How to Convince Property Owners to Partner with You on a Short-Term Rental
If you’re eager to start an Airbnb but don’t own property, you’re not alone. Many aspiring hosts (or cohosts) begin by partnering with property owners who have the space but not the time, energy, or desire to manage it themselves.
This is exactly where you can offer real value. You provide the systems, the setup, the guest communication—and they just collect a check. But to make this happen, you’ll need to know how to pitch it the right way, overcome their objections, and offer a clear win-win structure.
Here’s how.
Start with an Informational Conversation—Not a Hard Sell
Before you jump into pitches or spreadsheets, start with a conversation. This is about trust and understanding.
Ask questions like:
Have you ever considered short-term rentals?
What concerns would you have about turning your property into an Airbnb?
If I could offer you $2,000/month and handle everything—would that be something you'd be open to?
Some property owners, especially retirees or those with second homes, might say no, and that’s okay. Not every property is the right fit. But others may be intrigued and simply need reassurance, education, and a clear plan.
Don’t sell to them. Invite them into a possibility.
Where to Find Potential Property Partners for an Airbnb
Here are some ways to connect with the right property owners:
Facebook groups for vacation homeowners or local landlords
Home swap platforms or luxury second-home communities
Buildings zoned for vacation rentals (walk them and leave flyers)
Real estate investor meetups
Friends, family, and word-of-mouth—you never know who has an empty house or a guest house collecting dust
You’re looking for someone with:
An underused or empty property
No desire to manage guests
Curiosity about earning passive income
If You’re New to Short-Term Rentals, Start with Education
If you haven’t hosted before, take the time to learn. That way, you can confidently explain how you’ll handle:
Emergency repairs
Cleanings, laundry, and turnovers
Staging the space with excellent interior design
My Short-Term Rental Lab teaches you how to transform an empty property into a thriving short-term rental, step by step.
Your confidence and professionalism will do half the convincing for you.
Show Them the Money: Profit & Loss Analysis
Once you have a property in mind, build a business case with numbers.
Use my Startup Kit and this blog on starting a short-term rental on a budget to:
Research nightly rates and occupancy for similar listings to figure out how to set Airbnb pricing
Estimate cleaning, utility, and maintenance costs
Forecast monthly and yearly profits
Create a short, visual deck showing the homeowner what they could earn—with none of the hassle.
Money talks. But numbers plus a polished presentation sells.
10 Reasons Why Short-Term Rentals Are Better Than Long-Term Rentals
If the homeowner is deciding between a long-term tenant or working with you as a cohost, this list can help shift their mindset:
Higher earning potential
Regular property inspections (thanks to frequent cleanings)
More control over who’s in the home
Guests are incentivized to behave well because of reviews
Robust Airbnb insurance
Owners can block dates and still enjoy the home
Less daily wear and tear from guests
Tax write-offs on setup, travel, and supplies
No long eviction process or legal tenant headaches
More flexibility to stop or pause rentals anytime
Overcome Common Fears of Renting Short Term
Let them voice their concerns—and be ready to respond with facts and systems.
What if something gets damaged?
You’ll have Airbnb’s $3M Host Guarantee. As long as claims are submitted properly, damages are usually covered. I’ve had entire floors and appliances replaced.
I don’t want to be bothered by guests.
You’ll handle all communication and emergencies. They’ll never need to speak to a guest.
I don’t want legal issues.
You’ll take care of permitting, compliance, and local Airbnb regulations.
What if no one books it?
Set expectations honestly. The first few months are for building momentum and reviews. You can structure the payment so they’re protected during that time.
Structure a Fair Deal for Owners and Hosts
There’s no one-size-fits-all model. Here are a few structures you can propose:
Profit Split (50/50) – Great for already-furnished properties. You handle everything and split net profit.
Flat Rent – You pay them a set monthly amount (often slightly above market) and keep the rest.
Base Rent + Bonus – Give them predictable income, plus bonuses if you exceed certain thresholds.
Setup + Management Fee – They pay you to set it up and manage it, and they keep the profits.
Just be sure to clearly define who’s covering:
Furniture and supplies (see how to build the ultimate Airbnb bed)
Utilities and internet
Startup costs
If it’s a vacation home, it might already be furnished, which cuts setup costs dramatically. If this is the case it will cost you almost no money to get started.
Make Your Offer Irresistible
Once you’ve educated them, built trust, and shown the profit potential, wrap it up by positioning yourself as a pro.
Share your credentials:
Are you a Superhost?
Do you manage other properties?
Have you taken short-term rental courses or certifications?
Do you have emergency vendors lined up?
Let them know:
“My job is to make this property a high-performing short-term rental and to make your life easier. You don’t have to lift a finger. I handle everything, and you get paid.”
Start Your Airbnb with No Property
You don’t need to own a property to start an Airbnb. You just need the drive to learn, the ability to sell a vision, and the systems to back it up.
Start the conversation. Be upfront, honest, and informative. Expect a few no’s, but don’t get discouraged. Every yes is a door to a thriving Airbnb partnership, and your short-term rental takeoff begins with one great match.
Want help getting started? Check out The Short-Term Rental Lab, Startup Kit, and these short-term rental resources for the exact tools, systems, and scripts I use to launch and manage successful Airbnbs—even without owning a single property.
