Most people chase the same Airbnb hotspots, beachfront condos, ski chalets, and urban high-rises, where competition is cutthroat and profit margins are thin.
But what about the overlooked markets—places people don’t even consider vacation-worthy? These so-called cold zones are actually gold mines, if you know how to position them right.
Here’s how to dominate where others hesitate.
Ditch the Tourists, Chase ‘Essential Travelers’ Instead
Who says all short-term rentals need tourists? Cold zones thrive when you serve the people who HAVE to be there.
Who books in cold zones (but isn’t being served)?
Relocating professionals & temp workers:
Think oil fields, factory expansions, and government projects. These guests need 1–3 months of housing and hate sterile hotels.
Divorcees & displaced homeowners
Life happens. A family going through a messy divorce or waiting for a home sale needs a short-term rental fast.
Traveling nurses & medical workers
Near hospitals, you’ll find medical staff needing fully furnished 13-week stays. (Hot tip: List on Furnished Finder, not just Airbnb.)
Visiting faculty & college families:
Is a university nearby? Parents, guest lecturers, and grad students all prefer short-term rentals over dorms.
Power Move:
Find who’s already coming to your area but stuck in overpriced hotels, and then tailor your rental to their needs.
Make a ‘Nobody-Knows-This-Exists’ Location Desirable
Imagine Thomson View condo experiences in a hideout location. While counterintuitive, this contrast could prove attractive to thrill seekers looking for an exciting but low-key experience.
How to make your cold zone rental feel ‘exclusive’
Sell an experience, not a location:
Instead of a “2BR house in nowhere,” market a digital detox escape, a hidden stargazing retreat, or a work-from-nature getaway.
Become the local expert:
Guests won’t know what’s nearby unless you tell them. Offer insider-only tips, the best-hidden fishing spots, a secret waterfall, and a ghost town nobody visits.
Use scarcity psychology
Phrases like “One of the few full-house stays in the area” make guests feel like they’re getting something rare.
Power Move:
Run a simple Facebook ad targeting people looking at Airbnb in the nearest major city. Offer them a quieter, cheaper, and more unique stay, just outside the chaos.
Price It to Dominate (Forget the Airbnb ‘Suggested Price’)
In cold zones, the pricing strategy can make or break you. You can’t just copy tourist pricing—you need a strategic edge.
A perfect example of strategic pricing would be the Thomson View condo price list, a mouth-watering balance between a sweet deal and profitability.
How to set the perfect cold zone pricing:
- Undercut nearby hotels by 15–20%. Business travellers will book you over a hotel if you’re slightly cheaper and offer a full home.
- Offer weekly & monthly discounts (without tanking profits)
- Adjust for local paychecks.
- If your cold zone is home to blue-collar workers, don’t price like it’s Manhattan. Align with what locals can afford.
- Dynamic pricing beats guessing. Use tools like PriceLabs or Beyond Pricing to adjust based on actual demand, not Airbnb’s lousy advice.
Power Move:
Look at hotel pricing in your area for mid-tier extended stay options, and then Price just below them for a better deal.
Skip Airbnb Dependency, Find Direct Bookings That PAY MORE
If everyone in your cold zone is fighting over Airbnb scraps, you need a direct booking strategy.
Where to get high-paying direct bookings:
- Local Facebook Groups Almost every town has “Need a place to rent” groups where corporate employees, families, and seasonal workers search. List your rental there!
- Company HR Departments Construction firms, hospitals, and universities need housing for rotating workers but hate dealing with Airbnb. Offer them a direct contract.
- Furnished Finder & Corporate Housing Sites
Travel nurses and work teams book directly through these platforms. (Bonus: No Airbnb fees.)
Power Move:
Set up an essential direct booking website with a tool like Hostfully or Lodgify. This will make your rental look professional and help you secure repeat guests without platform fees.
Avoid the ‘Cold Zone Killers’ (What Everyone Else Gets Wrong)
Most investors screw up cold zone rentals because they don’t think like a guest.
The three biggest mistakes that kill profit:
Forgetting curb appeal:
Guests aren’t “settling” for your rental, they should feel like they’re upgrading from a hotel. First impressions matter.
Not optimizing for extended stays:
If someone’s staying weeks instead of days, they NEED comfortable workspaces, laundry, and fast WiFi.
Ignoring local laws:
Just because it’s a “cold zone” doesn’t mean it’s suitable for short-term rentals. Always check zoning laws first.
Power Move:
Audit your listing. Would YOU book it for a week? If not, fix the details before blaming low demand.
Final Thoughts
To summarize, here are a few points to consider.
- Money Is Where Others Aren’t Looking
- Most investors chase hot zones and burn out in the competition.
- The real opportunity is in cold zones with unserved demand, unique positioning, and pricing that makes hotels look like ripoffs.
FAQ
“If no one vacations here, won’t I lose money?”
Your market isn’t tourists—traveling nurses, corporate workers, and insurance relocations are. If hotels operate nearby, demand exists.
“Can I charge hotel rates in a dull town?”
Yes, if you offer what hotels don’t—full kitchens, workspace, and long-term comfort. Business travellers and families pay for convenience.
“What if my property sits empty for months?”
Cold zones thrive on extended stays, meaning fewer turnovers. A single 60-day booking can outperform short-term rentals with constant vacancies.
“Will my place get trashed?”
Long-term guests treat rentals like homes, reducing parties and damage. Strict screening and security deposits protect your investment.
“Isn’t Airbnb dead in non-tourist areas?”
Not for mid-term stays—platforms like Furnished Finder and corporate housing networks cater to essential travellers, while Airbnb itself promotes stays of 30+ days.
“What’s the biggest mistake I could make?”
Pricing is like a vacation rental instead of a long-term stay.
