How To Diversify Your Marketing In 2024

Hello, welcome. Welcome to this conference for small hosts. We'll be talking about Airbnb, booking, Outcome and vrbo. For the moment, I will let you all come in if in the US it's the weekend after Thanksgiving, so things could be a bit slow. No worries, we got you. So my name is Thibault. I'm the head of rental Scale up. I'm happy to welcome you here. I will be introducing to you our three speakers of the day. While people are coming in, feel free if you want to. You see in we have a chat box. This is Zoom, you know the chat box. So the chat box, feel free to say hi or feel free also to tell us maybe where you're from that's always very interesting. So we can make sure we adapt to where you are to make it relevant. You'll see as well you are able to ask us any questions. So there's a Q and A function in Zoom. There's a Q and A. It says Q and A. This is where you can ask questions. Feel free to ask questions. You know, during the, during the webinar, of course we have a big Q and A section at the end of this webinar but during it I, I want to make sure I'm taking some questions. Right. So just along as we're talking, feel free to go to Q and A, ask questions in the chat, feel free to say hello, tell us where you're from. I look forward to saying hello. I see a few of you. Hello Aizima. Hello Alyssa. South California, San Diego, Oregon. So quite a few people from the U.S. so again I'm happy I mentioned Thanksgiving, Canada.

So.

Right. So without further ado, we gonna get started. I've got four slides, I promise that's just four slides. Just to make sure I introduce our speakers properly. So today I'm very lucky to be here as part of rental scaleUp with the three companies Boostly Hospitable and Future State. And we going to be talking about how you small host can dominate Airbnb booking.com and VRBO in 2024. Sounds pretty ambitious, but I think we can give you pretty good actionable tips today. As I said, I'm Thibault. I'm the founder of Rentals Club. It's a media that talks about the short term rental industry. I also happen to be working at Price Labs which is a dynamic pricing tool. We have a free newsletter. Feel free to join. That's it. That was my plug. That's it. So today we'll be answering four big questions. Right. We'll be talking about why do you even be to, you know, imagine you're just an Airbnb host. You are an Airbnb host. Why do you even be need to be on other platforms? We'll be talking about the need for you to understand what each of these platform is about before you want to master them. We be talking about tips that work on each and every platform and then each of the speakers will be giving their own actionable tips for Airbnb booking.com and then Verbo. So I really want to make sure we get value and to give you value, I have three great people here. We have Mark from Boostly, Pierre Camille, PC from Hospitable, and Phil from Future Stay. I will stop sharing my slides here so each of us can introduce himself and you can enjoy their smiling face. There we go. Mark, do you want to get started?

Yeah. No. Thank you very much for including me in this discussion. I'm excited to dig into everything today. So my name is Max Simpson, founder of Boostly and we give host the tools, the tactics, the training, but most importantly the confidence to increase their direct bookings. And yeah, we've been doing this for seven years now. We've just passed £50 million worth of tracked direct bookings on our websites in 2023, which is epic. And about 10,000 listings are going through boostly right now and about 2,500 customers. So yeah, really, really happy to be part of it. Thank you again for having us, PC get started.

Hello.

Thank you very much for inviting me, Thibaut and fantastic to be with you, Phil and Mark. So I'm Pia Camille, PC. I'm based in Brussels in Belgium where it's already dark outside. So good morning to everyone based in the us. I'm the founder and CEO of Hospitable. It's been about the same time as Boostly to be up so about seven years. And we really are catering to the small host. But small host unite is really the theme of it. So small Host, fewer than two properties represent 70% of the vacation rental short term rental market. And we're to help them in particular first by automating their automating and professionalizing their guest experience. Then later their operations, especially as they professionalize to adding more channels. And we're going to talk about that at length. Mark had a big flashy number. I have to do the same otherwise my marketing department is going to be upset. So Hosputable represents about $180 million in payout every month. It's a Customer's payout. So that represents a big number when the smallest indeed unite together. Thank you.

Small host, big numbers.

Small host, big numbers.

Phil, how about you?

Thanks everyone. I'm excited to get to know all the guests here better and I'm big fans of Mark and Pierre. Really appreciate joining everyone today. I'm Phil, the founder of FuturesDay. Futures Day is an ultimate tool for helping rentalpreneurs. So people like me that have just a handful of properties make more money with less effort. A lot of people think about return on investment. That's how businesses think about where they're extending their resources. I think about return on effort. I'm not a full time rentalpreneur. Most of my time is spent running and growing Future Stay. And we've been around for like, like Boost Land Hospitable the better part of a decade. We've grown to over to serve over 100,000 rentalpreneurs around the world and excited to share some of the, the tools, the tips, the tactics that we've learned and help everyone dominate the OTAs today.

All right. Domination. I think it's pretty bold titled, but we have to live up to this now, gentlemen. All right, so. So each of you again, thank you so much for being here and thank you for everybody attending. Each of you has this knowledge, right? You guys are working, you work every day with hosts. I don't why I say small hosts.

Right?

There's nothing is a small host. We are hosts. Right? You work with us, people like us. I have three properties myself, so I want to get started with that. So in my case, when I started out, I started on one platform, then I listed on several platforms and I got, you know, I started to use a PMS because, you know, I didn't want to have any double bookings. What's your view on this? What's your view on necessity? On being. Should I be on multiple platforms? What point do I get started with multiple platforms? Phil, do you want to get started with this?

Yeah, 100%. So, you know, the way I think about it is as a rentalpreneur, as someone who is not doing this full time, but instead I look at my short term rentals or long term rentals as an opportunity to build some additional wealth and you know, maybe leave a nest egg for the next generation and have a couple places to go to when I want. I look at it as how much effort do I want to put in and what am I willing to get? What am I willing to put in in order to get more so for me personally, I tend to focus on one channel on one ota. And that OTA can be very different depending on where your properties are. We'll talk more about that later on. And the reason why is because you can think of bookings. It doesn't matter what channel they're coming from. They can be from airbnb, booking.comverbo or direct bookings. You can think of think of your booking flow like a machine, right? Guests come in the top, they discover you, they go through the middle, they may click on your listing and then they have to come out the other side and do the booking. If your flow isn't working well on one channel, why do you think adding two or three more channels to that is going to make you more money? You have to optimize it for where you're currently already working and get it the best possible. And only. And then, and only then will your return on effort be adding more channels. Right? You got to get what you're doing working correctly before adding more channels. That's the way that I look at it.

Thanks, Phil.

