Advertise on podcast: The Industrial Real Estate Podcast

In this episode of the Industrial Real Estate Podcast, Chad Griffiths sits down with David Greek of Greek Real Estate Partners to unpack the past, present, and future of industrial real estate. David shares the remarkable story of building a third-generation family business—managing over 23 million square feet across major U.S. markets. The conversation explores how industrial real estate transformed from an overlooked asset class into one of the most sought-after investments today. They break down: - How e-commerce and COVID reshaped industrial demand - What separates “perfect” warehouse design from flawed developments - Why vacancy rates can be misleading without deeper analysis David also shares insights on long-term development strategy, building for adaptability, and why many modern buildings still fall short. The episode closes with a discussion on Circulate New Jersey, an initiative aimed at correcting misconceptions about industrial development and highlighting its economic and environmental impact. -- Connect with David: Greek Real Estate David's Linkedin -- More from The Industrial Real Estate Podcast

In this episode of The Industrial Real Estate Podcast, Chad Griffiths hosts Ben Fraser, Chief Investment Officer at Aspen Funds, to break down the current industrial market development trends and what’s really driving tenant demand across the U.S. as we move into the next phase of the cycle. Ben shares how reshoring and nearshoring are reshaping industrial location decisions, why demand has shifted away from mega-box distribution facilities toward mid-sized industrial buildings, and how developers are adapting their strategies to changing tenant requirements. The conversation also explores site selection, infrastructure, incentives, and why markets along the I-35 corridor—including Kansas City—are seeing outsized activity. Key topics include: Where industrial tenant demand is strongest today Why not all industrial assets are performing equally Manufacturing vs. warehousing demand in today’s marketHow investors should think about industrial development risk vs. reward Whether you’re an investor, developer, broker, or simply tracking the industrial real estate market, this episode provides a grounded look at what’s working, what’s not, and where the next opportunities are emerging. Connect with Ben Aspen Funds Ben' Podcast Ben's book -- Industrial Real Estate MERCH More From The Industrial Real Estate Podcast

In this episode of The Industrial Real Estate Show, Chad Griffiths & C'Jon Armstead break down one of the most misunderstood yet powerful skills in Industrial real estate: effective cold calling. Whether you're a broker, investor, developer, or anyone relying on outbound outreach, this episode offers a detailed look at what actually works in today’s market—and why most people get it wrong. We dive deep into the tactics, scripts, mindset, and systems behind successful industrial real estate prospecting. Instead of relying on a transactional “Do you want to sell?” approach, this episode explores how to create value-based conversations that open doors, build long-term relationships, and turn owners who ignore most calls into genuine opportunities. -- Connect with C'Jon: https://www.linkedin.com/in/cjonarmstead/ Connect with us: https://linktr.ee/industrialpodcast

Welcome To The Industrial Real Estate Show. Chad sits down with Professor Tim Minshall, author of How Things Are Made. We dig into why manufacturing knowledge disappeared from public view, the “illusion of explanatory depth,” and how a simple roll of toilet paper reveals global supply chains, energy, water, and decades of process know-how. We also tackle reshoring, industrial commons, and what governments and companies can realistically do over the next 5–10 years. Discussion Topics: How Manufacturing Drives Industrial Real Estate Reshoring and the Return of Making Things Locally Supply Chain Resilience vs. Efficiency -- Connect with Tim Minshall Connect on X Buy the Book Connect with Chad More From The Industrial Real Estate Show Subscribe to the NEW Youtube Page

Welcome to The Industrial Real Estate Show. In this episode, Chad sits down with David Hansel, Managing Partner at Lucern Capital, to unpack how his team pivoted from multifamily into multi-tenant industrial. They dig into buy boxes, tenant mix, capital stacks, interest-rate impacts, and what’s next through 2026—plus practical tips for sourcing deals and competing with bigger players by staying scrappy. Discussion Topics: Why small/mid-bay industrial can feel like multifamily—without the labor drag The playbook for environmental insurance (what it covers, cost, timing, real claims) Buy box specifics: size, locations, construction quality, tenant profiles Real-world capital stacks (60–70% debt; using pref equity selectively) 2025–26 market outlook: lease duration, downsizing tailwinds, competition Guest David Hansel — Managing Partner, Lucerne Capital 🔗 Website 🔗 LinkedIn Host Chad Griffiths — The Industrial State Show 🔗⁠ NEW Youtube 🔗 Connection Links #industrialrealestate #cre #SmallBayindustrial #NNN #LucerneCapital #ChadGriffiths #DeRisking #EnvironmentalInsurance #EastCoastCRE

