Stories Behind the Door

I sit down with Mark Cieri, Co-Founder and CEO of Storage Defender, for a deep dive into PropTech innovation, unit-level monitoring, and entrepreneurial grit  Mark spent more than two decades in international high-tech and semiconductors before running the North American Smart Home Division for Philips Hue . Recognizing that residential smart automation centered entirely around customer peace of mind, Mark launched Storage Defender to bring that same intelligence to self-storage   In this episode, Mark explains how tenant-facing smart monitoring creates a high-margin ancillary revenue stream for owners while delivering critical operational data . We discuss how in-unit sensors capture motion timestamps, duration, temperature, and humidity to assist with staffing, HVAC audits, and predictive security Mark details how the sector evolved from 2021's easy rate-increase environment into today's focus on ancillary income to combat rising property taxes, labor, and debt costs . He also shares how early adopters like Darren Kelly of Right Move Storage helped prove the model, why he views entrepreneurs as bringing "dead" startups to life, and the difference between a preservation mindset and a mission mindset   Key Takeaways From This Episode: The Smart Home Foundation: Why consumers gladly pay a recurring premium for peace of mind, whether for their living room or their remote storage unit   Turning Security into Cash Flow: How unit-level monitoring evolved from a perceived cost into an operator-driven profit center yielding up to $15/month per unit   Operational Intelligence: How tracking customer dwell times and access frequency helps operators optimize on-site labor and identify unusual tenant behavior  Navigating Market Cycles: Why ancillary services are essential for expanding facility NOI during periods of flat street rates and elevated operating costs   Mission vs. Preservation: The mental framework needed to overcome startup doubt and maintain conviction through early-stage friction   Whether you operate a single facility or oversee a national portfolio, Mark's perspective offers a clear blueprint for boosting facility value and customer retention   Connect with Mark: Visit storage-defender.com or reach out directly at [email protected]  Sponsor Shoutout: This episode is brought to you by Kiwi Steel . Wayne Woolsey and his team bring over 30 years of premier experience erecting structural steel for self-storage and small-bay flex developments . Visit kiwisteel.com early in your design phase to put three decades of steel construction expertise to work on your next build

I sit down with Albert Kim, Co-Founder and Chief Technology Officer of StoragePilot.ai, for an in-depth conversation on artificial intelligence, operational automation, and software development in self-storage. Albert built his first startup, Greenline POS, into an online IT retailing and compliance engine serving over 600 businesses across Canada before exiting in 2022. After entering commercial real estate, Albert teamed up with ex-Public Storage VP Kyle Lawrence and industry veteran John Lindsay to build specialized AI agent infrastructure designed specifically for storage facilities. In this episode, Albert breaks down the mechanics behind StoragePilot's dual-agent ecosystem: the external-facing AI Property Manager (handling inbound calls, reservations, gate codes, and payments) and the internal AI District Manager (guiding facility teams through company SOPs and data). We discuss why over 50,000 independent and mid-market facilities must adopt automated communication to defend margins against REIT systems like Public Storage's "Ellie," how AI is transforming engineering workflows, and how welcoming a newborn daughter shapes his long-term view of technology. Key Takeaways From This Episode: The Transition from Retail IT to CRE: How scaling a regulatory compliance platform to 600+ locations prepared Albert to build enterprise systems for storage. Two Fronts of Storage AI: The difference between customer-facing property management agents and internal district management support agents. Closing the Missed-Call Bleed: Why automated 24/7 call and chat response protects high-cost marketing leads from dropping into voicemail. The 50,000-Facility Opportunity: Why mid-market and single-facility operators have the most to gain from AI tools that eliminate staffing bottlenecks. The Entrepreneurial Metric: Why delivering clear, repeatable ROI that makes a client say "let's do business again" remains the ultimate founder benchmark. Whether you are an operator looking to eliminate operational friction or an investor evaluating PropTech adoption in 2026, Albert's insights deliver a clear roadmap for the future of automated facility management. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Albert Kim (StoragePilot.ai) Email: [email protected] LinkedIn: https://www.linkedin.com/in/albert-kim-84a6169b/ Sponsor Shoutout: This episode is brought to you by Kiwi Steel. Wayne Woolsey and his team bring over 30 years of premier experience erecting structural steel for self-storage and small-bay flex developments. Visit kiwisteel.com early in your design phase to tap into three decades of construction expertise on your next ground-up build.  

I sit down with Armand Aghadjanians, Director of Acquisitions at Store Here Self Storage, for his first-ever podcast appearance. Known across LinkedIn for his deep-dive research and data transparency, Armand brings an unfiltered, analytical perspective to modern real estate acquisitions. Armand shares his journey from an art history background and a role in commercial brokerage at Colliers to joining a seasoned acquisition team with decades of combined experience. We discuss the mechanics of underwriting discipline, exploring why Store Here cut their acquisition volume to a fifth of their historical average during the peak buying craze rather than stretching projections to win deals. Armand outlines his macro framework for tracking capital cycles, explains why he openly shares his investment thesis online, and breaks down the core due diligence checkpoints outlined in his new book, Self Storage Due Diligence: A Checklist for Investors. Key Takeaways From This Episode: Underwriting with Restraint: The courage required to push back capital and decline deals when market pricing disconnects from realistic operational forecasts. Macro Cycle Awareness: Why long-term investment success comes from waiting for clear opportunity windows rather than chasing every market run. The Power of Open Playbooks: How providing transparent education elevates market standards and prevents destructive pricing mistakes across the industry. Escrow Execution: The critical 75-item checklist buyers need to audit operational records, vendor contracts, and physical assets during due diligence. Family-Driven Purpose: How 4 AM mornings and a dedicated family life fuel a relentless commitment to professional excellence. Whether you are evaluating your first storage acquisition or managing an active investment pipeline, Armand's research-heavy frameworks offer an indispensable guide for navigating today's market. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Armand Aghadjanians (Store Here Self Storage) Email: [email protected] LinkedIn: https://www.linkedin.com/in/aghadjanians/ Get Armand's book here: https://a.co/d/0cSWxwOI Sponsor Shoutout: This episode is brought to you by Kiwi Steel. Wayne Woolsey and his team bring over 30 years of premier experience erecting structural steel for self-storage and small-bay flex developments. Visit kiwisteel.com early in your design phase to tap into three decades of construction expertise on your next ground-up build.

I sit down with Hamza Ali, Founder and CEO of Hamza Invests and creator of the Flex Space Network, for an unfiltered deep dive into the blueprint of modern small-bay industrial development. Hamza immigrated to the United States from Dubai at 28, initially planning to build a 6,000-square-foot motorsports garage to meet visa requirements. When a buyer purchased the shell before completion for five years' worth of projected business profits, Hamza realized small bay flex was the ultimate commercial asset class. In this episode, Hamza breaks down the exact layout math derived from over 600 developers in his network, explaining why the 1,650–1,750-square-foot bay size hits the absolute sweet spot for maximizing rental rates and tenant retention. We examine his ultra-lean management model, running one million square feet with a single remote property manager, and discuss why institutional private equity has provided debt and balance sheets but has yet to fully unlock direct equity for flex sponsors. Hamza also explains why the availability of U.S. debt structures makes America the premier place to build lasting wealth compared to international cash hubs like Dubai. Key Takeaways From This Episode: The Accidental Flex Pioneer: How an immigrant motorsports business plan transformed into a premier flex development platform. Layout Optimization: Why 1,000 sq ft units bring high tenant turnover and 2,000 sq ft units trigger price sensitivity, making 1,650–1,750 sq ft the ideal footprint. Operational Efficiency: The systems required to manage a 1,000,000 sq ft portfolio remotely with one core implementer. Capital Markets Reality: Analyzing where private equity currently participates in flex space and the runway ahead once institutional equity checks unlock. The Specialized Tenant Base: How modern small bay units serve as essential, unshakeable incubation hubs for robotics, aerospace, and specialized manufacturing. Whether you are transitioning out of multifamily or looking to break ground on your first small bay parcel, Hamza's data-driven frameworks provide an indispensable guide for 2026 and beyond. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Hamza Ali (Hamza Invests): Email: [email protected] Get your Tickets for the Flex Space Connect: https://flexspaceconnect.com/ This Episode was brought to you by: https://www.kiwisteel.com/ Sponsor Shoutout: This episode is brought to you by Kiwi2 Steel. Wayne Woolsey and his team bring over 30 years of premier experience in erecting structural steel for self-storage and small-bay flex developments. Visit kiwisteel.com early in your design phase to tap into three decades of field expertise on your next ground-up build.

I sit down with Jefferson and Velvet Warner, founders of Velvet Touch Executive Storage, for a deep dive into the realities of developing high-end boat and RV storage. Velvet and Jefferson spent years flipping residential homes before a single phone call seeking storage for their own fifth-wheel revealed a massive supply-demand imbalance in the Phoenix market. In this episode, the Warners share the raw, behind-the-scenes story of taking an eight-figure Class A development from raw dirt to final construction drawings. We explore how they pivoted their design from open canopies to fully enclosed structures, how they engineered a fix for 1,200 feet of underground land subsidence, and how they stayed focused on building generational wealth while Jefferson successfully fought Stage 4 prostate cancer. Episode Highlights The Spark: Discovering a 400-person waiting list for local storage spaces and calculating the potential NOI on the drive home. Engineering Pivot: Turning 1,200 feet of land fissures into an opportunity to build fully enclosed units that command double the rental rates. Personal Resilience: Choosing to press forward with a commercial build amidst a major cancer diagnosis. Generational Impact: Using real estate development to break middle-class paradigms and teach their eight grandchildren about passive income. Team Alignment: The necessity of hiring an owner's rep and specialized engineers to navigate complex municipal permitting. Whether you are a residential investor looking to scale into commercial development or an operator interested in the boat and RV asset class, Jefferson and Velvet's story is a masterclass in mindset, partnership, and perseverance. Sponsor Shoutout: This episode is brought to you by Kiwi Steel. Wayne Woolsey and his crew bring over three decades of field expertise to ground-up self-storage and flex projects. Head to kiwisteel.com early in your design phase to keep your build on schedule and under budget.

