The Flip Empire Sho‪w‬ Alex Pardo

In 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.

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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

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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

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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/

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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 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.

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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

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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

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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

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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.

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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 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.

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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

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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

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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

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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.

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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 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.

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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

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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

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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

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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.

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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 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.

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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

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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

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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.

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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/