Navigating the Salt Lake Boom: Tech Slopes, Pro Sports, and Olympic Growth

Building a Brokerage and Shaping Nashville's Next Chapter, with Elam Freeman

Elam Freeman didn't fit the traditional brokerage mold. Where most firms reward individual production, she wanted something more collaborative — a place where knowledge gets shared, where a rising tide lifts all ships, and where the client benefits from the full weight of the team, not just the broker in the room. So in July 2020, in the middle of a pandemic, she started Ojas Partners. Today Ojas Partners has 16 people, a culture built on transparency and curiosity, and a front-row seat to one of the most exciting retail real estate markets in the country. In this episode, Brett sits down with Elam to talk about building a brokerage from scratch, what Nashville has become, and where it's headed next. What you'll hear in this episode: * The Ojas Partners model and why collaboration isn't just a value… it's infrastructure. Elam talks about how using tools like Asana has allowed a team of 16 to stay genuinely aligned, with every broker able to walk into a conversation knowing what the rest of the team already knows. It sounds simple. Most firms never pull it off. * Hiring for curiosity above everything else. Elam's non-negotiable isn't experience or credentials; it's genuine interest. She describes her team's collective curiosity as the common thread behind their success, and explains why a broker who doesn't care deeply about a client's business beyond the square footage requirements is already at a disadvantage. * What Nashville looked like when she started and what changed. Elam grew up in Nashville, left for school on the West Coast, and came back to a city that was just starting to percolate. She spent years flying to New York, sleeping on a friend's couch, walking the streets to scout new concepts, coming home, and cold calling them. That groundwork paid off when the pandemic-era influx hit and Nashville suddenly became one of the most in-demand markets in the country. * The deal that told her Nashville was playing in a different league. Signing Equinox, a brand that was simultaneously evaluating Charlotte and Atlanta, was the moment Elam knew Nashville wasn't just growing. It was punching above its weight class, driven not just by demographics but by cultural credibility that bigger markets couldn't manufacture. * The neighborhoods worth watching. Elam breaks down what's happening beyond 12 South and the Gulch: Wedgwood Houston (where her office is and where she walks to work most days), Germantown, and East Nashville. * She also talks about the Hagen Gallery project, a retail-first development she's been involved with from land acquisition through design and now into leasing, as a case study in what intentional neighborhood development actually looks like. * The persistence that never goes away. Even now, Elam still comes back from weekend trips to New York with 50 new tenants loaded into the system. The tools have changed. The tenacity hasn't.

Lane Chaplin (EVgo) on Trading Parking Lots for Power Centers and 'Dwell Time'

In this episode of Behind the Lease, we’re joined by Lane Chaplin, Head of Real Estate at EVgo, the nation's largest public fast charging network, to discuss how the electrification of the American parking lot is fundamentally changing the retail real estate landscape. Lane is laser-focused on turning "dead space into power centers" by maximizing dwell time and strategic co-tenancy. Key Topics Covered: * The Golden Ratio of Retail Co-Tenancy: EV charging is driven by amenities, allowing customers to accomplish the "one more thing" during the inevitable 20–30 minutes of fast charging. EVgo’s “bread and butter” sites are grocery-anchored centers with daily needs, a coffee shop, and three to four quick-serve restaurants (QSRs). The ideal location includes high ADT, high traffic, and good access in a dense metropolitan area. * Real Estate and Infrastructure Due Diligence: Site viability is not just about a good parking field. EVgo conducts preliminary due diligence on power availability and utility infrastructure to ensure CapEx costs are not "absurd" and that the site is charging-ready. * Growth Strategies (Real Estate vs. Licensing): Lane details the two core ways EVgo expands its footprint: * Real Estate Plays: Traditional ground leases or acquisitions of outparcels, which are naturally more complicated and take longer. * Licensing Plays: Adding chargers to existing parking stalls (e.g., in a Kroger parking lot), which are generally easier and faster to execute. * The Value of EV Charging for Landlords: Retail landlords are showing increased appetite for EV charging because it increases foot traffic and utilization, attracting customers who will use the extra time to shop, thereby "kill[ing] two birds with one stone". * Clarifying Misconceptions: * Market Growth: While new EV sales are down, used EV sales are substantially up, which still drives demand for public fast charging. Charging Types: "Charging is charging" is a major misconception. Low-speed Level 2 charging is horrible for retail real estate because it requires 8–10 hours; successful retail sites require fast Level 3 and Level 4 chargers.

