Dr. Calvin Cajigal, a first-generation physician and partner at Pain Management Services in St. Louis, joins Raj Tut for a deep dive into the realities of modern healthcare. After earning his medical degree through UMKC’s competitive six-year program and completing his anesthesia and pain management training at the University of Iowa, Dr. Cajigal has built a career balancing clinical excellence with entrepreneurial insight. His story—from overcoming adversity as a minority student to becoming a respected pain management specialist—highlights resilience, mentorship, and the pursuit of meaningful, patient-centered care.In this episode, Calvin and Raj explore the business of medicine and what it takes to thrive as a physician today. They break down how declining reimbursements and rising overhead push doctors toward hospital employment, explain the RVU (Relative Value Unit) compensation model, and discuss how to deliver quality care amid financial constraints. Calvin also shares strategies for clinical efficiency, reflections on private equity in healthcare, and his philosophy on maintaining ethics and compassion in practice. The episode closes with his health and lifestyle advice—including sleep, fasting, cold plunges, and red-light therapy—underscoring his belief that good medicine starts with taking care of oneself.Connect with the Host Twitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with the Guest Dr. Calvin Cajigalhttps://www.getcare.ssmhealth.com/find-a-doctor/doctor-details/calvin-g-cajigal-md Timestamps for Key Segments00:00 – Why private practice is struggling and the real cost of running a clinic 02:10 – Dr. Calvin Cajigal’s background: growing up in St. Louis and early adversity 05:00 – Choosing medicine, UMKC’s 6-year program, and discovering anesthesiology 08:30 – Finding his calling in pain management and learning patient-centered care 12:20 – How RVUs and hospital pay systems actually work 16:10 – Private practice vs. hospital life: balancing profits and patient outcomes 20:30 – Building an efficient medical team and avoiding “lazy medicine” 25:10 – Private equity in healthcare and its impact on care quality 30:40 – What patients should look for in a good physician 35:40 – Dr. Cajigal’s “hole-in-one” advice: taking care of your health firstThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
Brian Thies is the Vice President of National Commercial Services at ATA National Title Group, a large Midwest-based title agency that handles complex commercial and residential transactions across multiple states. With 22+ years in the industry, Brian has operated at every scale—from small agencies to national platforms—specializing in multi-state deals and construction disbursing.In this conversation, Brian gives a fast “Title 101,” clarifying how title insurance covers past problems (liens, taxes, judgments) rather than future risks, and why owners and lenders get separate policies. He walks through construction disbursing and fraud prevention (especially wire fraud), explains how scale and underwriter options matter on big projects, and shares where volume is moving (storage, restaurants, hotels) alongside a pragmatic view on interest rates and M&A-driven growth.Connect with the Host (use exactly)Twitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with the GuestLinkedIn (Brian Thies): https://www.linkedin.com/in/brian-thies-27332a4 LinkedIn Company: https://www.atatitle.com/ Atatitle Company LinkedIn: https://www.linkedin.com/company/ata-national-title-group LinkedInTimestamps for Key Segments00:00 Title 101—how title insurance differs from auto/life 02:10 Role & platform scope; national coverage and team 03:41 Brian’s path: KC → Mizzou → banking → title 07:15 The connector mindset and building deal flow 13:34 Scaling: small vs boutique vs large title shops 15:54 Owner’s vs lender’s policy; liens vs judgments 18:07 Construction disbursing explained with live examples 31:12 Rates, volume, sectors (storage, restaurants, hotels) 42:48 Fraud stories; wire-safety playbook and best practices 49:54 “Hole-in-one” advice: relationships compoundThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
Mitchell “Mitch” Walsh is the Director of CRE Debt & Equity Originations at Gantry, with over nine years of experience in commercial real estate finance. Based in the St. Louis area, Mitch has underwritten and closed loans across multifamily, industrial, retail, and other asset classes and has been part of Gantry’s growth following its acquisition of Triad. He helps sponsors structure deals with life insurance companies, agency lenders (Fannie Mae, Freddie Mac), and CMBS providers, leveraging his deep market knowledge and relationships. LinkedInIn this episode, Mitch takes listeners through what lenders focus on when sizing loans — NOI, market vs. actual vacancy (with a “floor” vacancy assumption), and expense verification. He breaks down loan structure trade-offs: which lenders are best for which scenarios, how interest rate/spread environments affect proceeds, and what sponsors should expect in terms of DSCR, LTV, and prepayment terms. The conversation also touches on how Gantry’s scale and servicing insights give Mitch real-time visibility into expense benchmarks and underwriting norms. The takeaway: doing your underwriting homework, trusting your data, and ensuring you’re matching your goals (hold period, exit, refinancing) to the right lender product.Connect with the HostTwitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with the GuestLinkedIn: https://www.linkedin.com/in/mitchellwalsh/ Gantry Website: https://www.gantryinc.comTimestamps for Key Segments00:00 Intro and loan sizing example ($10M deal, $7M loan)01:56 Mitch’s background and path into real estate finance07:12 Triad’s merger into Gantry and what it means for sponsors08:41 How lenders underwrite: NOI, vacancy, expenses, DSCR13:09 “Trust but verify” — protecting lender and sponsor reputation15:16 Matching loans to business plans and prepayment considerations20:12 Life-co vs. Fannie/Freddie vs. CMBS — pros and cons27:20 Servicing and real-world client support (insurance example)29:13 Deals closing in today’s market and rate environment insights38:33 Mentorship, career lessons, and Mitch’s “Just do it” adviceThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
