Stories Behind the Door

Thaddeus Campbell
  • 5.0 (5)
  • Investing
  • Updated Weekly

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. 5d ago

    Shon Bennet on the amazing growth of GoStoreIt and what's happening in Storage that made it possible

    I sit down with Shon Bennett, Director of Business Development at Go Store It, for a deep dive into the evolving world of third-party self-storage management . Shon spent 14 years at Extra Space Storage, beginning behind the counter as an assistant manager before leveraging a decade of operational field experience to join their corporate third-party management division . Two years ago, Shon took a leap of faith to join COO Bo Agnello and help scale Go Store It into a national powerhouse . In this episode, Shon breaks down how Go Store It navigated the prolonged industry down-cycle and expanded its footprint to about 250 owned and managed locations . We examine the structural shift happening in third-party management, where mega-REITs are hitting concentration limits in primary markets and passing on tertiary assets, leaving a massive runway for tailored operating models . Shon also explains his philosophy on PropTech, using software and AI as targeted "NOS" rather than building an entire operation around shiny tools, and analyzes why customer retention and length of stay have become the ultimate revenue drivers when existing tenant rates significantly outpace discounted move-in pricing . Key Takeaways From This Episode: The Operational Foundation: Why starting as an on-site store manager provides an unmatched foundation for high-level third-party client reporting and asset oversight . The Mid-Market Opportunity: How Go Store It builds customized operating models that blend centralized call centers with remote or hybrid staffing for facilities that don't fit REIT formulas . Disciplined Tech Adoption: Why operators must pinpoint their exact operational friction points before buying software, avoiding the trap of chasing every shiny vendor on the trade show floor . The Power of Retention: Why safeguarding tenant relationships and maintaining physical asset standards drives higher yields than continually replacing churned renters at deep move-in discounts . Culture and Team Building: How assembling a high-caliber leadership team alongside Bo Agnello, Andrew Jones, and Mike Linquata accelerated Go Store It's 3PM expansion . Whether you are evaluating third-party management options or seeking operational clarity in today's shifting storage market, Shon's field-tested frameworks offer an indispensable guide . Connect with Thaddeus Campbell (S3 Partners): Email: thaddeus@s3.partners LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Shon Bennett (GoStore It) Email: sbennett@gostoreit.com LinkedIn:https://www.linkedin.com/in/shon-bennett-5ab002127/ This Episode was brought to you by:  https://www.kiwisteel.com/

    Shon Bennet on the amazing growth of GoStoreIt and what's happening in Storage that made it possible

  2. Sep 9

    Mark Cieri on Storage Defender, business, faith, and the lessons that shaped his journey.

    I sit down with Mark Cieri, Co-Founder and CEO of Storage Defender, for a deep dive into PropTech innovation, unit-level monitoring, and entrepreneurial grit  Mark spent more than two decades in international high-tech and semiconductors before running the North American Smart Home Division for Philips Hue . Recognizing that residential smart automation centered entirely around customer peace of mind, Mark launched Storage Defender to bring that same intelligence to self-storage   In this episode, Mark explains how tenant-facing smart monitoring creates a high-margin ancillary revenue stream for owners while delivering critical operational data . We discuss how in-unit sensors capture motion timestamps, duration, temperature, and humidity to assist with staffing, HVAC audits, and predictive security Mark details how the sector evolved from 2021's easy rate-increase environment into today's focus on ancillary income to combat rising property taxes, labor, and debt costs . He also shares how early adopters like Darren Kelly of Right Move Storage helped prove the model, why he views entrepreneurs as bringing "dead" startups to life, and the difference between a preservation mindset and a mission mindset   Key Takeaways From This Episode: The Smart Home Foundation: Why consumers gladly pay a recurring premium for peace of mind, whether for their living room or their remote storage unit   Turning Security into Cash Flow: How unit-level monitoring evolved from a perceived cost into an operator-driven profit center yielding up to $15/month per unit   Operational Intelligence: How tracking customer dwell times and access frequency helps operators optimize on-site labor and identify unusual tenant behavior  Navigating Market Cycles: Why ancillary services are essential for expanding facility NOI during periods of flat street rates and elevated operating costs   Mission vs. Preservation: The mental framework needed to overcome startup doubt and maintain conviction through early-stage friction   Whether you operate a single facility or oversee a national portfolio, Mark's perspective offers a clear blueprint for boosting facility value and customer retention   Connect with Mark: Visit storage-defender.com or reach out directly at mark@storage-defender.com  Sponsor Shoutout: This episode is brought to you by Kiwi Steel . Wayne Woolsey and his team bring over 30 years of premier experience erecting structural steel for self-storage and small-bay flex developments . Visit kiwisteel.com early in your design phase to put three decades of steel construction expertise to work on your next build

    Mark Cieri on Storage Defender, business, faith, and the lessons that shaped his journey.

