Podcast
Storage Wins
Hosted by Alex Pardo · EN
What if you could finally escape the grind, quit your job, and build real wealth?
Not by flipping more houses or managing tenants, but by owning a self-storage business that creates real freedom. Imagine waking up knowing you're in control: your business is running, your income is steady, and your time is finally yours. That's what Storage Wins is all about.
If you're tired of trading dollars for hours, being burnt out from chasing deals that create more work, and are ready for a step-by-step system to buy your first self-storage facility, even if you don't have tons of time, money, or years of experience...this podcast is for you.
Most real estate investors and employees feel stuck. Maybe you're grinding away at a nine-to-five that drains you or hustling in a single-family real estate business that leaves you stressed and overwhelmed. You dream of passive income and cash flow, but every solution you try just adds more chaos to your life. The truth is, you don't need to manage dozens of properties, fix broken toilets, or put up with nightmare tenants. There is a smarter, more scalable way.
The problem isn't that self-storage is out of reach. Most people are overwhelmed by conflicting advice, all the moving pieces, and the myth that you need a ton of money or years of experience to get started. You end up overthinking, burning out, or worst of all, doing nothing and watching your dreams slip away. Other people are making it work and you wonder, why not me? What am I missing?
The answer is clarity, a proven plan, and a supportive community.
Imagine this: You have a clear roadmap to buy your first self-storage facility in the next six to twelve months, even if you've never done a real estate deal before. You know what to look for, how to find off-market deals, raise capital, and structure acquisitions that build wealth. You're part of a group that values simplicity, automation, and systems that make business more profitable. You are making progress, building cash flow, and finally owning your time.
Hosted by Alex Pardo, real estate investor, coach, and former host of The Flip Empire Show, Storage Wins is your weekly guide to building a self-storage business that serves your life. Each episode brings you practical insights from Alex and top experts, as well as real stories from students and everyday investors. We go deep on what works: choosing the right market, negotiating deals, automating operations, avoiding rookie mistakes, and scaling up for real financial freedom.
This show is about reclaiming your time and building a business that works for you. If you're sick of the rat race, exhausted by the endless hustle, and are ready to create freedom, wealth, and legacy, this is your show. You don't have to sacrifice your family, faith, or sanity to succeed. You just need a plan, one good deal, and the belief that freedom is closer than you think.
If you love shows like AJ Osbourne's Self Storage Income, Self Storage Investing with Scot...
41episodes
Episodes
Newest firstAll episodes
S2E29: Prioritize Revenue-Generating Activities Over Busywork
3d ago00:25:33Tap to summarizeIn this episode of Storage Wins, Alex Pardo reconnects with Dan Wentzel after a long pause in the journey. Over the last several months, Dan's storage business has slowed dramatically due to life demands, limited time, family responsibilities, and the challenge of trying to balance business-building with being present at home. But instead of avoiding the conversation, Alex leans directly into it. What unfolds is one of the most transparent and honest coaching conversations of the entire series. Together, they unpack the emotional weight that comes with feeling stuck, comparing yourself to others, losing momentum, and questioning whether progress is even happening. As the conversation progresses, Alex identifies a major issue that many new investors struggle with: focusing on the wrong things at the wrong time. Instead of spending valuable time building systems, refining processes, or worrying about operations, Alex challenges Dan to simplify everything down to one objective—finding deals. The message becomes crystal clear: if you're trying to buy your first storage facility, your time should almost entirely be spent in the deal discovery phase. Conversations, underwriting, analyzing opportunities, and making offers matter far more than perfect systems, future operations, or hypothetical scenarios. The episode also dives into the realities of partnerships, time constraints, and self-belief. Despite setbacks and slower-than-expected progress, Alex reinforces an important truth: the journey only fails if you quit. This episode is a powerful reminder that progress often comes from simplifying, recommitting, and focusing relentlessly on what actually moves the needle. ⸻ You'll Learn How To: • Simplify your focus when momentum stalls out • Prioritize revenue-generating activities over unnecessary systems • Avoid getting distracted by operations before you own a deal • Identify the difference between working in the business vs on the business • Maximize limited time by focusing on high-impact actions • Navigate partnerships and clearly define roles within a team • Rebuild confidence and momentum during difficult seasons ⸻ What You'll Learn in This Episode: [0:15] Why systems and processes matter—but timing matters more [1:37] Feeling stalled out, discouraged, and low on momentum [2:44] The emotional impact of comparison and adversity [3:14] Why the Storage Wins journey temporarily paused [4:10] Showing up even when life feels chaotic and difficult [5:17] The parallels between business setbacks and getting "tapped out" in jiu-jitsu [6:09] Why transparency and vulnerability matter during difficult seasons [6:27] Dan's first win: simply continuing to show up [7:01] Working with three other Storage Wins members to pursue deals [8:09] Challenges and opportunities of four-person partnerships [9:37] Identifying the real problem behind "not enough time" [10:15] The importance of planning your days and weeks intentionally [11:21] Peeling back the layers to uncover the root challenge [12:16] How systems and CRMs became a distraction from actual deal flow [14:15] The difference between working in the business vs on the business [16:01] Why limited time must be spent on activities that move the needle [17:12] Alex's frustration with focusing on operations too early [18:32] Why funding and operations should NOT be your current focus [19:38] Simplifying the business down to finding deals and making offers [20:30] Why underwriting should not become a bottleneck [21:18] Defining roles and responsibilities within the team [22:21] Identifying the true bottleneck: lack of underwriting volume [23:11] The only way this journey fails is if you quit [24:03] Rebuilding confidence and recommitting to the goal Who This Episode Is For: • Investors who feel stalled out or discouraged in their journey • Listeners struggling to balance family, work, and business-building • Anyone overwhelmed by systems, tools, and operational complexity • Entrepreneurs trying to maximize limited time and energy • People stuck in learning mode instead of taking action • Investors pursuing their first self-storage deal ⸻ Why You Should Listen: Most people don't fail because they lack information. They fail because they lose focus on what actually matters. This episode strips away the noise and reminds you that buying your first storage facility doesn't require perfect systems, endless preparation, or knowing every future step in advance. It requires focused action, consistency, and the willingness to keep showing up even when progress feels slow. If you've been stuck, overwhelmed, or distracted by things that don't truly move the needle, this conversation will help you simplify your approach and refocus on the actions that create 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/ ⸻ 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/
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S2E28: Why Most Storage Investors Lose Deals After Negotiating Happens
1w ago00:19:49Tap to summarizeIn this episode of Storage Wins, Alex Pardo reconnects with Dan Wentzel after his call with the owner of the 53,000-square-foot storage facility. Going into the conversation, the opportunity looked extremely promising: seller financing was on the table, the facility was 100% occupied, and the deal had the potential to generate well over six figures in annual cash flow. But during the call, the seller shifted directions completely. Instead of pursuing seller financing, the owner revealed he now wants to cash out and complete a 1031 exchange into another property—primarily to avoid an upcoming Washington state tax increase. Suddenly, the structure of the deal changes, the financing strategy changes, and the entire opportunity has to be reevaluated. What makes this episode powerful isn't just the negotiation shift—it's the mindset battle that follows. As Dan starts slipping back into discouragement and assuming the deal is "another one that comes and goes," Alex immediately steps in to challenge the pattern. Through direct coaching, he pushes Dan to stop allowing past experiences to shape future expectations and reminds him that negotiation changes are not rejection—they're simply part of the process. The conversation also breaks down advanced deal structuring concepts, including hybrid seller financing offers, using banks alongside seller carrybacks, and why giving sellers multiple offer options often leads to better outcomes. This episode is a masterclass in adaptability, negotiation strategy, and learning how to stay emotionally steady when deals evolve