How to Find Your First 10 Property Owners in 90 Days

You've chosen your status, defined your offer, and set up your operational processes. Now comes the question that haunts every new concierge: where do you find property owners who are willing to entrust their home to you?

The good news: landing your first 10 clients is a methodological problem, not a luck problem. With the right action plan, the right channels, and the right arguments, 90 days is enough to build a solid starting portfolio.

Here is the complete plan, tested by dozens of concierges supported through our free training.

The 90-Day Plan: 3 Phases for 10 Property Owners

Month 1: Personal Network and Local Real Estate (Goal: 2-3 Properties)

Your first clients will come from your inner circle. Every time. Not because of "who you know," but because trust is the #1 factor in a property owner's decision to hand over their keys.

• Network inventory: list every person you know who owns a rental property or secondary residence. Family, friends, colleagues, neighbors, former classmates. You'll be surprised by the number.
• Personal announcement: post on your personal social networks (Facebook, LinkedIn, Instagram) that you're launching your business. Be specific: "I'm launching a short-term rental concierge service in [city/area]. If you know anyone who rents their property short-term and is looking for a manager, I'd love to talk."
• Local real estate agents: schedule meetings with 5 to 10 real estate agencies in your area. Agents often handle long-term rentals but refuse short-term ones, which are too operationally intensive for them. You become their go-to referral. Offer them a referral commission (5-10% of your first year's commissions).
• Notaries and wealth managers: they advise property owners looking to maximize returns. A partnership with a local notary can generate 2-3 properties per year on a lasting basis.

Field tip: Your first property will likely come with less favorable terms (reduced commission, short commitment). Accept it. That first property is your showcase: its results and reviews will be your strongest sales argument for the ones that follow.

Month 2: Local Marketing and Digital Presence (Goal: 3-4 Properties)

Once you have your first properties under management and your first proof of results, it's time to expand your reach.

• Google My Business: create your business listing with your service area, your offerings, and photos of properties you manage (with the owner's permission). Property owners search "short-term rental concierge + [city]" on Google.
• Local Facebook page: regularly publish content about short-term rentals in your area (market trends, regulations, tips). Join Facebook groups for property owners and seasonal renters and participate without spamming.
• Targeted flyers: yes, print still works. Distribute flyers to the mailboxes of secondary residences in your area (identifiable by closed shutters on weekdays). Postcard format, simple message, QR code pointing to your website.
• Existing owner listings: identify poorly optimized Airbnb and Booking listings in your area (bad photos, weak descriptions, inconsistent pricing). Contact those owners with a free analysis of their listing and improvement suggestions. That's your foot in the door.
• Information sessions: host a small free event (at the town hall, a co-working space, or online) on the topic "Renting your property short-term: obligations, opportunities, and mistakes to avoid." You position yourself as an expert, not a salesperson.

Month 3: Strategic Partnerships and Scaling (Goal: 3-4 Properties)

By the third month, you have concrete results to show. It's time to structure your acquisition.

• Partnerships with other concierges: some concierges are at capacity and turn away properties. Propose an overflow partnership: they send you the properties they can't take on, and you pay them a referral commission.
• Condominium managers: in buildings with many short-term rentals, the property manager is often the first contact for owners. A partnership can open doors to 5-10 properties at once.
• Testimonials and case studies: ask satisfied owners for a written review and permission to share their results (occupancy rate, revenue, guest ratings). An owner who sees that a property similar to theirs generates 1,800 euros/month at a 78% occupancy rate will be convinced.
• Structured direct outreach: identify poorly managed properties on the platforms, owners who post listings then pull them (a sign of frustration), and "looking for a property manager" ads on classifieds sites or Facebook groups.

The 5 Best Prospecting Channels (with Conversion Rates)

Not all channels are equal. Here are the most effective ones, ranked by average observed conversion rate:

Key takeaway: start at the top of the table (high-conversion channels) and gradually invest in longer-term channels (SEO, content).

How to Handle Owner Objections

Every property owner has hesitations. Here are the three most common objections and how to respond:

"Your commission is too high"

Never lower your price in the first response. Reframe the value: "My 20% commission covers full management: listing publication and optimization, dynamic pricing, 24/7 guest communication, check-in/check-out, professional cleaning, linen management, maintenance, and monthly reporting. Most of my owners see their net income increase by 15 to 30% thanks to pricing optimization, even after my commission."

"I prefer to manage it myself"

Put a value on their time: "Managing a short-term rental property takes an average of 8 to 12 hours per week: messages, check-ins, cleaning, linen, maintenance, accounting. At 20 euros/hour of your time, that's 640 to 960 euros per month. My commission is often less than that hidden cost."

"I had a bad experience with a previous concierge"

Differentiate yourself through transparency: "I understand your hesitation. Here's what I do differently: detailed monthly reporting with real-time dashboard access, a contract with no long-term commitment (30-day notice), and a professional digital welcome book for your guests. You keep full control."

The Perfect 30-Second Pitch

When someone asks what you do, have a polished pitch ready:

"I help short-term rental property owners maximize their income while taking 100% of the daily management off their plate. I handle everything: listings, pricing, guests, cleaning, maintenance. My owners earn on average 20% more revenue than when they managed on their own, and they get their free time back. I work in [your area] and currently manage [X] properties."

Adjust the numbers to your reality. Even at the start, you can say: "I'm launching my business and taking my first 5 properties at preferential terms."

The Property Qualification Grid

Not every property belongs in your portfolio. Before signing, evaluate each opportunity against these criteria:

• Location: is the property in a high-demand tourist or business area? Check average occupancy rates on AirDNA or Airbnb data.
• Property condition: a run-down property will require frequent interventions and generate negative reviews. Is the cost of bringing it up to standard reasonable?
• Revenue potential: estimate the average monthly revenue. Your commission must cover your management costs plus a margin. Below 200 euros in monthly commission, the property is probably not profitable for you.
• Owner profile: is the owner reasonable in their expectations? An owner who demands 100% occupancy and refuses any investment in their property will be a constant source of frustration.
• Logistical accessibility: is the property a reasonable distance from your other properties? Every extra kilometer is more time and fuel.
• Regulatory compliance: does the property have a registration number, a valid energy performance certificate, and condominium authorization for short-term rental?

"Hell yes or no" rule: if a property doesn't tick at least 4 out of 6 criteria, move on. Eight profitable properties beat twelve properties where four are deadweights.

In Summary

Finding 10 property owners in 90 days is ambitious but realistic if you follow a structured method:

1. Activate your personal network from day 1
2. Build partnerships with local real estate professionals
3. Create a local digital presence (Google, Facebook, content)
4. Actively prospect owners of poorly optimized listings
5. Qualify each property before signing, and turn down bad opportunities
6. Use your first results as social proof for the next clients

To go further on prospecting, check out our chapter 4 of the training and download our concierge contract templates to secure your first management mandates.

📚 To go further: Discover our module on prospecting for property owners to launch and grow your concierge business.