• Speaking of Sales...
    One of the ways to master the art and science of selling is to learn a few key phrases, or strategic “moves.” There are many sharp sales maneuvers from which to choose, but a few are so powerful that a prospect simply can’t resist them. Consider, for example, this enticing ...More
    February 1, 2006 Tron Jordheim Posted in Articles
  • Supplier Spotlight: Self Storage Education Network
    Thousands of self-storage managers and owners routinely miss the opportunity to attend industry seminars due to travel costs and staffing logistics. But two industry veterans have finally devised a solution. The Self Storage Education Network (SSEN), to be launched this ...More
    February 1, 2006 Kimberly Hundley Posted in Articles
  • Financing Your Acquisition
    Financing a self-storage acquisition has never been simpler, thought it can be time-consuming. Knowing about the loan products available to buyers and understanding the process will help. The first step in determining which financing best suits your needs is to define your ...More
    February 1, 2006 Bill Walton Posted in Articles, Finance
  • The ‘Average Guy’
    Dear ISS, I’m writing to you on behalf of the average guy. I’ve been reading your magazine for about three months now and have enjoyed all of the articles—from how to build a self-storage facility to where to build one, from financing to refinancing. But I was wondering if ...More
    February 1, 2006 Posted in Articles, Finance
  • Records Management: Managing Outside Sales
    Selling records-storage services within a self-storage operation can be tricky, which is why many operators choose to hire an outside sales force. Part-time personnel and independent agents are a great resource for growing business. But without the skills of a sales ...More
    February 1, 2006 Cary F. McGovern Posted in Articles
  • Sales Strategies: Exercise Call Control
    Some storage operators spend increasing amounts on marketing to boost business when they’re not even equipped to handle their current calls. This ends up backfiring because the added expense of advertising usually exceeds any additional revenue it generates. You can spend ...More
    February 1, 2006 Brad North Posted in Articles
  • Buchanan Featured in Real Estate Publication
    After its recent expansion toward the East Coast, California-based Buchanan Storage Capital was featured in Commercial Property News magazine. ...More
    February 1, 2006 Posted in News
  • The Right Wash Site
    Whether you’re buying, selling, building or holding real estate, the question is whether you have the right site in the best location and if it fits the economic axiom of “highest and best use.” If you’re leasing, the question has a twist: Does the site fairly represent ...More
    February 1, 2006 Fred Grauer Posted in Articles
  • The Self-Storage Sale: An Overview
    There’s a saying in the brokerage business that “every owner is a seller sometime.” But as some self-storage owners haven’t yet sold a property, the process may be unfamiliar. Here’s a quick overview of what to expect. The Sales Team Let’s begin with your sales team. First, ...More
    February 1, 2006 John H. Gilliland Posted in Articles
  • The Role of Real Estate Advisor
    Deciding to sell a real estate asset is difficult in itself. The next question is even more challenging: How do you expose your investment to the market while meeting pricing goals, maintaining confidentiality and minimizing disruption to the business? Many storage owners ...More
    February 1, 2006 Aaron A. Swerdlin Posted in Articles