Getting booked is great.
Getting booked at the right price? Even better.

Smart pricing isn’t just about using fancy software. It’s about understanding your market, your value, and your goals—and making sure your pricing reflects both demand and experience. Whether you're using tools like PriceLabs, Beyond, or doing it manually, here's how to price your Airbnb like a pro.

1. Stop Thinking About “What Others Charge”

Looking at competitors is helpful. But blindly copying their price is a race to the bottom.

Instead, ask:

• Does my place feel better than theirs?
  
  
• Do I offer more comfort, better photos, more personality, or a smoother guest experience?
  
  
• Are they pricing out of fear, or strategy?
  
  

Benchmarking helps—but your value sets your price, not theirs.

2. Use Price Anchoring to Your Advantage

Guests are wired to compare. Show them what they get for your price.

Example:

• If your place is $25/night more than the one down the block, but you offer blackout curtains, better beds, free parking, and a cleaner aesthetic, you’ve anchored your price to your value.
  
  
• In your listing description, highlight what justifies the higher price without saying “we’re better.” Just show it.
  
  

Smart hosts don’t undercharge to compete. They communicate value to stand out.

3. Set a Strong Base Price (Then Let the Rest Flex)

Whether or not you use dynamic pricing software, you need a baseline that reflects your minimum acceptable revenue.

Your base price should account for:

• Cleaning costs
  
  
• Management or co-hosting fees (if applicable)
  
  
• Utilities, taxes, restocking costs
  
  
• A profit margin that makes hosting worth your time
  
  

Don’t forget: this is a business. Treat it like one.

4. Use Strategic Minimum Night Rules

Higher occupancy doesn’t always mean higher profit. If your calendar is full of short, low-value stays that create more turnover work than income, it’s time to rethink.

Try:

• 2-night minimums on weekends
  
  
• 3+ night minimums for holidays or high-demand dates
  
  
• Allowing 1-night bookings only on weekdays or to fill small gaps
  
  
• Offering discounts for weekly or monthly stays to reduce turnover costs
  
  

This filters out low-value bookings and increases your average nightly yield.

5. Adjust Pricing for Seasonality—Even Without Tools

Don’t leave your rates static year-round.

Track:

• Local events, holidays, festivals, school breaks
  
  
• Shoulder seasons (early spring, late fall) when bookings slow
  
  
• High summer or winter demand in your region
  
  

Raise prices when demand is high—but don’t wait until the last minute to do it. Guests book holidays months in advance.

If you’re not using a tool like PriceLabs, create a simple spreadsheet and block out dates where your pricing should go up or down.

6. Use Last-Minute Discounts—But Smart Ones

One of the most overlooked strategies: discounting when it makes sense, not when you're panicking.

Use:

• 10–20% off for bookings within 2–3 days of check-in
  
  
• Slight discounts for weekday gaps between long stays
  
  
• Auto-repricing for cancelled bookings (if a guest cancels last-minute, raise the rate slightly for a fresh search bump)
  
  

This helps you keep your calendar full without underpricing your entire month.

7. Don’t Be Afraid to Raise Prices When Demand Is There

If you’re getting booked too quickly, that’s a sign your price is too low.

As a rule of thumb:

• If 50% of your month is booked within the first week, raise your base rate by 10%
  
  
• If a special event nearby is selling out hotels, increase prices earlier—guests will pay a premium for quality
  
  

And remember: raising prices doesn’t mean removing discounts or flexibility. It just means pricing with confidence when the market is in your favor.

Final Word

Smart pricing isn’t about guessing or copying your neighbor. It’s about:

• Understanding demand
  
  
• Protecting your time and profit
  
  
• Matching your rate to the experience you provide
  
  

Whether you’re using PriceLabs, doing it manually, or working with a co-host, your pricing strategy should evolve with your market—and your goals.

Need help dialing in your pricing, calendar strategy, or revenue goals?
That’s what we do at JLT Management. We combine local insight, smart tools, and hands-on property support to help hosts earn more—without working more.

Let’s price smarter, not harder.