Storage Wins

S2E14: The Buy Box Rule That Instantly Filters Good vs Bad Deals Storage Deals

In this episode of Storage Wins, Alex Pardo and Dan Wentzel walk through the current state of Dan's deal pipeline, including one opportunity that's verbally accepted and moving toward contract, and another that requires deeper analysis to determine if it's actually worth pursuing. As the conversation unfolds, Alex highlights the importance of clarity—specifically having a defined Buy Box Blueprint—and how that clarity allows Dan to quickly identify when a deal fits his long-term goals versus when it should be positioned as a wholesale opportunity. This distinction becomes critical as they break down a deal that looks promising on the surface but reveals challenges when you evaluate the market, demographics, and income potential. They also dive into real-world execution: managing sellers who operate "old school," staying consistent with communication, learning from small mistakes, and continuing to stack wins through daily action. The episode closes with a deeper look at deal valuation, cap rates, and how to approach sellers with unrealistic expectations—setting the stage for creative deal structuring in the next episode. You'll Learn How To: * Define your buy box so you stop forcing deals that don't fit your goals * Identify when a deal should be wholesaled instead of held * Analyze rural markets and spot red flags in demographics * Estimate deal value using quick NOI and cap rate calculations * Handle sellers with unrealistic price expectations * Use consistent communication to keep deals moving forward What You'll Learn in This Episode: [0:00] Recap of Dan's progress and current position in the journey [2:18] Wins stacking up: VA lead flow, increased outreach, and offers [5:10] How underwriting deals for others improves your skillset [8:08] Viewing deals through multiple lenses to create opportunity [11:39] Lessons learned from sending a contract to the wrong address [13:20] How to work with sellers who don't use email [16:09] Why this deal is being considered as a wholesale opportunity [17:14] The importance of having a clearly defined buy box [20:04] Why consistent seller communication is critical [21:03] Breakdown of a 66-unit deal with below-market rents [22:18] How to identify an unsophisticated operator [26:02] Evaluating pros and cons of a rural storage market [30:22] Back-of-the-napkin math to estimate NOI [36:30] Using cap rates to determine offer ranges [40:07] Navigating unrealistic seller expectations [42:11] Structuring creative terms to make deals work Who This Episode Is For: * Investors actively working toward their first self-storage deal * Listeners evaluating multiple deals and unsure which to pursue * Anyone struggling to determine what makes a "good" deal * Entrepreneurs looking to improve decision-making and deal analysis Why You Should Listen: Momentum in real estate isn't just about finding deals—it's about knowing what to do with them. This episode shows how clarity, consistency, and better analysis lead to smarter decisions. Not every deal is meant to be owned, and not every opportunity fits your goals—but when you understand how to evaluate and structure deals properly, you create more paths to win. If you're in the phase of taking action, analyzing deals, and trying to figure out what actually makes sense, this conversation will help you think more strategically and move forward with confidence. Follow Alex Pardo here: * Alex Pardo Website: https://alexpardo.com/ [https://alexpardo.com/] * Alex Pardo Facebook: https://www.facebook.com/alexpardo15 [https://www.facebook.com/alexpardo15] * Alex Pardo Instagram: https://www.instagram.com/alexpardo25 [https://www.instagram.com/alexpardo25] * Alex Pardo YouTube: https://www.youtube.com/@AlexPardo [https://www.youtube.com/@AlexPardo] * Storage Wins Website: https://storagewins.com/ [https://storagewins.com/] ⸻ Have conversations with at least three storage owners, brokers, private lenders, or equity partners inside the Storage Wins Facebook Group. Join for free here: https://www.facebook.com/groups/322064908446514/ [https://www.facebook.com/groups/322064908446514/]