Chad Griffiths & author Cody Payne unpack the entire flex/small-bay industrial playbook—from what “flex” actually means, to development models and costs, leasing strategy, underwriting, and the real risks to watch. If you’re eyeing contractor garages, incubator space, showroom-style flex, or multi-tenant “multifamily of industrial,” this episode is your field guide. Key Takeaways ​“Flex” is today’s label for small/shallow-bay multi-tenant industrial—think 1,000–5,000 SF bays with ~10% office.​Development models range from bare-bones metal to showroom and premium; costs scale fast with glass, height, finishes, yards, mezz.​Showroom models (18–20’ clear, strong frontage) often drive rent growth and resale value -- Connect Cody Payne Linkedin Cody's Book Check our NEW Industrial Real Estate Show Merch Store! Linktree

I had the pleasure of being joined by Henry Eisenstein, a successful broker, investor and prospecting genius.We explored a number of topics, including why brokers and investors should cold call, what to say during the call, and how to maximize your chances for success. 0:00 - Introduction 0:49 - Why cold call? 2:46 - Who can cold call? 5:46 - Getting better at prospecting 7:35 - Salary vs commission 11:32 - Henry's script 16:21 - Follow up 22:43 - Integrating tech 26:42 - Getting over call reluctance 32:18 - Henry's YouTube channel About Henry: Over the last 5 years, Henry's life has exploded in every fashion. Now at 29, Henry has been a part of over $500 Million in real estate transactions, owns several investment properties, and travels the world while selling over $100 million a year personally. His life wasn't always like this. Henry was depressed from the age of 9, and attempted suicide twice before 14 years old. Stumbled into real estate after quitting his "corporate job" he had quit college for. Went broke 3 times in real estate, and built and rebuilt his team 4 times before his break. While over the last few years, Henry went from selling over 100 single-family homes per year to now 100% focusing his time on the commercial division of his team. His next BIG goal is to take his commercial team to over $1 Billion in sales annually. He credits all of his success to 3 things. First off, his insatiable drive to be bettering himself every single day. 1% a day adds up. Secondly, he focuses on relationship building, your network is your net worth is something he truly took to heart. Lastly, living in a state of gratitude. It's hard to have a bad day when you are overwhelmed with gratitude. This keeps him level-headed even through the toughest storms in life. Henry's vision is to create an environment of empowerment, positivity, love, and abundance for everyone he connects with. Connect with Henry: Website: https://www.henryeisenstein.com/ YouTube channel:    / @henryeisenstein   --🙋‍♂️ Chad Griffiths, MBA, SIOR 🚩 Subscribe: https://www.youtube.com/@industrializ... #coldcall #prospecting #industrialrealestate

In this week's episode I was joined by the illustrious Ken Ashley to talk about tips for new commercial real estate agents looking to break into the industry as well as what existing brokers can do to increase their business! 00:00 Intro & past adventures 01:05 CREI Summit teaser 01:18 Ken’s origin story + “Real Estate Prescription” book mention 04:00 Career momentum analogies 06:43 Market cycles, recency bias & why now is an opportunity 08:51 Choosing a brokerage 10:11 Splits, resources & why mentorship matters more than brand 13:39 How to find/secure a mentor 18:14 It’s OK to pivot—time horizons & expectations for new brokers 20:10 Year-one roadmap to expertise 23:39 Become the market expert—and tell everyone you can help 25:24 Business development 29:25 Marketing vs sales; why social media is one plank 35:10 What to post: Ken’s “Four Corners” content strategy 37:22 What not to post: avoid controversy; handling trolls & staying positive 41:54 Dealing with negative comments 45:40 Inside the CRI Summit: purpose, community & recognition lists 49:05 Digital tools & AI: from tools → tasks; rainmaking focus 51:17 Next CRI Summit details 54:14 Ken’s book details & closing remarks Connect with Ken: X: https://x.com/kenashley LinkedIn: https://www.linkedin.com/in/kenashleyatlanta CREiSUMMIT: https://creisummit.com/ -- 🚨 New! "Industrialize: The Kids Guide to Industrial Real Estate" is now available: https://mybook.to/industrializejr 📈 "Industrialize: The Insider's Guide to Industrial Real Estate" is now an Amazon bestseller in the category of Commercial Real Estate: https://mybook.to/industrialize -- 🚩 Subscribe: https://www.youtube.com/@industrialize?sub_confirmation=1 #industrialize #industrialinsiders #industrialrealestate

