S2E39: Why Closing A Deal Should Never Be A Goal (Closing the Right One Is)

S2E40: Confidence Follows Action in Self Storage Investing

In this season two finale of Storage Wins, host Alex Pardo reconnects with Dan, the investor he has coached through 40 episodes on the journey to buying his first self-storage facility. Alex also marks a personal milestone: ten years behind the mic, with a podcast published nearly every single week. This episode is a reflection on the entire season, the lessons that matter most for new storage investors, and why finishing the season without a closed deal is not failure. If you are working toward your first storage facility and need a reminder that confidence follows action and progress is rarely linear, this conversation is for you. You'll Learn How To: * Build real confidence in your underwriting by putting in the reps deal after deal * Treat relationship capital as the most valuable asset you can raise * Protect your momentum once you have it instead of letting life knock you off track * Use accountability partners to stay consistent without depending on them * Make offers as the fastest way to learn the business and create urgency * Keep self-storage investing simple instead of overcomplicating the process * Find a community or mentor rather than trying to figure it out alone * Reframe a season that ends without a closing as success, not failure What You'll Learn in This Episode [0:17] Alex opens the season two finale and frames it around the journey, not the facility [1:04] Why Dan was on a very short list of people Alex trusted to see this through [2:17] Dan on never having considered a podcast and what made this the right scenario [3:19] Dan's biggest breakthrough after underwriting hundreds of deals on the show [3:54] How confidence replaced the tough early conversations they rolled up their sleeves on [5:31] The common themes of season two: big why, reps, and the right people around you [5:55] Why relationship capital matters more than spreadsheets in this business [6:47] Top season lessons, starting with confidence follows action [7:11] Momentum is fragile, so protect it at all costs once you have it [7:51] Why underwriting does not need to take four hours [9:07] Make offers because offers get you in the game and create real urgency [9:41] Ask for help, find your tribe, and stop trying to do this alone [10:31] Progress is not linear, with a jiu jitsu lesson on messy real-world execution [12:26] Dan answers whether he is confident he will buy a storage facility [14:00] Why Dan did not fail, the season just ended, and those are different things [14:25] Alex marks ten years of podcasting and announces a short pause before season three [16:44] What season three will look like and the closing call to action Who This Episode Is For: * New investors working toward their first self-storage facility * Anyone struggling with confidence, second-guessing, or analysis paralysis in underwriting * Investors who feel like they are trying to figure this out alone * People who have lost momentum and want to rebuild it * Action takers who need permission to let progress be messy and imperfect * Listeners who have followed Dan's journey from episode one Why You Should Listen: This finale is less about a transaction and more about transformation. Over 40 episodes, Dan went from never having underwritten a real deal to running numbers that hold up against seasoned brokers and experienced storage owners. The facility has not closed yet, but the person who will close it has already been built. The core lesson Alex keeps returning to is that confidence follows action, not the other way around. You do not wait until you feel ready to make offers and have hard conversations. You make the offers and have the conversations, and the confidence shows up because of the reps. Relationships, consistency, and a refusal to quit do the rest. If you have been waiting for the perfect moment or the perfect deal, this episode is a reminder that the road to ownership zigs and zags. Messy progress still counts. The only real failure is stopping. Follow Alex Pardo here: * Storage Wins — storagewins.com * Book a call with Alex — storagewins.com/call * Follow Alex on Facebook * Follow Alex on Instagram * Subscribe on YouTube If you have been sitting on the sidelines waiting to feel confident before you take action, let this be your sign to flip that order. Make the call, run the deal, and put one foot in front of the other. If you are serious about buying your first or next storage facility with the right people in your corner, head to storagewins.com/call and let's hop on a short ten minute call to see how we can help.

