This blog is the second in a series about sales as a short-term rental host. Over the coming weeks, we’ll cover various topics that will help short term rental hosts learn more about how to successfully sell their properties to guests.

A successful sales strategy for your short-term rental starts with a listing that captures the interest of your ideal guest. As you’ll recall, your ideal guest is a hypothetical person who is perfect for a stay in your rental space. Last week we discussed creating a title, images, and price that will make your ideal guest want to click on your listing to learn more. Now that we’ve got your ideal guest on your listing, it’s time to design a page that will sell your space for you.

Every successful short-term rental listing includes three elements that set them apart from the competition. These include professional photos, a well-written description, and detailed house rules.

Professional Photos

This is the most important investment you can make for your listing. Your cell phone might take great pictures, but nothing can replace the expertise, lighting, and viewpoint of a professional photographer. A good photographer will take your space to the next level. THIS IS A MUST.

To prepare for professional photos, your space needs to be thoroughly cleaned, pillows fluffed, and clutter removed. Take a few photos with your phone to get a sense of what’s working for the space and what isn’t. The adage “less is more,” usually applies for these photos. You want your space to come across as neat, tidy, and inviting. The more “stuff” in a photo, the less that comes across, so be sure to edit accordingly.

Furthermore, I highly recommend including greenery to bring your space to life. You can accomplish this with flower arrangements or strategically placed plants. Personally, I like to use orchids, eucalyptus, and houseplants to make our spaces feel alive, vibrant, and fresh. Trader Joe’s is my favorite resource for reasonably priced plants and flowers for photo shoots.

A Well-Written Description

Take some time to really think about what your ideal guest wants to know about your rental. Anticipate the questions they’ll have and the things that will be important to them about their stay. Be clear, concise, and highlight what makes your space special.

Here’s an example of what I say in our listing about the apartment:

Whether you're coming to Chapel Hill for work or play, the Heel House Apartment is your perfect getaway. The Dean Dome, Kenan Memorial Stadium, UNC hospital and the UNC Botanical Gardens are an easy walk away. The 1 BR, newly renovated Heel House Apartment features a private entrance, new furniture, fresh linens, a full kitchen, and can sleep four people. We enjoy hosting and want to make your stay as comfortable as possible, so please let us know how we can best accommodate you!

You can see from this description that I’m highlighting the location first because our ideal guest is looking to be close to these places on campus. I then describe the space and use words like “renovated,” “new,” and “fresh,” to convey a sense of the fact that the apartment is clean and updated. Finally, I highlight our commitment to your comfort and a great experience by inviting guests to let us know how we can make their stay enjoyable.

House Rules

If you want guests to do something specific when they arrive, depart, or during their stay, you must list this in the house rules. Personally, the only house rules I have are no pets, no parties, and no smoking. I want our guests to feel like guests, so I don’t ask them to do anything beyond follow these rules. I’ve stayed in places that have instructions about the linens, trash, etc. and I’ve happily complied. However, I prefer to limit these types of requests to make the stay more enjoyable for our visitors. In the end, I recommend doing what accommodates your guests the best, but also makes you comfortable with their stay.

Finally, commit to being honest about your listing. Make sure your photos and description convey your space in the best possible light but are accurate and represent the space well. For example, you can hear the road from our rental apartment, so I mention that in the listing under “about the space.” Be realistic and think about what your ideal guest needs to know about your property to ensure they have a great experience.

In conclusion, you want to make it easy for your ideal guest to understand more about their stay upfront. This will help them make an informed choice about whether your space is right for them. A great listing will lead potential guests to simply request stays—or at least care enough to ask questions if they’re unsure about your property.

Up next, we’ll tackle guest questions, transactions, and how to make guests feel confident in their choice to stay with you!