I sit down with Ryan Chapman, Co-Founder and CEO of Lumio, for a fascinating conversation on artificial intelligence, Silicon Valley engineering, and vertical problem-solving in commercial real estate. Ryan spent nearly a decade at Apple managing teams building machine learning infrastructure and Siri agent systems before launching Lumio alongside his childhood best friend since age two, Clay Jones. In this episode, Ryan outlines why horizontal AI systems often struggle across broad domains and why Lumio chose to go hyper-deep into self-storage. He breaks down how voice agents convert routine phone inquiries, execute complex operational playbooks, and capture missed revenue without adding payroll. Ryan shares real-world data from their enterprise rollout with Rec Nation, explains why AI adoption is becoming as mandatory as having a website, and reflects on the regret-minimization mindset that empowered him to leave Apple to build something of his own. Key Takeaways From This Episode: Constrained Domain Autonomy: How focusing exclusively on self-storage allows AI agents to handle complex facility playbooks seamlessly. Navigating Career Transitions: Ryan's decision-making process when leaving a decade-long tenure at Apple while starting a family. Enterprise Validation: How Rec Nation deployed Lumio's voice agents across ~70 locations to streamline customer support and sales. Combating OpEx Pressures: Why deploying AI agents provides small and mid-sized operators with the margin relief needed to offset rising property taxes and insurance costs. Lifelong Partnerships: The trust, shared history, and joint growth mindset required to build a company with your childhood best friend. Whether you are an operator evaluating voice AI solutions or an entrepreneur navigating a major career leap, Ryan's insights offer a clear masterclass in modern technology execution. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Ryan Chapman (Lumio) Email: [email protected] LinkedIn: https://www.linkedin.com/in/ryanechapman/ Sponsor Shoutout: This episode is brought to you by Kiwi Steel. Wayne Woolsey and his team bring over 30 years of premier experience erecting structural steel for self-storage and small-bay flex developments. Visit kiwisteel.com during your ground-up planning phase to tap into three decades of field expertise. Special thanks also to our data partner, Noah Starr at Tracked IQ!

I sit down with Travis Morrow, CEO of Store Local and Tenant Inc., for a masterclass in self-storage operations, technology, and industry trends. Travis has spent more than two decades in the business, scaling from an intern at National Self Storage to leading nationwide co-ops and media platforms for independent owners. In this episode, we address the macro shifts transforming self-storage in 2026. Travis explains why major REIT consolidations are a natural part of the industry's lifecycle, drawing clear parallels to the hotel and hospitality sector. He breaks down how cap rates are aligning more closely with multifamily as Wall Street cements its confidence in the asset class. We also explore how Store Local grew to over 530 member companies to help independent operators leverage collective buying power, why he acquired Modern Storage Messenger in 2023, and what to expect at MSM The Show in Atlanta this November. Key Takeaways From This Episode: First & Foremost an Operator: Why Travis approaches every technology, co-op, or media venture with a focus on how it directly improves store-level P&Ls. The Lifecycle of Consolidation: Understanding why big portfolio roll-ups provide the ultimate exit liquidity for independent operators. Bridging the Tech Gap: How independent owners can combine resources through co-ops to deploy competitive systems without massive single-store budgets. Reinventing Storage Media: Transitioning a 40-year-old print legacy into an interactive digital magazine while keeping the independent operator's voice alive. East Coast Event Coverage: Why "MSM The Show" was built to serve an underrepresented Fall East Coast market with over 60 hours of curated content across data, development, investment, and operations. Whether you operate a single facility or manage a multi-state portfolio, Travis's blend of operational grit and forward-looking vision offers valuable perspective for navigating today's market. Event Info: Register for the November show at msmtheshow.com. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Travis Marrow Email: [email protected] LinkedIn: https://www.linkedin.com/in/storageoperator/ Sponsor Shoutout: This episode is brought to you by Kiwi II Steel. Wayne Woolsey and his team bring over 30 years of experience delivering structural steel solutions for self-storage and small bay flex developments. Visit kiwisteel.com early in your design phase to leverage three decades of construction expertise on your next ground-up project.  

I sit down with Noah Woolsey from Kiwi2/Kiwi Steel for a deeply personal look at family legacy, structural engineering, and corporate transitions. Noah spent his entire youth surrounded by self-storage builders, eventually joining his father, Wayne Woolsey, to navigate one of the most respected steel operations in the commercial sector. Noah outlines the operational realities of the July 2026 marketplace. We look closely at the macroeconomic factors that are causing developers to hold back projects until early 2027 as they wait out interest-rate shifts and steel-pricing timelines. Noah explains why Kiwi Steel embraces a proudly "old school" approach to estimation and business development—relying on manual calculations and deep human trust rather than delegating calculations to open-source AI. We also walk through the strategy behind the team's massive corporate merger with Janice International, explaining how a public acquisition can leave a legacy private brand completely untouched on a local execution level. Key Takeaways From This Episode: The Entrepreneurial Buffer: Noah describes his father's masterful ability to work until midnight at the kitchen table without letting the emotional toll of business cross into his family life. The Regional Real Estate Divide: A strategic look at current development trends showing why the West Coast is holding steady while East Coast projects face major financing bottlenecks. The Small Bay Pivot: How a sluggish residential housing market is being offset by dense apartment construction, creating a massive secondary wave of demand for small bay flex, boat, and RV toy storage. Precision Value Engineering: How to protect your project parameters by using targeted zip-code calculations—beefing up roof purlins for Massachusetts snow loads or modifying structural frames for high-velocity Florida wind loads. The Truth of the Handoff: Why institutional buyers are willing to pay massive premiums for private platforms while keeping the original founders completely in charge of the day-to-day controls. Whether you are a private merchant developer waiting for the right moment to break ground on a new asset or an independent operator analyzing the industrial flex market, Noah's unique mix of multi-generational wisdom and front-line data is essential listening. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Noah Woolsey Email: [email protected] LinkedIn: https://www.linkedin.com/in/noah-woolsey-9499a1183/ This Episode was brought to you by:  https://www.kiwisteel.com/

I sit down with Gary Edmonds, the former head of The Storage Manager, for a deeply insightful history lesson and operational reality check. Gary has spent a quarter-of-a-century operating, developing, and consulting within the storage vertical, tracking its transition from a niche real estate landhold into an intense institutional landscape. Gary maps out his entry into the space in 2001, shifting away from residential real estate after a friend's sudden divorce forced an emergency liquidation of properties. We look closely at the modern operational traps of 2026—where owners stack up recurring software costs without measuring true local ROI. Gary passes down his foundational advice on defending your cash flow against rising 40% expense ratios, why commercial/contractor tenants are the ultimate stable base, and why he and his wife Diane recently chose to step away from 90-hour property management weeks to focus back on their core investments. Key Takeaways From This Episode: Analyze True Competition: Why your neighborhood metrics matter more than flashy software sales pitches. Each layer of tech must generate clear returns or be cut from your margins. Safety Rules Over Aesthetics: Customers do not pick facilities based on the color of your roll-up doors. They choose assets based on the explicit safety and cleanliness they feel. The Commercial Trade-off: High-touch contractor clients demand early 6:30 AM gate availability and require frequent lot cleanups. However, they build out spaces like their own garages and stay rooted far longer than consumers. The Legislative Wall: Why micro-market operators in secondary and tertiary zones are not safe from predatory city licensing laws and syntax adjustments. Association membership is mandatory to maintain a unified voice. A Call for Community Support: Host Thaddeus Campbell shares a critical GoFundMe initiative for longtime producer Erick Falck, whose family's home region north of Caracas was recently devastated by a major earthquake in Venezuela. Whether you are a corporate developer building automated Class-A assets or an independent owner protecting your local domain, Gary's grounded, non-commercial advice provides the perfect blueprint for the road ahead. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Gary Edmonds Email: [email protected] LinkedIn: https://www.linkedin.com/in/gary-edmonds-70899a23b/ Donate for the Venezuela Earthquake victims here: https://www.gofundme.com/f/emergency-relief-for-venezuela-earthquake-victims Sponsor Shoutout: This episode is brought to you by Kiwi2 Steel. Wayne Woolsey and his partners bring over three decades of premier experience providing structural steel erection for self-storage and small-bay flex projects. Visit kiwisteel.com early in your land planning phase to lock down stable parameters and ensure your development's eventual commercial success.

