Discover the strategic approach to real estate negotiation that turned a storage facility in Covington, Georgia, into a goldmine. This detailed account reveals how building rapport, understanding seller motivation, and shrewd negotiation tactics can lead to a lucrative deal with substantial equity and passive income potential. Learn how a combination of market knowledge, patience, and interpersonal skills can transform a poorly managed property into a $700,000 equity success story.
Real estate is not just about properties; it's about people. The foundation of any successful deal lies in the relationships you build. When I received a call from a property owner in Covington, Georgia, following my marketing campaign targeting self-storage owners, I knew the key was to establish trust and rapport. Through open-ended questions, I delved into the details of their storage facility and their motivations for selling.
The owners, who were downsizing their business, had an electrical sales and contracting passion that overshadowed their interest in the storage facility. This lack of attention was evident in the property's operations. With minimal advertising, poor phone sales, and closed doors on Saturdays, the facility was not competing well in the local market. I saw an opportunity to add value.
Negotiation is an art, and in real estate, it's crucial to buy based on actual operating numbers, not potential performance. The owners initially sought a $2.5 million purchase price with a $500,000 down payment. However, after explaining the importance of cash flow in my decision-making, I was able to have them lower their asking price to $2 million and consider a $300,000 down payment.
Over several conversations, I emphasized the importance of a credible buyer and the savings they would enjoy from avoiding broker commissions. By October, after demonstrating my credibility and outlining the property's management issues, the owners were willing to lower the down payment to $150,000 and the interest rate to 5%.
During my site visit, I discovered two single-family homes included in the property, adding unexpected value to the deal. After final negotiations, we agreed on a $1.3 million purchase price with favorable terms, including an 18-month period with no payments or interest, allowing me to invest in property improvements.
The deal closed with both parties satisfied. I acquired a property with immediate equity and the potential for significant cash flow improvements. The owners were happy to pass on their legacy to someone they trusted and liked. This journey not only secured me $250,000 in equity on day one but also projected a $700,000 increase in equity after bringing the property to market occupancy levels—all with no money out of my pocket.
For more insights into real estate investment strategies and to learn from my experiences, visit CaseyCavell.com or reach out to me at Casey@CaseyCavell.com. Let's work together to achieve your real estate dreams, as others have helped me achieve mine.
How I took my Storage Facility From 65% to 95%occupancy in 90 days.
A little over a year to this date I did not know much about the self storage industry. I had spent my previous years in residential real estate as the owner of apartment buildings.
How to be More Effective
This article will no doubt help out mangers become a more effective manager and people, which will add to our bottom line. We not only care about our bottom line but we also do many of our trainings on personal development
How to Find, Hire, and Train an Amazing Self Storage Manager
As business owner then I would suspect you are not doing the day-to-day tasks and delegating those to others who can likely, if trained properly, do the tasks better. Doing so frees up your time for family, friends, or fun.
