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EP38: LIVE Coaching Session - Listen to Alex Analyze a Real Storage Deal From Top to Bottom with Brandon Rickman

Storage Wins

Release Date: 12/11/2025

S2E17: Win in Business Without Sacrificing Your Life show art S2E17: Win in Business Without Sacrificing Your Life

Storage Wins

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...

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Storage Wins

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...

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Storage Wins

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...

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

Storage Wins

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...

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Storage Wins

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...

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

Storage Wins

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...

info_outline S2E11: Controlling the Actions in Your Business by Controlling Your Calendar show art S2E11: Controlling the Actions in Your Business by Controlling Your Calendar

Storage Wins

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...

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Storage Wins

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...

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

Storage Wins

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...

info_outline S2E8: Delegation That Lead to 4 Storage Deals show art S2E8: Delegation That Lead to 4 Storage Deals

Storage Wins

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...

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Ever look at a storage deal and think “I have no clue if this is actually a good deal or a financial disaster?” You’re not alone. Most investors guess, cross their fingers, and hope they didn’t just overpay by six figures.

In this special live coaching episode, Alex sits down with Brandon Rickman, a successful single-family investor making the jump into self-storage. You’ll hear Alex analyze a real storage deal step by step, how to spot red flags, what the numbers actually mean, and how to know if a deal is worth pursuing or walking away from. This is as close as it gets to having Alex look over your shoulder while you analyze your own deal.


You’ll Learn How To:

  • Tell if a storage deal is worth a deeper look in under 10 minutes
  • Quickly estimate what a facility is really worth
  • Understand cap rates without the confusion
  • Compare street rates to find hidden upside
  • Avoid overpaying for a deal that looks good on paper

What You’ll Learn in This Episode:

  • [00:00] Why most investors overthink storage deals and still get them wrong
  • [04:00] Brandon’s jump from single-family into self-storage development
  • [08:30] The one mistake that causes investors to overpay for storage facilities
  • [12:45] How Alex quickly estimates a deal’s value using simple math
  • [18:00] Understanding cap rates without the confusion
  • [23:30] How to compare market rates to uncover hidden upside
  • [30:00] What makes a storage deal worth pursuing vs. walking away
  • [38:00] Why buying on pro forma can destroy your returns
  • [43:30] Why they’re turning this into a two-part deep dive

Who This Episode Is For:

  • Investors curious about getting into self-storage but unsure how to evaluate deals
  • Single-family investors ready to transition into long-term cash-flow assets
  • Anyone tired of guessing and wanting real clarity on deal analysis

Why You Should Listen:

If you’ve ever felt overwhelmed by storage numbers, cap rates, or underwriting, this episode will give you clarity. You’ll hear Alex break everything down in plain English using a real deal, real questions, and real coaching. No hype, just practical insight you can actually use on your next deal.

Follow Alex Pardo here:

Follow Brandon Rickman here: 

Have conversations with at least three to give storage owners, brokers, private lenders, and equity partners through the Storage Wins Facebook group. Join for free by visiting this link:
https://www.facebook.com/groups/322064908446514/