Michael Hamburg is the founder of Pier Property Group, a St. Louis–based developer behind 1,200+ Class-A units and ~$340M in projects since 2016–2018. Raised around real estate, he studied economics at Vanderbilt, cut his teeth in real estate finance and tax-credit investing, and then launched PPG to develop adaptive-reuse and ground-up communities across the St. Louis MSA. His work includes Midtown’s Steelcote Square district and the mixed-use “Edwin” anchored by Target, the first Target inside St. Louis city limits in two decades. In this episode, Michael explains why “location and demand drivers” sit above all else, why he pivoted from historic rehabs to scalable mid-rise, structured-parking builds, and how staying lean with repeat third-party partners reduces risk. He walks through his site underwriting process (programming, massing, costs, rents), shares the cold-call story that helped land Target in Midtown, and previews a pedestrian-connected, mixed-use plan in O’Fallon, IL tied to a 1.5M-visitor sports park. He also offers a 2025 reality check on rates, insurance, and flat rents—and closes with two timeless tips: be (politely) relentless, and pick up the phone.Connect with Raj:Twitter: twitter.com/ItsRajTutLinkedIn: https://www.linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: https://www.tiktok.com/@itsrajtutConnect with Michael:Michael’s LinkedIn: https://www.linkedin.com/in/michael-hamburg-4b771525/ Website: https://www.pierpropertygroup.com/About PPG & Bio: https://www.pierpropertygroup.com/about Press (Target at The Edwin): https://www.slu.edu/news/2021/october/midtown-target-announcement.phpTimestamps:00:00 Defining Class-A and demand drivers01:29 Michael’s background and early career07:59 Launching Pier Property Group and early historic projects11:21 Pivot to ground-up development36:28 The Target in Midtown story41:21 Mixed-use project in O’Fallon, IL45:19 Navigating 2025 challenges (rates, tariffs, rents)51:12 Future of St. Louis development59:27 Closing advice: persistence and pick up the phoneThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
John Duckworth, co-founder and Managing Partner of True Title, shares his journey from running a fireworks stand as a teenager to building the largest locally owned title company in St. Louis. With over 20 years of experience, John has grown True Title to 17 branches across Missouri, Illinois, and Colorado while earning recognition for innovation and client-focused service. His entrepreneurial background, combined with hands-on real estate investing, shaped his unique perspective on risk management and customer experience in the title industry.In this episode, John discusses the critical role title companies play in real estate transactions, from issuing title insurance to acting as a trusted escrow agent. He highlights the growing threat of wire fraud, the importance of communication in client service, and why profit-sharing and local ownership are key to company culture and growth. John also breaks down construction disbursements, 1031 exchanges, and the impact of technology on scaling operations. Listeners will gain practical tips to protect their investments and insights into what truly differentiates a great title company.Connect with Raj TutTwitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with the Guesthttps://www.linkedin.com/in/johnduckworth/https://truetitle.comTimestamps for Key Segments00:00 Real estate transactions and wire fraud risks02:12 Introduction to John Duckworth and True Title 03:17 John’s childhood and entrepreneurial family background 05:24 Running a fireworks stand through college 06:42 Early real estate investing and buying a trailer park 09:06 Entering the title industry and early lessons 11:56 Founding True Title after the Great Recession 13:50 Growing to 17 branches and scaling operations 14:08 What title agencies do: insurance and escrow explained 17:54 Differences in property law between states 19:09 Escrow as a neutral third party 20:24 Who engages a title company in transactions 21:30 Challenging commercial deals and title claims 23:48 Construction disbursements and protecting contractors 25:10 1031 exchanges and tax deferral strategies 28:24 Managing operations and KPIs across 17 offices 30:50 Building culture, core values, and profit sharing 34:16 Importance of local ownership vs. national firms 36:15 How technology enables growth and security 38:24 Tips to avoid fraud and protect clients 41:06 What happens when wire fraud occurs 43:41 Deepfake scams and financial crime risks 44:23 What to look for in title reports and exceptions 46:47 Easements, mineral rights, and water rights explained 49:02 What differentiates a good title company 51:05 Staffing structure across different offices 52:53 Future plans for True Title and expansion strategy 55:11 John’s greatest piece of adviceThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/Connect with the Host
Robert “Cujo” Teschner is a former U.S. Air Force fighter pilot and weapons school instructor, now founder and CEO of VMax Group, a leadership consultancy based in St. Louis. With an impressive career that includes leading missions over southern Iraq and training at the Air Force’s Top Gun school, Cujo brings decades of high-performance team leadership and strategic clarity into the corporate world. He is also the author of Debrief to Win, a book that translates the military debriefing culture into actionable frameworks for business leaders.In this episode, Cujo dives into the importance of clarity, expectations, and accountability in leadership. He explains how the military debriefing process can revolutionize business operations, emphasizing psychological safety, assumption of positive intent, and decentralized decision-making. From personal development and coaching to tough conversations and high-performing cultures, Cujo shares powerful stories, practical strategies, and mindset shifts to help leaders thrive in disruption and build cohesive, empowered teams.Connect with the HostTwitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with the GuestWebsite: https://www.vmaxgroupllc.comGet “Debrief to