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

The One Line That Wins Negotiations

10 Mar 2026 · 1 min

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0:37

In this segment of the YouTube video "The One Line That Wins Negotiations," the speaker emphasizes two core negotiation strategies for facility and real‑estate deals. First, parties should never acquire a liability nor sell a liability, framing this as a foundational rule for successful negotiations. Second, when dealing with remote owners or operators, it is crucial to audit the on‑the‑ground personnel (“boots on the ground”) to ensure they are actively managing the property. The speaker illustrates the point with a concrete example: a facility suffered an unnoticed leak that caused wood rot, which in turn attracted termites. The resulting damage forced a renegotiation of the agreement, underscoring how hidden liabilities and insufficient oversight can jeopardize deals.

Chapters

we don't buy liabilities, and you should not be selling a liability. So it helps to work on that negotiations. Other things we would find is like, you know, not all the times you— this— the— if you're— it's like a, you know, remote owner and they're, they're operating, not all the time they get to see it. And sometimes their, their boots on ground doesn't. So you're kind of auditing their boots on ground. One of the facilities we found just happened to have a, a leak, and it caused their Wood to rot. Well, when you have rotting wood, you also get termites. So that ended up having to get renegotiated.