$400 Million Real Estate Success Story
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Well, look to the ridges dad real state show when we talk about the good news and bad news real state hosted by yours truly. Jerry a today I got ta awesome guess A G osborn, with the season, were now entrepreneur, investor and essentially the king of sell stories. So cool story about A J would not actually not a cool story when an impact for terrible story that changed your life.

I was gonna read IT in the inter age, and I never done this on the show before. I actually just want to shut up, and I actually want to start this episode by you telling your story, because i've heard IT probably four times now, and it's unbelievable, powerful. So I don't want to still thunder. I want to hand IT over to you and let you take from here and let the listeners know what you've been doing, where you are today.

You got IT. So I think A S A A lot of people know me from this because I started told my story a little while ago. Um but the reason why real state investing in passive income are are so powerful to me um I started investing in real state and pretty early on and I sold insurance, medical benefits, broken age and so I was a cells guy and I I was paid a lot of money.

The company that um I worked for, uh they were really good to us. They they paid us. I go in hand up so I was built in real state while keeping that and one day out of the blue um i'm thirty at the time.

I was thirty two I think and we just had our fourth child he was, at the time, I think, three months, maybe just a little infant, and so cute. And my leg stopped working out of the blue, literally. I was totally fine.

They started hurting. I went to get the bathtub because they were just killing me. And when I went to get out, they didn't work well.

My wife pulled me out, rushed me in the hospital, and within days not even saying goodby e of my kids and not seeing me in the hospital, I was put on life support because my entire body had become paralyzed and IT stopped working. I could not breathe. IT couldn't sustain itself.

And I was put on life support. Now we this happened on a friday. So even at work, everything, nobody really knew where I was. I just disappeared. Essentially, IT wasn't like i've done in a car accident.

Anything else is just my body stopped working and I went on life support and I stayed there for months, not knowing if I, whatever, even get off, and not knowing where how this would even work from there. I was let go my job because a obviously, there was no check update. I was sent to an attack to live until I could sustain myself.

And then after that, I became able to breathe. They were able to take me after months of life support, and I was sent to live after a while longer in the attack. I was sent to live in a rehab facility where they were going to teach me how to read, do everything.

I was going to try to learn how to use my hands, strength to my muscles, and speech therapy, occupational therapy to work. And I tried to learn how to live in, in and with, no, no idea. There was no diagnosis.

There was no anything IT wasn't. I ask while lying in the bed, while I I ever walk again, while I ever move in. And the answer was, we don't know. We have no idea, if you ever will again. And then in rehab I my insurance coming out and get home paralyzed in bed, but I luckily been able to get in a wheelchair and my brother moved in with me and my wife and our four children or maybe infant to help take care my and um that became my new life I was at home being taken care of paralyse with four kids at the age of thirty two, maybe thirty three um now after having this incredibly successful career and IT was kind of living at the top of my game and I was all taken away from me in an instant literally like I didn't even know what was happening.

We didn't bring my kids and even see me for a month because we were trying to wait to know if I was going if they were enough to make a decision to pull the plugged or not or if I was even going to make IT. There was no answers, didn't know what to tell the kids and too we were afraid how scar they would be coming in and seeing they're dad attached to all these tubes unable to move um and so we waited until I got to a point where we couldn't wait anymore. We didn't have answers anything else.

So they just said we had to bring a men and that was probably the hardest single moment of my entire life, was seeing my kids walk in and look at me. And I don't know exactly what they were expecting to see. But IT wasn't me like that, attached to a hospital bed on tubes, not able to move, just looking at them, not able to speak, not able to do anything.

And they came next to my bed, and i'd turned and i'd look at them, there's actually video of IT. And when my son came, I trying to get away, i'd moved my head to the side and look over to the side because I was I was so set over IT. I didn't want him to see me like that.

And there was literally nothing I could obviously do. I couldn't even communicate them. I communicated through blank king, and we would look at sheet of paper that were received through where the'd have things.

I was in immense amount pain and famous amount pain, because my entire nervous system had been destroyed. So IT had had been treated. Ed, and so my body, as far as I was concerned, had been blown debts and burned apart.

