Stories Behind the Door
Self-storage isn’t just about square footage; it’s a booming industry driven by savvy operators, astute investors, skilled brokers, and everyday people making things happen. Hosted by Thaddeus Campbell, Stories Behind the Door pulls back the curtain on the real players behind the deals, developments, and day-to-day grind. Every week, we sit down with the people who are shaping the future of storage and flex space, one story at a time. If you're in the business or considering entering it, this is your front-row seat.
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An entire legal career in Self Storage has Scott Zucker’s fingerprints everywhere.
05/06/2026
An entire legal career in Self Storage has Scott Zucker’s fingerprints everywhere.
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: Linkedin: Connect with Scott Zucker Email: LinkedIn: This Episode was brought to you by:
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Frank Forte Quite NYC Investment Banking to Build Something True to his Jersey Roots
04/29/2026
Frank Forte Quite NYC Investment Banking to Build Something True to his Jersey Roots
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: thaddeus@s3.partners
LinkedIn:
Connect with Frank Forte (Lucern Capital Partners) Email:
frank.forte@lucerncapital.com LinkedIn:
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Two Decades in Storage Gave Him the Problems, his Entrepreneurial Spirit is Finding the Answers
04/22/2026
Two Decades in Storage Gave Him the Problems, his Entrepreneurial Spirit is Finding the Answers
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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SVP of SafeGuard Storage talks the downside of a historically long economic climb.
04/15/2026
SVP of SafeGuard Storage talks the downside of a historically long economic climb.
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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Nagesh Anupindi embodies the American Dream. Humble Beginnings in India to Business success in the USA.
04/08/2026
Nagesh Anupindi embodies the American Dream. Humble Beginnings in India to Business success in the USA.
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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Two friends from Georgia Tech are reshaping small town Self Storage with a tech centered approach.
04/01/2026
Two friends from Georgia Tech are reshaping small town Self Storage with a tech centered approach.
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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It started as a tech driven way to help New Yorkers find space, now it’s helping Storage owners grow NOI nationally.
03/25/2026
It started as a tech driven way to help New Yorkers find space, now it’s helping Storage owners grow NOI nationally.
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): Connect with Peter Smyth (White Label Storage): This episode was brought to you by:
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Jane Sauls has done it all in Storage and she shares it all, including where the state of the brokerage market.
03/18/2026
Jane Sauls has done it all in Storage and she shares it all, including where the state of the brokerage market.
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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Christen Bryant never forgot the main things while carving a successful career in Storage!
03/11/2026
Christen Bryant never forgot the main things while carving a successful career in Storage!
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: LinkedIn: linkedin.com/in/itsthadcampbell/ Email: This episode was brought to you by: Kiwi2 Construction 30+ years of self-storage steel expertise. Visit
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Jennifer Barroquiero’s leadership in Self Storage happened almost on accident!
03/04/2026
Jennifer Barroquiero’s leadership in Self Storage happened almost on accident!
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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25 Years on Wall Street and Half a Decade in Storage and Adam Troso’s Playbook hasn’t changed
02/25/2026
25 Years on Wall Street and Half a Decade in Storage and Adam Troso’s Playbook hasn’t changed
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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Tom Sherlock put all his chips in the middle when he started Talonvest. 16 Years later and he’s happy he did.
02/18/2026
Tom Sherlock put all his chips in the middle when he started Talonvest. 16 Years later and he’s happy he did.
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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Ken Woolley shares his incredible journey over 56 years in storage.
02/11/2026
Ken Woolley shares his incredible journey over 56 years in storage.
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): Connect with Kenneth Woolley (Extra Space Storage): This episode was brought to you by:
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Brett Turner carved out a niche in Small Bay Industrial that has paid big dividends.
02/04/2026
Brett Turner carved out a niche in Small Bay Industrial that has paid big dividends.
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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Cory Sylvester built the leading Storage Development team in the most challenging environment
01/28/2026
Cory Sylvester built the leading Storage Development team in the most challenging environment
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): Connect with Cory Sylvester (DXD Capital): cory@dxd.capital This episode was brought to you by:
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Andrew Capranos and 10 Federal are leading the charge to increase customer experience through Tech.
01/21/2026
Andrew Capranos and 10 Federal are leading the charge to increase customer experience through Tech.
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): thaddeus@s3.partners Connect with Andrew Capranos This episode was brought to you by: https://www.kiwiconstruction.com/
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Storage Authority is bringing the Playbook for success in Storage to busy professionals.