Win” Here:https://www.amazon.com/Debrief-Win-Americas-Accountable-Leadership/dp/1732929815/ref=sr_1_1?crid=1XXNWV6I2RFWX&dib=eyJ2IjoiMSJ9.SFBhFuF_rvxQTWc7qHk-gQ.p8Xjg38V5BZcTEwyivabyWbT7WFxFWUmZnPGJtSgjNY&dib_tag=se&keywords=debrief+cujo&qid=1752965651&s=books&sprefix=debrief+cujo%2Cstripbooks-intl-ship%2C112&sr=1-1Timestamps00:00 Cujo on expectations and failed communication in leadership 01:02 Introduction to Cujo and his military-to-business background 02:43 Cujo shares his family’s immigrant story and its influence 06:26 Why Cujo joined the Air Force and saw it as his family 07:22 Growing up overseas and its leadership impact 10:00 Leadership development in the Air Force 12:23 Military vs. business debriefing—same framework, same benefits 15:11 Why clarity of expectations is essential in debriefs 18:05 Empathy and delivery in setting expectations 20:13 How fighter pilots are trained to stay calm under pressure 22:06 Common leadership mistakes: assumptions and judgment 24:01 Personal development as a never-ending pursuit 26:27 Writing Debrief to Win and what makes it unique 28:27 Debunking myths of rigid military leadership 30:57 Empowerment through decentralized execution 32:37 Handling poor cultural fits through debriefs 34:31 Creating judgment-free debrief environments 35:10 Ritz-Carlton and Chick-fil-A stories of frontline empowerment 39:15 Cujo on storytelling and where he learned it 40:21 Heroic Public Speaking and communication coaching 42:45 Success story from a 6,500-person company 45:21 Cujo’s vision for VMax Group and global expansion 47:03 Top Gun Teamwork program breakdown 49:20 Clarifying what counts as a mission in business 51:28 Cujo’s “hole-in-one” advice: assume positive intent#LeadershipDevelopment#DebriefToWin#MilitaryLeadership#BusinessStrategy#HighPerformanceTeams#VMaxGroup#AccountabilityCulture#PsychologicalSafety#EmpoweredTeams#PersonalDevelopment#ExecutiveCoaching#RajTutPodcast#CujoTeschner#TeamworkMatters#StorytellingForLeadersThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
Zach “Dr. Z” Schaefer, founder and CEO of Spark The Discussion, is a respected leadership coach, management consultant, certified Predictive Index® partner, and award‑winning speaker. A retired tenured professor, he also owns a stake in a sports bar chain, advising on culture, tech, and strategy. Zach has helped hundreds of companies, authored multiple books, and recently released The Missing Conversations: Navigating Awareness, Avoidance & Adversity at Work, a guide for fostering constructive dialogue to drive organizational impact .In this episode, Zach explores why leaders often dodge difficult conversations and how that avoidance hinders growth. They delve into contrasting strategic vs. operational mindsets, the power of trust and role clarity, and the use of behavioral tools like Predictive Index and Line‑of‑Sight to improve hiring and execution. Zach shares frameworks (like FIRM and trust ranking) and real-life insights from academia, restaurants, and executive coaching—all designed to empower founders and execs leaning into scaling through better communication and leadership.Connect with the HostTwitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutWebsite: https://sparkthediscussion.com LinkedIn: https://www.linkedin.com/in/zschaefer/The Missing Conversations OUT NOW!https://www.amazon.com/Missing-Conversations-Navigating-Awareness-Avoidance/dp/1637631952Timestamps 00:00 Conversations we’re avoiding at work 02:18 From professor to entrepreneur 05:06 Scaling a sports bar through systems 08:18 Fantasy sports as differentiation 12:02 The core principles that leaders miss 16:01 Frameworks for executive leadership 21:08 Messaging strategy in uncertain times 23:58 Introducing The Missing Conversations 27:16 Defining roles and accountabilities 30:16 When founders step back from CEO 33:10 Intentional retention through data 35:35 Using Predictive Index assessments 37:10 Execution clarity via Line‑of‑Sight 39:08 Data‑driven hiring 43:14 Crafting a personal brand (orange theme) 46:26 Growth through high‑stakes listening 50:35 Zach’s quick trust‑ranking tool#LeadershipCoach#StrategicLeadership#CommunicationSkills#OrganizationalGrowth#TheMissingConversations#PredictiveIndex#LineOfSight#BusinessDialogue#FounderAdvice#ExecutiveCoaching#PodcastHighlightsThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/Connect with the Guest
Tom Kaiman is the founder of Mia Rose Holdings, a St. Louis-based real estate development firm with nearly $1B in assets under management and over 3,000 apartment units developed. Before becoming a prolific builder, Tom was a professional hockey player and earned a degree in civil engineering. His unique background in sports, construction, and entrepreneurship has shaped his mission: to build high-quality multifamily housing at a lower cost basis while prioritizing team alignment and community impact.In this episode, Tom shares his full-circle journey from skating rinks to development sites, highlighting his investment philosophy, construction-first strategy, and passion for long-term wealth creation. He breaks down how Mia Rose self-funds pre-development, structures deals with recourse loans, and aligns team incentives by making every partner an owner. He also discusses the challenges of real estate timing, the power of reading, and why understanding money supply and inflation is critical for every investor. Whether you’re a developer, investor, or entrepreneur, this episode delivers tactical insights and hard-won wisdom.Connect with Raj:Twitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with Tom:LinkedIn: https://www.linkedin.com/in/tom-kaiman-07ba9612/Timestamps:00:00 Why Mia Rose spends more on units than amenities01:13 Meet Tom Kaiman — From hockey to nearly $1B in AUM02:16 Childhood, family, and hockey career path04:21 Civil engineering and first job with Walton Construction05:10 How Rich Dad Poor Dad sparked an entrepreneurial drive06:48 Building the Maryville University Hockey Center08:46 Nonprofit structures and public-private partnerships10:26 A five-year project that changed his view on development15:02 Applying team-first thinking from hockey to real estate18:17 No employees — How Mia Rose built a partner-only firm20:39 Why success is addicting and retirement isn’t the