I sit down with Laura Holmes, CEO of Warehouse Anywhere, for an inside look at how enterprise businesses are completely rethinking supply chain logistics through the lens of self-storage. Laura shares the incredible story of navigating the massive Extra Space and Life Storage corporate merger, transforming a back-office utility into a standalone platform that handles the physical storage burdens for national sales forces. We dive into the massive operational inefficiencies inside corporate storage accounts, where companies routinely lose track of forgotten inventory and historical marketing items—and how centralized platforms provide instant visibility. Laura breaks down the exact differences between strict traditional warehousing and nimble, month-to-month storage models, why B2B commercial accounts are the ultimate tenant base for operators, and how she leverages agentic tech workflows to keep her business running on steroids. Key Takeaways From This Episode: The Operational Audit: How digging into corporate expense reports often reveals that field reps are storing old household furniture alongside high-value company assets. The Flexibility Factor: Why avoiding restrictive long-term leases enables enterprise firms to scale up or down instantly in response to seasonal product launches. Streamlining the Network: Eliminating the administrative nightmare of managing hundreds of separate property managers across a fragmented 70,000-location US map. A New Era of Data: Shifting past rigid, pre-built reports to utilize conversational data environments that answer complex regional inventory questions instantly. The Global Roadmap: Laura outlines her future milestones, including expanding footprints into Canada and tracking emerging macro storage associations across Europe and Asia. Whether you are a self-storage operator looking to capture premium commercial tenants or a real estate professional tracking the massive convergence of tech and industrial flex space, Laura's sharp execution strategies and building milestones are essential listening. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Laura Holmes (Warehouse Anywhere) Email: [email protected] LinkedIn:https://www.linkedin.com/in/lauratholmes/ Sponsor Shoutout: This episode is brought to you by Kiwi Steel. Wayne Woolsey and his premier team bring over 30 years of field-tested experience providing structural steel solutions for self-storage and small-bay flex developments. Visit kiwisteel.com early in your planning timeline to leverage three decades of crew expertise, lock in structural parameters, and prevent costly design modifications down the road.  

I sit down with Matt McDermott, CPA, the owner of South Jersey Tax Services and my personal accountant, for a masterclass in strategic tax planning, asset protection, and wealth preservation. Matt spent the early part of his career climbing the corporate ladder of the world's most recognizable financial institutions, including Deloitte, Merrill Lynch, and BlackRock, before pivoting to run his own highly successful advisory firm. In this episode, we explore how Matt scaled his business to over 1,200 clients by treating accounting as a process and efficiency problem rather than a sales problem. Matt breaks down his core wealth strategies, explaining why business owners must stop intentionally under-reporting revenue to avoid short-term tax bills, as it fundamentally cripples their long-term valuation and bank financing power. We dive deeply into high-yield real estate mechanisms, including cost segregation studies, 1031 exchanges, and how to utilize the IRS "Real Estate Professional" status to completely offset a spouse's heavy W-2 tax burden. Key Takeaways From This Episode: The Big Box Forensic Play: Matt recounts his time as a 22-year-old auditor uncovering a billion-dollar sale-leaseback corporate accounting failure that shocked the financial markets. The Ultimate Valuation Pitch: Why smart cash flow reporting and tax books must be structured cleanly to protect your eventual business exit strategy. The Non-Cash Friend: How real estate developers and operators can maximize depreciation by shifting from standard 39-year timelines down to 5- or 7-year buckets via engineering cost segregation. The W-2 Offset: How a married couple can convert passive real estate investments into an active participation designation to legally wipe out corporate tax exposure. The Limits of Agentic AI: Why open-source data risks keep AI restricted from executing direct tax resolutions, and how operators can still deploy machine learning to clear out their communication inboxes and capture sales leads. IRS Tealeaves for 2026: A look inside the current automated environment of the IRS, why "false positive" compliance letters are spiking, and how to handle sudden auditor turnover. Whether you are a real estate merchant developer, a small-bay flex operator, or an ambitious entrepreneur trying to scale your company past its current labor blocks, Matt's institutional clarity and real-world tax playbooks are mandatory listening for your 2026 financial roadmap. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Matt McDermott Email:[email protected] Website: https://www.southjerseytaxservices.com This Episode was brought to you by: https://www.kiwisteel.com/  

I sit down with Dr. Richard Dalyai, a vascular neurosurgeon and the co-founder of Self Storage Brothers, for a masterclass in operational discipline, data tracking, and intentional family leadership . Richard brings an incredibly precise, clinical lens to real estate . After spending his twenties working 100-hour weeks during an elite residency at Thomas Jefferson University, he realized that despite his love for saving stroke patients, he wanted true asset ownership outside of massive hospital bureaucracies . Since 2020, he has partnered with his wife and mother to build a powerhouse regional brand spanning 10 locations from Raleigh East to Greenville, North Carolina. We explore why he rejects standard third-party management, how he uses local southern accents as a competitive barrier against Wall Street REITs, and the exact steps he took to build a proprietary data warehouse using Google Cloud, BigQuery, and Claude AI to audit his business daily . Key Takeaways From This Episode: The Autonomy Asset: Why doctors and high-earning professionals are turning to storage for a sense of true business ownership . Local Operations Over Everything: How deep localized knowledge of your own backyard can outperform multi-billion-dollar institutional capital . Lean AI Workflows: Why you don't need dozens of corporate employees if you use structured machine learning to review daily communication metrics . The Long-Term Hold: Staying insulated from five-year debt balloons by focusing on sustainable, cash-flowing regional assets . Stewardship & Legacy: Incorporating young children into field audits and lock checks to pass down entrepreneurial instincts early . Whether you are a busy medical professional looking to diversify your wealth or an independent operator searching for a technical edge in 2026, Richard's mix of high-stakes surgical focus and grit is a must-listen . Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This Episode was brought to you by: https://www.kiwisteel.com/

I sit down with Will Skillman, Founder and CEO of Trowbridge Development, for an unfiltered masterclass in small-bay industrial flex operations and raw entrepreneurial discipline . Will has flipped 100 homes, managed dozens of apartment buildings, and rolled up massive mobile home portfolios across the Midwest before targeting the highly fragmented small-bay asset class . We unpack the exact economic indicators driving the small-bay boom in 2026, where sub-5% vacancies meet a massive gap between acquisition costs and soaring replacement costs . Will explains why he chose to pull back the reins on 15 months of development planning to protect his investors' capital, how he structures deals using seller notes to bridge valuation gaps, and why maintaining total equity control trumps chasing institutional fee-play models every single time . Key Takeaways from this Episode: The Intelligence of Capital Discipline: Why walking away from unfeasible projects is the ultimate sign of investment maturity . The NNN Myth: Why treating small trades, HVAC companies, and logistics entrepreneurs with a Modified Gross structure creates a better customer experience . Municipal Partnerships: How to actively work with local cities to secure TIF benefits that bridge your 10-year P&L gaps . Workflow Automation Over Autonomy: How to integrate AI layers into your underwriting and deal discovery without losing the mandatory human touch . Building the Balance Sheet: Why Will prefers retaining the lion's share of equity and risk rather than living and dying by transaction syndication fees . Whether you are a seasoned operator seeking local joint-venture opportunities or an entrepreneur ready to break out of the corporate 9-to-5 loop, Will's blunt, data-backed insights provide the ultimate roadmap for navigating real estate cycles . Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Will Skillman (Trowbridge Development) Email: [email protected] LinkedIn: https://www.linkedin.com/in/willskillman/ This Episode was brought to you by:  https://www.kiwisteel.com/

I sit down with Zach Dickens, the Chief Investment Officer at Extra Space Storage, for a masterclass in institutional real estate, macroeconomics, and programmatic growth . Zach has spent over two decades directing the investment strategies for one of the most successful public platforms in modern real estate history . We step through the defining eras of the self-storage asset class. Zach shares behind-the-scenes insights into the 2005 Storage USA transaction, explaining how a tiny, newly public platform structured a complex joint venture with Prudential to swallow an entity three times its size . We trace the survival mechanisms Extra Space deployed during the 2008 banking collapse, the integration mechanics behind their 2023 Life Storage merger, and his real-time perspective on the massive consolidation occurring across the sector in 2026 . Key Takeaways From This Episode: The Value of Scale: Why self-storage has transformed from simple real estate landholds into an elite business of operational and technological scale . The Private-Public Disconnect: Zach explains why public REITs have been historically oversold and undervalued compared to underlying private asset cap rates. Recession-Resistant Fundamentals: Why the affordability and downsizing drivers of storage keep cash flows durable during macroeconomic downturns . Data Transparency via Management: How being the nation's largest third-party manager feeds a proprietary acquisition pipeline with perfect financial visibility. Steel Sharpening Steel: Why cooperation within major industry trade associations preserves a greater good for both operators and consumers . Whether you are a private merchant developer seeking a bridge loan to stabilization or an investor tracking Wall Street's current real estate signals, Zach's deep analytical clarity and boundless energy provide the exact playbook you need for the road ahead . Connect with Thaddeus Campbell (S3 Partners):Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Zach Dickens:Email: [email protected] LinkedIn: https://www.linkedin.com/in/zachary-dickens-9839295/ This Episode was brought to you by:https://www.kiwisteel.com/

