The Industrial Real Estate Podcast

Questor Media
  • 5.0 (31)
  • INVESTING
  • UPDATED WEEKLY

Join host Chad Griffiths as he interviews industry experts on a variety of industrial & commercial real estate topics.

  1. 12/09/2025

    Industrial Real Estate Lead Generation: The System Behind Consistent Listings

    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

    55 min

  2. 11/11/2025

    Manufacturing, Reshoring & The Future of Industrial

    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

    53 min

  3. 11/04/2025

    Small Bay Owners Competing With BIG Time Investors

    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

    56 min

  4. 10/28/2025

    How to Profit from Flex Space

    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

    53 min

  5. 10/21/2025

    How to Cold Call in Commercial and Industrial Real Estate

    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

    39 min

  6. 10/03/2025

    Break into CRE Brokerage

    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

    59 min

  7. 09/26/2025

    Industrial Outdoor Storage (IOS) Lessons with Ron Rohde

    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

    57 min

  8. 09/19/2025

    From Office to Industrial: The Cash Cow Shift

    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

    57 min
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Join host Chad Griffiths as he interviews industry experts on a variety of industrial & commercial real estate topics.

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