The Do More Podcast

The main point is that our team evolved from a scrappy, me-and-a-helper setup into a structured, scalable crew that lets me focus on acquisitions and company leadership instead of day-to-day firefighting. I walk through who we rely on now — an attorney, CPA/bookkeeper, and insurance agent (outside but vital) — and show how bringing operations in-house — a district manager running ops, two full-time maintenance folks, and our own call center — changed everything.

A district manager started answering simple emails and grew into head of operations, freeing me up to think strategy; that’s a basic example of role progressio...

I'm using AI across my self-storage business to speed up marketing, underwriting, operations, and even the call center — that's the main point. I walk through how we lean on ChatGPT and Claude for everything from brainstorming promos and getting alerts when competitors change rates to running quick underwriting checks by feeding in spreadsheets so the AI can spot blind spots I might miss.

I explain how we're uploading our SOPs (standard operating procedures — the how-to manual for the team) into ChatGPT so staff can ask natural questions instead of digging through long Google Docs, and how we're buil...

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

I talk about consistency like it's brushing your teeth: do it often and well, don't hop around tasks, and you'll build momentum instead of excuses. Knowing your buy box means more than just city and square footage—it’s the markets you hunt, the sizes you underwrite, how you plan to finance or exit a deal, and even the...

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

My practical rule is this: get 80% of the information up front, underwrite quickly, and move — perfectionism kills opportunities, and I’ll h...

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

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

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

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

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

We’ll chat about everything from occupancy rates to the impact of market demand on pricing strategies, and how sometimes, it’s the little guys who come out on top. So, grab you...

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

In our chat, we explore the nuances of stabilization, dissecting my own experiences with two very different storage facilities. One has been a...

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

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

We chat about the changing dynamics in the market, where larger players are now flexing their financial muscles while...

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

We’ll also dive into his new venture, a postcard business that helps storage facilities reach potential customers in a creative way. Kenny shares some solid insights on the importance of having a clear vision and the righ...

Dreaming big isn’t just about setting ambitious goals—it’s about creating a vision for the life you actually want. In this episode, we dive into why big dreams matter for entrepreneurs, leaders, and really anyone looking to make an impact.

Success looks different for everyone. Maybe your dream is building a business empire, creating financial freedom, or simply having more time with the people you love. Whatever it looks like, your dreams are allowed to change as you grow.

I share personal stories about how my own dreams have evolved over the years and ho...

Are you playing offense or defense in your business?

That’s the big question we tackle today, drawing inspiration from the thrilling moments of the World Cup. Just like Argentina turned up the heat in the final minutes of their semifinal match, we discuss the importance of being proactive rather than reactive in business.

Whether you’re in self-storage or any other industry, it’s essential to ask yourself: Are you building, or are you simply surviving?

We explore how many business owners fall into the trap of “playing it safe” and what that reall...

Comparison is the thief of joy, and this week, we're diving deep into why that saying rings truer than ever—especially in the world of real estate investing. I've been hearing about investors losing deals left and right. It's like a weekly soap opera, and you won't believe the twists and turns!

We chat about how those flashy numbers you see on social media can mess with your head and why focusing on your own journey is far more important than keeping up with the Joneses (or the million-dollar syndicators).

I'll share some personal stories an...

Today, we're diving into the hidden costs of being nice in business, and trust me, it's a bit of a doozy. We've got five main points that highlight how being too accommodating can actually hurt your bottom line. Who knew kindness could come with such a price tag, right?

We'll cover everything from avoiding rent increases to the pitfalls of keeping underperforming employees around. You might think you're being a nice guy or gal by not raising rents or by holding onto a struggling employee, but those decisions can end up costing you big time.

...

Getting ahead in life is all about consistency and working when no one’s watching, and today we’re diving into just that! I’m no expert—just someone piecing together life lessons and experiences, hoping you’ll take away something valuable along the way.