I sit down with Andrew Dunn, Co-Founder and Principal at VAC Development, affectionately known in the market as the Value Add Cowboys . Andrew is operating at an incredibly elite level in the middle-market commercial space across Las Vegas, Reno, and Phoenix, and he brings a masterclass in market awareness and execution to the microphone today . We dive into Andrew's transition from executing 75 intense residential turnarounds to commanding massive commercial assets. He pulls back the curtain on how his team successfully completed a 110,000-square-foot office-to-industrial conversion, generating an incredible exit . We also discuss why he prefers the granularity of unrated small business tenants over credit deals, how to successfully manage investor trust, and how pushing your physical limits in endurance sports prepares you to handle high-stakes commercial risk . Key Takeaways From This Episode: The Operating Arbitrage: Why treating your role as a general partner like an "information dealer" allows you to mitigate risks that scare away institutional cash . Granular Protection: How relying on a diversified base of essential, blue-collar logistics and fulfillment entrepreneurs keeps your cash flow completely AI-resistant . Creative Debt Structures: A raw look at borrowing at an 80% LTC debt fund structure at 11% interest to fully back your conviction when JV partners hesitate . Adapting Under Pressure: Why surviving a real estate cycle means abandoning "in-a-box" thinking, managing the bid-ask spread, and knowing when to "GTFO" before a market shifts . The Cowboy Creed: How Andrew and his partner skipped generic corporate branding to build a company that honors their scrappy, competitive, and agricultural roots . Whether you are looking to scale your own syndication model, break into the light manufacturing vertical, or simply build the work ethic required to win, Andrew's unfiltered, high-energy advice is mandatory listening. Connect with Thaddeus Campbell (S3 Partners):Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Andrew Dunn (VAC Development)Email: [email protected] LinkedIn: https://www.linkedin.com/in/andrewmdunn41 This Episode was brought to you by:https://www.kiwisteel.com/

I sit down with Maggie Bode, Head of Enterprise Sales at Uniti AI, for a masterclass in operational efficiency and automation. Fresh off her panel at the Northeast Storage Expo, Maggie explains why deploying technology in diverse storage portfolios isn't one-size-fits-all. She shares her transition from customer success in luxury multifamily high-rises in NYC to tech solutions in the storage sector. We discuss the math behind AI voice containment, highlighting how operators can automatically handle 80% of routine calls, allowing sales teams to focus on high-value contracts. We also explore the shifts in consumer demographics, the cost of phone trees, and how her classical dance background informs her leadership in corporate real estate. Key Takeaways From This Episode: Digital Expectations: Why the under-25 renter segment will actively avoid your business if they are forced to pick up a phone or interact with a human counter agent. The Containment Strategy: How to seamlessly escalate the 20% of highly nuanced, sensitive customer calls to live agents while letting AI wipe out the routine background noise. Eliminating Friction: How modern conversational AI instantly recognizes returning customers by name and phone number to bypass manual lookups entirely. The Cost of Missed Windows: Why a manager stepping away to execute a lock check or sweep a unit can quietly cost you thousands of dollars in lost lifetime renter value. The "Humble Rebel" of YLG: A look at Maggie's dedication to building out the SSA Young Leaders Group to empower the next generation of real estate pioneers . Pop Culture Decompression: Why "ESPN is the Bravo for men" and why tracking reality TV workflows takes a surprising amount of emotional intelligence. Whether you are an institutional operator looking to scale seamlessly or an independent owner wanting to operate like a multi-thousand-door powerhouse, Maggie's sharp insights and infectious energy will change how you view your front office. Connect with Thaddeus Campbell (S3 Partners):
 Email: [email protected]
 LinkedIn: https://www.linkedin.com/in/itsthadcampbell/
  Connect with Maggie Bode (Uniti AI)
 Email:
[email protected] LinkedIn: https://www.linkedin.com/in/maggiebode/ This Episode was brought to you by:
 https://www.kiwisteel.com/

I sit down with Jim McGuffin, Managing Director at Hirewell, for a fascinating look into the human capital and executive workforce driving self-storage . Jim runs the real estate division at Hirewell and has placed high-level executives, from CFOs to VPs, across more than a third of the top 25 self-storage operations in the country. Jim brings an incredible macroeconomic perspective to the table as we navigate the realities of 2026 . We discuss the dramatic shift from the hyper-vibrant "hiring frenzy" era of 2021–2023—which saw across-the-board 10% to 15% salary hikes—to today's landscape of "cautious optimism" . Jim explains why the freeze in capital markets has suppressed standard acquisitions roles, triggering a massive 5-to-1 surge in placements for ground-up raw land development professionals instead. We also talk about candidate psychology in a tight market, how to protect your brand with a 95% placement "stick rate," and what it really means to calibrate company culture. Key Takeaways from this Episode: The Operational Safety Net: Why companies are heavily investing in property management, asset management, and accounting talent in 2026 to squeeze out maximum portfolio yield. The Candidate Seesaw: Why top-performing executive talent has become highly risk-averse, avoiding the threat of being "first in, last out" at a new firm . Radical Transparency: How posting specific, real-world placements on LinkedIn has driven massive inbound requests to Hirewell . The AI Nuance Deficit: Why algorithmic tools are highly effective at back-end candidate tracking but utterly useless at selling the human story of an opportunity. Guns Up in Lubbock: Why Jim chooses to run a national real estate search team from a co-working office overlooking the Texas Tech football field . If you are a self-storage owner trying to optimize your leadership structure, or a real estate professional attempting to navigate your next career leap in 2026, Jim's battlefield data from Hirewell is mandatory listening . Connect with Thaddeus Campbell (S3 Partners):
 Email: [email protected]
 LinkedIn: https://www.linkedin.com/in/itsthadcampbell/
 Connect with Jim McGuffin Email:
[email protected]  LinkedIn:
https://www.linkedin.com/in/jim-mcguffin/ This Episode was brought to you by:  https://www.kiwisteel.com/

NYC self-storage is in the middle of the toughest regulatory fight in its history. Most operators outside New York have no idea what's coming or how fast it could spread to their market. James Coakley, President of Cayre Equities (Treasure Island Storage) and immediate past president of the New York Self Storage Association, joins Thaddeus to unpack what's actually happening on the ground: the loss of the ICAP tax abatement that made NYC development pencil, the 35% assessment hike on storage buildings landing in 2026, the new DCWP registration law and the rulemaking fight underway right now, Intro 495's proposed 2% rate cap, and the agency lawsuit against a major REIT. James has spent over two decades in NYC self-storage — starting at Manhattan Mini Storage, moving through United Stor-All, and leading Cayre Equities since 2009. In this conversation he shares how a family-office operator approaches development when merchant deals no longer underwrite, why Treasure Island stayed in NYC while everyone else chased the Sunbelt, and what every operator in every state should be doing right now to build relationships with local policymakers before regulation finds them. If you operate, develop, or invest in self-storage anywhere in the country, this episode is a preview of what's coming. Maryland is already testing per-facility taxes. Other states are watching. (02:00) How James got into self-storage (04:00) Joining Care Equities in 2009 (06:00) Operating with family-office backing (07:45) Why Treasure Island stayed in NYC (09:30) How NYC development has changed since 2009 (12:00) The ICAP tax abatement — and why losing it killed most new deals (14:30) The 35% assessment hike on E7 storage buildings (17:30) Why valet storage never replaced self-storage in NYC (18:45) The new NYC registration law and DCWP rulemaking (22:30) The DCWP lawsuit against a major REIT (23:00) Industry consolidation and why state associations matter (25:30) What every operator should be doing about local politics (28:20) What motivates James to give back to the industry Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with James Coakley Email: [email protected] LinkedIn: https://www.linkedin.com/in/james-coakley-8aa6a18/ This Episode was brought to you by: https://www.kiwisteel.com/

I sit down with Scott Zucker, a partner at Weissmann Zucker Euster + Oblinger, P.C. and a literal Hall of Fame fixture in the storage world . Scott has spent nearly four decades acting as a "counselor and defender" for storage operators, helping define the legal statutes that govern how we do business today . We tackle the heavy-hitting issues currently keeping owners up at night. From the New York City licensing laws and the high-profile Extra Space lawsuit to the "transparency" requirements of California's SB-709, Scott provides the essential legal context needed to navigate an increasingly regulated industry . We also discuss why the "rising tide raises all boats" mentality of the storage industry has made it the most cooperative vertical in real estate . Key Takeaways from this Episode: Visibility Breeds Oversight: As storage moves to "Main Street," it has attracted the attention of millions of consumers and their legislators . The Mitigation Obligation: Why tenants have a legal responsibility to inspect their units and report issues so landlords can act. Deceptive Pricing vs. Promotion: Understanding the guardrails of ECRIs and marketing standard rates . Institutional Consolidation: Scott's perspective on watching small developers become billionaires over the last 40 years . A Heart-Centered Career: Why Scott is driven to make his parents proud and protect the industry he has grown to love. Whether you're a "mom and pop" operator or an institutional REIT, Scott's insights into the "universal law program" of self-storage are mandatory listening for 2026. Connect with Thaddeus Campbell (S3 Partners): Email: [email protected] Linkedin: https://www.linkedin.com/in/itsthadcampbell/ Connect with Scott Zucker Email: [email protected] LinkedIn: https://www.linkedin.com/in/scott-zucker-3643b712/ This Episode was brought to you by: https://www.kiwisteel.com/

