Revenue management, answered

How do I find better property-owner clients and win higher-quality listings for my portfolio?

Target owners already running mid-tier listings on platforms like Vrbo who have consistent booking history but flat revenue growth. They have proof of concept, skin in the game, and a clear pain point you can solve with professional pricing discipline.

By Jack Murphy, Head of Revenue Management at UpRev. Running pricing for US vacation rental managers since 2017.

Identify Owners Worth Pursuing

Look for listings with strong location fundamentals but inconsistent ADR or occupancy patterns across seasons. Owners managing their own pricing manually are leaving money in predictable places, which gives you a concrete conversation starter. Prioritize properties that already meet guest-quality thresholds so your revenue work is not undermined by product problems outside your control.

Make a Case Rooted in Revenue Data

Pull publicly available booking and rate data for comparable properties in their market and show where their current pricing strategy diverges from what well-managed comps are achieving. Frame the conversation around specific seasonal windows where their gaps are most visible. Owners respond to evidence tied to their own asset, not general claims about your service.

Build a Referral Pipeline From Existing Clients

Your current owner relationships are your most credible source of qualified introductions. When you produce strong results, ask owners directly if they know others in their ownership network, HOA, or investment group who manage short-term rentals. A warm introduction from a satisfied client shortens the sales cycle significantly and tends to attract owners with similar property profiles and realistic expectations.