Defining your Niche Podcast

Russell Nersesov
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  • Investing

On this channel, we explore the full spectrum of commercial real estate investing — with a special focus on self-storage, industrial flex space, and other high-potential investment opportunities. From acquisitions and asset management to daily operations, capital raising, and value-add strategies, we break down what it takes to build, scale, and succeed in this dynamic industry.

  1. Why "Pro-Storage" is the Next Big Niche in CRE

    12/18/2025

    Why "Pro-Storage" is the Next Big Niche in CRE

    As an investor, you know that the most commoditized businesses are the hardest to win in. In this episode, I sit down with Joe Downs, CEO of the Bellrose Group, to discuss how he is reinventing commercial real estate with "Pro-Storage." We explore a unique hybrid asset class that sits perfectly between traditional self-storage and small-bay flex space, designed specifically for modern small businesses. In this episode, we cover: Moving Beyond the Commodity: Why traditional self-storage is now a well-documented, commoditized market and how to find the "niches within the niche." The "Contractor Storage" Origin Story: How a plumbing facility became the "Petri dish" for a scalable national brand. The Superior Tenant Profile: Why Pro-Storage tenants (contractors/small businesses) are more reliable and rarely miss payments compared to residential users. Defining the Specs: The exact dimensions required, including 14-foot ceilings and 12.5-foot doors built for highway-legal vehicles. The "Hybrid" Advantage: How this model offers business-friendly, month-to-month flexibility without the high construction costs of NNN flex space. Partnership vs. Landlord Mindset: Why Joe chooses a gross lease model to act as a business "incubator." Lender Acceptance: How banks are reacting to this new asset class and why proof-of-concept is everything. The "Future Self" Mindset: The book by Dr. Benjamin Hardy that is currently shaping Joe's vision. 🔗 Connect with Joe Downs: Email: joe@belroseam.com Website: https://www.belroseam.com/  If you enjoyed this episode, please leave a review and subscribe to the channel!

    42 min
  2. Founder to Buyer: The Scaling Secrets Behind 3 Successful Business Exits

    11/19/2025

    Founder to Buyer: The Scaling Secrets Behind 3 Successful Business Exits

    Are you an investor looking for outsized returns and a path to financial freedom beyond the startup grind? In this episode of the Defining a Niche podcast, I sit down with business acquisition expert and founder of Topline Operators, David Hori, to dive deep into the world of buying existing cash-flowing businesses. David, who has successfully scaled and exited three VC-funded startups , shares his journey and the powerful lessons he learned that pivoted him toward mergers and acquisitions (M&A). I know the struggle of starting businesses from scratch, and David provides invaluable insight from the other side: acquiring them. What Investors Will Learn: (01:11) The Pivot to Acquisition: Why David shifted from scaling VC-funded startups to buying existing businesses to achieve "outsized returns". (03:10) Finding a Find It and Face It Culture: The key lesson from David's first big deal on the value of transparency and bringing the team's genius to a problem. (04:51) The Biggest Owner Misconception: The two crucial errors founders make when valuing their business: not valuing their time and the business being too owner-dependent. (07:59) Exit vs. Scale: The factors David looks for to determine if a business owner should exit or simply get "unstuck" and scale. (11:44) The $14 Trillion Opportunity: David explains the massive wealth transfer happening now due to retiring Baby Boomers, and why it's an opportunity (and obligation) to step in. (15:54) Why Sales Don't Happen: The most common reasons deals fall through, including the owner's subjective "heart price" and the risks associated with building systems around a single "unicorn" employee. (18:50) Biggest Opportunity for Buyers: The advantage digitally native buyers have in implementing basic technology post-acquisition to "rapidly accelerate revenue" . (21:01) Stay in Your Lane vs. Partnerships: David's take on being industry agnostic and why partnerships are the path to de-risking and accelerating your acquisitions. (28:47) Top Business Book: The book David recommends that builds on the "Who Not How" concept and helps owners overcome the mental hurdle of control . Don't miss David's take on the advantage digitally native buyers have in spotting low-hanging fruit and driving rapid value post-acquisition. Connect with David Hori: LinkedIn: https://www.linkedin.com/in/iamdavidhori/ Instagram: https://www.instagram.com/toplineops/

    29 min
  3. From single family to 14 self storages in 6 years!

    08/01/2025

    From single family to 14 self storages in 6 years!

    Follow Russell Nersesov on social media: LinkedIn:   / russell-nersesov-d-c-a83a2581   Facebook:   / russell.nersesov   Instagram:   / flexspacedr   Reach Jon on social media too: LinkedIn:   / jon-farling-5a90b67   Facebook:   / jonathon.farling   Instagram:   / jonfarling    If you have a commercial property for sale, reach out at: https://safestorageusa.com/sell-to-us/

    30 min
  4. Is the self-storage market a buyer's or seller's market?

    08/01/2025

    Is the self-storage market a buyer's or seller's market?

