ISS World Expo 2015

10 Powerful Selling Techniques to Maximize Self-Storage Profitability

Thu, 27 Jan 2022 21:16:52 GMT

Learn skills to maximize your self-storage sales presentation, including techniques designed to increase a facility’s lead generation, customer visits, rental activity and economic occupancy.

Speaker: Brad North, President, Advantage Consulting & Management
Format: Streaming Video
Duration: 37 minutes

10 Powerful Selling Techniques to Maximize Self-Storage Profitability
In this session, you’ll learn proven self-storage sales techniques that will increase your facility’s lead generation, customer visits, rental activity and economic occupancy. Our presenter not only shows you how to maximize your sales presentation, he shares creative ways to overcome customer objections and close each sale. You’ll learn:

How to increase customer leads to your store
Steps to maximize your sales presentation
Simple ways to improve customer follow-up and visits
Strategies to overcome customer objections
How to improve your rental activity and rates

This product is also available in DVD format, both as a single and as part of the following discount packages:

10 Ways to Boost Your Customer-Conversion Rate in Self-Storage

Thu, 27 Jan 2022 21:27:07 GMT

This session outlines strategies to help you convert more prospective customers to self-storage tenants—on the phone and in person. Learn how to generate more phone leads, pre-sell customers and more.

Speakers: James Ross and Matthew Van Horn, Vice Presidents, Cutting Edge Self Storage Management
Format: Streaming Video
Duration: 46 minutes

10 Ways to Boost Your Customer-Conversion Rate in Self-Storage
This session outlines strategies to help you convert more prospective customers to self-storage tenants—on the phone and in person. Our presenters share tips for handling phone calls and walk-in customers, as well as ways to generate more phone leads. They’ll discuss the creation of dynamic marketing campaigns, how to “pre-sell” customers and more. You’ll learn:

How to create a sales-conversion atmosphere in today's market
How to offer an online experience that entices customers to call
Simple ways to increase phone and walk-in conversions
Strategies to pre-sell customers before they ever meet the manager
How dynamic marketing campaigns increase your conversion rate

This product is also available in DVD format, both as a single and as part of the following discount packages:

5 Must-Have Features for Your Self-Storage Website

Thu, 27 Jan 2022 20:52:45 GMT

Learn how to write calls to action, the pros and cons of posting rental rates, where to advertise your mobile website, leverage your website as a reputation-management platform and convert more leads.

Speaker: Holly Ritchie-Fiorello, Director of Marketing, The Storage Group
Format: Streaming Video
Duration: 35 minutes

5 Must-Have Features for Your Self-Storage Website
In a noisy digital world, how do you stand out online? Learn how to optimize your website to serve existing self-storage customers, convert leads and save time with these five must-have website features. Our presenter will discuss responsive websites and the key metrics you should be tracking, plus how to turn your website into your best salesperson. You’ll learn:

Calls to action: how to write them and where to put them
The advantages and disadvantages to posting rental rates on your website
The best places to advertise your mobile website
How to make your website your reputation-management platform
Ways to convert more leads by learning through website best practices

This product is also available in DVD format, both as a single and as part of the following discount packages:

A Proactive Approach to Self-Storage Financing

Thu, 27 Jan 2022 20:30:50 GMT

Get an overview of best practices when approaching the capital markets for self-storage financing. Learn about market trends, loan factors, preparing a loan package, working with lenders and more.

Speaker: Neal Gussis, Principal, CCM Commercial Mortgage LLC
Format: Streaming Video
Duration: 47 minutes

A Proactive Approach to Self-Storage Financing
Lenders have become aggressive in the self-storage sector, but to get the financing you need, you still have to be prepared. This session provides a comprehensive overview of best practices when approaching the capital markets for financing. Our presenter discusses market trends, loan factors, preparing the loan package, working with lenders and more. You’ll learn:

Capital-market trends and deal specifics related to self-storage financing
The most important factors in obtaining a new loan
Key areas of importance including recourse, leverage, amortization and more
How to prepare an effective loan request for permanent or construction financing
Tips for smoothing the process and possibly achieving more advantageous terms

This product is also available in DVD format, both as a single and as part of the following discount packages:

An Insider’s View of International Self-Storage: A Discussion With the Experts

Thu, 27 Jan 2022 20:59:32 GMT

This panel discussion on international self-storage provides insight to development challenges abroad, marketing strategies for diverse markets, factors that affect financing, market growth and more.