I sit down with Frank Forte, Partner at Lucern Capital Partners, for a masterclass in consolidating the fragmented small bay industrial market . Frank has spent the last decade moving from high-level institutional banking to active ownership, raising over $100 million in equity and delivering project IRRs that most pro-formas wouldn't dare to show . We discuss the stark reality of the 2026 real estate market—what Frank calls a "long winter" for multifamily and storage—and why he believes the "middle 80%" of a deal (the operations) is where true wealth is created . From towing 85 cars off a distressed Charlotte site to helping small business owners find stability through five-year leases, Frank's approach is a blend of hard-nosed Jersey grit and sophisticated financial underwriting . Key Takeaways from this Episode: Contenders vs. Pretenders: Why you need to peel back the onion on who is actually owning and operating assets versus just posting on LinkedIn . The Insulation of NNN: How small bay industrial protects landlords from the "pound of flesh" tax assessors are taking from residential and multifamily owners . Unlocking "Tetris" Value: Creative ways to move tenants within a park to mark rents to market without losing occupancy . The "Humble Rebel" Mindset: Why hungry entrepreneurs and small business owners make the best tenants . Global Economics: What a 90% tax rate in France can teach U.S. business owners about corporate structure and the ability to exit . If you are a real estate professional looking for the "storm clouds to clear," Frank's insights on finding and fixing distressed industrial assets are essential listening . Connect with Thaddeus Campbell (S3 Partners):
 Email: [email protected]
 LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ 
 Connect with Frank Forte (Lucern Capital Partners) Email:
[email protected] LinkedIn:
https://www.linkedin.com/in/frankfortelucern/ This Episode was brought to you by:
 https://www.kiwisteel.com/

I sit down with Kyle Lawrence, Co-founder and CEO of StoragePilot AI, to discuss the massive technological shift happening in self-storage. Kyle spent over two decades in the industry, rising through the ranks of Public Storage to manage operations across Canada before striking out on his own to build and sell facilities for the "orange behemoth" and other private owners . In this episode, we explore the "operating arbitrage" available to independent owners in 2026. Kyle explains how his team built a virtual property manager and a virtual district manager to handle everything from lead-to-lease communication to 24/7 troubleshooting for on-site managers . We discuss why "picking up the phone" is the most vital task for survival in a competitive market and how AI is finally allowing smaller guys to out-maneuver the giants . Key Takeaways from this Episode: Speed is Life: Why the ability to pivot like a "speedboat" gives independent owners a distinct advantage over corporate "tankers" The Virtual DM: How to automate SOPs, HR support, and even overflowed toilet troubleshooting so managers don't have to call the owner at 2 AM . Revenue Loss: A sobering look at how much money is left on the table when businesses rely on fishing poles instead of "big nets" like 24/7 AI answering. Global Perspectives: Kyle shares insights from clients in Europe and Asia, proving the struggle for customer acquisition is universal. Mental Toughness: A look into Kyle's background in Mixed Martial Arts and why being "kicked in the head" makes the stress of a multi-billion dollar business feel manageable. If you are looking to scale your operations without exploding your payroll, Kyle's blend of REIT-level discipline and "back of the house" AI innovation is essential listening. Connect with Kyle Lawrence: Email: [email protected] Website: https://www.storagepilot.ai/ Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell This episode was brought to you by: https://kiwiconstruction.com/

I sit down with Stan Bonilla, Senior Vice President of Asset Management and Development at Safeguard Self Storage, for a deep dive into the institutional side of the business . Stan brings decades of experience to the table, and in this episode, he pulls back the curtain on how a privately held REIT managed by Morgan Stanley navigates a turbulent 2026 market . We discuss Safeguard's recent pivot from ground-up development to aggressive acquisitions and why their all-cash buying power allows them to close multi-million dollar deals in under three weeks . Stan also provides a sobering look at the legislative climate in New York and the SSA's vital role in protecting owners from rent control and over-regulation . Key Takeaways from this Episode: Economics 101: Why the current decline in rates is management-driven and necessary for absorbing oversupply . Institutional Flow: A case study on why merchant developers are selling portfolios to aggregators like Carlyle, who then flip to REITs . Predictable Rates: Why "stable" interest rates are more important than "low" rates for getting deals to pencil . The Merchant Risk: Why 3rd party management platforms can sometimes encourage risky developments just to capture fees . A Higher Calling: Stan's journey back to his faith and why the "Five Solas" form the foundation of his life and leadership . Whether you are a developer looking for a deal-closer or an operator trying to understand where the "green shoots" are appearing in 2026, Stan the Man's insights are essential . Connect with Stan Bonilla: Email: [email protected] Website: https://safeguardit.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/  

I sit down with Nagesh Anupindi, CEO of Apoorva and SiteWare, for a masterclass in grit, innovation, and the "humble rebel" mindset . Nagesh shares his incredible journey from being a PhD student at the University of Rhode Island, studying complex Fourier transform algorithms, to becoming an interim CIO at Frontier Airlines and eventually a pioneer in self-storage technology . We explore the birth of SiteWare, which Nagesh purposefully built without VC money to ensure he could prioritize the features five-location operators actually need . We discuss why "everything but the PMS" is the future of facility management, how to use data to fix "leakage" across your portfolio, and why Nagesh believes the most successful operators in 2026 will use AI as a tool for amplification, not replacement . Key Takeaways from this Episode: The "Airline" Perspective: How Nagesh applied airline revenue optimization to the self-storage asset class . Entrepreneurial Timing: Lessons from starting a company in June 2001, just weeks before twin daughters were born and months before 9/11 . Enterprise Tech for All: Why SiteWare uses a per-location fee structure ($50/month) rather than a per-unit model to keep high-level tech accessible . Operational IQ: A real-world look at how automated audits can uncover why specific managers are underperforming in ways a simple spreadsheet can't catch . A Legacy of Education: Nagesh's story of going back for his MBA at age 53 and raising daughters who are now training as MDs at Harvard and UPenn . If you are an operator trying to find your competitive edge in an increasingly institutionalized market, Nagesh's infectious enthusiasm and technical clarity are exactly what you need to hear . Connect with Nagesh Anupindi: Email: [email protected] Website: https://apoorva.com/ Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/

I sit down with Tyler Harper, Co-Founder of Homegrown Storage, for a fascinating look at how technology is finally providing an operating arbitrage in tertiary markets . Tyler's team, largely composed of Georgia Tech engineers, has built a platform that enables them to acquire roughly one facility per week while operating 30+ stores with only five people . We discuss the grit it took to sell their retirements and pitch 200 family offices, and how they eventually found "believers" who saw the same potential for tech-driven excellence . Tyler explains the philosophy behind Patchwork Labs, their software arm that "quilts" data from FMS systems and video feeds to automatically coordinate repairs and sales without human bottlenecks . Key Takeaways from this Episode: The Search Fund Influence: How watching hundreds of MBA students buy businesses influenced Tyler's view on thematic investing . The Tech Differentiator: Why Homegrown believes they can eventually scale to one staff member for every 30 facilities . Relationship-Driven Sourcing: Why personal connections still beat AI outbound calls when dealing with owners who have held assets for 50 years . Deterministic Workflows: How creating power dialers and automated sweep-out links tripled their team's output . The "Operating Arbitrage": Why focusing on smaller, sub-secondary markets offers the "sky is the limit" potential for those who can solve the management puzzle . If you are an owner, broker, or tech-enthusiast in the storage space, this conversation is a glimpse into the future of how our industry will be consolidated and managed in 2026 and beyond. Connect with Tyler Harper: Email: [email protected] Website: https://www.homegrownstorage.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/  

I sit down with Peter Smyth, Co-Founder and CEO of White Label Storage, for a deep dive into the technology and operational workflows that are reshaping the self-storage landscape. Peter shares his journey from working at Hines and attending Harvard Business School to disrupting the Brooklyn market with Local Locker . What started as a way to monetize "dead space" in New York City has evolved into a national service platform managing over 200 facilities . We explore how Peter leverages centralized call centers to turn expenses into revenue drivers and why he believes the most successful operators in 2026 will be the ones who bridge the gap between AI-driven efficiency and human-centered sales If you are an owner looking for third-party management options or a developer interested in the future of remote-managed assets, Peter's perspective is essential listening . Connect with Thaddeus Campbell (S3 Partners): [email protected] https://www.linkedin.com/in/itsthadcampbell/ Connect with Peter Smyth (White Label Storage): [email protected]  www.whitelabelstorage.com This episode was brought to you by: https://kiwiconstruction.com/  

I sit down with Jane Sauls, President of Sauls Commercial Real Estate, for an episode that is as much about character and tenacity as it is about real estate. Jane brings nearly 20 years of experience to the microphone, having navigated the storage world since 2006. We explore Jane's "farm girl" roots and how that work ethic helped her survive the brutal market shifts between 2023 and 2026 . Jane shares the hard truths that owners need to hear right now: the market has reset, interest rates are finally predictable (even if they aren't "low"), and if you are being "sloppy on your expenses," you shouldn't be worrying about cap rates. Key Takeaways from this Episode: The "Figure-it-outer" Mentality: Why a mindset of persistence is the most valuable asset you can bring to a development project Dealing with the Bid-Ask Spread: Insights into how "natural sellers" are finally bringing market expectations back to earth in 2026 . Independence in an Institutional World: Why Jane believes independent operators still have a massive opportunity if they leverage technology correctly . The Legislative Front: Why you need to be registered to vote and active in your state associations to fight off rate caps and predatory local bills Family Business Dynamics: How working with her son, Luke, provides a level of trust and candidness that you just can't find in a corporate environment. Jane is a "game changer" who leads with kindness and serves with truth . Whether you are a long-time owner or looking to take your first entrepreneurial leap, Jane's perspective is the dose of reality and encouragement you need today. Connect with Jane Sauls: Email: [email protected] Website: https://www.saulscre.com/  Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/