In this week's episode Ron walked through his track record of about $25M in partner-equity deals with no LP syndications, where he typically sells at a 2× equity multiple plus cash flow. After selling most of his holdings this year (three sold, one small buy), he’s retooling with fewer partners, longer holds, higher-quality assets with durable leases, and sites that include optional land he can monetize later. The big takeaways match my playbook: be fast to underwrite and offer, but patient until a real opportunity appears. Tighten NNN leases and keep meticulous documentation because institutions turn diligence up to roughly 10x a normal deal. Ron’s recent IOS example summed it up well: bought two buildings on roughly 4 acres for $2.35M, corrected overstated acreage, reset a tenant to market before closing, secured about 5% seller financing, re-leased quickly after a vacancy (plus a roof repair), then exited about 18 months later to Blackstone for $4M+ at roughly a 6.4 to 6.5% cap. Looking ahead, he is eyeing an 80,000 sf Laredo distribution play with two years of term left, comfortable with lease-up risk given a low basis and easy demisability. We both prefer clustering assets in one submarket to cross-shop tenants. Macro view: the economy feels fragile, cap-rate compression is a maybe, and selective small IOS, sometimes all cash, can be the resilient move -- 🚨 New! "Industrialize: The Kids Guide to Industrial Real Estate" is now available: https://mybook.to/industrializejr 📈 "Industrialize: The Insider's Guide to Industrial Real Estate" is now an Amazon bestseller in the category of Commercial Real Estate: https://mybook.to/industrialize -- 🚩 Subscribe:    / @industrialize   #industrialize #industrialinsiders #industrialrealestate

Ethan is a Baltimore-area investor who moved from offices and strip centers into strictly industrial after years of high capex and constant turnover in those assets. His 30,000 sf small-bay warehouse bought in 2013 for $2.15M has run nearly full for 12 years, needed little capex, and is now worth about $4.5M. Limited new supply of small bay, 3 percent annual rent bumps, and sticky tenants made it a cash cow. He sees big funds drifting down-market from big box to chase yield, but notes small-bay tenants are gritty and practical, so local owners who know the profile often have an edge. He has doubled down on industrial outdoor storage. A 16-acre site near Dover was bought for about $1.2M, improved with gravel, fencing, solar lights, cameras and an app-controlled gate, then run by a truck-parking operator. Pricing is about $175 per spot per month with daily and weekly options, modeled for roughly 180 stalls and now about 65 percent occupied, already covering the mortgage. He financed quickly via a line of credit then plans to refi after stabilization. A failed Phase I led to a clean Phase II, which unlocked the deal. He also owns two 5,000 sf warehouses with 1.5 acre yards leased to a pipe distributor, a contractor and a granite company, plus another IOS site across from Dover being turned into containerized self-storage. Strategy wise he avoids Baltimore City’s higher taxes, favors Harford County and secondary markets near highways on the I-95 corridor, and targets IOS parcels of 3 to 5 acres or more where supply is scarce and demand is deep. -- 🚨 New! "Industrialize: The Kids Guide to Industrial Real Estate" is now available: https://mybook.to/industrializejr 📈 "Industrialize: The Insider's Guide to Industrial Real Estate" is now an Amazon bestseller in the category of Commercial Real Estate: https://mybook.to/industrialize -- 🚩 Subscribe: / @industrialize #industrialize #industrialinsiders #industrialrealestate