Prioritizing, working on what works, no, improving what works already as the first thing to do. PC, what's your view on that?

Yeah, I was ready to disagree with Phil for some reason, but actually I can name plus one whatever he said. No, it's absolutely right. I don't think we see a lot of starting hosts among customer base that are just starting to get a trial and I think it's over optimizing too early. You need to learn the ropes of at least one channel to be able to understand with your environment and especially nail the parts. Are you doing a good job marketing your listings? Are you doing a good job pricing it? Are you doing a good job of operationalizing the different parts about it?

You.

There will be a time for you to automate and really make that significantly more efficient. But first you need to do the things that don't scale and you need to really understand every part of your little business to then see grow. But once you are there, I think there is an important part is that you are on the path of professionalizing. If you consider yourself as a real estate investor, you want to extract good word. But we're all capitalists here. We want to extract the most revenue. The more bang for your buck and from from your property or your properties. And you're going to have to distribute to another channel eventually. Why not now? Once you have something that's already running is a good time to start distributing elsewhere and you Rather, you have actually an incentive as a platform to do it earlier rather than later, because the supply is going to increase over time, it's going to become more competitive. There is a path to commoditization of the ota. So that means a little difference that can be on. Opportunities for the smart operators today are going to disappear and be blended in a mashed potato that's going to be impossible to differentiate. That's the time when you have an opportunity to be present and then see what works. The other thing I want to say is that on the other side, and we're going to talk about it, OTAs are not easy business in their own right and their products are changing sometimes to the host experience side very quickly. And the winter update from Airbnb is showing that again and again. There are going to be more features, more development happening on the OTA to try and keep you captive. The problem of that is that at one point it may become most helpful to go on any pms. On a PMS that basically is relating with you to setifs once and for all across all the channels that you're having, rather than basically doing it multiple times over on each different OTA and then making a list of what the future gaps of some and the opportunities of another. It makes sense to a point that more platforms bring more complexity, but because of the complexity that currently happens on any booking channel right now, it started making more sense to basically have this no man's noun between all the channels to try and really have a. Have a streamlined operational. Streamlined experience and operational efficiency speaking, and.

One main channel streamlining the experience first. That's just your view. So, Mark, so what's your view again? Why should I even be on several channels?

So I think the question, I mean, the way that I would answer it. And again, I asked a question just now as Pierre was talking in the chat. How long have you had or being open as a business, how long have you had the business for? Because it's not a case of how many properties do you have, it's a case of how long have you been running for? And you know, there's people in here saying two months, some people say in a year. And the majority of people in the group only have one property. So if, if you're just getting started, you've got so many plates to spin. So the chap, Daniel, two months. You've literally got so many places to spin as you start up any business. So you've got to, you know, got to get the property ready, got to get it open, got to get your staff, got to make sure everything's running smoothly. If you're doing it all yourself, you've got even more things to worry about. And we're very fortunate. In this industry of short term rentals, hospitality, there are free websites that you can go and place your business on and be pretty much guaranteed revenue, depending on obviously location, your nation, etc, and with that being said, let's just call it what it is. Airbnb. That's where majority of people will go because they'll have done the research, gone, right? That's, that's the one to go on. Or they've just seen a YouTube video and seen a guru talking and going, you know what, I'm going to put it on there. Right? And if you're just getting started by placing just on the one website, Airbnb makes a ton of sense because again, you've got so many things to box off, you've got so many things to get right. But if you've been doing this again, I can see Nicole two years, I can see David five years, Ashley two years. So if you've been doing it for a few years now and you're a couple of years in, so you've had two seasons under your belt, you've had two years of dealing with guests and all that good stuff, then that is when you need to start to diversify your marketing strategy. That is where you've got Airbnb and you've got this other thing that people keep talking about, which is verbo and you've got this thing that everybody hates, but they have to go on there for every now and again. It's booking.com, right. For so many reasons. So at that point it makes so much sense after a year or two years. And you go to diverse your marketing strategy by getting on, on those, on those platforms, which I think is a must because the more places that you can be seen, then at the end of the day there's more traffic that could be potentially be driving into your, your business and your property. So it's not so much how, how many properties you have, it's a case of how long have you been in this game for?

Yeah, that's, I'd like to, to dovetail on that. That's a really important point and I think to kind of close the loop there. I'll touch on, I'll touch on the point right in between. Right. It takes a significant amount of time and effort, almost like a flywheel effect, to build traction on a new ota. It's not like once you've mastered Airbnb, maybe that's your first channel, you can now go put a listing on virgo and booking.com and be a success story overnight. There's. It takes work and it takes dedication and you have to learn the algorithm because they all work a little bit differently. And you also have to build up the traction and we'll talk about the specific tactics in each. So there is a little bit of a balance game you're playing. I want to remind everyone here something which is, which is that the scary side of the industry, 40% of Airbnb listings that go live and get at least one booking in their first year, close by the end of that year, they take the listing down by the end of that year, there's a 40% churn rate is what that's called. And software, right? That's a tremendous amount of people that actively take a booking and then say, no, this isn't for me. And the number one reason that people in the exit interview, when they say, I don't, you know, why did you get rid of the Airbnb listing? It's not that I didn't have enough bookings, it's that it was too hard or complex. And so when I think about, you know, how do you maximize your chances for success as a rentalpreneur, it's take it in bite sized pieces, depending on how experienced you are, like Mark said, and also plotting ahead in terms of what you're going to be able to need to do in the next year, two years, three years to be successful, like PC says, right? It's a mix of, it's a mix of all of those things. You're learning how to thread that needle in real time.

I really love this. And that's transition to my next question, right? As you said, I mean, I worked for booking.com at the headquarters in tech and strategy for five years. And Bill said, in a flywheel, booking.com will, you know, if you, if you ever work@booking.com, if you want to get a job there, say the word flywheel. They're all about flywheels. But it's true, right? Because some stuff, it's like, it's like a video game, it's gamification, some stuff kick in, right? You need three reviews to get a rating score. And once you have a rating score, you show up and, you know, people filter out, maybe looking for places that have a review score, a Boston threshold. If you don't even have A view score. You can't even compete. You're not even playing.

Right.

So all this build up, as we said, at some point, get started, maybe you have to focus, be successful on one. But I just talked about how it is@booking.com but maybe can you, each of you tell us about. So why is it important to even understand how come works in? Think how their teams think or Airbnb think or. Or verbal how they think or how they think that they're part of Expedia? Why is it even important for me before I even start want to dominate them. I know that people always quote the Art of War, that you have to know your enemy first before even entering the battle. So I'm not going to say they are enemy because that's pushing a bit too far to my taste.

