Airbnb Setup & Optimisation Course
🔒 Client lesson

Lesson: The Sales Objection

Module 8: Setting Up Dynamic Pricing (Pricelabs) and General Fee Policy

In short

Guests anchor on the total price, then react to each visible fee, surcharge, tax and policy that follows. Every extra line, from cleaning and service fees to pet and per-person charges, adds friction and feels like a penalty. Reducing visible fees, offering choice rather than rigid policies and making booking simple usually matters more than the amount itself, because fairness is largely about presentation.

What this lesson covers

  • Why Policies and Fees Shape Guest Decisions
  • The Total Price Anchor
  • The Fee Breakdown
  • Platform Fees (The Split-Fee Objection)
  • Taxes as a Double Objection
  • Pet Fees and the Family Bond
  • Per-Person Charges and Nickel-and-Diming
  • The Policy Filter
  • The Emotional Journey in Full
  • The Host’s Role
🔒

The full lesson is for clients

Clients get every step, the live walkthrough videos and our exact settings and templates from Skye’s Beach House.

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Questions people ask

Do cleaning fees put guests off Airbnb listings?

Cleaning fees are one of the most common guest complaints on Airbnb, largely because a separate fee line feels like a penalty on top of the nightly price.

What is Airbnb's host-only fee option?

Under host-only fees, Airbnb deducts its service fee from the host payout instead of showing a separate guest service fee, so guests see a simpler total.

Should I turn on Instant Book on Airbnb?

Instant Book generally reduces friction and lost bookings. Hosts can still protect themselves with booking lead times, guest verification requirements and clear house rules.

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