My name is Jim Ross, and I am known as a leading expert in training and operations in the self storage business. Honestly, it sounds weird to say expert. I simply enjoy bringing programs and trainings to the self storage industry. I've been involved in managing dozens of extremely successful properties since I began my career in self storage 20+ years ago. I've managed properties all across the spectrum. From sites in rural cities to self storage businesses that have 50+ competitors in a 3 mile radius!

I started in this industry as a newlywed living and managing a couple of self storage properties. My role grew to that of regional manager overseeing many properties throughout the U.S.

I've enjoyed hosting The Self Storage Show podcast and most recently I've also put together and hosted virtual summits. The first was "The Self Storage Summit" and most recently was the "Beat The REITs Virtual Live Event". speaking at various self storage conferences throughout the U.S. and conducting workshops.

It's my goal to bring my knowledge and experience to those that are looking to make their self storage businesses a massive success.

When we ask our managers to do something such as cold call local businesses, put together a marketing piece or even answer the phone without the proper skills is like throwing people into the lions den! Today, for instance, my partner heard another marketing guru advise owners and operators their managers needed to call on local professional services groups such as doctors and attorneys. Almost simultaneously I listened to a manager tell me about their retail and sales experience before coming into our industry. Her background? Cashier at a dollar store.

Here's what we know...good people deserve a chance BUT if you think an untrained, unconfident manager is going rent more units than your trained, confident, competent, competitor's manager then you're wrong. Friends, I am not trying to insult you, and you'll hear my partner say (not me, the other Bob) on countless occasions "in our industry we did it to ourselves", but now's the time to rethink the salesmanship and deportment (my mother with her 10th grade education taught me that word) of our staff! If your store is SO busy that all you need is an order taker, then stop reading this newsletter. On the other hand, if you don't want to throw your staff into the lions' den, read on.

1. Teach your staff to answer the phone professionally by thanking the caller, introducing themselves, using the caller's name, matching the caller's pace, and by asking questions.

2. Make sure they are recorded periodically so that you and they can listen to how they sound on the phone. Regarding this, phone shops should be used for training but not to bonus. Bonuses should be based on revenue not on a subjective assessment. Call us immediately if you wish to discuss.

3. Be professional at all times! A market study we did for a portfolio who had more than 60 stores showed us that on average there were 18 competitors in a 5-mile radius around each of their stores. Your manager is the differential advantage.

4. Teach them to ask open ended questions such as "What's the one thing you're looking for in choosing a store like ours?" or say things like "Let me ask you a few good questions to figure out how I can save you more money."

5. Teach the difference between features and benefits, and separate the feature from a benefit by using the words "so that".

6. Teach them how to turn negatives into positives, like "Our non-climate controlled store is configured so that we can save the majority of renters money. You'd like to get the most value for the price you're willing to pay, wouldn't you?"

7. Show them techniques on how to get past the gate keeper!

8. Help them determine their own strengths and weaknesses by taking a quick temperament test.

I can continue because there is SO MUCH more! Remember, just getting your phone to ring or getting more hits on your web site will not improve your prospect to conversion rate -- your manager will. And, the next time someone asks your manager to do something they haven't done themselves, give them the address of the coliseum.

I'll discuss more "techniques" in the future as it relates to sales, collections and store management but take away these important points...selling is a process not a technique, the faster you build a relationship the faster you can get to the pain, "stop telling and start selling", follow the process and grow your business.

Company Description

My name is Jim Ross, and I am known as a leading expert in training and operations in the self storage business.

Honestly, it sounds weird to say expert.

I simply enjoy bringing programs and trainings to the self storage industry.

I've been involved in managing dozens of extremely successful properties since I began my career in self storage 20+ years ago.

If there is one thing that is for certain in the world of self storage, it is that self storage managers will be faced with many responsibilities each and every day and this is where self storage software can come in handy. Self storage software enables a manager to better handle all the various duties that are expected and required of them in order to run a successful self storage facility.

The use of self storage software had been steadily gaining popularity over the past few years and the advancements in software technology are coming along to great degrees as well. It makes perfect sense when you think about it; software helps make almost any job easier, so why not self storage management?

When utilizing this software, a manager is so much better equipped to take on the challenges that will arise with self storage management. Some of the many items that self storage software can help with include:

• Available Units: In the days before self storage management, most self storage managers had to rely on good old pen and paper to tell them what was and wasn't available to rent out. This method, while still used by some today, led to mistakes being made and units being promised that couldn't be delivered. With the advent of self storage software, everything is integrated into a computer system and the self storage manager can find out how many units are available with a click, or two, of a mouse button.

