Storage Wins

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/]

S2E9: How to Build Your Deal Flow Systems to Prevent Losing Deals

If episode eight was about creating leverage and increasing deal flow, episode nine is about building the systems that keep deals from slipping through the cracks. In this episode of Storage Wins, Alex Pardo continues coaching Dan Wentzel as momentum begins to build. Dan now has multiple legitimate storage opportunities in his pipeline, and the conversation shifts from simply generating leads to managing them effectively. Alex walks Dan through the importance of having a clear lead intake process, a consistent follow-up system, and a structured way to track offers and key performance indicators. With several potential deals in motion, they break down how to organize opportunities, maintain momentum, and avoid letting promising leads fall apart due to lack of process. The episode also reinforces one of the biggest lessons of the season so far: repetition creates mastery. Just like athletes train through thousands of reps before game day, investors must repeat the same disciplined actions—calls, offers, follow-ups, and deal analysis—until the process becomes instinctive. ⸻ You'll Learn How To: * Build a simple lead intake system so opportunities don't fall through the cracks * Track offers, follow-ups, and key performance indicators effectively * Use repetition to improve seller conversations and deal execution * Create a weekly accountability rhythm to evaluate progress * Organize multiple storage opportunities without losing focus * Develop confidence through consistent execution and feedback ⸻ What You'll Learn in This Episode: [0:00] Dan now has four active storage opportunities in his pipeline [2:07] Why leads without systems quickly become chaos [2:29] The importance of tracking offers and key performance indicators [3:10] Building a structured lead intake process [6:00] Managing multiple storage opportunities at once [9:15] Why repetition builds confidence and decision-making speed [14:22] Using weekly reviews to evaluate progress and performance [18:10] How to prevent promising deals from slipping through the cracks [23:40] The value of structured follow-up with storage owners [31:08] Narrowing seller options to reduce decision fatigue [32:17] Why repetition leads to instinctive execution [33:19] Guiding sellers through the process instead of asking permission ⸻ Who This Episode Is For: * Investors starting to generate deal flow but feeling overwhelmed by opportunities * Listeners who struggle to stay organized with leads and follow-up * Anyone unsure how to track offers and conversations effectively * Operators who want to build systems that support consistent growth ⸻ Why You Should Listen: Finding deals is only half the battle. Without systems, even great opportunities can fall apart. This episode highlights the transition from hustling for deals to building a process that supports consistent progress. By creating simple systems for tracking leads, offers, and follow-ups, investors can stay organized, move faster, and increase the likelihood of turning opportunities into actual acquisitions. If you're starting to generate momentum but feel like things could slip through the cracks, this episode will help you build the structure needed to keep moving forward. 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/]

S2E8: Delegation That Lead to 4 Storage Deals

If episode seven was about converting conversations into contracts, episode eight is about increasing deal flow — and knowing how to analyze opportunity when it hits your desk. In this episode of Storage Wins, Alex Pardo and Dan Wentzel break down what happens when consistent action finally compounds. After months of hesitation, Dan hires a virtual assistant — and within two weeks, four legitimate storage opportunities land in his pipeline. Alex and Dan unpack why hiring a VA took eight months, what mindset blocks were holding Dan back, and how leveraging the Storage Wins community made the transition easier. From there, they dive deep into one specific 36,000 square foot facility, walking through back-of-the-napkin underwriting, cap rate analysis, seller motivation, and how to think about value-add potential the right way. This episode isn't just about hiring help. It's about understanding leverage — leverage of time, leverage of community, leverage of terms, and leverage of upside inside the deal itself. You'll Learn How To: * Use a virtual assistant to dramatically increase deal flow * Overcome hesitation around hiring and delegation * Underwrite a storage deal using simple back-of-the-napkin math * Analyze revenue, expenses, and NOI quickly on a seller call * Identify upside through rate gaps and unsophisticated operations * Use seller financing terms to increase purchasing power * Control deal structure by focusing on terms, not just price * Incentivize your VA to create long-term leverage ⸻ What You'll Learn in This Episode: [0:00] Why cash flow in storage "depends" [1:08] The Season 2 mission: closing before Thanksgiving 2025 [3:02] Hiring a VA after eight months of hesitation [6:42] The fear of training and financial commitment [7:30] Why $70 per week created massive leverage [9:01] Leveraging community to solve hiring challenges [12:42] Four new facilities added to the pipeline in two weeks [13:40] Why mom-and-pop operators create opportunity [15:36] Reducing expenses vs. increasing revenue [18:40] Explaining debt service coverage ratio to sellers [21:38] Breaking down a 36,000 sq ft deal opportunity [34:58] Back-of-the-napkin NOI calculation using a 35% expense ratio [35:54] Applying an 8 cap to determine baseline valuation [36:48] Spotting 50% rate gaps vs. competitors [39:28] Matching a $2M offer with better positioning [41:52] "Your price, my terms" explained [45:08] Why incentivizing your VA accelerates growth Who This Episode Is For: * Investors stuck trying to do everything themselves * Listeners who want more deal flow but feel time-constrained * Anyone unsure how to quickly analyze a storage opportunity * Operators learning how to structure seller-financed deals * Investors ready to move from slow progress to momentum ⸻ Why You Should Listen: Momentum changes everything. Dan didn't suddenly get lucky — he created leverage. By hiring a VA and leaning into community support, he multiplied his outreach and surfaced four serious opportunities in two weeks. This episode shows you exactly how to think through a real deal: how to estimate NOI, apply cap rates, spot value-add potential, and structure terms that increase purchasing power. If you've ever wondered how experienced investors quickly evaluate deals while staying disciplined on risk, this is a real-time masterclass. And perhaps most importantly — it proves that sometimes the biggest breakthrough isn't a signed contract. It's the decision to stop doing everything yourself. ⸻ Follow Alex Pardo here: * Alex Pardo Website: https://alexpardo.com/ * Alex Pardo Facebook: https://www.facebook.com/alexpardo15 * Alex Pardo Instagram: https://www.instagram.com/alexpardo25 * Alex Pardo YouTube: https://www.youtube.com/@AlexPardo * Storage Wins Website: 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/