Metaphor.

But why it's important to even understand that these platforms are not the same. Uh, mark you and get started on this.

Yeah, And I won't keep for long. I know Pierre's got a fantastic answer on this, but you've got to just like any social media, so you've got Facebook, you've got x, you've got LinkedIn, you've got Instagram. When you post on different channels, you've got to craft your post to the different audiences because different people will use those channels. And that's not even including TikTok. Right? So you've got a diff, a different method and a different way of posting on. On each of them. And it's the same with our online travel agents, the OTAs. So you've got the Booking Holidays group, which is obviously booking dot com. You've got the Expedia group, which is verbo, and you've got Airbnb. And different channels give you different ways to communicate your business on each.

Right?

And this is why it's important that you do a little bit of research beforehand. One of the most simplest things that you can do if you want to just sort of go, okay, well which one's the best for me? Go onto each platform, do it on a computer, go into private mode, so incognito mode, so it's not one that's tracked all of your data beforehand. And just go click around in where your location is. So where. Wherever your city, wherever your location is, wherever your destination is, go have a look at how different properties rank on each one. What are they? What are they got? How many pictures and all those things. It's a real good way of trying to understand from a, from a front end point of view how each system works. And this is before you even create your your account to go and dig in on onto the back end. But it is really important to know that you just can't spray and pray. You can't just go and you know, sign up for a property management software tool. Connect up Airbnb, connect up verbo, connect to booking.com or show your data and just sit back and go. Sound I'm going to get bookings on the back of this. You've got to be able to tweak and test each one, which is obviously what we're going to talk about and test about today.

Quick test everything.

PC, what's your view on it?

Yeah, I've been taking my corporate historian kind of hats on this one. But that's the bit I like to talk about because indeed booking.com, vRBO and Airbnb are so completely different. And there's a part of that that's really coming from the history. When booking.com was launched it was a time of Windows 95. So it's absolutely not something that's relevant for the, for the young travelers or digital nomads of today. It's really for me far more in the advertising or performance marketing business. And this really goes with the money flows. As they started with hotels that point was advertising established players that already had the ability to process payments and obviously already had staff. They expanded short term rentals five, six, seven years ago. But it's still relatively new and still a fight internally to get it to work. What it means that there was also not a particular focus on the host experience because the users of booking.com at the time would have been marketing teams paid for, paid by hotels would have been professional users of of another software that actually would be integrating with booking.com in any case. So there was not a lot of investments into the user experience for host at least to do that. But there are some fantastic benefits to booking.com and that's really. It's a far more international brand in that actually is probably based on weaknesses. They are still trying really hard to enter the US market and get a significant market share in Europe, in in Asia Pacific. It's really a very big brand and a very large group of group of companies. So if you are exposing yourself to a lot more international travelers wherever you're based, you need to I would really recommend that you get listed to booking.com but there are also a lot of drawbacks and we talk about that vrbo is not a company. It was a Brand basically built on with an amalgation of different vacation rental website. But that was really the core focus. As much as booking.com is for hotel verbo is for vacation rentals by owners supposedly. But they became an ota. They still have this bit of an anomaly in their names. They are focused on entire homes where everyone else is really open to everything. They really are focused on entire homes and means really the best properties for the best guests, with the best staff for the best company. There is however a big problem that I see for VRBO is compared with Airbnb and booking.com which are basically in the 100 billion range of valuation. They are at 19 billion and really it's been really difficult for them in the past few years to really position themselves and grow out of probably a more declining inventory. Is really chasing more Airbnb than the other parts. But they have a demographic that's very loyal to the brand. Airbnb has a different strategy to acquire the guests and retain their guests. It's loyalty to the system more like the reviews that you see and are really going to be giving you a lot of information about the listings that you're shopping around. There is loyalty to the brand, but that's really driven by economics. It's cheaper. There are a lot of things we're going to talk about also in the next few next few minutes. But at the time when Airbnb was launched was an iPhone. Booking.com is Windows 95. Airbnb is the iPhone. You can see the gigantic gap that's been happening. I think Airbnb is really the one company of all three that's really in the travel business, the travel and hospitality business. They own the guest experience end to end. They've processed the payments, which is not even something that variable is doing or keeps on doing depending on the connection that you're having with Vrbo. Booking.com is starting to deploy that because they need to catch up. In the US Airbnb is not a problem. They process, they own the cost, they own the guests. And that means give them a feeling that they are probably more guest centric compared to other businesses that are invoicing the host. But that really I think is a bit unfair. They really are working more on iteration, having a great product, having a fantastic ux. That is definitely going to be a challenge. If you are addicted to Airbnb and saying that you are an Airbnb host rather than a short term rental host, it's going to be very challenging for you to get to another to Another support to another product. And that's where third middleman, property manager software may come easy, but that's really up to you. So yeah, vrbo, I didn't say the equivalent but when VRBO was launched was Windows xp. And that's really the kind of image that I have, a reliable steady partner that really was acclaimed. But you don't hear about it much at one point.

What's your view on these three things? And in the US would you say VRBO is not heard about much?

No, I think it is in the US vrbo is historically the place where Americans go, American families go to book, leisure, vacation, rental, travel. I think about, you know, I can encapsulate in my mind we try to keep this as simple as possible as we do a lot, a lot at Futures Day when we think about the different OTAs. And so I'll say one sentence about how I think about each ota and we cannot, we'll obviously talk about more this more later on when we dig into each one. Airbnb give the people what they want. Airbnb is all about understanding what, what a travel consumer wants and making sure that we as rentalpreneurs can supply that in a way that they can create end to end travel transactions. Give the people what they want. Trust, value. Right? Those are the big Things on Airbnb. Booking.com know your customer. It's from the perspective of the vendor, of the hotel, of the short term rental operator, the professional. It's all about targeting and promotions and understanding exactly who you're selling to and what you're selling. It's built for business and vrbo, may the best home win. VRBO has always been focused on the quality of the accommodations. The average booking on VRBO is, is almost double what it is on Airbnb. The average daily rate is 60% higher on VRBO than it is on Airbnb. That's where the whales are. You wanna, you wanna get a big booking and make a lot of money for a long stay. That's on verbo. But you have to have the home and the quality and the reviews to be able to. And the amenities that there are more, there's more amenities searching on VRBO than on any other ota. Right. And we'll talk about what people search for in the different OTAs. But amenity searching dominates. Verba booking.com it's promotion and discount searching that dominates. And Airbnb people don't even use filters other than room, the number of rooms. They just trust the algorithm because Airbnb knows what guest, what guests. Right. So those are the three ways that we look at those channels. Give the people what they want. Airbnb may the best home win. VRBO and know your customer.