goal26:12 The Mia Rose development formula: 4 deals a year31:03 Finding land and vetting city relationships33:13 Why 150–200 unit suburban walkups are the sweet spot34:29 Exit strategy and why affordability matters37:18 Spend in-unit, not on chandeliers39:00 Lessons from early deals and constant model evolution42:12 Pre-development risk and self-funding explained44:22 Why they subordinate development fees45:58 Friends and family raise — but family office is next47:16 What makes a deal work today (or not)49:40 Target returns: IRR, equity multiples, and risk50:40 How being a builder is their competitive edge53:02 Staying hands-on in construction pricing57:07 Direct sourcing and focus trade-offs59:38 Cutting markup chains without losing control01:00:00 Flywheel strategy: 4 builds a year, into perpetuity01:02:54 Hole-in-one advice: Read more, understand money01:07:00 The 41% money supply stat that shocked TomIf you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/#RealEstateDevelopment#MultifamilyRealEstate#ConstructionLeadership#StLouisDevelopment#PassiveIncomeStrategies#AffordableHousingMatters#EntrepreneurMindset#CommercialRealEstate#BuildToRent#TeamCulture#RealEstateInvesting#InflationHedge#FiatCurrency
Alex Erbs is the VP and co-owner of Storage Mall Group and Gateway Storage, a family-run business with over 60 years of experience in the self-storage industry. With more than 2 million square feet under management across 11 states and over 12,000 units, Alex has played a pivotal role in scaling operations across the Midwest and Northeast. He also serves as Vice President of the Missouri Self-Storage Association and sits on the board of the Illinois Self-Storage Association. His career began while still in college, supporting his uncle’s operations before launching a self-storage business with his father that quickly grew into a regional force.In this episode, Alex shares deep insights into self-storage investing, third-party management, and automation trends. He unpacks how remote management works in practice, why feasibility studies are non-negotiable, and the biggest mistakes new investors make—like overpaying for facilities. The conversation covers acquisition strategy, the shift away from kiosks, the rise of dynamic pricing and smart tech, and the importance of local market saturation. Listeners will walk away with a practical understanding of how to succeed in self-storage, from setup to scaling.Connect with Raj:Twitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with Alex:Website: https://www.storagemall.com LinkedIn: https://www.linkedin.com/in/alex-erbs Email: alex@storagemall.comTimestamps:00:00 Why “Build It and They Will Come” No Longer Works02:18 How Alex Got Started in Self-Storage with Family05:17 Finding Opportunity Where REITs Wouldn’t Go07:25 Launching Third-Party Management by Accident10:07 The Rise of Remote & Hybrid Management Models14:32 How Big Operators Use Management to Buy Later18:14 When to Use Remote vs On-Site Staffing28:34 The 4 Core Tech Upgrades Every Storage Site Needs39:30 Using AI and Dynamic Pricing to Maximize Revenue54:10 The Real Cost of Overpaying for a Storage FacilityThis podcast is brought to you by Storyboard LivingThis podcast is brought to you by Storyboard LivingIf you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/#SelfStorage #CommercialRealEstate #StorageInvesting #RealEstateStrategy #PassiveIncome #RemoteManagement #REITs #StorageBusiness #AutomationInRealEstate #MidwestInvesting #MultifamilyInvesting #FeasibilityStudy #SmartStorage #DynamicPricing
Tim Crowley is a St. Louis-based real estate investor and entrepreneur who built a decades-long career in triple net sale-leasebacks, conservative underwriting, and long-term investing. With no formal real estate background, Tim entered the industry after careers in manufacturing and oil & gas, eventually becoming a respected figure across 21 states. He’s also known for his role in golf course development, having helped build Gateway National, widely considered the best public golf course in the St. Louis region.In this episode, Tim shares the story of how he transitioned from commission sales into oil and gas and ultimately found his calling in real estate. He explains the mechanics behind triple net leasebacks, how to evaluate private credit risk, and why treating real estate as inventory changed the game. He opens up about failures, market shifts, and his conservative investment principles. Whether it’s raising a family, navigating recessions, or turning buildings into cash flow, Tim reveals timeless principles that guided his success.Connect with the HostTwitter: twitter.com/ItsRajTutLinkedIn: https://www.linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: https://www.tiktok.com/@itsrajtutConnect with the Guesthttps://www.linkedin.com/in/timothy-crowley-10881015/Timestamps00:0001:50 Lessons from his mentor Stanley Grossman03:00 Growing up in a working-class immigrant family 05:45 Why oil and gas investing didn’t work out 08:19 Tim’s first real estate deal: a bank leaseback 10:44 Risk-taking and getting married without a deal closed 12:00 Early bank sale-leaseback transactions 13:05 Why he avoided value-add outside St. Louis 14:10 What is a triple net leaseback? 15:13 How they underwrote tenant credit 17:03 Real estate as paying inventory 18:24 Creating favorable loan terms with banks20:35 Operating through rising interest rates 22:50 Navigating bankruptcies and receiverships 25:16 The golden years: a 10-year run of opportunity 27:18 How they structured 101% financing 28:09 What counts as value-add in net lease deals 30:01 Lease terms that protect investors 31:27 Why he avoided inflated rent deals 33:10 Golf course investing and Gateway National 35:27 The downtown St. Louis real estate opportunity 37:03 Challenges facing St. Louis today 39:18 Safety then vs. now40:00 Building Gateway National Golf Links 42:43 Buying Stonewolf Golf Club44:51 Legacy, parenting, and moral grounding46:16 Why he chose to walk away from upside on Gateway 48:28 Why the fundamentals always mattered more than flash 49:30 Tim’s hole-in-one advice: “Do what you say you’re going to do”If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