Moderator: RK Kliebenstein, Vice President of Acquisitions, Metro Storage LLC
Panelists:
Dallas Dogger, Managing Director, Centreforce IT Pty. Ltd. (Australia)
Wadih Haddad, Founder and CEO, The Box (United Arab Emirates)
Graham Lomax, European Director of Sales, Gilderol Self-Storage Solutions (United Kingdom)
Robert Madsen, President, U-Lock Mini Storage (Canada)
Guy Pinsent, CEO, Less Mess Storage (Continental Europe)
Nancy Torres, Director of Latin America Business Development, Janus International Group (Latin America)
Format: Streaming Video
Duration: 49 minutes

An Insider’s View of International Self-Storage: A Discussion With the Experts
Self-storage continues to flourish around the globe, but not without some hard learning. Our expert panel of international storage experts provide insight to trends, strategies and lessons based on their development and operation of facilities across several continents. You’ll benefit from their experience in areas including construction, financing, marketing and more. You’ll learn:

Development challenges you'll face and ways to overcome them
Considerations for successful facility operation
Marketing strategies for diverse markets
Factors that affect financing
Predictions for market growth

This product is also available in DVD format, both as a single and as part of the following discount packages:

An Open Discussion on Self-Storage Manager Compensation

Thu, 27 Jan 2022 20:34:15 GMT

Examine key considerations regarding self-storage manager compensation including the difference between rental commissions and salary, designating ancillary commissions, rewards, benefits and more.

Speakers: J.B. Sills, Operations Consultant, and Stephanie Tharpe, Vice President of Operations and Marketing, A+ Management Group LLC
Format: Streaming Video
Duration: 44 minutes

An Open Discussion on Self-Storage Manager Compensation
Manager compensation is a hot topic in self-storage. Get insight from our presenters, who offer great, outside-the-box ideas on how to reward your employees. Don’t let your staff slip away to a competitor who offers a better package! This session will change your thinking regarding your No. 1 asset—your facility managers. You’ll learn:

The difference between rental commissions and salary
How to designate ancillary commissions
The difference between resident and non-resident compensation
How to build economic-occupancy rewards
Ways to offer other benefits such as health and paid time off

This product is also available in DVD format, both as a single and as part of the following discount packages:

An Overview of the Self-Storage Investment Market

Thu, 27 Jan 2022 20:35:16 GMT

Understand the relationship between net operating income and self-storage property value, the transaction process, how to value underperforming properties, market opportunities and more.

Speaker: Ben Vestal, President, Argus Self Storage Sales Network
Format: Streaming Video
Duration: 43 minutes

An Overview of the Self-Storage Investment Market
The self-storage investment market has matured. Understanding the new reality of property valuations, embedded value, transaction processes, portfolio building, debt markets, and the pros and cons of third-party management are imperative to your success as a property owner or investor. Our presenter provides a helpful overview of the investment market. You’ll learn:

How to maximize your net operating income and, therefore, your property value
An overview of the transaction process
How to value an underperforming property
Where we are in the real estate cycle
Market opportunities for today's entrepreneurs

This product is also available in DVD format, both as a single and as part of the following discount packages:

Building-Code Updates and How They Affect Your Self-Storage Project

Thu, 27 Jan 2022 21:05:35 GMT

A self-storage site plan must pass several government bodies. Learn about the various requirements that impact a project, including ADA compliance, energy codes, lighting restrictions and more.

Speakers: Jamie Lindau, National Sales Manager, and Ross Mori, Director of Engineering, Trachte Building Systems
Format: Streaming Video
Duration: 44 minutes

Building-Code Updates and How They Affect Your Self-Storage Project
You’ve chosen a location for your new self-storage project. Now you have to create a site plan, which must be approved by several government bodies. There are many factors that affect the outcome, including building codes and features. Our presenter will discuss the various requirements that impact your project, including energy codes, lighting restrictions and more. You’ll learn:

New building and energy codes and how they're changing
How the codes affect the construction of temperature-controlled buildings
How to comply with the Americans With Disabilities Act
How stormwater and erosion-control regulations impact new-builds and facility expansions
How to plan for more rigid lighting restrictions

This product is also available in DVD format, both as a single and as part of the following discount packages:

Buying and Operating Your First Self-Storage Property: Year-One Success

Thu, 27 Jan 2022 20:44:49 GMT

Stress and confusion can accompany your first self-storage acquisition and learning operational best practices. This session eases the burden of new ownership by offering key steps to first-year success.

