Storage Wins

A great operator in a bad market is doomed to fail. An average operator in a great market will thrive. In this episode, host Alex Pardo explains why choosing the right market can make or break your self-storage deal, and why you can fix a facility's operations but never its market. Alex shares the five things he looks for in every storage market, the hard lessons from owning his first facility in one of the toughest markets in the country, the simple Google Maps test he uses to check supply and demand, and how one phone call saved a Storage Wins member from a really bad deal. You'll Learn How To: Tell a good storage market from one that will sink a great deal Set population guardrails for your buy box without boxing yourself in Use growth, renter population, and housing starts to spot demand Read median household income as a signal for delinquencies Avoid competing with the REITs Test supply and demand in minutes with Google Maps and facility websites Protect yourself from new competition by checking building permits Choose between primary, secondary, tertiary, and rural markets What You'll Learn in This Episode [0:00] A great operator in a bad market is doomed to fail [0:42] Why your market matters more than the deal itself [1:13] Crime is crime: what a great operator can and can't fix [1:28] Alex's first deal: one of the toughest markets in the country [2:22] Battle scars, break-ins, and why he got into storage in the first place [2:57] #1 Population: the 8,000 to 150,000 sweet spot [3:33] Why your buy box needs guardrails, not a tight corner [4:40] #2 Population growth: jobs, renters, and housing starts [5:22] Where to find demographics for free (census.gov, AI, Google) [5:41] #3 Median household income: $50K minimum, $60K+ ideal [5:58] What a $28K median income did to Alex's delinquencies [6:41] Why storage tenants stay 18 to 24 months [6:56] #4 Avoid the REITs: Public Storage, Extra Space, CubeSmart [8:01] #5 Supply and demand (the one that could have been #1) [8:51] The Google Maps 'Rent Now' vs. 'Waiting List' test [10:36] How a call to the building department saved a member from a bad deal [11:34] TractIQ, square feet per capita, and the supply index [12:24] Primary and secondary markets: why Alex skips Miami [13:40] Tertiary markets: Alex's favorite [13:57] Rural markets: the risks and Alex's deal breakers [15:01] Free buy box blueprint at storagewins.com/buybox [15:23] Recap: the 5-part market framework [16:33] Treat every unit size as its own product [17:30] Draw a 1 to 2 hour radius around where you live [17:47] Meet owners in person, ask questions, and plant seeds [19:07] Feeling stuck? How to get help Who This Episode Is For: Aspiring storage investors deciding where to buy their first facility Anyone who has found a deal that looks great on a spreadsheet Investors building or refining their buy box Anyone wondering whether small towns and rural markets are worth it Investors who want fewer operational headaches and more cash flow Why You Should Listen: The returns can look great on a spreadsheet, but running a facility in a rough market is a completely different animal. Alex gives you the exact framework he uses so you can buy in markets where the numbers hold up in real life. Get the market right and the rest of the business gets a whole lot easier. Follow Alex Pardo here: Storage Wins — storagewins.com Book a call with Alex — storagewins.com/call Free Buy Box Blueprint — storagewins.com/buybox Follow Alex on Facebook Follow Alex on Instagram Subscribe on YouTube Ready to find the right market and buy your first storage facility? Head to storagewins.com/call and let's hop on a short ten-minute call to see how we can help.

