.

37:47And that is to get new pictures. There's so many things that I learned that you would expect owners to do. And then you get to the property and you're like, there's 10 Amazon boxes here and you didn't unload any of them, now you're expecting me to do it, which is fine. But that's when I started implementing the setup fee so I can bring myself or my helper to go out there and get the pictures and the videography. And then we also now have implemented$100 a month tech fee. We used to not do this, but honestly, the softwares are what run a lot of these properties. And a couple of properties, there'd be some months where they weren't as profitable as we want.

38:25And we were almost barely breaking even on them. And it was a lot of it because of extra software that we paid, you know, between Logify is my property management software. We have Price Labs. We have HostBuddy, Turno, my business line of phone where we do, you know, like just having our website hosted that we have to have another property on there, things like that. So that's why we started doing a$100 a month tech fee, which, you know, I just implemented that. So I know some people that do that, but, and some people that don't, but I think going forward, it's, it's kind of something that people should go ahead and start charging to the owner.

38:58But when you're just starting off, like one of my friends, Alison Kraft, who I think she even was on the rookie podcast, maybe at some point, I can't remember, but she's a rockstar. She's got like 20 or 30 units. And her first unit, she was like, I took like 8 % on the co-hosting. I didn't know her like 10%, something wild, but she still made like two or$3 ,000 a month. So there's ability out there to have some flexibility. And when you're first starting, like you probably can't get to what we did where you can do 20%,$1 ,000 setup fee, $100 tech fee. Like we can do that because we've built the reputation and have the numbers that back us.

39:32But sometimes when you start off, you might have to take a little lower or not be able to do that and just get the trial by fire going. So that way you can learn all these things as you grow the business side. Garrett, we've learned so much already and I appreciate you sharing all this with us. We're going to take a quick break, But when we come back, I want to go over how do you set yourself apart from other co-hosts and really what kind of boosts your income as a co-host in the space as well. So we'll be right back after we're from today's show sponsors. Inspecting your rentals again? Here's a pro tip.

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42:21Finding the right tool changes everything. And for millions of businesses, that's Shopify. Shopify powers 10 % of all U.S. e-commerce with templates to match your brand, AI tools for product descriptions, easy email and social campaigns. plus 24 seven support. Start your business with Shopify. Sign up for your$1 per month trial today at shopify.com slash rookie. Go to shopify.com slash rookie. That's shopify.com slash rookie. So we're back here with Garrett and Garrett, I want to understand you talked a little bit before the break about, you know, liability and you know, the track record that you have, but as more folks come into the space of Airbnb co-hosting, what are some of the things that they should focus on and that you focus on to try and separate yourself from the other co-hosting options that exist out there.

43:10So I touched on a couple earlier when I talked about the liability side and understanding that to educate owners on the guest damage side, the insurance they need, and also how you're going to set them up for success on the safety of their property. I personally think my hot take going into 20s, 26s, I don't think this is much of a hot take because my numbers and my bookings will tell you this. We do like 90 % direct bookings now is pricing is going to matter a lot less in 2026. And marketing is really what is going to move the needle for short-term rentals everywhere. There's so many options now, so many things.

43:49And if you're just trying to do like, oh, we have the best, everybody has dynamic pricing. I can't remember. I think I was talking to Sean Rocky Jeets like a week ago, and we were talking about how 70 % of listings now use some form of dynamic pricing. So it's not an add-on bonus anymore. It's kind of a necessity. But if you can somehow, which this is kind of one of my strengths, I feel like, is the marketing side. But if you can learn some small things about marketing, whether it's how to really build your search engine optimization for your website, how to even run some simple TikToks and IG reels or hire somebody to help you with it.

44:29And even like paid ads, even in my company now, we have a full-time paid ads person that we are able to show this to owners, say, hey, we have a person that works full-time on the ads. We have our own marketing spend that we spend each month, but would you want to contribute your own personal marketing spend that only goes to your property to increase your visibility and increase the bookings and your revenue and all that. And we break it down in a business sense. So if you're a co-host, there's no more negotiables on you. You got to know pricing. You have to have top-notch service, top-notch automations, and guest concierge to it.

