Selling Your STR in the Smoky Mountains? Don’t Make These Common Mistakes

Posted by Jason White on

 

The short-term rental market is shifting. 

You might be wondering if now is the right time to sell your vacation rental.

With higher interest rates, tighter buyer pools, and questions about demand, it’s easy to feel uncertain.

Whether you’re ready to list now or prefer to wait, the right data can help you make a confident, informed decision.

In this post, we’re walking through four common mistakes to avoid when selling your STR  and what to do instead if you want to sell your Airbnb property successfully in today’s market.

 

Mistake #1: Pricing Without a Plan

It’s tempting to look to look around the neighborhood or surrounding areas and copy the pricing you see on the market. 

But when it comes to how to price a vacation rental for sale, the smarter approach is data-backed and property-specific.

What to do instead:

Show Off What Makes Your STR Shine
When pricing an income-producing property, don’t just list the basics — show the receipts. Investors want proof that your STR performs. 

Here’s what to include:

  • Occupancy Rates & Seasonality Trends — Year-over-year data helps buyers see potential.

  • P&L Statements — A clean profit-and-loss statement builds instant credibility.

  • Future Bookings — Active reservations = immediate cash flow post-close.

  • Recent Upgrades — New roof? HVAC? Hot tub? Mention it. They boost value and peace of mind.

  • Reviews & Guest Ratings — A proven track record of happy guests helps justify your price.

  • AirDNA or KeyData Reports — Bonus points for showing how you stack up against the competition.

The more you can highlight your property’s income potential and operational readiness, the more compelling it becomes to investor buyers.

 

Mistake #2: Ignoring Local Market Conditions

National real estate headlines can be scary. 

But vacation rental markets, especially here in the Smokies,  are hyper-local. 

What’s happening in major metro areas may have little to do with what buyers are seeing in Sevier County.

What to do instead:

Talk to a local agent (like our team) who specializes in STRs and understands the nuances of selling a vacation rental in a tough market. 

We’ll help you interpret the local data so you can price and position your property accordingly.

 

Mistake #3: Skipping the Prep Work

Buyers still expect properties to show well, especially if they’re paying a premium for income potential. 

Deferred maintenance, clutter, and signs of wear-and-tear can leave money on the table.

What to do instead:
Take the time to prepare your home for sale. That means:

  • Fresh paint and deep cleaning (inside and out)
  • Up-to-date landscaping and curb appeal touch-ups
  • Pressure washing decks and driveways
  • Pre-listing pest control
  • Decluttering, especially if the home is a primary residence
  • Addressing minor repairs or 
  • Consider how you might handle bigger projects, if you don’t want to tackle them, with things like a listing price reduction or buyer credits.

A small investment in preparation can make a big difference in how fast your home sells  and at what price.

 

Mistake #4: Assuming It’s “Just Like” Selling a Primary Residence

Selling a short-term rental isn’t quite the same as selling a primary residence. 

Yes, it’s still real estate, but it’s also a business. 

Buyers (especially investors) want to understand not just what the home is, but how it performs.

What to do instead:
Think like a buyer. If you’re comfortable, include details that would you find helpful like:

  • Rental income history or seasonal occupancy trends
  • Booking platform ratings or guest reviews
  • Notes on local vendors (cleaning crews, handymen, or property managers)
  • Any automation tools or systems you’ve set up for turnover
  • Permit details or grandfathered allowances

You don’t need to share every report or trade secret, but giving buyers a glimpse into how the property operates can go a long way. 

The more confidence they have in what they’re buying, the easier it is for them to move forward especially if they’re out-of-state or new to the STR world.

 

Selling your STR in a timely manner is about preparing well, pricing strategically, and working with someone who knows how to sell an income-producing property.

If you’re even considering selling your Smoky Mountain rental, we’d love to be your first call. 

We’ll walk you through the local data, evaluate your property’s current performance, and give you honest advice about what to expect.

We’ve helped hundreds of families sell their Smoky Mountain homes and we’d be honored to help you, too.

 

The Jason White Team
Smoky Mountain Real Estate Experts Since 1996
📍 Gatlinburg • Pigeon Forge • Sevierville
1-877-678-2121
info@jasonwhiteteam.com