Can try to reposition to Class B, but neighborhood may impede these efforts.Vacancy Est: Historically 10%, but 15-20% should be used to also cover tenant nonpayment, eviction costs & damages.Tenant Pool: majority will have FICO scores of 560-620 (approaching 22% probability of default), many blemishes, but should have no evictions in last 2 years.

If so, how did you approach it initially?

Approach them directly.

.-- The influx of STR supply has certainly brought down Airbnb revenues the last few years for everyone.

Then if/when another good deal comes up, you can approach a lender and look at leveraging either of the properties in order to fund the down payment of the new property.

RW's fee structure is interesting because it's a "look over HERE, not over THERE" approach. 

Additionally, how many calls does it typically take you to successfully close a deal using this approach?

I'm sure they are out there but this is just a rule of thumb and I would rather use J Scott's approach when he analyses deals outlined in his book.You factor in your desired profit as a cost and you work backwards.

We worked him through the process, brought him a contractor, and gave him all the resources along with giving him tips on layout and all.

Success comes from consistent action and patience, so keep refining your approach and scaling gradually.Good luck!