45:07But that extra bit that I guarantee you is going to not only make more revenue for you, but also close more deals is that you can speak a little bit of the marketing language that is going to be needed going into 2026 with some of these properties even and I say all that too. On my main website, we have all of our properties, right? But each week we will go in and write a blog for one of the particular houses or like not each. Once every few months, each property gets its own blog basically that is search engine optimization driven. So like we have a property, the lighthouse again, It's on Lake Livingston.

45:47We will do a blog that says the best vacation rental near Lake Livingston or near Houston or whatever the keywords we want to use is. Now that blog will live on Google. And there's a good chance of somebody typing in, especially the higher your site gets ranked and you do some things of somebody typing in best vacation rental near Lake Livingston. There's a good chance that blog is going to pop up and you're serving, you know, you're serving the owner with more additional outside marketing that really is free. Like you can create a blog in 15, 20 minutes now. So I, you know, I give that as an example, but I just want to incentivize people to learn the marketing side a little bit or turn it over to somebody that does know it because that going into 2026, everybody has professional pictures.

46:33Everybody has dynamic pricing. Everybody's listed on multiple platforms. Like that's not a way to stand out anymore. Now it's about getting your property in front of eyeballs that were not on Airbnb and all the OTAs already. And you need to capture them before they get there. Instagram is the new OTA, if you want to be honest. So that's where everybody's searching TikTok and Instagram. That should be where a lot of your focus is going into, into 2026. Gary, you've mentioned a bunch of times that you've built a team to really help you run this business. But what about for a rookie investor just getting started?

47:04do they need to hire a team right away and who would be your first hire so if if you work full time like me and you have a busy life and you know there's you're gonna at least need boots on the ground and the first hire always is gonna be your boots on the ground team like you have to have a rock you don't need like the virtual assistants and and all that like operations manager all the stuff that i have now but when you first do it you have to have a rock star cleaner a backup cleaner as well. Like you're going to have to have one. It's people always like shy away from that, but there's going to be a time where your main cleaner can't make it.

47:39And then you need a rock star handy person. And you need to know this, all the subcontractors in the area that alone is going to save you. So, and pay your, your cleaners and handy people well, because they're going to go above and beyond for you. That way you don't have to always drive out to the property and handle all these things that you really shouldn't as you're building a business. Um, But if you get that set up and you start to, you know, you're a little overwhelmed, I'll give you the easy, I don't want to say the easy route. I'll give you like the route I would do going forward is using something like HostBuddy AI or any kind of these AI tools that are out there.

48:14There's one called Conduit. There's, I even got an email today of a new one called like HostO or something like that. But some of these AI tools are better hosts than like even me. Like they'll answer questions overnight. They'll reply in two to three minutes. Like I even sometimes like a guest will send me something and I have to copy it, put it into like chat GPT and go make, make this nicer. Cause I'm, or make my response nice. Cause I'm, I have too much emotion in this and then I'll send it back. But host buddy and you know, all the other ones out there, they, they take the emotion out of it and they're a host on 24 seven for you.

48:46And it's like$10 per property. It's going to be very, you know, integral into getting back your time. When you have one or two properties, you'll still have to have a human touch to it. So you'll have to monitor it and do a few things there. But if you start growing after that, it would be easily getting a really, really good virtual assistant that can handle a lot of these very mundane tasks and things as you grow. But for your first couple of properties, I don't think you really need a team if you get an amazing cleaner and an amazing handy person there, because they're going, you can handle most of the other thing and automate a lot of it for the messaging and all that kind of side.

49:23But boots on the ground, there's no AI for that, unfortunately, yet. Maybe coming. I don't know. And Garrett, you really helped me open my eyes to a lot of this. I started using Hospitable. And just when I used to have somebody co-host for me, they would message me and say, I'm going to be on a flight. I won't have Wi-Fi. Can you just watch the messages for me? So I just thought that was a standard thing. Now that I have Hospitable and it literally response to pretty much every message for me. I'm like on the airplane, like, oh, three messages taken care of. Like I didn't have to do anything. Here it is.

49:57Like, so that was like a big eye opening thing to me too. It's like, cause usually I'm very skeptical of AI, but I have never ever seen AI this good. Cause like you do the chat bots on website when you ask for help and it's just like awful. This is so good. And I have to agree like way better than I ever could. Like they have the little improve button and I'll just like hit that. It'll make it so much nice if I even have to respond to the person. And most of the time they never even realize they're talking to AI. It is like, it is does so well. And like some of these tools hospitable has a great AI engine.

