How to Make Up to $20K/Month with Airbnb Co-Hosting (No Rentals Needed)

Summary of How to Make Up to $20K/Month with Airbnb Co-Hosting (No Rentals Needed)

by BiggerPockets

51m•January 21, 2026
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Overview of "How to Make Up to $20K/Month with Airbnb Co-Hosting (No Rentals Needed)"

This episode of the Real Estate Rookie Podcast (BiggerPockets) features Garrett Brown (host of BiggerStays) explaining how to build a profitable Airbnb co-hosting business without owning properties. Garrett shares his full-service co-hosting model, client sourcing tactics, pricing and fee structures, operational systems, the tools he uses, and how he scaled to multiple contracts that generate significant monthly cashflow.

Key takeaways

  • Co-hosting = short‑term rental property management under Airbnb’s co-host label (avoids some “property manager” legal constructs). It ranges from messaging-only help (5–15% fees) to full-service management (typically 20–25%).
  • Garrett runs a full‑service model (handles everything top-to-bottom) and advises newcomers to get hands-on experience first (self-manage, work for a co-host or property manager, or manage a family property).
  • Typical startup sourcing methods: detective work on Airbnb + PropStream, market tools (AirDNA, PriceLabs), and heavy use of local Facebook groups and postcards.
  • Early hires should be boots-on-the-ground: rock-star cleaner, backup cleaner, and reliable handyman/contractor. Automate guest messaging with AI tools to save time.
  • Example results Garrett shared: ~16 managed properties, ~$50K/month gross from those contracts, and retained profit around ~$20K/month (varies by deals and structure).

Who this business model fits (self‑assessment questions)

  • Do you like hospitality and guest service? Short‑term rentals mix hospitality with real estate.
  • Are you willing to be responsive (or implement systems to be)? Messaging and guest issues are constant.
  • Are you prepared for non‑passive work? Co-hosting can be scalable but not fully passive.
  • Do you have or can obtain local boots‑on‑the‑ground resources (cleaners, handyman)? That’s essential.
  • Will you get initial experience (self-manage a property or work for someone) before pitching owners? Garrett strongly recommends this.

Step‑by‑step blueprint to start co-hosting

  1. Get experience
    • Self-manage one property, or work for an existing co-host/vacation rental company to learn ops, guest handling, turnovers, and pricing.
  2. Identify prospects
    • Search Airbnb for underperforming listings (poor photos, low ratings, “bottom 10%” badge).
    • Use AirDNA/PriceLabs to find listings underperforming market peers.
    • Use PropStream (or realtor help) to identify owner contact info from clues in listing photos/aerial shots.
    • Join local Facebook groups and Airbnb host communities to provide free value and get inbound leads.
  3. Outreach
    • Provide a free, high-value audit (3–6 actionable improvements) via DM or postcard (include screenshot of “bottom 10%” if applicable).
    • Follow up by asking one question: What’s your biggest pain with the property? Listen for the real pain point.
  4. Vet the owner/property
    • Ask if they’re willing to invest in fixes or a deep clean before takeover.
    • Confirm proximity/response capability (or whether their location makes operations feasible).
    • Watch for red flags (see below).
  5. Present solution + numbers
    • Show AirDNA/PriceLabs market benchmarks, comparable nearby listings, and specific tactics to raise revenue.
    • Frame your fee as an investment: “We’ll increase bookings/revenue so the percentage is offset by higher gross income.”
  6. Sign contract
    • Use a clear co-host agreement outlining fees, responsibilities, setup fee, tech fees, insurance/damage protection, and termination terms.
  7. Operational setup
    • Charge a setup fee for photos, staging, listing optimization (Garrett: $1,000 typical).
    • Implement software stack and automations.
    • Hire/confirm cleaner(s) and handyman(s); create SOPs and vendor lists.
    • Add damage protection and safety checks.
  8. Launch and optimize
    • Optimize listing copy, pricing, minimum stays, pet policy, calendar strategy.
    • Begin marketing (OTAs + direct: SEO blogs, socials, paid ads if budget allows).
  9. Scale
    • Systemize with VAs, ops manager, social media/paid ads expert, and ad spend for direct bookings.
  10. Exit / monetize
  • As you scale, contracts and recurring revenue can be sold as a business (typical buyer multiples vary).

Pricing & fee structures Garrett uses (and why)

  • Full-service co-host fee: 20% (some do 20–25%). Messaging-only: 5–15%.
  • Setup fee: ~$1,000 (photos, staging, inventory, deep clean).
  • Monthly tech fee: ~$100 to cover software (dynamic pricing, PMS, automation, phone lines) and ongoing tool costs.
  • Cleaning fee: collected in full (usually passed to cleaners; sometimes a small margin retained due to logistics).
  • Damage protection: Garrett pays for Safely-style coverage (about $5–$7/night) and includes it as a value item in the fee structure. Owners appreciate this peace of mind.
  • Alternative structures: revenue-share partnerships (e.g., Garrett mentioned cases where he took much larger % as part of a partnership with builders or unique tiny-home arrangements).

Client vetting checklist & red flags

Questions to ask owners:

  • What’s your biggest problem with the property right now?
  • Will you fund an initial deep cleaning and minor fixes?
  • Are you willing to be flexible on rules that hurt bookings (e.g., minimum stay, pet policy)?
  • Do you have the correct short-term rental insurance or are you open to getting specialized coverage?

