The Industrial Real Estate Podcast
- Podcast
- April 17, 2023
Tailoring the Pitch for Institutional vs. Local Industrial Clients
In this episode of The Industrial Real Estate Podcast, Chad sits down with Carson Baird to discuss how to adjust your pitch depending on who's across the table — from institutional tenant reps managing global account surveys to local owner-users hunting for 5,000 square feet for a cabinet shop.
This episode covers how to identify what a client actually needs before you start showing properties, how institutional and local requirements differ in scope and process, and why the size of the deal shouldn't determine how much value you bring. You'll also get a grounded look at the Southwest Florida industrial market — how vacancy shifted after COVID and Hurricane Ian, what's driving land pricing in Collier County, and how the resources at a firm like CBRE stack up against boutique shops.
Connect with Carson Baird: https://www.linkedin.com/in/carsoncre/
Connect with us: https://linktr.ee/industrialpodcast
#IndustrialRealEstate #CBRE #CommercialRealEstate #Florida
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September 7, 2026
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