"There are no good deals out there. Everything is overpriced." If you've said that about self-storage, this episode is for you. Host Alex Pardo breaks down how to build a deal flow machine so opportunities come to you instead of you chasing them. Alex walks through the three ways to find storage deals: off-market, on-market, and your network. He shares exactly how he finds mom-and-pop owners, what to say when you call, how he uncovers broker pocket listings, the systems he uses to follow up automatically, and how two community members just closed a deal that was found, funded, and closed inside the Storage Wins community. You'll Learn How To: Build a deal flow machine so opportunities come to you Choose one primary channel to focus on instead of chasing everything Find and approach mom-and-pop owners with cold calls, Google Maps, and Facebook Marketplace Spot the signs of a mom-and-pop operator Uncover broker pocket listings by targeting smaller brokerages with your buy box Set up automated follow-up systems that keep you top of mind with brokers and owners Use your community and network to find deals and capital What You'll Learn in This Episode [0:00] 48 hours ago: a deal found, funded, and closed by Storage Wins community members [0:44] The most common objection: there are no good storage deals [1:10] Create deals instead of chasing them [1:14] The three ways to find storage deals: off-market, on-market, and your network [1:34] Pick one primary channel and stop chasing rabbits [2:06] Off-market deals: one of Alex's favorite ways to create opportunities [2:45] Myth: off-market deals can still come from brokers (pocket listings) [3:03] Finding mom-and-pop owners who would consider selling [3:44] Cold calling and the Google Maps "Nearby" search [4:31] Signs it's a mom-and-pop: outdated websites, no online rentals, @gmail and @aol emails [5:22] What to say on the call: be honest, direct vs. indirect approach [6:27] Using virtual assistants to cold call and virtually drive for dollars [6:59] A below-the-radar strategy: Facebook Marketplace storage listings [7:34] Finding broker pocket listings on Crexi and LoopNet through smaller brokerages [8:21] Share your buy box and build long-term broker relationships [9:22] Direct mail: how Alex bought three facilities [9:44] Strategy #2: on-market deals [10:13] Be relationally focused, not transactionally focused [10:29] Automated email follow-up systems for brokers and owners [11:29] Strategy #3 (Alex's favorite): your community and network [11:39] How Alex's first deal, a 43,000 sq ft facility, came from sharing his buy box [12:15] Found, funded, and closed by Storage Wins community members [12:40] Why community and mentorship are a game-changer [13:49] Massive imperfect action: make the offer even when you're not comfortable Who This Episode Is For: Aspiring storage investors who believe there are no good deals out there Anyone unsure where to start looking for their first facility Investors spreading themselves too thin across too many strategies People without much capital who have time and drive Anyone who wants deals coming to them instead of chasing them Why You Should Listen: Good deals are still out there, but they rarely fall into your lap. Alex shows the exact channels and conversations that have led to his own acquisitions, from a pocket listing to three direct mail deals to his very first facility. Pick one channel, start the conversations, and build relationships. Over time, the deals start coming to you. Follow Alex Pardo here: Storage Wins — storagewins.com Book a call with Alex — storagewins.com/call Follow Alex on Facebook Follow Alex on Instagram Subscribe on YouTube Ready to build your own deal flow machine? Head to storagewins.com/call and let's hop on a short ten-minute call to see how we can help.

If you want to buy your first self-storage facility but feel stuck with more questions than answers, this episode is for you. Host Alex Pardo breaks down what really separates the people who win in storage from the ones who stay on the sidelines. Alex shares how two Storage Wins clients, Mario and Catherine, just closed on a facility they didn't find and didn't have the money for, because they were in the right room with the right people. He covers why you have to borrow someone else's confidence, lean into what's uncomfortable, put in the reps, and stop letting excuses and other people's opinions keep you where you are. You'll Learn How To: Borrow someone else's confidence until you build your own Use community and proximity to find deals and capital you don't have yet Lean into the uncomfortable parts of the business, like underwriting Put in the reps by analyzing deals with other investors Focus on steps one and two instead of overthinking the whole journey Build relationships by giving first, without expecting anything in return Manage priorities, not time, so your future self is proud of today's actions What You'll Learn in This Episode [0:00] "They didn't find the deal, they didn't have the money for the deal... but yet they just closed on the deal." [0:39] Stuck, confused, overwhelmed: the questions every new storage investor asks [1:50] What's really holding you back from committing? [2:46] Step one: borrow someone else's confidence in your ability to do this [3:00] Mario and Catherine: closing a deal they didn't find or fund [3:46] Why proximity is everything [4:22] Catherine's advice: lean into what's uncomfortable [5:26] Putting in the reps: practicing underwriting with other members [5:54] "Borrow my confidence. My belief is greater than your belief." [6:48] Alex's start in late 2020 with no money for a facility [7:02] Self-sabotage and comparison: the thief of joy [7:57] Find your tribe: why going it alone is significantly harder [8:20] Don't worry about steps five through eight, just figure out steps one and two [8:36] Relationships are the backbone of this business: be a go-giver [9:09] Excuses vs. regret: play the movie of your life forward [10:07] "People's thoughts won't pay your bills, so go for it" [10:58] Hard work vs. smart work, and why AI can't do the reps for you [11:36] Priority management, not time management [12:30] No guarantees, except that doing nothing guarantees you won't win [13:00] What every first-time storage buyer in the community has in common Who This Episode Is For: Aspiring storage investors who feel stuck, confused, or overwhelmed Anyone waiting to feel 'ready' or confident before taking action People worried about not having the money, the deal, or the experience Investors trying to do it alone without a network Anyone who keeps finding reasons why now isn't the right time Why You Should Listen: Confidence doesn't come before action. It comes from it. Alex shows why deciding, committing, and surrounding yourself with the right people opens doors that wouldn't exist otherwise, with real examples from investors who have done it. There's no easy button and no guarantee, except that doing nothing guarantees you won't win. Play the movie of your life forward and decide how you want the story to end. Follow Alex Pardo here: Storage Wins — storagewins.com Book a call with Alex — storagewins.com/call Follow Alex on Facebook Follow Alex on Instagram Subscribe on YouTube Proximity is everything. If you're ready to buy your first storage facility with the right people in your corner, head to storagewins.com/call and let's hop on a short ten-minute call to see how we can help.

