DGS 273: How are Your Capital Raising Efforts Going in Today’s Market?

Those who listen to this show likely either manage or invest in rental properties. There are several different types of real estate to choose from, but have you ever considered self-storage units?

In today’s episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with the “OG” of self-storage real estate investing, Scott Meyers to talk about an opportunity to invest in real estate without the common challenges of residential properties.

You’ll Learn

[01:22] Switching from residential investment properties to storage units

[08:35] Investing in self-storage without the management

[12:15] Pros and cons of self-storage

[14:51] Self-storage education

Tweetables

“When you have just a hammer, everything looks like a nail.”

“Be honest with yourself, and sometimes the best cook in the world can’t fix a broken recipe.”

“Once you get behind in habitational real estate and rental real estate in general, you know, it takes double the effort to get caught back up again.”

“The more valuable you are to your property management business the less valuable your property management business is to everybody else.”

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Scott: Self-storage really found me instead of me finding self-storage. Which I just felt it’s a simple, predictable business model that you can replicate over and over again without as many moving parts and that human factor.

[00:00:11] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you’re interested in growing in business and life, and you’re open to doing things a bit differently, then you are a DoorGrow property manager.

[00:00:28] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you’re crazy for doing it. You think they’re crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I’m your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow.

[00:01:09] Now let’s get into the show. All right. So. I’m hanging out here with Scott Meyers. Welcome Scott.

[00:01:18] Scott: Thanks. And so good to see you again. How are you?

[00:01:20] Jason: Good. Good. It’s good to have you. So, why don’t we get into your background, how you kind of into this, but Scott, you’re a self storage investment expert. Is that fair to say?

[00:01:33] Scott: That’s fair to say. They call me the OG in self storage now. And I guess I can step into that role.

[00:01:38] Jason: All right. The OG, the original gangsta. All right. So tell us a little bit how you got into this.

[00:01:44] Scott: So like many people got into real estate by buying one single family rental house. Of course, this is a back a little ways now back in 1993, I bought a single family house. with an assumable VA mortgage on it. So I took out a home equity loan from my own home and bought this one, no money down, just like Carleton Sheets, the other OG in the real estate space taught me how to do. And so I bought that house, we rehabbed it to refinance it, rented it out.

[00:02:11] So the BRRRR method before everybody called it the BRRRR method. And then we went out and bought two more. And then that turned into four, six, eight, and my wife and I got married along the way and brought my wife into this hobby. I was working for a fortune 500 company at the time, and this was really just to supplement retirement until it kind of took on a life of its own.

[00:02:29] And that was because in 1999 with the dot com crash, when all of our tenants were then able to buy a house shortly after that, because the presidential administration at the time reinstituted the Community Reinvestment Act and allowed anybody who could basically fog a mirror to buy a house while all our tenants left and they were doing so.

[00:02:49] And so at that time, we were now rehabbing a second time so that we could sell our houses just to be able to keep up with what the market trend was at the time. Well that just about broke us. And so we decided then to get into multifamily and all we needed to do was get some economies of scale, work a little harder, work a little smarter, and we’ll make this all happen.

[00:03:08] But really what I found is that we just had more doors, we had more tenants, we had more toilets. And to be honest with you, Jason you know, we made a lot of money in residential real estate and growing that side of the business. I mean, we were very big, we got up to just shy of 450 doors. But I realized that I don’t think I was cut out for this.

[00:03:24] I understood the math, you know, the real estate math and everything that went into it. But I found even though we had property managers and property management companies, I was finding that I was becoming less loving of my fellow man and women, because they were destroying our properties and stealing from us, as well as our contractors and some of our staff.

[00:03:40] And so at that point, I began to look around the landscape and, you know, we love real estate because of all the reasons to love real estate. It appreciates, we can depreciate it. We can borrow money to buy it. And then our clients pay down our basis. I mean, there’s no other investment like that. So as I looked at the landscape and real estate, that really only left parking lots and self storage if I really didn’t like the tenant and toilet business.

[00:04:01] So. I looked into storage and loved what we saw in terms of the fundamentals of the historical, the track record of performance of the asset class. And it was right under my nose all the time. It’s just this ugly, you know, stepchild of commercial real estate that nobody was really talking about. So I researched it and spent a lot of time understanding the nuances bought my first self storage facility in a partnership.

[00:04:22] And then yeah, the light bulb went off and recognize after owning it from the operation standpoint, that It was truly what everybody had said that it was. And what we found is it was all the benefits of real estate without the hassles of tenants and toilets and trash. And so we began simultaneously selling off our houses and our apartments and then going forward into self storage.

