Podcast
The Industrialist
Hosted by Jeremy Mercer · EN
Dive into the world of entrepreneurship, investing, and the inner workings of business through the eyes of an industry insider. Join Jeremy Mercer every week as he delivers compelling discussions on economic trends and critical news. Experience the thrill of the trade with seasoned brokers sharing their wildest cold-calling tales and innovative deal-making tactics. Plus, gain unique monthly insights into retail trends, from sweeping national movements to nuanced local developments. With two episodes each week, The Industrialist is your go-to source for inside perspectives.
11episodes
Episodes
Newest firstAll episodes
Football Drama, Failing Malls & Texas Real Estate Trends
Jun 1000:16:44Tap to summarizeIn this episode of Shop Talk, Jeremy and Will dive into two topics Texans can't stop talking about: college football and real estate.The conversation starts with the latest controversies surrounding college football, including rule enforcement, player discipline, and the ongoing challenges facing programs across the country. The hosts share their perspectives on how the game is evolving and what these developments could mean for teams, coaches, and fans moving forward.They also take a deep dive into the Dallas real estate market and the changing landscape of urban development. From infrastructure projects and redevelopment efforts to the decline of once-iconic landmarks, the discussion explores how city planning decisions are shaping the future of Dallas and creating new opportunities for investors and businesses.Whether you're following the latest college football headlines, watching the Texas real estate market, or simply interested in how major projects impact local economies, this episode delivers insights, opinions, and plenty of Shop Talk along the way.Topics Covered:• College football controversies and rule enforcement• The evolving landscape of college athletics• Dallas infrastructure and redevelopment projects• The future of the urban core• Real estate market trends and investment opportunities• How city planning impacts economic growth
Transcribe →The Deals We’re Chasing, The Deals We’re Passing On, and Why
Jun 300:30:46Tap to summarizeFOLLOW & SBSCRIBE SO YOU NEVER MISS AN EPISODE!In this episode of Shop Talk, Jeremy and Will pull back the curtain on what’s been happening behind the scenes at Matador.From graduations and travel schedules to new acquisitions hitting the market, the team discusses the realities of operating in today’s industrial real estate environment. With interest rates remaining elevated and market conditions continuing to shift, they share how they're adapting, finding opportunities, and staying active while many investors remain on the sidelines.The conversation covers current market sentiment, creative financing strategies, sourcing deals in a competitive environment, and why flexibility has become one of the most valuable tools in real estate. They also touch on the importance of maintaining strong tenant relationships, staying informed on market trends, and identifying niche opportunities that others may overlook.Whether you're an investor, broker, business owner, or simply interested in commercial real estate, this episode offers a candid look at the challenges and opportunities shaping today's market.Topics discussed:• Current industrial real estate market conditions• How rising interest rates are impacting deal flow• Creative financing and capital solutions• Finding opportunity in uncertain markets• Portfolio updates and new properties coming to market• The importance of tenant retention and relationships• Lessons learned from navigating a changing marketIf you've been wondering how experienced operators are approaching today's market, this episode is for you.
Transcribe →Dave Cheatham on Retail Real Estate, Leadership, and the New NIL Era
May 2101:25:12Tap to summarizeIn this episode of The Industrialist, Jeremy Mercer sits down with retail real estate veteran Dave Cheatham to discuss the changing business landscape surrounding college athletics, NIL, and the broader evolution of real estate strategy.With more than 30 years of experience and over $3 billion in retail transactions, Dave has advised some of the nation’s largest brands including JCPenney, Hobby Lobby, Aldi, Gap, Darden, CVS Pharmacy, and Signet. Throughout his career — including leadership roles at CB Richard Ellis, Staubach Retail, and X Team Retail Advisors — he has become known for helping shape corporate real estate strategies, executing large-scale retail rollouts, and mentoring the next generation of industry leaders.Jeremy and Dave dive into how NIL is reshaping college sports, how universities and brands are adapting, and why understanding market dynamics matters more than ever. The conversation also explores the parallels between sports and real estate - from stadium developments and student housing demand to long-term investment strategy and navigating changing economic cycles.This episode is a practical discussion on leadership, adaptability, relationship-driven business, and what it takes to stay ahead in industries that are constantly evolving.
Transcribe →From Deloitte to IOS: Chris Wong’s Path Into Industrial Real Estate
May 701:16:02Tap to summarizeIn this episode of The Industrialist, Jeremy Mercer sits down with Chris Wong to talk about his unconventional path from tax and M&A work at Deloitte into the world of real estate investment.Chris shares how his background in accounting and corporate tax gave him a unique lens on transactions, development, and investment strategy. The conversation covers his time at Hillwood, helping build out real estate operations at Austin Industries, and how those experiences shaped the way he approaches deals today.They also get into the growth of industrial real estate in Dallas-Fort Worth, the influx of institutional capital into the market, and why understanding operations and market fundamentals matters more than ever. Chris breaks down lessons learned from both successful deals and difficult ones, emphasizing the importance of due diligence, adaptability, and long-term thinking.This is a practical conversation about career pivots, real estate fundamentals, and what it takes to navigate an increasingly competitive market.And for anyone looking to break into the business, Chris’s story is proof that there’s no single path into real estate.
