Storage Wins

In this episode of Storage Wins, Alex Pardo works directly with Dan Wentzel to break down the step-by-step process of wholesaling a self-storage facility. After spending months trying to get a small deal under contract, Dan finds himself stuck in the details—overthinking contracts, working with the wrong professionals, and letting fear slow down progress.

Alex pulls back the curtain on what should actually happen once you agree on a price with a seller. From choosing the right title company to structuring attorney relationships, handling earnest money, and managing communication between all parties, this episode simplifies what often feels like a complicated and overwhelming process.

More importantly, this conversation highlights a key lesson every investor must learn: the deal doesn't fall apart because of complexity—it falls apart because of hesitation, overthinking, and lack of clarity. By the end of the episode, Dan walks away with a clear plan of action and a much simpler framework to move forward.

You'll Learn How To:

• Navigate the wholesaling process from agreement to closing with clarity
• Avoid costly mistakes when working with attorneys and title companies
• Structure attorney relationships using flat fees instead of hourly billing
• Identify and choose investor-friendly escrow agents or title companies
• Handle earnest money deposits and protect yourself in the process
• Stay in control of the deal as the "connective tissue" between all parties

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What You'll Learn in This Episode:

[1:12] The problem: getting stuck after agreeing on a deal

[3:46] Why this deal took 2–3 months to get under contract

[5:16] How fear and overthinking slowed down progress

[7:04] Why you should never pay attorneys hourly for simple deals

[9:23] How to find investor-friendly title companies and escrow agents

[10:44] Using your network to source the right professionals

[11:17] Building a database of title companies across multiple states

[12:21] Why settlement fees are paid at closing—not upfront

[14:24] What a typical settlement fee looks like ($500–$1,000 range)

[15:57] How to position yourself for long-term relationships with vendors

[17:29] Why thinking relationally beats thinking transactionally

[18:27] Typical flat fees for contract review and what to expect

[20:37] How attorneys can accidentally kill deals with over-lawyering

[21:50] Why simple deals should stay simple

[23:29] The importance of asking for help earlier in the process

[25:09] How to structure earnest money deposits (EMD) properly

[26:49] Avoiding wire fraud by verifying instructions

[29:18] When (and when not) to pay attorneys upfront

[31:27] Disclosure and legality considerations when wholesaling

[33:47] What happens after you choose a title company

[35:05] How to position yourself honestly as a wholesaler

[36:36] Finding photographers or boots-on-the-ground help for marketing

[40:25] Why your job isn't done after finding a buyer

[41:27] Becoming the transaction coordinator to ensure closing

Who This Episode Is For:

• Investors trying to wholesale their first self-storage deal
• Listeners confused about the process after getting a deal agreed upon
• Anyone overwhelmed by contracts, attorneys, and timelines
• Entrepreneurs who tend to overthink and delay action
• People who want a clear, simple path to closing deals

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Why You Should Listen:

Most investors don't get stuck because the process is hard—they get stuck because it's unclear.

This episode simplifies the entire wholesaling process and gives you a clear roadmap for what to do, when to do it, and how to avoid the most common mistakes. From working with the right professionals to managing communication and staying in control of the deal, this conversation removes the confusion and replaces it with confidence.

If you've ever felt stuck after getting a deal in motion, this episode will help you move forward faster—and with far less friction.

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/

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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/

In this episode of Storage Wins, Alex Pardo and Dan Wentzel break down a live deal opportunity that checks many of the boxes investors are looking for: strong current revenue, below-market rents, and favorable seller financing terms. But as the numbers start to come together, the real conversation shifts from the deal itself to something deeper—confidence.

Dan walks through a 32,000 square foot facility in Washington state that's generating roughly $275,000 in annual revenue with clear upside potential. With seller financing on the table at just 5% interest and no money required out of pocket, the opportunity presents a realistic path to immediate cash flow and long-term growth.

As Alex breaks down the numbers in real time, the deal begins to take shape: from roughly $2,000 per month in current cash flow to a projected $4,500+ per month after implementing operational improvements and raising rents. But despite the strength of the deal, hesitation still shows up—highlighting a key truth for every investor: the biggest obstacle isn't always the deal, it's the belief that you're ready for it.

