I'm landing more deals this year than I ever have, and the short version is: it comes down to mindset—consistency, a tight buy box, and actually taking action—plus a handful of tactical tweaks that make the pipeline productive.

I talk about consistency like it's brushing your teeth: do it often and well, don't hop around tasks, and you'll build momentum instead of excuses. Knowing your buy box means more than just city and square footage—it’s the markets you hunt, the sizes you underwrite, how you plan to finance or exit a deal, and even the exact terms you're willing to accept. Once you nail that, you can say no fast and yes when it counts.

On tactics, we doubled down on market knowledge, got creative with seller financing (two of the recent deals used it), tightened our underwriting by modeling tenant insurance and fee income, and leaned on a great team so I can spend time finding deals instead of answering maintenance calls.

The result? We're at multiple deals in a short span—three deals in about ten months and the potential for six locations stacked into the portfolio—without going balls-to-the-wall reckless. My growth goal is steady cash flow and a healthier team, not just unit count, and that focus lets us scale sustainably while still having time to actually run the business.

If you want the nitty-gritty on any of those tactics—how I underwrite tenant insurance, structure seller notes, or build a buy box—I walk through the specifics so you can steal the playbook (nicely, of course).

Speed is the single most important competitive advantage I lean on in business — especially in self-storage deals — and being fast often wins me the first look and the contract. I talk about real examples: a facility I’d chased for seven years finally came up and because I answered a broker’s email and call within minutes, I put in strong offers before others even woke up; that kind of responsiveness turns pocket listings into closed deals.

My practical rule is this: get 80% of the information up front, underwrite quickly, and move — perfectionism kills opportunities, and I’ll happily remind you that “perfection is a form of laziness.”

To move fast you’ve got to simplify: know your buy box, know what type of investor you are, streamline underwriting so you can decide in 30 seconds to a few minutes, and set processes (or a team) to handle leads and vendor quotes immediately.

Speed isn’t recklessness — don’t forget your metrics and legal protections — but it does build trust with brokers, vendors, and sellers who want partners that respond. I also share tactical stuff we use, like rapid auto-text replies for new leads and clear turnaround promises, because uncluttering your inbox and life makes speed sustainable.

Bottom line: get comfortable with good-enough information, act quickly, and you’ll see how many doors that opens.

Chris Long rents dirt to contractors — literally: fenced, gated yard spaces leased month-to-month, which he calls “self-storage for contractors.” We dig into how the model works (secure yards with keypad or smartphone locks, appropriately sized lots for trailers and equipment, and simple online signups) and why it’s attractive: B2B tenants, predictable cash flow, and a gap between no-frills Craigslist lots and big industrial leases.

I also walk through Chris’s origin story — from apprentice carpenter to GC, a brutal commercial contract that wiped him out, and the scrappy comeback where he cut trees, pre-sold yards, and built his first location while basically broke.

We explain the practical stuff: how to validate demand (there’s demand everywhere if you unlock supply), the zoning and city headaches you’ll face, and why you need capital plus a reliable operator to test a market.

We don’t sugarcoat it — this isn’t a passive beach business; operating yards requires eight different skill sets (sales, delinquency handling, repairs, bookkeeping, site operations, etc.), even if the team stays lean.

Finally, we cover the tools and systems that let us scale — training on School, ClickUp, Slack, HighLevel CRM, and plans for custom software — and how to reach us if you want to learn more (long.com).

Today, we're diving into the nitty-gritty of marketing for your storage facilities, and trust me, there's a lot to unpack. The big takeaway? A lot of folks are just tossing marketing strategies out there and hoping something sticks—like spaghetti on a wall, but less appetizing.

I share insights from my own experiences, especially in small-town Ohio, where you might be the only player in the game yet still spend too much on advertising. We talk about the importance of tracking your marketing effectiveness and exploring alternative methods beyond just Google and Facebook ads, like billboards, local sponsorships, and even the good old Yellow Pages.

Stick around as we explore how to make your marketing money work smarter, not harder, because who doesn’t want to fill those storage units without breaking the bank?

Today, we're diving into the nitty-gritty of storage performance over the years, and let me tell you, it's been quite the rollercoaster ride! I’ve been crunching numbers from my portfolio since 2019, and I’m ready to spill the beans on how my facilities stack up against trends in both smaller and larger markets. Spoiler alert: the demand in your area can make all the difference!

We’ll chat about everything from occupancy rates to the impact of market demand on pricing strategies, and how sometimes, it’s the little guys who come out on top. So, grab your favorite beverage, kick back, and let’s unpack these numbers together—I promise it won’t be a snooze-fest!

Stabilization in self-storage is a topic that often raises more questions than answers, and today we're diving into what it really means. Picture this: you've got a self-storage facility, and you're wondering if it's truly stabilized. This term essentially refers to when a property has hit its market potential—boasting stable occupancy, predictable income, and normalized expenses. However, we argue that even if you think you've hit that sweet spot, there's always room for improvement.

In our chat, we explore the nuances of stabilization, dissecting my own experiences with two very different storage facilities. One has been a cash cow, continually improving in occupancy and revenue, while the other seems to be in a downward spiral.

The contrast between these properties highlights that stabilization is not a one-size-fits-all scenario. The first facility has seen consistent growth, while the second illustrates the impact of market saturation and increasing competition.

Together, we unpack the idea that true stabilization might be a myth, but aiming for that 80–90% mark is not only achievable but essential to maximizing your investment's potential.

Today, we're diving into the shifting landscape of self-storage appraisals with our good buddy, Matt Bilger from Colliers International.

The big takeaway? Self-storage appraisals are taking a hit compared to the booming years of 2019 and beyond, thanks to rising interest rates and economic uncertainty. Matt breaks down how the pandemic paused everything, then a flood of cheap money led to a wild appraisal frenzy, only for the brakes to slam on recently as interest rates climbed.

We chat about the changing dynamics in the market, where larger players are now flexing their financial muscles while smaller operators are feeling sidelined. Plus, we sprinkle in some lighthearted banter about the quirks of the appraisal world and how AI is becoming a handy tool in the business.

Kenny Buelterman is here to chat about his journey from a 20-year banking career to becoming a full-time self-storage investor, and trust me, it’s a ride worth tuning into! He shares how he made the leap from W-2 life to financial freedom, the challenges he faced during the transition, and how he found his groove in the storage space.

We’ll also dive into his new venture, a postcard business that helps storage facilities reach potential customers in a creative way. Kenny shares some solid insights on the importance of having a clear vision and the right motivation to propel you forward, plus a few tips on negotiating with banks that you won’t want to miss.

So, whether you’re looking to break into real estate or just need a little inspiration to chase your dreams, this episode is packed with gems!