The Industrial Real Estate Podcast

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 mention04:00 Career momentum analogies 06:43 Market cycles, recency bias & why now is an opportunity08:51 Choosing a brokerage10:11 Splits, resources & why mentorship matters more than brand13:39 How to find/secure a mentor 18:14 It’s OK to pivot—time horizons & expectations for new brokers20:10 Year-one roadmap to expertise 23:39 Become the market expert—and tell everyone you can help25:24 Business development29:25 Marketing vs sales; why social media is one plank35:10 What to post: Ken’s “Four Corners” content strategy37:22 What not to post: avoid controversy; handling trolls & staying positive41:54 Dealing with negative comments 45:40 Inside the CRI Summit: purpose, community & recognition lists49:05 Digital tools & AI: from tools → tasks; rainmaking focus51:17 Next CRI Summit details 54:14 Ken’s book details & closing remarksConnect with Ken:X: https://x.com/kenashleyLinkedIn: https://www.linkedin.com/in/kenashleyatlantaCREiSUMMIT: 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

In this episode of The Industrial Real Estate Show, I sat down with Rick Walker, a guest with an incredibly diverse background. He built a company to 400 employees, scaled a nonprofit into 50 countries, ran for Congress, and even had a one-on-one meeting with President Trump. Rick shared how he transitioned into real estate by rolling his broker fees into equity, which led to launching a $500 million fund focused on industrial development in Texas. We covered a lot of ground, including current market conditions, challenges around site selection and power access, and the growing concern of rising property taxes. We also talked about his new book, which is full of practical advice for men looking to find purpose and take action. One idea that stood out to me was his concept of choosing a "worthy enemy" as a way to spark momentum. His message about hope really resonated. Even a small amount, he said, can push back against any threat.About Rick:Rick began in the poverty of a two-bedroom home, with big dreams and low self esteem. Borrowing $1,000 from his Mom he founded and took one business to 400 employees by the time he was 26. He scaled another company into 6 states. At the same time he led a nonprofit expansion into 53 countries and added over a thousand staff. All in his 20’s and 30’s while dealing with personal and health issues. And even with terrorists threatening him.Now in his late 40’s, he advises some of the world’s most powerful families and for the first time reveals his simplified 9 Steps process.His podcasts and talks communicate deep insights into how mankind functions, rooted in his acquired knowledge of ancient literature, world religions, strategy, and the arts. His central claim is that each of these domains communicates truth.His background beyond business includes serving as Chairman of a $150MM charitable foundation and director of a Middle Eastern religious college, concurrently. He hosts a podcast featuring long-form conversations with the most powerful members of the US Senate, US House of Representatives, the Presidential Cabinet, Fortune 500 CEOs, billionaires, and fellow multi-domain polymaths.Rick currently serves at a private equity firm he founded with a group of wealthy families and is the author of a forthcoming book on seeing through the world. Residing in Texas with his wife of 23 years and three mostly teenage daughters, his free time is consumed by sports, ballet lessons, and secret milkshake runs.His 3:30 AM wake-up call helps fit everything in.Rick’s Book (9 Steps to Build a Life of Meaning):https://www.amazon.com/dp/B0F4LS82GP?maas=maas_adg_654449B84E0741CBE9174F2514BACA9C_afap_abs&ref_=aa_maas&tag=maasRick’s Newsletter: https://funnel.rickwalker.com/optin?utm_source=youtube&utm_medium=podcast&utm_campaign=hostlastnameRick on YouTube: https://www.youtube.com/@rickwalkertxRick on X: https://x.com/RickWalkerTXRick at Lumicre Private Equity: https://lumicre.com/ Rick’s Website: https://www.rickwalker.com--🚨 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

Clint Murphy, a seasoned finance and real estate professional with over $2 billion in transaction experience, shares insights from his career transition from CFO to developer. He dives into how real estate investment strategies align with stock market concepts and emphasizes the importance of adaptability amidst land constraints and market fluctuations. Clint discusses the intricacies of real estate development, the impact of regulatory challenges, and the crucial need for effective communication in this ever-evolving landscape.