  3. Sep 2

    Mastering Market Timing: Why Albert Kim Left Cannabis to Build a Self-Storage AI Company

    I sit down with Albert Kim, Co-Founder and Chief Technology Officer of StoragePilot.ai, for an in-depth conversation on artificial intelligence, operational automation, and software development in self-storage. Albert built his first startup, Greenline POS, into an online IT retailing and compliance engine serving over 600 businesses across Canada before exiting in 2022. After entering commercial real estate, Albert teamed up with ex-Public Storage VP Kyle Lawrence and industry veteran John Lindsay to build specialized AI agent infrastructure designed specifically for storage facilities. In this episode, Albert breaks down the mechanics behind StoragePilot's dual-agent ecosystem: the external-facing AI Property Manager (handling inbound calls, reservations, gate codes, and payments) and the internal AI District Manager (guiding facility teams through company SOPs and data). We discuss why over 50,000 independent and mid-market facilities must adopt automated communication to defend margins against REIT systems like Public Storage's "Ellie," how AI is transforming engineering workflows, and how welcoming a newborn daughter shapes his long-term view of technology. Key Takeaways From This Episode: The Transition from Retail IT to CRE: How scaling a regulatory compliance platform to 600+ locations prepared Albert to build enterprise systems for storage. Two Fronts of Storage AI: The difference between customer-facing property management agents and internal district management support agents. Closing the Missed-Call Bleed: Why automated 24/7 call and chat response protects high-cost marketing leads from dropping into voicemail. The 50,000-Facility Opportunity: Why mid-market and single-facility operators have the most to gain from AI tools that eliminate staffing bottlenecks. The Entrepreneurial Metric: Why delivering clear, repeatable ROI that makes a client say "let's do business again" remains the ultimate founder benchmark. Whether you are an operator looking to eliminate operational friction or an investor evaluating PropTech adoption in 2026, Albert's insights deliver a clear roadmap for the future of automated facility management. Connect with Thaddeus Campbell (S3 Partners): Email: thaddeus@s3.partners LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Albert Kim (StoragePilot.ai) Email: albert@storagepilot.ai LinkedIn: https://www.linkedin.com/in/albert-kim-84a6169b/ Sponsor Shoutout: This episode is brought to you by Kiwi Steel. Wayne Woolsey and his team bring over 30 years of premier experience erecting structural steel for self-storage and small-bay flex developments. Visit kiwisteel.com early in your design phase to tap into three decades of construction expertise on your next ground-up build.

    Mastering Market Timing: Why Albert Kim Left Cannabis to Build a Self-Storage AI Company

  4. Aug 26

    Data Secrets for Winning Storage Deals with Armand Aghadjanians

    I sit down with Armand Aghadjanians, Director of Acquisitions at Store Here Self Storage, for his first-ever podcast appearance. Known across LinkedIn for his deep-dive research and data transparency, Armand brings an unfiltered, analytical perspective to modern real estate acquisitions. Armand shares his journey from an art history background and a role in commercial brokerage at Colliers to joining a seasoned acquisition team with decades of combined experience. We discuss the mechanics of underwriting discipline, exploring why Store Here cut their acquisition volume to a fifth of their historical average during the peak buying craze rather than stretching projections to win deals. Armand outlines his macro framework for tracking capital cycles, explains why he openly shares his investment thesis online, and breaks down the core due diligence checkpoints outlined in his new book, Self Storage Due Diligence: A Checklist for Investors. Key Takeaways From This Episode: Underwriting with Restraint: The courage required to push back capital and decline deals when market pricing disconnects from realistic operational forecasts. Macro Cycle Awareness: Why long-term investment success comes from waiting for clear opportunity windows rather than chasing every market run. The Power of Open Playbooks: How providing transparent education elevates market standards and prevents destructive pricing mistakes across the industry. Escrow Execution: The critical 75-item checklist buyers need to audit operational records, vendor contracts, and physical assets during due diligence. Family-Driven Purpose: How 4 AM mornings and a dedicated family life fuel a relentless commitment to professional excellence. Whether you are evaluating your first storage acquisition or managing an active investment pipeline, Armand's research-heavy frameworks offer an indispensable guide for navigating today's market. Connect with Thaddeus Campbell (S3 Partners): Email: thaddeus@s3.partners LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Armand Aghadjanians (Store Here Self Storage) Email: aaghadjanians@storehere.com LinkedIn: https://www.linkedin.com/in/aghadjanians/ Get Armand's book here: https://a.co/d/0cSWxwOI Sponsor Shoutout: This episode is brought to you by Kiwi Steel. Wayne Woolsey and his team bring over 30 years of premier experience erecting structural steel for self-storage and small-bay flex developments. Visit kiwisteel.com early in your design phase to tap into three decades of construction expertise on your next ground-up build.