I’ve noticed a trend, especially in youth sports, where kids seem to depend on trainers to push them, missing out on learning how to hold themselves accountable. It’s almost like they think an hour with a coach is enough, but we all know real growth happens when you’re out there on your ow...

We've just wrapped up closing on our 19th self-storage facility, and let me tell you, it's been quite the ride! This time, we're diving into the nitty-gritty of how we snagged this latest gem in Ohio—yep, Ohio again! I'll take you behind the scenes of our journey, from negotiating terms to the thrill of closing day, all while navigating a few bumps along the way. The big takeaway? It's all about knowing your market and staying connected with your brokers because, if I hadn't been vocal about my interest in Ohio self-storage, this deal might have slipped right th...

Ben Golden joins us to share his journey from the fast-paced software world to owning self-storage facilities and launching his reputation management platform, Revy. We dive into his unique approach to sales, where he emphasizes the value of building relationships rather than simply closing deals.

Ben's story is all about finding the perfect balance between professional ambition and family life, as he transitioned from a demanding corporate role to entrepreneurship, allowing him more time with his loved ones. We also explore the ins and outs of seller financing and how it can be a game-changer for both...

If you've been scratching your head wondering why so many commercial real estate deals are falling apart, you're not alone! Today, we're diving into the top reasons behind this unsettling trend, with a special focus on self-storage and multifamily properties.

It turns out that investing is often a bit of a gamble—speculation is part of the game, and sometimes even the best underwriting can't predict the future. We'll discuss the impact of short-term debt, the dangers of aggressive underwriting, and the consequences of failing to keep a close eye on changing market conditions.

Plus, I...

Does unit count really matter in the world of real estate? Spoiler alert: yes—but maybe not for the reasons you think.

In today’s episode, I’m diving into why unit count shouldn’t be just a bragging point or an ego boost, but rather a crucial metric for scaling your business effectively. We’ve all seen people flaunting their million-dollar portfolios, but let’s be honest—numbers alone don’t tell the whole story.

I’ll break down how having more units can lead to better financing options, improved operational systems, and ultimately a more sustainable...

Today, we’re diving into the often-overlooked but crucial topic of focus in our lives and businesses. It’s easy to think that being busy equals being productive, but let me tell you—many people are just spinning their wheels!

We’ll unpack the recent drama in the real estate world involving a well-known investor who reportedly lost a staggering $15 million on a deal, and how a lack of focus—particularly when it comes to social media—may have played a role in that outcome.

Throughout this episode, I’ll share some of my own experiences an...

Rob Dubroc is our guest today, and he's here to share his journey from aerospace to self-storage—and trust me, it's a wild ride! After a series of unexpected career twists, Rob found himself in the self-storage industry, and boy, does he have some insights to share about scaling a business in this niche. We'll dive into the nitty-gritty of how he went from flipping houses to managing a portfolio of storage facilities and the lessons he learned along the way. Ever wondered how artificial intelligence is reshaping the way we think about software and operations? Rob has some th...

Youth sports have taken a wild turn, and I’m here to spill the tea! Today, I’m diving into how the landscape of kids’ sports has shifted from equal playing time to a cutthroat level of competition that even third graders are feeling.

I’m sharing my own experiences as a dad navigating this new world with my young athletes—my son, who’s knee-deep in soccer and basketball, and my daughter, who’s flipping her way through gymnastics.

We’ll chat about the pressure on coaches to win rather than focus on developing young talent, an...

Buying based on cap rate? That’s a no-go, folks! In today’s chat, we’re diving into why you should steer clear of cap rates when considering your next commercial property purchase. First off, let’s break it down: a cap rate is essentially the return you’d expect on an all-cash investment. But let’s be real—most of us aren’t shelling out cash for these properties like we’re at a garage sale.

I’ll share some juicy tidbits about how sellers and brokers can twist the numbers to make a cap rate look more enticing t...