in unexpected ways. ⸻ You'll Learn How To: • Adapt quickly when sellers change deal terms mid-negotiation • Structure multiple creative financing offers to increase flexibility • Use hybrid financing strategies with banks and seller carrybacks • Avoid letting past failed deals influence current opportunities • Stay emotionally grounded when negotiations shift unexpectedly • Reframe setbacks as opportunities to improve deal structure • Focus on solving problems instead of fearing rejection ⸻ What You'll Learn in This Episode: [0:05] Recap of the $4.5M seller-financed opportunity and projected cash flow [1:40] Dan's mindset going into the seller conversation [2:01] Why focusing on the seller removed pressure from the call [3:32] The seller's major pivot away from seller financing [4:01] Why the seller now wants a 1031 exchange instead [5:11] The impact of Washington state tax changes on the seller's motivation [6:13] Why experienced sellers sometimes bluff competing offers [6:52] The mistake of overthinking seller conversations [7:45] How financing changes affect deal structure and cash flow [8:39] Exploring hybrid financing: bank loan + seller carryback [9:44] Why giving sellers multiple offers creates flexibility [10:33] Structuring lower all-cash offers vs creative financing offers [11:23] Dan slipping back into discouragement after the call [12:10] Why your past does not determine your future results [13:17] The danger of repeating the same negative thought patterns [14:26] "Stop rewriting the same chapter" mindset analogy [15:35] Running multiple underwriting scenarios before the next offer [16:02] Why you can't negotiate scared to lose the deal [17:15] The importance of continuously strengthening your mindset [18:10] Replacing negative thinking patterns with intentional focus ⸻ Who This Episode Is For: • Investors navigating changing seller expectations during negotiations • Listeners struggling with discouragement after deals shift or stall • Anyone learning how to structure creative financing offers • Entrepreneurs battling negative thought patterns or self-doubt • People who need to become more adaptable during negotiations • Investors trying to stay emotionally steady through uncertainty ⸻ Why You Should Listen: Most deals don't fall apart because of the numbers. They fall apart because investors struggle emotionally when things stop going according to plan. This episode shows how quickly negotiations can shift—and why successful investors stay flexible, emotionally grounded, and solution-oriented when they do. From creative financing pivots to mindset breakthroughs, this conversation highlights the importance of staying focused on possibilities instead of problems. If you've ever felt discouraged after a seller changed terms, rejected an offer, or shifted directions entirely, this episode will help you respond with confidence instead of fear. ⸻ 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/
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S2E27: How to Structure a $4.5M Storage Deal With Seller Financing
1w ago00:28:57Tap to summarizeIn this episode of Storage Wins, Alex Pardo coaches Dan Wentzel moments before a live call with a self-storage owner who may be open to selling a 53,000-square-foot facility through seller financing. But instead of obsessing over the numbers or trying to "close the deal," Alex shifts the focus toward something far more important: understanding the seller. As they prepare for the conversation, Alex reinforces a foundational principle that separates average investors from great ones: focus on the seller, not the storage facility. By uncovering the owner's real motivations, goals, and timeline, Dan can structure a deal around what actually matters to them—not just what looks good on paper. The episode also dives deep into creative financing strategy, including how to think about down payments, amortization, no-payment periods, private lenders vs equity partners, and long-term cash flow. Through real-time underwriting and deal analysis, Alex walks through how this opportunity could potentially generate six figures in annual cash flow while requiring little or no money out of pocket. But the real breakthrough in this conversation isn't the deal structure—it's how Dan shows up. Following the previous episode's mindset reset, Alex challenges him to communicate with confidence, ask better questions, and stop approaching seller conversations from a place of need. This episode is a masterclass in seller psychology, creative deal structuring, and the mindset required to lead conversations with confidence and clarity. ⸻ You'll Learn How To: Focus on seller motivation instead of getting distracted by the deal Ask better questions that uncover what sellers actually want Structure seller financing deals with stronger terms and flexibility Evaluate long-term cash