The Developers: Commercial Real Estate Developer Interviews

Adam Di Marco: The Urban Developer's founder on how he built his media and property development businesses

Tue, 07 Dec 2021 19:00:00 +0000

How did a young property developer create the leading media brand for Australia’s property development industry?

And - at the same time – start an acclaimed property development business?

That’s the story of Adam Di Marco.

He’s the co-founder of The Urban Developer which delivers news, events and education to Australia’s property development industry.

Media aside, Adam is also the founder of the Di Marco Group which develops design-led apartments in Brisbane.

Recent projects include Amersham West End and Perry Lane.

In today’s podcast, Adam shares with you how he built his businesses...

Petri Ylivuori: Newil & Bau is a consumer product business (not just an 'apartment developer')

Sat, 23 Oct 2021 11:00:00 +0100

Newil & Bau is an acclaimed Helsinki apartment developer. Much loved by the city's smart set, their homes are superby designed. And built to the highest standards. Their projects have included converting an Alvar Aalto-designed office to residential use. And constructing a brand new apartment building designed by the legendary American architect, Steven Holl. In this episode, Newil & Bau founder, Petri Ylivuori, explains how his business works.

Liam Wallis: Hip v Hype’s founder on developing sustainable homes

Wed, 13 Oct 2021 16:00:00 +0100

How do you develop apartments and town houses that are (truly) sustainable? And which reward the developer with a solid financial return? Ask Liam Wallis. He’s the founder of Hip v Hype, an acclaimed developer who’s boutique-scale developments are dotted around inner Melbourne. In today’s episode, Liam shares with you how he develops. And why his projects are ethical, socially conscious and environmentally focussed...

Arnaud Zannier: how I develop luxury hotels and resorts

Sun, 13 Jun 2021 18:00:00 +0100

How do you develop low-key luxury hotels and resorts? And then operate them to astonishingly high standards? To find out, I turned to Arnaud Zannier. Arnaud is the founder of Zannier Hotels which operates five boutique sites across three continents. They’re located in the French Alps, Cambodia, Vietnam and Namibia. And more are on the way. In this conversation, Arnaud reveals how he: Acquires each site. Plans what each site will offer. Oversees the build phase. And ensures day-to-day operations work smoothly.

Will Donaldson: Politan Row’s founder on developing food halls

Mon, 31 May 2021 18:00:00 +0100

How do you develop food halls people love? And help new food entrepreneurs build businesses that thrive? They’re two vital goals for today’s guest. Will Donaldson launched the food hall business, Politan Row, in 2014. Starting with a single site in New Orleans, he has since launched markets in cities across the US. These include Chicago, Miami, Houston and Atlanta. In today’s podcast, Will shares with you how he builds markets that drive massive footfall. And why his operating model helps food entrepreneurs get results.

Nick Johnson: Why My Food Markets Matter

Tue, 11 May 2021 12:00:00 +0100

Can food markets revitalise tired towns and cities? And help them regain a sense of place? According to food market developer, Nick Johnson, the answer is yes. An enthusiast of independent food retail, Nick is the founder of Market Operations. Market Operations has developed three celebrated food markets in the greater Manchester area of England: Altrincham Market, Mackie Mayor and Picturedrome. Prior to entering the food market world, Nick spent decades developing commercial real estate in Manchester. Once the cradle of the Industrial Revolution, by the 1980s, the city was blighted by deindustrialisation. It was at that time that Nick spotted an opportunity to convert Manchester’s charming – but crumbling – 19th Century factories and warehouses into design-led residential, office and retail spaces. In today’s podcast, Nick shares with you how he helped turn Manchester around. And how he develops flourishing independent food markets.

Carl Turner: How to Develop 'Meanwhile Spaces'

Tue, 27 Apr 2021 18:00:00 +0100

How do you breathe life into an empty site while it awaits re-development? Ask Carl Turner. He’s the founder of celebrated architecture practice, Turner Works. Plus a developer and operator of commercial real estate. Carl’s CRE projects include London’s hit mixed-use developments, Pop Brixton and Peckham Levels. In theory, both projects are temporary as they occupy land slated for redevelopment. As a result, they’re known as ‘meanwhile spaces’. Done well, meanwhile spaces allow a landlord to extract value from a site while figuring out what to do with it long term. Even better, a meanwhile space can reveal the best long-term use for the land it sits on. In today’s interview, Carl explains how he’s turned unused spaces into destinations enjoyed by millions. Listen now and you’ll learn: Why he likes activating public spaces. How he plans, builds and operates meanwhile spaces. How he gets the tenant mix right. How he structures his tenants’ leases and rents. How he creates a buzz that attracts massive footfall. How he’s now applying his understanding of meanwhile spaces to refresh entire towns. And MUCH more…

Leopold Weinberg: We Are Content’s co-founder on how to be a commercial property developer. And hospitality operator.