Jay Olshonsky, former chairman president and CEO of NAI Global, joined to share why he launched 42 Plus LLC, an advisory firm named for his years in the business. His mission is to fight stagnation he sees across real estate by helping leaders move forward. We dug into AI’s impact, the likely ebb and flow of an eventual bubble, and why you must pay attention even if you are not the expert. Jay partners with Phil Stringer to bring proven AI training from the residential side into commercial. He sees AI as a time saver for research, writing, analysis, and outreach, while reminding us that local knowledge and face to face work still win. Big firms keep consolidating, yet access to data and tools has leveled the field for boutiques. Personal branding in commercial is catching up to residential, with standouts showing how consistent value beats company size. Jay’s playbook is simple. Know your audience. Give value. Use AI if it saves ten hours a week and rethink it if it costs twenty. Invest in travel and in person meetings to deepen insight and trust. Reverse mentor with younger pros to keep messaging sharp. He views the industry as 10 percent elite adopters, 10 percent striving, and a large middle stuck in place. His closing note was clear. Most people are not failing, they are stagnating, and a few smart changes can get them moving again. -- 🚨 New! "Industrialize Jr: The Kids Guide to Industrial Real Estate" is now available: https://mybook.to/industrializejr 📈 "Industrialize: The Insider's Guide to Industrial Real Estate" is now an Amazon bestseller in the category of Commercial Real Estate: https://mybook.to/industrialize -- 🚩 Subscribe: https://www.youtube.com/@industrialize?sub_confirmation=1 #industrialize #industrialinsiders #industrialrealestate

On this episode of the Industrial Real Estate Show, I sat down with Allen Buchanan, a veteran broker and author of The Sequence, a framework for brokers to succeed in the industry. Allen shared his journey from growing up in a family business to starting out at Procter & Gamble, before eventually finding his way into commercial real estate back in 1984. Over 41 years, he has built his entire career in Southern California with Lee & Associates, watching both his firm and the industrial market grow into global leaders. He explained how market dynamics shifted dramatically through the pandemic, with skyrocketing rents, surging development, and now a tenant-friendly environment as supply balances out with softer demand.We also dug into his motivation for writing The Sequence. For Allen, the book is both a tactical roadmap and a legacy piece, weaving lessons from his career, mentorship experiences, and life inflection points. He emphasized the importance of defining your “why” before jumping into brokerage, seeking mentorship, and aligning with the right company and asset class. He also spoke about the industry’s evolution, how AI and data are reshaping competition, and why training, mentorship, and coaching are critical for brokerages to reduce high attrition rates. Looking ahead, Allen plans to continue writing, mentoring, and training new brokers, all while balancing his passion for real estate with family travel and personal goals.Buy Allen's new book: https://www.amazon.com/SEQUENCE-Perso...--🚨 New! "Industrialize: The Insider's Guide to Industrial Real Estate" is now available: https://mybook.to/industrialize--🚩 Subscribe:    / @industrialize  #industrialize #industrialinsiders #industrialrealestate

On this episode of the Industrial Real Estate Show, I sat down with my friend and fellow author Amy Calandrino to talk about what it’s really like to write and publish a book. Amy shared her story of burnout and how that ultimately inspired her to write, while I reflected on my own process and how the hardest parts weren’t the writing itself but publishing and especially marketing. We compared what worked for us, what didn’t, and how both of us underestimated just how much effort it takes to sell a book once it’s out in the world. From there, we dug into marketing strategies, including some unorthodox approaches I tried like memes, funny videos, and cringey-but-effective tactics that actually helped spark attention. I admitted I’d do things differently next time (better planning, more coordination, and a clearer business plan) but also recognized that selling a book is a long game. We agreed that unlike real estate, book sales build slowly, and it takes persistence, creativity, and consistent effort. At the end of the day, I came away with a deeper appreciation for the process and the importance of weaving my book naturally into everything I do moving forward. Connect with Amy: Website: https://www.amycalandrino.com/ Book: https://www.amazon.com/Perfect-Real-P... -- 🚨 New! "Industrialize: The Insider's Guide to Industrial Real Estate" is now available: https://mybook.to/industrialize -- 🚩 Subscribe: / @industrialize #industrialize #industrialinsiders #industrialrealestate