S2E39: Why Closing A Deal Should Never Be A Goal (Closing the Right One Is)

In this episode, Alex Pardo and Dan Wentzel sit down for one of the most honest conversations of the entire season. With Season 2 winding down and Dan still working toward his first storage deal, Alex asks the question neither of them planned to face publicly: what does it feel like to put yourself out there for 38 episodes and not yet cross the finish line? Dan's answer — "I feel like a fool" — stops the conversation cold. What follows is a raw, unscripted look at managing progress versus expectations, the ebbs and flows of pursuing a big goal, and what it really means to keep going when the timeline doesn't go the way you planned. This is not a recap of mistakes. It's a conversation about identity, resilience, and what two years of grinding in public actually builds in a person. Dan reflects on the highs of nearly going under contract multiple times, the halt that came with a new baby, and the mindset shift that changed how he carries the weight of his journey. If you've ever felt behind, embarrassed by your timeline, or afraid to fail in front of people — this episode will meet you exactly where you are. You'll Learn How To: * Separate "I didn't hit my goal" from "I didn't make progress" — and why the difference changes everything * Manage the emotional ebbs and flows that come with pursuing a long-term investing goal * Drop the weight of missed follow-ups and hit the reset button without losing momentum you've already built * Stop worrying what other people think about your timeline and start focusing on the right next step * Use the wisdom of the 20s/40s/60s framework to free yourself from caring about other people's opinions * Build a strong enough "why" to keep moving forward when results take longer than expected * Take massive imperfect action even when you feel like you're too far behind to catch up What You'll Learn in This Episode [0:00] Introduction [1:10] What if you do everything right and still don't hit the goal? [1:42] Progress vs. expectations — why these are not the same thing [2:02] Dan's idea: let's talk about the ebbs and flows that nobody else puts on camera [2:26] Has success been linear? Dan's honest answer after 38 episodes [3:20] The highs — nearly under contract multiple times, and what future-casting costs you when a deal falls through [4:31] How a new baby and the holidays brought momentum to a near-complete halt [5:00] What Dan learned about rebuilding: it doesn't matter where you start, just start somewhere [5:33] "Put the weight down" — Alex on why carrying the guilt of missed follow-ups makes it impossible to move [6:25] The hardest question of the episode: knowing what you know now, would you have started anyway? [7:29] Dan's answer — and the conviction behind it [7:58] Why the community made the journey worth it regardless of the timeline [8:26] Why Alex recommended the movie Rudy — and what stories of struggle do for your mindset [10:05] The 20s/40s/60s framework: when you finally realize nobody was thinking about you anyway [11:29] Dan's gut-punch response when Alex said Season 2 was winding down: "I feel like a fool" [12:16] Why public failure hits differently than private failure [13:41] A week later — does Dan still feel that way? [14:07] Why "nobody's thinking about you" is the most freeing thing an entrepreneur can internalize [15:17] Why putting yourself out there and falling short earns more respect than never trying [16:06] The man in the arena — the person people cheer for is the one willing to fight [16:34] The goal was never just to close a deal — it was to close the right one [17:30] How much of "I feel like a fool" was really about what other people think? [18:00] What Dan would tell someone afraid to put themselves out there in case they fail [18:59] What Dan is most proud of after 38 episodes [19:38] Why seeing others in the community close deals inspires rather than discourages him [20:10] Episode 40 is the Season 2 finale — and Dan is coming back when he closes his first deal [21:03] The call to action: take massive imperfect action, have a big why, surround yourself with the right people [21:36] A preview of what Season 3 will look like Who This Episode Is For: * Aspiring storage investors who feel behind on their timeline and are starting to wonder if it's worth it * Anyone who has put themselves out there publicly — on a podcast, in a community, or in front of others — and hasn't yet hit the goal * Entrepreneurs struggling with the gap between the progress they've made and the expectations they set at the start * People who are afraid to fail in front of others and have been using that fear as a reason to stay on the sideline * Anyone who needs a reminder that the journey itself builds something that the destination alone never could * Investors who have a big why but need help keeping it front of mind when the road gets longer than expected Why You Should Listen: Season 2 of Storage Wins was built on a simple premise: follow Dan Wentzel in real time as he pursues his first self-storage deal. The plan was to document the win. What happened instead was something more valuable — a two-year record of what it actually looks like to pursue a hard goal with no guarantees and no shortcuts. This episode is the honest accounting of that journey, and it's one of the most important conversations of the entire season. What makes it land is Dan's willingness to say out loud what most people only feel privately. "I feel like a fool." That moment is the heart of this episode — and Alex's response, the 20s/40s/60s framework, the man in the arena, the distinction between missing a goal and failing to make progress — gives you the mindset tools to reframe your own journey in a way that actually helps you keep going. If you've been at this for longer than you expected and you're starting to wonder whether the gap between where you are and where you thought you'd be by now means something has gone wrong — this episode is your answer. Nothing has gone wrong. The timeline is the journey. And the version of yourself you build on the way to the first deal is the asset that makes everything else possible. Follow Alex Pardo here: * Website: https://storagewins.com * Schedule a call: https://storagewins.com/call * Facebook Group: Storage Wins Community * Instagram: @alexpardo25 * YouTube: Storage Wins Podcast If this episode resonated with you, the best next step is simple: book a free 10 to 15 minute discovery call with Alex at https://storagewins.com/call and let's figure out what's been keeping you from taking action. If you're just finding the show, go back to episode one of Season 2 and follow Dan's full journey from the beginning. And make sure you're subscribed — Episode 40, the Season 2 finale, is coming next.

S2E38: The #1 Mistake Delaying Your First Storage Deal

In this episode, Alex Pardo brings back returning guest and Storage Wins fan-favorite Dan Wentzel for an honest, unfiltered look at what two years of grinding toward his first self-storage deal has actually taught him. With lines in the water, offers made, and hard-won perspective to share, Dan sits down to answer the question every aspiring storage investor eventually has to face: if you could go back to day one with everything you know now, what would you do differently? This is not a highlight reel. It's a raw breakdown of the mistakes that slowed Dan down (chief among them, analysis paralysis) and the mindset shifts that have him closer than ever to closing his first storage facility. If you've been studying, underwriting, and preparing but still haven't made your move, this episode is the push you've been waiting for. You'll Learn How To: * Break the analysis paralysis cycle that's keeping you from making offers on storage facilities * Underwrite a self-storage deal with confidence in 30 minutes or less * Use the LMAO Method (List, Meaningful Conversations, Analyze, Offers) to structure your entire acquisition process * Make verbal offers without waiting for every detail to be perfect * Build real momentum through cold calls with storage owners, even when you don't feel ready * Stop falling into the "I should be further along" trap and start taking radical ownership of your journey * Take massive imperfect action and collect tiny wins that compound over time What You'll Learn in This Episode [0:00] Dan delivers the episode's thesis before the intro even starts: perfect action doesn't exist, and waiting for it is the only thing that guarantees you stay stuck [0:33] Alex sets up the central question: if Dan kept all his experience but woke up tomorrow at day one, what would change? [1:01] Why hindsight and perspective are the two assets Dan has now that no spreadsheet could have given him [1:32] Alex runs the "Men