In this episode of Stories Behind the Door, I sit down with Christen Bryant, Director of Development at S3 Partners. Christen has spent 18 years in the trenches of self-storage, rising from used truck sales to becoming the President of U-Haul's Dallas-Fort Worth storage operations . In this episode, I cover: REIT Insights: Christen shares the unique, customer-first operational model of U-Haul and how it gave her a different perspective on the "ECRI" craze . The "Ownership Mindset": Why Christen treats every underwriting project as if her own capital were on the line, and how that leads to better decisions for our clients . The Return to Reality: Why the industry is shifting away from the "frenzy" of first-time developers back to seasoned operators who understand the core business . Small Bay Flex & Hybrid Assets: Christen's take on why Small Bay Flex is the natural next step for storage investors . Leadership & Faith: How a foundation of faith and family motivation has fueled a nearly two-decade career in the industry . Tune in to learn from the "Killer of Dreams" and find out how to truly pressure-test your next storage investment. Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: linkedin.com/in/itsthadcampbell/ Email: [email protected] This episode was brought to you by: Kiwi2 Construction 30+ years of self-storage steel expertise. Visit https://kiwiconstruction.com/  

I sit down with Jennifer Barroqueiro, Vice President of Third-Party Management at All-Purpose Storage, to discuss the unique challenges and rewards of operating in the Northeast market. Jennifer brings eight years of experience, ranging from her days as District Manager #12 at SAM to her current leadership role, to a conversation that balances tactical operations with deep-rooted company culture . We discuss the current legislative "wave" hitting the industry in 2026 and why owners must be active in local associations like NESSA to protect their assets . Jennifer also reveals why All-Purpose Storage refuses to participate in the "race to the bottom" regarding street rates and how they use creative marketing and community focus to maintain occupancy in secondary markets . Key Takeaways from this Episode: Boutique Third-Party Management: Why scaling isn't just about the number of doors, but about having a leadership team that truly has your back . The "Roy the Goat" Mascot: A fun and functional look at how community-focused branding can differentiate you in crowded markets . Automation and AI: Why Jennifer is currently testing AI agents and how she uses the EOS platform to keep her team "lean and mean" Market Outlook for 2026: Why 2026 is shaping up to be a better—but still challenging—year for revenue management compared to post-COVID highs . Personal Resilience: An emotional update on Jennifer's son and how his strength serves as an inspiration for her professional life . Whether you're a New England owner looking for a partner with scale or an operator trying to navigate the 2026 rate environment, Jennifer's insights on hospitality-driven storage management are essential . Connect with Jennifer Barroqueiro: Email: [email protected] Website: www.storeallpurpose.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/  

I sit down with Adam Troso, CEO and Founder of Next Century Self Storage, for a masterclass in real estate financials and resilient leadership. Adam brings 25 years of Wall Street experience to the table, providing a sophisticated look at why self-storage remains the "best way to make money owning real estate". We explore Adam's journey from underwriting CMBS loans in the 90s to navigating the turmoil of the Great Financial Crisis at JPMorgan . Adam shares how his time on the rugby pitch at BU informed his "Just Win Baby" approach to deal-making and why he believes the current industry pricing model is due for a major "rationalization". Key Takeaways from this Episode: The CapEx Advantage: A deep dive into why storage turnover costs are virtually zero compared to the massive "tenant improvements" required in office or retail . The Yoda Mindset: Why a great advisor (and principal) focuses on setting up their clients and investors to be the "Luke Skywalker" of the story . Automation as an ROI Driver: How the pricing of modern PropTech allows operators to transition to remotely managed models with extremely high returns on investment . Economic Prognostication: Adam explains why he is anticipating a period of low inflation and higher wage growth as we move further into 2026 . Strategic Acquisitions: Why Next Century focuses on the "East of the Mississippi plus Texas" corridor for its portfolio construction . Whether you are a seasoned institutional investor or a "mom and pop" owner looking to understand the future of automated operations, Adam's blend of Wall Street expertise and "front-row" grit is essential listening. Connect with Adam Troso: Email: [email protected] Website: www.nextcenturyselfstorage.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://www.kiwiconstruction.com/

I sit down with Tom Sherlock, Co-founder of Talonvest Capital, for an essential deep dive into the financial state of self-storage. With a career spanning back to 1985, Tom has lived through the RTC crisis, the Great Financial Crisis, and the current 2026 market shift . Tom shares the story of how his firm made a high-stakes bet on the "institutionalization" of storage back in 2011, pivoting their business just as the asset class began its meteoric rise . We discuss the current "reality check" for developers and owners who capitalized deals three years ago, the abundance of capital still chasing the sector, and why lender discipline is actually a sign of long-term health . Key Takeaways from this Episode: Navigating Disruption: Why Tom believes that the most successful firms are built during market disruptions rather than boom cycles . The Discipline of Capital: Insights into how life insurance companies, banks, and CMBS lenders are viewing storage today . Relationship + Technology: How Talonvest balances "old-school" relationship building with "new-school" data analytics to provide better options for their clients . Interest Rate Outlook: Why Tom agrees with Howard Marks that we should prepare for a "higher for longer" interest rate environment . Small Bay Interest: Why BKM and others are looking at small-bay industrial as the next frontier for diversified growth . Whether you are looking to structure a $10 million or $500 million financing package, Tom Sherlock's perspective from the front lines of Talonvest is the reality check every operator needs . Connect with Tom Sherlock: Email: [email protected] Website: www.talonvest.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://www.kiwiconstruction.com/  

I sit down with Ken Woolley, the visionary Founder of Extra Space Storage, for a masterclass in industry history and leadership philosophy. Ken has been in the self-storage game for 56 years, witnessing the asset class transform from niche "garage rentals" into a mainstream institutional power player . Ken shares incredible stories from the early days, including his time as a management consultant in Boston and his 1973 study of the only 26 storage properties in Los Angeles . We discuss the current "tight spot" the industry finds itself in with cap rate shifts and excess supply, and why he remains bullish on the long-term demand driven by American consumerism . Key Takeaways from this Episode: Historical Context: How storage has evolved from $5/sq. ft. hard costs and 14% interest rates in the early 80s to the complex developments of today . The "Win-Win" Business Model: Why Ken rejected the idea that business is divided into "screwers and screwees," choosing instead to lead with kindness and partnership . Market Trends for 2026: Ken's take on why the Northeast and Midwest are currently stronger than the Sun Belt due to supply absorption . Acquisition Strategy: How Extra Space continues to deploy capital—buying $1.2 billion in 2025—despite a challenging stock and debt environment . Development Barriers: Why building in "tough" markets like Boston, New York, and California creates a long-term "quasi-monopoly" and superior cash flow . If you want to understand the soul of the storage industry, this conversation with one of its primary architects is essential listening. Connect with Thaddeus Campbell (S3 Partners): https://www.s3.partners https://www.linkedin.com/in/itsthadcampbell/ [email protected] Connect with Kenneth Woolley (Extra Space Storage): https://www.extraspace.com [email protected] This episode was brought to you by: https://www.kiwiconstruction.com  

I sit down with Brett Turner, Senior Managing Director at BKM Capital Partners, for a masterclass in small bay industrial investment. Brett and his team are currently managing approximately $3.4 billion in AUM, specializing in multi-tenant industrial parks . In this conversation, we discuss why this asset class is incredibly difficult to manage but yields massive rewards for those who are vertically integrated. We explore the "replacement cost" gap that makes ground-up development nearly impossible to pencil, the shifting demand from small businesses, and why the current interest rate environment is creating a "perfect setup" for cash-flow-focused investors. Key Takeaways from this Episode: Outcome over Interaction: How technology has minimized the space requirements for manufacturers while increasing the need for nimble, "last-mile" locations . Market Trends: A look at why BKM is heavily deploying capital into Houston, Dallas, Atlanta, and Phoenix, while still finding AI-driven opportunities in Northern California . Management-Intensive Assets: Why large institutions like JP Morgan are finally taking positions in this space but still need expert managers to handle the 200+ tenants per park. Sustainable Growth: Why the industry is moving away from "steroid-level" 35% rent growth back toward healthy, inflation-beating rates . Personal Discipline: Brett's perspective on being a competitive bodybuilder and how high-stakes fitness translates into high-stakes fund management . If you are an investor or developer looking to understand where the "arbitrage" is in commercial real estate today, Brett Turner's insights from the front lines of BKM are essential listening. Connect with Brett Turner: Email: [email protected] Website: www.bkmcapitalpartners.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://www.kiwiconstruction.com/  

I sit down with Cory Sylvester, Principal at DXD Capital, for a masterclass in data-driven development and intentional leadership. Cory's path to becoming one of the most respected names in self-storage didn't start with real estate; it started at JP Morgan. After identifying a massive lack of institutional-grade data in the storage sector, Cory co-founded Radius+ and eventually DXD Capital, a firm currently managing 25 active developments. We discuss his transition from the "bureaucratic construct" of big banks to the high-friction world of entrepreneurship, ultra-marathons, and volunteer firefighting. Key Takeaways from this Episode: The "Victor" Mindset: Why Cory would rather fail a hundred times than be stifled by corporate red tape. Leading by Listening: The importance of checking your ego and creating a culture where employees feel safe enough to truly disconnect. The Friction Factor: Why Cory packs his schedule with ultra-marathons (like the Tahoe 200) and firefighting to build the mental toughness required for business. 2026 Industry Forecast: Why the decline in new construction and the resilience of younger storage users are creating the "perfect setup" for the next several years. Manage Space: A sneak peek into Cory's newest venture into property management software. If you want to hear from a leader who values "right vs. wrong" over "yelling and jerks," and who uses deep-dive analytics to outmaneuver the market, this conversation is essential for your 2026 strategy. Connect with Thaddeus Campbell (S3 Partners): https://www.linkedin.com/in/itsthadcampbell/ Connect with Cory Sylvester (DXD Capital): [email protected] https://dxd.capital This episode was brought to you by: https://www.kiwiconstruction.com/

