In this episode Michael and Dylan Cunningham discuss tax strategies for self-storage investors with Heidi Henderson, Chief Marketing Officer at Engineered Tax Services. Heidi explains various tax incentives, including cost segregation, which can accelerate depreciation and reduce tax liabilities. She also covers the benefits of being a real estate professional, which allows for more deductions. The discussion includes the impact of the "Big Beautiful Bill" on bonus depreciation and opportunity zones, which offer tax-free gains for investments in designated low-income areas. Additionally, they touch on advanced tax strategies like captive insurance and charitable lead trusts for high-net-worth individuals. The discussion also touches on the importance of tax strategies for self-storage owners, suggesting that those not advised on these matters may need to seek new tax advisors.

Heidi Henderson

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John Lindsey, founder of Lindsey Self Storage Group, discussed his journey into the self-storage industry, starting in 1969 with his father. He highlighted the impact of rate hikes and elections on the market, noting a significant increase in transactions in 2025. Lindsey emphasized the importance of conservative development strategies, especially in oversaturated markets. He advised first-time buyers to start local, get pre-approved, and consider management companies. Lindsey also noted the shift towards AI and remote management technologies. Despite challenges, he remains optimistic about the sector's future, noting that good deals can be found if one navigates the debt aspect carefully. He emphasizes the importance of thorough title searches and hiring competent attorneys to avoid issues.

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Mike and Dylan discuss strategies for self-managed storage facilities with Rick Beal and Megan Smith of Atomic Storage Group. Rick emphasize the importance of fundamental marketing practices, such as optimizing Google business profiles and using quality backlinks. They highlight the need for efficient lead conversion through AI-based phone software and personalized customer service. The conversation also covers the challenges of managing 150 properties, including hiring practices, deferred maintenance, and balancing customer service with business profitability. Megan stresses the importance of documented systems and procedures to ensure consistency and efficiency. They emphasize the importance of affordable, reliable technology that aligns with business fundamentals rather than complicating operations. They stress staying updated with trends, especially AI, and adapting to market changes.

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Katharine Lau, founder of Stuff Storage and Sidney AI, discussed her journey from hotel development to transforming underutilized office spaces into tech-enabled self-storage facilities. She highlighted the company's growth from 25 units in a basement to 30 locations in seven major cities, emphasizing the use of revenue-sharing leases and technology to scale operations. Kat introduced Sidney AI, a customer-facing AI agent handling sales and customer service, trained on five years of call data. The company aims to expand nationally and globally, leveraging AI to enhance customer experience and streamline operations.

Tommy Nguyen, co-founder of StoragePug, discussed the evolving self-storage industry at the ISS show, highlighting positive energy and tech advancements, including AI. He emphasized the importance of accurate Google Business Profiles, unique content on websites, and effective concessions like 50% off the first two months. Tommy advised focusing on Google Ads over platforms like SpareFoot, stressing the need for transparency in pricing and rate guarantees. He also noted the impact of advocating for clear communication of fees and rates to maintain customer trust. The discussion focused on improving self-storage rental processes and customer experience. He also emphasized the importance of transparent pricing, with no hidden fees, and highlighted a client's success from 11% to 33% online rentals in a year. Key metrics for improving online presence include getting 10 more reviews monthly, auditing the rental process to ensure it takes no more than 90 seconds, and using AI tools to monitor online visibility.

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Kale Leavitt, CEO of Storage Reach, discusses the importance of online reviews for self-storage businesses. He highlighted that only 1% of customers leave reviews without prompting, while 70% are willing to if asked. Storage Reach automates review requests, integrating with management software to target move-ins, current tenants, and move-outs. The platform achieves a 33-35% review conversion rate, with a two-step process to mitigate negative reviews. Pricing starts at $60/month for up to 100 units, scaling to $99/month for over 250 units. Storage Reach also offers AI-driven responses and a citation manager for consistent business listings.

James Hatfield, an entrepreneur and educator in the self-storage industry, discusses the integration of technology to enhance self-storage operations. His company, LiveSwitch, specializes in high-quality video and communication solutions. James shares his journey from reinventing the 911 phone call to entering the self-storage space. He highlights the benefits of using LiveSwitch for remote management, customer interactions, and maintenance, emphasizing features like live video calls, QR codes, and AI-powered tools. James also plans to purchase his first self-storage facility to prove that these technologies work even in the most tertiary markets.

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Brett Copper, President of Copper Storage Management, discussed the evolution and success of their remote management model, which has managed over 250 facilities across 39 states. Copper Storage Management's remote model saves payroll costs, averaging $600 monthly for under 500 units, compared to $50,000-$60,000 for traditional management. They use a tech stack including Storable, Swivl, Call Potential, Go Local Interactive, Bader Insurance, SpareFoot, Birdeye, Late2Lien, and SpiderDoor. Copper emphasized the importance of clear signage, effective customer support, and the potential for AI to further streamline operations. They remotely manage 150 facilities and are expanding rapidly. Join in for the latest scoop on the future of the self storage industry and helpful tips to stay ahead of your competition.

Copper Storage Management Maintenance Employee Job Description

Weekly Audit Form for Employee to Fill Out

In Episode 12 of "The Good, The Bad and The Ugly of Self Storage," hosts Michael and Dylan Cunningham discuss Everbright Coatings with Jackie Belau from the company. Everbright Coatings, a family-owned business, has been in the market for over 30 years, initially for architectural use but now primarily for self-storage. The product restores and protects roll-up doors, siding, and other metal surfaces, enhancing curb appeal without full replacement. It's suitable for facilities 15-20 years old. A standard eight by eight door costs about $20 for materials, with kits available for different numbers of doors. The product is applied using a sprayer and can be used on various metal surfaces. Jackie also mentions their certified contractor network for those who prefer professional application.

In this special episode, we welcome our very first guest—Michael Bailey, a commercial airline pilot turned RV storage developer. Fresh off building his first facility in Cameron Park, California, Michael shares the raw, real-life journey of starting 1776 RV Storage from scratch. From zoning and CEQA hurdles to financing, permitting delays, and construction curveballs, this episode dives deep into what it really takes to bring a storage project to life. If you're thinking about getting into RV or self-storage investing, this is a must-listen packed with insights, lessons learned, and plenty of "good, bad, and ugly" moments.