S2E13: The Breakthrough That Led to His First Storage Investment Deal

In this episode of Storage Wins, Alex Pardo and Dan Wentzel break down a major milestone in the journey: Dan officially gets his first self-storage facility under contract. But what makes this moment even more powerful isn't just the deal—it's the shift in thinking that made it possible. After completing a full time audit and validating that his days are focused on the right activities, Dan shares how tracking his time, doubling down on revenue-generating actions, and staying consistent led to real traction. From there, the conversation shifts into the breakthrough that unlocked this deal: learning how to evaluate opportunities through multiple lenses—including the wholesale strategy. Alex walks through how one shift in perspective can turn a "dead deal" into a viable opportunity, and why having multiple strategies (cash flow, equity, or wholesale) dramatically increases your chances of winning. This episode highlights the moment where effort meets clarity—and results follow. ⸻ You'll Learn How To: * Turn one deal into multiple opportunities by changing your perspective * Evaluate storage deals through cash flow, equity, and wholesale lenses * Use time tracking to validate productivity and eliminate inefficiencies * Increase deal flow by focusing on revenue-generating activities * Leverage virtual assistants to scale outreach and opportunities * Identify when a deal works for you—or for someone else ⸻ What You'll Learn in This Episode: [0:00] Recap of the time tracking challenge and why it mattered [2:11] Dan's biggest takeaway: validating productive use of time [5:30] Why only 50% of time was spent on revenue-generating activities [6:35] The goal of shifting toward 80%+ high-impact work [7:21] Doubling VA hours to increase deal flow [8:21] Why tracking KPIs leads to better performance and results [10:16] The importance of "eating the frog" and prioritizing key actions [12:02] The big announcement: Dan gets a deal under contract [12:46] Why this deal will be wholesaled instead of purchased [13:51] The mindset shift that unlocked the wholesale opportunity [15:09] How viewing deals through different lenses creates opportunity [16:21] The three ways to evaluate a deal: debt, equity, and wholesale [18:42] Why most investors miss deals due to limited perspective [20:46] Breaking down deal analysis from a cash and NOI perspective [22:19] Aligning deal strategy with personal goals and timeline [25:16] Why tracking KPIs is the next level of execution ⸻ Who This Episode Is For: * Investors working toward their first self-storage deal * Listeners struggling to make deals "work" with limited strategies * Anyone who wants to increase deal flow and unlock more opportunities * Entrepreneurs ready to turn effort and consistency into real results ⸻ Why You Should Listen: Most investors think they need better deals. In reality, they need better perspective. This episode shows how one shift in thinking can completely change your results. The same deal, the same numbers, the same opportunity—but a different lens can unlock a path forward that didn't exist before. If you've been analyzing deals and coming up empty, this conversation will help you see opportunities you may have been missing—and give you the tools to act on them. Follow Alex Pardo here: * Alex Pardo Website: https://alexpardo.com/ [https://alexpardo.com/] * Alex Pardo Facebook: https://www.facebook.com/alexpardo15 [https://www.facebook.com/alexpardo15] * Alex Pardo Instagram: https://www.instagram.com/alexpardo25 [https://www.instagram.com/alexpardo25] * Alex Pardo YouTube: https://www.youtube.com/@AlexPardo [https://www.youtube.com/@AlexPardo] * Storage Wins Website: https://storagewins.com/ [https://storagewins.com/] ⸻ Have conversations with at least three storage owners, brokers, private lenders, or equity partners inside the Storage Wins Facebook Group. Join for free here: https://www.facebook.com/groups/322064908446514/ [https://www.facebook.com/groups/322064908446514/]