I sit down with Andrew Capranos, President of 10 Federal, to discuss the intersection of high-level operations and cutting-edge technology in self-storage. Andrew's journey is a masterclass in efficiency. After managing retail teams of 400+ people at Target, he realized the incredible potential of the storage industry's margins—if you can get the operations right. We discuss his time at Public Storage, the birth of DaVinci Access Control, and the 10 Federal philosophy that "Customers want outcomes, not interactions." Key Takeaways from this Episode: The Necessity of Automation: Why a looming national labor shortage makes manual, on-site management a high-risk strategy for the next decade. Leading Indicators: Why looking at your past P&L is like driving with only a rearview mirror, and how to use data to predict future performance. Frictionless CX: How the hotel and airline industries have trained our customers to expect self-service, and why storage must adapt or die. Buying Right: Andrew shares how his team is successfully deploying capital in 2026 by finding value-add targets that others miss. Innovation vs. Expense: Why technology should be viewed as a profit driver, not a line-item cost. If you're interested in how AI and machine learning are moving from "buzzwords" to "bottom-line boosters," this conversation with Andrew is essential listening. Connect with Thaddeus Campbell (S3 Partners): [email protected] https://www.linkedin.com/in/itsthadcampbell/ Connect with Andrew Capranos [email protected] www.10federalstorage.com This episode was brought to you by: https://www.kiwiconstruction.com/

I sit down with Marc Goodin, CEO and President of Storage Authority, to pull back the curtain on one of the most successful franchise models in the self-storage industry. Marc isn't just a developer; he's a civil engineer who has spent four decades learning exactly what makes a facility succeed. He shares why he decided to stop "retiring" and instead start helping other professionals build wealth through his proven system. We talk about the "scary" headlines of 2026, the reality of SBA financing, and why he believes a self-storage facility should be run with the same hospitality mindset as a high-end hotel. You will learn: Why you can no longer be a "C-student" operator and expect to scale in today's market. How Marc's team helps franchisees navigate the "headache" of the SBA loan process through established relationships. Why the customer has often made their decision to rent before they even walk into your office. The advantage smaller, more nimble operators have when adopting new technology compared to the 4,000-store giants. Why the current lull in "mad rush" development is the perfect time for serious players to find and build Class-A sites. If you've ever wondered if you have what it takes to own a storage facility while keeping your day job, Marc's insights on systems and standards are exactly what you need to hear. Connect with Thaddeus Campbell: [email protected] https://www.linkedin.com/in/itsthadcampbell/ Connect with Marc Goodin: [email protected] www.storageauthorityfranchise.com This episode was brought to you by: https://www.kiwiconstruction.com/

How do you transition from a "stay-at-home mom" opportunity to becoming a senator for the SSA Young Leaders Group and a director at a top management firm? This week, Thaddeus Campbell talks with Sydnie Wilda, RV & Boat Development Director at The Storage Manager. Sydnie shares her powerful journey of overcoming personal adversity by choosing to be a "survivor" rather than a victim—a mindset she has carried into her career as a powerhouse in self-storage. She discusses the shifting landscape of third-party management as we enter 2026 and why the "human touch" is more valuable now than ever. Key Takeaways from this Episode: Boutique Third-Party Management: Why the goal isn't to manage 200+ facilities, but to monitor every asset as if it were your own. The 2026 Tech Stack: Insights into Notify, Storage Defender, and Spider Door, and how these tools are transitioning the industry into the next generation. Legislative Awareness: Why donating your time to organizations like the SSA is critical for protecting the industry from over-regulation. Marriage as a Partnership: A raw look at the conscious choice to support each other's dreams while raising a young family. Advice for Owners: Why holding your operational problems "close to your chest" is a mistake and where to find the guidebook for success. Whether you're a young professional looking to break into leadership or an owner navigating the complexities of 2026, Sydnie's infectious energy and tactical advice are exactly what you need to hear. Connect with Sydnie Wilda: Email: [email protected] Website: https://www.thestoragemanager.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://www.kiwiconstruction.com/

How do you grow from 21 management contracts to nearly 600 while keeping a "small-town" culture of caring? Join Thaddeus Campbell as he speaks with Alyssa Quill, CEO of Storage Asset Management (SAM), the nation's largest independent third-party management firm. Alyssa shares her 21-year journey through the industry, including her time at StorageUSA and Extra Space, and the pivotal phone call from Jay Hoke that led to the founding of SAM in 2010 . She discusses the transition from the "easy" boom years of 2021 to the high-stakes, data-driven environment of 2025 . Key Takeaways from this Episode: The "Salt of the Earth" Advantage: Why the storage industry attracts genuine, kind people and why Alyssa isn't worried about private equity changing that DNA . Advanced Revenue Management: A look at how SAM utilizes eight distinct ECRI models to ensure each individual store performs, even without the pressure of Wall Street margins . Hiring for Impact: The secret to building a high-performing team that values reputation over the bottom line . Tech Strategy for 2026: How to use AI to identify operational "red flags" before they become issues . Philanthropy as Fabric: The story behind SAM's support for Decker's Blueprint and helping a partner fight for a cure for muscular dystrophy . Whether you are a solo owner or a large-scale developer, Alyssa's insights on balancing high-level analytics with boots-on-the-ground human influence provide a masterclass in modern storage operations. Connect with Alyssa Quill: Email: [email protected] Website: https://www.storageassetmanagement.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://www.kiwiconstruction.com/

What does it take to build a construction company that thrives for over 30 years? According to Wayne Woolsey, President and CEO of Kiwi II Construction, it's simple: You have to be willing to "cook the meal" instead of microwaving it. In this episode, Wayne joins Thaddeus Campbell to share his journey from retrofitting public storage facilities after the Northridge earthquake to leading one of the most respected steel firms in the country . Wayne discusses the "steroid era" of storage, his predictions for steel pricing in 2026, and why he believes the industry's unique "if you succeed, I succeed" culture is its greatest asset . Key Takeaways: The 2026 Steel Forecast: Wayne breaks down why current steel prices (around $900/ton) are providing the consistency developers need to pencil projects for the coming year . Relationship ROI: Why 50% of the Kiwi II team has been with the company for over a decade and why Wayne's cell phone number hasn't changed in 30 years . Beyond the Shed: The evolution of steel aesthetics—from basic 1980s panels to modern insulated metal panels (IMPs) that look like brick and high-end masonry . The Flex Growth: How the "Small Bay Industrial Flex" and "Man Cave" segments are creating new opportunities for diverse steel designs . Connect with Wayne Woolsey: Email: [email protected] Website: https://www.kiwiconstruction.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://www.kiwiconstruction.com/

I talk to Rob Kapp, President of Keep It Simple Storage, about his path from a "get rich slow game" entrepreneur to the inventor of the revolutionary KISS Lock. Rob's story is one of hard-won success: he committed to a multi-decade journey, even selling his home to reinvest in real estate . His burnout from managing facilities led to the idea for the KISS Lock, a smart lock with no batteries that's powered by your phone's NFC technology . Why This Matters to Operators: Cost Revolution: The lock eliminates the massive expense of installing electricity to every unit door in a new build . Operational Efficiency: It solves fragmented issues like overlocking, unlocking, and auction management, simplifying the entire process . Critical Inflection Point: Rob warns that the industry has matured. Operators must be willing to make the painful change to adopt new technology or risk being "pushed out" by more sophisticated competitors. The days of being an average operator and still making big margins are over . Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Rob Kapp: Email: [email protected] Website: https://keepitsimplestorage.com    

I'm honored to share the deeply personal and inspirational story of MMA Pro-Fighter, "Hurricane" Shane Burgos. Shane's journey to the UFC octagon wasn't just about physical skill; it was a testament to mental grit and commitment, starting when he was a teenager . Key Insights from Shane: Burning the Boats: Shane had no backup plan, committing fully to fighting and purposely getting kicked off his high school diving team to focus on training. The Power of Discipline: His martial arts background instilled a karate-style discipline that is crucial in fight camp, forcing him to account for every macro and never show up late . The Hardest Lesson: He shares the struggle of failing his black belt test three times and the pride of earning it when he finally met the higher standard . The Overnight Change: Shane recounts the surreal experience of the last-minute call to the UFC, where his life literally changed overnight, going from financial struggle to stability in less than a year . The "Ride or Die": His wife has been everything, pushing him outside his comfort zone and challenging him to grow into the man and father he is today . Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://www.kiwiconstruction.com    

I talk with Kevin Bledsoe, President of The Bledsoe Storage Group at Marcus & Millichap, about his transition from operations to brokerage and his outlook on the 2026 self-storage market. Kevin's story is one of hard work, he started by installing gate controllers and sweeping storage units before becoming a Director of Operations for major firms like Simply Self Storage. This deep operational knowledge allows him to look at a P&L and instantly identify $500,000 opportunities that sellers overlook. What You'll Hear: The Operational Edge: Kevin explains how his experience managing over 100 properties gives him an advantage in providing immediate, value-add advice to sellers. Betting on Himself: He shares the entrepreneurial mindset, inspired by mentors like John Gilliland and Alyssa Quill, that pushed him to leave his secure job and start his own brokerage firm during a difficult market period. The Myth of the Mom & Pop: Kevin believes that while opportunities in top markets are "dwindling," 25%–35% of the assets he values are still great deals for regional investors that major REITs will never acquire. 2026 Forecast: Kevin is bullish, forecasting that continued interest rate drops will spur transaction velocity and make 2026 a much better year for the self-storage market. Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/thaddeuscampbell Connect with Kevin Bledsoe: Email: [email protected] Direct: (215) 531-7113 | Office: (215) 531-7000 This episode was brought to you by: https://www.kiwiconstruction.com