flow opportunities through simple underwriting Think through equity partners vs private lender structures Show up to seller conversations with confidence and authority ⸻ What You'll Learn in This Episode: [0:55] Why seller conversations matter more than spreadsheets [2:33] The background of the 53,000 sq ft seller-financed opportunity [4:12] Spotting opportunity in unsophisticated storage markets [5:32] The power of three years of consistent follow-up [6:26] Why understanding seller timeline is critical [8:10] Framing questions around what the seller actually wants [9:49] Why seller financing creates major opportunity [11:20] What 100% occupancy usually signals about upside potential [12:58] Breaking down the facility revenue and asking price [14:16] Evaluating seller financing terms: down payment, interest, and amortization [16:08] Structuring no-payment periods to maximize cash flow [17:49] Calculating NOI and projected cash flow step by step [19:58] Using private lenders vs equity partners to fund deals [22:14] Why this is more of a cash flow play than an equity play [24:05] Breaking down projected cash flow over the first three years [25:58] Understanding long-term upside and exit strategy [27:05] "50% of the watermelon is better than 100% of the grape" [27:27] Preparing mentally and physically before seller conversations [27:52] Why confidence and focus matter more than perfect notes ⸻ Who This Episode Is For: Investors preparing for real seller conversations Listeners trying to structure creative financing deals Anyone learning how to evaluate cash flow opportunities Entrepreneurs struggling with confidence in negotiations People interested in seller financing and low-money-down acquisitions ⸻ Why You Should Listen: Most investors spend too much time analyzing deals and not enough time understanding sellers. This episode shows how the best opportunities come from uncovering what the seller actually wants—and then structuring a deal around it. From creative financing to confidence in communication, this conversation breaks down both the tactical and psychological side of getting deals done. If you've ever wondered how experienced investors approach seller calls, structure financing creatively, and think through cash flow opportunities in real time, this episode gives you a front-row seat. ⸻ 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/
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S2E26: Your Offers Are Getting Ignored By Sellers (Here's Why & What To Do Next)
2w ago00:41:48Tap to summarizeIn this episode of Storage Wins, Alex Pardo works with Dan Wentzel through one of the most critical inflection points in the entire journey so far. After consistently taking action, making offers, and having conversations, Dan finds himself stuck in a frustrating cycle—doing the work, but expecting the same disappointing outcome every time. What unfolds is a powerful shift away from tactics and into the internal game. Alex identifies the real issue immediately: it's not a lack of knowledge, resources, or opportunity—it's a mindset problem. More specifically, it's the expectation that deals won't work out, which is quietly influencing everything from tone and confidence to how Dan shows up in conversations with sellers. This episode pulls back the curtain on how belief, energy, and communication directly impact results. From self-sabotage and low confidence to timid conversations and lack of frame control, Alex breaks down how these subtle factors are costing opportunities—and how to fix them. But more importantly, the conversation introduces a new way forward. Instead of trying to control every outcome or force deals to work, the focus shifts to letting go, showing up consistently, and trusting the process. By reframing expectations, protecting confidence, and communicating with conviction, Dan is challenged to break the cycle and step into a new level of performance. This episode is a turning point—where the realization hits that success isn't just about what you do, but how you think, how you show up, and what you believe is possible. ⸻ You'll Learn How To: Break the cycle of expecting negative outcomes from your efforts Identify and eliminate self-sabotaging thought patterns Communicate with more confidence and authority in seller conversations Shift from outcome-based thinking to process-based execution Protect your confidence as your most valuable asset Show up with energy and conviction that builds trust and credibility ⸻ What You'll Learn in This Episode: [1:33] Why feeling stuck and discouraged is more common than you think [3:11] Dan's frustration: doing the work but seeing the same results [5:01] The hidden problem: expecting deals to fail before they start [6:20] Why mindset—not tactics—is the real bottleneck [7:49] Protecting confidence as the #1 job of an entrepreneur [9:25] How low