IT was saint pain. They couldn't stop IT with payments. Ts, IT didn't matter how much that gay me. They could never stop the pain the first month I would only sleep when I would pass out, when my body couldn't take IT anymore and I went pass out and that was what I was like being h such a great player um on life support for months um and when I was in the rehabilitation was going to go home.

I was when I in I was planting trees when I was in the reactive and they said you're going to go home the insurance companies kicking out and go home I was looking out the window of the hospital, and I was snowing because IT was Christmas eve. And the next morning I was going to do, sorry, not go home home, but do at a hospital assisted visit. They were going to give me three, four hours there.

They were going to take me and then bring me back home so I can see my kids first time thought that i'd been home since I went to the hospital, and I was so excited and I would knew my kids were going to be spoiled. I was like, I don't even know what they are getting, but i'm sure my wife was going to spoil, and I was going to be in my own home. I was going to see my babies.

I was going to see my wife. And I realized that moment. I was not scared that my kids weren't going to receive Christmas presence. I was not scared that we were at home. I was worried because my wife had to leave me and the children to get a job to try to cover bills.

And I had been light off and that not only was I not able to work, we didn't know whether I would able to be able to do anything again at all. And at that moment, I realized how important investing is, how important passive real state is. What I did for me in my family, IT saved my family's financial life.

And IT is probably one of the reasons that I had such a good recovery was because we were able to focus on that, and I gave me purpose. And so that moment I made a promise, and that promise was two things I was going to share with others. I was going to teach others.

And then the second thing was we would allow other people to invest with us and they want because we've never done anything like that. And that was gone to be my new purpose because I didn't know what I was going to do when I got out. I didn't know who I was going to be.

I had that AJ that went into the hospital out of the blue right out planning. I was, you know, very active guy was a big guy. I was big backpacks.

Er, everything I like that you and bomb gone, that I was gone and he was never coming back. That was clear. And so I knew whoever was going to go home to see my kids there was going to be two people.

There was going to be A J in this world chair or IT was gonna somebody else. And by A J in the world chairs, I don't mean that I thought that i'd get out of IT that to know what I meant. I meant mentally agent this new person sitting here or somebody else.

And I had a promise myself that whoever that was going to be, which I don't know IT was not going to be back at and um that started my new passionate drive to try to teach people about what saved me and help my family and try to allow people to get financial freedom. You got to remember us. I was in my pro thirty three.

My thirties were gone. And my is, as we workers are in the rest of my life, as we knew I was gone, I can now walk. My lower legs still don't function like they should, but I got out of leg braces and don't have to have assistance walking, which I was told in, we have years later, that was never onna happen.

They are like, you've can keep coming AJ. But you ve been coming here for years and, you know, we made huge progress that with walking assistance embraces on my legs, I could walk on my own, but that was dependent me that they are like, you can keep coming, but you have to accept this reality. I never went bacteria after that, and I stayed home with my kids, and my kids helped, and I got out of like verses, and I got out of my walking gear, and I was able to walk on my own, which that was that, that was everything we could have ever hope for more.

We can never know. I can run, I can do things we used to do. That doesn't matter. That was everything that we could have hoped for. And that is largely, I do believe, because of the position that I was in and the financial security that we had, that we can focus on the future and on our family. And on getting Better.

how long did this go on? So you went in when you were thirty two. What was what this journey look like for you?

Yeah, so I think actually was thirty three. The journey has been rough. So the pain never went a away.

The pain is still here today. I mean, pain twenty four, seven. So I live in constant pain.

I've never had a morning. You know, know, it's weird to me thinking about Normal things now. Like people wake up because they're done sleeping.

They stretch out. There I go, I D agree. I sleep right. I haven't. That hasn't happened to me.

And over seven years, every day I wake up because of pain, my eyes shoot open and I can't sleep anymore due to the paint. Um I am on meds twenty four seven as we try to keep IT under control. Uh I have to think every time I take a step I can't just walk.

That's not if I try if I get to distract, I actually fall um so my life has changed dramatically and a lot of people think of those as the bad ways, right um but IT is also changed dramatically for the good. I don't think for some reason, I don't think I could have made the changes that I need to make. There is something holding me back.

And since then, I started three companies out of my whole chair. We've grown our assets to over four hundred and million. I have multiple companies now.

