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The Return of the Landlord Pitch: What's Driving It in 2026 · Industrial Advisors

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  When we got into the business, there were more landlord pitches.
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  Like anytime a property sold, new owner would come in and go pitch the top firms
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  y. And I have noticed, and the reason why we're doing this as an updated podcast
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  is it's not changing back, but we're starting to see a little bit more of it.
• 0:15
  Okay?
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  Yes.
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  Yeah.
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  So there is a tide shifting here.
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  Welcome to our Industrial Advisors podcast.
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  You have Bill Conna and Matt McGregor.
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  We are doing a five minute Friday today in the topic, and we've done
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  this before, but it's been a while.
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  Uh, the topic that we want to talk about today is landlord pitches.
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  And how they've become less and less over time.
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  Throughout our brokerage.
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  They don't happen.
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  They don't?
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  Well, I mean they, they happen rarely.
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  But we wanna talk about why that is and kind of what, what's led to that.
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  Because when we got into the business, there were more landlord pitches.
• 1:02
  Like anytime a property sold, new owner would come in and go pitch the top firms.
• 1:07
  Y And I have noticed, and the reason why we're doing this as an updated podcast
• 1:10
  is it's not changing back, but we're starting to see a little bit more of it.
• 1:15
  Okay.
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  Yes.
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  Yeah.
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  So there is a tide shifting here.
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  So to give the listener some perspective, when we both came into the industry and
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  say for the first probably eight years we were in, if something sold 100% of
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  the time, okay, that capital markets team that sold, that would move on.
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  Okay.
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  Get paid.
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  Yeah.
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  And then the landlord asset team would come in and bring in four or five firms
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  and pitch for the leasing assignment.
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  Then I think because of a dominant capital markets team that kind of demanded,
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  yeah, you know, to be on the listings.
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  That it changed, where all of a sudden that just almost disappeared
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  for the better part of 10 plus years.
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  Yeah.
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  I think that there was a team that came in a, a company Yeah.
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  That had such good control over capital market side.
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  Great market.
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  Yeah.
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  And to their credit, they said, Hey, if we sell this to you, we want the listing too.
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  If we select you.
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  Yeah.
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  It was new.
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  Well, on the market it it, they timed it really well because the
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  market was so hot and there was so much investor demand to buy assets.
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  You know, they wanted to get the assets, so of course they would.
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  Then the leasing would go with it.
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  Put that pressure on.
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  Yeah.
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  Yeah.
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  And you know, we sell a lot of assets.
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  Yes.
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  And we get the listings as well.
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  It's not our expectation.
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  No.
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  By any means that like just because we sold something, we should get the listing.
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  We think it actually is important for landlords to go
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  out when they acquire something.
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  Right.
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  To talk to different firms and see who the best is for that leasing assignment.
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  The markets you mentioned, it's, we're starting to see it more.
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  I think part of that has to do with.
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  The market softened.
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  Right?
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  And so landlords are paying way more attention to getting
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  their assets leased up.
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  And part of that equation is hiring the very best listing
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  team in the market to do that.
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  Well.
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  And I think to your point, that happened, but at the same time, there was more
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  diversification in capital markets.
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  Good point.
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  Yeah.
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  So that company that was like dominant, there was more diversification.
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  Yeah.
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  And now all of a sudden there's a lot of players in that space.
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  It's a little more evened out.
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  And so there's not as much pressure on the landlords to automatically give it
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  to that team, even if they're clearly not the best in all markets, right?
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  Yeah.
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  Of course, they have good brokers in different markets, but now we're
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  starting to see capital markets come in, sell something, and then a pitch come
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  more frequently than we have in years.
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  And I think you and I both agree, whether we're selling or not.
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  That's the right call for a landlord group.
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  Yeah.
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  In fact, I mean, I would encourage it because we don't have any problem going
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  out and competing that are, that's different, nor should any broker.
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  Right.
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  Yeah.
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  Like it's a different, it's a different set of skills Yes.
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  To sell something and to lease it up.
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  Right?
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  Yeah.
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  And, and so, you know, no one should be.
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  Offended if they sell something and all of a sudden it's getting pitched,
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  we'll go earn it on the leasing side.
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  That's right.
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  And there could be a location or a product type that even, 'cause I think you and I
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  are a little more rare that we do both.
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  Yeah.
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  Right.
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  Most guys are just capital markets.
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  Or just leasing.
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  Yeah.
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  Right.
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  And so you and I are a little bit different, but even with us there
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  could be a location or a product type that is not, or could have a
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  major conflict with another client.
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  Yeah, right.
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  It should be interviewed.
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  Yeah, absolutely.
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  So hire the best of the best and whatever it is a disposition.
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  Leasing it up.
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  That's right.
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  But, and, and sometimes it's the same, sometimes it's not.
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  That's right.
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  Um, and so I don't, I like the competitive aspect of it for owners when they're
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  looking at these different things.
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  That's right.
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  That's our take.
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  Thank you for listening.
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  Happy Friday and uh, have a great weekend.