confidence shows up in conversations with sellers [11:03] The impact of timid tone and lack of frame control [13:05] Why belief must match communication [14:24] Self-sabotage: how your expectations shape your outcomes [16:05] The shift from chasing deals to evaluating opportunities [18:05] Why sellers need to feel your certainty and conviction [20:06] Contagious enthusiasm and how it influences results [22:28] The importance of asking better questions—not more questions [24:57] Choosing the story you tell yourself about your progress [27:32] Why consistency guarantees results over time [29:50] Letting go of control and trusting the process [31:45] The role of faith and releasing pressure [34:20] Practical ways to shift your energy before key conversations [36:30] Focusing on helping—not closing—the deal [38:45] Why one mindset shift can unlock everything ⸻ Who This Episode Is For: Investors who feel stuck despite taking consistent action Listeners struggling with confidence in conversations Anyone dealing with discouragement after repeated "no's" Entrepreneurs who know what to do but aren't seeing results People ready to break through mental barriers and level up ⸻ Why You Should Listen: Most people think they need better strategies or more opportunities. In reality, they need a better mindset. This episode shows how your expectations, energy, and belief system directly impact your results—and why even the best strategy won't work if your mindset is working against you. If you've been doing the work but not seeing the results, this conversation will help you identify what's really holding you back—and give you the tools to finally break through. ⸻ 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/
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S2E25: Why 10 Hours of Deep Work Beats 30 Scattered Ones
2w ago00:29:14Tap to summarizeIn this episode of Storage Wins, Alex Pardo reconnects with Dan Wentzel after a major life shift: the birth of his second child. With his available time cut down significantly, Dan finds himself navigating a new reality—less time, more responsibility, and growing pressure around his progress in self-storage. But instead of treating this as a limitation, the conversation quickly reframes it as an opportunity. With only about ten hours a week to dedicate to the business, the focus becomes clear: how do you maximize that time in the most effective way possible? Alex breaks down a powerful concept that challenges how most people think about productivity. It's not about how many hours you have—it's about what you do with them. Ten focused hours spent on revenue-generating activities like conversations, deal analysis, and making offers will always outperform thirty scattered hours spent in research and hesitation. As the conversation unfolds, a key shift emerges. Dan begins to lean into collaboration—partnering with other members of the Storage Wins community to leverage time, skills, and opportunities. What initially felt like a constraint becomes a catalyst for growth, forcing him to think differently, act more intentionally, and tap into the power of working with others. The episode also dives into the importance of mindset during difficult seasons. Feeling stuck, discouraged, or behind is part of the journey—but how you interpret that feeling determines what happens next. Through real, unfiltered conversation, Alex challenges Dan to reframe his situation, focus on progress over perfection, and commit to staying in the game. This episode is a powerful reminder that progress doesn't require perfect conditions—just consistent, focused action and the willingness to adapt. ⸻ You'll Learn How To: Maximize limited time by focusing on high-impact activities Identify revenue-generating actions that actually move deals forward Leverage partnerships to multiply your effort and deal flow Reframe life changes as opportunities instead of setbacks Stay consistent even when your schedule and priorities shift Strengthen your mindset during seasons of doubt and uncertainty What You'll Learn in This Episode: [0:52] The reality of having less time after a major life change [2:17] Why reduced hours can actually create better focus [3:31] The shift from 30+ hours per week down to around 10 [5:39] Leveraging collaboration to maintain momentum [7:04] How partnerships helped uncover new deal opportunities [9:23] The power of working with others to multiply results [11:49] Why ten focused hours can outperform thirty scattered hours [13:21] The difference between busy work and revenue-generating activity [15:01] Key actions: conversations, underwriting, and making offers [17:44] The concept of leverage and multiplying your efforts [20:13] Scarcity vs abundance mindset when working with others [22:22] Why difficult conversations strengthen partnerships [24:06] "Date, don't marry" when it comes