Booking.com fantastic. Right. And adding to this from a short rental scale up viewpoint, when we look at the industry. Right. Vrbo indeed. Right. Is the place. I think 80% of the listings on vrbo has at least two bedrooms.

Right?

Two bedrooms and more. So it's for big like not just families, like big families or reunion. Right. That's what they really want. Hence also the value of the booking. Right. Because it's a big, big booking. So you need large families, you need to, it's attractive, you need to cater to them. That's really well said. I would love how you guys all differentiated this. Now we're going to enter the actionable tips thing. Now we understood from all of you that's maybe starting out with one channel, mastering it and adding the others makes sense. We've understood that each actually channel is a bit different. Maybe booking.com brings more Europeans for example to your table. Verbal families. Airbnb, we heard about how it's like the interface is pretty good. They understand what the need of both host and guests. Let's talk first about what kind of things I can do that's going to work to optimize to dominate the platforms that could be working on each and every platform. What are the things I can be doing that's going to work on each platform? And then for the end of the last question, we'll have, we'll talk about each specific platform and give tips. But first let's talk about something that should be working. When you think about a strategy on each platform and PC, do you want to get started with this?

Happy to. So I think the first thing that we were seeing, especially in our case, that's hospitable, allow instant booking. If you are going to give it a go on adding another channel, you need to play fair with the ota. And that's going to be communicating that your calendar is accurate up to date with the right pricing so that any booking that is being processed would not require further approval from you. That will always result for VRBO or Airbnb in a bonus in terms of rankings. And that's really something that I need to encourage you to do that because obviously the instinct may be a, I'm going to have one leading channel and another one that's going to be secondary. It turns out it may end up being a self Fulfilling prophecy with the secondary channel, not actually promoting you enough to justify that you keep being listed there. So I think that's really almost a requirement. The second thing, there is a lot that I would like to say. But what I think is also particularly impactful, especially as a host myself. Be concise and clear. It's such a nightmare being guest and looking for the ideal property with a bit of pressure and relatively high value transactions that I really like. Having a clear, concise summary. Why should I stay here? What will, what are people who like your property really like and what are people who don't like your property don't like? And that second part may be more difficult, but actually you have always an incentive because you work on the base of reviews as much as you do based on your currency that you need to ensure that your guests are going to stay with you. That's what we call industry like avatars or Personas. You really need to reject people that won't stay with you, that won't have a great experience. As much as you need to focus on to go double down on the people that really you believe would have a great experience. In my case that was really international travelers going between Paris and Amsterdam, hosting in Brussels with a group of friends. That's the really the avatar. It will be small, but it really would be down. And I would offer for example an experience with them and a price point that basically would be similar mechanics right from a group, a single business traveler. I would really not like that. At the same time also families not exactly. Maybe a fit because it was, you know, there were stairs. And also really just based on your personal preference and also based on what your your property can accommodate. I want to let Mark and Phil go back to think, but I'm going to steal a point that probably Mark would do. But now that we also at hospitable launching on direct booking website get consistent names across your listings across all your OTAs. You cannot believe the number of people that decide to go launch direct with no marketing whatsoever. Launch direct booking websites. And then what? I'm booked now? It's a bit of a fairy tale. It doesn't happen all the time. So your mileage may vary. But there are guests that know this tip that you Google, you search, you copy for the name of the listing, you paste it over on Google and you see where that listing is listed elsewhere. To optimize for pricing. They can come with arbitraging between different OTAs pricing fees. But really they want to get into your direct booking website. Because it will always be the cheapest straight to the through the host bucket. Um, so that's one big I want to say golden rule in this day and age. I want to say get similar looking, listing names so that whenever there you a guest or a visitor on Airbnb pasting it on Google, they need to see where you want to actually them because you're making more money there. Okay, I'm going to get back, but there's a lot more I want to share.

If you're struggling on how to get direct bookings and overwhelmed on where to start, then I recommend you go and book in a call with Boostly and our team right now. We can walk you through exactly what we're offering, how we can help you and give you a portfolio of websites that we have worked with that are matching not only your niche, but could be in your location as well. Boostly has helped over 2, 000 hospitality businesses all over the world increase their direct bookings. And if you are interested, then all you need to do is go to Boostly. B o o s T-L-Y.co.uk call and booking an appointment with one of our sales team.

All right, so Mark, apparently somebody party PC just stole something from you. So but let's see other tips that you may have. I'm sure you have plenty left and if you need me to share anything, I'm ready.

No. Good. So now some really good points and yeah, 100% what PC just said there. You've got to brand your business and we're going to, we're going to look at an Airbnb list. Now I just put up a link in the, in the chat saying who would like me to, to review and have a look at an Airbnb listing so I can literally walk them through something and so many have done it. I'm going to share my screen super quick. Again, apologies if I don't pronounce your name correctly, but I'm going to go with Aza Ema. If I am right, give me a thumbs up in the chat. If I am wrong, I apologize. But this is, this is something that is super easy to do and this is what everybody should be doing. This is called the billboard effect.

Right?

