Case Study: Talking to the Owner’s Family to Secure a Storage Deal

In the world of self-storage investing, sometimes the key to a great deal isn’t just numbers or data—it’s people. Whether you’re a seasoned investor or someone learning how to start a self-storage business, conversations with property owners or their families are an essential part of the acquisition process. In this case study, we walk through a real-world example of building rapport, staying consistent, and playing the long game to win a potential storage deal.

At StorageLife, a premier self-storage investing mentorship program, we teach our students how to approach sellers with professionalism, empathy, and persistence. These human interactions often determine whether you get your foot in the door or get ignored like everyone else.

Initial Contact: Reaching the Gatekeeper

Our story begins with a simple outreach. The investor had skip-traced the owner of a storage facility in Claremore, Oklahoma, and ended up connecting with the owner's daughter, Donna. This is common in self-storage investing: properties are often held by older owners, and their children or other family members act as gatekeepers.

The first call with Donna went well, lasting about 25 minutes. There was interest, but no clear next step. A few weeks passed, and now it was time to follow up.

The Follow-Up Call: Rebuilding Rapport

When the investor called back, Donna didn’t immediately remember who he was. That’s not surprising. Most people are busy, and unless you’re staying top of mind, you’ll be forgotten.

Pro tip from StorageLife: Most sellers won’t remember you until after 7 to 13 touches. This includes calls, texts, emails, letters—any form of communication.

Rather than being discouraged, the investor took this as an opportunity to reintroduce himself.

“Hi Donna, this is Cameron Barsanti. We spoke a few weeks ago—I’m the self-storage owner-operator in Claremore. I own the old Maxi Mini, now Success Storage, and also the one next door I bought from Sue and Andy."

This short, direct reintroduction helped jog her memory. She replied, "Okay, yeah."

She explained that she was in the middle of building a house and juggling multiple conversations—perfectly understandable. The key takeaway here? Don’t take forgetfulness personally. Be professional and clear.

Expressing Intent Clearly and Honestly

After refreshing her memory, the investor explained his interest:

• He owns and operates local self-storage facilities.

• He is not a self-storage syndicator, meaning he uses his own capital rather than raising money from outside investors.

• He’s a long-term, transparent, and eager buyer.

• He’s heavily involved in the industry and is a self-storage mentor, coach, and active participant in self-storage masterminds.

• 
  

He emphasized that even if now isn’t the right time, he wants to be in the mix for any future discussions. This non-pushy, relationship-based approach is what often sets professionals apart in the self-storage investing space.

Following Up the Right Way

Donna shared that her father and uncle co-own the property and that they were out of town. She needed to talk to both of them together. But importantly, she said she might talk to the uncle soon.

That window of opportunity is exactly why you follow up. But she also asked for something smart:

"Send me a text with your name and a couple of sentences about what you’re doing."

This is gold. Texts are more permanent and easily referenceable than calls. The investor agreed and said he would also include a photo of himself.

Why the photo?

People connect with faces. A photo adds a personal touch and makes your outreach more memorable.

Lessons Learned

Here are some of the most important takeaways from this case study:

1. Be human. You don’t have to sound like a corporate machine. Stumble through it if you have to, just be real and respectful.

2. Stay consistent. The average seller needs 7 to 13 touchpoints to remember you. Don’t give up after one call.

3. Follow up with value. Reiterate who you are, what you do, and how you’re different—especially if you’re not a self-storage syndicator.

4. Be transparent. Mention your experience, your love for the business, and your long-term interest.

5. Use multimedia. A short text and a photo can make a huge difference.

   
   
   
   

What This Means for You

If you’re learning how to invest in self-storage, you might assume that it’s all spreadsheets and market comps. But as this case study shows, communication skills and persistence are equally vital.

Want to get better at this? Join a self-storage investing course like the one we offer at StorageLife. You’ll learn not just the numbers, but also the psychology, strategy, and process of seller conversations.

Apply This to Your Deals

• Start building your own self-storage broker list to help find potential deals.

• Track your outreach so you know when to follow up.

• Use tools like a CRM to record conversations and notes.

• Research self-storage cap rate by state to understand value before you even call.

• Send a self-storage marketing letter in advance, then follow up with a call.

The Big Picture

At the end of the day, self-storage as an investment is about more than just facilities. It’s about relationships. This case study is just one example of how keeping it human, being persistent, and providing value can move you closer to acquiring your next facility.

That deal may not close today. It may not even close this year. But if you do it right, you’ll be top of mind when the time is right.

And that’s the StorageLife way.

Whether you're looking to buy your first property or scale your portfolio, StorageLife is here to help you every step of the way. We provide top-tier self-storage mentorship, insider tactics, and access to a powerful community of like-minded investors through our self-storage mastermind programs.

Take the next step toward becoming a confident, successful investor.

Learn more about our self-storage investing course today and discover what your next deal could look like.

Disclaimer: As with any investment, there are risks of self-storage investing. Always do your due diligence and consult professionals when necessary.