Target Markets: The 'Yellow Pad' Opportunity

Imagine making money while relaxing on a beach in Greece, not because you’re a crypto genius, but because you own metal boxes on a dirt lot. That is the reality for Bree Hartman, a former personal trainer who traded "trading time for dollars" for the high-margin world of Self-Storage Investing.

In this episode of UpFlip, Bree breaks down how she built a portfolio of over 100,000 sq ft of storage space. She explains why self-storage crushes residential real estate (lower expenses, no evicting families) and how to find "Mom and Pop" owners who still run their multi-million dollar businesses on yellow notepads.

In this episode, you’ll learn:

1. The Golden Mantra: Why "No Toilets, No Tenants, No Employees" makes storage the ultimate lifestyle business.

2. The 35% Rule: Understanding why storage has a 35% expense ratio compared to 55%+ for multifamily real estate.

3. The "Market Rule of Fives": Bree’s exact criteria for picking a winning location (Population 5k-120k, median income $50k+, etc.).

4. Google Maps Sourcing: How to find off-market deals for free by simply scrolling through Maps and looking for facilities with no websites.

5. The "Yellow Pad" Opportunity: Why targeting unsophisticated Mom & Pop owners allows you to force appreciation instantly by adding basic tech.

6. The Cold Call Script: The exact, non-salesy lines Bree uses to get owners to say "Yes" to selling their business.

7. Seller Financing Structure: How Bree bought a $500k facility with only 15% down and pays the owner monthly—skipping the bank entirely.

8. Remote Management Tech: The software stack (Easy Storage Solutions, Gate Codes) that allows full automation without onsite employees.

9. The 92% Occupancy Sweet Spot: Why being 100% full is actually a bad thing and a sign you are undercharging.

10. Wholesaling for Cash: How to start with $0 by putting a facility under contract and selling the rights for a $100k fee.

    
    Tags: Business Buying, Entrepreneurship, Real Estate, Passive Income, Breanne Hartman, Seller Financing, Self Storage Business

Timestamps

(00:00) Intro: From Personal Trainer to Storage Empire

(02:40) The Numbers: $41k/Month & Profit Margins

(04:30) Why Storage Beats Residential Rentals

(08:20) Targeting "Yellow Pad" Mom & Pop Owners(14:15) The "Market Rule of Fives" (Location Scouting)

(17:50) Automating the Business with Tech

(20:45) The Exact Cold Call Script to Buy Businesses

(23:30) How to Structure Seller Financing Deals

(28:30) The Fan Blitz: Red Flags & Best Advice

Resources:

Grow your mid-term rental business today:  https://www.upflip.com/course/the-mid-term-rental-blueprint

Connect with Breanna: https://www.instagram.com/bree.theinvestor/?hl=en