in Black" scenario: erasing two years but keeping every lesson, and what it reveals about where Dan actually is [2:18] Alex reveals on-air that Dan has built a loyal fan base of Storage Wins listeners following his journey throughout season two [2:55] Dan's honest answer to what took longer than it should have: closing a deal, and why he still knows it's coming [3:50] Alex breaks down the "I should be further along" trap and why every entrepreneur who falls into it guarantees they stay exactly where they are [4:34] Dan takes full accountability for his timeline, no blame, no excuses, and explains what that shift in ownership has unlocked [5:25] Dan names his biggest mistake: analysis paralysis, and walks through the spreadsheet rabbit hole that had him second-guessing a deal he'd already underwritten correctly from day one [7:16] The gut-punch moment: two experienced mentors reviewed Dan's deal in 30 minutes and landed on the exact same number he'd spent weeks agonizing over [9:05] Alex's boat analogy: analysis paralysis is a current pulling you out to sea, and taking action shifts the current and brings you to shore [11:14] The flip side: what activities actually built momentum for Dan, and why doing more of what works is just simple math [11:39] What today's Dan would tell day-one Dan: don't overthink it, pick up the phone, and learn from every call you make [13:35] Alex reveals the LMAO Method (List, Meaningful Conversations, Analyze, Offers) and shows how Dan's own three-step answer was the framework all along [15:24] Dan's final word on massive imperfect action: collect tiny wins, make verbal offers, move to the next owner, and do it again Who This Episode Is For: * Aspiring storage investors who keep underwriting deals but haven't submitted an offer yet * People who freeze up at the thought of cold-calling storage facility owners * Anyone who has been told to "just make offers" but doesn't know where to start * Investors tying their self-worth to whether a deal closes on a specific timeline * Entrepreneurs who know the technical side of self-storage but keep getting stuck in their own heads * Anyone who has consumed all the content and just needs someone to tell them to pick up the phone Why You Should Listen: Season two of Storage Wins was supposed to end with Dan closing his first self-storage deal. And while that close is still coming (and both Alex and Dan know it), this episode makes the case that the most important thing Dan built over 38 episodes wasn't a portfolio. It was a version of himself capable of building one. Two years ago, the thought of calling a storage owner cold terrified him. Today, he can underwrite a facility, have a meaningful conversation with a seller, and submit an offer without breaking a sweat. That's not a small thing. What makes this conversation hit differently is the specificity of the mistakes. Dan doesn't give you vague lessons about "staying consistent." He walks you through the exact deal he over-analyzed: the spreadsheets, the second-guessing, the mentors who looked at it for 30 minutes and landed on the same number he'd spent weeks circling. That's the kind of honesty you can actually use. And when Alex's boat analogy lands, the current of analysis paralysis pulling you out to sea versus the current of action bringing you to shore, you'll feel it. If you've been sitting on a deal, a call, or even just the decision to get started, this episode gives you no more runway to hide behind. The LMO Method is simple. The Owner's Code is downloadable below. The blue ocean of 50,000-plus storage facilities is real. The only thing left is the action, and Dan's story is proof that imperfect action taken consistently will get you there. Follow Alex Pardo here: Website: https://storagewins.com Schedule a call: https://storagewins.com/call Facebook Group: Storage Wins Community Instagram: @alexpardo25 YouTube: Storage Wins Podcast If this episode lit a fire under you, the best next step is the simplest one: pick up the phone and start talking to storage owners. Download the Owner's Code seller conversation framework linked below so you know exactly what to say, and book a free 10 to 15 minute discovery call with Alex at https://storagewins.com/call when you're ready to go deeper. If you're just finding the show, go back to the beginning of season two and follow Dan's full journey from episode one. You won't regret it.