I I think over seven. And I um make an impact, which is really what's important to mean in ways i'd never made before. We never allowed and dunk and we had never done.

I never been on a podcast before. I'd never before this happened, right? I didn't go on speak.

I didn't talk about this stuff. We are just trying to make money. And I was just trying to do what I could.

And I D never plan on. I was never on social media. I didn't. I didn't do that stuff. And after this, that's what changed, and said, I have to talk about this.

I have to get over, you know, I think these fears that I have, which was really easy the first, you know, four years afterwards, because my pride was gone. I mean, you gotta remember I was lying naked in a bed, and I couldn't. I want to go to the bathroom, everything that people would roll me over and scrub me down with rags to bathe me.

And I would just lie there as they flopped me over naked, rubbing me down with rags to try to bathe me, which was immensely painful, like, mind blowingly painful. And so I had, my pride was gone, right? IT was like, apple IT just gone.

I'm like, I don't got any pride left. So all the sudden that freed me in a way that I could never been free before. And it's hard to describe that and it's hard to describe what they gave to me. And it's even harder to remember IT. We're now over seven years afterwards, and I found the last two years that is, i've come way more self conscious, and i'm starting get back in that thing where I think, what are the other people think, everything. And I have to remind me of the story after, to remind me of why i'm here, what i'm doing, and I have to remind myself of the things that i've overcome because it's amazing how life just creeps back in IT does. And I don't want to lose the freedom that I received from that because that was one of the most important guess i've ever received.

We will be right back with the gsma.

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Welcome back to the race day real state show. We talk about the good news of bad news about real state. I am here with A J osborn.

aja. You've been telling your story. It's one of most powerful stories i've personally have ever heard in throughout the journey you talk about.

While all this was going on, you actually attribute to your recovery is you didn't have to worry about your finances. Wow, you're going to this, the largest battle you ever going to. You ve got four kids at home.

You've got a wife and you can focus on getting yourself Better, finding a way to get back to them but knowing that financially, they're gonna be OK until that day comes. And so you've done IT. I was talking with you at a conference we were at uh, last week or whenever was.

And you know, you talk about sell stories a lot, as I would else. Do you invest in age? You know what else you do? You like, no, do like.

I only do sell storage. No, I invest only in self storage. And so you were able to build this financial freedom through self storage.

And so you able tell your story. I think these be told everywhere. So powerful takes back to before that happened. And then also, I want to progress after you the situation and how cl storage has impacted not only your life in your family's life, but then now you're able to to impact others throughout the world.

absolutely. So prior know one of the best things about being in sales was you really learn quickly how your income ah is not only not consistent IT is not predictable. And so the effect that has on your mentality around finances, very interesting.

First of all, you have this idea that they're so much potential because you can earn IT, but at the same time, you realized you have to or IT doesn't happen and you always have to, meaning IT doesn't end. And this is something that I called the treat mail, and me and my father, I go where on a treat mail, here we have to sell to keep up. And I go, what happens when your trade, malkin and my fathers stops, how going to take care of you, because your clients are here for you.

And that is all we have. So is when you look at IT, IT was very much like A W two, except I had lots of bosses and I had really no protection over my income. So IT wasn't so that I could do a shop to work and go do because, you know, but how those cells working when you're basically fired for all tense of purposes all the time, that income goes away.

And when you look at what that did on us, IT changed the way I viewed how to plan for the future. Because there wasn't this idea that we have a pension. There was an an idea for the savings, so that all just always have this job.

Every morning I woke up knowing that that money was going to go away. So when you look at that, we started trying to find things to offset IT, to create a stabilizing force. The other thing was are we were taxed the highest rate possible.

It's an all cash based thing, right? So we were taxed like fifty percent IT was just so you're working all this way, you lose half your money. And then if I wanted to invest in, the math was simple in order for me to just get to even I did double my my return to be two X.

I did double my money just to get what I started with. That's how I start. That's how that's how in that position you start investing.

Now everybody does this because they're taxed forty, thirty five, forty percent, maybe forty five percent depending on who you are, right? Your tax racket, you're already your dollar now you've already got a sixty percent loss. So you you know or a forty percent loss, you have to start by doubling that just to get to where you went.

