Inside Self-Storage World Expo

Concurrent Education

The Inside Self-Storage World Expo education program offers the up-to-date, critical business information you need to excel in today's self-storage industry. The seminar tracks are organized by relevant topic categories. There's something for everyone, whether you're a facility owner, manager, investor or developer. The sessions range in intensity from top-level overviews to deep-dive analysis and skill-building.

Click on the track name below to see the individual sessions in each.

Investment & Finance

9-9:50 a.m.

What You Need to Know About Self-Storage Feasibility and Due Diligence

Speaker:

Jim Chiswell, President, Chiswell & Associates LLC

10-10:50 a.m.

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

Speaker:

Michael Mele, Senior Vice President of Investments, Marcus & Millichap

11-11:50 a.m.

An Overview of the Self-Storage Investment Market

Speaker:

Ben Vestal, President, Argus Self Storage Sales Network

1-1:50 p.m.

Self-Storage and the Capital Markets: A Panel Discussion

Moderator:

Shawn Hill, Principal, The BSC Group

Panelists:

Devin Huber, Principal, The BSC Group
Others TBD

2-2:50 p.m.

A Proactive Approach to Self-Storage Financing

Speakers:

Neal Gussis, Principal, CCM Commercial Mortgage

3-3:50 p.m.

Creative Investment Strategies for Self-Storage

Speakers:

John Gilliland, President and CEO, Investment Real Estate LLC

9-9:50 a.m.

Essential Marketing for the Self-Storage Manager

Speaker:

Marlene Corpus, Marketing Director, 21st Century Storage

10-10:50 a.m.

Outreach Marketing for Self-Storage: Why You Need It and How to Use It

Speaker:

Monica Cunningham, Lease-Up Manager, Sterling Management
Seth Giersdorf, Regional Vice President, Sterling Management

11-11:50 a.m.

5 Must-Have Features for Your Self-Storage Website

Speaker:

Holly Ritchie, Director of Marketing, The Storage Group

1-1:50 p.m.

Online-Marketing Strategies for State-of-the-Art Storage Operations

Speaker:

Stephen Sandecki, Internet Marketing Specialist, LifeStorage

2-2:50 p.m.

Managing Your Storage Facility's Online Listings and Reviews

Speaker:

Jason Barrett, CEO, Go Local Interactive

3-3:50 p.m.

Web-Marketing Straight Talk: Who's the Real Boogeyman?

Speaker:

Chuck Gordon, Co-Founder and CEO, SpareFoot

9-9:50 a.m.

Self-Storage Buying Behavior: What Your Customers Really Want

Speaker:

Susan Haviland, Owner, Haviland Storage Services

10-10:50 a.m.

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

Speakers:

James Ross, Vice President, Cutting Edge Self Storage Management
Matthew Van Horn, Vice President, Cutting Edge Self Storage Management

11-11:50 a.m.

Serving Self-Storage Customers: Do's, Don'ts and the Path to Success

Speakers:

William Gray, Regional Manager, Iron Guard Storage

1-1:50 p.m.

Avoiding the Cost and Hassle of Self-Storage Auctions

Speaker:

Leonard May

2-2:50 p.m.

Goal-Setting and Career Development for Self-Storage Managers

Speaker:

Pam Alton, Owner, Mini-Management Services

3-3:50 p.m.

Keeping Your Cool in Heated Situations: Communicating With Customers and Co-Workers

Speaker:

Carol Krendl, President, SkilCheck Services Inc.

9-9:50 a.m.

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

Speaker:

TBD

10-10:50 a.m.

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

Speaker:

Kenneth Weiner, President, Income Property Investors Inc.

11-11:50 a.m.

The 5 Mistakes We Made in Self-Storage (And How We Fixed Them)

Speakers:

Jason Allen, Owner/Agent, Performance Self Storage Group
Carl Touhey, Owner/Broker, Performance Self Storage Group

1-1:50 p.m.

Studying Your Self-Storage Competitors and Leveraging the Data

Speaker:

Anne Ballard, President of Training, Marketing and Developmental Services, Universal Storage Group

2-2:50 p.m.

Tactics to Reduce Your Self-Storage Property Taxes

Speaker:

Barry Sharpe, Managing Member and Principal, Property Tax Appeal Group LLC

3-3:50 p.m.

Creating Your Self-Storage Security Program: Tools and Practices

Speaker:

Michael Gutmann, Developer/Owner, Reed Market Storage

Development & Construction

9-9:50 a.m.

