How to Nail Your Homeowner Projection Pitch | AirDNA

Converting a homeowner lead into a profitable addition to your property management portfolio is tricky. 

Many of you spend good time and energy drafting a projection pitch, but it doesn’t seem to seal the deal. In fact, we spoke to a range of vacation rental manager companies, and they told us that their conversion rates can sit as low as 20%. That means they only convert 1 in 5 of every homeowner that touches base with them.

But that remaining 80% of homeowners are not lost. We’ve seen vacation rental managers improve their conversion rates by as much as 60% in a matter of months. How? It starts with the AirDNA property management pitch deck and, of course, data.

These are our top tips to perfect your homeowner projection pitch.

How to Use the Pitch Deck Template

The AirDNA property management pitch deck is free to download and has slides that delve into the following areas for homeowners:

• Projection summary
• What to expect around rates, occupancy, and revenue
• Revenue by month
• Top comparable properties
• Map view of top comparable properties
• Projection wrap-up

Each slide has labeled placeholders where property managers can insert data from the Property Performance Dashboard (PPD). There are also prompts to help qualify the data (e.g., “As you can see, properties in X location are earning the most”) and spaces to brand the pitch according to your company.

Within your pitch deck, follow these practices for the best results:

Offer an Overview of Homeowners’ Markets

Trust is the backbone of any good pitch, and providing an overview of the vacation rental market gives homeowners a reason to trust you. Why? Because you’re introducing them to information that is genuinely valuable, not immediately pushing a business sale.

Using the Property Performance Dashboard, you can show homeowners property trends in their area, letting them in on seasonal insights like “You’re likely to see 50% of your revenue come in X months of the year” or “There are Y other two-bedroom properties in your market and price range”.

These snippets go a long way in positioning you and your pitch as experts and tell homeowners that you’re tuned into the macro workings of vacation rental property management. Once you’ve got them on board with your vacation rental company, you can then zoom in on the micro workings too.

Provide Accurate Projections for Properties

Beyond a synopsis of homeowners’ markets, use a comprehensive analysis tool like the Property Performance Dashboard to include representative projections for homeowners’ specific listings in your pitch. This data lets homeowners know that you’re invested in working with them for good as well as boasts your access to sophisticated, informative resources.

Remember that homeowners want data that makes the most sense to them, so take care to set appropriate filters for the projections. For example, the dashboard allows you to draw your own precise custom region amenities, property type, property rating, full-time properties, and more. You can then slot this aggregate data into your pitch and seamlessly impress your leads.

Show Owners Comparable Properties (and Their Data)

Homeowners don’t want wishy-washy advice from vacation rental managers. “Properties like yours can make X per month” is too vague for homeowners to convert. Instead, give them granular data about their competitors (the ones they know and don’t know about). We’re talking about statements like “X property generates Y per month”. This data could come from properties that are already in your portfolio, or you can use the Property Performance Dashboard to pull information on any property, anywhere. This is a perfect use for a comp set as well.

And when it comes to formatting, the AirDNA template has placeholders for you to easily add photos and data from their would-be competitors.