Cortney Mauldin is a seasoned FHA loan originator based out of St. Louis with a remarkable track record in commercial real estate finance. Over the past five years, he has originated $375 million in HUD-backed loans and has overseen more than $4 billion in loan volume throughout his career. Beginning his journey in 2003 as an entry-level FHA underwriter, Cortney rose through the ranks thanks to his analytical mindset and passion for real estate. He now plays a critical role in FHA multifamily lending, working on everything from market-rate apartments to senior housing projects nationwide.In this episode, Cortney unpacks the structure and strategy behind FHA and HUD loans, including the advantages of step-down prepayment models, streamlined refinancing options like 223(a)(7), and the nuanced role of underwriting vs origination. He offers clarity on how HUD compares to Fannie and Freddie in terms of cost, timing, and leverage, and shares timely insights into how rising interest rates are affecting deal valuations and debt proceeds. Cortney also discusses the importance of mentors, professional resilience, and finding personal joy outside of work — all while giving listeners a behind-the-scenes look at what it's like to manage complex real estate transactions.Connect with the Host Twitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with the Guest LinkedIn:https://www.linkedin.com/in/cortney-mauldin-86703b6/ Company Website: https://berkadia.com/Timestamps 00:00 Introduction to Cortney and her FHA loan experience00:44 Cortney’s career background and transition into origination02:53 How she entered commercial real estate and her early real estate investments04:36 The underwriting-to-origination journey and differences in skillsets06:51 Art vs science in underwriting and origination08:13 HUD’s low default rate and how the insurance model works10:02 Comparing HUD, Fannie, and Freddie — process, timing, and leverage12:04 What limits HUD loans today and how interest rates impact them14:54 Step-down prepayment penalties and HUD refinancing options17:10 Loan mods vs 223(a)(7) streamlines explained18:50 Minimum deal size and when HUD makes financial sense21:13 Accessibility standards and post-closing repairs23:09 How Cortney evaluates deals and determines pricing25:38 The coming wave of maturities and why multifamily is more resilient than office27:40 How HUD plays a countercyclical role in the capital markets29:08 Appraisal strategy and how underwriters adjust value estimates31:06 Risk, compliance, and protecting underwriter credibility34:07 How Cortney manages complex workflows and borrowers’ expectations37:55 Why borrowers should consider FHA financing40:54 New HUD rule changes making it easier to refinance new construction42:19 Cortney’s advice on mentorship, long-term growth, and life balanceThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
In this episode, we interview Jake Klamen, founder of Klamen Commercial Advisors and co-owner of My Ten Management. With deep family roots in St. Louis real estate, Jake has successfully completed over 48 commercial transactions valued at over $125 million since founding his brokerage in 2021. Beyond brokerage, Jake plays a key role in managing a large residential and commercial portfolio through his family-run management company.Throughout the conversation, Jake shares how focusing on revenue-generating activities, reputation, and relationship-building has been the backbone of his success. He dives into the resilience of neighborhood retail centers, strategies for positioning properties for sale, and insights into navigating the nuances of the St. Louis market. Key themes include the importance of working hard early in your career, maintaining client trust, and why focusing on daily activities rather than just results is critical in commercial real estate.Twitter: twitter.com/ItsRajTutLinkedIn: https://www.linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: https://www.tiktok.com/@itsrajtutConnect with James:Website: klamencommercial.comEmail: jake@klamencommercial.comPhone: (314) 680-9919LinkedIn: https://www.linkedin.com/in/jake-klamen-6916ab1a0/ Timestamps:00:00 00:54 Jake’s background and founding Klamen Commercial Advisors05:58 Family legacy: Three generations in real estate08:21 Core values that built a lasting real estate business11:36 Early brokerage years at Marcus & Millichap and Colliers13:05 Overcoming the brutal first year in real estate14:35 How sports mentality shaped Jake’s success in brokerage15:51 Challenges and wins in starting his own brokerage19:49 Why neighborhood retail centers remain a resilient investment22:29 Ideal tenant mix for successful shopping centers24:34 Expanding beyond St. Louis into regional markets30:32 How unsophisticated sellers create buying opportunities32:02 Current retail cap rates, lending, and positive leverage40:11 Why St. Louis confuses out-of-state investors42:23 Preparing a property for sale + strategic advice from Jake48:37 Jake’s advice for young brokers: Focus on daily activities, not just results (Hole in One)This podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
Yonason Goldson, a globally recognized thought leader on ethics, leadership, and culture, joins Raj to share insights from his remarkable journey. Yonason is a TEDx speaker, former hitchhiker, world traveler, and author of seven books, regularly contributing to Fast Company and having been featured in Forbes, Newsweek, and the Washington Post. His distinctive blend of ancient wisdom and modern business ethics positions him uniquely to advise organizations worldwide.Throughout the episode, Yonason and Raj explore the foundations of ethical decision-making, emphasizing why compliance alone isn't enough—true ethics require a mindful approach rooted in empathy, humility, and trustworthiness. Yonason shares actionable strategies, including his "ETHICS" acronym for leadership and the "Four Muses" for ethical decision-making, providing powerful tools to cultivate ethical leadership, strengthen organizational culture, and drive sustainable success.Connect with the Host: Twitter: twitter.com/ItsRajTutLinkedIn: https://www.linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: https://www.tiktok.com/@itsrajtutConnect with the Guest:LinkedIn: https://www.linkedin.com/in/yonason-goldson/Website: YonasonGoldson.comSubstack: yonasongoldson.substack.com00:00 Introduction to Ethics and Compliance00:37 Yonason Goldson's Background & Accomplishments02:25 Early Life & Growing Up in California05:26 Life-Changing Hitchhiking Journey09:14 Exploring the World & Finding Roots in Israel12:30 Discovering Ethical Foundations in Judaism17:13 Ethics as the Bedrock of Jewish Teachings18:25 Compliance vs. True Ethical Leadership20:12 ETHICS Acronym Explained24:01 Practical Steps to Develop Ethical Traits26:59 Influence of Jewish Cultural Teachings32:05 Bringing Ancient Wisdom into Modern Business34:33 The Four Muses of Ethical Decision-Making38:10 The Importance of Stepping Out of Comfort Zones39:36 Ethics, Trust, and Relationship-Building41:59 Immediate Steps to Improve Company Ethics44:58 Core Values: Theory vs. Practice54:33 Avoiding Binary Thinking & Embracing Complexity57:57 Defining "Home" and Choosing Where to Live01:02:02 The Importance of Community & Belonging01:07:20 Yonason's Final Advice on Listening and GrowthThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
Discover the power of storytelling in creating legendary brands with Gair Maxwell, author of "Big Little Legends" and renowned international speaker. In this insightful conversation, Gair reveals how businesses and entrepreneurs can stand out by tapping into their authentic stories and building unique brand identities that resonate across industries and cultures. From the surprising history of the Mona Lisa to the compelling stories behind Nike, Dollar Shave Club, and the Green Bay Packers, learn how storytelling can elevate your brand beyond mere products and services.Connect with Raj:Twitter: twitter.com/ItsRajTutLinkedIn: https://www.linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: https://www.tiktok.com/@itsrajtutConnect with Gair:Website: https://www.gairmaxwell.comBook: https://www.amazon.com/Big-Little-Legends-Everyday-Irresistible/dp/1774581663LinkedIn: linkedin.com/in/gairmaxwellYouTube: youtube.com/@GairMaxwellTimestamps:00:00:0000:00:55 Introduction and Welcome to Gair Maxwell00:01:25 Gair's Insights on St. Louis' Legendary Sportscasters00:03:04 Importance of Creating Legends Through Storytelling00:05:37 Gair’s Early Life and Journey from Broadcasting00:09:05 How Gair Entered Branding and Marketing00:10:47 Case Study: Creating Canada's Huggable Car Dealer00:15:26 Core Theme: Identity Beyond Products & Services00:17:01 Nike vs. Reebok: The Power of Branding00:21:39 Dollar Shave Club and the Commodity Branding Example00:22:04 Why is Mona Lisa the Most Famous Painting?00:24:01 Differentiating a Lawyer as the "Game Day Attorney"00:27:14 West Shore Home: Navy SEALs of Home Renovations00:33:55 Branding's Impact on Customer and Talent Acquisition00:37:17 Why Every Company Should Be a Media Company00:39:16 Tips on Discovering Your Brand’s Unique Story00:43:06 The "Authentic Swing" Concept Explained00:47:30 How Childhood Influences Shape Your Brand Story00:51:23 Moving from Target Audience to Ecosystem Thinking00:55:14 Gair's Upcoming Event at Lambeau Field00:59:07 Hole-in-One Advice: "Reject Ordinary, Be Legendary"01:00:36 Connect with Gair Maxwell & Closing RemarksThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
Michael Staenberg is a visionary real estate developer and philanthropist who has developed over 200 retail centers totaling more than 45 million square feet. With a career spanning nearly five decades, Michael has worked with some of the biggest names in retail, including Walmart, McDonald’s, and Home Depot. Beyond his business success, he is known for his philanthropic efforts, having donated over $100 million to various causes. His impact on the St. Louis region is undeniable, from major retail developments like Chesterfield Commons to his leadership in revitalizing Chesterfield’s downtown district.In this episode, Michael shares his journey from a young leasing agent to a powerhouse in commercial real estate, offering invaluable insights on persistence, mentorship, and long-term vision. He discusses the evolution of retail, the importance of understanding tenant needs, and his strategy for creating sustainable, community-driven developments. Michael also reflects on his philanthropic philosophy, emphasizing the power of giving back and inspiring the next generation of leaders. Whether you're interested in real estate, entrepreneurship, or the mindset behind success, this conversation is packed with valuable takeaways.Twitter: twitter.com/ItsRajTutLinkedIn: linkedin.com/in/rajtutInstagram: instagram.com/ItsRajTutTikTok: tiktok.com/@itsrajtutConnect with Michael Staenberg:The Staenberg Group Website: tsgproperties.comThe Staenberg Group LinkedIn: linkedin.com/company/the-staenberg-groupMichael Staenberg's Website: michaelstaenberg.comTimestamps:00:00 – Introduction01:37 – Early Chat & Greetings02:30 – Childhood & Work Ethic05:00 – Mentors & Early Career at Leo Eisenberg09:50 – Transition from Brokerage to Developer12:00 – Meeting Sam Walton & Walmart Deals15:20 – Moving to St. Louis & First Projects17:00 – The 1993 Flood & Vision for Chesterfield Commons21:40 – The District & The Factory24:45 – “Main Street” vs. Big-Box Retail27:00 – Downtown Chesterfield Project33:00 – Michael’s Giving Philosophy36:00 – Examples of Philanthropy & Hands-On Giving41:30 – Personal Stories & “Pants One Leg at a Time”46:00 – Mentorship & “Checking Ego at the Door”52:20 – The “Three T’s”: Time, Talent, Treasure59:00 – Greatest Advice (“Hole in One”)1:04:00 – Closing RemarksThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us: Website: storyboardliving.com LinkedIn: linkedin.com/company/storyboard-living
