Joe DownsCEO & Co-Founder, Belrose Storage Group. Founder, Storage Moguls.

The Fastest Way To Earn Lender Trust

8 Apr 2026 · 1 min

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0:47

In this concise presentation, the speaker explains that lenders are more likely to trust an upside projection when a borrower also presents a well‑prepared downside case. To compensate for the lack of direct transaction comparables, the speaker outlines five specific data elements that together can serve as a proxy: a market overview, supply gap data, HOA (hours of operation) density, the registration‑to‑spaces ratio, and competing inventory. These elements collectively demonstrate that the projected Net Operating Income (NOI) is realistic and sustainable. The speaker also advises that any available comparable transactions— even imperfect or partial comps from adjacent or similar markets—should be included, as they are preferable to having no comparables at all. An example given is using self‑storage assets in the same market as a reference point.

Chapters

Lenders who see a prepared downside case trust the upside case more. All right. So 5 elements that together replace a missing transaction comp. All right. So we're going to give a market overview, supply gap data, HOA density, registration to spaces ratio, competing inventory. This establishes why the NOI is real and sustainable. Show whatever comparable transactions you can though. So imperfect comps still help. 3 partial comps in adjacent markets or similar markets are better than an empty section. Comparable asset class, self-storage in the same market as a frame.