S2E37: How to Stop Being the Obstacle Between You and Your First Storage Deal

In this episode, Alex Pardo sits down with his longtime co-host and student Dan Wenzel for a season two wind-down conversation centered on the one thing no underwriting spreadsheet can measure: mindset. After 37 episodes of documenting Dan's journey into self storage investing, Alex and Dan pull back the curtain on the real growth that's happened, from near-paralysis on cold calls to confident conversations with storage owners across the country. This episode is a raw and honest look at how confidence is built through repetition, collaboration, and showing up even when you don't feel ready. If you've ever let fear, self-doubt, or the need for a perfect outcome keep you from taking action in your storage investing journey, this one is for you. You'll Learn How To: * Build real confidence through consistent reps rather than waiting for a result to validate you * Stop letting fear of rejection keep you from picking up the phone and calling storage owners * Understand why collaboration with other investors accelerates growth faster than solo study * Develop a "be, do, have" identity framework before the results show up * Reframe a fumbled call or missed deal as a rep, not a failure * Leverage broker relationships over time to sharpen your underwriting instincts * Recognize the internal signals (nervousness, butterflies) that tell you to lean in, not back off What You'll Learn in This Episode [0:56] Alex opens the episode with the real obstacle holding most investors back from their first storage facility [1:20] Why mindset, confidence, and identity are the through-line of the entire season two journey [2:34] Alex breaks down the "be, do, have" framework and why most people have it backwards [3:26] Dan reflects on his biggest growth from episode one to episode 37 [4:32] How underwriting reps with other Storage Winners built Dan's confidence from the inside out [5:36] Was there a single light-bulb moment or was confidence an evolution? Dan answers directly [6:08] How an open broker relationship gave Dan a live benchmark to validate his own offers [7:24] Alex shares his ten-year podcasting anniversary and what a decade of reps actually produces [9:14] Why collaboration and a mastermind mentality separate investors who grow from those who stagnate [10:03] What no book or YouTube video can teach you: reading the human being behind the storage facility [13:48] What Dan can confidently do today that would have paralyzed him a year ago [16:34] Alex's personal story about a big opportunity that gave him butterflies, and what his wife said that snapped him back [18:17] Why not closing a deal by the end of the season doesn't define success or identity [20:11] Alex's closing challenge and how to connect with him for your first storage discovery call Who This Episode Is For: * Investors who keep learning but haven't made their first offer yet * People who freeze up at the idea of cold-calling storage owners * Anyone tying their self-worth to whether a deal closes * New and mid-stage storage investors who feel like they're "just going through the motions" * Entrepreneurs who understand the technical side but struggle with the mental side * Anyone who has consumed a lot of content and needs a push to take action instead Why You Should Listen: Season two of Storage Wins was supposed to be about buying a storage facility. And while that goal is still within reach, this episode makes the case that the most important thing Dan built over 37 episodes wasn't a portfolio. It was a version of himself capable of building one. Alex and Dan don't sugarcoat it. Confidence isn't something you feel before you start. It's something you earn through repetitions, through calls that go awkward, through underwriting deals alongside people who are a few steps ahead of you, and through showing up to record a podcast even on the weeks when the journey felt heavy. The "be, do, have" framework Alex references early in the episode is the spine of this conversation: you have to become the person first. The results follow. What makes this episode worth your time, whether you're brand new or already a few facilities in, is the reminder that growth is non-linear and often invisible until you look back. Dan couldn't have articulated his own evolution in episode one. But 37 episodes later, he can talk to any storage owner like the back of his hand. That's not luck. That's what happens when you put the reps in and refuse to quit. Follow Alex Pardo here: * Website: https://storagewins.com [https://storagewins.com] * Schedule a call: https://storagewins.com/call [https://storagewins.com/call] * Facebook Group: Storage Wins Community * Instagram: @alexpardo25 * YouTube: Storage Wins Podcast If this episode stirred something in you, the best next step is simple: pick up the phone. There are 50,000 to 60,000 storage facilities in this country, with 64% owned by mom and pops. The blue ocean is real. If you're ready to take action, schedule a free 10 to 15 minute discovery call with Alex at https://storagewins.com/call [https://storagewins.com/call]. And if you're just finding this show, go back to episode one and follow Dan's full journey. You won't regret it.