To Build or Not to Build: Decision-Making Factors for Self-Storage

Speaker:

Caesar Wright, President, Mako Steel Inc.

10-10:50 a.m.

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

Speaker:

Jamie Lindau, National Sales Manager, Trachte Building Systems

11-11:50 a.m.

Cutting-Edge Design for Contemporary Self-Storage Facilities

Speaker:

Bruce Jordan, President, Jordan Architects

1-1:50 p.m.

Where There's a Will … Overcoming Self-Storage Development Obstacles

Speaker:

Ben Burkhart, Owner, BKB Properties

2-2:50 p.m.

The Self-Storage Conversion Process: Success Through Existing Buildings

Speaker:

Jim Ponti, Regional Sales Manager, Janus International

3-3:50 p.m.

Self-Storage Development and Construction: Avoid These Mistakes

Speaker:

Marc Goodin, President, Storage Authority LLC

International

8-8:50 a.m.

Comparing Emerging Markets in the Global Self-Storage Industry

Speaker:

David Blum, Owner, Better Management Systems LLC

9-9:50 a.m.

Keys to Launching a Successful Self-Storage Operation in Europe

Speaker:

Phillippe Peyrot, CEO, Annexx

10-10:50 a.m.

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

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)

Add-On Profit Centers

8-8:50 a.m.

Self-Storage Retail Results: Merchandising, Sales and More

Speaker:

Rob Kaminski, Vice President, Supply Side USA

9-9:50 a.m.

Self-Storage Office Space and Services: Catering to Business Customers

Speaker:

TBD

10-10:50 a.m.

Is Now the Time to Invest in Boat and RV Storage?

Speaker:

Robert Hayworth, President, Baja Construction Co. Inc.

8-8:50 a.m.

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 will not only show you how to maximize your sales presentation, he'll share creative ways to overcome customer objections and close each sale.

You will 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

Speaker:

Brad North, President, Advantage Consulting & Management

9-9:50 a.m.

The Anatomy of a Good Self-Storage Phone-Sales Call and Script
The No. 1 job of a successful self-storage manager is unit rentals, many of which begin on the phone. Our presenter will help you perfect your phone-sales script and presentation, providing detailed information and real-life audio examples that will help you increase your facility's close rate.

You will learn:

  • The importance of phone sales
  • The five parts of a sales call
  • How to increase your "kill rate" over the phone
  • Closing techniques to use for each customer
  • What makes a call a success or a failure

Speaker:

Mike Rhoads, Executive Vice President, PFG Capital LP

10-10:50 a.m.

World-Class Tactics That Drive Self-Storage Sales
To get customers "off the fence" about renting with your self-storage facility, you need strong sales skills and tools. Our presenters will teach you the most effective ways to get a prospect's attention and closing behaviors to seal the deal. They'll talk about scripts, customer types, sales reporting and more, and provide useful handouts for your office.

You will learn:

  • How to maximize inbound leads, including five things your competitors will never do
  • Ways to track your sales progress
  • The tools you need to calculate a real return on investment
  • How to squeeze every sales opportunity
  • Sales strategies for different customer types

Speaker:

Tron Jordheim, Director, PhoneSmart
Phil Murphy, Owner, Next Door Storage/CallPotential

8-8:50 a.m.

Self-Storage Recruitment and Hiring: Finding Your Best Manager

Speaker:

Joseph Niemczyk, President, Executive Self Storage Associates Inc.

9-9:50 a.m.

Employment Laws and How They Apply to Self-Storage

Speaker:

Wendy Christie, Consultant, Human Resource Associates

10-10:50 a.m.

An Open Discussion on Self-Storage Manager Compensation

Speakers:

JB Sills, Operations Consultant, A+ Management Group LLC
Stephanie Tharpe, Vice President, Operations and Marketing, A+ Management Group LLC

Risk Management

8-8:50 a.m.

Understanding and Fine-Tuning Your Self-Storage Rental Agreement

Speaker:

Scott Zucker, Partner, Weissmann Zucker Euster Morochnik P.C.

9-9:50 a.m.

Risk-Management Best Practices for Self-Storage

Speaker:

Mark Marshall, Risk Manager, Extra Space Storage
Kathy McElwaine, Director of Risk Management, CubeSmart

10-10:50 a.m.

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

Speaker:

Mike Schofield, President and CEO, MiniCo Insurance Agency LLC

 

  • #ISSExpo