to partnerships [26:40] The importance of setting expectations upfront [28:52] Why most partnerships fail—and how to avoid it [30:14] Feeling stuck and discouraged during the journey [32:05] The role of mindset in pushing through difficult seasons [34:22] Why quitting might feel like an option—but isn't [36:08] Reframing your journey as training, not failure [38:20] The mindset of finishing the race no matter what ⸻ Who This Episode Is For: Investors balancing business with major life changes Listeners who feel like they don't have enough time Anyone struggling to stay consistent with limited availability Entrepreneurs navigating doubt, frustration, or slow progress People looking to leverage partnerships instead of doing everything alone ⸻ Why You Should Listen: Most people believe they need more time to succeed. This episode proves the opposite. By focusing on what actually matters and leveraging the right people, you can make meaningful progress even with limited time. More importantly, it shows how your mindset—not your schedule—is often the biggest factor in whether you move forward or stay stuck. If you've ever felt like life is getting in the way of your goals, this conversation will help you reframe your situation and move forward with clarity and 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/
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S2E24: How to Identify Storage Deals That Don't Fit Your Buy Box (When to Pass Up a Deal)
3w ago00:41:36Tap to summarizeIn this episode of Storage Wins, Alex Pardo works with Dan Wentzel on a unique self-storage opportunity that doesn't fit Dan's buy box—but still presents real value. Instead of forcing the deal to work, the conversation shifts toward a smarter strategy: wholesaling it to someone whose buy box it does fit. What makes this episode powerful is the shift in perspective. Dan initially begins to position the deal based on why it doesn't work for him—pointing out the operational complexity of having two homes and a warehouse on site. But Alex quickly reframes that thinking: just because something is a negative to you doesn't mean it's a negative to someone else. They unpack one of the most important lessons for any investor—especially those wholesaling deals—how you communicate value matters. Being transparent about the "warts" of a deal is important, but overemphasizing them or unintentionally downplaying the upside can kill momentum and interest. The conversation also dives into evaluating deals based on current income vs potential income, how to think about pro forma without overpaying for it, and why your offer should always be grounded in what the asset produces today—not what it might produce in the future. This episode is a masterclass in perspective, positioning, and understanding that your job isn't just to find deals—it's to see who they're actually for. You'll Learn How To: Identify when a deal doesn't fit your buy box—and what to do instead Position a deal effectively when wholesaling to other investors Highlight upside without overselling or misleading Avoid "selling against yourself" when presenting opportunities Evaluate deals based on current income vs potential future income Use perspective to match deals with the right buyers ⸻ What You'll Learn in This Episode: [1:25] Dan's update: momentum, partnerships, and deals in progress [3:15] How joint venturing with other investors expands opportunity [6:00] Why partnerships should be structured deal-by-deal—not long-term commitments [9:19] The importance of having difficult conversations upfront in partnerships [12:05] Building relationships with brokers and why it takes time [14:22] Why relationship capital is more valuable than financial capital [18:32] Overview of the Arkansas deal and seller motivation [20:15] Why crafting an offer should be based on current income—not potential [22:31] Why this deal doesn't fit Dan's buy box [23:10] The shift to wholesaling the opportunity instead [23:45] The mistake: unintentionally "selling against" the deal [24:58] Why negatives for you can be positives for someone else [26:10] Additional income potential from homes and warehouse [28:05] Why you shouldn't pay for pro forma income [30:20] Using simple deal filters to evaluate opportunities quickly [33:40] Why seller expectations don't determine deal value [36:15] The power of creative financing and structuring offers [38:10] Adjusting your offer based on real numbers—not assumptions [40:45] Setting up the next step: refining the offer and negotiation strategy Who This Episode Is For: Investors trying to define or refine their buy box Wholesalers looking to position deals more effectively Listeners who struggle with evaluating deals outside their ideal criteria Anyone learning how to communicate deal value to other investors Entrepreneurs who need to think more strategically about opportunity Why You Should Listen: Not every deal is for you—but every deal is for someone. This episode shows how one shift in perspective can turn a "no" into an opportunity. By understanding your buy box, communicating value correctly, and focusing on who the deal is actually for, you can unlock more opportunities without forcing bad deals to work. If you've ever passed on a deal or struggled to position one to others, this conversation will help you see opportunities differently—and act on them more effectively. 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/
