The Do More Podcast

Hosted by Jon Farling

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Episodes

168

Latest episode

Oct 2026

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About the show

Jon Farling shares tips and insights into what’s helped him become successful in the world of real estate investing during and after quitting his 9-5 job. His self-storage portfolio has grown well into 8 figures because of the insights he and his guests will share. Not only will he share tips on his entrepreneurship journey, but also his personal life.

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60 recent

October 26, 202631 min

Here's how I'm using AI in Self Storage today

I'm using AI across my self-storage business to speed up marketing, underwriting, operations, and even the call center — that's the main point. I walk through how we lean on ChatGPT and Claude for everything from brainstorming promos and getting alerts when competitors change rates to running quick underwriting checks by feeding in spreadsheets so the AI can spot blind spots I might miss. I explain how we're uploading our SOPs (standard operating procedures — the how-to manual for the team) into ChatGPT so staff can ask natural questions instead of digging through long Google Docs, and how we're building a simple CRM and global dashboard by connecting Cubby and QuickBooks so I can literally ask for metrics and get answers in seconds. I also talk about testing voice AI for after-hours calls and payments — it can be a great receptionist, but it still makes mistakes and sometimes creates more work, so we’re picky about quality. I admit I’m not an AI expert, and none of this is legal or financial advice — just what’s working (and sometimes not) for us as of late September. If you like practical, slightly messy, real-world applications of AI — the wins, the kinks, and the tradeoffs — stick around because I walk through the nitty-gritty and what we’re trying next.

October 19, 202618 min

Here's how I'm getting more Self Storage Deals now more than ever

I'm landing more deals this year than I ever have, and the short version is: it comes down to mindset—consistency, a tight buy box, and actually taking action—plus a handful of tactical tweaks that make the pipeline productive. I talk about consistency like it's brushing your teeth: do it often and well, don't hop around tasks, and you'll build momentum instead of excuses. Knowing your buy box means more than just city and square footage—it’s the markets you hunt, the sizes you underwrite, how you plan to finance or exit a deal, and even the exact terms you're willing to accept. Once you nail that, you can say no fast and yes when it counts. On tactics, we doubled down on market knowledge, got creative with seller financing (two of the recent deals used it), tightened our underwriting by modeling tenant insurance and fee income, and leaned on a great team so I can spend time finding deals instead of answering maintenance calls. The result? We're at multiple deals in a short span—three deals in about ten months and the potential for six locations stacked into the portfolio—without going balls-to-the-wall reckless. My growth goal is steady cash flow and a healthier team, not just unit count, and that focus lets us scale sustainably while still having time to actually run the business. If you want the nitty-gritty on any of those tactics—how I underwrite tenant insurance, structure seller notes, or build a buy box—I walk through the specifics so you can steal the playbook (nicely, of course).

October 12, 202628 min

Speed Wins in Business

Speed is the single most important competitive advantage I lean on in business — especially in self-storage deals — and being fast often wins me the first look and the contract. I talk about real examples: a facility I’d chased for seven years finally came up and because I answered a broker’s email and call within minutes, I put in strong offers before others even woke up; that kind of responsiveness turns pocket listings into closed deals. My practical rule is this: get 80% of the information up front, underwrite quickly, and move — perfectionism kills opportunities, and I’ll happily remind you that “perfection is a form of laziness.” To move fast you’ve got to simplify: know your buy box, know what type of investor you are, streamline underwriting so you can decide in 30 seconds to a few minutes, and set processes (or a team) to handle leads and vendor quotes immediately. Speed isn’t recklessness — don’t forget your metrics and legal protections — but it does build trust with brokers, vendors, and sellers who want partners that respond. I also share tactical stuff we use, like rapid auto-text replies for new leads and clear turnaround promises, because uncluttering your inbox and life makes speed sustainable. Bottom line: get comfortable with good-enough information, act quickly, and you’ll see how many doors that opens.

October 5, 202639 min

Chris Long with Long Yards

Chris Long rents dirt to contractors — literally: fenced, gated yard spaces leased month-to-month, which he calls “self-storage for contractors.” We dig into how the model works (secure yards with keypad or smartphone locks, appropriately sized lots for trailers and equipment, and simple online signups) and why it’s attractive: B2B tenants, predictable cash flow, and a gap between no-frills Craigslist lots and big industrial leases. I also walk through Chris’s origin story — from apprentice carpenter to GC, a brutal commercial contract that wiped him out, and the scrappy comeback where he cut trees, pre-sold yards, and built his first location while basically broke. We explain the practical stuff: how to validate demand (there’s demand everywhere if you unlock supply), the zoning and city headaches you’ll face, and why you need capital plus a reliable operator to test a market. We don’t sugarcoat it — this isn’t a passive beach business; operating yards requires eight different skill sets (sales, delinquency handling, repairs, bookkeeping, site operations, etc.), even if the team stays lean. Finally, we cover the tools and systems that let us scale — training on School, ClickUp, Slack, HighLevel CRM, and plans for custom software — and how to reach us if you want to learn more (long.com).