Storage Wins community member Brian Murdock built a portfolio of 100+ apartment doors before he found self-storage almost by accident. In this conversation, host Alex Pardo and Brian break down why Brian is shifting from multifamily to storage, and how he landed each of his facilities: one phone call, a 1031 exchange out of 21 apartments into a deal his assistant found by cold calling, and a seller he followed up with for over two years and sent three LOIs before closing. They also dig into the mindset behind it: vision boards, burning desire, fear of failure as fuel, and why it doesn't have to be perfect, it just has to be consistent. If you've been sitting on the sidelines, Brian's story shows that simple, persistent action is what gets deals done. You'll Learn How To: Compare the real expense ratios of multifamily and self-storage Find off-market storage deals with simple phone calls and consistent follow-up Use the LMAO formula (List building, Meaningful conversations, Analyze deals, Offers) to stay consistent Put someone on your team on the phones to call storage owners Use a 1031 exchange to move out of apartments and into self-storage Stay with a deal for years (and multiple LOIs) until the seller is ready Set a clear goal and a freedom number so you know what you're working toward What You'll Learn in This Episode [0:00] Brian Murdock: "I'm gonna buy that facility. They just don't know it yet." [0:41] Meet Brian Murdock, Storage Wins community member and multifamily investor turned storage owner [1:43] How he got into self-storage by accident in 2021 [3:18] Multifamily vs. self-storage: 60 to 65% expenses vs. about 25% [4:54] How do you actually get started? Consistent, goal-driven action [5:21] Vision boards, written goals, and why they drive action [6:16] Progress, not perfection: it doesn't have to be perfect, it has to be consistent [7:30] The LMAO formula and putting an assistant on the phones with owners [9:01] Why Q4 is one of the best times to reach storage owners [9:53] The Power of One More: one more call, one more deal analyzed, one more offer [11:11] Deal #1: one phone call to the owner [11:39] Deal #2: a 1031 exchange out of 21 apartments, found by cold calling a list [13:22] Deal #3: two-plus years of follow-up and three LOIs [14:43] Progress breeds momentum, momentum breeds confidence [16:17] Complexity fails, simplicity scales: pick one or two marketing channels [17:38] Writing the check for accountability and burning the ships [20:09] Fear of failure as a driver, and following up five, six, seven times or more [23:09] "I've already made the sale in my head" [23:52] Thoughts lead to feelings, feelings to actions, actions to results [25:56] Burning desire, affirmations, and wanting it like your survival depends on it [27:52] Pleasure vs. pain: what really motivates you [29:43] You don't have to love the thing, but you have to love why you do it [30:18] "I don't want to own the storage. I want to own my life." [31:31] Buy Back Your Time, and storage as the vehicle to own your time [34:33] Faith and family first: identity beyond the business [35:36] Anyone can do this if they commit and decide [37:21] Steel boxes, fewer headaches: why storage is an overlooked gem [38:29] Defining your freedom number: $10K to $20K a month [41:11] How to connect with Brian Who This Episode Is For: Multifamily investors tired of rising expenses and tenant headaches Aspiring storage investors who haven't taken action yet Anyone who struggles with consistency or follow-up Investors looking for small, mom-and-pop facilities in rural or tertiary markets Anyone who wants a business that gives them back their time Why You Should Listen: Nothing Brian shares is fancy. No complicated funnels or the latest marketing trick, just picking up the phone, having meaningful conversations, and following up longer than everyone else. That's exactly why it works, and why anyone willing to commit can do the same. Alex and Brian also go beyond the deals to the "why" behind them. Storage isn't the goal, it's the vehicle. What you really want to own is your time, your freedom, and your life. Connect with Brian Murdock: Brian Murdock on Facebook — facebook.com/brian.murdock.9 Follow Alex Pardo here: Storage Wins — storagewins.com Book a call with Alex — storagewins.com/call Follow Alex on Facebook Follow Alex on Instagram Subscribe on YouTube It doesn't have to be perfect. It just has to be consistent. If you're ready to buy your first storage facility with the right people in your corner, head to storagewins.com/call and let's hop on a short ten-minute call to see how we can help.