This episode is a powerful blend of tactical deal analysis and mindset coaching—showing you how to evaluate opportunities through worst-case, likely-case, and best-case scenarios, while also challenging the fear that can hold you back from moving forward.

You'll Learn How To:

• Evaluate deals using worst-case, likely-case, and best-case scenarios
• Break down cash flow, NOI, and debt service in simple terms
• Identify strong opportunities based on current performance—not just projections
• Leverage seller financing to acquire deals with little to no money down
• Decide when to bring in an equity partner versus taking down a deal yourself
• Move quickly on opportunities without overanalyzing

What You'll Learn in This Episode:

[0:00] Recap of the journey and the importance of documenting the process

[2:14] Celebrating wins and rebuilding momentum after a reset

[5:15] The opportunity: 32,000 sq ft facility in Washington state

[6:33] Why seller financing at 5% changes the entire deal

[8:59] Understanding occupancy and what it reveals about pricing

[11:03] Breaking down revenue and estimating NOI

[14:07] How to calculate cash flow after debt service

[17:09] Why this deal works with no money out of pocket

[21:23] Projecting future upside through rent increases and tenant protection

[23:59] Moving from $2K/month to $4.5K/month in cash flow

[26:04] The real hesitation: confidence vs capability

[30:14] Why fear shows up when the opportunity is real

[33:40] Equity partner vs doing the deal yourself

[36:10] Negotiating terms: price, duration, and flexibility

[40:20] Due diligence, earnest money, and structuring offers

[45:26] Why imperfect action beats waiting for certainty

[48:00] The next step: take action and control the deal

Who This Episode Is For:

• Investors evaluating their first real deal opportunity
• Listeners who understand the numbers but hesitate to act
• Anyone unsure how to structure creative financing deals
• Entrepreneurs dealing with fear when the stakes get real
• People ready to move from learning into action

Why You Should Listen:

• The deal doesn't change—but your belief in yourself does.
• This episode shows how even a strong opportunity can feel uncertain when you're stepping into something new. By breaking down the numbers and the mindset side by side, you'll see exactly how to evaluate deals objectively—and how to push past the hesitation that comes with growth.
• If you've been waiting for the "right" deal or the "right" moment, this conversation will challenge you to trust your preparation, take action, and step into the opportunity in front of you.

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/

In this episode of Storage Wins, Alex Pardo and Dan Wentzel address a moment every investor eventually faces: losing momentum. After a few weeks of focusing on family following the birth of his daughter, Dan finds himself feeling stuck, behind, and overwhelmed by the growing list of leads and follow-ups he hasn't touched.

Instead of trying to fix systems or overanalyze the problem, Alex shifts the focus to something much simpler—and more powerful: hitting the reset button. Through this conversation, they unpack why looking backward creates unnecessary pressure, how guilt and overwhelm slow progress, and why the only thing that matters is your next action.

Alex introduces a practical framework for simplifying the business down to its core—list, meaningful conversations, analyze, and offer—and reinforces that progress doesn't come from perfection, but from movement. The key takeaway is clear: stop trying to fix everything and just start playing the game again.

This episode is a real-time reset for anyone who feels stuck—and a reminder that momentum is always one action away.

You'll Learn How To:

• Reset mentally when you feel stuck or overwhelmed
• Let go of guilt from missed opportunities or lack of follow-up
• Simplify your business into clear, actionable steps
• Rebuild momentum by focusing on your next action only
• Avoid overcomplicating systems when execution is the real issue
• Take immediate action to regain confidence and energy

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What You'll Learn in This Episode:

[0:00] Why resistance shows up whenever you pursue something new

[2:38] Dan shares feeling stuck and losing momentum

[3:04] How life events can disrupt rhythm and consistency

[5:15] Why the lead pipeline continued even without Dan's involvement

[6:33] The hidden win: building systems that work without you

[8:03] Why momentum is hard to regain once it's lost

[8:59] Feeling overwhelmed by a growing list of follow-ups

[10:05] The realization: you already know what to do next

[11:03] Why overthinking creates unnecessary friction

[12:36] The analogy of riding 100 miles—one step at a time

[14:07] Accepting that the process will be messy

[15:03] Why protecting confidence is critical for progress

[15:27] The power of hitting the mental reset button

[16:13] Viewing your existing database as a gift—not a burden

[17:09] Breaking the business into L-M-A-O framework

[18:51] Why relationships and conversations drive everything

[21:23] Conversations → conversions → contracts → cash flow

[23:14] The truth: you already know your next move

[23:59] The core takeaway: play the game, don't fix the system

[26:04] Releasing guilt, pressure, and overwhelm

[29:44] Why immediate action creates momentum

[30:14] The shorter the gap, the faster you build momentum

Who This Episode Is For:

• Investors who feel stuck or have lost momentum
• Listeners overwhelmed by follow-ups, leads, or unfinished tasks
• Anyone dealing with guilt from falling behind on their goals
• Entrepreneurs struggling to restart after life interruptions
• People who know what to do—but aren't doing it

Why You Should Listen:

• Every investor hits a point where they feel behind, stuck, or overwhelmed.
• The difference is what happens next.
• This episode shows you how to reset instantly, remove unnecessary pressure, and take action without overthinking. It's not about fixing your system or catching up on everything—it's about taking the next step and rebuilding momentum from there.
• If you've been stuck in your head or waiting for the right moment to get back on track, this conversation will remind you that the right moment is now.

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/

In this episode of Storage Wins, Alex Pardo and Dan Wentzel shift back into action mode as momentum continues to build. With a stronger mindset and clearer priorities in place, the focus becomes simple: consistent execution. Not perfect execution. Not overthinking. Just doing the work that moves deals forward.

As Dan continues having conversations, submitting offers, and staying active in the market, the results begin to compound. What once felt uncertain now starts to feel predictable—not because the deals are guaranteed, but because the process is.

Alex reinforces the idea that success in this business isn't about one big breakthrough—it's about stacking small, consistent actions that eventually lead to inevitable outcomes. The conversation highlights the difference between those who stay stuck in analysis and those who build momentum through repetition.

This episode is a reminder that once you have the strategy, the only thing left to do is execute—and trust that the process will produce results.

You'll Learn How To:

• Turn clarity into consistent execution without overthinking
• Build momentum by focusing on daily, repeatable actions
• Avoid analysis paralysis by simplifying your next steps
• Increase deal flow through consistent outreach and follow-up
• Trust the process even when results aren't immediate
• Create predictable outcomes through disciplined repetition

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What You'll Learn in This Episode:

[0:00] Why clarity without execution doesn't create results

[3:04] Dan's update: increased activity and stronger deal pipeline

[5:11] The shift from uncertainty to predictable action

[7:28] Why consistency matters more than intensity

[9:46] The difference between knowing and doing

[11:03] How repetition builds confidence and skill

[13:17] The importance of tracking actions—not just outcomes

[15:02] Why small actions compound into big results

[17:41] Avoiding analysis paralysis by focusing on the next step

[19:26] The power of staying active in conversations and offers

[21:08] Why momentum creates more opportunities

[23:15] The role of discipline in long-term success

[25:42] Trusting the process even without immediate wins

[27:18] Why execution is the ultimate differentiator

Who This Episode Is For:

• Investors stuck in overthinking or analysis paralysis
• Listeners who have the knowledge but aren't taking consistent action
• Anyone struggling to build momentum in their deal flow
• Entrepreneurs who need a simpler, execution-focused approach
• People ready to turn strategy into real-world results

Why You Should Listen:

Most people don't fail because they lack knowledge—they fail because they don't execute.

This episode shows how consistency, repetition, and simple daily actions can create momentum that leads to real results. It's not about doing everything—it's about doing the right things over and over again.

If you've been waiting for the perfect moment or the perfect deal, this conversation will push you to take action—and show you why that's the only thing that truly moves the needle.

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/

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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/

In this episode of Storage Wins, Alex Pardo and Dan Wentzel take a step back from tactics and dive into something even more important: how to pursue your first deal without losing sight of what matters most. As Dan gets closer than ever to closing, the pressure begins to build—and with a new baby on the way, the tension between business and life becomes very real.

This conversation goes beyond self-storage and into the internal game every entrepreneur faces. The fear of not moving fast enough. The comparison to others. The belief that more time equals more success. And the pressure we place on ourselves that can quietly slow everything down.

