loader from loading.io

S2E7: The Psychology of Closing Storage Deals (Live Role Play Coaching)

Storage Wins

Release Date: 03/02/2026

S2E18: He Stopped Overthinking and His Storage Investing Deal Flow Took Off show art S2E18: He Stopped Overthinking and His Storage Investing Deal Flow Took Off

Storage Wins

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...

info_outline 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...

info_outline S2E16: The One-Page Tool That Gets Your Offers on Storage Deals Taken Seriously show art S2E16: The One-Page Tool That Gets Your Offers on Storage Deals Taken Seriously

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...

info_outline S2E15: The $100K Storage Deal That Slipped Away show art S2E15: The $100K Storage Deal That Slipped Away

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...

info_outline S2E13: The Breakthrough That Led to His First Storage Investment Deal show art S2E13: The Breakthrough That Led to His First Storage Investment Deal

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...

info_outline S2E10: Having Profitable Conversations with Sellers (For Storage Investing) show art S2E10: Having Profitable Conversations with Sellers (For Storage Investing)

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
 
More Episodes

In this episode of Storage Wins, Alex Pardo coaches Dan Wentzel through one of the most important skills in self-storage investing: converting conversations into contracts. With a healthy pipeline finally in place, the focus shifts from prospecting to persuasion—without being pushy.

 

Alex breaks down how to uncover seller motivation, ask better timeline questions, create urgency the right way, and position yourself as the preferred buyer instead of just another offer. The episode features a live cold-call role play between Alex and Dan, followed by a detailed breakdown of what worked, what could improve, and how subtle adjustments can dramatically increase closing odds.

 

This episode isn’t about scripts—it’s about psychology, positioning, and controlling the conversation through questions.

 

⸻

 

You’ll Learn How To:

  • Convert seller conversations into signed contracts
  • Ask timeline questions that reveal real motivation
  • Create urgency without sounding salesy or desperate
  • Use offer expiration dates as leverage
  • Position certainty and credibility over highest price
  • Handle pricing gaps with strategic follow-up questions
  • Avoid overcomplicating creative financing too early
  • End every call with leverage—including referrals

 

⸻

 

What You’ll Learn in This Episode:

• [0:00] Why you should almost always make an offer

• [3:40] Converting conversations into contracts and cash

• [5:00] Three-year follow-up paying off in real opportunities

• [6:05] Becoming a welcome guest—not an annoying pest

• [9:00] Why relationships outlast transactions

• [14:12] The power of asking about timeline early

• [17:44] When NOT to put an offer in writing

• [18:27] Building urgency without pressure

• [21:33] Why certainty often beats the highest offer

• [22:14] Leveraging expiration dates the right way

• [24:19] Live cold-call role play begins

• [41:00] Call breakdown: what Dan did well

• [48:00] Missed opportunities inside seller language

• [52:00] Why industry jargon can kill deals

• [56:00] The hidden leverage in family decision dynamics

• [59:00] Why collecting the seller’s email matters

• [1:00:30] The referral question most investors forget

 

⸻

 

Who This Episode Is For:

  • Investors who struggle turning conversations into real offers
  • Listeners unsure how to handle “your price is too low”
  • Anyone who feels awkward asking for timeline or motivation
  • Operators who want to improve call structure and confidence
  • Investors ready to sharpen their seller psychology skills

 

⸻

 

Why You Should Listen:

 

Most deals aren’t lost because of bad underwriting—they’re lost because of weak conversations.

 

This episode shows you how to control the frame, ask the right questions, and build positioning that makes sellers want to work with you. If you’ve ever felt like calls “go fine” but don’t turn into contracts, this breakdown will show you exactly where the leverage lives.

 

If you want to become the buyer sellers trust—not just another number—this episode is essential listening.

⸻

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/