How do you actually get started in self-storage and buy your first facility? Inspired by a conversation with a brand-new member of the Storage Wins coaching community, host Alex Pardo shares the advice he gives every new investor who feels overwhelmed: do not overcomplicate this business. Alex explains why storage isn't truly passive at first (and how he ran an 838-unit portfolio on one to two hours a week once it was stabilized), why money isn't the real obstacle, and how to choose between on-market and off-market deals. He also walks through his LMAO framework for building a consistent deal pipeline. If you've been thinking about self-storage but haven't taken the first step, this episode gives you a simple roadmap to start. You'll Learn How To: Stop overcomplicating self-storage and break it into simple, repeatable steps Understand why storage isn't passive at first, and how it becomes semi-passive once stabilized Fund deals with other people's money instead of your own Choose between on-market and off-market deals, and commit to one marketing channel Build a loose but clear buy box to guide your search Use the LMAO framework: List building, Meaningful conversations, Analyze deals, Offers Screen a deal in 60 seconds before you spend more time on it Take action first so the confidence follows What You'll Learn in This Episode [0:00] Storage isn't passive, and why that's not a bad thing [0:43] How do you actually buy your first storage facility? [0:56] The Storage Wins roadmap: deal flow machine, deal filter system, and the three phases of deal discovery, fearless funding, and winning the deal [2:11] First and foremost: do not overcomplicate it [2:30] The controversial truth your guru doesn't want you to know [3:00] 838 units, 104,000 square feet, and one to two hours a week [3:22] You don't need 40 hours a week or hundreds of thousands of dollars [3:54] Why money isn't the obstacle. It's a knowledge gap [4:08] Running facilities remotely with the unmanned model [4:51] How Alex explained the storage business to his 11-year-old daughter [5:10] On-market deals: brokers, Crexi, and LoopNet [6:03] On-market or off-market? Picking your focus [6:52] The biggest mistake: running too many marketing strategies at once [7:42] Decide and commit: do something your future self will thank you for [8:15] Spend 80 to 90% of your time on deal discovery and build your buy box [9:05] We don't find deals, we create deals [9:50] The LMAO framework: List building [9:59] Meaningful conversations: connect with five storage owners or brokers every day [11:02] Analyze deals: the 60-second test [11:49] Offers: send multiple every single week [11:54] Recap: stop making excuses and start with a decision [12:13] Why a mentor, coach, and community make all the difference [13:04] You learn more by doing. Speed wins deals [13:39] Act first, then confidence follows: be, do, have Who This Episode Is For: Aspiring investors who want to buy their first storage facility Anyone who feels stuck, confused, or overwhelmed about where to start Investors who think they need a lot of their own money or a facility in their backyard New investors trying too many marketing strategies at once Anyone ready to stop consuming information and start taking action Why You Should Listen: Most people who want to get into self-storage never buy a facility. Usually it isn't because the business is too hard. They get lost in excuses, information overload, and too many strategies at once. Alex cuts through that and lays out exactly what to focus on first. The core lesson is simple: decide and commit, pick one lane, and get your reps in. Build your list, have meaningful conversations, analyze deals every day, and make offers every week. The confidence comes from doing the work, not the other way around. Follow Alex Pardo here: Storage Wins — storagewins.com Book a call with Alex — storagewins.com/call Follow Alex on Facebook Follow Alex on Instagram Subscribe on YouTube Stop thinking and start doing. Pick one lane, build your list, and start making offers. If you're serious about buying your first storage facility with the right people in your corner, head to storagewins.com/call and let's hop on a short ten-minute call to see how we can help.