Why Will Skillman Went All-In on Midwest Small Bay Flex (And Won)

Why Will Skillman Went All-In on Midwest Small Bay Flex (And Won)

I sit down with Will Skillman, Founder and CEO of Trowbridge Development, for an unfiltered masterclass in small-bay industrial flex operations and raw entrepreneurial discipline . Will has flipped 100 homes, managed dozens of apartment buildings, and rolled up massive mobile home portfolios across the Midwest before targeting the highly fragmented small-bay asset class . We unpack the exact economic indicators driving the small-bay boom in 2026, where sub-5% vacancies meet a massive gap between acquisition costs and soaring replacement costs . Will explains why he chose to pull back the reins on 15 months of development planning to protect his investors' capital, how he structures deals using seller notes to bridge valuation gaps, and why maintaining total equity control trumps chasing institutional fee-play models every single time . Key Takeaways from this Episode: * The Intelligence of Capital Discipline: Why walking away from unfeasible projects is the ultimate sign of investment maturity . * The NNN Myth: Why treating small trades, HVAC companies, and logistics entrepreneurs with a Modified Gross structure creates a better customer experience . * Municipal Partnerships: How to actively work with local cities to secure TIF benefits that bridge your 10-year P&L gaps . * Workflow Automation Over Autonomy: How to integrate AI layers into your underwriting and deal discovery without losing the mandatory human touch . * Building the Balance Sheet: Why Will prefers retaining the lion's share of equity and risk rather than living and dying by transaction syndication fees . Whether you are a seasoned operator seeking local joint-venture opportunities or an entrepreneur ready to break out of the corporate 9-to-5 loop, Will's blunt, data-backed insights provide the ultimate roadmap for navigating real estate cycles . Connect with Thaddeus Campbell (S3 Partners): Email: thaddeus@s3.partners [thaddeus@s3.partners] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ [https://www.linkedin.com/in/itsthadcampbell/] Connect with Will Skillman (Trowbridge Development) Email: will@trowbridgedevelopment.com [will@trowbridgedevelopment.com] LinkedIn: https://www.linkedin.com/in/willskillman/ [https://www.linkedin.com/in/willskillman/] This Episode was brought to you by: https://www.kiwisteel.com/ [https://www.kiwisteel.com/]

Inside the Deals That Changed Self-Storage Forever with Zack Dickens

I sit down with Zach Dickens, the Chief Investment Officer at Extra Space Storage, for a masterclass in institutional real estate, macroeconomics, and programmatic growth . Zach has spent over two decades directing the investment strategies for one of the most successful public platforms in modern real estate history . We step through the defining eras of the self-storage asset class. Zach shares behind-the-scenes insights into the 2005 Storage USA transaction, explaining how a tiny, newly public platform structured a complex joint venture with Prudential to swallow an entity three times its size . We trace the survival mechanisms Extra Space deployed during the 2008 banking collapse, the integration mechanics behind their 2023 Life Storage merger, and his real-time perspective on the massive consolidation occurring across the sector in 2026 . Key Takeaways From This Episode: * The Value of Scale: Why self-storage has transformed from simple real estate landholds into an elite business of operational and technological scale . * The Private-Public Disconnect: Zach explains why public REITs have been historically oversold and undervalued compared to underlying private asset cap rates. * Recession-Resistant Fundamentals: Why the affordability and downsizing drivers of storage keep cash flows durable during macroeconomic downturns . * Data Transparency via Management: How being the nation's largest third-party manager feeds a proprietary acquisition pipeline with perfect financial visibility. * Steel Sharpening Steel: Why cooperation within major industry trade associations preserves a greater good for both operators and consumers . Whether you are a private merchant developer seeking a bridge loan to stabilization or an investor tracking Wall Street's current real estate signals, Zach's deep analytical clarity and boundless energy provide the exact playbook you need for the road ahead . Connect with Thaddeus Campbell (S3 Partners):Email: thaddeus@s3.partners [thaddeus@s3.partners] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ [https://www.linkedin.com/in/itsthadcampbell/] Connect with Zach Dickens:Email: zdickens@extraspace.com [zdickens@extraspace.com] LinkedIn: https://www.linkedin.com/in/zachary-dickens-9839295/ [https://www.linkedin.com/in/zachary-dickens-9839295/] This Episode was brought to you by:https://www.kiwisteel.com/ [https://www.kiwisteel.com/]

There's no secret to Andrew Dunn's success in Commercial Real Estate! He just never stops showing up.

I sit down with Andrew Dunn, Co-Founder and Principal at VAC Development, affectionately known in the market as the Value Add Cowboys . Andrew is operating at an incredibly elite level in the middle-market commercial space across Las Vegas, Reno, and Phoenix, and he brings a masterclass in market awareness and execution to the microphone today . We dive into Andrew's transition from executing 75 intense residential turnarounds to commanding massive commercial assets. He pulls back the curtain on how his team successfully completed a 110,000-square-foot office-to-industrial conversion, generating an incredible exit . We also discuss why he prefers the granularity of unrated small business tenants over credit deals, how to successfully manage investor trust, and how pushing your physical limits in endurance sports prepares you to handle high-stakes commercial risk . Key Takeaways From This Episode: * The Operating Arbitrage: Why treating your role as a general partner like an "information dealer" allows you to mitigate risks that scare away institutional cash . * Granular Protection: How relying on a diversified base of essential, blue-collar logistics and fulfillment entrepreneurs keeps your cash flow completely AI-resistant . * Creative Debt Structures: A raw look at borrowing at an 80% LTC debt fund structure at 11% interest to fully back your conviction when JV partners hesitate . * Adapting Under Pressure: Why surviving a real estate cycle means abandoning "in-a-box" thinking, managing the bid-ask spread, and knowing when to "GTFO" before a market shifts . * The Cowboy Creed: How Andrew and his partner skipped generic corporate branding to build a company that honors their scrappy, competitive, and agricultural roots . Whether you are looking to scale your own syndication model, break into the light manufacturing vertical, or simply build the work ethic required to win, Andrew's unfiltered, high-energy advice is mandatory listening. Connect with Thaddeus Campbell (S3 Partners):Email: thaddeus@s3.partners [thaddeus@s3.partners] LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ [https://www.linkedin.com/in/itsthadcampbell/] Connect with Andrew Dunn (VAC Development)Email: andrew@vacdevelopment.com [andrew@vacdevelopment.com] LinkedIn: https://www.linkedin.com/in/andrewmdunn41 [https://www.linkedin.com/in/andrewmdunn41] This Episode was brought to you by:https://www.kiwisteel.com/ [https://www.kiwisteel.com/]

