GREAT INVESTMENT OPPORTUNITY!This property features 27,000 SF of prefabricated metal building with 475 climate controlled self-storage units, plus an additional ±15,000 SF of covered RV, boat, and vehicle parking units. Owners who take the time to prepare a self-storage facility for sale will find that it can pay big dividends. The three main areas to focus on are enhancing revenue, cleaning up expenses and improving curb appeal.
The sale price depends greatly on the net operating income (NOI) of the facility. Owners can drive income with the addition of extra products and services, boost occupancies or consider raising rents if the market will allow it, MacManus said. It is key to get the occupancy rate to about 75 percent to 95 percent before listing a property for sale, according to MacManus. Components such as rental income, late fees, lien sales, insurance sales, truck rentals and merchandise sales all factor into the revenue stream. When assessing a property for sale, de Jong surveys surrounding facilities before he lists the property to compare where that facility is vs.
Another important step is to remove delinquent tenants – get them paid up or get rid of them, said Joan Lucas, owner of Joan Lucas Real Estate Services in Denver, CO.
Owners also should get financial statements in order. Buyers typically request 12 to 24 months of trailing income and expenses. Sellers also need to clean up their expense reporting, including clearly identifying any expenses of a personal nature, such as the owner’s cellphone bill or car payment.
Making cosmetic changes to a property might not enhance the value of a property, but those changes oftentimes can help a property sell more quickly.
Ask a friend to walk through the property and have him or her tell you what kind of cosmetic changes should be made, Lucas said.
Owners should gather due diligence materials so that when an interested buyer or an offer comes along, the seller doesn’t waste any time in presenting a complete sales package to the buyer. In addition, a seller should be ready to provide any other relevant documents, such as a property survey or an environmental report.
If the seller as an existing loan on the property, he or she should know the details of the loan, such as whether it’s assumable or whether it requires defeasance or a prepayment penalty. Some properties might be ready to list tomorrow, while others might need work that can take weeks or even months. Instead, de Jong gave him a list of recommendations to carry out before bringing the property to market. Owners should consider working with professional self-storage brokers who can position their property for sale, as well as aggressively market the property to a nationwide array of qualified buyers, MacManus said.
Welcome.The Storage Facilitator is the modern self-storage professional's destination for useful education, intriguing news, diverse expert perspectives, technology updates, and beyond. Get our free white paperThe Four Pillars of Profitable Self-Storage Management is an in-depth resource that empowers facility owners and managers to get more out of your business and stay ahead. The information contained herein has been obtained from third parties and we cannot guarantee the accuracy or completeness of the information.
The self-storage real estate investment trusts (REITs) are in the market for storage facilities, but before you put your business up for sale, make sure you’ll be getting your property’s full value. REITs often deal in cash and can complete their purchases quickly, according to Mel Holsinger, owner and president of Professional Self Storage Management LLC.


While cashing out of your business may sound appealing, be sure you’re looking out for your own best interests. Holsinger said the best way to get top dollar is to hire an experienced real estate broker.
Once you hire a broker, you’ll need to provide him or her with records that establish your facility’s annual income. While you should be cautious about investing time and money in a property you plan to sell soon, upgrades sometimes can add market value, said Jerry Jones, a CPA who works with self-storage facilities.
Arizona real estate broker Bill Alter said the average unit size can be a factor in determining the sale price.
Not only is self-storage hailed as a “counter-cyclical” property type, but the fundamentals are also intrinsically strong.
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There can be many reasons private people and businesses need to store goods away to be used at a later time.
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So they should take a look at when the last time was that they raised existing tenant rents,” said Tom de Jong, a vice president at Colliers International in San Jose, CA. Buyers will discount delinquent tenants who are being carried on the books because they assume they’ll need to remove those delinquent tenants, which ultimately will reduce the occupancy. A buyer’s due diligence typically requires two years of profit-and-loss statements, property tax bills, management and occupancy reports for at least 12 months, and utility bills for 12 months.
So the best advice is to consult with an experienced self-storage broker who can walk you through the requirements and suggest what needs to be done in to get a property ready for the market. This white paper identifies major trends and best practices in rate management, occupancy analysis, rental contracts and profit management. Holsigner works with self-storage facilities in California, Arizona, Texas, New Mexico and Colorado. Here’s a checklist of five things small owner-operators should do before selling their self-storage facilities to REITs or other investors. A good broker can help you determine what your facility truly is worth and how best to market it. If they don’t think your records are accurate, your chances of selling to them will plummet. Take stock of your facility from a buyer’s perspective, looking at all the pluses and minuses.
Due to the unique nature of self-storage rental agreements, it is relatively easy to increase tenants’ rents, and thereby increase cash flow.
Read about this business, links and a list of Self Storage companies from around the World. There are open and covered storage units, and most of the Self storage facilities offer these kind of units. Additional services or enhanced revenue of as little as $1,000 a month can result in an extra $100,000 for the sale price, said Mike MacManus, an associate at Marcus & Millichap in Atlanta, GA. Are rents on the low side, and is there an opportunity to raise rents to be more on par with the market before listing the property? Are expenses for marketing, administration and repairs in line with market norms? Most buyers take a hard look at expenses to see if an owner is cutting corners or whether there’s any “fluff,” de Jong said. For example, tenants in residential neighborhoods typically want units around 110 square feet, he said. Also, unlike other real estate asset classes, self-storage operators do not need to worry about tenant improvements or leasing commissions.
Holsinger recommended interviewing at least three independent brokers and asking each of them to come up with the potential market value of your facility.



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