[00:04:41] And here we are today at about just shy of 5 million square feet of self storage, 28, 000 doors nationwide and growing. And then along the way, also built a sizable education and consulting and mentoring and coaching and event business that only not only teaches people how to get into the business, but also became a funnel, a conduit for a lot of partnerships and a lot of deal flow into our organization.

[00:05:01] So that’s either the long winded version on a podcast or the short winded version however you want to look at how we got started in the business.

[00:05:07] Jason: Yeah, love it and qualify yourself help everybody understand like where are you at right now with storage and rentals. I mean you got some impressive numbers.

[00:05:17] Scott: Yeah, so we’re sitting at about we’ve done over 5 million square feet We’re sitting at about three and a half just maybe three and three quarters million square feet right now assets under management So we’re right now jason, we’re basically a syndication company where we’re a financial services company that raises capital and layers that on top of debt and then deploys it in nothing but self storage.

[00:05:37] And so many of these projects, these partnerships, these joint ventures in our funds, they have a shelf life and they expire in four to five years because that’s when we can capitalize and pull our chips off the table, if you will. And we have a capital event by way of sometimes a refinance, but usually a sale of the property or properties within that fund.

[00:05:55] And then we just go out and buy more. So it ebbs and flows when some are going out the door, we have more projects coming in the door as well. I only own two residential properties. One of them is an Airbnb and the other one is the one that I live in. And that’s it. Everything else is 100 percent self storage at this point.

[00:06:10] Jason: Got it. How many units of storage do you represent then?

[00:06:14] Scott: Yeah, so 28 to 29, 000 overall is what we’ve invested in and we’re sitting at about 20, between 20, 000, 21, 000 right now in asset center management. Awesome.

[00:06:25] Jason: Wow. Okay. So for those listening that are in residential property management, and they’re listening to you what would you say to them?

[00:06:34] Like, maybe there’s some of them that they’re like, “man, I don’t want to deal with toilets, tenants and trash anymore.” And, you know, “I’m starting to love humans less. And I love real estate,” but what’s kind of your message?

[00:06:49] Scott: You know, in the education side of our business, Jason, of course, when there’s a room full of folks interested in self storage, it’s really easy to say that you know, I think everybody should have a self storage facility, one in their portfolio, if you’re in real estate and, you know, all roads lead to self storage eventually, because I think everybody gets to that place where they do get frustrated and it could be just a day.

[00:07:06] It could be, you know, in terms of, “wow, that was a whole lot coming at us.” But it doesn’t mean that, you know, my recipe is the catch all, you know, when you have just a hammer, everything looks like a nail. And I’m not saying that anybody should go out and do what I have done because we made a lot of money you know, on the residential side and commercial multifamily.

[00:07:21] I just found for me, that this self storage really found me instead of me finding self storage. Which I just felt it’s a simple, predictable business model that you can replicate over and over again without as many moving parts and that human factor. And so for a knucklehead like me, I think it was the perfect fit to be able to go out and just master this practice and that business model and the standard operating procedures. And then just at scale and at speed go out and just make a go of it. And we grew really fast and never really get over our skis. It was just it’s a manageable model as well. And so it just fit for myself. But I would say Jason, when business gets so difficult that it’s just absolutely no fun anymore, and it’s drudgery… I see many people doing it right now, they’re just throwing good money after bad. Well, you know, be honest with yourself, and sometimes the best cook in the world can’t fix a broken recipe. And if they find that is the recipe is your business model or just your business in general, then get help.

[00:08:13] Or, you know, maybe it’s time to take a look at some of their asset classes like self storage.

[00:08:17] Jason: So if somebody’s an investor and they’re wanting to get into this, there’s probably a learning curve. There’s probably potential pitfalls. So like, yeah, I’ve tried my Airbnb. That was kind of difficult. I didn’t like having to mess with pricing constantly. Like maybe I should try self storage. I’m curious about what you would say to them and then, you know, if somebody’s just an investor and they’re just looking to just invest, but they’re not wanting to really actually manage storage units, then what path would you recommend?

[00:08:45] Scott: So sure. Two paths, but also some folks just take a one and end up achieving the same result. So if this is something that you’re looking to do actively you know, of course, Jason, I own, you know, I run an education company. And so we’re always going to tell you to get education because the cost of not, you know, you pay the dump tax.

[00:09:03] And sometimes we’ve seen people pay hundreds of thousands of dollars for the dump tax. And that just means that they’ve gone out and they’ve watched a couple of videos read a book and all of a sudden they’re experts in masters and this is commercial real estate. There’s a lot of nuances to it, no matter what the asset class you pick within commercial real estate, but also because it’s commercial real estate, there’s lots of commas and zeros to profit from it, which is fantastic.

