Episode 12: Lessons from a Serial PropTech Entrepreneur: Chris Moreno on Infinite Niches & Investing in CRE Tech

In this episode, Chris Moreno, CEO of Infinite Niches, joins host Michael Belasco for a deep dive into entrepreneurship, PropTech, and the future of real estate innovation. Chris, a serial entrepreneur, investor, and podcast host, has successfully built and sold three companies and is known for identifying high-growth opportunities in PropTech and real estate.

Chris shares his unconventional journey—from selling mistletoe as a kid to co-founding Luxer One, a company that revolutionized package locker logistics in multifamily real estate. He also discusses what separates winning companies from failing ones, why marketing trumps product, and how surrounding yourself with the right "spiky" people can accelerate success.

If you're looking for insights on scaling businesses, real estate technology trends, and unconventional investment strategies, this episode is packed with golden nuggets.

Key Takeaways:

- Scaling from Zero to $100M+ – How Chris built and sold three successful companies.

- Why Marketing is greater than Product – The counterintuitive truth about what makes a startup succeed.

- PropTech & Innovation – What emerging real estate technologies are poised to disrupt the industry.

- The Power of "Spiky" Teams – How the right mix of talent, grit, and creativity drives winning businesses.

- Navigating Market Cycles – Why real estate and tech investors need long-term vision to succeed.

Related Topics for Further Exploration:

- The Evolution of PropTech – How logistics, AI, and automation are reshaping real estate.

- Entrepreneurship & Grit – Lessons from scaling a startup in a skeptical market.

- Finding the Right Business Niche – Why hyper-specialization can be a game-changer.

Guest Information:

- Chris Moreno is the CEO of Infinite Niches, a successful entrepreneur, investor, and podcast host with 20+ years in real estate, PropTech, and enterprise growth. He has built and sold three companies, including Luxer One, which redefined package logistics for multifamily real estate. Chris is also the host of The Multifamily Hangout Podcast and an active leader in NMHC, ULI, NAHREP, and NAA.

Connect with Chris:

Website: Infinite Niches

Podcast: The Multifamily Hangout

LinkedIn: Chris Moreno

Episode 11: Reinventing Office Real Estate: The Art of Revitalizing Office Buildings with Hospitality & Design

In this episode, Matt Legge, Principal at Polaris Developments Group, and Brian Tolman, Co-Founder & Principal at Origin, join host Michael Belasco to explore the future of office real estate and how hospitality-driven experiences are reshaping the workplace.

With extensive backgrounds in private equity real estate, office development, and award-winning architecture, Matt and Brian discuss how distressed office assets can be repositioned and revitalized into vibrant, high-experience workplaces that attract and retain top tenants in a post-WFH era.

They share insights from their landmark redevelopment of the Northstar Center in Minneapolis, a 1.6 million-square-foot mixed-use transformation, and discuss how landlords can move beyond static amenities to create profitable, revenue-generating spaces that redefine office culture.

Key Takeaways:

- The Office of the Future – Why successful office projects will blend hospitality, design, and curated experiences.

- Beyond Amenity Wars – How landlords can transform amenities into revenue-generating businesses instead of cost burdens.

- Case Study: Northstar Center – How a historic office asset was repositioned with flex space, hospitality services, and a curated tenant experience.

- Creating Tenant Demand – Why fully serviced, hospitality-infused workspaces are outperforming traditional office models.

- The Role of Design & Operations – How thoughtful, high-touch design and service-driven experiences are shaping the next generation of office buildings.

Related Topics for Further Exploration:

- The Amenity Revolution – How office landlords are rethinking food & beverage, flex space, and experiential design.

- Office Market Distress & Opportunity – Why repositioning older assets is a key strategy in a challenging CRE landscape.

- Flexible Workspaces & Membership Models – The rise of curated, hotel-like office experiences.

Guest Information:

- Matt Legge is the Principal at Polaris Developments Group, specializing in high-complexity real estate investments that revitalize distressed assets through entrepreneurial solutions. He has led over $3B in development & redevelopment projects across North America.

- Brian Tolman is the Co-Founder & Principal at Origin, an award-winning architect and designer focused on blurring the lines between hospitality, workplace, and experience-driven environments. Previously, he was Managing Principal at STUDIOS Architecture and Founder of Convene Design Group.

