How To Pitch Landlords on Airbnb  |  Business Strategy for Professional Airbnb Hosts 2019
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How To Pitch Landlords on Airbnb | Business Strategy for Professional Airbnb Hosts 2019


Welcome back Airbnb family today I’m going to teach you how to talk a landlord in to letting you use their property to post an Airbnb so you can expand your rental arbitrage business Let’s get into it Alright, so as you all know I’ve got about twenty-one properties active on Airbnb and I’m expanding ten more in Dallas this next week So this is what I do for a living kind of it’s one of my businesses but I’m very successful at it and I’m going to talk to you about the two layouts and we’re gonna focus on The first layout so the first layout is if you have a single-family home owner a landlord who’s got a few properties Maybe he’s got an 8 unit complex that he owns like a multi-unit property and you’re dealing with the home owner or the property owner As the decision maker on whether or not you can have a lease The second is when you’re dealing with larger properties that are professionally managed You’re not talking to the owner as the decision maker. There’s of course different levels of management You’re going to talk to somebody else who doesn’t have their ego in the game when negotiating for those larger properties So the first one is the one that can be a little bit more difficult because obviously every landlord is different, right? So you’re gonna have to find a way to sell these people so First it’s good to put a presentation together It’s good to have a pitch Right, so I know a lot of you have asked for me to design a cold call script for you But it really isn’t just that simple. I can give you cold call guidelines I’m kind of a layout to follow but giving you a verbatim script landlords will tell That you’re not being authentic and you are going to ruin that Relationship and it’s the relationship that’s going to allow you to grow your business not some little script. So let’s talk about guidelines Okay. So first you need to understand that every homeowner has spent years and years and years buying their property They may be offended at the idea that you want to come in and make rent on top of their rent when they worked so Hard to get the building and you’re just gonna do it so effortlessly So you need to be sensitive to the fact that some people This this is all that they’ve got it’s a couple of homes and this is not just some easy thing for them know that Second we’re gonna target homeowners that are not having a lot of success running out their properties Because they’re more open-minded because they need the money for example You can find out if a building has been on the market for rent for more than 60 days from some different Sites, like Zillow com. I believe shows you how many days it’s been listed and Maybe even har does There’s a couple other rental websites and then of course if you’re keeping track of things that you find on Craigslist, for example You can see that that same listings been posted for a while. You obviously know that the person isn’t getting a tenant so Which brings me to my next point is know where to find your properties So Craig’s this is a great one because you’re gonna see people posting on Craigslist If they’re willing to find a Craigslist tenant they’re much more likely to be cool with finding a Professional on the Airbnb host because obviously Craigslist is a pretty shady place to find tenants We all know that we still use it. Don’t we so Of course You can then use Zillow har You can talk to other real estate agents who might be able to help you find landlords that are open-minded because remember real estate agents have Relationships with these people real estate agents may become your best friend in your search for property So now what are the positives to hosting somebody else’s property? These are things you need to have memorized and internalized so that way when you have a natural normal conversation not a scripted conversation but just a normal one all this stuff can come out organically so positives you May be the last tenant they ever have the truth is is if you pick up a property like a four-bedroom house and you’re crushing It you’re never gonna let that property go right you’re gonna renew that at least 10-15 years it is your income property. Now – you are gonna take care of that property. So That leads number two, which is that you’re going to take care of the property. Literally if anything ever breaks that washer baseboards anything at all You’re gonna jump to get that fixed because obviously air B&B guests will be upset if the photos don’t match the place, right? So you’re not gonna let your Airbnb property degrade because that’s going to be bad for your future business. So that’s another thing It’s your professionally managed actively managing this property and you’re gonna put your heart into this and really care for the quality of your place a Lot of tenants when a cabinet breaks. They just let it go they’ll live in the property for a couple years never talk about the things that are broken and when the person finally moves out the Landlord is stuck with a bunch of surprises now He’s got to fix all these things before he can have another tenant come in and that is not what a landlord wants That’s downtime. It’s bad for its business, right so Also that’s similar to the Third Point which is you’re gonna keep the building in for sale condition That means this building is going to always be perfectly clean and spotless and when there’s a not there when there’s not a guest there Everything’s gonna look ready for an open house. So the landlord never really has to worry about working with this tenant on How his property’s gonna look if he ever decides to sell that property, right? So these are three good reasons now additionally two is you can offer concessions like you can offer it a background check every tenant that comes in if he’s gonna be or She’s gonna be a stickler You can give a little bit of a profit share if you want maybe a slight premium on rent things like that also Yeah, you can pretty much tell him if this goes well he can comfortably buy new property and you will pick up the lease Right away So this landlord can expand his or her business using you as a guaranteed tenant and now you guys can form a partnership These are great reasons for a landlord to actually work with you. Okay, so You want to internalize those facts so that way when you had those conversations already? But it has to be organic and can’t be scripted. So Next of course. You start cold calling Asking to meet with landlords to make presentations, you know don’t give too much information too quickly The goal is to build some rapport first and then use that rapport and that open-mindedness that you generated to then give your presentation So when you call a landlord say hi. My name is Sean I manage corporate housing company and we’re looking to pick up some single-family homes for our corporate housing company I would like to talk to you about your property I would like to pick up your property for at least a year, and I have some questions for you And of course, I want to give you more information about how my company works. So can I buy you lunch? Take you for coffee. Let’s talk about it. See how I did. This is kind like a soft clothes I’d like to pitch you please in a uncomfortable in a mutual area So don’t throw it all out on the phone because they can know you I mean you basically want to show up to this meeting Dressed well well-prepared ready to kind of give information even a brochure or take some notes and try to show that you’re this open-minded careful responsible person because really you’re how you present yourself in this meeting will really define whether or not they think that you’re like a fly-by-night company whether or not they think you’re truly professional and They really can imagine doing business with you A lot of times relationships with people who have a lot of ego in their businesses. This is their baby They’re gonna want to see themselves doing business with you. It’s a small business thing So take this prepare your pitch prepare your presentation. You can make a pitch deck if you want to have it on your phone just some slides microsoft powerpoint style if you feel like you need to and Try to get some referrals even if you don’t have your own properties like your own landlords you work with try to find another Airbnb host who’s successfully working with single family home owners And if you need that Put it in the comments and I guarantee you a bunch of people on this channel will gladly share their referrals with you Just leave it in the comments guys. Thank you for watching. Everything be automated. I will see you on the other side