Speaker: Jeffrey Kinder, President, Advantage Advisors LLC
Format: Streaming Video
Duration: 49 minutes

Buying and Operating Your First Self-Storage Property: Year-One Success
The learning curve for new self-storage owners can be steep, from the stress and confusion that can accompany your first acquisition to wrapping your arms around the ins and outs of operating the facility. Our presenter helps ease the burden of new ownership by offering key steps to first-year success. You’ll learn:

Five must-haves when preparing to buy a property
Practical due-diligence tips for single-asset owners
What to expect when taking over an existing facility
How to deal with the drama of employees, customers and crises
How to set realistic goals to measure year-one success

This product is also available in DVD format, both as a single and as part of the following discount packages:

Buying and Selling Self-Storage: Tips for Investors and Owners

Thu, 27 Jan 2022 20:36:54 GMT

Learn how to identify self-storage properties that have upside potential for improved returns and avoid common pitfalls during the purchase process. Win deals on properties sought by multiple buyers.

Speaker: Michael Mele, Senior Vice President of Investments and Senior Director, National Self Storage Group, Marcus & Millichap
Format: Streaming Video
Duration: 49 minutes

Buying and Selling Self-Storage: Tips for Investors and Owners
This presentation teaches new investors and potential owners how to find self-storage properties available for purchase and win deals that are sought after by multiple buyers. It provides insight on how to identify properties that have upside potential for improved returns and avoid the common pitfalls within the purchase process. You’ll learn:

How to generate the best/most realistic net operating income for a sale
The difference between broker listings and off-market deals
How financing affects the value of a property
How to prepare a property for a sale
What to look for when purchasing a facility

This product is also available in DVD format, both as a single and as part of the following discount packages:

Comparing Emerging Markets in the Global Self-Storage Industry

Thu, 11 Nov 2021 02:17:22 GMT

Learn about the similarities and differences between emerging self-storage markets in Latin America and Southeast Asia, including key operators, specific projects, challenges, growth opportunities and more.

Speaker: David Blum, Owner, Better Management Systems LLC
Format: Streaming Video
Duration: 60 minutes

Comparing Emerging Markets in the Global Self-Storage Industry
Self-storage is evolving and expanding worldwide. How does it compare from region to region? Our speaker discusses the global storage markets, focusing on Latin America and Southeast Asia. He’ll talk about similarities and differences between markets as well as key operators, specific projects, challenges, growth opportunities and more. You’ll learn:

Details about the global self-storage industry
The differences and similarities between markets
The opportunities for investors and owners
The long-term prognosis for the foreign self-storage segment
How to be successful in Latin America and Southeast Asia

This product is also available in DVD format, both as a single and as part of the following discount packages:

Coping With the Stress of Being a Small Operator in a Big Self-Storage Market

Thu, 27 Jan 2022 20:40:30 GMT

While large self-storage companies possess certain operating advantages, independent owners can carve out healthy market share by implementing smart strategies related to marketing and money management.

Speaker: Kenneth Weiner, President, Income Property Investors Inc.
Format: Streaming Video
Duration: 48 minutes

Coping With the Stress of Being a Small Operator in a Big Self-Storage Market
Competing against big self-storage operators can be intimidating and stressful for smaller, independent facility owners. But while larger companies possess certain operating advantages, you can still be successful and carve out healthy market share by implementing smart strategies related to marketing and money management. Our presenter provides tips that can be applied immediately in your business. You’ll learn:

How to think like a large operator
How to use large-operator resources and data to your advantage
How to implement rental increases like a larger company
How to market effectively on a shoestring budget
How to gain or keep market share

This product is also available in DVD format, both as a single and as part of the following discount packages:

Creating Your Self-Storage Security Program: Tools and Practices

Thu, 27 Jan 2022 20:46:38 GMT

Learn about best practices and cost-effective technologies that can add sophistication to your self-storage security program. Get tips on using forensic data, license-plate recognition, flow counts and more.