    Data Secrets for Winning Storage Deals with Armand Aghadjanians

  5. Aug 19

    How Hamza Ali Built a Flex Space Empire by Accident

    I sit down with Hamza Ali, Founder and CEO of Hamza Invests and creator of the Flex Space Network, for an unfiltered deep dive into the blueprint of modern small-bay industrial development. Hamza immigrated to the United States from Dubai at 28, initially planning to build a 6,000-square-foot motorsports garage to meet visa requirements. When a buyer purchased the shell before completion for five years' worth of projected business profits, Hamza realized small bay flex was the ultimate commercial asset class. In this episode, Hamza breaks down the exact layout math derived from over 600 developers in his network, explaining why the 1,650–1,750-square-foot bay size hits the absolute sweet spot for maximizing rental rates and tenant retention. We examine his ultra-lean management model, running one million square feet with a single remote property manager, and discuss why institutional private equity has provided debt and balance sheets but has yet to fully unlock direct equity for flex sponsors. Hamza also explains why the availability of U.S. debt structures makes America the premier place to build lasting wealth compared to international cash hubs like Dubai. Key Takeaways From This Episode: The Accidental Flex Pioneer: How an immigrant motorsports business plan transformed into a premier flex development platform. Layout Optimization: Why 1,000 sq ft units bring high tenant turnover and 2,000 sq ft units trigger price sensitivity, making 1,650–1,750 sq ft the ideal footprint. Operational Efficiency: The systems required to manage a 1,000,000 sq ft portfolio remotely with one core implementer. Capital Markets Reality: Analyzing where private equity currently participates in flex space and the runway ahead once institutional equity checks unlock. The Specialized Tenant Base: How modern small bay units serve as essential, unshakeable incubation hubs for robotics, aerospace, and specialized manufacturing. Whether you are transitioning out of multifamily or looking to break ground on your first small bay parcel, Hamza's data-driven frameworks provide an indispensable guide for 2026 and beyond. Connect with Thaddeus Campbell (S3 Partners): Email: thaddeus@s3.partners LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Hamza Ali (Hamza Invests): Email: hamza@hamzainvests.com Get your Tickets for the Flex Space Connect: https://flexspaceconnect.com/ This Episode was brought to you by: https://www.kiwisteel.com/ Sponsor Shoutout: This episode is brought to you by Kiwi2 Steel. Wayne Woolsey and his team bring over 30 years of premier experience in erecting structural steel for self-storage and small-bay flex developments. Visit kiwisteel.com early in your design phase to tap into three decades of field expertise on your next ground-up build.

    How Hamza Ali Built a Flex Space Empire by Accident

  6. Aug 12

    A 4-year journey to a Class A Boat & RV Storage has brought this entrepreneurial couple even closer!

    I sit down with Jefferson and Velvet Warner, founders of Velvet Touch Executive Storage, for a deep dive into the realities of developing high-end boat and RV storage. Velvet and Jefferson spent years flipping residential homes before a single phone call seeking storage for their own fifth-wheel revealed a massive supply-demand imbalance in the Phoenix market. In this episode, the Warners share the raw, behind-the-scenes story of taking an eight-figure Class A development from raw dirt to final construction drawings. We explore how they pivoted their design from open canopies to fully enclosed structures, how they engineered a fix for 1,200 feet of underground land subsidence, and how they stayed focused on building generational wealth while Jefferson successfully fought Stage 4 prostate cancer. Episode Highlights The Spark: Discovering a 400-person waiting list for local storage spaces and calculating the potential NOI on the drive home. Engineering Pivot: Turning 1,200 feet of land fissures into an opportunity to build fully enclosed units that command double the rental rates. Personal Resilience: Choosing to press forward with a commercial build amidst a major cancer diagnosis. Generational Impact: Using real estate development to break middle-class paradigms and teach their eight grandchildren about passive income. Team Alignment: The necessity of hiring an owner's rep and specialized engineers to navigate complex municipal permitting. Whether you are a residential investor looking to scale into commercial development or an operator interested in the boat and RV asset class, Jefferson and Velvet's story is a masterclass in mindset, partnership, and perseverance. Sponsor Shoutout: This episode is brought to you by Kiwi Steel. Wayne Woolsey and his crew bring over three decades of field expertise to ground-up self-storage and flex projects. Head to kiwisteel.com early in your design phase to keep your build on schedule and under budget.

    A 4-year journey to a Class A Boat & RV Storage has brought this entrepreneurial couple even closer!

  7. Aug 5

    Ryan Chapman walked away from Apple to chase his childhood entrepreneurial dream!

