Should You Bake the Cleaning Fee Into Your Airbnb Rate?

If you’ve been hosting for a while, you’ve likely wrestled with how to structure your cleaning fee—especially if your properties are larger or more luxurious. In this episode of the Hosting Hotline, listener Penny called in with a great question about whether she should keep her cleaning fee separate on the invoice or roll it into her nightly rate.

Penny operates two luxury short-term rentals in Hocking Hills, Ohio, under Woodland Retreats: the 10,000+ sq ft Hocking Manor and the 13,000+ sq ft Timber Frame Lodge with four separate apartments. These are large, unique, and luxurious properties—and understandably, the cleaning fee is significant.

Here’s what we discussed on the episode to help Penny (and you!) make a smart, profitable decision.

Step One: Know Your Costs

First things first: you’ve got to know your actual cleaning costs. Whether you’re cleaning the properties yourself or using a vendor, it’s essential to time the job, factor in laundry and supply costs, and calculate a fair labor rate.

If you’re hiring it out, you can treat the cleaning fee as a pass-through expense (like we do). But if your cleaners are employees or in-house, it makes sense to build in some profit margin.

Don’t guess. Don’t estimate. Know your numbers.

Step Two: Understand Guest Expectations

Cleaning fees are a sensitive topic for many travelers. That doesn’t mean you can’t charge a fair rate—it just means that how you present it matters.

Guests are becoming more savvy, especially with direct bookings. So it’s worth asking: are you getting pushback about your cleaning fee? Are guests confused by the line item? Do they ask questions during the inquiry process?

This kind of feedback can help you evaluate whether your current structure is working or whether it’s time to make a change.

Step Three: Learn from the Market

Even if your property is unique, you’re not alone. Look to other high-end properties in similar markets—especially those that serve weddings, corporate retreats, or large family reunions. In Penny’s case, we pointed her to some local inspiration in Hocking Hills:

• The Cliffs Hocking Hills
• The Box Hop
• Dunlap Hollow
• Our own land journey: Rich Hollow Retreat

Don’t just look at nightly rates. Compare cleaning fees, booking policies, guest communication, and even how they market their listings.

You can also use dynamic pricing tools like PriceLabs to view cleaning fees across competitors and create comp sets to track how your pricing compares.

Step Four: Consider a Blended Rate

On episode 321 of the podcast, Monique from PriceLabs shared a strategy for when her cleaning fee was higher than the market average. She reduced the visible cleaning fee and built the rest into the nightly rate using dynamic pricing adjustments.

This strategy can help reduce sticker shock for guests and may improve your booking conversion rate—especially for shorter stays.

Step Five: Track Your Booking Funnel

Don’t just set it and forget it. Use a CRM (or even a simple spreadsheet) to track every inquiry that comes in:

• Did they book?
• If not, why?
• Was it the cleaning fee, nightly rate, minimum stay, or something else?

Review this data monthly. It will tell you so much about where you’re winning and where you’re losing potential bookings.

Bonus Tip: Use Dynamic Pricing

Penny’s website showed a flat weekend rate year-round, and while that might feel easier to manage, it likely leaves revenue on the table. Use a dynamic pricing tool (like PriceLabs) to capitalize on holidays, peak weekends, and seasonal demand.

This is how you protect your profits—especially when you’re operating large, luxury properties.

Final Thoughts

There’s no one-size-fits-all answer when it comes to structuring your cleaning fee. But the key is clarity:

• Know your true costs.
• Monitor guest feedback.
• Study your market.
• Adjust over time.

And don’t forget—your pricing is never permanent. It’s a living, breathing strategy that should evolve with your business and your guests.

Want Help Pricing Your Property Like a Pro?

If you’re unsure how to set your cleaning fee, bake it into your rate, or just feel stuck when it comes to pricing your property confidently… you’re not alone. That’s exactly why we’re hosting our upcoming Priced & Profitable Bootcamp.

We’ll walk you step-by-step through how to:

• Understand what your competitors are doing (and doing wrong)
• Read your market data so you can stop second-guessing
• Set a base price that actually works
• Use tools like PriceLabs with confidence
• Make your listings stand out so guests want to pay more

Ready to stop guessing and start pricing with purpose?
Join the waitlist and be the first to know when registration opens:

👉 thanksforvisiting.com/bootcamp

We can’t wait to help you price your property the smart, sustainable way.

Have More Questions? We’d love to hear from you! Submit your hosting questions to the Hosting Hotline and tune in to the podcast for answers. Don’t forget to follow us on Instagram for more tips: @thanksforvisiting_.

Download a transcript of this episode.

Resources:

• Proper Insurance | Book your FREE risk assessment today!
• Want to learn how to price your property? | Get on the Priced & Profitable Waitlist today!
• Are you a brand-new host? | Get the Hosting Handbook today!
• Our Preferred Dynamic Pricing Software: PriceLabs
• Subscribe to Our YouTube Channel | 5 Red Flags Your Airbnb Cleaner Isn’t Doing Their Job