ISS BLOG – The Importance of Asking for What You Want, in Your Self-Storage Career and Everywhere Else

You’ve heard it said, “You have not because you ask not.” It’s Biblical, but it’s also extremely practical advice.

For instance, why have my husband and I been married for a few decades? Because he asked me out! Well, it took more than a first date, but that’s what got the ball rolling.

How did my career start? I did an informational interview set up by my graduate-school dean. The person interviewing me worked for a company I’d never heard of and did something I’d also never heard of, which I found fascinating. I asked him about it. The next thing I knew, I joined Booz Allen & Hamilton’s wargaming team. He gave me a job because of the questions I asked. That’s when I started consulting.

How did I get into the self-storage industry? More than 20 years ago, a friend of a friend who worked in the business needed assistance. I simply asked, “How can I help you?” The next day, I started writing his business plans to roll out self-storage in Beijing, Guam, Hong Kong, Nagasaki, Shanghai and Tokyo as well as multiple locations throughout the United States.

Since then, asking “What do you need?” has led me to opportunity and experience in every aspect of self-storage, from concept to exit via sale to real estate investment trusts, strategy to operations and everything in between.

Ask for the Waterfall

A little more than five years ago, I was talking to a self-storage colleague at a holiday party. I asked him, “How is your new venture going?” He sighed and said, “It’s going great, but we need a business plan to get funding.” I said, “I’ve been writing those for decades.” Next thing I knew, I was creating the business plan for a new tech start-up. That was followed by two more plans for his other ideas, and then a great new job to help him roll them out. Again, it started by asking.

“The Grande Dame of Self-Storage" herself, Anne Ballard, aka The Hat Lady, joined us at Arizona Self Storage Association’s first Women’s Council on April 19. She opened with her oft repeated advice, “You have to ask for what you want.” That includes pay. Know what you are worth, ask for it and stick to your guns. Don’t let yourself be negotiated down.

“Ask for the waterfall,” Anne said. She asked how many women in the room could explain waterfall provisions in a contract? Most knew the concept, but few could explain it. Anne challenged us, saying, “If you don’t ask for it, you won’t get it.” And if you don’t get it, you’ll be paid less. So, ask for it. Ask for the waterfall. Ask for the raise. Ask for the salary you deserve. Ask for the job. Ask for the opportunity.

Recently I went back into business for myself, doing what I’ve been doing since I started with one of the world’s largest consulting companies: solving problems. So, if you hear me asking, “What’s your pain point?” You’ll know why.

Anne Mari DeCoster is a self-storage professional with more than two decades of experience in all aspects of development and operations, from concept to exit. She excels in growing revenue, developing business and strategic planning as well as the design, development and delivery of new products, services, programs and companies. Reach her at [email protected].