September 28, 202617 min

Is Marketing killing your NOI?

Today, we're diving into the nitty-gritty of marketing for your storage facilities, and trust me, there's a lot to unpack. The big takeaway? A lot of folks are just tossing marketing strategies out there and hoping something sticks—like spaghetti on a wall, but less appetizing. I share insights from my own experiences, especially in small-town Ohio, where you might be the only player in the game yet still spend too much on advertising. We talk about the importance of tracking your marketing effectiveness and exploring alternative methods beyond just Google and Facebook ads, like billboards, local sponsorships, and even the good old Yellow Pages. Stick around as we explore how to make your marketing money work smarter, not harder, because who doesn’t want to fill those storage units without breaking the bank?

September 21, 202633 min

How Storage is performing compared to previous years

Today, we're diving into the nitty-gritty of storage performance over the years, and let me tell you, it's been quite the rollercoaster ride! I’ve been crunching numbers from my portfolio since 2019, and I’m ready to spill the beans on how my facilities stack up against trends in both smaller and larger markets. Spoiler alert: the demand in your area can make all the difference! We’ll chat about everything from occupancy rates to the impact of market demand on pricing strategies, and how sometimes, it’s the little guys who come out on top. So, grab your favorite beverage, kick back, and let’s unpack these numbers together—I promise it won’t be a snooze-fest!

September 14, 202622 min

Does Self Storage ever really Stabilize?

Stabilization in self-storage is a topic that often raises more questions than answers, and today we're diving into what it really means. Picture this: you've got a self-storage facility, and you're wondering if it's truly stabilized. This term essentially refers to when a property has hit its market potential—boasting stable occupancy, predictable income, and normalized expenses. However, we argue that even if you think you've hit that sweet spot, there's always room for improvement. In our chat, we explore the nuances of stabilization, dissecting my own experiences with two very different storage facilities. One has been a cash cow, continually improving in occupancy and revenue, while the other seems to be in a downward spiral. The contrast between these properties highlights that stabilization is not a one-size-fits-all scenario. The first facility has seen consistent growth, while the second illustrates the impact of market saturation and increasing competition. Together, we unpack the idea that true stabilization might be a myth, but aiming for that 80–90% mark is not only achievable but essential to maximizing your investment's potential.

September 7, 202638 min

Matt Bilger – Self Storage Market Update

Today, we're diving into the shifting landscape of self-storage appraisals with our good buddy, Matt Bilger from Colliers International. The big takeaway? Self-storage appraisals are taking a hit compared to the booming years of 2019 and beyond, thanks to rising interest rates and economic uncertainty. Matt breaks down how the pandemic paused everything, then a flood of cheap money led to a wild appraisal frenzy, only for the brakes to slam on recently as interest rates climbed. We chat about the changing dynamics in the market, where larger players are now flexing their financial muscles while smaller operators are feeling sidelined. Plus, we sprinkle in some lighthearted banter about the quirks of the appraisal world and how AI is becoming a handy tool in the business.

August 31, 202634 min

From Banking to Boxes: Kenny's Journey to Storage Success

Kenny Buelterman is here to chat about his journey from a 20-year banking career to becoming a full-time self-storage investor, and trust me, it’s a ride worth tuning into! He shares how he made the leap from W-2 life to financial freedom, the challenges he faced during the transition, and how he found his groove in the storage space. We’ll also dive into his new venture, a postcard business that helps storage facilities reach potential customers in a creative way. Kenny shares some solid insights on the importance of having a clear vision and the right motivation to propel you forward, plus a few tips on negotiating with banks that you won’t want to miss. So, whether you’re looking to break into real estate or just need a little inspiration to chase your dreams, this episode is packed with gems!

August 24, 202623 min

Why Dreaming is Important

Dreaming big isn’t just about setting ambitious goals—it’s about creating a vision for the life you actually want. In this episode, we dive into why big dreams matter for entrepreneurs, leaders, and really anyone looking to make an impact. Success looks different for everyone. Maybe your dream is building a business empire, creating financial freedom, or simply having more time with the people you love. Whatever it looks like, your dreams are allowed to change as you grow. I share personal stories about how my own dreams have evolved over the years and how those dreams have shaped not only my career, but also the way I view life and success. So grab your favorite beverage, kick back, and let’s talk about why dreaming bigger might just be the first step toward building a more fulfilling life.

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