Stories Behind the Door

Thaddeus Campbell
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Self-storage isn't just square footage — it's a booming industry powered by smart operators, bold investors, sharp brokers, and everyday people making things happen. Hosted by Thaddeus Campbell, Stories Behind the Door pulls back the curtain on the real players behind the deals, developments, and day-to-day grind. Every week, we sit down with the people who are shaping the future of storage and flex space — one story at a time. If you're in the business or thinking about getting in, this is your front-row seat.

  1. Two Decades in Storage Gave Him the Problems, his Entrepreneurial Spirit is Finding the Answers

    6 DAYS AGO

    Two Decades in Storage Gave Him the Problems, his Entrepreneurial Spirit is Finding the Answers

    I sit down with Kyle Lawrence, Co-founder and CEO of StoragePilot AI, to discuss the massive technological shift happening in self-storage. Kyle spent over two decades in the industry, rising through the ranks of Public Storage to manage operations across Canada before striking out on his own to build and sell facilities for the "orange behemoth" and other private owners . In this episode, we explore the "operating arbitrage" available to independent owners in 2026. Kyle explains how his team built a virtual property manager and a virtual district manager to handle everything from lead-to-lease communication to 24/7 troubleshooting for on-site managers . We discuss why "picking up the phone" is the most vital task for survival in a competitive market and how AI is finally allowing smaller guys to out-maneuver the giants . Key Takeaways from this Episode: Speed is Life: Why the ability to pivot like a "speedboat" gives independent owners a distinct advantage over corporate "tankers" The Virtual DM: How to automate SOPs, HR support, and even overflowed toilet troubleshooting so managers don't have to call the owner at 2 AM . Revenue Loss: A sobering look at how much money is left on the table when businesses rely on fishing poles instead of "big nets" like 24/7 AI answering. Global Perspectives: Kyle shares insights from clients in Europe and Asia, proving the struggle for customer acquisition is universal. Mental Toughness: A look into Kyle's background in Mixed Martial Arts and why being "kicked in the head" makes the stress of a multi-billion dollar business feel manageable. If you are looking to scale your operations without exploding your payroll, Kyle's blend of REIT-level discipline and "back of the house" AI innovation is essential listening. Connect with Kyle Lawrence: Email: kyle@storagepilot.ai Website: https://www.storagepilot.ai/ Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell This episode was brought to you by: https://kiwiconstruction.com/

    34 min
  2. SVP of SafeGuard Storage talks the downside of a historically long economic climb.

    15 APR

    SVP of SafeGuard Storage talks the downside of a historically long economic climb.

    I sit down with Stan Bonilla, Senior Vice President of Asset Management and Development at Safeguard Self Storage, for a deep dive into the institutional side of the business . Stan brings decades of experience to the table, and in this episode, he pulls back the curtain on how a privately held REIT managed by Morgan Stanley navigates a turbulent 2026 market . We discuss Safeguard's recent pivot from ground-up development to aggressive acquisitions and why their all-cash buying power allows them to close multi-million dollar deals in under three weeks . Stan also provides a sobering look at the legislative climate in New York and the SSA's vital role in protecting owners from rent control and over-regulation . Key Takeaways from this Episode: Economics 101: Why the current decline in rates is management-driven and necessary for absorbing oversupply . Institutional Flow: A case study on why merchant developers are selling portfolios to aggregators like Carlyle, who then flip to REITs . Predictable Rates: Why "stable" interest rates are more important than "low" rates for getting deals to pencil . The Merchant Risk: Why 3rd party management platforms can sometimes encourage risky developments just to capture fees . A Higher Calling: Stan's journey back to his faith and why the "Five Solas" form the foundation of his life and leadership . Whether you are a developer looking for a deal-closer or an operator trying to understand where the "green shoots" are appearing in 2026, Stan the Man's insights are essential . Connect with Stan Bonilla: Email: sbonilla@safeguardit.com Website: https://safeguardit.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/

    34 min
  3. Nagesh Anupindi embodies the American Dream. Humble Beginnings in India to Business success in the USA.

    8 APR

    Nagesh Anupindi embodies the American Dream. Humble Beginnings in India to Business success in the USA.