IT is the IT is i've built on like I don't know how to win here. I don't know even know how to get house is yeah the house is and so it's like I it's like impossible I mathematically log in the stock market or anything else. Like how many years is he going to take me? Just get back what I earned, like what I actually made.

That is something everybody forgets about, they could think about at all. I stick one hundred dollars in the stock market and it's going to make a seven percent average return over ten years. And I but IT was two dollars.

You lost IT. You actually worked for that two dollars. You actually earned IT. It's not a fake two dollars just because maybe you didn't see in your bank account or something like that doesn't mean that was a one part of your pay.

So when I looked at that on my jeans, real state to answered both of those questions. Real state gave us tax benefits and IT also gave us stabilized income. Problem was action in like real state.

And the reason I had in like real state is because I didn't understand IT and the amount of money that you had to put into IT to what you were getting back to me because I didn't understand IT. IT didn't makes sense because I I knew I could go out by businesses. I could go buy cash, ate businesses that like two X, A two x multiple.

Well, i'm not going like real states like a twenty x multiple. I like what? no.

So not including appreciation. All that going to stop. Well, storage, that's where that came in. I got appreciation. We ve got cash flow, but IT was more like a business.

And I could start small like I go up by storage facilities that are cheaper than duplexes in most markets in the united states. And a lot of people don't really that they think commercial is just big and scary yet. We're talking about a couple hundred thousand dollars right yet. I get with that couple hundred thousand hours instead of one door or two doors, which trying to find two doors at a couple hundred thousand dollars. I don't know where you're at somewhere in the midwest, but that's our .

south garland age.

Don't leave up, yes OK. But like that is really hard defined, right? And so when you but storage with that all so I get eighty doors, what that meant was my ability to affect the income of the outset was much higher because rental rate cases.

For an example, if I wanted to give a twenty percent rental rate increase to somebody in two years or even one year on rent for a home that's astronomically, but on a storage unit that may be the cost of mcDonald smell but over those eighty doors it's still at twenty percent um uh incommodes. So the duplex or the storage at the same Price one I can actually get a twenty percent increase on brands and in the people that own IT, IT means very low. Most of them don't even know what's happening because it's not that much where in a home or family.

I know I think most laws would bother you for you. I don't even if they as possible. I know toilets.

I didn't to deal people at all. It's just their junk I can kick out at any time that I want. No major capex.

Nothing's flooding, right? And I can change Prices anytime, month to month contract. So I want to track new, new tenants.

I give a discount that I focus on occupancy. I have a lot of occupancy. I focus on weights, move IT up.

I ging to do things like we still fun tenant insurance when I get eighty percent of the premium back, we do all these atoms and services because you're increasing that net income line. And when you increase that net income line, then you increase the value. That's how you get value.

So if I had a facility that had fifteen percent delinquencies, let's say it's a five hundred thousand dollar facility, one hundred doors, fifteen percent of inquiry es, where fifteen person of the people aren't paying their rent, I clean that up, and then I get up fifteen percent increase in overall rents because some people aren't paying what they should be because they didn't have rented Graces or whatever. And then I simply make a website and I make sure occurence cy stays high, just there are alone. You know you're talking about a thirty percent increase with your margin is thirty percent.

That means you just doubled the value. The asset is now a million dollars, and the tenants were hardly even hit at all. And this exists all over the united states. And that was our entire business model.

IT was make sure people pay their rents, answer the phone if they call right, and then let people know we were there and we were taking these small facilities, turning around. And we were essentially every four to six years, we were over doubling our money and we were not selling the asset. We were still keeping and still cash look for us.

And so we just compounded our capital over and over over again. We could affect the net income. IT wasn't just left up to hopefully the market goes up.

I don't play that game because that's gambler. So it's the lowest defaulting asset in the highest return of all commercial estate. And IT has one of the lowest barriers of venti, if not the lowest of any commercial asset.

So the risk is the lowest bar, not I mean, when you can help other assets, not only IT is at the lowest, it's a fraction of IT, right yet it's returns of the highest and there's less capex associated with IT. It's much more planning and they're everywhere. These are in cities all over the united states.

Moment pops fifty percent of the entire industry, fifty to sixty percent single Operator owned moment pops apartments. That's eighty and ninety percent institutionalize ed. And that's big money, big problems, laws, regulation.

