In today’s real estate landscape, short-term rental (STR) buyers have emerged as a distinct and highly motivated subset of investors.

They don’t act like traditional flippers. They don’t think like long-term landlords.
And they don’t evaluate deals like BRRRR buyers, builders, or wholesalers.

Instead, Airbnb buyers are laser-focused on one thing:
Cash flow via nightly rates, not appreciation, not tax benefits, not rehab ROI.

And that makes identifying them (and tailoring deals to them) a game-changer for wholesalers and agents who want to move properties fast and profitably.

In this guide, we’ll break down:

• What sets Airbnb buyers apart

• The exact clues that signal STR interest

• What questions to ask to filter them fast

• How to structure your pitch so they say yes

What Makes Airbnb Buyers Unique?

Let’s start with what defines this group.

They’re cash flow hunters, not equity chasers

Airbnb buyers don’t care about the future value of the property.
They care about occupancy rate × nightly rate = cash now.

They’re less afraid of higher purchase prices

If the math works out for short-term rental income, they’ll pay more than traditional investors would.
That means you can push your spreads, as long as the cash flow story holds up.

They want ready or near-ready properties

Most STR buyers aren’t looking to do heavy rehabs.
They want properties they can:

• Stage fast

• List immediately

• Start monetizing within weeks

7 Telltale Signs of an Airbnb Buyer

Not every buyer will say “I’m looking for Airbnb deals.”
Most don’t even know how to articulate it clearly.
But they drop subtle clues, if you know what to listen for.

Here’s what to watch for:

1. They ask about proximity to attractions

If a buyer’s first questions include:

• “How far is it from downtown?”

• “Is there a beach/lake/mountain nearby?”

• “What’s the tourism like in that zip code?”

…they’re probably thinking short-term guests, not long-term tenants.

2. They bring up travel, events, or tourism

Airbnb buyers are often tuned into:

• College towns (for game day/weekend rentals)

• Seasonal cities (ski towns, beach cities)

• Conference hotspots

• National parks and hiking areas

If they start asking about local events or visitor trends, they’re not thinking 12-month leases.

3. They want to know how the area "feels"

STR buyers care more about:

• Walkability

• Street aesthetics

• Vibe and Instagram-worthiness

• Safety at night

You’ll hear them say:

“Does it feel safe at night?”
“What’s the neighborhood like on weekends?”
“Are there restaurants or coffee shops nearby?”

4. They ask about furniture or staging

Big red flag they’re STR-minded:

“Is it being sold furnished?”
“How soon could it be guest-ready?”
“Do you have interior photos after staging?”

Traditional buyers rarely care about furniture.
Airbnb buyers often factor it into their launch timeline.

5. They bring up STR laws (even casually)

If someone asks:

“Is Airbnb legal in this area?”
“Does the city require a permit?”
“How strict is enforcement here?”

…you’ve just uncovered intent.

Even if they don’t say “I’m doing Airbnb,” they’re definitely vetting the city’s stance.

6. They want to walk it before talking numbers

Airbnb buyers are visual decision-makers.

They’ll often want to:

• Tour the property first

• Picture guest flow

• Judge the curb appeal

• See if it photographs well

That’s a signal they care about guest experience, not just numbers.

7. They bring up comps, but not rent comps

They don’t ask:

“What do long-term tenants pay here?”

They ask:

“What’s this getting per night?”
“How many bookings did the last owner get?”
“Is there an Airbnb I can compare to?”

Even if they’re subtle about it, they’re trying to reverse-engineer gross nightly revenue.

Questions to Ask to Confirm Airbnb Intent

Once you see the signals, it’s time to dig deeper, with direct but non-pushy questions.

Here are a few lines that work:

“Are you looking to hold long-term or do something more short-term with it?”

This gives them an easy doorway to talk Airbnb without feeling like they’re committing.

“Are you planning to rent it, flip it, or host it?”

This phrasing is casual but includes a subtle STR trigger word: “host.”

“If it checks the boxes, are you looking to cash flow it or optimize for resale?”

Again, this reveals whether they’re in it for nightly income or market appreciation.

“Would you be open to seeing the local Airbnb data on this one?”

This is a great test.
If they say yes, they’re already thinking STR.
If they say no, they’re likely traditional.

How to Tailor the Pitch to Airbnb Buyers

Now that you know what to look for and how to ask, how do you actually pitch the deal?

Here’s what works.

1. Lead with guest appeal, not just numbers

Forget “3/2, 1400 sqft, needs light rehab.”

Instead, try:

“Minutes from downtown breweries, this bright, walkable 3-bed has potential to gross $5K+ per month on Airbnb. No STR restrictions. Clean, updated, and guest-ready.”

You’re selling a cash flow story, not a data sheet.

2. Highlight revenue potential with AirDNA or comps

Do a little homework and drop lines like:

“The same model two blocks over averages $198/night and stays 70% booked.”
“Average STR revenue in this zip for 3/2 homes is $4,900/mo.”

This makes your deal feel credible and irresistible.

3. Show off curb appeal and aesthetics

Include:

• Photos with natural light

• Stylish finishes (even if staged)

• Outdoor spaces (Airbnb gold)

• Walkability or unique features

Airbnb buyers think in photo thumbnails and booking conversions, not rent rolls.

4. Be proactive about STR legality

If your market allows it:

• Say “No STR restrictions” right up front

• Include permit details

• Offer links to city rules

This removes fear, which is one of the biggest Airbnb deal-killers.

5. Use urgency with launch timelines

Try something like:

“Could be live on Airbnb in 10 days, just add furnishings.”
“Turnkey and furnished, start earning bookings this month.”
“Contractor can finish final touches in 7 days if needed.”

Speed is a major motivator for Airbnb buyers.

BONUS: Airbnb-Friendly Property Types to Watch For

Not every house works for Airbnb buyers.
But the following property archetypes often light them up:

Watch for Airbnb Buyers in These Markets

While short-term rental rules vary, here are places that often attract STR interest:

• Tourist cities: Nashville, Austin, Scottsdale, Orlando

• Ski towns: Breckenridge, Park City, Lake Tahoe

• Beach towns: Gulf Shores, Cape Coral, Myrtle Beach

• College towns: Ann Arbor, Madison, Eugene

• National park zones: Asheville, Moab, Flagstaff

• Second-tier metro suburbs: where rules are looser than city cores

Know your market, and know the neighborhoods that allow STRs.
This positions you to speak confidently to the opportunity.

The Goliath Advantage: Tag, Track, and Target STR Buyers

If you’re using Goliath Data, here’s how to put this into action:

• Tag buyers who show STR behavior

• Segment emails and SMS campaigns with “Airbnb-friendly deals”

• Score leads based on STR interest and conversion potential

• Automate follow-ups using deal templates with STR comps included

You can even build a filtered list of Airbnb-friendly buyers who:

• Open emails fast

• Ask STR-specific questions

• Have purchased similar properties before

That means faster closes and less wasted time.

STR Buyers Are Worth Identifying Early

They’re decisive. They’ll pay more. And they respond to different messaging than traditional landlords or flippers.

So stop guessing.

Watch for the signals. Ask the right questions. And pitch like a pro.

Your deals will move faster, and your spreads will thank you.