Revenue Management Secrets of the Top 1% STR Hosts

Kaye PutnamThere are so many Airbnb and short-term rental operators who look like they’re absolutely crushing it. We’ve had the privilege of speaking with hundreds of hosts generating over a million dollars in bookings every year. In this episode, we’re exploring the patterns and traits that define these million-dollar hosts.

I’m here with Eric. Let’s dive straight in.

Eric MoellerThanks, Kaye. This is such an important topic. Many hosts believe they’re maximizing revenue because they have a pricing tool, but that’s rarely the case. We’ve reviewed countless revenue reports, and we’ve always found opportunities to unlock more income.

If you want to scale beyond just managing a few properties, you need to understand revenue strategy early. Most people treat it like a set and forget process. But the truth is, without an intentional approach, you’re leaving money on the table.

Kaye PutnamExactly. The missing revenue isn’t obvious because it doesn’t appear as a cost on your P&L. That’s why many ignore it. The most successful operators are the ones who remove their ego and approach revenue management with curiosity.

So Eric, what kind of mindset defines these high-performing CEOs?

Eric MoellerIt comes down to being growth minded and willing to let go of control. CEOs who succeed recognize their strengths and delegate the rest. They know revenue management is critical, but they also know it’s not always their personal strength.

When we launched Freewyld cabins, I realized numbers weren’t where I added the most value. Jasper, on the other hand, was obsessed with revenue strategy, so he focused there. That’s what growth minded leadership looks like: putting the right people in the right seats and avoiding the trap of ego.

Kaye PutnamThat reminds me of parenting, releasing control as kids grow into teenagers. CEOs need to release control in a similar way and trust their teams or partners.

Eric MoellerI think that’s a perfect analogy. Leadership means empowering the people closest to the problems to make decisions. If you try to control everything, you limit growth and leave money behind.

It’s not just about revenue, it’s a mindset. Ego kills companies over and over again.

Kaye PutnamOn a practical level, most million-dollar operators have at least 15 properties, though portfolios vary widely. What’s consistent is their growth mindset. They’re always learning, attending events, listening to podcasts, surrounding themselves with mentors.

Eric, you’ve mentioned how important this is for you personally. What have you seen in other CEOs?

Eric MoellerFor me, growth is a personal value. I call it “humble inquiry,” always asking questions, always learning, always pushing ego aside. The most successful entrepreneurs I know invest heavily in mentors and constantly challenge themselves to play at higher levels.

I think of my friend Dan Martell, who went from a few million in revenue to hundreds of millions. He invests hundreds of thousands just to learn from the best. That’s the growth mindset in action.

Kaye PutnamThat’s fascinating. Most of our clients are under 50 years old. Maybe it’s generational, millennials especially are used to having information at their fingertips. That curiosity seems to drive their success.

Eric MoellerI agree. But regardless of age, it’s easy to get stuck in your ways. We recently spoke with a large STR company that resisted making changes even when we showed them clear numbers. They believed their pricing tool was enough. But automation is not optimization. Without daily management, they were losing hundreds of thousands.

Kaye PutnamExactly. A pricing tool is just one part of the equation. True revenue management requires someone actively owning it. CEOs are pulled in so many directions that revenue often falls to the bottom of their list. But it’s too important to ignore.

Eric MoellerRight. Just like you wouldn’t do your own taxes, you shouldn’t DIY your revenue management. It’s a specialized role that pays for itself many times over. We’ve seen companies with great branding and beautiful properties still lose six figures because they don’t prioritize revenue.

Kaye PutnamAnd it’s constantly changing. Jasper, who lives and breathes this, finds new updates in Airbnb’s system almost daily. If he can miss something, imagine what the average host overlooks. That’s why expertise matters so much.

Eric MoellerExactly. Most operators don’t enjoy revenue management, it’s not their passion. But for Jasper, it is. That obsession drives results. And if you don’t love it, get it off your plate. Hire in-house or work with a partner like us.

Kaye PutnamLet’s share a few proof points. Troy started with 18 units and $1M in revenue. With proper revenue management, he’s now over 100 units and more than $4M in annual revenue. He even had his first $1M month.

Another client, Sheboygan Vacation Rentals, grew 30 percent, adding over $120,000, without acquiring new properties. He gained bandwidth to focus on what he loved: guest experience.

Eric MoellerThose examples prove it’s not just about adding units. Revenue growth can and should come from optimizing what you already have. Scaling isn’t only about more properties, it’s about making current properties perform better.

Kaye PutnamTo summarize: the CEOs who win are focused on numbers, willing to delegate, and eager to learn. They invest in expertise, seek peace of mind, and know growth requires letting go of ego. They recognize that the game has changed, pricing tools are no longer enough.

Eric MoellerExactly. The new standard is expert revenue management. If you’re doing over $1M, it’s worth the investment. Either hire in-house or work with a partner like Freewyld Foundry. That’s how you unlock hidden profit and scale sustainably.

Kaye PutnamAnd if you want to see what’s possible, we offer free revenue reports. We’ll analyze your portfolio and show you opportunities you might be missing.

Eric MoellerThat’s right. Whether you work with us or not, the insights can help you maximize your revenue. Don’t just rely on tools, invest in strategy.