APRIL 29, 2025

#130: Profit Smarter: Airbnb & Short-Term Rental Revenue Management Secrets with Jillian & Karin

Unlocking More Profits from Every Booking

Is your Airbnb leaving money on the table?

In this podcast episode, I chat with revenue management pros Jillian Heilman and Karin Leung, who specialize in turning underperforming short-term rentals into profit-generating machines. Whether you’re an experienced host or just stepping into the STR game, this conversation will teach you how to optimize your Airbnb pricing, fix silent revenue leaks, and increase your booking revenue—without burning out.

Why Revenue Management Matters for Airbnb Hosts

Think pricing is just about picking a nightly rate and hoping for the best? Think again.

Revenue management is the art (and science) of setting the right price at the right time. It involves data, strategy, and ongoing adjustments to make sure your rental stays competitive—and profitable. Jillian and Karin break down the most common pricing mistakes hosts make, and how to avoid them using dynamic pricing tools and custom seasonal profiles.

They also explain why OTAs (like Airbnb or VRBO) don’t always have your profit in mind and why trusting their pricing suggestions could be costing you thousands.

Why Short-Term Rental Hosts Need a Strategy

In an increasingly competitive short-term rental market, having a clear strategy is key to maximizing revenue and guest satisfaction. Christina’s approach includes:

• Property Assessment: How to choose the right property that fits within a growing portfolio.
• Strategic Renovations: How investing in unique amenities like a pickleball court boosted revenue and occupancy.
• Community Building: The power of networking and learning through local meetups.
• Team Management: The importance of outsourcing and delegating tasks to optimize productivity.

HIGHLIGHTS AND KEY POINTS:

[01:57] A short introduction about our guests Jillian Heilmann and Karin Leung, and how they got into managing revenue for owners and hosts of short term rentals

[07:03] What is a booking window or lead time, and why is it important for owners and hosts to pay attention to it

[09:15] Why people haven’t paid attention to booking window in the past and how booking window impacts pricing strategy

[11:10] The strategic use of discounts based on where you are within your average booking window

[12:42] Jillian and Karin’s views on last-minute rate increases in short-term rentals

[15:21] Jllian and Karin’s thoughts on how often should someone continue to inch their prices down

[18:28] Jillian’s recommended approach to adjust the pricing strategy

[20:26] The seasonal profile approach and why they are so important to have at a more granular level than just the four seasons of the year

[22:21] How much time do hosts anticipate it will take to set up 35 seasonal profiles

[24:52] What is the best approach or recommendation to pricing for those far-out bookings

[28:58] The declining daily rates in saturated short-term rental markets and how to monitor them using market data tools

[31:00] Staying competitive in saturated markets without dropping prices

[33:35] The importance of comprehensive listing optimization and captions for each photo to enhance the guest experience

[36:15] Karin and Jillian’s words of wisdom for hosts to get started and get comfortable with managing their revenue

[29:51] The value of outsourcing tasks in your business that you don’t enjoy to focus on what you excel at and love doing

[41:35] The lightning round

Golden Nuggets:

• “It’s really important that you understand where your market is and where people are and how people are booking within that lead time. So if your booking window has really shortened, you’ve got to make sure that your pricing is right in line.”
• “If a week or two goes by and you don’t have any activity, then you know that something needs to happen in your pricing to move the needle. So the longer you wait, you know the more negative impact can happen.”
• “Keep your prices competitive enough that if you were to get that booking a year out or three months out, you’re still happy with it.”
• “I would not recommend utilizing any pricing optimization through any of the OTAs, because a lot of times they’re pricing for the benefit of getting as many bookings as possible, which means, not necessarily maximum revenue.”
• “Think about what you enjoy doing and the value of your time leading your business.”

Boost Your Airbnb Revenue – Smarter, Not Harder

This episode is your crash course in Airbnb revenue management—and why it’s the secret weapon of successful hosts. From smarter seasonal pricing to optimizing your listing and avoiding last-minute panic discounts, Jillian and Karin offer a playbook that every STR owner should keep close.

Want to earn more from your Airbnb?
Tune in, take notes, and start implementing these expert-backed strategies today.

Let’s Connect!

Website: stepbystepbnb.com

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