Tue, 23 Feb 2021 12:00:00 +0000

Can operating your own hotels, bars and restaurants boost the value of your commercial property portfolio? To find out, take a look at design-led property developer, We Are Content. We Are Content owns commercial buildings in the heart of Zurich and Basel. These include apartments, mixed-use buildings and hotels. Some of these are home to We Are Content’s own hospitality businesses. For example, the company operates two celebrated boutique hotels: Zurich’s Helvetia and Basel’s Volkshaus (the latter designed by Herzog & de Meuron). Meanwhile, We Are Content also operates a collection of destination restaurants, cafes and bars. In today’s interview, Leopold Weinberg shares with you how these hospitality businesses work. And how they hike returns on his real estate portfolio. Listen now and you’ll learn: What makes for a successful commercial property development? Why they like owning properties near red light districts. Why they prefer developing older buildings. Why they like to retain long-term ownership of their buildings (rather than flip them). How they got involved with running hotels, restaurants and bars. How they use storytelling to develop and operate their businesses. And MUCH more…

Michael McCormack: Milieu Property's co-founder on building design-led apartments

Tue, 09 Feb 2021 10:00:00 +0000

If you're interested in how good design can bring joy to apartment living, you need to meet Michael McCormack. He's co-founder of Melbourne real estate developer, Milieu Property. Started ten years ago, the business has developed a reputation for crafting beautifully conceived apartments. And a cult-like following amongst the creatives who typically own (and occupy) them. Not surprisingly, Milieu’s engaging buildings have also won a string of important architecture and design awards. Property development aside, Milieu has also joined Melbourne's buzzy hospitality scene by opening a collection of celebrated restaurants, cafes and bars. In today’s interview, Michael shares with you how he creates places - and experiences - people love. And how he makes money along the way. Listen now and you’ll learn: Why he likes developing apartments. How he discovers what his customers want. How he acquires the right sites. Why he collaborates with a variety of capital providers, architects and interior designers. How he selects companies to construct his buildings. How his sales and marketing system works. Why he set up a hospitality division. What’s next for apartment living in a post-Covid world. And MUCH more…

Loh Lik Peng: How to Develop Restaurants and Hotels People Love

Wed, 16 Dec 2020 14:00:00 +0000

Have you ever wondered what it takes to build a global network of Michelin-starred restaurants? Or a collection of celebrated hotels? If so, the man to ask is Loh Lik Peng. Peng is the restaurateur, hotelier and property developer behind a slew of iconic restaurants and hotels across Europe and Asia. Most of these form a part of his umbrella organisation, Unlisted Collection. Unlisted Collection operates sites in Singapore, Shanghai, Sydney, London, Dublin and County Kerry in Ireland. And over the past 15 years, the roll-call of chefs he has backed includes legendry names like Andre Chiang, Jason Atherton, Nuno Mendes and Dave Pynt. In today’s conversation, Peng reveals how he operates his property development and hospitality businesses. Listen now and you’ll learn: Why he got into commercial property development. What attracted him to hospitality. How he funds his property developments. Where he spots promising sites that others miss. Why he has spread his businesses across the globe. How he MANAGES a global operation. How he finds and nurtures hospitality talent. And MUCH more…

Sascha Lewin: How to Add Value to Commercial Properties

Thu, 08 Oct 2020 13:00:00 +0100

Want to know how to boost your return on mixed-use buildings? If so, don’t miss my interview with London commercial property developer, Sascha Lewin. Sascha is the founder of W Real Estate. And he’s now emerging as a significant player in London’s mixed-use development scene. In today’s conversation, Sascha reveals how he finds, funds, develops and tenants his properties. Listen in and you’ll discover: Why he likes developing commercial real estate. How he built his skills. Why he’s focused on London. How he sources investors. How he finds development sites. How he develops his sites. What he does with his completed sites. What role office working will play in the future. And MUCH more…

