Why More Hosts Are Moving Guests Off Airbnb and Booking Direct

If you've been hosting for a while, you've probably noticed something: more and more successful hosts are quietly moving their guests to direct booking. It's not a trend—it's a strategic shift that's reshaping how short-term rental businesses operate.

Here's why this movement is happening and how you can join it.

The Economics Are Clear

Let's start with the numbers. When a guest books through Airbnb, you're paying:

• Platform service fees (typically 3–5% of the booking)
• Payment processing fees
• The opportunity cost of not owning the guest relationship

For a $2,000 booking, that's $60–$100 in platform fees alone. Over a year with 20 bookings, you're looking at $1,200–$2,000 in fees that could stay in your pocket.

With direct booking, you typically pay around 2.9% + $0.30 per transaction for payment processing. That same $2,000 booking costs about $58.30—and you own the guest relationship, which means you can book them again without paying acquisition fees.

The math is simple: Direct booking saves you money on every transaction, and those savings compound when guests return.

You Own the Guest Relationship

This is perhaps the most underrated benefit of direct booking. When guests book through Airbnb, you're essentially renting access to them for one stay. After checkout, Airbnb owns that relationship—you can't easily contact them, remarket to them, or build loyalty programs.

With direct booking, you capture guest contact information and can:

• Send personalized offers for return visits
• Build an email list for marketing campaigns
• Create loyalty programs and special discounts
• Develop genuine relationships that lead to repeat bookings

The impact: Repeat guests are your most profitable bookings. They already know your property, trust your service, and are more likely to book again. When you own that relationship, you can turn one-time guests into lifetime customers.

Brand Ownership and Control

Your Airbnb listing is just that—a listing. It lives on Airbnb's platform, follows Airbnb's rules, and disappears if Airbnb changes its policies or you violate terms.

A direct booking website is yours. It's your brand, your domain, your rules. You control:

• How your property is presented
• What information guests see
• Your pricing and fee structure
• Your cancellation policies
• Your guest communication style

The benefit: You're building an asset. Your website grows in value as you add content, collect reviews, and build SEO authority. Unlike a platform listing, your direct booking site is an investment that pays dividends over time.

Flexibility Without Platform Constraints

Airbnb has rules. Lots of them. Some make sense, others can be frustrating. With direct booking, you set your own terms:

• Pricing flexibility – Offer last-minute discounts, seasonal rates, or loyalty pricing without platform restrictions
• Booking policies – Set minimum stays, check-in times, and house rules that work for your property
• Guest screening – You decide who stays in your property, not an algorithm
• Communication – Talk to guests however you want, whenever you want

The freedom: You're running your business, not Airbnb's. Direct booking gives you the flexibility to operate in ways that maximize your revenue and minimize your stress.

The Industry Trend

This isn't just happening in your market—it's happening everywhere. Industry reports show that hosts with direct booking channels:

• Earn 15–30% more per booking on average
• Have higher guest retention rates
• Report less stress and more control over their business
• Are better positioned to weather platform policy changes

The movement: Smart hosts aren't abandoning Airbnb—they're using it as one channel while building their direct booking presence. It's diversification, not replacement.

How to Start Moving Guests Direct

The transition doesn't have to be dramatic. Here's a practical approach:

Phase 1: Set Up Your Direct Booking Site

Create a professional booking website. This doesn't require a PMS or technical expertise—modern tools like Haven let you build a beautiful site in minutes.

Phase 2: Share with Repeat Guests

When guests check out and express interest in returning, offer them your direct booking link. Explain that they'll save on fees and you'll earn more—it's a win-win.

Phase 3: Build Gradually

Don't try to move everyone at once. Start with guests who are already familiar with your property, then expand as you get comfortable with the process.

Phase 4: Market Your Direct Channel

Add your direct booking link to:

• Your Airbnb listing description (where allowed)
• Email signatures
• Social media profiles
• Welcome messages
• Checkout communications

The strategy: Make direct booking the easy, attractive option for guests who want to return or who found you through other channels.

Common Objections (And Why They Don't Hold Up)

"I need Airbnb's traffic" – You do, and you should keep using it. Direct booking is additive, not replacement. Use Airbnb for discovery, direct booking for retention.

"It's too complicated" – Modern direct booking tools are simpler than managing multiple OTA listings. If you can use Airbnb, you can use a direct booking platform.

"I need a PMS" – Not anymore. Tools like Haven sync calendars automatically without requiring a separate PMS system.

"Guests won't book direct" – They will, especially repeat guests. Offer a small discount for direct booking and watch the conversions happen.

The Bottom Line

Moving guests to direct booking isn't about rejecting Airbnb—it's about building a more resilient, profitable business. You keep using Airbnb for what it's good at (discovery and new guest acquisition) while building your direct channel for what it's good at (retention and profitability).

The hosts who are thriving in 2025 aren't the ones who rely entirely on one platform. They're the ones who've diversified their booking channels and taken control of their guest relationships.

Ready to Start?

Building your direct booking presence doesn't require abandoning what's working. It's about adding a channel that gives you more control, better economics, and stronger guest relationships.

Create your direct booking site and start moving your guests to a channel you own. The setup takes minutes, and you can start sharing your link with guests immediately.