    I sit down with Ryan Chapman, Co-Founder and CEO of Lumio, for a fascinating conversation on artificial intelligence, Silicon Valley engineering, and vertical problem-solving in commercial real estate. Ryan spent nearly a decade at Apple managing teams building machine learning infrastructure and Siri agent systems before launching Lumio alongside his childhood best friend since age two, Clay Jones. In this episode, Ryan outlines why horizontal AI systems often struggle across broad domains and why Lumio chose to go hyper-deep into self-storage. He breaks down how voice agents convert routine phone inquiries, execute complex operational playbooks, and capture missed revenue without adding payroll. Ryan shares real-world data from their enterprise rollout with Rec Nation, explains why AI adoption is becoming as mandatory as having a website, and reflects on the regret-minimization mindset that empowered him to leave Apple to build something of his own. Key Takeaways From This Episode: Constrained Domain Autonomy: How focusing exclusively on self-storage allows AI agents to handle complex facility playbooks seamlessly. Navigating Career Transitions: Ryan's decision-making process when leaving a decade-long tenure at Apple while starting a family. Enterprise Validation: How Rec Nation deployed Lumio's voice agents across ~70 locations to streamline customer support and sales. Combating OpEx Pressures: Why deploying AI agents provides small and mid-sized operators with the margin relief needed to offset rising property taxes and insurance costs. Lifelong Partnerships: The trust, shared history, and joint growth mindset required to build a company with your childhood best friend. Whether you are an operator evaluating voice AI solutions or an entrepreneur navigating a major career leap, Ryan's insights offer a clear masterclass in modern technology execution. Connect with Thaddeus Campbell (S3 Partners): Email: thaddeus@s3.partners LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Ryan Chapman (Lumio) Email: ryan@lumiostorage.com LinkedIn: https://www.linkedin.com/in/ryanechapman/ Sponsor Shoutout: This episode is brought to you by Kiwi Steel. Wayne Woolsey and his team bring over 30 years of premier experience erecting structural steel for self-storage and small-bay flex developments. Visit kiwisteel.com during your ground-up planning phase to tap into three decades of field expertise. Special thanks also to our data partner, Noah Starr at Tracked IQ!

    Ryan Chapman walked away from Apple to chase his childhood entrepreneurial dream!

  8. Jul 29

    From Recession Survival to 500+ Stores: President of National Self Storage Travis Morrow Tells All

    I sit down with Travis Morrow, CEO of Store Local and Tenant Inc., for a masterclass in self-storage operations, technology, and industry trends. Travis has spent more than two decades in the business, scaling from an intern at National Self Storage to leading nationwide co-ops and media platforms for independent owners. In this episode, we address the macro shifts transforming self-storage in 2026. Travis explains why major REIT consolidations are a natural part of the industry's lifecycle, drawing clear parallels to the hotel and hospitality sector. He breaks down how cap rates are aligning more closely with multifamily as Wall Street cements its confidence in the asset class. We also explore how Store Local grew to over 530 member companies to help independent operators leverage collective buying power, why he acquired Modern Storage Messenger in 2023, and what to expect at MSM The Show in Atlanta this November. Key Takeaways From This Episode: First & Foremost an Operator: Why Travis approaches every technology, co-op, or media venture with a focus on how it directly improves store-level P&Ls. The Lifecycle of Consolidation: Understanding why big portfolio roll-ups provide the ultimate exit liquidity for independent operators. Bridging the Tech Gap: How independent owners can combine resources through co-ops to deploy competitive systems without massive single-store budgets. Reinventing Storage Media: Transitioning a 40-year-old print legacy into an interactive digital magazine while keeping the independent operator's voice alive. East Coast Event Coverage: Why "MSM The Show" was built to serve an underrepresented Fall East Coast market with over 60 hours of curated content across data, development, investment, and operations. Whether you operate a single facility or manage a multi-state portfolio, Travis's blend of operational grit and forward-looking vision offers valuable perspective for navigating today's market. Event Info: Register for the November show at msmtheshow.com. Connect with Thaddeus Campbell (S3 Partners): Email: thaddeus@s3.partners LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ Connect with Travis Marrow Email: travis.morrow@storelocal.com LinkedIn: https://www.linkedin.com/in/storageoperator/ Sponsor Shoutout: This episode is brought to you by Kiwi II Steel. Wayne Woolsey and his team bring over 30 years of experience delivering structural steel solutions for self-storage and small bay flex developments. Visit kiwisteel.com early in your design phase to leverage three decades of construction expertise on your next ground-up project.

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Ratings & Reviews

5
out of 5
5 Ratings

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
    65
  • Rating
    Clean
  • Copyright
    © 2025
  • Show Website
    Stories Behind the Door

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