Adding Value with Shy Assar

 Inside the Episode: The Triad of Success: Why "Why," Training, and Mentorship are the only things standing between you and a career exit. The Invisible Ceiling: How Allen quadrupled his income in his 60s by embracing coaching after years as a top producer. Strategic Networking: Why socializing with your competitors isn't "networking" and how to build a referral engine with CPAs and Attorneys. The Power of Specialization: Lessons from the "Miller Brewing" method of dominating a micro-market. The "Qualify" Framework: A deep dive into the Q-U-Y-A-L-I-F framework to stop chasing ghosts and start closing deals. #CommercialRealEstate #CREBroker #RealEstateInvesting #IndustrialRealEstate #TheSequence #AllenBuchanan #ShyAssar #AddingValuePodcast #InlandEmpireRealEstate #BrokerageTraining Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

We dive into: Current IE industrial trends, regulations (AB98, SP330), and expansion to areas like Menifee, Beaumont, and Hesperia Tenant demands for state-of-the-art facilities (high clear heights, ESFR, trailer storage) CBRE's information advantage for institutional clients (Prologis, Clarion, Brookfield) and private landlords Brokerage strategies, career advice, and what it takes to rank in the top 3% nationwide Whether you're a developer, investor, broker, or just following Southern California logistics real estate, this masterclass is packed with actionable insights. I’m Shy Assar, Industrial Real Estate Broker in the Inland Empire at Voit Real Estate Services. Connect with me for buying, selling, or leasing industrial space: Email: Sassar@voitco.com Subscribe for more Inland Empire industrial real estate interviews, market reports, and expert discussions! Timestamps: 0:00 - Intro & Welcome to Adding Value w/ Shy Assar 1:00 - Eloy Covarrubias Background: Immigrant Roots & Early Career Start 3:30 - Joining Lee & Associates in 2001: Marketing to Land Brokerage 7:00 - Key Mentors & Large-Scale Land Assemblages at Lee 10:00 - Leap to CBRE at Age 37: Partnering with Joe 13:00 - CBRE's Information Advantage & Working with Institutional Clients 16:30 - Selling Information, Trends & Business Plans in Industrial Real Estate 20:00 - Land Brokerage Realities: Beyond Just Selling Land 23:00 - Tenant Demands: High Clear Heights, ESFR, Trailer Storage & Modern Specs 26:00 - Market Shifts: Regulations (AB98, SP-330) & Expansion to Peripheral Areas 30:00 - Inland Empire Logistics Trends: Vacancy, Construction Slowdown & Core Constraints 35:00 - Case Study: Ontario Ranch Business Park (ORBP) – 10-Year Development Journey 38:00 - ORBP Details: Buildings, Leasing, Refrigerated Facility & Pioneering South Ontario 42:00 - West Valley Logistics Center & Other Major Projects 45:00 - Daily Broker Life: Scouting Sites, Entitlements & Fast Information Flow 48:00 - Evolution of Brokerage: Speed, Preparation & Client Advisory Role 50:00 - Advice for Young Brokers: Listen, Prepare, Stay Positive & Learn from Losses 52:00 - The "Six Ps" & Long-Term Success Mindset (10–15 Years) 54:00 - Closing Thoughts, Friendship & Thank You #InlandEmpire #IndustrialRealEstate #CBRE #Logistics #RealEstateBroker #InlandEmpireRealEstate Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

[00:00] - Introduction to Adding Value An overview of the show’s mission to explore stories and strategies in the industrial and logistics real estate world.[01:03] - Market Highlights: The Great Recalibration Shy introduces the Q4 2025 market data, highlighting negative absorption in the West and high vacancy in the East.[02:12] - Case Study: The 1.1 Million Sq Ft Fontana Sale A deep dive into the $174 million sale of a distribution facility on Production Avenue and what it signals to "smart money" investors.[04:47] - Why Large Assets (800k+ Sq Ft) Remain Competitive Analysis of supply-demand ratios for massive warehouses and why they are considered "irreplaceable" real estate [05:42].[10:59] - Small Building Segment (0-100,000 Sq Ft) Performance Why smaller buildings have weathered the market storm better than any other segment due to stagnant inventory [12:42].[14:17] - Tenant Case Study: NeilMed Renewal in Ontario A look at a 90,000 sq ft class A renewal, discussing rent rates and tenant concessions in the current environment.[16:22] - User Case Study: 62,000 Sq Ft Purchase in Jurupa Valley The process of representing a user in a year-long acquisition and the "educational process" for buyers [17:21].[19:42] - The Buy vs. Build Dilemma Why buying existing product currently makes more sense for users than purchasing land and building from scratch [21:56].[22:11] - West Segment Analysis: 100,000–250,000 Sq Ft A discussion on Rialto's unique position between the West and East markets and the "glut of inventory" in this size range [24:43].[24:54] - Impact of Tariffs and Post-COVID Lease Expirations How shifting trade policies and excess pandemic-era real estate are driving vacancy rates.[27:01] - West Segment Analysis: 250,000–500,000 Sq Ft The role of Chinese 3PLs and e-commerce companies in recent leasing activity.[28:55] - West Segment Analysis: 500,000+ Sq Ft Explaining the dichotomy of high lease rates despite rising vacancy in the rest of the market.[31:45] - East Segment Analysis: 100,000–250,000 Sq Ft Insights into leasing velocity in the East, specifically regarding class A buildings in Corona and Perris [33:27].[35:09] - The "Most Beat Up" Segment: 250,000–500,000 Sq Ft (East) Why one out of five buildings in this segment are sitting vacant and the "hangover effect" of overdevelopment [37:16].[38:23] - Future Outlook: Construction Trends and Land Values A look at the drastic drop in square footage under construction and predictions for land values in 2026.[41:59] - Conclusion and Final Thoughts Closing remarks and how to contact the team for Inland Empire real estate opportunities.Connect with me: 📍 Industrial Real Estate Broker | Inland Empire 📧 Sassar@voitco.com 📸 Instagram: @addingvalueshyassar 🌐 Website: https://iebigboxadvisors.com/#InlandEmpire #IndustrialRealEstate #CRE #CommercialRealEstate #WarehouseMarket #RealEstateInvesting #AddingValue #ShyAssar #VoitRealEstate #LogisticsRealEstate #SoCalRealEstate #IndustrialBroker Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

[00:00] - Introduction to Adding Value Shy Assar introduces the show’s focus on industrial real estate and current market trends. [01:04] - Guest Introduction: John Shardlow An introduction to John Shardlow, a specialist in complex entitlement, zoning, and environmental matters at Alan Matkins. [02:11] - Background on Alan Matkins and the Inland Empire Market John discusses his firm's focus on real estate and his extensive experience with industrial projects in the Inland Empire. [06:25] - The Role of a Land Use Attorney A deep dive into what a land use attorney does, specifically their role as development managers and experts in the California Environmental Quality Act (CEQA). [10:42] - Overview of AB 98 and SB 415 John explains the origins of AB 98, its initial ambiguities, and how the recently signed SB 415 clarified many of those issues. [12:49] - Objectives of AB 98: Buffers and "Sensitive Receptors" A discussion on how the bill creates mandatory buffers between industrial buildings and "sensitive receptors" like homes, schools, and hospitals [14:27]. [18:31] - The 2:1 Housing Replacement Rule Explaining the controversial requirement that developers must replace demolished housing at a 2:1 ratio and the practical challenges of this mandate. [21:31] - What Triggers AB 98? The bill specifically targets "logistics use" [22:07]. John clarifies how it applies to new developments versus expansions of existing facilities [24:24]. [27:16] - Market Impact and the Development Pipeline How AB 98 has slowed down the development pipeline and the unintended consequences of forcing trucks to drive further distances [30:10]. [33:24] - Amazon and Last-Mile Facilities Discussing whether high-volume van delivery centers (last-mile) are subject to the same heavy-duty truck standards as large-scale warehouses. [35:38] - City Conflicts: Perris vs. Menifee John details the ongoing legal and zoning battles between neighboring jurisdictions in the Inland Empire. [39:00] - Advice for Brokers and Landowners Strategic advice on how to navigate the "land game" in this new regulatory environment and potential shifts toward smaller building models [40:05]. [43:19] - Closing and Contact Information Final thoughts and how to reach out to John Shardlow for further legal guidance. 🚨 AB 98 SENSITIVE RECEPTORS LIST: The bill defines these 6 areas as "Sensitive Receptors" that trigger strict development setbacks: Residences (Single family & multi-family) Schools (Preschool through 12th grade) Daycare Facilities Public Parks & Playgrounds Nursing Homes & Convalescent Hospitals Hospitals About Our Guest: John Shardlow is a partner at Allen Matkins and a leading legal voice in California land use, CEQA, and real estate development. Connect with me: 📍 Industrial Real Estate Broker | Inland Empire 📧 Sassar@voitco.com #AB98 #SB415 #InlandEmpire #IndustrialRealEstate #WarehouseDevelopment #CaliforniaRealEstate #AllenMatkins #CommercialRealEstate #CEQA #LogisticsRealEstate Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