Self Storage Management - (801) 381 3298

• Payment Processing: Instead of only taking cash and checks and again relying on pen and paper to record all of the transactions, most self storage unit facilities now take credit and debit card payments. This is thanks, in large part, to self storage software. The software will also usually allow for customers to make payments online, which is a big help if a tenant doesn't live close to where they rent a storage unit. However payment is made, the self storage software helps accept it and helps the self storage manager credit it so that nobody is accidentally double-billed.

• Payment Tracking: Along with marking payments that have been made, this software also tracks who hasn't made a payment. Generally, a self storage manager can set alerts at certain time intervals that will let them know that a tenant is getting close to payment and then set others that let them know when that same tenant is overdue. This helps the self storage manger keep a better eye on the financial end of the business, which is sure to make their boss happy.

If you and your spouse are considering a position with a self storage company, we hope the article below will help to answer some questions you may have about working together in the self storage management field.

Self storage (also called mini storage) units are a commodity that most of us have needed at some point in our lives. Especially with today's economy, people are relocating, downsizing and rethinking their path-its not a bad time to become a self storage management couple. But, what happens at a storage facility? Isn't it just a bunch of boxes and other people's junk? Well, actually there is more to it than that! The following are a list of potential responsibilities that you may encounter in the storage unit industry:

· Sales & Marketing

· Community Relations

· Maintenance

· Bill Collections

· Customer Service

· Financial Reporting

· Relocation

· Cleaning

· Managing a small staff

· Trash Removal

· Lawn/Snow Management

· Truck & Equipment Rental

Self Storage Management - (801) 381 3298 Links

The list above is a general guideline to get you thinking about the possible job duties that you may encounter as a self storage manager couple. Its important to remember that not all will be part of your gig, but you can almost certainly count on a few of them. Mostly, expect to be asked to do sales and marketing. This can be a fairly competitive field. Corporations and owners are going to want you to assist in helping to make their storage facility stand out from the crowd. Especially since you will be the heartbeat of the property, you will need to know whom your target groups are and where to find them.

Another certainty is bill collections. While this will not happen with every client, there will be times when you will need to track down a past customer for an unpaid bill, or lock out a current one for the same reason. Using tact and diplomacy are key, and the owners will have their ideas on how best you can handle this situation, should it arise.

One other benefit to being a mini storage manager couple is that most of the work is done during conventional business hours. This means no overnights, no on-call, etc. With many companies you will work a five day work week (Saturdays are common, however).

As mentioned above, self storage management is a good field for a couple to enter into during today's economic status. This is usually a live on-site position (which is a great perk), and some business owners will include you in their profit share, should you be able to raise the profitability of their business.

If you are planning to become a good self storage manager, here are some tips for you to achieve success in your career.

As a manager you need to handle many issues in an efficient manner. If not, you may face many consequences that would make your organization face some problems which might result in loss for the organization and finally you may even lose your job.

Here are some issues you should be aware of.

How would you react if the tenant asks you for discounts? You should be cool and if you do not have such intentions you should think a reasonable answer to satisfy your version such as explaining your efforts to run the organization and the expenses that you put to run the business and explain him the additional features your organization is providing to the customers.

If your company has less occupancy then you could accept his request and may provide him with nominal discount which will not lead to any loss to your organization.

How will you convince your tenant if you have to increase the rent?

Today in this costly world, prices will not be the same for long and they may increase almost day by day and in that case you have no other option but to increase the rent. But the tenants may not agree as soon as you announce the hike. It is a very critical situation for a manager to handle this. Here are some tips which might help you to tackle the situation.

Give the tenants sufficient time to adjust to increased rates in rent. Intimate the tenant about the issue in a reasonable time in advance. Add some extra benefits such as packing/unpacking etc and tell him that you are going to provide the best services you could.

What will you do if tenant tells you that he could not pay the rent?

This is a situation where you should be careful. Tenants may have many problems but the main motto of yours is to earn some money. You need to understand both the situations of yours and the tenants. So you need to enquire him when he could pay the money. If it is short time you may give him a chance otherwise you would have no option but to proceed in legal way either to claim the tenants policy or to auction his/her stuff.

What would you do if you find money in self storage?

Well the first word that would come from many is jack pot and some would say that they will inquire whether the money is of previous tenant but you should not do like that as one will not leave money such easily in a self storage and they even don't like to store money there instead of bank so you should handle the situation carefully. You should definitely seek the help of the police.

3 Mile Storage

9301 Oquirrh Meadows Drive

West Jordan, UT 84088

(801) 381 3298

Website: https://www.3milestorage.com/

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