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The 5 most effective prospecting (outreach) channels, ready-to-use phone and email scripts, and a 30-60-90 day action plan to sign your first management mandates.
You have set up your conciergerie (short-term rental management company), defined your offer and your pricing. Now comes the most decisive step: finding your first property owners. Without properties to manage, there is no revenue. Prospecting is often the bane of new concierges, but with the right methods and the right scripts, it becomes a systematic and effective process.
This article walks you through the 5 prospecting channels ranked by conversion rate, concrete copy-paste scripts, a table of common objections with the right responses, and a structured 90-day action plan. For the full guide with all 8 channels and the detailed onboarding process, see chapter 4 of the concierge training .
The 5 most effective prospecting channels
| Rank | Channel | Conversion rate | Cost |
|---|---|---|---|
| 1 | Personal network | 20 - 30 % | Free |
| 2 | Leboncoin / PAP listings | 10 - 15 % | Free |
| 3 | Real estate agencies | 8 - 12 % | Free |
| 4 | Networking and trade shows | 5 - 10 % | 50 - 200 € |
| 5 | LinkedIn and cold outreach | 2 - 5 % | Free |
Personal network (warm contacts)
Your first mandates will come from the people around you. Talk about your project to everyone: family, friends, former colleagues, neighbors, local shopkeepers. Someone always knows someone who rents out short-term. This is the most effective channel because trust is already established.
How to approach your network
- 1. List 50 people from your extended circle
- 2. Prepare a short, personalized message (WhatsApp or SMS)
- 3. Send the message in a single day
- 4. Follow up after 5 days with those who did not reply
- 5. Offer a coffee or a call for every introduction you get
Listings on Leboncoin / PAP
Spot the short-term rental listings that are struggling to perform: amateur photos, vague descriptions, empty calendar in peak season. These property owners are your ideal targets because they have a concrete need that you can solve.
Signs of an underperforming listing
Real estate agencies (partnership)
Real estate agencies manage property owners who do not want to deal with short-term rentals. Offer a win-win partnership: the agency refers interested property owners to you, and you pay them a referral commission (5 to 10% of your first year of commission).
Partnership model
- • Introduce yourself in person at the agencies in your area
- • Leave business cards and a brochure of your services
- • Offer a referral commission formalized in writing
- • Send a quarterly report on the performance of the referred properties
Networking events and real estate trade shows
Real estate trade shows, investor meetups and chamber of commerce events are prime venues for meeting property owners. Prepare a 30-second pitch and your business cards. The goal is not to sell on the spot but to collect contacts for a later meeting.
Events to target
- • Real estate trade shows (regional and national)
- • Real estate investor meetups (Meetup.com)
- • Chamber of commerce and trade guild events
- • Local entrepreneur clubs (BNI, etc.)
LinkedIn and cold outreach
LinkedIn is an underrated channel for conciergerie prospecting. Identify property owners who post about rental investment or short-term rentals. Engage with their content first (comments, likes) before sending a personalized message.
A 3-step method
- 1. Optimize your LinkedIn profile (headline, description, banner)
- 2. Interact with your targets' content for 1 to 2 weeks
- 3. Send a personalized message once you have built a minimum of visibility
Ready-to-use prospecting scripts
Phone call script
"Hi [first name], my name is [your first name], I am a concierge specialized in short-term rentals in [your area]. I saw your listing on [Leboncoin/Airbnb] and I think there is real room for optimization. Would you be open to a 15-minute chat so I can show you how I could increase your rental income by 20 to 30% without you having anything to manage?"
First-contact email script
"Subject: Your property on [platform] — an optimization opportunity
Hi [first name],
I am reaching out because I noticed your listing [listing title] on [platform]. As a professional concierge in [area], I help property owners like you maximize their rental income while removing the management burden.
Reviewing your listing, I can spot several concrete levers:
— Price optimization (dynamic pricing)
— Improved photos and description
— Multi-channel distribution across the main platforms
Would you be available for a 15-minute chat this week?
Best regards,
[Your first name]"
WhatsApp / SMS script (personal network)
"Hey [first name]! I am launching my Airbnb conciergerie (short-term rental management) business in [area]. I handle everything for property owners: listings, guests, cleaning, and so on. Do you happen to know anyone around you who rents short-term and might be interested? Thanks a lot!"