Transcribe →The Truth About Small Bay Industrial Investing with Cody Payne and Michael Tran of Flex Parks USA
Apr 3001:08:29Tap to summarizeIn this episode, Jeremy and Will sit down with Michael Tran and Cody Payne to break down what they're seeing in the small bay industrial market.They cover how to analyze sites, what actually matters in development, and where they see people get leasing and management wrong. The conversation gets into real operating challenges, from rent collection to tenant relationships, and why execution on the ground is what separates good deals from bad ones.They also talk through current market trends across Texas, where the opportunities are, and why small bay continues to attract serious investor attention. If you’re looking at this asset class, or already in it, this is a practical discussion on what works, what doesn’t, and where things are headed.https://flexbusinessparks.com/
Transcribe →BIG Announcement from Matador
Apr 2200:23:17Tap to summarizeJeremy announces some big news about Matador business and then the rest of the episode is a mix of real-time market talk, deals in motion, and what we’re seeing on the ground right now.They also get into:Why responsiveness is more important than ever in today’s marketHow small delays can completely change the outcome of a dealWhat Matador seeing on active transactions right nowA property management lesson on older industrial buildings and why you need to physically check on your assets, especially during weather eventsSome Dallas development news and a few stories from deals we’ve been around
Transcribe →The Advantage You Can’t Fake: Romy Cheema on Local Presence in Real Estate
Apr 1601:05:59Tap to summarizeIn this episode, Jeremy sits down with Romy Cheema to talk about what actually drives success in real estate, and what most people get wrong.They get into the importance of being in your market, not just analyzing it from a distance. Romy breaks down how proximity leads to better relationships, better information, and ultimately better deals.They also cover common mistakes investors make, missing local demand signals, overlooking tenant quality, and relying too heavily on data without real-world context.One of the bigger themes in this conversation is storytelling. Not in a marketing sense, but in how you build trust. Romy shares how his background and experience have shaped the way he connects with clients and builds credibility in the market.This is a straightforward conversation about fundamentals—what works, what doesn’t, and what actually compounds over time.Topics covered:Why being physically present in your market mattersThe most common mistakes investors make early onHow to think about tenant quality and long-term valueWhy relationships still drive this businessThe role of storytelling in building trust
Transcribe →We still buy buildings, we will always buy buildings!
Apr 1500:40:12Tap to summarizeThis week’s Shop Talk is a real-time look at what’s actually happening in the market, from acquisitions to macro trends to where things may be headed next.Jeremy and Will break down where they’re actively buying today, with a heavy focus on small bay industrial in North DFW, Austin, and San Antonio. They walk through their current buy box, what they’re avoiding, and why older, overlooked assets can still outperform when bought right.A big part of the conversation centers around replacement cost—and whether it even matters in infill markets where you can’t realistically build new supply. As rents continue to rise, values are pushing past traditional replacement metrics, creating tension with equity and forcing a rethink of how deals are underwritten.They also touch on:Where supply could create pressure (and where it won’t)Why zoning and infill constraints matter more than theoretical replacement costThe ongoing debate around IOS pricing and land valueOffice market uncertainty, AI-driven layoffs, and what that means for demandWhy fundamentals—and showing up consistently—still winThis is a candid, unfiltered discussion on what operators are seeing on the ground right now.
Transcribe →Cold Calls, Hard Deals, and Building Trust in CRE with Christian Moore
Apr 901:17:05Tap to summarizeIn this episode of Confessions of a Street Broker, Jeremy Mercer sits down with Christian Moore to break down the evolution of the Dallas commercial real estate market and what it actually takes to build a career in brokerage.The conversation covers market dynamics, deal-making strategies, and how COVID reshaped both industrial and office sectors. Christian shares real-world lessons from transactions, how to navigate challenging deals, and why fundamentals still matter in a competitive market.Christian joined Mercer Company in 2020 and has built a reputation around his deep, street-level knowledge of the Plano and Richardson submarkets. He spends a significant amount of time in his market—studying it, driving it, and staying close to real-time activity. That focus, combined with his ability to uncover off-market opportunities, has allowed him to consistently deliver strong outcomes for his clients.Known for his disciplined and detail-oriented approach, Christian brings a practical perspective to brokerage—covering everything from cold calling and client relationships to navigating zoning challenges and complex negotiations.If you’re in commercial real estate—or looking to get into it—this is a straightforward look at what actually works.Chapters00:00 Introduction to the Journey02:49 Early Life and Education06:01 Transition to Medical Field08:56 Shift to Real Estate11:46 Navigating the Real Estate Market14:40 Challenges in Commercial Real Estate17:51 Understanding Tenant and Landlord Dynamics20:44 The Impact of COVID-19 on Real Estate24:01 Current Market Trends and Insights38:59 Navigating Cold Calls and Market Dynamics44:13 Memorable Transactions and Unique Properties51:24 Challenges with City Regulations and Zoning52:22 Lessons from Being Fired and Confrontation in Business01:01:01 The Psychology of Clients and Their Expectations01:05:10 Personal Growth: From Track to Marathon Running01:10:18 The Risks and Rewards of Jiu-Jitsu
Transcribe →Shop Talk: We are back!
Apr 700:39:34Tap to summarizeDid you miss us? Jeremy and Will are back with a quick breakdown of what’s happening in the market right now and what it actually means.In this episode, they cover the recent upswing in the Dow, oil prices pushing toward $115 per barrel, and the broader ripple effects hitting everything from transportation costs to everyday expenses. If you’re feeling it at the pump, you’re not alone.They also touch on the national debt crossing $39 trillion and why that matters more than most people think (especially for investors, operators, and anyone paying attention to where the economy is headed). Listen to the full episode for the full breakdown.
Transcribe →