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.

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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

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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

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Host

Chad Griffiths — The Industrial State Show

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#industrialrealestate #cre #SmallBayindustrial #NNN #LucerneCapital #ChadGriffiths #DeRisking #EnvironmentalInsurance #EastCoastCRE