100 Comments

  • David Skinner

    Awesome content. Does your lease language with the landlord include the words "Airbnb"? If you've customized the leases based on this model, can you share your template?

  • Snake Plisken

    Great video. Would you take my two properties in theory even if they need a bit of repair/remodeling that I would pay for of course? My problem is I don't always have the time to travel to them to oversee the remodeling and I want them on AirBNB with a co-host like you as my "tennant" that is professional and understand the business…so looking for some ideas on how to get these properties online.. Btw, one is in Cape Town and one in Texas. One needs plumbing repairs. The other has a current tennant full-time but I want to have a new kitchen and bathrooms, then change that to AirBNB. Where should I start?

  • mrgif1

    What is the ratio of professional property managed properties vs. individual landlord properties in your portfolio?

    You say that working with individual landlords is harder but I find the opposite to be true. I'd like some elaboration in dealing specifically with professionally managed properties in general but as well in the high rise luxury properties.

  • jonathan matta

    Let's say i get the owner on board and get his approval to sublet his unit on Airbnb. What are the dangers using my name to sign the lease and subletting ? And is it worth the extra cash starting a company for my first subrental property ?

  • Simple Living

    What will be expenses, challenges, and risk doing this? I assume you only rent via Air B&B not regular tenants so lesser risk perhaps. Very interesting in getting cash flow without owning..

  • insert username

    What if you find a property in airbnb that isn’t being well managed, how do you reach them? I tried reaching them thru airbnb messaging but it wont let me pass my email or phone number and it hasn’t worked yet

  • Propel 2015

    Your business model is not sustainable in South Florida. Most HOA’s will not allow landlords to sublet or allow guests from airbnb now. I own 7 units from 4 different associations and it’s specifically mentioned in all of their agreements that as landlord I am not allowed to give permission to tenants to sublet or list my home on short term websites. People own and live in their condos full time, and often don’t like being disturbed by new neighbors moving in and out every other week. Especially Florida tourists who come to party. It protects the landlords and the residents from possible miscreants. Also my properties are not all I have it’s a profitable investment and an extra source of income for retirement. You have a business but you own no assets. You rely on other people.