In this episode of the Industrial Real Estate Show, Tyler Maddox from MCA Realty shares his 35-year journey from brokerage to leading a Western US-focused industrial investment firm. MCA targets small to mid-bay industrial properties in primary and secondary markets from Texas westward, avoiding tertiary areas due to lower liquidity. Starting in 2011, they concentrated on multi-tenant assets with below-market rents, improving and stabilizing them before selling or refinancing. Their first fund of $50 million launched in 2020, followed by a $100 million second fund in 2024. Maddox explains that their strategy has remained consistent through market shifts, focusing on under-managed assets owned by private investors and upgrading them to capture rent growth, while minimizing risk through tenant diversity. He emphasizes that small-bay industrial is operationally intensive compared to big-box single-tenant buildings, with challenges such as managing mom-and-pop tenants, short leases, credit risk, and varying eviction laws. Despite these hurdles, limited new supply supports resilience in rents and occupancy. Maddox also notes emerging issues like increasing tenant power demands amid strained electrical infrastructure, as well as opportunities in industrial condominiums for owner-users. He credits MCA’s success to quick decision-making, discretionary capital, and a strong, complementary team, and sees continued long-term opportunity in the small-bay space due to its scarcity and tenant demand. About Tyler: Mr. Mattox is a Principal at MCA Realty and is responsible for directing the investment related activities including the acquisition, development and disposition of all investments, as well as oversight on the firms asset management. Mr. Mattox has over 33 years of broad based real estate experience. Prior to MCA Realty, Mr. Mattox was the Principal Owner of Mattox Property Services, an opportunistic real estate investment and development company that identified and acquired underperforming assets. In this role, he managed all facets of the repositioning process, including acquisitions, financial underwriting, debt and equity capitalization and physical due diligence. Prior to the formation of Mattox Property Services, Mr. Mattox was employed by CBRE and during his tenure rose to the level of Senior Vice President, the highest office available to producers at the time of his departure. Connect with Tyler: Website: https://mca-realty.com/tyler-mattox/ LinkedIn: https://www.linkedin.com/in/tyler-mattox-6723218 -- 🚨 New! "Industrialize: The Insider's Guide to Industrial Real Estate" is now available: https://mybook.to/industrialize -- 🚩 Subscribe: https://www.youtube.com/@industrialize?sub_confirmation=1 #industrialize #industrialinsiders #industrialrealestate

In this episode of The Industrial Real Estate Show, I had the pleasure of speaking with Vance Lazar from Pioneer Architecture. Vance has a long and impressive background in architectural design, with a strong focus on logistics and industrial facilities. He walked me through his career path, from early work in visualization to launching his own firm that's dedicated to logistics. Vance prefers the term "logistics" over "industrial" because he believes the field is all about speed, efficiency, and true collaboration. We covered a lot of ground, including site planning, ceiling heights, bay spacing, and growing power demands from electrification and automation. Vance talked about the importance of understanding local markets and how design needs shift from place to place, like Phoenix versus Indiana. He also highlighted how critical it is to work closely with partners across all disciplines, whether it’s engineers or contractors, to avoid missteps and improve project outcomes. One of the most fascinating parts was Vance’s explanation of how his team uses Revit and advanced visualization tools to create immersive virtual walk-throughs. Clients can experience a space before a shovel hits the ground, which helps speed up the entire process. We wrapped up with a personal moment, as Vance shared that his son is starting an internship in logistics and that my book played a small part in inspiring that path. It was a great conversation and I really appreciated his insight. About: Vance Lazar, originally born in Las Vegas but raised in California alongside his identical twin brother Kirk, has returned to his roots by obtaining his architectural license in Nevada. With extensive expertise spanning six other States including Texas, Louisiana, Georgia, Indiana, Ohio and Kentucky – Lazar’s homecoming promises a blend of fresh perspectives and innovative designs for Nevada’s Logistics Market. Reflecting on his hometown roots, Lazar reminisces, “Though raised in California, Vegas has always been in my blood. We used to joke that we were born on a craps table, with Mom rolling snake eyes.” Local stakeholders eagerly anticipate collaborating with Lazar on upcoming projects, recognizing his talent as a driving force behind elevating Nevada’s built environment. With his license secured, Lazar is prepared to redefine the architectural narrative of his beloved Las Vegas and beyond, including the industrial spaces vital to the state’s economic landscape. Connect: Website: http://pioneerarchitecture.com/ LinkedIn: https://www.linkedin.com/in/vance-lazar-1975a412 -- 🚨 New! "Industrialize: The Insider's Guide to Industrial Real Estate" is now available: https://mybook.to/industrialize -- 🚩 Subscribe: https://www.youtube.com/@industrialize?sub_confirmation=1 #industrialize #industrialinsiders #industrialrealestate