01/14/2026
Storage Authority is bringing the Playbook for success in Storage to busy professionals.
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: Connect with Marc Goodin: This episode was brought to you by:
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You need to hear the incredible journey of Sydnie Wilda and the courage she carries into Self Storage.
01/07/2026
You need to hear the incredible journey of Sydnie Wilda and the courage she carries into Self Storage.
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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How one Phone Call Changed the Trajectory for Alyssa Quill of Storage Asset Management
12/31/2025
How one Phone Call Changed the Trajectory for Alyssa Quill of Storage Asset Management
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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A 30 Year Legacy Wayne Woolsey is a Legend in Self Storage after 30 Years of Always Getting it Done
12/24/2025
A 30 Year Legacy Wayne Woolsey is a Legend in Self Storage after 30 Years of Always Getting it Done
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: Website: Connect with Thaddeus Campbell: Website: LinkedIn: This episode was brought to you by:
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Hard work paid off in a massive way for Rob Kapp, Founder of KISS Locks. Even if it took two decades.
12/17/2025
Hard work paid off in a massive way for Rob Kapp, Founder of KISS Locks. Even if it took two decades.
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: thaddeus@s3.partners Website: LinkedIn: Connect with Rob Kapp: Email: ob@keepitsimplestorage.com Website:
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Shane Burgos climbed to the pinnacle of his craft, and the lessons translate from fighting to big business
12/10/2025
Shane Burgos climbed to the pinnacle of his craft, and the lessons translate from fighting to big business
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: thaddeus@s3.partners Website: LinkedIn: This episode was brought to you by:
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Kevin Bledsoe did it all in storage before taking the biggest bet possible.
12/04/2025
Kevin Bledsoe did it all in storage before taking the biggest bet possible.
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: thaddeus@s3.partners Website: LinkedIn: Connect with Kevin Bledsoe: Email: kevin.bledsoe@marcusmillichap.com Direct: (215) 531-7113 | Office: (215) 531-7000 This episode was brought to you by:
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He’s renowned in storage and part of 2025’s most consequential deal
11/26/2025
He’s renowned in storage and part of 2025’s most consequential deal
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: thaddeus@s3.partners Website: LinkedIn: Connect with Ben Vestal: Email: bvestal@argus-realestate.com Website: This episode was brought to you by:
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Tim Ryan is putting ‘Cuse honed investigative skills to work Appraising Self Storage Facilities
11/19/2025
Tim Ryan is putting ‘Cuse honed investigative skills to work Appraising Self Storage Facilities
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: Website: LinkedIn: Connect with Tim Ryan: Email: Website: This episode was brought to you by:
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Rona Siegel didn’t sacrifice her family life while helping to build the StorQuest brand nationally!
11/12/2025
Rona Siegel didn’t sacrifice her family life while helping to build the StorQuest brand nationally!
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: thaddeus@s3.partners Website: LinkedIn: Connect with Rona Siegel: Email: rsiegel@williamwarren.com Website: This episode was brought to you by:
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Dayo Adebayo left a lucrative Consulting Career to pursue Entrepreneurship and Real Estate
11/05/2025
Dayo Adebayo left a lucrative Consulting Career to pursue Entrepreneurship and Real Estate
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: thaddeus@s3.partners Website: LinkedIn: Connect with Dayo Adebayo: Email: dayo@dpcapital.fund Website: www.dpcapital.fund LinkedIn: This episode was brought to you by:
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Solving a $200 Billion Problem: Is Truck Parking the Most Lucrative Real Estate Niche?
10/29/2025
Solving a $200 Billion Problem: Is Truck Parking the Most Lucrative Real Estate Niche?
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: thaddeus@s3.partners Website: LinkedIn: Connect with Andrew Jones: Email: andrew@truckparkingclub.com Website: LinkedIn: This episode was brought to you by:
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Noah Springer covers the journey from the Family Farm to C Suite at an S&P 500 company!
10/22/2025
Noah Springer covers the journey from the Family Farm to C Suite at an S&P 500 company!
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: thaddeus@s3.partners Website: LinkedIn: Connect with Noah Springer: Email: nspringer@extraspace.com Website: This episode was brought to you by: https://www.kiwiconstruction.com/
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QC Capital is on the forefront of the Small Bay Flex wave
10/15/2025
QC Capital is on the forefront of the Small Bay Flex wave
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: thaddeus@s3.partners Website: LinkedIn: Connect with Chris Salerno: Email: chris@qccapitalgroup.com Website: This Episode was brought to you by: https://www.kiwiconstruction.com/
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