Speaker: Michael Gutmann, Developer/Owner, Reed Market Storage
Format: Streaming Video
Duration: 37 minutes

Creating Your Self-Storage Security Program: Tools and Practices
Security, surveillance and access-control features not only give customers confidence in a self-storage property, they can provide authorities with important forensic information if a crime occurs. Our presenter discusses best practices and cost-effective technologies that can add sophistication to your site security and new benefits to your business. You’ll learn:

Why security is crucial to self-storage operations
How to use forensic data to better understand your operation and customer activity
How the latest generation of technology can improve your business
Cost-effective solutions to improve security via remote access
How to add license-plate recognition, flow counts and customer classifications

This product is also available in DVD format, both as a single and as part of the following discount packages:

Creative Investment Strategies for Self-Storage

Thu, 27 Jan 2022 20:28:13 GMT

Learn creative ways to break into the self-storage business that limit risk and don’t require a lot of capital. You’ll get tips on preparation, types of acquisitions, how to maximize resources and more.

Speaker: John Gilliland, President and CEO, Investment Real Estate LLC
Format: Streaming Video
Duration: 52 minutes

Creative Investment Strategies for Self-Storage
To be a successful self-storage investor, you need money, time and expertise. What happens if you’re missing one or more of these critical elements? Our presenter shares creative ways to break into the storage business that limit your risk and don’t require a lot of capital. He also discusses how to leverage your available resources to grow and prosper. You’ll learn:

What you need to invest in a storage property
What you should have in place before you buy
Typical and creative acquisition strategies, including joint-venture partnerships and others
Lessons learned via innovative transactions
How to maximize your available resources to invest wisely
This product is also available in DVD format, both as a single and as part of the following discount packages:

Cutting-Edge Design for Contemporary Self-Storage Facilities

Thu, 27 Jan 2022 21:06:33 GMT

Modern self-storage design has become a critical aspect in winning municipal favor. Learn about mixed-use integration, how to beautify conversions, improve the customer experience through design and more.

Speaker: Bruce Jordan, President, Jordan Architects
Format: Streaming Video
Duration: 51 minutes

Cutting-Edge Design for Contemporary Self-Storage Facilities
With jurisdictions becoming ever more demanding, modern design has become critical in the self-storage industry. Not only does it help alleviate the concerns of community planning boards and residents, it leads to an improved customer experience, accelerated lease-up and higher net operating income. Our presenter addresses the key elements of contemporary facility design. You’ll learn:

Customer-friendly site design and elevations
Mixed-use integration for gun-shy jurisdictions
Conversions: how to beautify jurisdictional eye-sores
How to improve the customer experience (and your bottom line) though design
The affect of facility design on community relations

This product is also available in DVD format, both as a single and as part of the following discount packages:

Cyber-Liability Exposures for Self-Storage Operators: Understanding Your Online Risks

Thu, 27 Jan 2022 21:02:23 GMT

Technologies used by self-storage operators are subject to privacy and data breaches that could be costly to business. Learn about the potential for exposures and how you can manage and mitigate risks.

Speaker: Mike Schofield, President and CEO, MiniCo Insurance Agency LLC
Format: Streaming Video
Duration: 44 minutes

Cyber-Liability Exposures for Self-Storage Operators: Understanding Your Online Risks
While websites, social media, property-management software and electronic databases help streamline self-storage business efficiencies, these technologies are also subject to privacy and data breaches that could result in reputational damage, loss of sales, costly claims or other legal issues. Our presenter helps you understand your cyber-liability exposures and manage and mitigate your risks. You’ll learn:

The basics about cyber-liability exposures
Why there's a growing need for cyber-liability insurance coverage
The differences between third- and first-party liability coverages
How to obtain cyber-liability insurance
Coverage sub-limits and the requirements for filing a claim

This product is also available in DVD format, both as a single and as part of the following discount packages:

Employment Laws and How They Apply to Self-Storage

Thu, 27 Jan 2022 20:38:07 GMT

This session will increase your familiarity with today’s employment laws, including legal restrictions that affect you as a self-storage operator and common human-resources errors to avoid.