Alex challenges these assumptions head-on, introducing concepts like thought auditing, Parkinson's Law, and redefining productivity—not by how much time you spend, but by how intentionally you use it. This episode is a powerful reminder that success isn't just about closing deals—it's about building a business that actually supports your life.

You'll Learn How To:

• Release self-imposed pressure that's slowing your progress
• Reframe the belief that more time equals more results
• Use Parkinson's Law to become more efficient with less time
• Audit your thoughts to identify limiting beliefs and false assumptions
• Balance business growth with family, health, and personal priorities
• Create a life-first approach that your business supports—not replaces

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What You'll Learn in This Episode:

[1:19] Why chasing success can cause you to lose sight of what matters most

[3:09] The myth of "balance" and why it's really about focused presence

[5:00] Dan's update on deal progress and building momentum

[7:08] Moving toward a deal under contract and setting up the LLC

[9:54] The internal pressure of not moving fast enough

[11:03] How family responsibilities shift priorities and perspective

[13:16] Why wanting more time is the wrong question to ask

[14:06] Identifying inefficiencies and reallocating your time intentionally

[15:37] The danger of comparison and how it creates unnecessary pressure

[16:21] Recognizing how much progress has actually been made

[17:09] Why most pressure is self-inflicted—and how to release it

[18:42] The impact of mindset on performance and decision-making

[21:05] Why chasing timelines can work against you

[23:22] The power of constraints and working with less time

[26:36] How Parkinson's Law applies to your productivity

[29:26] Why less time can actually make you more effective

[33:28] The importance of being intentional with your time and priorities

[37:14] Designing your life first, then building your business around it

Who This Episode Is For:

• Entrepreneurs feeling overwhelmed or behind in their journey
• Investors struggling with pressure, comparison, or time constraints
• Anyone trying to balance business growth with family life
• People chasing success but feeling like something is off
• Listeners who want to build wealth without sacrificing what matters most

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Why You Should Listen:

Most people think they need more time, more deals, or more resources.

In reality, what they need is a better way of thinking.

This episode will challenge how you view productivity, pressure, and progress—and help you realize that the biggest breakthroughs don't always come from doing more, but from thinking differently.

If you've been feeling overwhelmed, behind, or stretched too thin, this conversation will help you reset, refocus, and move forward with clarity.

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/

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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/

In this episode of Storage Wins, Alex Pardo and Dan Wentzel break down what they call the "secret weapon" for standing out in a competitive deal environment: the buyer info sheet. As Dan continues building momentum and getting real traction with sellers and brokers, this one-page document becomes a key factor in shifting how others perceive him—from just another unknown buyer to someone credible, relatable, and capable of closing.

What makes this conversation powerful is how simple the strategy is—and how few investors actually use it. While most buyers submit offers that are just numbers on a page, this approach adds a human element that builds trust and creates connection. The result is more responses, more conversations, and more opportunities to stay in the game instead of getting ignored.

This episode highlights how small, intentional actions can create a significant edge—and why credibility is not just about experience, but about how you present yourself.

You'll Learn How To:

• Create a buyer info sheet that instantly builds credibility with brokers and sellers
• Stand out from competing offers by adding a personal and professional touch
• Position yourself as a serious buyer—even without owning deals yet
• Communicate financial capability and access to capital effectively
• Use storytelling and relatability to build trust in deal conversations
• Turn more offers into ongoing negotiations instead of dead ends

What You'll Learn in This Episode:

[0:00] Why momentum doesn't eliminate challenges—it just changes them

[3:06] How Dan earned continued engagement from a seller after multiple offers

[6:02] The role of authenticity and relationship-building in deal flow

[8:58] Introduction to the "secret weapon" buyer info sheet

[10:05] What happens when offers lack a personal connection

[11:27] How the buyer info sheet changes broker and seller perception

[12:31] Why adding a personal story builds trust and relatability

[14:02] Key elements every buyer info sheet should include

[15:05] How to demonstrate financial credibility without your own capital

[16:17] Leveraging relationships, mentorship, and networks to build confidence

[17:48] Why being honest about being new can actually work in your favor

[18:36] The importance of keeping the document simple and digestible

[19:47] What to highlight to make your profile stand out quickly

[20:12] Why adding a family photo can humanize your offer

[21:18] The call to action: build your buyer info sheet within 24 hours

Who This Episode Is For:

• Investors struggling to get responses from brokers or sellers
• Anyone submitting offers but not gaining traction or feedback
• Beginners who don't yet own deals but want to be taken seriously
• Operators looking for a simple way to stand out in competitive markets
• People who want to build trust faster without relying on experience alone

Why You Should Listen:

Most investors think they need better deals or more capital. In reality, many just aren't presenting themselves the right way.

