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

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.    ⸻   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 ⸻   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   ⸻   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   ⸻   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.   ⸻   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/