What you need to be doing is if you want to increase your direct bookings, if you want to generate people coming to your website, to your branding, etc. You need to take the OTAs and make them work for you and not the other way around. Okay, so one of the easiest ways to do that is within your listing. As I alluded to right at the very beginning, we are very, very lucky that there are a couple of websites that dominate search, dominate people's attention span when they go looking for places to stay in your town, city, location. That doesn't mean you need to admit defeat at that stage and go, you know what, there's no point me doing any of this because these OTAs are going to drive all the traffic, going to get all the bookings. The billboard effect works really well. And as a, there's a, there's an actual term, a marketing term called the Waffle House theory. And just very, very quickly, what the Waffle House would do is they would wait in America for a Walmart to open. Because when a Walmart would open in a town or a location, they knew that they were going to get all of the traffic come into a Walmart. And so what Waffle House would do, within literally a stone's throw, they would set up their shop. So then when people go into Walmart, they'll walk out and go, oh, there's a Waffle House. So they were bouncing on their research, they were bouncing on their land, they were bouncing all of their sort of market and research based on wherever Walmart opens up will go there. And it worked really well. Wherever those locations were, they would skyrocket with their revenue. So what we need to do as hospitality owners, as business owners, is do the same. And this is one thing that you can do on Airbnb, which is really effective, but you can also replicate this on the others as well. So as a, as an email. Okay, now, first things first. This is not going to be a full listing review because we could be here for a while. I want to be conscious of time. First things first. The, the feedback I think all of our experts and everybody in the chat would say is, number one, get professionally done better pictures. It really does separate you from, from everybody. Okay. And even if you're going to come back to me and say, but, Mark, I can't afford a super professional shot right now. If you go to a local college or go to a local university and go to their media department and just say, hey, is there anybody who is any kids here who would like to use a photo shoot of my properties as for their dissertation or for their project, I guarantee there'll be an outreach of people who would be come and do that for you. And the cool thing about these kids is they are 10 times more cleverer, 10 times more talented than any of us in this room. Especially ones that are studying it for a degree. And you'll get it done most of the time for free. You may just have to buy them a couple of beers to say thank you. But it does work and it will. You can use them if you've got the funds and you've got the budget. Go ahead, find a professional photographer, somebody who is specialized in real estate photography, someone who's specialized in taking pictures for short term rentals and this listing will stand out 10 times more. This isn't about that though. What you can do here. So right here where I'm showing now and I'll blow up my screen just a little bit so you can see these pictures is the second place where everybody who is searching on the platform goes. So what you can do and you can do this quite suitably and you can do this kind of sneakily. So when you have that photo shoot is you can add your branding, add your logos into the photo shoot in some way, shape or form. Now one thing that I used to suggest and people prescribe to was just watermarking your logo here. But obviously these online travel agents have got smart to that. If you whack a, a watermark on here, the, the bots or the AI or whatever's checking these things will flag it up and I'll ask you to take it down. But that doesn't mean that you can't put it within your image. So for example, if you've got an image here and, or photo for example here and you've got on like a sign that says the Hearts and Wings Retreat center for example, that that's okay. And some I talk about a lot is like branding inside the property. So the pillowcases for example, you can brand them. If you've got an image on the, on your, on your kitchen table about your brand, billboard it on these pictures. So you've got an amazing opportunity to do so within, within there. The second place is, is here which is the description you. Now again, this is not a full review, but one of the things I would massively advise you doing as an email is to go into this description and properly fill it out. I know that I'm, I'm frozen because I've done my blooming gestures but I'm coming back right. So in here you can bullet point everything that is about you and speaking to your ideal guest. So we talked about this before. The demographic on Verbo is different to the demographic on Airbnb. That's different to the demographic on booking.com but you got to put more than just 20 words in here, you've got to give a nice full description because once they've gone through the pictures, if you pass that first test in their mind, they're then going to check out the description. And this is obviously where you're going to speak to your ideal guests. You're not just going to go in and just, just throw some up on the page. You're going to craft this out, bearing in mind who you want to be staying here. Now, I'm, I'm getting the vibes already of. And listen, I know nothing about your business. I'm literally going this off first view. But it's like people who want to get away a retreat. I'm in the hills. You may have WI fi, you may not. Oh, it says you've got dedicated wi fi sound. But again, I'd be speaking to the people who want to escape from the hustle and the bustle. You get to come here, you get to do all the cool things. I would explain everything that you get, but put it into bullet points. Don't just put it on a massive paragraph. And again, if you're going to turn around to me and say, oh, Mark, I'm not very good at copy, I don't really know what to write. English isn't my first language. Then tap into these AI tools that are available for free right now. There's, there's, you know, obviously chat GPT is a big one, but there's, there's so many others that you can tap into but will help you craft out something that is a lot better than what you currently have. So the first place is for the billboard. In effect, add in your logo and your branding into the pictures. Second place is your description and then the third place is actually in your host profile. So I don't know when the last time you all logged into your Airbnb account, but if you go into the profile section, they ask you a lot more questions. I was joking with T Bolt when we spoke last week saying that Airbnb is becoming the Tinder OTA because it's literally asking you everything about you. Your favorite movie, your favorite 90s reference and all those things, because what it's want to try and do is going to be matching up so many more hosts and guests based on then then likes and wants. But you have a section here where you've got the description right this bit, you can brand it very, very clearly and just say right at the very top, hi, I'm Aza. I'm the Founder of X, Whatever your business name is, based out of Silver City, right? So what you're doing is you're consistently branding your business, your business brand name so that somebody will go, okay, this is fantastic. Then you gotta say the next line. So the first line would be, hi, Aza, I'm the founder of X based out of Silver City. And then the second line, which is important, check out my online reviews, they're really good. Or check out my online reviews, you can't say on Google because that'll get flagged. But say, check out my online reviews, they're fantastic. Or you could even if you want to be sneaky and clever, you could put we're also on IG, so not going to put Instagram IG, the @ symbol and whatever your account is on Instagram. Again, really important, you're not going to type in, you can find me on instagram@instagram.com forward slash thing. Because that will get flagged as a, as a URL within your profile. But if you're sneaky and you work around it and people will realize this, IG means Instagram, AT means the symbol with your handle, they'll then go and find you on this channel. Okay? And then that's how you can bring them into your direct world. So just very quickly to recap before I pass it on, number one, use your images well here, brand everything in there. Again, you're going to put this is the, the, the, the, the Heart and Wings retreat center based out of Silver City. And again you're going to get them to Google search you. And then again, the final place is your. Is your profile. And again, you don't get that option in all the OTAs. We're very lucky with Airbnb that we do. So it's about making sure that you are tapping into each individual one of these sites and making sure that you give the best, the best possible chance of being seen and optimized. But once you do get optimized, make these OTAs work for you. And that billboard strategy is such an easy one to.

Do. Thank you, Mark. And for sharing your billboard strategy and how to implement it in any platform. But here in the case, using Airbnb as an example. Philip, what are your tips again of things that can be working on each platform and people should be.

