S2E24: How to Identify Storage Deals That Don't Fit Your Buy Box (When to Pass Up a Deal)

In this episode of Storage Wins, Alex Pardo works with Dan Wentzel on a unique self-storage opportunity that doesn't fit Dan's buy box—but still presents real value. Instead of forcing the deal to work, the conversation shifts toward a smarter strategy: wholesaling it to someone whose buy box it does fit.   What makes this episode powerful is the shift in perspective. Dan initially begins to position the deal based on why it doesn't work for him—pointing out the operational complexity of having two homes and a warehouse on site. But Alex quickly reframes that thinking: just because something is a negative to you doesn't mean it's a negative to someone else.   They unpack one of the most important lessons for any investor—especially those wholesaling deals—how you communicate value matters. Being transparent about the "warts" of a deal is important, but overemphasizing them or unintentionally downplaying the upside can kill momentum and interest.   The conversation also dives into evaluating deals based on current income vs potential income, how to think about pro forma without overpaying for it, and why your offer should always be grounded in what the asset produces today—not what it might produce in the future.   This episode is a masterclass in perspective, positioning, and understanding that your job isn't just to find deals—it's to see who they're actually for.   You'll Learn How To: Identify when a deal doesn't fit your buy box—and what to do instead Position a deal effectively when wholesaling to other investors Highlight upside without overselling or misleading Avoid "selling against yourself" when presenting opportunities Evaluate deals based on current income vs potential future income Use perspective to match deals with the right buyers   ⸻   What You'll Learn in This Episode:   [1:25] Dan's update: momentum, partnerships, and deals in progress [3:15] How joint venturing with other investors expands opportunity [6:00] Why partnerships should be structured deal-by-deal—not long-term commitments [9:19] The importance of having difficult conversations upfront in partnerships [12:05] Building relationships with brokers and why it takes time [14:22] Why relationship capital is more valuable than financial capital [18:32] Overview of the Arkansas deal and seller motivation [20:15] Why crafting an offer should be based on current income—not potential [22:31] Why this deal doesn't fit Dan's buy box [23:10] The shift to wholesaling the opportunity instead [23:45] The mistake: unintentionally "selling against" the deal [24:58] Why negatives for you can be positives for someone else [26:10] Additional income potential from homes and warehouse [28:05] Why you shouldn't pay for pro forma income [30:20] Using simple deal filters to evaluate opportunities quickly [33:40] Why seller expectations don't determine deal value [36:15] The power of creative financing and structuring offers [38:10] Adjusting your offer based on real numbers—not assumptions [40:45] Setting up the next step: refining the offer and negotiation strategy   Who This Episode Is For: Investors trying to define or refine their buy box Wholesalers looking to position deals more effectively Listeners who struggle with evaluating deals outside their ideal criteria Anyone learning how to communicate deal value to other investors Entrepreneurs who need to think more strategically about opportunity   Why You Should Listen:   Not every deal is for you—but every deal is for someone.   This episode shows how one shift in perspective can turn a "no" into an opportunity. By understanding your buy box, communicating value correctly, and focusing on who the deal is actually for, you can unlock more opportunities without forcing bad deals to work.   If you've ever passed on a deal or struggled to position one to others, this conversation will help you see opportunities differently—and act on them more effectively.   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/