Look Who’s Talking While others may not be eager
to share the self-storage stage with newcomers, Lindsey is adamant that “a rising tide lifts all ships.” Obviously, increased competition will require brokers to “work harder,” but he notes that a few aspects of self-storage broker- age have improved throughout the decade, thus simplifying some of the legwork. For instance, as a result of newer technologies, such as virtual meetings and industry-specific data resources, “the level of communication is easier now” and brokers have “more access to information.”
Despite these advancements that have
streamlined brokerage, Lindsey points out that there is “an art” to the business that cannot be replaced with technology. “There’s a balancing of personalities,” he says, that needs to occur to close deals.
A personable broker has the ability to understand both parties in a transaction
and help them reach an amicable agree- ment. This is easier to accomplish by visiting the owner and the property; the more first- hand knowledge a broker has about a site and its owner, the better equipped they are to market the property to potential buyers on behalf of the seller(s).
Lindsey also mentions another more
recent shift in commercial real estate brokerage: Buyers want to get to know brokers better. With more investors enter- ing the space seemingly daily, it has become more important than ever for buyers to put their best foot forward with the brokerage community in order to highlight their capacity to successfully transact deals.
“It used to be the opposite,” he says,
reflecting on the effort required to establish rapport with buy-side clients. And he is grateful for the patience of his early clients as he worked out the kinks to make deals happen.
Certainly, the time he’s spent in
the industry has served him well, enabling him to better determine who would be interested in purchas- ing deals when they arise and secure high-caliber buyers for each transac- tion. This kind of knowledge cannot be acquired overnight, but Lindsey recommends good communication and industry-specific networking as key components for strengthening your list of prospects.
Indeed, his affiliations with various
self-storage associations, as well as the time he spent as a board member for the national Self Storage Associa- tion, have helped him build rapport with industry professionals and gain momentum in the sector.
Erica Shatzer is the editor of Mini-Storage Messenger, Self-Storage Now!, Self-Storage Canada, and MiniCo Publishing’s annual Self- Storage Almanac.
18 September 2022 •
MiniStorageMessenger.com
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80
