The Dream Buyer

Stephen is a Managing Director in the Dallas office of JLL Capital Markets, Americas. He joined JLL as part of the HFF acquisition and specializes in industrial investment advisory. In this capacity, he represents and advises clients in the sale and acquisition, or development of industrial assets, primarily in Dallas/Fort Worth and throughout the Southwestern United States.

Dustin is a Managing Director in the Dallas office of JLL Capital Markets, Americas. With more than ten years of real estate investment experience, he leads the South Central industrial investment advisory team. In three years at JLL, his team has closed over $2.1 billion in industrial transactions within Texas alone and over the course of his career, Dustin has closed over $3 billion in commercial transactions, working with a number of institutional, corporate and private-client owners.

On this episode, Stephen, Dustin & Chris discuss the Texas Industrial market. They dive into all the capital coming into the state, how JLL has helped them become so successful, increasing land prices, DFW vs. Houston, labor issues and more. Enjoy!

Watch this episode on YouTube: https://youtu.be/2-GuatD-Ws4

Follow Chris on Twitter: www.Twitter.com/FortWorthChris

Learn more about Chris Powers and Fort Capital: www.FortCapitalLP.com

Follow Chris on LinkedIn: www.linkedin.com/in/chrispowersjr/

Follow Fort Capital on LinkedIn: www.linkedin.com/company/fort-capital/

(01:53) - How did you each get into this business?

(04:27) - When did you two get partnered up?

(05:36) - How would you describe what you do and what markets you cover?

(07:36) - What does JLL bring to the table and what do they allow you to do?

(12:22) - What’s a job where you’ll work on the equity side?

(15:50) - How is Texas performing in your eyes compared to the rest of the country?

(19:49) - How much capital is trying to get into Texas Industrial?

(21:34) - Is there a percentage of new development that is spec vs. a tenant in tow?

(22:54) - The Forward Value Metric

(24:32) - Are TI Packages starting to go up?

(26:23) - What are the types of tenants leasing the industrial buildings?

(27:59) - What’s going on in the market as it relates to capital gains going up?

(29:13) - How have you been able to meet so many people & build client relationships?

(32:12) - Are the majority of people buying working for companies that pursue market-only deals?

(34:50) - What do a dream seller and dream buyer look like?

(35:47) - What’s the process of working with you from the decision to sell all the way to closing?

(39:33) - IRR's 

(40:47) - What’s the dispersion in underwriting vacancy in a market this crazy in Class B and Class A?

(43:14) - Why would Amazon ever leave a building?

(45:52) -  Are smaller tenants much more location-dependent in Class B?

(47:10) - What does the market for land prices look like?

(48:54) - How do people with tons of money to spend get into the Texas Industrial Market?

(52:51) - On seller/buyer calls, are there any great questions for sellers to ask on vetting a buyer?

(54:07) -  At what threshold are tenants not represented by brokers in the market?

(55:08) - What are you expecting to see in the next 12-18 months?

(55:57) - Are tenants struggling to find labor for warehouses?

(55:46) - Debt Pricing and Cost of Capital

(58:46) - DFW vs. Houston Market

(1:00:16) - What makes DFW such a big hub?

(1:01:37) - What happens if interest rates go up?

(1:02:42) - If you were getting in the industry today, what’s the playbook to be successful?

(1:05:19) - What’s most exciting to you in industrial over the next decade?

The FORT is produced by Straight Up Podcasts