Pricing Isn’t Just Math—It’s Strategy: Wendy Doris on Revenue Management That Works

If you’ve ever second-guessed your Airbnb pricing strategy or felt like dynamic pricing software is a mystery you’ll never solve—you’re not alone. This week on the podcast, we sat down with Arizona-based co-host and STR educator Wendy Doris of Mostess, who shared how learning to truly manage her revenue transformed her short-term rental business.

This episode is packed with real-life stories, honest takeaways, and a serious dose of motivation to get into your numbers and stop leaving money on the table.

From DIY Pricing to Data-Driven Revenue Strategy

Wendy started just like many hosts do—picking a weekday and weekend rate, maybe bumping it up for high season, and calling it a day. But once she added a few more properties to her portfolio, it became clear that her pricing approach wasn’t scalable—or effective.

Enter: dynamic pricing tools like PriceLabs. At first, Wendy trusted the tool to do the heavy lifting. But over time, she realized software alone wasn’t enough—she needed a strategy to interpret the data and make smart decisions across her 17 properties.

“I started to see how much I was leaving on the table in April—thousands of dollars—because I hadn’t realized it was still a peak season in Phoenix,” Wendy said.

Revenue Management = More Than Just Setting Rates

If you think revenue management is only about setting the right price for a night’s stay, think again.

Wendy defines revenue management as the ongoing strategy to optimize and grow your income, which includes:

• Dynamic pricing adjustments
• Rule sets and minimum night stays
• Promotions for low-demand dates
• Upsell strategies and fees
• Calendar visibility and booking windows

She checks her pricing and booking reports weekly, sometimes daily, using an “on-the-books” report to evaluate monthly revenue, occupancy, and whether she’s pacing toward her goals.

“I love picking at the numbers,” Wendy admitted. “It’s like a rabbit hole—but in a good way.”

Why Co-Hosts Must Understand Pricing Strategy

If you’re managing properties for others, knowing your numbers is non-negotiable. Wendy makes revenue management a key part of her pitch to new clients—and she backs it up with real-time reports and regular adjustments.

She also shares that most property owners don’t know how to measure performance, so it’s on you as a co-host to lead with confidence and data.

“Owners trust me because I show them what we’ve done and why. And if something changes, I can explain it.”

Common Pricing Mistakes Hosts Make (and How to Avoid Them)

During the episode, Wendy, Sarah, and Annette called out some common traps hosts fall into:

• Assuming pricing tools “just work” without checking in
• Leaving outdated rule sets and calendar blocks active
• Overpricing in low season (or underpricing in high season)
• Not offering flexible stays, like one-night bookings, when they’d boost visibility
• Holding back from adjusting pricing due to fear, not data

The key to fixing these mistakes? Consistency. Wendy emphasized that managing your revenue isn’t a one-time project—it’s an ongoing part of running a successful STR business.

Take the Next Step: Join Our May Bootcamp

Wendy will be joining us for our live Priced & Profitable Bootcamp, happening this May!

Whether you’re brand new to pricing or want to level up your revenue skills, this bootcamp is designed to walk you through:

• Understanding your pricing metrics
• Setting a strong base rate
• Making seasonal and demand-based adjustments
• Using dynamic pricing tools like a pro
• Creating a revenue strategy that works for your business model

Join us and start making pricing decisions you feel confident about—because you deserve to earn what your property is worth.

👉 Sign up for the Bootcamp now

Download a transcript of this episode.

Resources:

• Hostfully | Use Code TFV200 for $200 off!
• Stayfi: Use code THANKS for 50% your first 3 months of service
• How to Set Up Your “Forgot Something” Basket | Subscribe to our YouTube Channel
• #STRShareSunday: @duckpondaframe
• Submit your property for our next #STRShareSunday at strshare.com

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The Duck Pond A-Frame in Cottonwood, AZ is a 1984 gem that’s packed with vintage charm, cozy details, and incredible outdoor space. Overlooking a peaceful pond (yes—you can feed the ducks!), this 3-bedroom A-frame is perfect for slow mornings on the deck, reading by the fire, or cooking a big dinner after a day in Sedona or Jerome. The coffee bar is next-level, and the living room has floor-to-ceiling windows with a view that’s hard to beat. Bonus points for a fenced yard, record player, fire pit, and thoughtful touches like puzzles, high-speed WiFi, and duck food. Follow @duckpondaframe to soak in the cozy, nostalgic vibes of this unique Arizona escape.

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