[00:09:23] But also if you make a mistake. Those mistakes in underwriting and in other areas also come with commas and zeros behind them as well. And we’ve seen many a good investor that maybe it was a little prideful or maybe thought that, “Hey, this is an easy asset class compared to what I’ve been doing. You know, I can do this with one hand tied behind my back.” And then they find out that this is an operating business on top of real estate. And there’s more nuances to this and they need to dig in and understand what that looks like, because as you know, once you get behind in habitational real estate and rental real estate in general, you know, it takes double the effort to get caught back up again, and if that goes on for a quarter, sometimes people just can’t recover. So, you know, we can go into all the reasons why and the mistakes that people have made, but I think just understanding you need to educate yourself. Now, if you’re looking to do this passively, in other words, you don’t want to take on the credit risk, you don’t want to take on, say, the construction risk or a lease up risk of a turnaround or a development project then you can invest passively.

[00:10:20] There’s a number of REITs out there and we have funds and individual syndications and joint ventures that we do with folks where they come in as a limited partner. They still get equity. They still have ownership. They have a piece of ownership of this property. So they get the depreciation, they get a share of the cash flow, and then the profits upon the sale.

[00:10:38] But they don’t take on the lease up risk, the development risk, the risk of a project going south no matter what, and or have to go out and create a business, you know, and a team to be able to do so. And along the way, many folks, Jason, they start as passive investors either with one of our projects or others, and by, by just following along, you know, you get that education.

[00:10:59] You know, we hold webinars once a quarter and we send out monthly reports and we send out updates as to what’s happening with our projects. And so by def facto, our passive investors are getting an education and they earn while they learn the business.

[00:11:11] Jason: Got it. Earn while they learn. Like it.

[00:11:15] And that’s probably a better path to start out as is to first explore doing it passively to figure out should they jump in and do it more actively.

[00:11:24] Scott: I don’t know better. That’s not my decision to make. I think some folks, if they have a team in place, you know, they can make that pivot just by learning the business, but it just really depends on where they’re at.

[00:11:34] I would say that it’s It’s certainly the safest. And if you have a small amount of capital to set aside to invest in a project, that’s the best way about doing it. Because once it comes time to do your own, it’s going to take a larger chunk of capital to be able to do so unless you’re raising private equity.

[00:11:49] So you know I can say that is the best and probably is for most people, but not everybody.

[00:11:54] Jason: Got it. Yeah. Well, a lot of people listening already have some sort of business, a lot of them, they won’t just throw it in, jump right into storage units, maybe. But I think a lot of them, it would resonate with them.

[00:12:06] “Hey, then maybe this is another way to diversify my portfolio, another way to invest. I would love to do, try it out passively, and then maybe even get some education.” for those that maybe heard the beginning of this and they’re like, “Man, I don’t have to deal with toilets, tenants, trash, and it’s real estate. And it sounds so easy.” What are some of the things that maybe they have a blind spot to? That somebody, you know, they would learn once they start doing this, it’s not all, you know, stars and rainbows and roses with this as well.

[00:12:38] Scott: Right. So, you know, outside of the front end and the due diligence that needs to be done just to make sure that you’ve bought a solid property from an operational standpoint, which is what you’re referring to, you know, what we found is that, you know, a million bucks, 5 million bucks goes a lot further, meaning you buy more doors you buy more square footage and it allows us more doors because these are metal boxes on concrete slabs and they’re not, you know, multifamily that has drywall and plumbing and, you know, a lot of HVC, it just goes further.

[00:13:03] So that means that there are more units to be able to keep track of. You know, the good news is there’s software and we do have property management companies and property managers to handle that and a lot of it is automated, but at the end of the day, you know, it’s a large amount of units and a large amount of rental tracking that needs to be done to make sure that the dollars come in the door. On the flip side of that, just because I am a bright side up, kind of guy, you know, we have the ability with our leasing structure within self storage that, you know, it’s a 30 day lease automatically renewable. And so anytime that we want to raise the rates, we don’t have to wait. It’s not an anniversary. It’s not an annual lease. It is a month. And so that means on month seven, if we see that the market is changing and the demand is higher and there’s a whole lot of development going on, then we can raise the rates in seven months.

[00:13:46] We can do it in four months. We can do some nuisance increases in between, you know, either way, and we’re very flexible when it comes to that. But then also, the good news is even if people do fall behind in the rent, you know, we have the ability to, or we have the power behind us of the lien laws instead of habitational or versus habitational real estate in which you have tenant and toilet courts. And so when I used to walk out of there, I had a pink piece of paper and very little ability to be able to get my money back and to be able to you know, execute on getting that the money back in the door.

[00:14:18] But with self storage and the lien laws. We can put a lock on their unit, lock them out and we don’t have to go to court within 60 or 90 days depending upon the state, my manager or an auction company will cut the lock off and open it up for bids on the date that we have an auction and I can recoup my back rent to my late fees and, you know, we are the judge and jury so we don’t have to wait.