Jim Stewart, founder and CEO of Stewart Properties, brings over 40 years of experience in commercial real estate, particularly in multifamily investments. He is also a founding shareholder of Enterprise Bank, the largest bank headquartered in St. Louis. Jim’s career journey is one of resilience and strategic decision-making, from starting out as a young entrepreneur selling candy bars and performing magic shows to becoming a prominent real estate investor and business leader. His ability to identify opportunities, build valuable relationships, and stay ahead of industry trends has contributed to his long-standing success.In this episode, Jim shares invaluable insights into wealth-building through real estate ownership, the importance of holding onto assets for long-term appreciation, and why he decided to bring property management in-house. He discusses his early brokerage career, lessons learned from mentors, and the turning points that led him to focus on multifamily properties. He also highlights his experience co-founding Enterprise Bank and how it shaped his understanding of financial statements and deal structuring. The conversation is filled with real-world experiences, making it a must-listen for investors and entrepreneurs looking to build sustainable wealth.Connect with the HostTwitter: twitter.com/ItsRajTutLinkedIn: https://www.linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: https://www.tiktok.com/@itsrajtutConnect with Jim Stewart:https://www.linkedin.com/in/jim-stewart-5815a519/Timestamps for Key Segments00:00:01 - Introduction and Jim Stewart’s Background00:00:19 - Lessons from Managing Properties Firsthand00:00:36 - The Difference Between Brokering and Owning Real Estate00:01:23 - Early Entrepreneurship: Selling Candy Bars and Magic Shows00:04:25 - The Story Behind Marcus the Magician00:07:46 - Networking and the Power of Relationships00:12:03 - Journalism School and Unexpected Path to CBS00:19:17 - The Ronald Reagan Story and Lessons in Confidence00:25:01 - Transition into Commercial Real Estate00:27:42 - The Defining Moment That Shifted Jim’s Investment Strategy00:29:32 - First Apartment Deal and Challenges with HUD00:35:00 - The Importance of Long-Term Ownership00:40:06 - Why Jim Brought Property Management In-House00:45:16 - Using Technology and Pricing Software in Property Management00:50:10 - The Tornado That Transformed a Property.00:54:47 - Lessons from Being on the Board of Enterprise Bank00:56:33 - Final Advice: Stay Positive and Develop an “Iron Gut” for BusinessIf you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website:https://storyboardliving.com/LinkedIn profile:https://www.linkedin.com/company/storyboard-living/
Ben Strake is an award-winning M&A advisor, serial entrepreneur, and founder of Premier Business Brokers and Kodiak Business Valuations. With a background in hospitality and experience in business brokerage, Ben has built a career helping business owners maximize their exits and guiding entrepreneurs in acquiring companies. He was named one of Forbes' Next 1000 in 2021 and has played a key role in multiple successful business transitions and acquisitions. In this episode, Ben shares his expertise on business valuations, the role of multipliers, and how different factors such as customer concentration and key employees impact a company's worth. He also discusses strategies for scaling businesses, the importance of finding the right team, and how entrepreneurs can transition from working in their businesses to working on them. Whether you're looking to sell your company or explore acquisitions, this episode is packed with valuable insights to help you navigate the business landscape. Connect with Raj Tut: Twitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtut Connect with Ben Strake: https://www.linkedin.com/in/benjaminstrake/ https://www.kodiakvaluations.com/ https://www.premier-ma-advisors.com/ https://premierbb.com/ Timestamps: 00:00 Preview 01:00 Raj welcomes Ben Strake and his background in M&A 02:42 How Ben transitioned from hospitality to business ownership 08:39 The launch of Ben’s first business and lessons learned 12:23 How to value a business and what buyers look for 18:46 Key risks in business acquisitions and how to mitigate them 25:46 The baby boomer wealth transfer and market trends 29:16 Why roll-ups are a huge opportunity for business buyers 35:17 The importance of hiring the right people and company culture 41:08 Navigating challenges like COVID-19 in business 46:47 The key to forming strong business partnerships 50:01 Ben’s biggest advice for future business buyers and sellersThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.com Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
In this episode, I had the pleasure of sitting down with Jonathan Jones, a true expert in business operations, leadership, and culture. Jonathan’s impressive background includes serving as an executive coach and peer group facilitator with Vistage, the world’s largest CEO peer group, where he’s earned the prestigious Master Chair designation six years in a row. With over 25 years as a Dale Carnegie instructor and a profound impact on more than 90 leaders in the St. Louis business community, Jonathan’s experience and insights are unmatched.Our conversation covered a wide range of topics, from the critical role leadership plays in shaping company culture to the transformative power of continuous improvement. Jonathan shared his journey from the military to corporate leadership and eventually entrepreneurship, providing actionable advice for leaders at every stage. We also explored why St. Louis is uniquely positioned as a hub for manufacturing and community growth, including Jonathan’s work in bringing the Association for Manufacturing Excellence conference to the region in 2025. This episode is packed with valuable takeaways for anyone looking to grow as a leader and make a positive impact.Connect with the HostTwitter: twitter.com/ItsRajTutLinkedIn: linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: tiktok.com/@itsrajtutConnect with the GuestWebsite: Jonathan Jones ConsultingAssociation for Manufacturing Excellence (St. Louis): Visit hereTimestamps:00:00 Introduction of Jonathan Jones and his extensive career00:53 The importance of leadership in shaping company culture02:06 Jonathan’s upbringing and how it shaped his leadership perspective03:40 Observations on St. Louis and its evolving community dynamics06:18 Leadership lessons from the military and corporate world10:00 Transitioning from corporate roles to entrepreneurship18:23 Key principles for developing leaders24:40 Defining company culture and aligning it with strategy32:15 The role of StrengthsFinder in identifying individual and team potential40:10 St. Louis as a hub for manufacturing and community growth47:24 Highlights of the upcoming Association for Manufacturing Excellence conference01:05:21 Jonathan’s parting advice on leadership and potentialThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.comConnect with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