Speaker: Wendy Christie, Consultant, Human Resource Associates
Format: Streaming Video
Duration: 47 minutes

Employment Laws and How They Apply to Self-Storage
The legal issues associated with self-storage staffing can be overwhelming, especially when you consider the increasingly litigious nature of our society and the rapidly changing employment regulations. Our presenter will increase your familiarity with today’s employment laws, discussing legal restrictions that affect you as a storage operator and common human-resources errors to avoid. You’ll learn:

The value of employee handbooks
How to avoid hidden dangers in employment agreements
How to maintain an "employment at will" relationship with staff
Privacy issues in the workplace
Housing concerns for staff who live onsite

This product is also available in DVD format, both as a single and as part of the following discount packages:

Essential Marketing for the Self-Storage Manager

Thu, 27 Jan 2022 20:53:54 GMT

Today’s self-storage manager must also be an effective marketer. Get insight on the difference between marketing and sales, community outreach, social media, website and mobile platforms, and more.

Speakers: Marlene Corpus, Marketing Director, 21st Century Storage; Barry Finder, Director of Client Relations, SpareFoot
Format: Streaming Video
Duration: 41 minutes

Essential Marketing for the Self-Storage Manager
Get step-by-step insight on how to better market your self-storage facility. Our presenters discuss why marketing is crucial and how it can help you maximize business growth. They share insight on where to begin, the difference between marketing and sales, community outreach, social media, available website and mobile platforms, and more. You’ll learn:

How to pinpoint your audience and conduct strategic target marketing
Key areas of grassroots marketing and how to get the ball rolling
The importance of marketing via e-mail and software applications that support it
How to start an image-branding campaign
How to get out in the community and gain sponsors for event marketing

This product is also available in DVD format, both as a single and as part of the following discount packages:

Generating Revenue From Self-Storage Tenant Insurance and Protection Plans

Thu, 27 Jan 2022 21:11:58 GMT

Learn how a self-storage tenant-insurance or tenant-protection program can be a valuable source of additional revenue. Get tips on choosing a program, training staff, and marketing and selling to customers.

Moderator: Jim Chiswell, President, Chiswell & Associates LLC
Panelists:
Ted Dobbs, Protection Sales Leader, Deans & Homer
Todd Levy, National Sales Advisor, Storsmart Insurance Co.
Mario Macaluso, Vice President of Sales and Marketing, Storage Business Owners Alliance Tenant Insurance
Keith McConnell, Vice President of Business Development, MiniCo Insurance Agency LLC
Matt Schaller, Executive Vice President, Tenant Property Protection
Joseph Torrisi, Vice President of Insurance Services, On the Move Inc.
Format: Streaming Video
Duration: 47 minutes

Generating Revenue From Self-Storage Tenant Insurance and Protection Plans
When properly executed, a self-storage facility’s tenant-insurance or tenant-protection program can bring in thousands of dollars per year in additional revenue. There are several programs available, and a variety of suppliers, allowing you to choose the one that’s right for your business. Discover how to generate income while avoiding tenant claims. You’ll learn:

How to choose the right program for your business and customers
Simple steps to getting tenants on board
How to train staff to promote your program
The revenue potential of tenant insurance or protection
Ways to market your program

This product is also available in DVD format, both as a single and as part of the following discount packages:

Goal-Setting and Career Development for Self-Storage Managers

Thu, 27 Jan 2022 21:25:28 GMT

This session helps self-storage managers elevate their career trajectory by teaching them how to set professional goals, obtain qualifications, communicate effectively and write a killer resume.

Speaker: Pamela Alton, Owner, Mini-Management Services
Format: Streaming Video
Duration: 40 minutes

Goal-Setting and Career Development for Self-Storage Managers
As the self-storage industry has evolved, so has the role of the facility manager. To get hired for a position at a great facility, earn the highest wages and advance your own career, you must learn how to set professional goals, obtain qualifications, communicate effectively and write a killer resume. Our presenter will provide tips to set you on the right path. You’ll learn:

How to outline objectives and career goals
How to achieve job skills and continuing education
How to communicate effectively in pursuit of a position
How to prepare a resume and references
How and where to find the perfect job and prepare for the interview

This product is also available in DVD format, both as a single and as part of the following discount packages: