This week, Saul sits down with Graham Storey to break down how he transitioned from brokerage into owning small bay industrial—using direct-to-seller outreach and seller financing to create serious equity.

After learning under CityPlat in North Carolina, Graham began sourcing and buying bite-sized industrial deals in tertiary markets—often with seller financing and little to no money out of pocket.

Key takeaways:

• Why tertiary markets still offer spread between lease rates and pricing

• How Graham structures seller-financed industrial deals

• The “lease-before-close” strategy to unlock value

• A real-world BRRR example in small bay industrial

• Why cold calling still works in overlooked markets

Connect with Graham: Instagram: @graham_storey Podcast: Commercial Real Estate Blueprint

If you're trying to move from broker to owner—or ramp up your off-market acquisition strategy—this episode is a tactical blueprint.

This week, Saul sits down with Justin Goodin, founder of Goodin Development, to break down the real mechanics behind ground-up multifamily development in today’s market.

From starting as a multifamily underwriter to building $33M Class A mixed-use projects across Indiana, Justin shares why he transitioned out of value-add, how he structures public-private partnerships, and what it actually takes to get a deal from land to exit in under three years.

Key takeaways:

• Why development can be less competitive than value-add
• How to calculate developer spread and yield on cost
• The role TIF incentives play in making deals pencil
• Real timelines from land acquisition to stabilization
• How Justin structures development fees and contingency

Connect with Justin: https://goodindevelopment.com/invest-with-us/

If you’re an operator thinking about scaling into development—or wondering whether ground-up makes sense in 2026—this episode gives you a practical, math-driven look at what it really takes.

This week, Saul sits down with Paige Gunn, VP at Sands Investment Group, for a boots-on-the-ground view of what’s really happening in industrial and office markets across Chicago and the Midwest.

With over $370M closed across her career, Paige shares where she’s seeing buyer movement, how operators are navigating high taxes and leasing softness, and why tertiary markets like Des Moines and Omaha might be the best play for 2026.

Key takeaways:

• Which Midwest markets are heating up outside of Chicago
• The real story behind small bay industrial leasing velocity
• Why sellers are still holding on—and when that might change
• Office-to-industrial conversions: what works and what doesn’t
• Paige’s long-view strategy for navigating downturns with adaptability

Connect with Paige: pgunn@sandsig.com & LinkedIn: https://www.linkedin.com/in/pngunn/

If you’re operating or investing in secondary or tertiary markets, this episode gives you the field-tested insights to see what’s ahead.