Placewise CEO Peter Tonstad on How to Grow Mall Footfall and Spend

Sun, 30 Aug 2020 12:00:00 +0100

You don’t need me to point out that many shopping malls are in crisis. But did you know that one of the sector’s big underlying problems is this: mall owners typically know little about the individuals who shop with them. Or what will trigger a specific person to visit the mall more often (and spend more when they do). The result? Many mall owners have few ways to (measurably) boost footfall and sales. That makes it hard to know – in fine detail – which of their marketing ideas work. And which don’t. At the same time, mall owners often lack a direct communication channel to their shoppers (other than using media within the mall itself). That means owners often have to spend money on advertising each time they want to drive people back to the mall. As you can see, all this limits the mall owner’s ability to control whether their mall thrives. Or dies. Enter Placewise, a retail real estate proptech business who’s systems are used in over 1,000 shopping centres around the world. In fact, Placewise is the world’s largest provider of software designed with just one goal in mind: to allow mall owners to measurably boost footfall and shopper spend. In today’s conversation, Placewise boss, Peter Tonstad, walks you through how his product works.
And why it might just save the mall. Listen now and you’ll learn: How to get shoppers to hand over their personal details. How to send personalised offers to them instantly (without having to spend money on advertising). Which retail offers get people spending (and which don’t). How to convince retailers to provide compelling offers. How to track results. How to compare your results with your peers. And MUCH more…

Mark Toro: The North American Properties Atlanta Founder on Creating Experiences

Wed, 26 Aug 2020 13:00:00 +0100

Mark Toro is admired as one of America’s smartest commercial real estate developers. So you’ll be surprised to learn he doesn’t think of himself as a developer per se. That’s despite having developed over 9 million square feet of mixed-use projects since founding North American Properties Atlanta in 1996. Those millions of square feet have included retail, office, multifamily and hotel space. So if Mark doesn’t think ‘developer’ describes him accuratly, what does? He says that, first and foremost, he’s an entertainment and hospitality entrepreneur. In other words, he’s in the business of creating experiences. Why experiences? Because he says mixed-use developers need to do more than simply erect buildings. And fill them with tenants. Above all, he argues that today’s developer needs to play an ACTIVE role in driving footfall. But Mark doesn’t want any old footfall. He wants a property to buzz with the energy of people who love being there. How does he get these people on-site (and keep them coming back)? By curating entertainment and hospitality experiences that draw people in like a magnet. Needless to say, once he has a tide of fans pouring through the door, high-paying tenants are close behind. That’s why his 2.3 million square foot Avalon development in Atlanta hosts an Apple Store. Plus a Tesla showroom. And now Peloton are opening, too. In today’s podcast, Mark walks you step-by-step through the process he took to switch from old-school developer to becoming a master at crafting entertainment and hospitality experiences. Listen now and you’ll discover…Why he pivoted from traditional property development to an experience-led model. How it has given rise to flourishing communities at his sites. Why these communities are turbo-charging demand for his retail, office, residential and hotel spaces. What the switch has done to his net operating income. How he attracts top retail tenants. How he sources equity and debt to finance his developments. How he acquires sites. Why he’s quit doing greenfield developments. And MUCH more…

Crispin Kelly: Baylight Properties’ founder on developing commercial real estate in London

Sat, 08 Aug 2020 15:00:00 +0100

Crispin Kelly is a man on a mission: to prove that superb architecture is a vital part of commercial real estate development. Since launching Baylight Properties 30 years ago, he’s focused on multifamily and office developments in central London. But an enthusiasm for suburban living has also seen him develop housing in suburban areas of England. Outside of his commercial work, Crispin champions the importance of architecture through his charity, the Baylight Foundation. He also chairs Open City and the Trustee Board at the London School of Architecture. But while Crispin often talks publically about architecture, he rarely discusses the commercial aspects of his operation. In today’s episode, he does just that. Listen now and you’ll discover: why he prefers to buy and hold (rather than sell) his completed properties. Where he finds his properties. How he closes deals. How he funds his developments. Where he sources finance. How he manages his properties. What profit margin he targets. And MUCH more…

