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