So we that's what we did. We start buying these little things. And nobody at the time knew anything about storage.

Nobody talked about IT, right? My dad bought a small storage facility in eastern to ho, and I was trying to buy four pleases. And he's like, no, look at this.

And at the time, we're talking about three, two thousand and eight here. When I was looking at four plexus and trying to find duplexes, because that was all the age, I couldn't ffa anything that cash flowed. But yet everybody was buying IT in becoming rich of IT. I can understand IT my dad like, let's let's do this.

So i'm like storage units ever even been in one? I literally went to see IT and I like when looked at IT and i'm like OK IT just didn't i'd never heard of IT didn't do anything but then he showed me the p nl of this little storage facility in a small town in idaho. And I was like, now you can pare that told these other assets i'm looking at and he's he'd bought that one with the partner and he said, hate, let's go buy these.

And less mean you do IT. And so we would sell insurance and we would take our money and we would buy these little storage facilities. We turn around, we get all of the tax benefits. We refinances m get all our money plus profits tax free by another one still owning that one. And we just compounded IT to one hundred and fifty million dollar portfolio in ten years, not without any investors.

You were just burn in your way, baby birth, the cell storage burn we .

call at the bird. Why you increase the that income, then you reduce risk because in commercial real state, we can refinance in its non recourse and then we do IT again.

it's our baby, the bird. First time i've heard that I love IT. I absolutely love IT. I love all the points. You may know the the thing I relate with the most is looking at as a business because I do a lot of traditional real state. And so take commercial out, just we're looking at residential.

To your point, if we're looking at finding what that property is worth, I not only in increased rates so much and so it's going to be worth what the market of other comparable around IT says it's worth. We're to your point, when you're looking at storage, you can go in and you can increase the number. People later paying increase the occupancy rate, all the things optimize and now you increase the value substantially because when in a pleaser goes to look at a self storage unit, they're not looking at what's the one, you know, a mild on the road. So it's not like a residential property, whether that intial, it's net income exilim .

right next to each other that are the exact same identical and one could easily be worth one million and the other one could be worth two. That is Normal. That happens all the time. And it's only because one person is doing a Better job at rents optimizing, right, all of those kind of things that's IT. And yet they can double the value of the exact same thing in the exact same location because market rents don't dictate, right?

And we look at IT and I and you I started talking about this after two thousand and eight, where my old thing was this self storage is a business, not a real state asset. And it's actually what I wrote, my best selling book. The first one that I went was the on sell storage was growing well and sells storage, and IT was turn a real state asset into thriving business.

So my whole monitor, when I said this duck, people like what you talking about, storage is a business because nobody acted like that. All I did was trying to get tenants in and they got cash flow off of IT. And so all we were doing was buying these assets because different units are totally different.

Like you have ten different types of units, right? I call those products. You have ten different types of tenants, I call those customers, but it's not even ten different types.

The variation and why people use storage, how they use IT in the products that you have mean supply, demand and everything in between us wildly different. What a business needs to use the same unit for as someone that just like moving their house, it's totally different. So you can Price them differently because you have different utilization of IT.

So all the sudden, there's so much opportunity because you have all these different products that are Priced not by simply what the market says, right? That is wildly advantages. And I can change immediately month to month as markets change.

So during inflation, you can just keep up with that. Also, you have hard times and occupancy starts drop. You lower your discount rates on the street or is to get people in, you can affect occupancy and revenue, unlike any asset i've ever seen in real state.

That is very interesting. So somebody's listening today. I know, okay, I I want to get into this.

A J, they are, they're raising capital, maybe got good income coming and they wanted deploy IT. What is the bread and button byo? X, I should be looking for.

alright, there's two ways you can do this. okay. Um that is three, but reads but I I don't count that because reads are just buying a stock.

We're talking about direct ownership of protein page because you want the cash, you want the depreciation, you want the tax benefits and oliba. So you can always invest with somebody else, right? So you can still indicate, like investing apartments, everything also like that, so you can get participation.