Common objections and responses
In your conversations with property owners, you will regularly run into the same objections. Here is how to answer them effectively.
| Objection | Your response |
|---|---|
| "That's too expensive, 20% commission" | "I understand your reaction. But with price optimization and multi-channel distribution, my clients earn on average 25 to 40% more revenue. Even after my commission, you make more than managing on your own. Shall I show you the numbers?" |
| "I prefer to manage it myself" | "Absolutely, many property owners start out that way. How much time do you spend on management each month? Most of my clients tell me they used to spend 15 to 20 hours a month on it. I free up that time while increasing your revenue." |
| "I only have one property" | "That's exactly the ideal profile. A single property deserves professional management to maximize its yield. And since you don't have the time to dedicate to it full time, I take care of everything." |
| "I already have a concierge" | "No problem. Are you happy with your current results? If things ever change, keep my card. I can also manage a second property if you invest again." |
| "I want to try on my own first" | "I offer a 3-month no-commitment trial. If the results are not there, you stop at no cost. That lets you compare concretely." |
| "How do I know I can trust you?" | "That's a fair question. I suggest you visit a property I currently manage, speak with one of my existing property owners, and sign an official management mandate with all the legal guarantees." |
First-meeting checklist
The first meeting with a property owner is decisive. Here is what you should prepare and bring to maximize your chances of signing.
To prepare before the meeting
- ✓ Analyze the property owner's existing listing (strengths and areas for improvement)
- ✓ Estimate the revenue potential with your optimized pricing
- ✓ Prepare a before/after comparison with concrete figures
- ✓ List 3 references of satisfied property owners to contact
To bring to the meeting
- ✓ Portfolio: examples of listings you manage (photos, screenshots)
- ✓ Printed pricing sheet with the detail of your services
- ✓ A management mandate contract template ready to sign
- ✓ Business cards and a presentation brochure
- ✓ A tablet or laptop to show your digital welcome book
The 30-60-90 day prospecting plan
A structured plan is essential to avoid spreading yourself too thin. Here is the prospecting schedule we recommend to sign your first 5 mandates in 3 months.
Days 1 to 30: activating your network
- • Contact your 50 personal contacts
- • Visit 10 real estate agencies in your area
- • Identify 30 underperforming listings on Leboncoin and Airbnb
- • Send 20 first-contact emails or messages
- • Goal: 5 meetings secured, 1 to 2 mandates signed
Days 31 to 60: acceleration
- • Follow up on unconverted contacts from month 1
- • Attend 2 networking events
- • Launch your LinkedIn prospecting (20 connections/week)
- • Ask your first property owners for referrals
- • Goal: 5 new meetings, 1 to 2 additional mandates
Days 61 to 90: consolidation
- • Present your first concrete results (occupancy rate, revenue)
- • Request testimonials from your satisfied property owners
- • Ramp up referrals and word of mouth (bouche-a-oreille)
- • Refine your process based on field feedback
- • Goal: reach 5 managed properties, a pipeline of 3 to 5 warm prospects
Frequently asked questions
On average, it takes 2 to 4 weeks of active prospecting to sign your first mandate. Concierges who activate their personal network often find their first property owner in under 2 weeks. The key is consistency: spend at least 2 hours a day on prospecting during the first 3 months.
We advise against a fully free offer because it devalues your service. On the other hand, offering a 3-month no-commitment trial (at your normal commission) is an excellent lever. The property owner takes no risk: if they are not satisfied, they stop. In practice, fewer than 5% of property owners break the mandate after the trial period.
Offer to manage a friend's or relative's property at a reduced rate to build your first portfolio. Show examples of optimized listings (even mock ones) to demonstrate your expertise. Emphasize your training, your professional tools and your knowledge of the local market. A professional digital welcome book impresses property owners a great deal.
Spring (March to May) is the ideal time: property owners are preparing for the summer season and are more receptive. Autumn (September to October) is also favorable because property owners are reviewing their season and are open to change. Avoid prospecting in the middle of peak season (July to August) because property owners are busy with their guests.
On average, you need to contact 10 to 15 property owners to secure 3 to 4 meetings and sign 1 mandate. The overall conversion rate is around 7 to 10%. The more your references and reputation grow, the better this ratio gets. After a year in business, many concierges sign 1 mandate for every 5 contacts.
Yes, always. Prospecting never stops. Even with a full portfolio, you need to maintain a pipeline of prospects to offset natural churn (property sold, owner changing strategy). Devote at least 20% of your time to prospecting, even at cruising speed.
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