Mapping Success: The Proprietary Tech & Client-First Philosophy Driving Jono Lapat’s Team at SRS

In this episode, we sit down with Jono Lapat, Managing Principal at SRS Real Estate Partners, to deep dive into the dynamic Boston retail market. Jono shares his candid perspective on the city's growth, his client-first philosophy, and the proprietary technology that gives his team a competitive edge. This episode is a must-listen for retail real estate brokers, national brands, and landlords looking to understand the nuances of the Boston market and what it takes to build decades-long client trust. Key Takeaways for Retail Brands, Brokers, and Landlords * The State of the Boston Retail Market: The current energy is best described as "exciting, decisive, and a bit overwhelming". * What Outsiders Miss: National brands looking at Boston from afar often miss the tricky, intricate way the neighborhoods and suburbs trade. The Boston market is not a single-store market; due to distinct neighborhoods, a brand often needs multiple units (e.g., in the Back Bay and Seaport) to capture full market demand. * The Hottest Sub-Market: The Seaport is the most exciting neighborhood right now. Developers transformed a series of vacant parking lots into an exploding, vibrant community with food, entertainment, office, and residential space. * The SRS Boston Advantage: Jono's team offers a collaborative approach, blending the diverse perspectives of seasoned brokers (25–30+ years experience) and younger talent. Their core focus is placing every client first and making them feel like they are the firm's only client. * The Power of "No": A broker's willingness to tell a client to walk away from a bad deal is critical. It establishes a long-term, trustworthy relationship and assures the client that the broker is protecting their best interests, not just chasing a commission. * Negotiation Style: Jono is primarily a diplomat and a "people person". He adds value by seeing a deal from both sides and acting as a coach to facilitate a mutual closing. * How to Avoid a "Million-Dollar Mistake": Patience is paramount, especially for younger brands entering the tight Greater Boston market. Jono advises clients to wait six months, a year, or even 18 months for the right location rather than rushing into a mistake. * Proprietary Technology: SRS utilizes a game-changing, proprietary mapping system that integrates with an Airtable database. This tool allows for real-time information sharing, giving clients both easy-to-read data and a graphic, visual representation to aid in decision-making. * Career Motivation: After 20+ years, Jono still loves the business because it's fun and allows him to participate in "building places that people like to go touch, see, shop, eat". The lasting impact of seeing a deal close and a project built is a significant motivator. * A Message to Real Estate Leaders: Jono encourages major institutional landlords and heads of real estate considering a move in the market to schedule a meeting to demonstrate his team's track record and the technological tools that differentiate them from competitors.

Navigating the Salt Lake Boom: Tech Slopes, Pro Sports, and Olympic Growth

Andy Moffitt serves as the Senior Managing Director at Newmark Mountain West in Salt Lake City, Utah. He specializes in both landlord and tenant representation, working with sophisticated global retailers and major development projects across the Mountain West. Formerly considered a "flyover" or tertiary market, the Salt Lake City area has transitioned into a primary/secondary position due to strong demographics and consistent top-five national rankings for large employers. Meanwhile, Park City is regarded as a highly affluent area experiencing significant relocation. The city maintains strict "chain licenses," barring retailers with 10 or more global locations from operating on Main Street once the maximum allocation is reached. * Key Brands & Developments: * Foothill Village: A best-of-class, grocery-anchored east-bench shopping center in Salt Lake City currently undergoing a $25 million reimagining by Asana Partners. * The Point: A 600-acre redevelopment of the former Utah State prison in Draper, located within the "Silicon Slopes" tech district. * Retail & Dining: Notable brands entering or expanding in the market include Culinary Dropout, Uchi, and the Cheesecake Factory, the latter of which sees exceptional sales in Utah despite lower-than-average alcohol revenue. * Local Market Trends: * Sports & Entertainment: The creation of a new district in Salt Lake's urban core, supported by a $2 billion tax allocation, will house the Utah Jazz (NBA) and a professional hockey team, with future goals for Major League Baseball. * Tourism Surge: A historic six-month open house for the Salt Lake City Temple is expected to draw 4 to 6 million visitors starting in Spring 2025. * Future Growth: The state is preparing for the 2034 Winter Olympics, which is anticipated to be a generational event for the region's economy and real estate. * Low Vacancy: Class A retail space is currently extremely scarce, with overall market vacancy sitting below 3%.

The Experience Renaissance & the Influencer Effect in LA, with Kyle Kavanaugh

Kyle Kavanaugh, founder of the boutique brokerage Main and Main, shares insights from over 30 years in the Los Angeles retail scene, emphasizing the importance of mentorship and active listening. He explores the shift toward an "experience" economy where digital transformation and the "influencer effect" accelerate neighborhood trends and prioritize authentic customer service in physical spaces. When building his team, Kavanaugh values integrity and reputation over technical skill, especially as Southern California enters a modern renaissance driven by major global events like the Olympics. This resurgence is attracting diverse international concepts to LA, and Kavanaugh highlights the role of digital platforms like Brandmarch in bridging the gap between established industry relationships and new entrants.