Now if you're like, I want to do IT myself because I want to build a portfolio, everything else, well, then I would suggest unless you have lots of lots of money, you go to second tier thirty markets where those mom pops. And you look at a smaller facility, ten thousand thousand, fifteen thousand square feet. That's how we judge facility sizes we don't do by doors because that actually doesn't make sense. You can have an eighty thousand square foot facility that three hundred doors and an eighty thousand square oot facility that has a thousand doors because IT depends on the size of doors. So we judged by score foot.

Now if you look at at ten fifteen thousand square feet, you're talking like to a hundred, hundred and fifty thousand depending on your market to I mean probably a million of the most um and you're going to have a budget doors and you go and all you do is you look for those ones that monopolies that aren't doing marketing right and they're just not doing the simple things, the three things that I mentioned, right? They're not making people payer bills and it's shocking. Hell, drinks encies are so high, this is Normal, right? And then the rates are different for everybody because they are not increasing rates.

They're not on top of IT, right? And so they're not doing any of those things. The people people can't find them. They can let know are you do you buy that? You make people pay their bills.

You make sure that rates are in line and that if there's demand, you increase rates so you can have supplied to supply the market, right? Basic stuff here. And then you let people know where you are.

You set up a website. You do some S O, and maybe you're on some ads. Now this stuff too, you can farm out. You can get call senors, three parties.

Everything else to do, you target that so you can affect that income and its low risk because it's already cash flowing outset because you're paying based upon the cash flow. And that's exactly how I would start. And this is like I wrote exactly step by step out to do this in my book.

Everything else is how we did IT all of IT. Where I am like this is that you're not kicking your single mothers and their kids out. You're not dealing with toilets.

You're not doing any of these stuff. But a lot of people, like all that seems more complicated. It's only more complicated because you're not as familiar with IT.

But I like how complicated is IT when you have a family living in a rental property and you have all this regulation of IT and you have all of these that can go on and all these lives that are being affected, minds of metal box and if you don't pay, I kick you out. But it's not come is like that's IT right? But it's just not as familiar to people. So they think that is more complex. But as far as impact goes, it's actually not .

do you guys only do indoor storage? Do you guys also that we do climate .

controlled indoor? Or i've converted bankrupts per k mars, i've converted office buildings, turn them into storage facilities. We do multistory climate control them.

Big markets. I do small markets only drive up R V storage, the works, all of IT, some of our storage facilities at conference worms. And we do like lower and we do business storage, contractor storage. So we do at all. And we basically just do whatever the market needs.

If somebody saying do not want to invest for you, how can I do that? Yeah, can we make that happen?

We we try to make that really easy. And our partners and our investors, they can go on to see what we have. We do different projects, so we do developments, conversions.

But bread, butter or what we do is we buy under performing assets and turn them around. So you like see to create capital, that systeme of my company. That's the cynically company.

Everything out you go on there, there's an investor box. You emails go straight to the investor portal and then you immediately get access to see what we're doing. And then you can see everything about us if you wanted to learn about storage, self storage income, or once again, s one self storage, to find all its self surging up.

We tell everything for free. We're not hiding back secret. It's i'm not like honest now that my late book is four hundred and thirty pages, it's a text but .

that's a fantasy novel or something .

like it's crazy now it's case studies. We go to trends. I show you we bought this.

He was glad d to do IT all the secrets fery on the podcast, which is the largest podcast in our industry by far. We give IT away all for for i'm just telling people exactly what to do. It's part of my promise in my mission and were stick .

into I love you will get A S new book at W W W. That self storage income, that comm back lash book do you want? Invest with A J and company, head over to see to create capital A J. I want to thank you for be an own day in your story is and powerful, powerful story. And then what you're doing in the self storage space is truly inspiring given all the knowledge out and actually doing the danger thing that you're going out and you guys you're still doing today, we were talking recently and you're raising capital like crazy because so many people are warning to be able to investing in the deals with you because you know what you're doing. And so thank you for spending time today with the words dad crew sharing your knowledge.

Thanks for of me all and I really appreciate IT.

It's good to see you to see you. Thanks, oj. Thank you for tuning into this week's episode of the rich, the real set show.

We talked to A J osborn, the kingdom ell storage, heard his powerful story and how self storage has completely changed his life. If you haven't yet go down like this video, like this podcast subscribed to the channel, leave us for a you. Thank you guys for listening to check out the e book. Also, if you haven't grabbed linker in the show notes, we'll see next week.

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