In this episode, Raj Tut hosts Jeff Colona and Darrell Scott, two key leaders from the St. Louis Economic Development Partnership (STL Partnership). Jeff serves as the director of the Heartland Regional Investment Fund and has a wealth of experience in residential and commercial real estate, having overseen over $200 million in sales during his career. Darrell, the Vice President of Business Finance at STL Partnership, brings decades of expertise in community banking, small business lending, and economic development to his role. Both guests are deeply committed to revitalizing the St. Louis region and fostering equitable economic growth through innovative lending programs and impactful projects.The episode dives into how the STL Partnership supports local businesses and communities through initiatives like the SBA 504 loan program and New Market Tax Credits. Jeff discusses the transformative potential of the Heartland Regional Investment Fund in financing projects in underserved areas, such as community centers and workforce development hubs. Darrell highlights his team’s hands-on approach to helping small businesses secure funding, emphasizing the importance of strong business plans and building community relationships. Together, they provide actionable insights for entrepreneurs, developers, and community leaders looking to drive economic impact in the St. Louis region. Connect with Raj: Twitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtut Connect with the Guests stlpartnership.com Timestamps: 00:00 Preview 00:05 Overview of the St. Louis Economic Development Partnership 01:24 Insights on the Heartland Regional Investment Fund with Jeff Corola 03:37 Jeff’s career journey from real estate to economic development 05:32 Key projects revitalizing St. Louis, including Operation Food Search and RR Marketplace 06:58 How to qualify for New Market Tax Credits and the program’s impact 08:45 Advice for developers: Planning and engaging with STL Partnership 11:12 Funding scenarios: How STL Partnership supports underserved communities 13:08 Mixed-use developments and New Market Tax Credit requirements 15:14 The Jackie Joyner-Kersee Food Agriculture and Nutrition Innovation Center project 17:04 Overview of short-term loans and additional innovative funding programs 19:26 Collaboration with local and national banks for community impact 21:45 Addressing job creation and workforce development in funding decisions 23:48 Jeff’s “hole-in-one” advice: Staying humble in business and partnerships 25:00 Transition to Darrell Scott’s segment: His role in business finance at STL Partnership 27:14 Darrell’s upbringing, education, and first exposure to business 30:02 Career journey: From Sherwood Medical to community banking 33:48 Why Darrell joined STL Partnership: A commitment to service and community impact 36:12 Overview of STL Partnership’s SBA 504 loan program and its benefits 38:25 Small business lending: Overcoming hurdles like business plans and collateral 40:42 Unique success stories: Helping entrepreneurs thrive in underserved areas 43:17 Industrial revenue bonds and revitalizing communities like Wellston 46:08 Challenges and opportunities for small businesses in the current market 48:25 Collaboration opportunities for startups and entrepreneurs with STL Partnership 50:10 Darrell’s “hole-in-one” advice: Don’t be afraid to try, and prioritize family 52:00 Closing remarks and contact information for STL PartnershipThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email deals@storyboardliving.com Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/
In this episode, Raj sits down with Brian Kelley, Founder of Revel CRE, a boutique commercial real estate brokerage operating in Missouri and Southern Illinois. With over 20 years of experience in the industry, Brian has built a reputation as one of the most active brokers in the St. Louis market. A lifelong St. Louisan with deep ties to the community, Brian has honed his expertise by working across corporate, boutique, and national firms before establishing Revel CRE two years ago. Revel has already become a trusted name in the region, providing top-tier service in leasing, sales, and property management for small to mid-sized businesses and investors. The conversation delves into Brian’s entrepreneurial journey, the challenges of starting Revel CRE, and the unique dynamics of the St. Louis real estate market. Brian shares actionable insights on what it takes to succeed in commercial real estate, from the importance of resilience and grinding daily to adapting to ever-changing client needs. Key highlights include a deep dive into notable deals, like the Missouri Research Park transaction and navigating complex zoning and environmental challenges. The episode is packed with wisdom on building client trust, negotiating win-win deals, and leveraging technology to compete with larger firms. Connect with the Host Twitter: twitter.com/ItsRajTut LinkedIn: linkedin.com/in/rajtut Instagram: instagram.com/ItsRajTut TikTok: tiktok.com/@itsrajtut Connect with the Guest Website: https://www.revelcre.com LinkedIn: https://www.linkedin.com/in/brian-kelley-b98102179/ Timestamps 00:00 Introduction and Guest Background 00:32 The Challenges of Measuring Productivity in Real Estate 02:19 Revel CRE’s Niche and Vision for Growth 06:06 Brian’s Early Career and Family Ties to Real Estate 13:51 Why Brian Started Revel CRE 20:50 Lessons from Challenging Deals, Including the Missouri Research Park 27:02 Navigating Complex Transactions in Boutique vs. Corporate Brokerage 34:39 Addressing Zoning and Redevelopment Hurdles in St. Louis 45:43 Plans for Growth at Revel CRE 52:27 The Importance of Persistence and Resilience in Real Estate 56:07 Closing Thoughts and Advice from Brian Kelley This podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email deals@storyboardliving.com Connect with us on our Website or LinkedIn profile. https://storyboardliving.com https://linkedin.com/company/storyboardliving