  • Tal Sheynkman

    This probably wouldn't work in my country unfortunately. According to our tax code, short-term rentals count as business properties and not residential, and are therefore subject to higher taxes.

  • Mark Elkhill

    I am interested to find others who are using this strategy to have some conversation with. I like this idea. Please message me. I am on FB and LinkedIn. Name is Mark Elkhill.

  • Pillsberry Dopeboy

    Can you show us a video of some of the listings that you have? Are they in ideal locations or in lesser areas. If in lesser areas, I've been looking in the area where I live around and I don't see occupancy being very high for alot of the properties, which I do the math, they're probably not making much more than the normal rent. I live in ft. Lauderdale btw.

  • Rod Eccles

    Write out a SCRIPT! Every good salesperson has a script. It keeps you focused on the important points to make and handle objections up front. Don't sound like you are reading it but practice it so it sounds natural. The idea that he doesn't have one is BS. A good well-planned script will come across as professional and you don't have to think of stuff on the fly. In short, a script that is delivered in a natural conversational manner makes you look and sound professional which will help you get that landlord to a big YES.

  • reyna ayala

    Hi Sean, I have a property that I’m trying to rent but I would prefer to do Airbnb instead. It’s only about 5 minutes from the strip in Las Vegas and I think it has a lot potential for this kind of business. Any recommendations. Thanks

  • Tyler Hiller

    We’ve been doing this for that last year and have had one landlord tell us yes and have us two units. I’ve had others close to a yes but didn’t pan out. Any advice on closing a deal or the right way to tell them about it?

  • Brody Nadeau

    Hello! Currently starting an air bnb business… I would love for someone to share there referrals with me! Text me – 5092624046

  • Clarene Miller

    I am so very very glad I came upon your youtube videos. I am learning so much and thank you so much for sharing your knowledge of airbnb investing without owning real estate. I CAN DO THIS!!!

  • Matthew Hennessy

    What can you do to protect yourself from the landlord potentially selling the property after you have cared for it and put money in for minor renovations?

  • Ari onbasyan

    Hello Sean; your channel is really helpful. I have been hosting since 2008. Lost properties in past because of drunk guests. I want to expand my business. Do you know what kind of LLC company should I open for operating more smoothly and proffesionally ?

  • Alejandro Ortiz

    Hey man! great content like always… Could you give some advice on how to get real estate agents to work with you. I'm having a hard time presenting the idea to them.

  • Erskin Hansen

    Maybe include the caveat that you should already have an idea of what the property looks like before making your call for a meetup. Why? Cause why would you meet with someone about a property you haven't seen? I ask this because your advice assumes you are happy with the owners' property ahead of time. But in localities like mine, you might not get the benefit of seeing the property before making that call. From that perspective, I think your advice to call the owner for a sit down might fall short of your expectations. You might find out that you got a BIG YES to lease a trash property.

  • 2GUYS1GUN

    so do you background check each person that is subleasing in your properties so the landlord doesn't have to go through this household and worry about who's staying in this house?

  • sharon DALTON

    HI Guys,

    I am just about to pitch to my first landlord and i looking for another host who is working successfully with single family home owners for a referral. So my home owner can know this is working and working well. for other home owners. Is their anyone who could vouch for that. I would so appreciate that

    Thank you kindly Sharon

  • Dara Abasute

    great content! I'm looking to partner with property owners in metro Atlanta area who would allow me to do this exact strategy.

  • Ralph Stevens

    Thank you so much for the video. You are super! One question. How much do you offer the landlord. How is the booking shared between the landlord and the Airbnb host?

  • MGTOW Rubicon

    If you are starting out and you have no properties under contract, then you have no track record.

    How will you handle the issue of having no track record to demonstrate your prior experience?
    Landlords will not like inexperienced people taking over their properties.

  • Kendrick90000

    Love your channel, Sean. I am in the Dallas area also and looking to get my first airbnb property up. So far all no's. Would love to speak with you or any of your team members for any advice on the area. Thanks man!

  • Marcus Harbison

    Just wondering if anyone is doing this in Denver, Colorado and would like to connect. Could definitely use some help from people with experience in this.

  • Varheim

    6:07 Yeah, I could never present myself that professional. Still, this seems like a cheap business model in terms of cash, as in I can afford it. Is intimidation an option?

