Selling a short-term rental isn’t just about real estate—it’s about selling a business. It should be treated differently from selling a primary residence or long-term rental. When selling your Airbnb, the goal is to attract investors, so working with a real estate agent who understands the unique approach required for the vacation home market is crucial.
At Chalet, we partner with short-term rental-specialized Realtors across 100+ U.S. markets, connecting buyers and sellers. Drawing from our experience as brokers and investors, we offer this detailed guide to help you sell your short-term rental property effectively.
1. Valuation Estimates on Market Conditions
Before listing your property, it’s essential to understand the current market conditions and its potential upside.
- Current Market Trends: Use real-time data to assess whether your area is oversaturated or in high demand.
- Cap Rate and ROI Calculations: Research ROI and cap rate metrics relevant to your property’s market value.
- Timing the Sale: The best time to sell depends on the specific market. For example, summer may be optimal in some areas, but for desert properties, spring may yield better results due to favorable weather conditions.
We recommend using the following tools for research:
2. Work with a Short-Term Rental Focused Realtor
Partnering with a Realtor experienced in short-term rentals is essential to maximizing the return on your sale. This is where Chalet can help—we connect you, at no cost, to a seller’s agent specializing in short-term rentals. An experienced agent will take a tailored approach to promoting your property, which often includes:
- Promote Your Property as a Business: They’ll craft a listing using investor-targeted keywords and highlight the income potential.
- Research Comparable Properties: Your Realtor will conduct a thorough market analysis, not only providing the standard comparable property report but also evaluating short-term rental-specific comps. They will review both current listings and recently sold properties to understand your property’s pricing, occupancy potential, and demand.
- Leverage Their Investor Network: Experienced agents often have a vast network of short-term rental investors, enabling your property to be marketed directly to motivated buyers.
- Advertise on Niche Platforms: They’ll ensure your listing reaches short-term rental-specific platforms. Additionally, your property can be promoted on Chalet’s site, giving it direct exposure to a network of investors and buyers. You can review some of our Chalet partner Realtors’ current for-sale listings here.
- Highlight Furnished Property Advantages: If selling your property furnished, they will emphasize this turnkey investment opportunity to attract buyers seeking a hassle-free purchase.
3. Comprehensive Financials and Performance Metrics
Buyers are typically focused on short-term rental income and return on investment. Having well-prepared financial documentation is critical. Consider documenting and reviewing the following with your Realtor:
- Income Statements: Provide three years of revenue, operating costs, and net income.
- Future Revenue Projections: Show models predicting future income based on seasonality and bookings.
- Occupancy Rates: Demonstrate profitability through monthly and seasonal occupancy.
- Cash Flow Statements: Detail expenses like maintenance, utilities, and property management fees.
- Scalability and Growth Potential: Highlight opportunities for revenue growth (e.g., adding amenities like a hot tub).
Transparency in your financial history builds trust with prospective buyers.