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S2E23: Why "Not a Home Run" Might Be Exactly What You Need
3w ago00:25:48Tap to summarizeIn 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/
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S2E22: When to Walk Away From a Storage Deal That's Burning Time & Money
4w ago00:34:15Tap to summarizeIn this episode of Storage Wins, Alex Pardo works with Dan Wentzel through one of the most real and raw moments of the journey so far. After months of working on a small wholesale deal, Dan finds himself stuck, frustrated, and mentally drained—unsure whether the deal is even worth pursuing anymore. What makes this episode powerful isn't just the deal itself—it's the internal battle that comes with it. The uncertainty. The sunk cost. The time, energy, and money already invested. And the pressure to "make it work" simply because you've come this far. Alex steps in to simplify everything. Instead of overanalyzing or trying to fix the situation, the focus shifts to one thing: making a decision. Move forward with clarity—or cut bait and redirect your energy toward better opportunities. The conversation also highlights a critical lesson for every investor: not every deal is worth saving. Sometimes the biggest win is protecting your time, your confidence, and your ability to move on. This episode is a turning point—where indecision gets replaced with action, and frustration gets replaced with clarity. You'll Learn How To: Recognize when a deal is no longer worth your time and energy Avoid the sunk cost trap when evaluating opportunities Take back control of deals instead of waiting passively Have direct conversations with sellers to force clarity Handle uncomfortable conversations with attorneys and partners Make faster decisions that protect your momentum and confidence What You'll Learn in This Episode: [0:52] The reality of frustration and feeling stuck in a deal [2:15] Why documenting the hard moments matters just as much as wins [4:01] Status update: contract sent, waiting on seller response [6:11] Why waiting without clarity creates more anxiety [8:36] The real issue: lack of control and passive communication [10:05] Avoiding uncomfortable conversations with the attorney [12:08] Why this deal has dragged on for months [14:28] The sunk cost trap and how it clouds decision-making [17:09] Taking ownership instead of blaming external factors [20:07] Why small deals shouldn't consume massive time and energy [22:23] The "fork in the road" moment—move forward or walk away [24:59] How opportunity cost can be bigger than the deal itself [26:13] The importance of decisive action vs overthinking [29:10] Why chasing deals puts you in a weak position [30:26] The next step: call the seller and force clarity [31:52] Setting up the next move and regaining control Who This Episode Is For: Investors stuck in deals that are dragging on too long Listeners struggling with indecision and overthinking Anyone dealing with frustration, delays, or unclear next steps Entrepreneurs caught in the sunk cost trap People who need to make a hard decision and move forward Why You Should Listen: Every investor eventually faces a deal that drags on longer than it should. The difference is whether you stay stuck—or step up and take control. This episode shows how to recognize when a deal is no longer serving you, how to cut through the noise, and how to make decisions that protect your time, energy, and momentum. If you've ever felt stuck in a situation you can't seem to move forward from, this conversation will help you break out of it and take your next step 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/
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S2E21: Wholesaling Your First Storage Deal Step-by-Step
Apr 2000:44:05Tap to summarizeIn 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 ⸻ 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 ⸻ 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/ ⸻ 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/
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S2E20: The Problem with This Deal That Cash Flows Day One
Apr 1600:52:57Tap to summarizeIn 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/
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