From the unique challenges of owner-user financing to the rise of private credit and debt funds, Michael shares his expertise in arranging over $5 billion in financing. Whether you are an owner-user looking to expand your business or an institutional investor restructuring a portfolio, this deep dive into the 2026 capital landscape is essential for anyone looking to stay competitive in the Inland Empire and beyond. Key Topics Covered: ✅ The "Three-Legged Stool" of Underwriting: How lenders evaluate sponsorship, market strength, and collateral.✅ Owner-User vs. Investor Financing: Why current rates are more "normal" than people think and how to leverage them. ✅ The Rise of Private Credit: How debt funds and life companies are filling the void left by traditional banks. ✅ Market Sentiment & "Phantom" Distress: Why the predicted wave of foreclosures hasn't hit and how lenders are working with borrowers. ✅ Structuring the Win: A look at a recent BKM Capital Partners deal and how 100% CapEx funding was secured. #IndustrialRealEstate #InlandEmpire #CRE #RealEstateInvesting #CommercialRealEstate #InlandEmpireBusiness #IndustrialProperty #RealEstateLegal #ShyAssar #AddingValue #CapitalMarkets #CommercialLending #DebtAndEquity #GeorgeSmithPartners #GSP Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

🚀 Key Topics Covered: Entitlement Risk: Why closing on unentitled land is becoming a thing of the past. Market Shifts: Comparing the "easy" days of early 2000s development to today's 3-4 year approval timelines. AB98 & Opposition: How to navigate "sensitive receptors" and community pushback in the Inland Empire. Future Outlook: Jackson’s predictions for supply constraints and the "structural demand" of Southern California logistics. Broker Advice: Tips for younger professionals on building resilience and adding value to land sellers. CHAPTERS: [00:00] - Intro: Jackson Smith & Newcastle Partners [01:54] - Boots on the Ground: Early Days in Chino & Schaefer [04:08] - Career Path: From Property Management to Development [09:35] - How Industrial Real Estate Inland Empire Has Changed [11:30] - The Reality of Entitlements: 12 Months vs. 4 Years [16:48] - Why Capital Won't Close on Unentitled Land Today [20:41] - Navigating AB98 & Sensitive Receptors [23:04] - Political Risk: When City Councils Flip Overnight [30:19] - Creative Deal Structures for Land Sellers[38:40] - New Projects: Hesperia & Perris Development [43:43] - Is Tenant Demand Structurally Lower? (The Bull Case) [55:43] - Advice for Industrial Real Estate Brokers #IndustrialRealEstate #InlandEmpire #CommercialRealEstate #RealEstateDevelopment #NewcastlePartners #LogisticsRealEstate #AB98 #IndustrialDevelopment #CRE Support the journey — like, comment, subscribe. Music License: MB01TGKRMBHDK91 Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

Key Topics Covered: ✅ Triple Net (NNN) vs. Industrial Gross: Who really carries the risk of inflation and rising insurance? ✅ The "AIR Lease" Debate: When to use standard forms and when you MUST hire an attorney to customize. ✅ Prop 13 & Property Tax Caps: Protecting your NOI during a change of ownership. ✅ Due Diligence "Stress Tests": Lifting the hood on environmental reports, title issues, and hidden easements. ✅ The "Specialist" Advantage: Why using a general business attorney for a CRE deal is a "wild card" you can't afford. [00:00] – Introduction: The Value of Specialized Legal Counsel [02:00] – How Shy & Andy Met: The Jurupa Valley Off-Market Deal [04:20] – Andy’s Background: Developing, Leasing, and Selling Industrial Assets [07:32] – Triple Net (NNN) vs. Gross Leases: Understanding the Risk [11:06] – Controllable vs. Uncontrollable Operating Expenses [13:52] – Prop 13 Protections & Property Tax Hikes in a Sale [15:32] – The Crisis of Insurance Premiums in California [18:46] – The Truth About AIR CRE Leases: Famous Last Words? [23:43] – Being a Deal-Maker vs. a Deal-Killer [25:40] – Institutional REITs and Green Energy Pass-Throughs [28:34] – PSA Deep Dive: Reps, Warranties, and Actual Knowledge [32:03] – Case Study: Hidden Easements and "Quiet Enjoyment" Issues [36:28] – Institutional Contracts vs. Private Owner Agreements [41:03] – Why You Need a Specialized CRE Attorney on Your Team [43:35] – How to Connect with Andy Prochnow Connect with Andy Prochnow: 🏢 Buckner Robinson & Murkovich (Costa Mesa, CA) 🔗 [https://www.bamlaw.net/andrew-y-prochnow] #IndustrialRealEstate #InlandEmpire #CRE #RealEstateInvesting #CommercialRealEstate #InlandEmpireBusiness #IndustrialProperty #RealEstateLegal #ShyAssar #AddingValue #AIRCRE #RealEstateLaw Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