I sit down with Ben Vestal, CEO of Argus Self Storage Advisors, to discuss his incredible two-decade run in the industry, the recent SmartStop acquisition of his management platform, and what's next for the self-storage space. Ben shares how his brokerage business has always focused on the chase and complicated deals but stresses the importance of camaraderie and the willingness of high-level mentors to share information in this unique asset class . Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Ben Vestal: Email: [email protected] Website: https://argus-selfstorage.com This episode was brought to you by: https://www.kiwiconstruction.com/  

I'm joined by Tim Ryan, MAI, Senior Vice President at Newmark, to get a definitive, data-backed look at the self-storage market. Tim's career journey is fascinating, from his days at Syracuse University pursuing sports broadcasting to becoming a commercial appraiser and a leader on Newmark's National Self Storage Team . Tim gives an insider's perspective on the challenges of appraising during the COVID "steroid era," where everyone was chasing sub-five cap rates . He breaks down how Newmark uses its vast, proprietary database, cycling through thousands of assets a year, to provide the solid foundation needed for accurate valuations. What You'll Learn: The ICAP Fallout: How the removal of the ICAP tax benefit effectively killed new self-storage development in the New York metro area by removing multi-million dollar tax savings. The Expense Crunch: Insurance costs have doubled in the last three years, and rising property taxes are adding significant pressure to operating income . Market Status: The market is stabilizing, with a narrowing bid-ask spread and an increase in transactions observed in the second half of 2025. Consolidation: The industry is highly specialized, and mom-and-pop operators are increasingly being targeted for acquisition by a select pool of sophisticated buyers and REITs . Connect with Thaddeus Campbell:  Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Tim Ryan: Email: [email protected] Website: https://www.nmrk.com This episode was brought to you by: https://www.kiwiconstruction.com

I have a truly inspiring conversation with Rona Siegel, National Director of Third Party Management at The William Warren Group/StoreQuest. Rona shares her "by chance" entry into the self-storage world 10 years ago and how the company's "lifestyle brand" energy, embodied by founder Bill Hoban, hooked her. Rona is not just a high-level executive; she's a three-time New York Marathon runner and a fiercely dedicated mother . She opens up about her emotional journey following her son, a 6'6", 312-pound offensive lineman, on the Vanderbilt football team. More powerfully, she shares the family's deep commitment to "do for others," including her decision to donate a kidney to a friend's husband . We pivot to the business of running a modern management platform. Rona explains why competing against the largest REITs now requires having every system "running on high," utilizing in-house call centers and proprietary revenue management to handle aggressive ECRIs and rate negotiations. She also emphasizes the vital advocacy work of the NYSSA in preventing damaging state legislation . Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Rona Siegel: Email: [email protected] Website: https://www.storquest.com This episode was brought to you by: https://www.kiwiconstruction.com/    

Join me for a powerful and deeply personal conversation with Dayo Adebayo, Founder of DP Capital Partners. Dayo shares his path from managing complex corporate IT systems, where he witnessed executives who were financially secure but "not free," to dedicating his life to real estate entrepreneurship. Dayo's success is a testament to grind: he built an entire logistics company, which grew to over 300 employees and served Amazon, on the side of his corporate job. He walks through the difficult decision to leave his secure career to pursue what he calls "abundance." We discuss the core of his success: the compounding effect of reading (consuming 5-6 hours of audiobooks weekly) and why his biggest business strength is detaching his emotions from his decisions. Dayo details his focus on Class A Boat & RV Storage, backed by a new $25 million fund and a proof of concept that's beating expectations. Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Dayo Adebayo: Email: [email protected] Website: www.dpcapital.fund LinkedIn: https://www.linkedin.com/in/dayo-adebayo-11a44821 This episode was brought to you by: https://tractiq.com/

Solving a $200 Billion Problem: Andrew Jones and the Truck Parking Club I chat with Andrew Jones, VP at Truck Parking Club, about the severe shortage of safe truck parking, a problem that costs the logistics industry over $165 billion a year. Andrew's journey into this booming niche began after a lunch meeting with a broker, which led him to investigate the 10x problem of 3 million trucks with only 300,000 legal spots. Andrew's background as an operator and a regional manager at Extra Space Storage (his "MBA in self-storage")  gives him a unique edge. He explains that Truck Parking Club is the "Airbnb for truck parking," providing a technological solution for sites like self-storage facilities to monetize unused spaces. Andrew shares his commitment to long-term partnership and why his unique and honest presence on LinkedIn—inspired by his family's values and his Native American heritage, is simply about doing business with people you like. Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Andrew Jones: Email: [email protected] Website: https://truckparkingclub.com LinkedIn: https://www.linkedin.com/in/adjones5150 This episode was brought to you by: https://tractiq.com/

Join me for a powerful conversation with Noah Springer, Chief Strategic Officer of Extra Space Storage. Noah takes us back to his roots on a small farm in Central Illinois and shares the "life-defining moment" that sent him on a mission trip to Guatemala at 19, an experience that instilled a self-confidence he credits for his success. We trace his career from trading bonds at a bank to joining Extra Space in 2005 just before the company's massive growth. Noah stresses that the company is "built on values", with integrity and the Golden Rule at its core. He is open about the highly-debated COVID-era pricing strategy, explaining that it was driven by a need to adjust prices that had been suppressed by emergency regulations. Noah discusses his role in the company's $3 billion bridge lending program, which was created as an opportunity to support industry partners who needed capital. Finally, he shares the profound personal motivation that pushes him to take on ultra-endurance races: realizing how blessed he is, he feels a duty to "push as hard as I can" for those who have not had the same chance. Takeaways: Noah Springer joined Extra Space in 2005 just as the company purchased Storage USA, propelling it to the second-largest operator. The company's massive growth is credited to a commitment to its core culture and values that prioritize honesty and integrity. Noah emphasizes that Extra Space operates with a revenue strategy over an occupancy strategy, aiming for the highest revenue possible. The controversial increase in ECRIs (Estimated Completion Return Intervals) after COVID was a result of states of emergency pausing pricing and the need to bring old tenants up to a price that made sense. Extra Space created its bridge lending program to fill a gap in the market and create long-term partnerships, lending over $3 billion. His personal drive for ultra-endurance sports is fueled by a desire to push hard because he realizes he's won the "lottery by being born here". Extra Space's focus is on listening to the market and using its partners to determine what to add to the business. Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Noah Springer: Email: [email protected] Website: https://www.extraspace.com This episode was brought to you by:  https://www.kiwiconstruction.com/

I sit down with Chris Salerno, Founder, President, and CEO of QC Capital, to discuss why Small Bay Industrial Flex has become such a hot asset class. Chris shares how QC Capital, which started with a focus on car washes, pivoted after seeing the "oversaturation" in the self-storage market. We discuss the inevitable cap rate compression coming to this sector and why speed is key now, before institutional capital pays a premium. Chris also touches on how his education, including time at Wharton, informed his approach to psychological marketing and negotiation. If you have investment opportunities or are an accredited investor, Chris is looking to move "very, very fast". Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Chris Salerno: Email: [email protected] Website: https://www.qccapitalgroup.com This Episode was brought to you by: https://www.kiwiconstruction.com/

I had a fascinating conversation with Robyn Schoch, Senior Vice President of Tri-Bridge Construction, about her journey from the boxing ring to the demanding world of self-storage construction. Robyn shares that her love for the industry comes from the tangible results of construction and the camaraderie it brings. She tells me, "I love the product type", emphasizing her commitment. Robyn explains how her boxing career instilled the grit and determination necessary for a construction executive. She likens the work to a "game of chess" and highlights that creativity is essential for navigating the current construction market challenges. We discuss significant market shifts, including how the 2021 IBC is allowing for more efficient builds and why she's excited about the future of small bay flex spaces. Robyn stresses the importance of mentorship, particularly for women in construction, and how Tri-Bridge focuses on transparency and repeat business with clients. Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Robyn Schoch: Email: [email protected] Website: https://www.tribridgeres.com This episode was brought to you by: https://www.kiwiconstruction.com/

I'm joined by Tyler Prime, a legal expert who specializes in the self-storage industry. Tyler and I discuss how he found his way into this "niche industry" and the powerful motivation of "Family is always a number one priority" for many industry players . Tyler offers critical insights for developers, emphasizing that understanding local regulations is crucial for development. We break down the complex world of property tax assessments, noting that PILOT programs can provide tax relief for developers. Tyler explains that community pushback can affect project approvals and highlights a current trend where "we're seeing more conversion projects" as developers adapt to market conditions. We also touch upon the unique camaraderie in the self-storage community and how innovative spaces like golf simulators are enhancing client relationships . Connect with Thaddeus Campbell: Email: [email protected] Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Tyler Prime: Email: [email protected] Website: https://www.primelaw.com This episode was brought to you by https://www.kiwiconstruction.com/