Doing? Yeah, so great tips. And especially around direct bookings, I think that should be. Once you master the process of getting bookings from whatever OTA you're listed on, understanding direct bookings, I think is the next big step and we're big fans of that at Futures Day as well. Could you pull off if you, if you're able to one of the. And I can screen share if you're not. But one of the opportunity centers either from VRBO or Airbnb that shows the booking funnel. Do you have one of those or would you rather me pull it up? Yeah, if you go to conversion on the left side, conversion under performance. So this probably looks familiar to you to the two of your rental scale up this from one of your videos. And so sorry about the listing performance here, showing it to everyone at the ball. But I know this, I know Verbo's not your big channel because it's, this is a, this is not a U.S. property. But what I want to show everyone is something that's really, really important. We, we're talking about a tip that's useful across all channels and this in all OTAs. And this isn't just useful, this is required. Right. We all think. I think the default knee jerk reaction to thinking about doing better on OTAs is I have to optimize my listing. I have to optimize my listing. I have to optimize my listing. I need better content. But the reality is there's a three step process that people use to actually book you. Right. And each step you're optimizing for a completely different thing. Now, while this is an illustration or this is the VRBO Opportunity center, it really doesn't matter if this is a direct booking, if it's a Airbnb booking, Google Vacation rentals booking. There's still the same flow that people use, which is discovery, meaning they find your listing somewhere in a, in a, in a. And that a platform. And that platform uses some kind of either machining learning, machine learning or artificial intelligence to choose what to display. Then there is selection and selection, meaning they actually click on your property, they're looking at you versus other properties. Properties. And they decide to click on your property. And then there is a booking. And the booking is when they are on your actual listing and they're looking up and down and they're deciding whether or not to book you at each one of these steps in your funnel. As you can see here, there's obviously going to be more impressions, more times that you're viewed in search than the times that people click on your actual property and the times that they choose to book your property. Right. It's going to continue to decrease over time. The way that you maximize bookings is by making sure you have a high number A high conversion rate from your impressions to your views. The way you maximize bookings is by making sure you have high conversion rate in your book at your views to your bookings. Now, how do you do that? At each one of these steps, there's a completely different thing that you're optimizing for. And this is the key to, to all OTA optimization. For impressions, you're optimizing for the algorithm, you're optimizing to know what that particular channel. Let's just say, for example, we're talking about booking.com booking.com is all about promotions and targeting. The way you rank high in booking.com is by using promotions and targeting effectively, right? If you were on Airbnb, you're going to be using, you're, you're going to be getting a very high review score and having a very high value. That's how you rank high on Airbnb. You're trying to beat the algorithm in the first step, in the second step. When, when? Now, you showed up on the first page, you're trying to beat your competitors. Your comp set is the challenge in the property view step, you've already now gotten on the first page. You and the other 15 or 25 properties, depending on what channel you're on. And now you're competing with them and you're trying to figure out exactly what your guest is. Your, your ideal guest, as PC said, is going to click on what's going to make them click on your listing versus the one next door or above. And then the third step is going to be once they're on your page, how do you tell that story that makes that ideal guest feel like they're in the exact right place and they're going to have the trip of a lifetime. We like to call that last step the stay story. Right? It's like, what's the story that you visualize? You can visualize yourself as that guest and think about every element of their stay from the email they get, from the time they book to the time that they check out and have the best triple their lives. Like, how do you tell that story in your listing? But what's really important here is thinking about the booking funnel as three steps where you're fighting three different battles, right? First you're fighting the algorithm, then you're fighting your competition, and then you're fighting the trust and excitement of your guests. Algorithm, competition and trust. So that's how we think about a tip that's important no matter where you're getting. And it works the same if you're getting it on your direct website too. You still need to beat the Google algorithm. Then you need to beat your competition, which might be an OTA at that case. And then you need to get the trust when they get onto your.

Website. Love this. That's actionable.

Indeed.

Act. So let's. We started talking the way about Airbnb again. What we just talked about, what Phil just showed was that funnel, the conversion funnel, that's, that's true on every E commerce website, Amazon, but of course on travel website like booking.com, airbnb and verbal. But let, let's go into, let's get into the specifics. We have like 10 minutes left before we can take a couple of questions. Let's go into the specifics of each website. Maybe Phil, you're still there. So how about Airbnb? Any other tips on Airbnb how to improve it? And each of you will ask you to briefly go through a list of tips you have because you can recover the three different channels. Let's start with Airbnb.

Phil. Yeah, 100%. So Airbnb, the first is that Airbnb and I saw a comment in the chat, which is a really good point. Airbnb touts itself on having the best algorithm to deliver what consumers, what travelers want, and what that ultimately means for them is what is going to make the sale. Why are they so focused on making the sale? Because Airbnb was the first platform that made money when a booking happened. They weren't going to make any money if bookings didn't happen. So they weren't just about showing you all the properties. They wanted to show you the property that you, as a traveler, going to book. So they're very, very highly focused on making sure you have the most, the highest conversion rate. So if you look behind the scenes, we showed that funnel right behind the scenes. What they're doing is they're literally testing and saying for this particular set of searches, which one of these properties is going to get the most bookings if I show it to a thousand travelers? They're trying to get that algorithm to create as many sales as possible. So what that means is the best way to do well on Airbnb is, number one, figure out how to get on the first page of search results. If you're not on the first page of search results for Airbnb, your level of traffic is going to drop off by up to 80% even if you're on page two. And Airbnb within their optimization center, unlike what we just showed you at vrbo, will show you not just your total number of impressions as a first step, but will actually show you your, your percentage of first page impressions. So do a search, see who's on the first page for that. Search for your property that your property would meet the description of say your, your location, your, the number of bedrooms, etc. Whether or not you have kids would be traveling, pets would be traveling. And look at those first page properties, see what's happening in those listings. And what we recommend is this is a little bit of an, of an expert move here, but we recommend actually a B testing, right? Airbnb lets you say, how did I perform for the past 30 days or the 30 days prior? You can actually segment those within the opportunity, within their opportunity Center. So you can do something like change your listing title and you can change your, your, your cover photo. And they're testing that with AI, they're going to do that automatically too and say for 30 days, did I, did I get more clicks or less clicks? Did I appear on the first page more often or less often? So those sorts of AB testing is the first thing that I would recommend. The second is Airbnb is very, very, is very bullish on their own host tools. Typically, the host tools exist to make you make sure that you lower your price. Right. There's a new set of pricing functionality which is all about value. They're showing you the competitive pricing for other properties in your area. And of course they show it in a range so they don't say, hey, most people are priced at the bottom of the range. They're going to show you the entire range, including the outliers. But the reality is they want to drive conversions and that's good for you if you want so you can get more bookings on Airbnb. But the lower that your price is within that range, the more visibility that you're going to get, right? So they're very focused on value. And the third, obviously is Airbnb is all about trust. So guest feedback, the new value score that's in the Winter update is going to be, is going to be something that's big, making sure that you don't have any hidden gotchas in your pricing. So that because now they're showing the transparent price so people will see what the total cost of your stay is. And getting as many five star reviews as possible, that's really it. There's, there are less ways to fool the Airbnb algorithm than other algorithms just because it's very. That's what they're focused on. They're focused ultimately on.