From core vs. value-add strategies to Cabot’s industrial-only investment thesis (dating back to 1986), we dig into what separates long-term operators from short-cycle capital. Chelsea breaks down why the Inland Empire’s rent correction is creating rare buying opportunities, how pricing today sits near or below replacement cost, and why yield premiums in this region stand out vs. other major markets. We cover leasing trends, tenant behavior post–“Liberation Day,” early renewals at rents above today’s market, and how brokers can actually add value by understanding tenant sentiment in real time. Chelsea also explains Cabot’s move toward vertically integrated development, their use of synthetic JVs, and what it takes to structure deals that work for investors, developers, and tenants. Support the journey — like, comment, subscribe. Music License: MB01TGKRMBHDK91 Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

Highlights:Picking the right building (clear height, power, sprinkler design)Permitting path & speeding up go-liveWhen automation beats labor (and how to phase it)Cold storage: rack-supported + “lights out” case studyDomestic vs imported racking in SoCal’s seismic codesSupport the journey — like, comment, subscribe.Music License:MB01TGKRMBHDK91 Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

We explore the story behind MDH’s recent $30M Ontario acquisition, dive into how deals are sourced, analyzed, and executed, and discuss what makes multi-tenant industrial assets irreplaceable in today’s market. James also offers advice for young brokers and investors — from the power of persistence to the mindset it takes to thrive in a cyclical industry. Support the journey — like, comment, subscribe. Music License: MB01TGKRMBHDK91 Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

Welcome to Adding Value with Shy Assar In this episode, Shy sits down with veteran broker Steve (Vice Chairman, Newmark) and his son Braden to unpack what’s really moving industrial and logistics real estate right now. They break down truck terminals and IOS (industrial outdoor storage)—what they are, how users operate (LTL and transload), why entitlements are the gating factor, and how ports of LA/LB drive demand.The trio gets candid on tariffs, sublease overhang, cap rates, and why land values have corrected ~50%—plus where activity is quietly picking up and what that means for 2025–26. For brokers and principals, Steve’s playbook is clear: service and listening win, preparation matters, co-brokering adds leverage, and reputation compounds. If you’re a landlord, tenant, or investor in the Inland Empire or beyond, this conversation maps the opportunities—and the patience—it takes to capture them.A must-listen for anyone who believes professionalism and integrity are the foundations of success. Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

In this premiere episode of Adding Value with Shy Assar, Shy sits down with Eric Hinkelman, CEO of Voit Real Estate Services, to talk leadership, culture, and success in commercial real estate.From deal-making to leadership and everything in between, this conversation unpacks what it takes to thrive in today’s commercial real estate landscape.In each episode, host Shy Assar sits down with top-performing brokers, investors, and developers to uncover how they approach growth, adapt to market shifts, and build lasting client relationships.In this episode:The mindset behind successful brokers and leadersHow to turn momentum into opportunity after a big winTransitioning from sales to management without losing your edgeThe importance of listening — the most underrated skill in commercial real estateWhether you’re a seasoned investor or just starting out in CRE, you’ll walk away with fresh perspectives and actionable takeaways to elevate your business. Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram and TikTok @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics

Introducing Adding Value with Shy Assar — the podcast exploring the people, deals, and ideas shaping industrial + logistics real estate. Follow Adding Value with Shy Assar for more conversations that shape the future of industrial and logistics real estate.Subscribe on YouTube, Apple Podcasts, Spotify, or your favorite platform.Follow on Instagram @AddingValueShyAssar#CommercialRealEstate #IndustrialRealEstate #InlandEmpire #inustrial #warehousing #logistics