When Bookings Slow Down: Why It’s Not Always You

By Shelley Galbraith, Chair – Short Term Rental Association of San Antonio (STRASA)

Shout out to my dear friend Annik Rauh, www.fewo-angels.de, for her podcast on this topic.

More and more hosts are asking: “What happened this year? Why is my calendar emptier than before? What am I doing wrong?”

The truth is, you may not be doing anything wrong at all. But the world of short-term rentals has changed dramatically in just the last two years, and ignoring those changes can be costly.

A Market That Doubled Overnight

In many regions, the number of available short-term rentals has nearly doubled in just two years. Twice the number of listings competing for the same pool of travelers. Imagine if, in your neighborhood, the number of restaurants or salons suddenly doubled overnight — demand wouldn’t keep up. That’s the reality we face as hosts.

At the same time, guest behavior has shifted. After years of staying close to home during COVID, travelers are once again going abroad. In Germany, for example, there was a month when 700,000 people applied for new passports. That’s a massive signal: many guests who used to book drive-to destinations are now booking international trips.

The result? More supply, less local demand, and a tougher fight for occupancy.

Why Data Matters

When bookings slow down, it’s easy to panic. But looking at your numbers compared to the market tells a fuller story. One experienced host shared her data:

• Over 90% occupancy in her property for the next 30 days, while her region averaged just 25%.

• 77% occupancy in the last month, compared to a market average of 30%.

• Even in a “slow” 90-day period, she held 52%, while the market sat at 24%.

  
  

Was she thrilled with 52%? Not really. But compared to the wider market, it was a win. Perspective matters.

As hosts, we often compare this year to years past. However, guest demand isn’t the same as 2021 or 2022. Holding steady, or even dipping slightly, might actually mean you’re outperforming your competition.

Old Habits Don’t Work in New Market Conditions

This is where professional hosting comes in. “Doing what always worked” is not a strategy. Lowering prices without a plan isn’t a strategy either. Tools like PriceLabs or Wheelhouse are helpful, but they’re not enough on their own. They’re only one part of a real revenue strategy.

Professional hosts know:

• Your listing needs to be optimized — photos, descriptions, amenities, policies, pricing.

• Communication needs to be proactive and attentive.

• Pricing strategy needs to balance occupancy and profitability — not just chasing bookings at any cost.

  
  

Sometimes, the best decision is to leave a night empty rather than slash your rate to attract the wrong kind of booking. Other times, it’s worth adjusting earlier to capture demand before your competitors do.

The Psychological Effect

It’s discouraging when bookings slow down. An empty calendar can feel like a reflection on your effort, your property, even your value as a host. But often it isn’t. The market shifted, demand shifted, and what worked before doesn’t automatically work now.

Professional hosting means recognizing this, adapting, and staying proactive. Hosts who understand the bigger picture will weather these changes and come out stronger.

Takeaway

If your calendar feels emptier than usual, don’t assume you’re failing. Step back, look at the numbers, and compare them to your market. Pay attention to the trends: more competition, more international travel, and more selective guests.

Success isn’t about copying someone else’s listing or cutting prices until you’re booked. It’s about thoughtful strategy, resilience, and the willingness to adapt when the market shifts.

And remember: you’re not alone. Every host is navigating this same landscape — and by sharing knowledge and working together as a community, we can all stay ahead of the curve.