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

Storage Wins

Release Date: 03/19/2026

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

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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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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

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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

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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

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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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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

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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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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

 

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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.

 

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Follow Alex Pardo here:

 

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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/