When did it become cool not to work? That’s the burning question we’re tackling today, and trust me, it’s a juicy one. We’ve all seen those folks flaunting their four-hour workweeks and endless vacations, but what about the hard workers who are grinding away? It seems like the pandemic turned the working world upside down, and now some people are celebrating a carefree lifestyle instead of pouring their talents into something meaningful.

I’ve got a bit of a rant brewing about how that mindset can be not just misguided, but downright selfish. So whether...

Understanding the intricacies of real estate investing is crucial, especially in today’s fluctuating market. One of the main points I want to share today is the importance of a solid capital stack and how it can make or break your deals. Many investors stumble by overlooking the stability of their financing, often getting caught up in short-term debt that can lead to serious financial strain down the line.

We’re diving into the top two mistakes that can derail your self-storage investments, and I’ll be sharing insights from recent conversations I’ve had with fellow real est...

Tyler Harper joins us to share his journey into the self-storage industry, which has seen remarkable growth under his leadership. Since starting in 2022, Tyler and his team have acquired 26 storage facilities, with a rapid pace of purchasing that has them aiming for one deal a week. He discusses how they transitioned from traditional financing methods, like SBA loans, to more streamlined cash purchases as their operations scaled. A key element of their success is the innovative software they’ve developed, which enhances operational efficiency and integrates AI for call management and vendor oversight.

Join us as we de...

We’re diving into our recent experience at the Storage Rebellion Spring Event, where I had the privilege of leading the Insiders group. The main takeaway from our discussion is just how impactful these gatherings can be for building genuine relationships and learning from each other. This event was particularly special for me, as I transitioned from being a guest to taking a leadership role, which gave me a fresh perspective on the experience. I brought in some incredible speakers and switched up the format to include hands-on workshops, allowing attendees to engage directly with experts. Overall, it reinforced th...

We’re diving into the journey of entrepreneurship, focusing on the two major transitions that every entrepreneur faces: leaving the nine-to-five grind and evolving into a true business owner. Many people manage to break free from traditional employment, but a significant number never reach that next level of growth and freedom. I’ve been there, and I share my own experiences about the hurdles of transitioning from being an employee to running my own business. We’ll explore the nitty-gritty details of what holds many people back, such as the fear of scaling, the challenges of delegation, and the mental...

Buying 18 self-storage facilities comes with its fair share of lessons, and today I’m diving into the top nine mistakes I made along the way. These aren’t just trivial slip-ups; they’re real learning points that have shaped my approach to investing in this space. From skipping crucial physical inspections to not vetting my team adequately, each error taught me something important about the business. I’ll be sharing insights on how a lack of planning can impact site access and the importance of verifying payments after closing—because trust me, those details matter. As we unpack these experience...

Today, we're diving deep into the world of data analytics with Andrew Schaffen and his team from Argo Analytics. They specialize in automating data processes for medium- to large-sized businesses, helping them streamline their operations and make sense of their data. We discuss their journey, the challenges businesses face with data management, and how they’re addressing these pain points through innovative solutions. Andrew and his team bring a wealth of experience, having worked on various projects that transform complex data into actionable insights. Plus, if you want to reach out to Andrew for more details or to discuss po...

Michael's journey into real estate has been quite the ride, and in this episode, he shares how he transitioned from a stable corporate job at a blue-chip company to finding success in the self-storage industry. He opens up about his early days, including the ups and downs of investing in real estate through the housing crisis, which ultimately shaped his path. After taking a break from real estate, Michael experienced a pivotal moment during a vacation in Switzerland that reignited his passion for the industry. He dives into the specifics of how he got into storage, including the importance...

Jon dives into one of the biggest threats facing self-storage operations today: market oversupply. He shares a recent conversation with another self-storage operator about a new facility being built nearby—an example of a growing trend where developments are popping up in already saturated areas. Jon explains how some new operators enter the market with low rates and minimal services, creating pressure on established businesses.

He emphasizes the importance of understanding these shifting market dynamics and the impact of new construction when planning strategy. Jon also offers practical ways to stay competitive, including adjusting rental rates, improving cu...

