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. LinkedIn

In 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 Host

Twitter: ⁠twitter.com/ItsRajTut

LinkedIn: ⁠https://www.linkedin.com/in/rajtut/

Instagram: ⁠instagram.com/ItsRajTut

TikTok: ⁠https://www.tiktok.com/@itsrajtut

Connect with the Guest

LinkedIn: https://www.linkedin.com/in/mitchellwalsh/ Gantry Website: https://www.gantryinc.com

Timestamps for Key Segments

00:00 Intro and loan sizing example ($10M deal, $7M loan)

01:56 Mitch’s background and path into real estate finance

07:12 Triad’s merger into Gantry and what it means for sponsors

08:41 How lenders underwrite: NOI, vacancy, expenses, DSCR

13:09 “Trust but verify” — protecting lender and sponsor reputation

15:16 Matching loans to business plans and prepayment considerations

20:12 Life-co vs. Fannie/Freddie vs. CMBS — pros and cons

27:20 Servicing and real-world client support (insurance example)

29:13 Deals closing in today’s market and rate environment insights

38:33 Mentorship, career lessons, and Mitch’s “Just do it” advice

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 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/ItsRajTut⁠

LinkedIn: ⁠https://www.linkedin.com/in/rajtut/

Instagram: ⁠instagram.com/ItsRajTut⁠

TikTok: ⁠https://www.tiktok.com/@itsrajtut

Connect 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.php

Timestamps:
00:00 Defining Class-A and demand drivers
01:29 Michael’s background and early career
07:59 Launching Pier Property Group and early historic projects
11:21 Pivot to ground-up development
36:28 The Target in Midtown story
41:21 Mixed-use project in O’Fallon, IL
45:19 Navigating 2025 challenges (rates, tariffs, rents)
51:12 Future of St. Louis development
59:27 Closing advice: persistence and pick up the phone

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 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 Tut

Twitter: ⁠twitter.com/ItsRajTut

LinkedIn: ⁠https://www.linkedin.com/in/rajtut/

Instagram: ⁠instagram.com/ItsRajTut

TikTok: ⁠https://www.tiktok.com/@itsrajtut

Connect with the Guest

https://www.linkedin.com/in/johnduckworth/

https://truetitle.com

Timestamps for Key Segments

00:00 Real estate transactions and wire fraud risks

02:12 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 advice

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 at our Website: https://storyboardliving.com/

LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Connect with the Host

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 Host

Twitter: ⁠twitter.com/ItsRajTut

LinkedIn: ⁠https://www.linkedin.com/in/rajtut/

Instagram: ⁠instagram.com/ItsRajTut

TikTok: ⁠https://www.tiktok.com/@itsrajtut

Website: 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/1637631952

Timestamps

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

#PodcastHighlights

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 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/@itsrajtut

Connect with Tom:

LinkedIn: https://www.linkedin.com/in/tom-kaiman-07ba9612/

Timestamps:

00:00 Why Mia Rose spends more on units than amenities

01:13 Meet Tom Kaiman — From hockey to nearly $1B in AUM

02:16 Childhood, family, and hockey career path

04:21 Civil engineering and first job with Walton Construction

05:10 How Rich Dad Poor Dad sparked an entrepreneurial drive

06:48 Building the Maryville University Hockey Center

08:46 Nonprofit structures and public-private partnerships

10:26 A five-year project that changed his view on development

15:02 Applying team-first thinking from hockey to real estate

18:17 No employees — How Mia Rose built a partner-only firm

20:39 Why success is addicting and retirement isn’t the goal

26:12 The Mia Rose development formula: 4 deals a year

31:03 Finding land and vetting city relationships

33:13 Why 150–200 unit suburban walkups are the sweet spot

34:29 Exit strategy and why affordability matters

37:18 Spend in-unit, not on chandeliers

39:00 Lessons from early deals and constant model evolution

42:12 Pre-development risk and self-funding explained

44:22 Why they subordinate development fees

45:58 Friends and family raise — but family office is next

47:16 What makes a deal work today (or not)

49:40 Target returns: IRR, equity multiples, and risk

50:40 How being a builder is their competitive edge

53:02 Staying hands-on in construction pricing

57:07 Direct sourcing and focus trade-offs

59:38 Cutting markup chains without losing control

01:00:00 Flywheel strategy: 4 builds a year, into perpetuity

01:02:54 Hole-in-one advice: Read more, understand money

01:07:00 The 41% money supply stat that shocked Tom

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/

#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/@itsrajtut

Connect with Alex:

Website: https://www.storagemall.com

LinkedIn: https://www.linkedin.com/in/alex-erbs

Email: alex@storagemall.com

Timestamps:

00:00 Why “Build It and They Will Come” No Longer Works

02:18 How Alex Got Started in Self-Storage with Family

05:17 Finding Opportunity Where REITs Wouldn’t Go

07:25 Launching Third-Party Management by Accident

10:07 The Rise of Remote & Hybrid Management Models

14:32 How Big Operators Use Management to Buy Later

18:14 When to Use Remote vs On-Site Staffing

28:34 The 4 Core Tech Upgrades Every Storage Site Needs

39:30 Using AI and Dynamic Pricing to Maximize Revenue

54:10 The Real Cost of Overpaying for a Storage Facility

This podcast is brought to you by Storyboard Living

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 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 Host

Twitter: twitter.com/ItsRajTut

LinkedIn: https://www.linkedin.com/in/rajtut/

Instagram: instagram.com/ItsRajTut

TikTok: https://www.tiktok.com/@itsrajtut

Connect with the Guest

https://www.linkedin.com/in/timothy-crowley-10881015/

Timestamps

00:00
01:50 Lessons from his mentor Stanley Grossman
03:00 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 banks

20:35 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. now

40:00 Building Gateway National Golf Links

42:43 Buying Stonewolf Golf Club
44:51 Legacy, parenting, and moral grounding
46:16 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.com

Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/