Episode
How to Price Your STR Without Leaving Money on the Table
- Published
- May 11, 2026
- Duration seconds
- 4490
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Summary
Connor Schwab runs four unique stay properties and hosts the Outdoor Hospitality Podcast. After undercharging by $10,000-$20,000 in his first nine months at The Outpost at the Grand Canyon, he switched to professional revenue management. Now his 12-Airstream property is pacing toward 85% occupancy with optimized pricing across six OTAs. This conversation reveals why treating revenue management as a strategic priority rather than a side task is the difference between good and great performance. Jasper breaks down the exact framework Freewyld uses to manage $180M+ in bookings: pacing analysis, booking window strategy, and the truth about pricing tools that most operators miss. You will hear: Why a one-star review showing on your Airbnb listing front page can cost 50% of your revenue How to use pacing analysis to know if you're overpriced or underpriced (comparing your occupancy to market occupancy at the same booking window) What revenue management actually includes beyond setting prices (cancellation policies, minimum night stays, bookability settings that kill visibility) Why pricing tools like Price Labs aren't "set and forget" and require daily strategic oversight to avoid horrible pricing decisions How Connor left $20,000 on the table in nine months by treating revenue management as a side task instead of a dedicated function We also talk about: The three intentional paths for revenue management: learn it yourself, hire in-house, or outsource to specialists Why guests determine value through their purchase decision, not operators through subjective judgment How a $200 stock tank beats a $10,000 cold plunge machine when you factor in maintenance costs The booking window strategy that captures revenue before competitors slash prices in panic mode Why higher prices don…