Spotlight:

Access Matt Legge's LinkedIn here

Access Brian Tolman's LinkedIn here

Episode 10: The Hidden Gem of CRE Finance: Ina Montejo on Why More Developers Are Turning to CPACE

In this episode, Ina Montejo, Assistant Vice President of Originations at PACE Loan Group, breaks down C-PACE (Commercial Property Assessed Clean Energy) financing—a flexible, non-recourse, and fixed-rate funding option that is transforming the way real estate projects secure capital.

Ina shares how developers and investors are leveraging C-PACE financing to fill gaps in their capital stacks, reduce borrowing costs, and even unlock retroactive funding for projects completed within the last few years. She also discusses the impact of ESG and energy-efficiency mandates, how counties are adopting C-PACE programs, and real-world examples—including the $35M financing of Gateway Studios in St. Louis, a world-class music rehearsal venue.

If you're struggling to make a deal pencil or looking for a creative way to structure your financing, this episode is for you.

Key Takeaways:

- How C-PACE Works – The fundamentals of C-PACE financing and its eligibility criteria.

- Lowering the Cost of Capital – How developers use C-PACE to blend down their borrowing costs.

- Retroactive C-PACE – Unlocking liquidity for completed projects by reimbursing energy-efficient upgrades.

- Filling Financing Gaps – How C-PACE is stepping in as a quasi-senior lender to bridge stalled projects.

- ESG & Sustainability – Why C-PACE aligns with green building initiatives and energy mandates.

Related Topics for Further Exploration:

- How C-PACE compares to mezzanine debt and preferred equity as a financing tool.

- Expanding C-PACE adoption – The role of local governments in approving C-PACE programs.

- The future of ESG-driven financing and its impact on commercial real estate.

Guest Information:

Ina Montejo is the Assistant Vice President of Originations at PACE Loan Group, specializing in C-PACE financing solutions for commercial real estate. With prior experience at Twain Financial Partners, MG Properties, and Swift Real Estate Partners, she brings deep expertise in loan origination, underwriting, and closing. Ina also serves as Chair for CREW San Diego's Emerging Leaders and is an active member of ULI San Diego and NAIOP San Diego.

Explore the C-PACE eligibility map mentioned in this episode: PACE Loan Group Website

Spotlight:

Ina Motejo's LinkedIn

Episode 9: Revolutionizing CRE Data: Royden Cooper's Journey from Developer to PropTech Founder

In this episode, Royden Cooper, Co-Founder and CEO of Epum, shares his journey from commercial real estate developer to launching a venture-backed proptech startup. Royden explains how geospatial AI and satellite imagery are transforming real estate research, allowing investors, developers, and analysts to track urban growth and identify market trends faster than ever before.

Epum's latest product, ApprovalsArchive, offers a God's-eye view of commercial real estate entitlements, helping industry professionals stay ahead of new developments, rezoning efforts, and construction trends across the U.S.

Royden also opens up about the challenges of building a proptech company, the lessons learned from raising venture capital in Europe, and why real estate needs more professionals who truly understand the industry.

Key Takeaways:

- How Geospatial AI is Changing CRE – The role of AI-driven mapping in real estate research.

- ApprovalsArchive: A Game-Changer – How Epum's new tool helps investors track entitlements and urban growth.

- Building a Proptech Startup – Lessons from Royden's journey in funding, scaling, and leading a data-driven real estate company.

- Future Trends in CRE Tech – Why access to real-time entitlement data is becoming a competitive advantage.

Related Topics for Further Exploration:

- The intersection of geospatial AI and real estate investment strategies.

- How real-time entitlement tracking can give investors an edge in emerging markets.

- The future of AI-driven property analysis and its impact on deal sourcing.

Guest Information:

Royden Cooper is the Co-Founder and CEO of Epum, a venture-backed proptech startup leveraging geospatial AI and satellite data to revolutionize commercial real estate research. A former commercial real estate developer, Royden transitioned into data science to tackle inefficiencies in CRE research. His latest product, ApprovalsArchive, launched in early 2025, helps users track zoning changes, entitlements, and new developments at the parcel level across the U.S.