    Is the self-storage market a buyer's or seller's market right now? Where are the real opportunities for yield hiding? In this episode of Defining Your Niche, host Russell Nersesov sits down with David Perlleshi, Senior Director of Self Storage Investments at Franklin Street, for a deep dive into the current state of the self-storage industry. David shares invaluable, on-the-ground insights that you won't hear from most brokers. We break down the biggest shifts in the market since the "Wild Wild West" of 2021-22, why buyers have become incredibly selective, and how to bridge the stubborn gap between buyer and seller expectations. If you're an investor, operator, or aspiring to get into the self-storage niche, this is a conversation you can't afford to miss. In This Episode, We Cover: (06:55) Current Market Trends: What are the biggest differences between today's market and the frenzy of 2021-2022? (09:28) Buyer's Market: Why there are more sellers than buyers right now and what that means for you. (14:28) Bridging the Gap: Actionable strategies for buyers and sellers to close the bid-ask spread and get deals done. (18:24) Where are the Opportunities?: David reveals why the best deals aren't just in the Southeast and points to a surprisingly stable region most investors overlook. (24:09) The Biggest Seller Mistake: The one thing sellers do that sabotages their sale before it even begins. (30:50) The Power of Social Media: How David uses social media to build relationships and reach thousands, and why you should too.  (34:34) A Fun Detour: What would David be doing if he wasn't a top real estate broker? Connect with Russell Nersesov: LinkedIn:   / russell-nersesov-d-c-a83a2581   Website: https://www.safestorageusa.com Connect with David Perlleshi: Phone: (914) 365-0752 Email: david.perleshi@franklinst.com Website: https://franklinst.com

    36 min
  5. Will NYC Law DESTROY Storage Biz?

    07/22/2025

    Will NYC Law DESTROY Storage Biz?

    Follow Thaddeus Campbell on social media:   Linkedin: https://www.linkedin.com/in/itsthadcampbell/ Facebook: https://www.facebook.com/itsthadcampbell Instagram: https://www.instagram.com/itsthadcampbell/   Reach Stan on social media, too:   sbonilla@safeguardit.com LinkedIn: https://www.linkedin.com/in/stan-bonilla-9b21379/ https://www.safeguardit.com   If you want to have an Unfair Advantage and Outpace the self-storage market with supercharged deal sourcing, check our sponsor of this episode Proprise.   Click on the link below.   https://www.proprise.io/   If you have a commercial property for sale reach out at: https://safestorageusa.com/sell-to-us/

    36 min
  6. Chris Berg Weighs In on SB 709 After a Decade in Political Broadcasting

    07/22/2025

    Chris Berg Weighs In on SB 709 After a Decade in Political Broadcasting

    Follow Thaddeus Campbell on social media:   Linkedin:   / itsthadcampbell  Facebook:   / itsthadcampbell  Instagram:   / itsthadcampbell    Reach Jason on social media, too:   cb@abernatheyholdingco.com LinkedIn: https://www.linkedin.com/in/chrisbergreal/ https://abernatheydev.com/   If you want to have an Unfair Advantage and Outpace the self-storage market with supercharged deal sourcing, check our sponsor of this episode Proprise.   Click on the link below.   https://www.proprise.io/   If you have a commercial property for sale reach out at: https://safestorageusa.com/sell-to-us/

    39 min
  7. How does an introvert end up in Client Services! Shannon Charbannou's story of growth in Storage

    07/22/2025

    How does an introvert end up in Client Services! Shannon Charbannou's story of growth in Storage

    Follow Thaddeus Campbell on social media: Linkedin:   / itsthadcampbell  Facebook:   / itsthadcampbell  Instagram:   / itsthadcampbell    Reach Shannon on social media, too:   scharbonneau@xpsusa.com LinkedIn: https://www.linkedin.com/in/shannoncharbonneau/ Instagram: https://www.instagram.com/xpssolutions/   If you want to have an Unfair Advantage and Outpace the self-storage market with supercharged deal sourcing, check our sponsor of this episode Proprise.   Click on the link below.   https://www.proprise.io/   If you have a commercial property for sale reach out at: https://safestorageusa.com/sell-to-us/

    37 min
  8. Dave Deems and Storage Asset Management have built their company on a simple premise

    07/22/2025

    Dave Deems and Storage Asset Management have built their company on a simple premise

    Follow Thaddeus Campbell on social media: Linkedin:   / itsthadcampbell   Facebook:   / itsthadcampbell   Instagram:   / itsthadcampbell   Reach Dave on social media too: Email: jeddeems@storageasset.com Linkedin: https://www.linkedin.com/in/dave-deems-ab9a6322/ If you want to have an Unfair Advantage and Outpace the self-storage market with supercharged deal sourcing, check our sponsor of this episode Proprise. Click on the link below. https://www.proprise.io/ If you have a commercial property for sale reach out at: https://safestorageusa.com/sell-to-us/

    32 min
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On this channel, we explore the full spectrum of commercial real estate investing — with a special focus on self-storage, industrial flex space, and other high-potential investment opportunities. From acquisitions and asset management to daily operations, capital raising, and value-add strategies, we break down what it takes to build, scale, and succeed in this dynamic industry.

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