Conversion. Thank you, Phil. That's a lot. Fantastic PC. How about you? What are your tips for.

Airbnb? That's going to be tough to basically add to what Phil had to say. I just want to double down on the search because I think it may be intimidating to hear. You need to be on the first page of search results and you can have the experiment yourself when you are around with friends. Airbnb will not return the same search results for the two for two people. That's why focusing on your Persona really makes sense. That's a general, general thing. But I basically would have certain results that basically are fed because the search results will be presented to me because other people that look like me, that are the same demographic and maybe coming from Europe, traveling over to the U.S. for example, have appreciated this particular listing for the certain amenities. And if I'm looking for them as signaling Airbnb that I will be probably more interested by this one than another one that may rank lower for that particular category. So it's not cater to everyone. It's really cater to your audience really, really well. And make sure that you are efficient when those exactly what Phil was saying. Whenever you have a first page view, it translates into a reservation. You don't need a lot of first page views. That means you're going to be ranking super high as a result. Totally agree with what Fila is saying on the different pricing tools you need to disable smart pricing. Know that really the product managers at Airbnb are there to optimize the pricing for the interests of Airbnb, not for yours. There is an entire industry based on dynamic pricing engines. You may like them, you may not. I recommend Priceline because they hosting the show obviously, but nonetheless it's a really good one. But it's really just about the fact that you are the product that they are trying to sell and they want the guest to be returning over disable smart pricing host are always surprised on magic and extract from Airbnb. Even with that rather discount or cheap kind of image, you can still make obviously a lot of money, a lot of money per night on Airbnb. Far more than you can, you know, you can imagine. And what I want to it's more of a future tip, but soon Airbnb is going to release a smart logs integration with the US and with Canada. That's going to help you really reduce the back and forth with guests over gaining entry because all of you have a Schlage or Yale or a different device. I really recommend that you connect it on your smart lock on the command, you connect your smart lock over to Airbnb sometime soon, because that's going to really help with, with the value that Airbnb is bringing to.

You. Thank you. PC Mark, how about you on.

Airbnb? Yeah. So the most important thing for Airbnb, first and foremost, go to your properties, log onto the app, get your wi fi speed logged. There is a massive trend that came out the back of COVID which is the digital nomads people like to work away from, from home. And that's not going anywhere. Airbnb will. In my opinion, there'll be a case in point in time in the next year or so where one of the filters will be based on wi fi speeds. That's not going on date or anything. That's just my opinion, just seeing how much they are focusing on this. So make sure you do that. So the easiest way to do it, go to where your properties are. If you can't physically do it, get a maintenance person, a cleaner or somebody, get them logged in on your app and then do the test on the wi fi speed and it will get logged on your on your property. The main thing to realize with Airbnb and Phil and PS mentioned this, but they've just spent a lot of money investing and buying this AI company, right? And obviously the way that they are pivoting and changing everything within their guest profile and the host profile is they wanted to get as much data as possible on the guest. And like Phil said, the results that they want to show, they want to get as much potential opportunity in that search to get the booking, to get the money. So you could do all these fantastic optimization skills and tricks that you get seen on the Internet. People are saying, hey, do this, do that. So turn off your list and turn on your listing, amend your price and buy a dollar every day. And all of that. You could spend hours wasting your time, but very soon, it really doesn't matter what you do, all right? Your property is either going to be seen or not be seen based on the person that is doing the search. Right? And there's nothing you can do to optimize from that. The only thing that you can do to give yourself the best amount of chance to be in scene is to log in to your backend, log into your extranet, make sure that you are always on track of the amenities. So Airbnb, booking.com, vRBOVE, change and add and take away amenities all of the time. Make sure that you are always on point for that. If you notice through tapping into these fantastic software tools like RankBringe, I saw rank brings being mentioned in the systems and Air DNA and price labs and all these cool things we have where they show you which amenities are more valued than others. And if you see that in your location, properties are coming up 80% of the time because they've got, for example, a digital nomad workspace or a hot tub or a bowling alley or a crazy golf course or whatever. Try and put aside some of your budget to improving your property so that you can add it in so it can get seen more. Right. And so that is the main thing is to make sure that you are always in the back end and make sure that you're always optimizing, always updating it. Because it will come a point in time where, like Pierre said, you could have three people in a room, free friends, you'd all have the app up and you could run a search and you'll have different, literally different listings come up on page one or the top three searches based on your likes and your wants and your search results and all of that. So it's only going to become even more prevalent with, with the emergence of AI, with the improvement of an AI. And Airbnb have seen this because they've spent allegedly 200 million acquiring a company just in this last week around.

It. All right, now, we thank you, Mark. We have a couple of minutes. We have two minutes left for booking and two for verbo impossible is doing Mark again, start quickly. Anything on booking, you have more.

Money that you give booking.com the higher you'll appear in the ranking. So the higher you put your commission on booking.com the higher you'll appear in the ranking. It's just the, the, the most simplistic way of optimizing or making sure for booking.com and second thing is obviously opportunities taking advantage of.

It. Booking a commit pay to.

Play. Very.

Clear. Phil, how about.

You? Yeah, that's good advice, Mark. 55% of the of bookings@booking.com are for properties that are either running the genius promotion, meaning they're paying and they're paying. They're paying additional commission to booking.com or they're running another promotion. If you're not running promotions on booking.com, you are probably not going to find it very effective. And you can target. We can't go into detail on here really, but we. You can target. So hyper Specific. I'm my, I'm currently in New Jersey. I can run a promotion on booking.com only for New Yorkers, only for New Yorkers on their phones that no one else will see. And so you can create hyper specific discounts. And the more specific your discount is, the higher you start up at the top of the list typically on booking.com so it's really about audience targeting and knowing your customer. You know, go back to PC's point, know your customer, know your customer, know your customer, write a story for your customer and then think about who they are and then try to target them.

Effectively. That's it Indeed. Geotargeting@booking.com super powerful. Can make Europeans pay more than Americans, for example. You shouldn't do that, but you can PC, how about you? Any tip for.