50:33Like they most of the time think they are talking to you and that's all we, that's all we want. Everyone thinks Ashley is so nice. Yep. I love it. As we wrap things up here, I think just what is your long-term vision for co-hosting? Like, do you want to build this into, you know, the next, you know, Vacasa or Evolve where you've got, you know, like thousands of units or, you know, tens of thousands of units? What's your goal? How big do you want to scale this thing? So I definitely do not want to get to that level for a million different reasons we won't talk about on this podcast. But the cool thing about, and what I want to leave people with this and, you know, even into 2026, I'm really like geeking out basically over like commercial real estate.

51:17Like, I mean, I know Tony, you've already, like both y 'all have probably been involved in some projects, but the really cool thing about co-hosting is that you can get, say you get, you know, I have 20, I think I have 16 now, but we're growing a lot more. If I get 50 contracts, you know, in a couple of years, you can sell those contracts as a business to somebody that is looking to either buy your business or a private equity firm or whatever. And a lot of people like, so say, so you have 50 contracts and you know, you're making 20 % and you know, they're, they're estimated to make, you know, let's say$50 ,000.

51:50So 50 times 10, that's the $500 ,000 somewhere around now. I'm sure my math maybe is a little off. You could sell those, that business with those contracts to somebody for like between a one or three X multiple, depending on your teams and your operation and all this. And you could sell that and exit out at a million dollars possibly evaluation. And maybe even, you know, there's so many exit routes when you have a business because you can sell it as a business or I can just keep it in internal as long as I want and let it, because now that I have this team and all this, it makes my units that I own more profitable because I've had the economies of scale where I'm spreading out the marketing.

52:28I'm spreading out the cost of my VAs. I'm spreading out the cost of my helpers and things. So the really cool thing about it is you can sell it as a business or it can make your own real estate investments even more profitable going forward. Um, as you figure out what your exit plan is, my exit is I, I probably want to sell the co-hosting business in about five years and hopefully exit out in the great fashion that I just outlined. So, well, Garrett, thank you so much for joining us today. Can you let everyone know where they can reach out to you and find out more information? Yep. Of course. I bigger stays YouTube channel is the BiggerPockets short-term rental YouTube channel.

53:04We also have our Bigger Stays newsletter that goes out each week. And on Instagram, I am GarrettBrownRE. Always happy to chat and talk anything Airbnb or real estate investing in the world for y 'all. Thank you so much for joining us. We always appreciate you coming on to the show. I'm Ashley. He's Tony. And we'll see you guys next time. Okay. We're going to shift gears for a minute to cover something important, especially for new landlords. The shows often talk about getting stuck doing everything ourselves and the cost of sweat equity. The key question is simple. Is my time better spent elsewhere?

53:36I use a tool that cuts down on a lot of landlord hassles. And the wild part is, it's just$12 a month. It handles rental screenings, rent collection, maintenance requests, and accounting all in one platform via a mobile app or desktop. It saves me time in tenant communication and keeps me organized for tax season. It's called RentReady, and you can sign up for a six-month plan for just$1 with promo code BP2025. Pro users get it for free, because we believe in it. Just sign in through your pro account to get started. RentReady helps ensure on-time rent with auto reminders, keeps communication professional, and lets you post listings to multiple sites.

54:09Check it out at rentready.com slash biggerpockets. That's rent, R-E-D-I dot com slash biggerpockets. Hey, rookies, if you're watching this, we want you to apply to be a guest on the Real Estate Rookie Podcast. That's right. Ashley and I are looking for amazing stories just like yours to be a part of our Real Estate Rookie Podcast. Now, look, you don't need to be an expert. You don't need to have done thousands of deals. Even if you've done one deal, your story could help inspire the next listener. As a rookie investor, especially if you just got your first deal, it is all fresh in your minds and you are the best person to tell your story, give your experience on how you got it done to help someone else get their first deal.

54:48So head over to biggerpockets.com slash guest if you want to be a part of our show. Again, that's biggerpockets.com slash guest. And we'd love to have you on.