S2E12: What to Do When a Seller Changes the Terms of a Storage Deal

In this episode of Storage Wins, Alex Pardo coaches Dan Wentzel through a live deal situation involving a small self-storage facility where the seller verbally accepted an offer but is now reconsidering after speaking with his spouse. Together, they break down what's actually happening beneath the surface of the negotiation and how investors should respond when sellers hesitate or ask for more money. Rather than focusing purely on numbers, Alex explains the importance of leverage, positioning, and communication. He walks Dan through how to frame conversations with sellers, why it's critical to involve all decision-makers early, and how confidence and pull-away language can shift negotiations back in your favor. This episode highlights a critical moment in every investor's journey: when conversations turn into real deals and the ability to manage human dynamics becomes just as important as underwriting. ⸻ You'll Learn How To: * Navigate seller hesitation after a verbal agreement * Identify when additional decision makers are influencing a deal * Use pull-away language to regain leverage in negotiations * Communicate confidently without appearing desperate for the deal * Structure conversations that bring clarity to uncertain sellers * Evaluate whether a deal still works when price expectations shift ⸻ What You'll Learn in This Episode: [1:28] Why investors sometimes know what to do—but struggle to follow through [3:05] Alex introduces the real coaching conversation behind the episode [5:33] Recap of Dan's recent progress with offers, conversations, and underwriting [7:25] Why momentum in business often reveals broken systems [11:04] The opportunity created by Dan's VA generating new deal flow [16:17] Update on a North Carolina facility where the seller verbally accepted an offer [18:22] Why sending offers consistently is a key performance indicator [20:14] What causes sellers to hesitate after initially agreeing to sell [21:56] Why every key decision maker should be included in negotiations [23:56] The $10,000 price gap and whether it actually threatens the deal [26:17] The mindset shift that comes after your first accepted offer [27:38] How pull-away language restores leverage in negotiations [29:56] Why tonality and confidence matter more than perfect scripts [31:26] Awareness as the starting point for improving execution ⸻ Who This Episode Is For: * Investors currently negotiating their first self-storage deal * Listeners who struggle with seller conversations and negotiation dynamics * Anyone unsure how to respond when sellers change their terms * Entrepreneurs learning how to balance confidence with authenticity in sales conversations ⸻ Why You Should Listen: Most investors think deals are won through spreadsheets and numbers. In reality, deals are often won—or lost—through conversations. This episode gives you a behind-the-scenes look at what happens when a seller begins to second-guess a deal and how experienced investors navigate those moments. You'll learn how to maintain leverage, communicate with confidence, and keep negotiations moving forward without chasing the deal. If you've ever had a seller verbally agree to terms and then suddenly hesitate, this episode will help you understand exactly what to do next. ⸻ Follow Alex Pardo here: * Alex Pardo Website: https://alexpardo.com/ [https://alexpardo.com/] * Alex Pardo Facebook: https://www.facebook.com/alexpardo15 [https://www.facebook.com/alexpardo15] * Alex Pardo Instagram: https://www.instagram.com/alexpardo25 [https://www.instagram.com/alexpardo25] * Alex Pardo YouTube: https://www.youtube.com/@AlexPardo [https://www.youtube.com/@AlexPardo] * Storage Wins Website: https://storagewins.com/ [https://storagewins.com/] ⸻ Have conversations with at least three storage owners, brokers, private lenders, or equity partners inside the Storage Wins Facebook Group. Join for free here: https://www.facebook.com/groups/322064908446514/ [https://www.facebook.com/groups/322064908446514/]

S2E11: Controlling the Actions in Your Business by Controlling Your Calendar

In this episode of Storage Wins, Alex Pardo challenges Dan Wentzel to confront one of the biggest hidden obstacles investors face: lack of intentional control over their calendar. After reviewing the previous week, it becomes clear that progress isn't just about knowing what actions to take—it's about protecting the time required to execute those actions. Alex explains why operating without a clear plan is like being a leaf in the wind—reacting to whatever comes your way instead of intentionally directing your week. Together, they unpack the importance of structuring your calendar, planning your work blocks, and protecting the activities that actually move deals forward. This episode becomes a powerful reminder that building a business isn't only about strategy or knowledge—it's about discipline, time ownership, and committing to the daily actions that create results. ⸻ You'll Learn How To: * Take control of your calendar so your priorities don't get dictated by others * Structure your week to create intentional time for deal-making activities * Recognize when lack of planning is slowing your progress * Turn vague goals into scheduled action blocks * Protect focused time for conversations, underwriting, and follow-ups * Build momentum by aligning daily habits with long-term goals ⸻ What You'll Learn in This Episode: [0:00] Why controlling your calendar is essential to success [1:37] Recap of the Season 2 coaching journey with Dan [2:30] Why resistance always shows up when you pursue meaningful goals [3:33] How momentum can disappear when life interrupts your routine [3:55] Alex challenges Dan to be honest about the past week [5:10] Why operating without a plan leads to lost time [7:15] The "leaf in the wind" analogy for unstructured schedules [10:02] Why intentional planning increases productivity [13:48] Structuring your calendar around meaningful actions [17:26] The difference between activity and progress [20:14] Aligning daily actions with the goal of buying your first storage facility ⸻ Who This Episode Is For: * Investors who feel busy but struggle to make real progress * Listeners who find their weeks slipping away without meaningful output * Anyone trying to balance investing goals with work and family responsibilities * Operators who want to become more intentional with their time and focus ⸻ Why You Should Listen: Many investors believe they need more knowledge, more resources, or more opportunities to succeed. In reality, they often just need better control over their time. This episode highlights how easily momentum can be lost when your calendar isn't aligned with your goals. By becoming more intentional with how you plan and protect your time, you create the space needed for meaningful conversations, deal analysis, and consistent follow-up. If you've ever felt like your week disappeared without moving you closer to your goals, this conversation will challenge you to take back control of your schedule—and your progress. ⸻ Follow Alex Pardo here: * Alex Pardo Website: https://alexpardo.com/ [https://alexpardo.com/] * Alex Pardo Facebook: https://www.facebook.com/alexpardo15 [https://www.facebook.com/alexpardo15] * Alex Pardo Instagram: https://www.instagram.com/alexpardo25 [https://www.instagram.com/alexpardo25] * Alex Pardo YouTube: https://www.youtube.com/@AlexPardo [https://www.youtube.com/@AlexPardo] * Storage Wins Website: https://storagewins.com/ [https://storagewins.com/] ⸻ Have conversations with at least three storage owners, brokers, private lenders, or equity partners inside the Storage Wins Facebook Group. Join for free here: https://www.facebook.com/groups/322064908446514/ [https://www.facebook.com/groups/322064908446514/]