Scott Metzner: How to Become a New York City Property Developer

Sun, 19 Jul 2020 12:00:00 +0100

Are you interested in the specific ways a successful New York property developer built his business? If so, you cannot afford to miss this interview. Starting from scratch, Scott Metzner has spent the past thirty years building a substantial property development business in Manhattan. Beginning with a single walk-up, Janus Property now develops and reinvigorates entire city blocks. And right now, Scott is in the middle of his largest project yet. In fact, The Manhattanville Factory District is the largest privately-owned development in Upper Manhattan. Spread over 4-acres, the project will deliver 1.1 million square feet of space. This will connect Columbia University, City College and the 125th Street innovation and culture corridor. In this surprisingly candid conversation, Scott shares with you the specific details of how he’s achieved success. Listen now and you’ll discover: How he thinks about risk. How he sources finance. How he finds properties. How he closes deals. How he engages local communities. How he works with planners. How he develops properties (especially difficult ones). How he Attracts the right tenants. And MUCH more…

Doug Stephens: The Future of Physical Retail

Fri, 26 Jun 2020 11:00:00 +0100

Is the physical store still relevant in an age of online shopping and remote working? According to today’s guest, the answer is an emphatic yes. Doug Stephens is a retail futurist who, as CEO of Retail Prophet, advises the leadership of global brands on what’s next for retail. His client list includes Walmart, IKEA, Disney, LVMH and Microsoft. He’s also the author of the best selling books The Retail Revival and Re-Engineering Retail. In a nutshell, Doug’s view is that the future is bleak for physical shops selling mundane items that are easier (and cheaper) to buy online. But when it comes to high-interest products, he thinks consumers are hungry for physical stores. Especially ones that brim with imaginative experiences – like the Apple Store. Meanwhile, Doug says that for brands that want to boost returns on their marketing spend, exciting physical retail is a no-brainer. Why? For a start, online advertising costs have gone through the roof. That means physical stores are often a cheaper way to make potential new customers aware of your brand. Next, he argues that nothing beats an inviting physical store for enthusing people about a brand and its products – and converting those people into buyers. Meanwhile, Doug has strong views on the future role of landlords. In particular, he says that if landlords want to avoid tumbleweed blowing through their retail spaces, they need to get busy driving footfall. How? By curating spaces and places that people want to spend time in. Listen to our conversation now and you’ll learn: How the relationship between physical and online retail works today (hint: there’s more to it than you think). How to win with physical stores. What kind of physical experiences appeal to younger consumers. Why the changing role of physical retail will impact rent models. How the shift to remote working will change the shape of physical retail. Which landlords are getting it right. And MUCH MUCH more.

Andrea Rasca: Why Mercato Metropolitano is the Future of Food Retail

Mon, 08 Jun 2020 13:00:00 +0100

Are you wondering what’s next for out-of-home dining? And food retail in general? If so, you must listen to this conversation with Andrea Rasca. He’s the man behind London’s WILDLY popular eatery, Mercato Metropolitano. A food entrepreneur for 30 years, Andrea is now shaking up how the sector works. That means changing what we eat. And how food is produced, distributed and sold. Put simply, the former Eataly executive is on a mission: to change everything to do with food. In fact, he doesn’t call Mercato a business.
He calls it a movement. So, in terms of nuts and bolts, what is Mercato Metropolitano? As you’re about to hear, it’s what Andrea describes as a ‘platform’. As he explains in today’s talk, its role is to create the infrastructure upon which independent artisanal food operators can trade (and flourish). That includes physical infrastructure. And operational infrastructure. For example, at a given site, Mercato takes on the lease, does the basic fit-out – and handles all side-wide operations. That frees an individual stall holder to concentrate solely on what they know best: serving delicious food and drink. Andrea says that because this maximises food and drink quality, the stall-holder is able to make more sales. And consumers get better food (plus a more enjoyable dining experience). As you’ll hear, this platform approach is delivering incredible results. For example, in 2016, Mercato launched its first London site. It was on 4500 square meters of forgotten industrial space in (then) unfashionable Elephant & Castle. In 2019, that site drew in FOUR MILLION people. No wonder smart commercial real estate owners are now banging on Andrea’s door urging him to set-up inside their properties. After all, a tenant like Mercato can do amazing things for your nearby retail, office and residential spaces. So which property businesses have partnered with him so far? In 2019, Mayfair owner, Grosvenor Estate, gave Andrea his second site – a disused Mayfair church. And in 2020, LendLease is bringing the third Mercato Metropolitano into its new mixed-use development, Elephant Park. 2020 will also see Andrea partner with Redbridge Council to open his fourth London site – on a former car park in the East End neighbourhood of Ilford. Meanwhile, Mercato Metropolitano is going global. As you’re about to hear, sites are planned for cities including Paris, Berlin, New York and Miami. Andrea has amazing stories to tell. Listen to him now and you’ll learn: What role food played in his childhood. How he was influenced by his entrepreneurial father. Why Eataly chose him to launch in Japan. What happened when he used Milan to first test the Mercato concept (you HAVE to hear this story – it’s nuts). How he negotiates leases. How he plans, builds and operates his sites. Where he makes his money. Why the Mercato platform allows small traders to thrive (even when they start with little capital). What inspired him to build a food movement – not just a food business. And MUCH more.

