The #1 Deal Finding Strategy That Helped Us Build a $70M Self-Storage Investing Portfolio

If there’s one thing we know at StorageLife, it’s that the key to building a $70M portfolio in self-storage investing isn’t just about finding the right properties. It’s about finding them first.

That might sound simple, but here’s the reality: most new investors chase listings on LoopNet or Crexi. They rely on brokers, wholesalers, or flashy webinars. But our approach is different. It’s old school, high touch, and still undefeated: direct-to-seller relationship building.

And that’s what this article is all about—the strategy that built our portfolio, one off-market conversation at a time.

Why Most Investors Never See the Good Deals

It’s tempting to think self-storage investing is about timing or luck. Maybe the right deal will pop up online. Maybe a wholesaler will bring you something amazing. But if you want consistent results, that strategy falls apart quickly.

At StorageLife, we teach our students how to control their own deal flow. That means not relying on broker lists or waiting for good fortune. Instead, we:

• Make over 300 cold calls a week

• Leverage self-storage virtual assistants trained by our sister company

• Track KPIs ruthlessly

• Build long-term relationships with mom-and-pop owners

As Cameron Barsanti always says,

"The lifeline of a self-storage investor hinges on one thing only, and that is the ability to find opportunity."

And opportunity doesn’t come to those who wait. It comes to those who follow up.

The Deal-Finding Strategy That Never Fails

We call it the "10 Seller Strategy."

It works like this:

1. Identify 10 off-market self-storage owners you want to build relationships with.

2. Save their phone numbers in your phone with a consistent label (e.g., "SS Owner - John, TX").

3. Reach out regularly—at least once every 90 days.

4. Follow up with emails, handwritten letters, and even holiday cards.

This strategy is simple. But most people don’t do it because it’s not fast. It takes months, sometimes years. But when that owner decides to sell, they call you, not the broker.

Because you took the time to build trust.

And because you were the one who showed up.

Building Trust at Scale

Can you scale this? Absolutely. That’s where our self-storage virtual assistants come in.

Our sister company trains VAs specifically for self-storage investing tasks. They help us identify leads, scrape Google Maps, log KPIs, and organize follow-up workflows.

But when it comes to the actual rapport building? That’s on you.

Why? Because real trust isn’t outsourced.

Whether you're trying to buy your first self-storage facility or expand your syndication portfolio, you need sellers to remember your name. And nothing is more powerful than being in their phone when the day to sell arrives.

Real World Example: The Trophy Asset Play

One of Cameron’s top tips is to focus on what he calls "trophy assets."

These are facilities that:

• Are large or in key markets

• Don’t have websites or use outdated platforms

• Are owned by elderly mom-and-pop operators

In other words, they’re invisible to most of the self-storage investing world. But they’re prime opportunities for those who know how to find and nurture leads.

Here’s how StorageLife students approach them:

• Skip trace to find the owner

• Call personally

• Follow up consistently

• Offer value (like a no-strings-attached facility analysis)

It’s not unusual for these efforts to pay off years later. But when they do, the ROI is massive.

What Makes This Strategy So Powerful?

It beats every other lead source because it’s based on human behavior.

Most sellers aren’t ready to sell the day you call. But one day, they will be. And when they are, they’ll pick the buyer they know.

That buyer can be you.

Here are a few tactics Cameron teaches in the self-storage mentorship program:

• Call while you’re driving, don’t overthink it

• Always leave notes and log your conversations

• Send a business card or self-storage marketing letter after every meaningful call

• Keep your name top-of-mind with cards, gifts, or personal touches

It’s not complicated. It just takes consistency.

Tracking What Matters

To know what’s working, you need data. That’s why KPIs are so critical in the StorageLife system.

We track:

• Calls made

• Owners reached

• Follow-ups sent

• Offers submitted

Without this, you can’t improve. But with it? You gain clarity on what’s driving results.

And that lets you scale.

From Cold Call to Close

Cameron has closed 19 deals using this strategy. Every single one was off-market.

That’s no coincidence. It's proof.

If you want to learn how to start a self-storage business, understand the risks of self-storage investing, or get serious about how to analyze a self-storage deal properly, this is where you start.

You don’t need to be the loudest voice. You just need to be the most consistent.

Final Thoughts: Action Over Education in Self-Storage Investing

At StorageLife, we believe in education. We believe in books, podcasts, and every good self-storage investing course out there. But those things won’t get you a deal.

Only action will.

This strategy, building real relationships with sellers over time, is the difference between watching deals happen and making them happen.

Whether you’re a beginner exploring self-storage as an investment, or a seasoned operator pursuing self-storage syndication, this is the path.

And we’re here to help you walk it.

Want to join our community? Apply to the StorageLife self-storage mastermind, where we share tools, track KPIs, and hold each other accountable. If you're ready to commit, we're ready to show you how we built a $70M portfolio using nothing more than a phone and some handwritten letters.

Because this isn't about theory. It's about doing the work that others won’t.