Booking? Yeah, Going to be quick processing payments. Let booking.com do it every time you can, especially if you are a small hostel, very few properties. You don't want to deal with what it means to be a merchant of record or not having cash payments. Let them do the payment processing. It may be more expensive for you upfront, but it's well worth the money and especially the headaches of having to deal with the complexity of collecting payments out the booking or with a different payment method and all. Let them do their job. They are the OTA. It's a bit sad that booking.com is not basically processing all the payments and their options of geographical restrictions. Let them deal with the mess that online payments.

Are. All right, so we have Verbal left. So before that, you, you, you guys all going to get the recordings. We're going to send you the recording after this. So there's a lot of tips coming up, but feel free. So PC have Verbo any tip.

Price 10%, 15%, 20% higher on verbal. That's literally the one advice that everybody will give you. You can make more money if you have the right property to be listed on Variable. The audience, the variable guests are typically more affluent, are making larger bookings and you can really extract more revenue. So check having a markup. Check if you can have a markup depending on the different booking channels. So that for $100 on booking, $100. The version of variable doesn't charge $100, it's a lot more. But you can actually automatically manage your pricing difference based on that difference as well on the loyalty. So that's something that is really specific. So Variable just launched, launched a few months ago. Really they're one key program. So it's one OTA that actually wants to have more of a loyalty thing going for them. So for the guests to basically be returning to them because they're earning points and that's not something that's available for you if you are traditionally PMS connected. Because Verbo is a bit challenging to be dealing with. And I can say that be careful also about payment processing. With Verbo, you or some integration will force you to be a merchant of record. That means dealing with chargeback, dealing with the cost of refunds and that can be a very bad, very sad experience. Very quickly we had one of our host that literally just started and got set up as a merchant of record and basically means one reservation, one chargeback because the guests didn't know which Stit van Dor was because they booked on vrbove, not on Kevin Ramirez booking website. So that's really a mess. So yeah, that's what I would recommend. Markup, charge more and yeah, deal. Deal with.

Loyalty. Mark, how about.

You? Yeah, you gotta be aware that the people that book on VRBO are different to the, to the type of guest that books on books on Airbnb. So make sure that you're listening. Especially if you've got a property that can sleep, a lot of people is going to be structured and layered differently to Airbnb. So focus on the pictures, do your research, go to see what every other listing in that area is doing. If you can dig a little bit where they're zagging to stand out, fantastic. But yeah, it's just bearing in mind the type of people that book all on Verbo are so different to what look on on on Airbnb.

Feel. How about you.

Verbo? Two quick tips. Number one, if you're not listed on Verbo and you're ready to grow, meaning you're already on an OTA and you're already doing well with your booking funnel, you understand it. Verbo is a great place to go next. The reason why is they have a quick Start program where they will copy your reviews from your, from your pms. If you're using a PMS and use them to seed your Verbo listing, you basically get a free promotion to being what they consider to be a super host called Premier Host. Verbo being, that's number one. So become a Premier host. Either do it that way or earn your way there over over bookings and get it to get that flywheel effect going. Once you have Premiere Host status, you get these points, which is kind of like a reverse loyalty program called Power Ups and you can use Those power ups to fill to boost your visibility in vrbo, there's a tool called Power Ups and you can boost your visibility in verbo for places where you would not appear on the first page. So you can actually use those points to outrank your competitors. It's super, super effective and very few people actually use it or know it. So use it, get ahead of your competition for free. And, and you know, I think we can all we can close on saying and those are the tips that you can use to dominate VRBO and hopefully dominate the rest of the.

OTAs. And I love this, this.

Feels. Thank you so.

Much. Right, so in the end, I thought what I think, I hope all you're getting here is that every platform is like a video game or a board game, right? They got their own rules this way. Not, not to, you know, not gaming this. But you have to understand like this way to the power ups, for example, right on verbal, it's transparently like a video game or board game, right? You have to know these little things that you can use to just rank higher. We talk about booking.com, you have to pay for more and BNB, basically you have to all these platforms. Well, I have Airbnb for example. You have basically to go at least once a month to try to tick every new box that they're adding. Maybe there's a new amenities that you have and you want to tell them there. So thank you so much for all the value. Again, you guys all going to get the recordings before we leave? Mark, Phil, PC in that order. What's the best way to connect with you? Because I'm sure people want to hear more from you. You brought so much to the table, all.

Three. So, Mark, so if you want to do some, of course, for the next five days, I'm going to be hosting a virtual summit. If you want to be part of it, you have to register in the next three hours. I put the link in the chat, you can come and join. We've got amazing speakers taking part in it. We've got loads of giveaways, loads of fun. We're going to talk about direct bookings and loads of cool things. The links in the chat go sign up. We start at 8:30pm tonight, so in three and a half hours, get the kids to bed, get a glass of wine, come and settle down. We've got launch party live at 8.30pm today.

UK. Thanks.

Mark.

Phil. Awesome. Mark, I'm going to come to your summit because I'm excited to see you and the team talk more. If anyone wants to get in touch with me you can email me@phil futuresday.com or better yet go to Future Stay and we through the end of the year we're running free early access to our new platform which will get you on Google Vacation Rentals with your own direct booking website for free and do a bunch of other things which we'll talk about. You'll get to you'll get your free dynamic pricing from Air DNA et cetera. So take a look at early access on Futures Day or contact me directly. I'd love to take a look at your.

Listings. Really pricing, what's not to like? PC. How about.

You? Sure, you can send me an email on PC@spitable.com it's very easy. You can also show up on our next panel that we have every two weeks where we meet our customers to ask them product question and inform them about product updates. The next session is going to be this Wednesday in 47 hours at 6pm Central European Time. That's I think noon Eastern time and yeah 9 obviously Pacific time. Still based in Europe so it's a bit challenging. Pcrdosplit table.com and you can check out our channels on our YouTube channel.

With a bit of a time there's still close to 80 people. Thank you all for staying so long. Really appreciate that. So thank you Mark, thank you Phil. Thank you PC. Thanks Yuvica for again putting this together. Sometimes you're the host, sometimes it's me. But it's good to have several faces here at Rentalscale. Thanks for being here. So you're gonna get the recording of this. We're gonna turn this session into a takeaway article. So some of these tips will also be listed on rentalscale.com you're going to get them again in our newsletter probably next week for the newsletter or this week. All the best to you. To everyone. Thank you for staying sickness over time. Really appreciate that and I wish you all a great week. Take care.

Everyone. Thank you everyone.