Spotlight:

Access Epum's website here

Access Royden Cooper's LinkedIn here

Check out Royden's co-founder, Marvin Mc Cutchan's academic papers on this link

Episode 8: Innovative Lending Strategies with Charles Farnsworth of 1892 Capital Partners

In this episode, Charles Farnsworth, Fund Director at 1892 Capital Partners, shares how his family office bridges the gap in private lending, focusing on unique asset classes like RV parks, car washes, and entitlement loans. With over 30 years in real estate finance and private lending, Charles provides insights into how 1892 Capital Partners' flexible underwriting process, long-term focus, and regional expertise stand apart from traditional lenders. Learn how creative capital stacks, collateral-first strategies, and a relationship-focused approach enable them to finance projects that traditional banks overlook.

Key Takeaways:

- Flexibility Beyond Traditional Lending: How 1892 Capital Partners customizes loan terms and focuses on long-term value creation.

- Creative Financing: The role of innovative underwriting for unconventional assets like RV parks and entitlement loans.

- Lessons in Relationship Building: How authentic, value-driven connections create long-lasting opportunities in real estate finance.

Related Topics for Further Exploration:

- How family offices differ from institutional lenders in their approach to risk and legacy planning.

- Exploring niche asset classes: Opportunities and challenges in financing alternative projects.

- Best practices for structuring a winning proposal for private lenders.

Guest Information:

Charles Farnsworth manages the private lending arm at 1892 Capital Partners, a family office focused on bridging the gap in private lending for underserved markets. With a background in corporate banking, wealth management, and secured debt portfolios, Charles leverages decades of experience to fuel innovative real estate investment strategies.

Spotlight:

Charles Farnsworth's LinkedIn

1892 Capital's Website

Episode 7: Funding U.S. Projects with Global Investors: An Inside Look at EB-5 with Jeremy Shackle

In this episode, Jeremy Shackle, Principal of Consultancy 619, joins hosts Michael Belasco and Alex Williams to explore the EB-5 immigrant investor program and its unique role in real estate financing. With decades of experience in real estate and financial consulting, Jeremy explains how EB-5 capital can become a key component in the capital stack, particularly for development projects requiring significant job creation. He also shares valuable insights into the application process, regulatory nuances, and market opportunities for developers looking to tap into this alternative funding source.

Key Takeaways:

- Understanding EB-5 Capital: How the program operates and why it's attractive to both developers and foreign investors seeking U.S. residency.

- Navigating Compliance: Key regulatory requirements and tips for overcoming common challenges in sourcing EB-5 capital.

- Risk Management: Best practices for mitigating risks related to EB-5 capital deployment and investor satisfaction.

Related Topics for Further Exploration:

- Capital stack optimization: Strategic use of alternative financing sources in real estate.

- Navigating U.S. residency pathways: An overview of investor visa programs.

- EB-5 in action: Case studies on successful EB-5-funded developments.

Guest Information:

Jeremy Shackle is a seasoned expert in EB-5 capital, with a focus on guiding clients through the complexities of immigration-related investment. Prior to founding Consultancy 619, Jeremy served as Senior Director at EB-5 Affiliate Network, bringing a wealth of experience in both real estate and immigrant investment law.

Spotlight:

Jeremy Shackle's LinkedIn

Consultancy 619 Website

Episode 6: Cannabis in Commercial Real Estate: Licensing, Zoning, Risk, and Regulatory Challenges with Gregg Hilzer

In this episode, Gregg Hilzer, Co-Chair of Stevens & Lee's Cannabis Law Group, joins us to delve into the rapidly evolving cannabis industry and the essential role of real estate in its expansion. Gregg shares his journey into cannabis law, his experience guiding clients through the complex licensing processes in states like New Jersey and New York, and insights into how zoning, regulatory hurdles, and market competition shape the cannabis landscape. Whether you're interested in the legalities, investment opportunities, or real estate dynamics of cannabis, this conversation offers a comprehensive overview of this high-stakes sector.

Key Takeaways:

- Licensing Challenges: Understanding the intricacies of securing cannabis licenses in different states and the importance of local real estate control.

- Regulatory Risks and Compliance: Gregg's perspective on managing compliance in a highly regulated industry with federal, state, and municipal layers.

- Market Outlook: Insights into how potential federal rescheduling of cannabis could transform financial accessibility and regulatory frameworks.

Related Topics for Further Exploration:

- Real estate in high-risk industries: Strategies for navigating regulatory hurdles.

- Cannabis investment: Evaluating risk and opportunity in the cannabis space.