The Future of Self Storage Is SPEED, Not Price

I sit down with Maggie Bode, Head of Enterprise Sales at Uniti AI, for a masterclass in operational efficiency and automation. Fresh off her panel at the Northeast Storage Expo, Maggie explains why deploying technology in diverse storage portfolios isn't one-size-fits-all. She shares her transition from customer success in luxury multifamily high-rises in NYC to tech solutions in the storage sector. We discuss the math behind AI voice containment, highlighting how operators can automatically handle 80% of routine calls, allowing sales teams to focus on high-value contracts. We also explore the shifts in consumer demographics, the cost of phone trees, and how her classical dance background informs her leadership in corporate real estate. Key Takeaways From This Episode: Digital Expectations: Why the under-25 renter segment will actively avoid your business if they are forced to pick up a phone or interact with a human counter agent. The Containment Strategy: How to seamlessly escalate the 20% of highly nuanced, sensitive customer calls to live agents while letting AI wipe out the routine background noise. Eliminating Friction: How modern conversational AI instantly recognizes returning customers by name and phone number to bypass manual lookups entirely. The Cost of Missed Windows: Why a manager stepping away to execute a lock check or sweep a unit can quietly cost you thousands of dollars in lost lifetime renter value. The "Humble Rebel" of YLG: A look at Maggie's dedication to building out the SSA Young Leaders Group to empower the next generation of real estate pioneers . Pop Culture Decompression: Why "ESPN is the Bravo for men" and why tracking reality TV workflows takes a surprising amount of emotional intelligence. Whether you are an institutional operator looking to scale seamlessly or an independent owner wanting to operate like a multi-thousand-door powerhouse, Maggie's sharp insights and infectious energy will change how you view your front office. Connect with Thaddeus Campbell (S3 Partners): Email: thaddeus@s3.partners LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ [https://www.linkedin.com/in/itsthadcampbell/] Connect with Maggie Bode (Uniti AI) Email: maggie@getuniti.com LinkedIn: https://www.linkedin.com/in/maggiebode/ [https://www.linkedin.com/in/maggiebode/] This Episode was brought to you by: https://www.kiwisteel.com/ [https://www.kiwisteel.com/]

Jim McGuffin and Hirewell have mastered the art of placing great talent for Self Storage.

I sit down with Jim McGuffin, Managing Director at Hirewell, for a fascinating look into the human capital and executive workforce driving self-storage . Jim runs the real estate division at Hirewell and has placed high-level executives, from CFOs to VPs, across more than a third of the top 25 self-storage operations in the country. Jim brings an incredible macroeconomic perspective to the table as we navigate the realities of 2026 . We discuss the dramatic shift from the hyper-vibrant "hiring frenzy" era of 2021–2023—which saw across-the-board 10% to 15% salary hikes—to today's landscape of "cautious optimism" . Jim explains why the freeze in capital markets has suppressed standard acquisitions roles, triggering a massive 5-to-1 surge in placements for ground-up raw land development professionals instead. We also talk about candidate psychology in a tight market, how to protect your brand with a 95% placement "stick rate," and what it really means to calibrate company culture. Key Takeaways from this Episode: The Operational Safety Net: Why companies are heavily investing in property management, asset management, and accounting talent in 2026 to squeeze out maximum portfolio yield. The Candidate Seesaw: Why top-performing executive talent has become highly risk-averse, avoiding the threat of being "first in, last out" at a new firm . Radical Transparency: How posting specific, real-world placements on LinkedIn has driven massive inbound requests to Hirewell . The AI Nuance Deficit: Why algorithmic tools are highly effective at back-end candidate tracking but utterly useless at selling the human story of an opportunity. Guns Up in Lubbock: Why Jim chooses to run a national real estate search team from a co-working office overlooking the Texas Tech football field . If you are a self-storage owner trying to optimize your leadership structure, or a real estate professional attempting to navigate your next career leap in 2026, Jim's battlefield data from Hirewell is mandatory listening . Connect with Thaddeus Campbell (S3 Partners): Email: thaddeus@s3.partners LinkedIn: https://www.linkedin.com/in/itsthadcampbell/ [https://www.linkedin.com/in/itsthadcampbell/] Connect with Jim McGuffin Email: jim@hirewell.com LinkedIn: https://www.linkedin.com/in/jim-mcguffin/ [https://www.linkedin.com/in/jim-mcguffin/] This Episode was brought to you by: https://www.kiwisteel.com/ [https://www.kiwisteel.com/]