  • C Alex

    I appreciate you more and more. You are very actual and close to our experiences. STRU touches great themes but it is just sometimes full of

  • niluapcire

    Love all your videos. I have a question. If I'm renting a place to put on Airbnb and something need to be fixe like a broken cabinet, the owner would logically be responsible wright? The cabinet need to be fix today because we have an other guest coming tomorrow but in the eyes of the owner, who's a long term rental investor, this can wait a few days or weeks before getting repaired. So do I wait for him (get bad review and loos business) or do I ask my team to change the cabinet and send the bill to the owner (he may question the cost and never pay)? I'm leaning towards fixing and sending the bill to the owner but I'm not sure we can do that, it's is place after all. How do we put this in a contract or do we need this in a contract? I own 5 rental properties and 2 are on Airbnb. I'm looking to expend faster without put lots of money down. This rental arbitrage idea is very attractive.

  • renaissanceman21c

    Looking for hosts who've had success with single family homeowners who I can use as referrals. I'm just starting this and would like some referrals.

  • Fafa

    Thanks for all the information! When I'll be starting, it will be all thanks to you !!! I often have to listen to your videos twice or three times because it all goes so fast and I'm not used to all the business lingo, but by the second time, I get it ! I'm in Canada too, so some of the words are different, we don't have LLCs for example, this form of ownership doesn't exist here.

  • Curtis Hearn

    Total noobie question here, but, if something breaks, wouldn't the landlord be on the hook for the repair? Not the AirBnb host? Sorry, its just been a while since I had a lease…

  • Laura Freeman

    Hi there! I had my Airbnb listing up for a property I rent but then my listing got deactivated for security purposes. I now can't get into my account and had to contact Airbnb, who then asked me if I have any evidence that I own the property (which I don't because I don't own it, only have a lease). So how do I reply to Airbnb? My landlord is fine with me doing it as we have an agreement. Hope you can provide some insight! Thanks!

  • April Desiree Fisher

    I love your videos – I’m a realtor in DFW – really want to do this 🙂 really appreciate you sharing your experience

  • Bello89

    Wow this video has been so helpful! When I make it to the top I’ll make sure to show you some love! Thank you!😊🙏🏽

  • Ankit Nagpal

    AirBnb has recently decided to allow only 90 days of booking for any property due to pressure from state governments. So, this re-leasing of rented property to Airbnb business will close soon.

  • Frank Pace

    1. I may be the last tenant they ever have
    2. I'm going to take care of anything and everything by actively managing the place
    3. The place will be sale ready anytime since it will always be clean for guests or potential buyers

  • Walter Mercado

    What if you pitch landlords these idea's and then they decide to cut out the middle man (you) just airbnb their own properties themselves?

  • Emye DaOne

    Hi Sea , can you please provide a lease template? I have a landlord who would like to rent the place out to me for Airbnb purposes for a small percentage. Do you have a leas example of how you have your leases set up?

  • Nanor Bozoyan

    Is this possible to do without signing a lease? Is there any model you could present to landlords that doesn’t require you to sign a traditional lease?

  • Kirk Johnson

    Looking to meet with a host with multiple properties in the Atlanta area wanting to expand West and Northwest toward Birmingham and Huntsville.

  • Wayne Ta

    hello all. I currently tenants less . and would like to start Airbnb host. I would appreciate if anyone in the Bronx NY. (throgs neck area) would kindly share their expience and help me archive my goal. and again Sean thank you for all of your informative information videos.. kudo's

  • Wendy redswamp

    Are you concerned about new city restrictions that are being implemented for renting through Airbnb? I live in Asheville, NC area. And relators are warning buyers of this crackdown. Love the Michalopoulos paintings!

  • AaronJNosbisch

    Looking for landlord referrals or some example pitches – would love to collaborate with some other hosts.

  • Accomplished One

    Hello all, how do i get high end condo and apadtment buildings to leaae to my company? Are the mamger's in the posittion to make the decision? What should i have them include in the lease and do I still pay seposits , etc?

  • A J

    What should I say to a landlord who says 'There's just too much of a liability risk with doing airbnb' meaning he's afraid one of my airbnb customers might sue him for slipping in the shower or something? What's the best response to this?

  • Fariss El Banihiati

    hello , my name is Fares from the Netherlands. i'm new in this Airbnb space . is there anyone here i can refer to when i do my pitch with a landlord. would love to have a pitch wich is set to take action immediatly and convince landlords that i'm the real deal…

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