- The future of cannabis regulation in the U.S.: Potential impacts of federal reform on the industry.

Guest Information:

Gregg Hilzer is Co-Chair of Stevens & Lee's Cannabis Law Group, where he represents both medical and adult-use cannabis operators, guiding them through licensing, regulatory compliance, and real estate selection across the Northeast.

Spotlight:

Gregg Hilzer's LinkedIn

Stevens & Lee Website

Episode 5: From Strategy to Execution: John Cusumano's Approach to Rural Commercial Real Estate

In this episode, we sit down with John Cusumano, founder of CUSCO, to discuss his unique approach to real estate development in rural America. John shares how his experience with Walmart shadow centers shaped his strategy and vision for revitalizing small towns through strategic investments. Learn about the challenges and opportunities in developing retail spaces outside of major urban centers and how CUSCO is paving the way for national brands to thrive in underserved areas.

Key Takeaways:

- Unlocking Rural Potential: John explains how rural markets, often overlooked, are becoming lucrative areas for retail expansion.

- Retail Strategy: Understand the nuances of selecting prime retail spaces in small towns and the role of anchor tenants like Walmart.

- Overcoming Development Challenges: John shares insights on working with national tenants, navigating the current construction and interest rate environment, and adapting to ever-changing market conditions.

Related Topics for Further Exploration:

- Retail follows rooftops: Exploring how retail development trends evolve with demographic shifts.

- Rural economic development: The role of commercial real estate in boosting small-town economies.

- Real estate investment strategies: Diversifying portfolios through suburban and rural properties.

Guest Information: John Cusumano is a seasoned real estate professional and founder of CUSCO, a platform dedicated to revitalizing rural America through strategic real estate development. With extensive experience in acquiring Walmart shadow centers and working with national brands, John is an expert in navigating retail expansion in underserved markets

Connect with John Cusumano:

LinkedIn: John Cusumano - Founder of CUSCO Spotlight:

CUSCO's LinkedIn CUSCO's Website

In this episode, the co-founders of A.CRE Consulting discuss their entrepreneurial journey and the evolution of their consulting business. From managing growth to solving market challenges, the team shares insights into scaling a consultancy and fostering success in commercial real estate.

Key Takeaways:

- How the co-founders built A.CRE Consulting to address key industry gaps. - Challenges of starting a consultancy and lessons learned from the first year. - The importance of effective communication and team dynamics in scaling a business. - Insights into flexible consulting solutions for growing real estate firms. Suggested Topics for Further Exploration: - How to pivot business strategies in uncertain markets. - Building successful team dynamics in early-stage ventures. - The role of communication in business operations.

Spotlight: - A.CRE Consulting (acreconsulting.com) - Michael Belasco's LinkedIn - Hunter Leaman's LinkedIn - Joe Prendegast's LinkedIn - Alexander Williams' LinkedIn

Episode 3: Crafting Your Path: Leonard Allen-Smith on Cultivating Success in Commercial Real Estate

In this episode, we're joined by Leonard Allen-Smith, CEO and Founder of Allen Smith Equities, and part of the inaugural class of Harvard's Master in Real Estate program. Leonard shares his incredible journey from purchasing his first property at age 24 to leading multimillion-dollar developments in New York City. Discover how his strategic risk-taking, relentless learning, and network-building shaped his successful career in real estate.

Join us as Leonard takes us through key turning points in his career, including his time at KPMG, his role in real estate tax, and how he scaled his business through tenacity and trust. Plus, he shares insights from his Harvard experience and how he navigated the challenges of launching a business during the COVID-19 pandemic.

Key Takeaways:

- Strategic Risk-Taking: Leonard discusses how calculated risks transformed his career. Networking and Relationship Building: How leveraging relationships opened doors to larger opportunities.

- Real Estate Investment Strategy: Tips for scaling from small deals to large projects.

- Adapting to Market Disruptions: Lessons learned during COVID-19 and navigating uncertainty.

- Continuous Learning: The importance of education, from his MBA to Harvard's MRE program, in accelerating his growth.

Related Topics for Further Exploration:

- Entrepreneurship in Real Estate

- Scaling Investment Strategies in Urban Markets

- Building Resilience During Economic Disruptions

Connect with Leonard:

- LinkedIn: Leonard Allen-Smith, MBA, CPA

Spotlight:

- Harvard MRE Program