Red flags:

  • Owner immediately haggling over a few percentage points before working with you.
  • Owner unwilling to pay for a deep clean or small maintenance fixes.
  • Micromanagement or strong resistance to your operations suggestions.
  • Discrepancies about responsibilities for guest damage or cleaning.

Client sourcing tactics that work

  • Facebook groups (local community and host groups) — post free value, respond to host requests, send private audits.
  • AirDNA or PriceLabs market dashboards — filter underperformers and extract lat/long to find addresses via Google Street View.
  • PropStream (or realtor assistance) — find owner contact info.
  • Direct mail or postcards featuring listing photos and negative review snippets; can produce strong response rates.
  • Personal outreach: DM with a few tactical, actionable suggestions (no pitch), which often leads to engagement.

Operations, team & tools

Essential early hires:

  • Cleaner (primary)
  • Backup cleaner
  • Reliable handyman/contractor network

Scale hires (as you grow):

  • Ops manager
  • Virtual assistants for admin
  • Social media/paid ads specialist
  • Full-time or part-time cleaners (hourly employees in some markets)

Key tools mentioned:

  • AirDNA / PriceLabs — market data & revenue benchmarks
  • PropStream — owner/contact research
  • HostBuddy, Hospitable (formerly Smartbnb), or similar — AI guest messaging and automation
  • Safely — guest damage protection
  • Breezeway — safety and operations certifications (useful for liability visibility)
  • PMS / property management software (Garrett mentioned “Logify” — confirm current vendor names/choices before purchasing)

Practical automation tip: AI messaging tools can handle most guest queries 24/7, dramatically reducing time spent on communication.

Marketing & differentiation (what will matter going forward)

  • Garrett predicts pricing automation will be table stakes; marketing and direct channels (SEO, blogs, Instagram, TikTok, paid ads) will be key differentiators going into 2026.
  • Tactics to win owners and guests:
    • Offer direct booking funnels (website + SEO content).
    • Produce social content (Reels/TikTok) to capture guests earlier in their search.
    • Show owners you can provide safety certification and proactive damage protection.
    • Present case studies / revenue lift examples and use local comps to prove opportunity.

Common objections and responses

  • “Why pay 20%?” — Show before/after economics, explain how you’ll increase gross revenue via pricing changes, pet policy, marketing, and operations. Demonstrate net uplift.
  • “I don’t want to lose control / they’ll charge too much” — Clarify responsibilities, give transparent reporting, use setup agreements and monthly statements.
  • “I don’t trust co-hosts” — Provide certifications (Breezeway), damage protection options, references, and a month-to-month or short trial to prove value.

Real example numbers Garrett shared (illustrative, not guaranteed)

  • Garrett manages ~16 properties.
  • Approximate gross from those contracts: ~$50K/month.
  • Approximate retained profit across the business: ~$20K/month (depends on structure, partner deals, and expenses).
  • Garrett’s time: ~10–15 hours/week (with a larger team). Solo operators should expect to commit more hours early.

Scaling & exit strategy

  • Co-hosting contracts are recurring revenue and can be packaged and sold as a service business.
  • With scale (e.g., 50 contracts), a business might be saleable at a multiple (1–3x revenue/earnings depending on margins, team, and ops), offering a potential exit.
  • Scaling also reduces cost-per-unit for tools, marketing, and VAs, which improves margins on owned properties if you also invest in your own rentals.

Notable quotes / insights

  • “Short‑term rentals are real estate investing mixed with hospitality.” — emphasizes the hospitality effort required.
  • “You should self-manage at least briefly to know what a good co-host does.” — recommended prep before hiring or pitching.
  • “Marketing is going to matter a lot less on pricing and a lot more on visibility by 2026.” — focus on SEO and social channels.

Actionable to‑do list (first 30–60 days)

  1. Self-manage one small listing or volunteer/assist a local host to learn operations.
  2. Join local Facebook community groups for your target market; start providing free listing audits.
  3. Choose one market and use AirDNA/PriceLabs to identify 10 underperforming listings.
  4. Use Google Street View + PropStream (or realtor) to find owner contact info for the top 5 targets.
  5. Send 1–2 high-value outreach messages or a postcard with listing problems and possible fixes.
  6. Create a simple co-host agreement template (fees, setup fee, tech fee, responsibilities, termination).
  7. Build a vendor list (cleaners, backup cleaners, handyman, photographers).
  8. Implement an AI guest messaging tool (Hospitable/HostBuddy) and set up automated check-in/out messages.
  9. Draft 3 case-study style examples (market comps) to present to owners.
  10. If you sign a client, charge a setup fee and run one optimized takeover to create the first case study.

Resources & where to find Garrett Brown

  • BiggerStays YouTube channel (BiggerPockets short‑term rental content)
  • Garrett on Instagram: @GarrettBrownRE
  • BiggerStays newsletter (weekly)

This summary condenses Garrett’s playbook for launching and scaling a full‑service co‑hosting business. If you follow the vetting, outreach, operational basics and focus on marketing differentiation, co‑hosting can become a scalable cashflow business and a potential sellable asset.