    I sit down with Nagesh Anupindi, CEO of Apoorva and SiteWare, for a masterclass in grit, innovation, and the "humble rebel" mindset . Nagesh shares his incredible journey from being a PhD student at the University of Rhode Island, studying complex Fourier transform algorithms, to becoming an interim CIO at Frontier Airlines and eventually a pioneer in self-storage technology . We explore the birth of SiteWare, which Nagesh purposefully built without VC money to ensure he could prioritize the features five-location operators actually need . We discuss why "everything but the PMS" is the future of facility management, how to use data to fix "leakage" across your portfolio, and why Nagesh believes the most successful operators in 2026 will use AI as a tool for amplification, not replacement . Key Takeaways from this Episode: The "Airline" Perspective: How Nagesh applied airline revenue optimization to the self-storage asset class . Entrepreneurial Timing: Lessons from starting a company in June 2001, just weeks before twin daughters were born and months before 9/11 . Enterprise Tech for All: Why SiteWare uses a per-location fee structure ($50/month) rather than a per-unit model to keep high-level tech accessible . Operational IQ: A real-world look at how automated audits can uncover why specific managers are underperforming in ways a simple spreadsheet can't catch . A Legacy of Education: Nagesh's story of going back for his MBA at age 53 and raising daughters who are now training as MDs at Harvard and UPenn . If you are an operator trying to find your competitive edge in an increasingly institutionalized market, Nagesh's infectious enthusiasm and technical clarity are exactly what you need to hear . Connect with Nagesh Anupindi: Email: nagesh@apoorva.com Website: https://apoorva.com/ Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/

    30 min
  4. Two friends from Georgia Tech are reshaping small town Self Storage with a tech centered approach.

    1 APR

    Two friends from Georgia Tech are reshaping small town Self Storage with a tech centered approach.

    I sit down with Tyler Harper, Co-Founder of Homegrown Storage, for a fascinating look at how technology is finally providing an operating arbitrage in tertiary markets . Tyler's team, largely composed of Georgia Tech engineers, has built a platform that enables them to acquire roughly one facility per week while operating 30+ stores with only five people . We discuss the grit it took to sell their retirements and pitch 200 family offices, and how they eventually found "believers" who saw the same potential for tech-driven excellence . Tyler explains the philosophy behind Patchwork Labs, their software arm that "quilts" data from FMS systems and video feeds to automatically coordinate repairs and sales without human bottlenecks . Key Takeaways from this Episode: The Search Fund Influence: How watching hundreds of MBA students buy businesses influenced Tyler's view on thematic investing . The Tech Differentiator: Why Homegrown believes they can eventually scale to one staff member for every 30 facilities . Relationship-Driven Sourcing: Why personal connections still beat AI outbound calls when dealing with owners who have held assets for 50 years . Deterministic Workflows: How creating power dialers and automated sweep-out links tripled their team's output . The "Operating Arbitrage": Why focusing on smaller, sub-secondary markets offers the "sky is the limit" potential for those who can solve the management puzzle . If you are an owner, broker, or tech-enthusiast in the storage space, this conversation is a glimpse into the future of how our industry will be consolidated and managed in 2026 and beyond. Connect with Tyler Harper: Email: tyler@homegrownstorage.com Website: https://www.homegrownstorage.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/

    31 min
  5. It started as a tech driven way to help New Yorkers find space, now it's helping Storage owners grow NOI nationally.

    25 MAR

    It started as a tech driven way to help New Yorkers find space, now it's helping Storage owners grow NOI nationally.

    I sit down with Peter Smyth, Co-Founder and CEO of White Label Storage, for a deep dive into the technology and operational workflows that are reshaping the self-storage landscape. Peter shares his journey from working at Hines and attending Harvard Business School to disrupting the Brooklyn market with Local Locker . What started as a way to monetize "dead space" in New York City has evolved into a national service platform managing over 200 facilities . We explore how Peter leverages centralized call centers to turn expenses into revenue drivers and why he believes the most successful operators in 2026 will be the ones who bridge the gap between AI-driven efficiency and human-centered sales If you are an owner looking for third-party management options or a developer interested in the future of remote-managed assets, Peter's perspective is essential listening . Connect with Thaddeus Campbell (S3 Partners): thaddeus@s3.partners https://www.linkedin.com/in/itsthadcampbell/ Connect with Peter Smyth (White Label Storage): contact@whitelabelstorage.com  www.whitelabelstorage.com This episode was brought to you by: https://kiwiconstruction.com/

    30 min
  6. Jane Sauls has done it all in Storage and she shares it all, including where the state of the brokerage market.

    18 MAR

    Jane Sauls has done it all in Storage and she shares it all, including where the state of the brokerage market.

