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 EstateReshoring and the Return of Making Things LocallySupply Chain Resilience vs. Efficiency-- Connect with Tim Minshall Connect on X Buy the BookConnect 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 dragThe playbook for environmental insurance (what it covers, cost, timing, real claims)Buy box specifics: size, locations, construction quality, tenant profilesReal-world capital stacks (60–70% debt; using pref equity selectively)2025–26 market outlook: lease duration, downsizing tailwinds, competitionGuestDavid Hansel — Managing Partner, Lucerne Capital🔗 Website🔗 LinkedInHostChad 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--ConnectCody PayneLinkedinCody's BookCheck 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 - Introduction0:49 - Why cold call?2:46 - Who can cold call?5:46 - Getting better at prospecting7:35 - Salary vs commission11:32 - Henry's script16:21 - Follow up22:43 - Integrating tech26:42 - Getting over call reluctance32:18 - Henry's YouTube channelAbout 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