Dan Innes: Commercial Real Estate Marketing That Works

Thu, 14 May 2020 12:00:00 +0100

Does your commercial real estate marketing get results? If not, you’ll LOVE today’s show. Joining me is CRE marketing communications expert, Dan Innes. Dan is the founder of Innesco, a commercial real estate marketing communications agency based in London. He says if you’re hunting for serious ROI, you must first nail down your marketing objectives. Next, you need to wrap your head around the four media types you can use to hit those objectives. Only then can you create a winning strategy. And a program to implement it. In today’s conversation, Dan walks you through each of the media types. And gives you an INSIDER’S view on how to use them. In other words, if you spend money on marketing, this is UNMISSABLE stuff. Listen now and you’ll discover: What the four media types are. Where they can help you (and where they can’t). How you can get the four media types working in lock-step. How to measure results. And MUCH more.

Barbara Larson: Does the Office Have a Future?

Tue, 12 May 2020 08:00:00 +0100

In the wake of lock-down, do you still need a traditional office? After all, millions have apparently stayed productive – despite working from home. The result? Many office tenants now see a chance to slash rents by keeping their staff at home – and cutting back on office space. Needless to say, if tenants do shrink their offices en masse, there’s a big ‘ol question mark about the value of office buildings. Not to mention nearby retail and residential. So how big might the move out of traditional office space be? And how might it impact our cities? To help answer these questions, this episode features a conversation with remote working expert, Professor Barbara Larson. Professor Larson is a faculty member at the D’Amore-McKim School of Business at Northeastern University. And a regular Harvard Business Review contributor. Listen to our conversation now and you’ll learn about: The different kinds of remote work. Which staff are best suited to working remotely. What remote employees need to stay productive. How remote work might shape our cities. What the future holds for the traditional office. And MUCH more.

Penny Norton: Promoting Property with Public Relations

Sat, 02 May 2020 17:00:00 +0100

Could you boost your commercial property returns by doing a better job of communicating with stakeholders? For example, planners, potential tenants and potential buyers. If so, tune into my interview with public relations expert, Penny Norton. Penny is the editor of a new book called ‘Promoting Property’. The book explains what PR is. And how it can be used to extract more value from commercial real estate (and other property-related activities). For example, there are whole chapters on mixed-use developments, student housing, office and retail. Listen to our conversation now and you’ll learn: Which parts of the property world are using PR. How property PR has developed a wide range of specialisms. The relative benefits of hiring specialists and generalists. And MUCH more.

Gus Zogolovitch: How to Develop Better Homes

Tue, 26 Nov 2019 16:00:00 +0000

Do you think volume homebuilders are missing a trick by churning out bland housing stock? Commercial real estate developer, Gus Zogolovitch does. And he’s decided to do something about it. Based in London, Gus is on a mission: to develop better homes. What does he mean by ‘better’? Better design. Better quality. Better value. And better for the environment. But Gus does more than build homes. He’s created a vertically integrated operation that offers peer-to-peer financing for people who want to build innovative houses and apartments. And an estate agency to sell them. Needless to say, creating these businesses has NOT been easy. In fact, as you’ll discover when you listen to my conversation with him, Gus has faced one battle after another. Listen now and you’ll discover: What led him into the better homes niche. Why he thinks property development is about more than just money. How he has overcome typical development headaches. Why he thinks the traditional real estate agency model is broken. How to build a vertically integrated property operation. And MUCH more.

Graham West: How to Breathe New Life into Tired Commercial Buildings

Tue, 26 Nov 2019 14:00:00 +0000

Do you want to boost an existing commercial building’s rents and capital value? If so, you can’t afford to miss today’s interview with London architect, Graham West. Graham is the founder of West Architecture. And he’s an expert at spotting simple ways to turn dull retail and office buildings into spaces people LOVE. Listen to our conversation now and you’ll learn: How he revamps commercial buildings (without spending crazy amounts of money). How he’s transformed a run-down Brutalist property into a celebrated East End destination. How he’s activating the roof of an unloved office tower. And MUCH more.