[00:14:36] I know you asked for the pitfalls but, you know, the good side is that you know, even though there’s a lot of units to manage the, just because of the nature of the industry and the safeguards that we have in place, it’s much, much easier and simpler to handle.

[00:14:48] Jason: Awesome. Cool. Well, yeah, this is very informative.

[00:14:51] Tell us a little bit about your education company, what you do there and and maybe how people can get in touch if they’re curious.

[00:14:58] Scott: So on the education side, you know, when I got into business, you know, there wasn’t an education company out there. There wasn’t anybody that I could go to to learn the, you know, the A to Z to the nuts and bolts of the business.

[00:15:10] I could certainly go to the trade shows and some of the industry events and I can learn about doors and how to build these facilities and some of the, you know, the bolt on property management software. But there wasn’t anybody teaching about the investment side of the business. And so, you know, we scraped as much as we could, you know, leaning on and building on the foundation that we had in commercial real estate already by owning multifamily and office buildings and warehouses.

[00:15:30] But just digging into this business and talking to as many people as possible. And I hired a consultant to fill in the gaps and spend a day with him touring his facilities and others that he managed for other investors. And, you know, that’s how we grew our you know, bank of knowledge and created our standard operating procedures, at least the foundation of it.

[00:15:48] But then after we got into the business a little further down the path and buying facilities I used to run the Real Estate Investor Association here in Indianapolis. And we had 600 folks in the association. And about 300 of them wanted to know about self storage after they saw what we were doing.

[00:16:04] And so we started holding workshops and then some of the agents that represent the national speakers in the industry, again, there wasn’t a person speaking and experts on the industry. And so they contacted me and one of them assisted me in setting up presentations, the ability to sell tools and resources for folks, and then helped us to create a live events, and thus, our education industry was born. It was really just out of a, I guess, like any good entrepreneur, you see an opportunity in the marketplace and a hole to be filled, and we stepped in and filled that. And so it’s evolved from just a home study system, which is, you know, that’s such a guru, you know, term to use that what we developed, what we put together was a very extensive business plan with all the tools, the resources and links and software, you know, and everything you need to find, manage, purchase a self storage facility. And that is the name of our home study system. And then that evolved into live events, three day events, which is an immersive workshop and then also for folks that are looking for either one on one or a group coaching and mentoring, you know, begin offering that. And to this day, still offer that. And so we have you know, we’re the nation’s leading education company in the space.

[00:17:14] We’ve taught more people how to get into the business and grow and scale the business and than anybody else out there in any other organization out there and still going strong at this is what we’d love to do is, you know, we love to take people from zero to 55 miles an hour in storage.

[00:17:26] And then in our mastermind and in our other areas, we like to take them from 55 to a hundred and build partnerships and do syndications with them as well. Awesome.

[00:17:35] Jason: Yeah. Sounds very much like our goal here at DoorGrow for the residential space. So what’s the name of your education company?

[00:17:44] Scott: Self Storage Profits is the name of the education company.

[00:17:46] SelfStorageInvesting.com is the website for all the tools and the resources, a ton of free information, pull downs, white papers, a whole lot to not only just dip your toe in the water, but really to help you get started, and then anything else that you would want or need with regards to coaching, mentoring, attending our live events, it’s all located on that page as well, including access to our passive investments as well.

[00:18:11] Jason: Very cool. Awesome. Cool. Well, I appreciate you coming on the show, hanging out with us here on the DoorGrow show. It sounds really interesting. I think there’s a lot of our clients that are involved in different types of management. And so this may be another one that everybody should maybe take a look at that could be interesting. I think it’s fantastic. Or as to do management, you know directly so very cool. Scott, thanks for coming on the show. Appreciate you.

[00:18:39] Scott: My pleasure, Jason. Good to see you again

[00:18:41] Jason: Good to see you. All right So if you are a property management entrepreneur and you’re dealing with frustrations, you can go start a storage unit business as well. So appreciate Scott for being on the show. If you would like our help in cleaning up your business so that you don’t hate it and getting you out of that first level of exit of doing the frontline work and getting out of the next exit and the next exit until maybe eventually you decide to sell that business, we can help you with that because the more valuable you are to your property management business the less valuable your property management business is to everybody else. And what I find with clients is as we ascend them through these levels of exit, It becomes more and more business that they would enjoy keeping perhaps And so let’s see if we can ascend you and get you past that first exit at least, maybe the next exit where you’re out of managing the people in the team and you’ve got an operator and things are really smooth and so if you would like our help here DoorGrow reach out to us at DoorGrow.com And until next time, to our mutual growth. Bye everyone.

[00:19:45] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:20:11] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today’s episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.