S2E36: The Mistake That Kills Good Storage Deals Before They Close

In this solo episode, host Alex Pardo gives a candid update on Dan's journey to buy his first self-storage facility — a deal that had strong market demographics, favorable bank financing, and real value-add upside, until one buried spreadsheet assumption changed everything. This episode is a real-world lesson in self-storage underwriting, revenue ramp-up timelines, and what it actually costs to miss a detail in your deal filter. If you're working toward your first storage deal and want to understand how to stress-test your numbers before it's too late, this episode will save you from making the same costly mistake Dan made. You'll Learn How To: * Understand why storage revenue doesn't move like a light switch after acquisition * Identify the ramp-up period tab in your deal filter and how to use it correctly * Calculate how many net move-ins per month is realistic for your market * Stress-test your debt service coverage ratio before presenting a deal to a bank * Negotiate from a shoulder-to-shoulder position with sellers when deals need restructuring * Recognize when a deal that looks good on paper is missing a critical timeline assumption * Surround yourself with a community that can catch what your spreadsheet can't What You'll Learn in This Episode [0:00] Dan's deal looked solid until one buried assumption flipped everything [0:32] Alex introduces Season 2 and Dan's journey from unemployed to first-time storage buyer [1:09] Why Dan wasn't excited when he finally got under contract — and what that reveals [1:45] Why celebrating each step matters even when you've been burned before [2:06] The market fundamentals Dan liked: demographics, income, population growth [2:31] The bank terms that made the deal attractive — 5.29% fixed for 5 years or 5.99% for 10 [3:05] A cautionary tale: a well-known investor who lost $15 million when rates adjusted on a $70M multifamily deal [4:13] Why Alex jumped on an impromptu Zoom to review Dan's underwriting spreadsheet [4:33] How Storage Wins community member Casey McKillop saved $100,000 on his first offer [6:02] The specific tab Dan wasn't reading correctly — net move-ins and the ramp-up period [7:07] The real issue: Dan assumed revenue would jump from $170K to $210K overnight [7:51] It would take Dan 10 months to reach profitability — and he wasn't prepared to fund it [8:09] The bank pulled out after reviewing the deal more closely [8:59] How to explain debt service coverage ratio (DSCR) to sellers and why 1.25–1.3 matters [10:14] The lesson: growth comes from adversity, and Dan won't make this mistake again Who This Episode Is For: * First-time storage investors preparing to make their first offer * Investors who have been under contract before and had deals fall through * Anyone underwriting a value-add storage deal and projecting a quick revenue bump * Buyers who haven't stress-tested their debt service coverage ratio * Entrepreneurs who know the numbers but need a second set of eyes on their assumptions * Storage investors trying to understand how ramp-up timelines affect deal viability Why You Should Listen: Dan's deal had everything going for it on the surface — strong demographics, committed bank financing, and a clear path to raising rents. But one overlooked tab in the deal filter spreadsheet showed that revenue wouldn't jump overnight. It would take ten months to reach profitability, and Dan hadn't budgeted for that gap. That single assumption blew up the DSCR, the bank walked, and a deal that looked ready to close came apart fast. This episode isn't about what went wrong. It's about what you can learn before it happens to you. Alex walks through the exact mistake — projecting revenue as a light switch rather than a ramp — and explains why having a community to stress-test your deal before you go under contract is worth more than almost anything else in this business. The most expensive education is experience. But it doesn't have to be yours. Dan learned this lesson so you don't have to. Follow Alex Pardo here: * Storage Wins Website: https://www.storagewins.com * Book a Discovery Call: https://www.storagewins.com/call * Storage Wins Facebook Group: https://www.facebook.com/groups/storagewins * Instagram: @alexpardo25 * YouTube: Storage Wins If this episode hit home, share it with someone who's currently underwriting a self-storage deal or about to make their first offer. One conversation, one extra set of eyes on a spreadsheet, can be the difference between a great deal and an expensive lesson. Follow Storage Wins on your favorite podcast platform, and leave a rating and review — it helps more investors find the show. Ready to move from learning to owning? Head to https://www.storagewins.com/call and schedule your free ten-minute discovery call with Alex. Your first storage facility is closer than you think. Join the Storage Wins Facebook Group and connect with investors who are in the trenches just like you. The community is free, the knowledge is real, and the next deal could come from a conversation you haven't had yet.