Why do you think all the good deals are already taken?

This is the belief I hear most from people stuck on the sidelines. "The market is too saturated. Every facility is already owned by the big REITs or some local guy who'll never sell. Everything on LoopNet is overpriced." So they wait. And wait. And the deal never shows up because they're looking in the wrong place.

Here's the truth. The deals on LoopNet aren't the deals. Roughly 80% of storage facilities in this country are still owned by mom-and-pop operators, many in their 60s and 70s, with no succession plan and no broker on speed dial. They aren't listed anywhere. You have to go find them. I've bought several of my 8 facilities by doing exactly that — driving routes, sending letters, picking up the phone, and building real relationships with brokers who call me before anything hits the market.

If you want to see what this actually looks like in practice, watch this one on cold calling — I pulled 5 scripts straight from my 23 years in sales: https://youtu.be/d1zjg5oXny0. Pair that with consistent direct mail and a few broker conversations a week, and your problem flips from "there are no deals" to "I have too many to look at." The Blueprint walks through the full multi-channel system if you want the whole picture: https://drive.google.com/file/d/1wkUwltCW9wk7LbsoddYwTfTFn5UgMg2x/view?usp=sharing

What's the real reason you haven't started sourcing off-market yet — is it the belief there's nothing out there, or something else?

Dave "Go Find The Deal" DeMink

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Why do you think all the good deals are already taken?