What if scaling a property management business wasn’t just about adding more listings, but about building a portfolio with solid systems that practically run and scale themselves? Dale Smith, founder of Host & Stay, has done just that, growing to over 1,400 properties with a blend of tech-savvy solutions, bold marketing, and strategic hiring that flips traditional growth strategies on their head.
In our latest Founder and PM Interview Series, Dale shares the innovative approaches that helped him achieve sustainable growth, revealing insights every property manager can use to build their resilient empire.
Meet Dale Smith: Building a Smarter, More Resilient Property Management Business
Originally from the automotive industry, where Dale held roles from marketing to commercial director at the Peter Vardy Group in Scotland, Dale honed his business acumen and strategic mindset. His pivot into property management began in 2016 when he and his father started investing in traditional buy-to-let properties.
Shortly after, they decided to venture into short-term rentals, launching their first holiday let in 2017. Unable to find a property management service that handled bookings, maintenance, and housekeeping under one roof, Dale saw an opportunity and founded Host & Stay in 2018 to provide a fully managed, end-to-end service.
Starting with just 9 properties, he scaled the company to over 1,400 listings Today, Host & Stay is known for its in-house team and tech-driven solutions that help reduce operational costs and improve sustainability, making it a standout player in the UK market.
If you’d rather watch and listen to Dale in action, we’ve got the video right here for you!
Key Takeaways from the Interview
1. Invest in Marketing Early On and Focus on Owner Acquisition
One of Dale’s key strategies for scaling Host & Stay was prioritizing marketing. He emphasizes that property managers aiming to grow need to make marketing a core investment from the start. For Host & Stay, 70% of the marketing budget is focused on owner acquisition, with only 30% directed toward guest bookings. Dale’s approach shows that successful marketing is more than just generating guest bookings; it’s about attracting property owners to the portfolio.
Lesson for Property Managers:
This means moving beyond word-of-mouth and referrals, which, while valuable, have limits. Investing in marketing through digital ads on Google and social media platforms can amplify your reach and brand visibility. Dale also cautions property managers to be patient: while marketing may not bring an immediate return, it compounds over time, yielding exponential growth in the later stages.
2. Building a Strong Team and Investing in the Right People
Another critical takeaway is the importance of having the right people in place. In the early stages, founders are often involved in every detail, but Dale stresses that to scale effectively, founders need to focus on strategic decision-making rather than day-to-day tasks. He recommends bringing in team members ahead of time, even if it impacts short-term profitability, to free up the founder’s time to focus on growth.
Lesson for Property Managers:
Dale’s advice highlights the importance of hiring for growth, not just filling immediate needs. By having key players in place early, a business can position itself to take advantage of new opportunities as they arise. For property managers, this could mean hiring dedicated marketing personnel, operations managers, or maintenance coordinators to streamline tasks and allow the founder to focus on larger strategic goals.
3. Leverage Technology with Effective Systems and Processes
Host & Stay developed a unique tech solution to address a critical issue: managing utility costs and optimizing property occupancy. By creating a proprietary system that uses sensors to monitor and control utilities, Dale has been able to lower operational costs and improve sustainability. This tech-first approach not only reduces overhead but also enriches the guest experience by automating comfort settings.
Lesson for Property Managers:
PMs should think carefully about their tech stack. While there are countless software options for everything from guest communication to maintenance tracking, Dale advises against over-investing in tech tools. The key is to identify core systems that serve your business best and stick with them. Additionally, defining clear processes for team members ensures consistent service and allows staff to handle issues independently, empowering them to take ownership of their roles.
Dale’s journey with Host & Stay shows that with the right marketing, team, and technology, scaling a property management business is not only possible but sustainable.