    I sit down with Jane Sauls, President of Sauls Commercial Real Estate, for an episode that is as much about character and tenacity as it is about real estate. Jane brings nearly 20 years of experience to the microphone, having navigated the storage world since 2006. We explore Jane's "farm girl" roots and how that work ethic helped her survive the brutal market shifts between 2023 and 2026 . Jane shares the hard truths that owners need to hear right now: the market has reset, interest rates are finally predictable (even if they aren't "low"), and if you are being "sloppy on your expenses," you shouldn't be worrying about cap rates. Key Takeaways from this Episode: The "Figure-it-outer" Mentality: Why a mindset of persistence is the most valuable asset you can bring to a development project Dealing with the Bid-Ask Spread: Insights into how "natural sellers" are finally bringing market expectations back to earth in 2026 . Independence in an Institutional World: Why Jane believes independent operators still have a massive opportunity if they leverage technology correctly . The Legislative Front: Why you need to be registered to vote and active in your state associations to fight off rate caps and predatory local bills Family Business Dynamics: How working with her son, Luke, provides a level of trust and candidness that you just can't find in a corporate environment. Jane is a "game changer" who leads with kindness and serves with truth . Whether you are a long-time owner or looking to take your first entrepreneurial leap, Jane's perspective is the dose of reality and encouragement you need today. Connect with Jane Sauls: Email: jane@saulsstoragegroup.com Website: https://www.saulscre.com/  Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/

    32 min
  7. Christen Bryant never forgot the main things while carving a successful career in Storage!

    11 MAR

    Christen Bryant never forgot the main things while carving a successful career in Storage!

    In this episode of Stories Behind the Door, I sit down with Christen Bryant, Director of Development at S3 Partners. Christen has spent 18 years in the trenches of self-storage, rising from used truck sales to becoming the President of U-Haul's Dallas-Fort Worth storage operations . In this episode, I cover: REIT Insights: Christen shares the unique, customer-first operational model of U-Haul and how it gave her a different perspective on the "ECRI" craze . The "Ownership Mindset": Why Christen treats every underwriting project as if her own capital were on the line, and how that leads to better decisions for our clients . The Return to Reality: Why the industry is shifting away from the "frenzy" of first-time developers back to seasoned operators who understand the core business . Small Bay Flex & Hybrid Assets: Christen's take on why Small Bay Flex is the natural next step for storage investors . Leadership & Faith: How a foundation of faith and family motivation has fueled a nearly two-decade career in the industry . Tune in to learn from the "Killer of Dreams" and find out how to truly pressure-test your next storage investment. Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: linkedin.com/in/itsthadcampbell/ Email: Thaddeus@S3.Partners This episode was brought to you by: Kiwi2 Construction 30+ years of self-storage steel expertise. Visit https://kiwiconstruction.com/

    31 min
  8. Jennifer Barroquiero's leadership in Self Storage happened almost on accident!

    4 MAR

    Jennifer Barroquiero's leadership in Self Storage happened almost on accident!

    I sit down with Jennifer Barroqueiro, Vice President of Third-Party Management at All-Purpose Storage, to discuss the unique challenges and rewards of operating in the Northeast market. Jennifer brings eight years of experience, ranging from her days as District Manager #12 at SAM to her current leadership role, to a conversation that balances tactical operations with deep-rooted company culture . We discuss the current legislative "wave" hitting the industry in 2026 and why owners must be active in local associations like NESSA to protect their assets . Jennifer also reveals why All-Purpose Storage refuses to participate in the "race to the bottom" regarding street rates and how they use creative marketing and community focus to maintain occupancy in secondary markets . Key Takeaways from this Episode: Boutique Third-Party Management: Why scaling isn't just about the number of doors, but about having a leadership team that truly has your back . The "Roy the Goat" Mascot: A fun and functional look at how community-focused branding can differentiate you in crowded markets . Automation and AI: Why Jennifer is currently testing AI agents and how she uses the EOS platform to keep her team "lean and mean" Market Outlook for 2026: Why 2026 is shaping up to be a better—but still challenging—year for revenue management compared to post-COVID highs . Personal Resilience: An emotional update on Jennifer's son and how his strength serves as an inspiration for her professional life . Whether you're a New England owner looking for a partner with scale or an operator trying to navigate the 2026 rate environment, Jennifer's insights on hospitality-driven storage management are essential . Connect with Jennifer Barroqueiro: Email: jenniferb@storeallpurpose.com Website: www.storeallpurpose.com Connect with Thaddeus Campbell: Website: https://s3.partners/ LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ This episode was brought to you by: https://kiwiconstruction.com/

    32 min
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About

Self-storage isn't just square footage — it's a booming industry powered by smart operators, bold investors, sharp brokers, and everyday people making things happen. Hosted by Thaddeus Campbell, Stories Behind the Door pulls back the curtain on the real players behind the deals, developments, and day-to-day grind. Every week, we sit down with the people who are shaping the future of storage and flex space — one story at a time. If you're in the business or thinking about getting in, this is your front-row seat.

Information

  • Creator
    Thaddeus Campbell
  • Years Active
    2024 - 2026
  • Episodes
    44
  • Rating
    Clean
  • Copyright
    © 2025
  • Show Website
    Stories Behind the Door

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