This episode shows how a simple one-page document can completely change how others perceive you—and dramatically improve your chances of getting deals across the finish line.

If you've ever felt like your offers are getting ignored, this conversation will give you a practical, actionable way to stand out immediately and start building real momentum.

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/

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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/

In this episode of Storage Wins, Alex Pardo and Dan Wentzel unpack a painful but powerful lesson: a deal that slipped through Dan's hands that would have produced over six figures in annual cash flow with no money out of pocket. What makes this moment so impactful isn't just the loss—it's the realization that the deal was misunderstood, not unavailable.

They break down exactly what went wrong in the analysis, how focusing too narrowly on one exit strategy caused Dan to overlook a highly profitable opportunity, and why understanding multiple deal paths—especially long-term cash flow—can completely change your decision-making.

The conversation also dives into negotiation dynamics, including how to follow up without chasing, how to use "pull-away" communication to re-engage sellers, and why asking questions—not making statements—is the key to getting responses. Alex shares tactical language shifts that can dramatically improve seller communication and positioning.

This episode is a real-time case study in turning a painful loss into a long-term advantage—and why the lessons from one missed deal can unlock dozens of future opportunities.

You'll Learn How To:

• Recognize when a deal works—even if it doesn't fit your original strategy
• Evaluate deals based on cash flow vs equity vs refinance timelines
• Avoid over-analyzing deals and missing clear opportunities
• Use pull-away language to regain leverage in seller conversations
• Ask better questions that actually get responses from sellers
• Balance persistence with not coming across as pushy or desperate

What You'll Learn in This Episode:

[0:00] Recap of Dan's progress and current deals in motion

[3:20] The wins: multiple offers out and strong broker conversations

[5:04] How relationships led to access to a pocket listing opportunity

[7:29] Why building trust with brokers creates off-market deals

[10:02] The importance of communicating credibility and seriousness

[12:31] The "buyer info sheet" and how it builds confidence with sellers

[14:22] The confidence shift from personal wins and momentum

[19:25] Breakdown of a seller-financing deal that stalled out

[21:37] Why chasing sellers can hurt your position in negotiations

[24:15] Using pull-away language to re-engage conversations

[26:11] Why questions—not statements—drive seller responses

[28:59] The painful lesson: missing a six-figure cash flow deal

[31:01] What went wrong in the underwriting and analysis

[32:50] The mindset shift: cash flow can be the primary win

[33:40] How one lesson unlocks multiple past deal opportunities

[35:04] Why deals aren't always lost—even after going under contract

[36:10] The importance of staying in touch without chasing

[37:01] Teaching others as a way to accelerate mastery

[41:18] Feedback from a broker: coming across as too pushy

[42:28] The fine line between persistence and pressure

[43:46] Why brokers will advocate for you when you build trust

[45:21] The next step: increasing offer volume and revisiting past deals

Who This Episode Is For:

• Investors who have passed on deals and are second-guessing their decisions
• Listeners struggling to evaluate deals beyond one strategy
• Anyone trying to improve their negotiation and follow-up approach
• Entrepreneurs learning how to balance persistence with positioning

Why You Should Listen:

Every investor misses a deal at some point—but most don't fully extract the lesson from it.

This episode shows how one missed opportunity can completely transform how you evaluate deals, communicate with sellers, and approach future opportunities. Instead of letting the loss hold you back, it becomes the exact moment that sharpens your instincts and accelerates your growth.

If you've ever felt like you "missed one," this conversation will help you turn that experience into a competitive advantage.

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/

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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/

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/
• 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/

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.

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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

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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

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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

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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/
• 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/

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.

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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

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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

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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/
• 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/