S2E10: Having Profitable Conversations with Sellers (For Storage Investing)

In this episode of Storage Wins, Alex Pardo and Dan Wentzel have a candid conversation about what happens when life gets in the way of progress. After building momentum with several promising storage opportunities, Dan hits a week where things slow down and the rhythm breaks. Instead of ignoring it, Alex uses the moment as a coaching opportunity to talk about resilience, mindset, and how successful investors respond when plans get disrupted. They unpack why resistance is inevitable when you commit to a goal, how to remove emotional pressure from the process, and why consistency always matters more than perfection. The episode also dives into a subtle but powerful mindset shift when speaking with storage owners: approaching conversations with curiosity and service instead of pressure and expectation. This conversation serves as a real-time case study in what to do when progress stalls — and how to reset quickly so momentum keeps building. ⸻ You'll Learn How To: * Respond productively when life disrupts your plans * Remove guilt and negative emotions when progress slows * Maintain forward momentum even after losing rhythm * Approach seller conversations with curiosity instead of pressure * Focus on progress rather than perfection in the acquisition process * Use mindset shifts to improve confidence and communication ⸻ What You'll Learn in This Episode: [0:00] Why approaching seller calls with curiosity changes everything [1:11] Expecting resistance whenever you commit to a big goal [1:43] How life disruptions can derail momentum [2:09] Turning setbacks into learning opportunities [3:30] Why guilt and frustration don't help you move forward [5:12] Resetting your rhythm after losing momentum [7:48] The mindset shift from "what can I get?" to "how can I help?" [10:15] Removing pressure from seller conversations [14:27] Staying committed even when progress slows [18:40] Why consistency beats perfection in the long run ⸻ Who This Episode Is For: * Investors who feel discouraged when momentum slows * Listeners trying to balance life responsibilities with investing goals * Anyone struggling with guilt or frustration when plans get disrupted * Operators who want to maintain consistency without burnout * Investors looking to improve their mindset around seller conversations ⸻ Why You Should Listen: Every investor eventually hits a week where things fall apart. The difference between those who succeed and those who quit is how they respond to those moments. This episode shows you how to reset quickly, learn from setbacks, and keep moving forward without letting frustration derail your progress. If you're on the path to your first deal and feel like life keeps interrupting your momentum, this conversation will remind you that progress is rarely linear — but persistence always wins. ⸻ Follow Alex Pardo here: * Alex Pardo Website: https://alexpardo.com/ [https://alexpardo.com/] * Alex Pardo Facebook: https://www.facebook.com/alexpardo15 [https://www.facebook.com/alexpardo15] * Alex Pardo Instagram: https://www.instagram.com/alexpardo25 [https://www.instagram.com/alexpardo25] * Alex Pardo YouTube: https://www.youtube.com/@AlexPardo [https://www.youtube.com/@AlexPardo] * Storage Wins Website: https://storagewins.com/ [https://storagewins.com/] ⸻ Have conversations with at least three storage owners, brokers, private lenders, or equity partners inside the Storage Wins Facebook Group. Join for free here: https://www.facebook.com/groups/322064908446514/ [https://www.facebook.com/groups/322064908446514/]