Tyler Osborne joins Jon to dive into the intricate world of wealth structuring and capital gains strategies. His mission centers on helping entrepreneurs, families, and professional athletes understand the importance of building a lasting legacy, and he brings more than 15 years of experience to the table. Tyler shares his own journey, which took him from a challenging upbringing in San Jose, California, to a successful career in finance, shaped significantly by the lessons he learned through sports. He emphasizes the critical role of discipline and mindset in managing finances, especially for those starting with little. Together, Jon and Tyler...

Efrain Fernandez from Storage Defender joins Jon to dive into the innovative world of smart storage solutions. At the heart of their conversation is how Storage Defender is transforming traditional self-storage units into smart units that enhance both security and the tenant experience.

Efrain explains how their system allows tenants to receive real-time alerts whenever motion is detected inside their unit, offering a level of peace of mind that hasn’t been possible before. Jon and Efrain also discuss the competitive landscape of the storage industry and how operators can leverage smart technology to drive additional revenue wh...

AI is making waves in our everyday lives, and today Jon dives into how it’s impacting the self-storage industry and the job market as a whole. While he doesn’t claim to be an AI expert, he’s been hearing plenty of discussion about its potential to disrupt jobs — and understandably, that can feel overwhelming.

In this conversation, Jon explores what these changes could mean for various professions, especially within the self-storage space, where he believes innovation may actually create new business opportunities. Rather than getting caught up in the fear that often surrounds AI, he encourag...

Stop being cheap. That’s the main point Jon is diving into today, and it’s something he learned the hard way in his real estate journey.

He kicks things off by sharing his early days with single-family rentals, when he thought doing everything himself would save money. But as he quickly found out, that mindset can actually cost you more in the long run.

So many entrepreneurs get stuck pinching pennies instead of investing in their businesses and themselves — and that’s a trap. Jon breaks down the importance of recognizing what your time is truly...

Today, Jon dives into a conversation with Mark Young from Zona Health, where Mark shares insights that deeply resonate with entrepreneurs and business owners. Mark emphasizes the unique mindset of entrepreneurs, describing them as “absolute nut jobs” for the sometimes illogical paths they choose on their journeys. Jon and Mark explore the challenges and triumphs that come with operating in the wild world of business. Mark’s candid perspective serves as a reminder that while the entrepreneurial life can feel chaotic, it is also filled with powerful opportunities for growth and innovation. Join Jon as he uncovers the motivations and mi...

Today, Jon is diving into the top three things that helped him scale to 18 self-storage facilities. This isn’t about bragging—it’s about sharing insights that would have been incredibly valuable to him a few years ago when he was just getting started.

First, building a strong foundation in real estate was critical. Jon spent years educating himself and gaining hands-on experience before making his first major move.

Second, he focused on acquiring properties within his home state of Ohio. Deep familiarity with local markets and strong relationships with sellers played a significant role in his...

Key performance indicators (KPIs) are essential for measuring success in self-storage—and really, any business. In this episode, Jon dives into why KPIs matter more than ever. Self-storage is no longer just a hobby; it’s a serious business that requires attention to detail and accountability. Jon breaks down how he approaches KPIs by focusing on the big picture, like money collected and cash flow, while his team tracks more granular metrics to ensure strong performance. Together, these KPIs create a clear snapshot of where the business stands and where there’s room for improvement. Whether you’re in self-sto...

Rod Khleif joins Jon for an engaging conversation on the power of mindset in achieving success and overcoming adversity. He shares his compelling journey from growing up in a Dutch immigrant family struggling to make ends meet to becoming a multifamily real estate mogul, once owning a portfolio of over 2,000 properties. Rod emphasizes that an astonishing 80–90% of success comes from mindset and psychology—not just the mechanics of business. Throughout the conversation, he reflects on the importance of pushing through challenges, practicing gratitude, and giving back to the community. By the end of the episode, listeners are inspired to tap...