Jeremy Mercer on Building Texas’s Industrial Real Estate Legacy

In the dynamic world of commercial real estate, guest host Andrew Gross sits down with Jeremy Mercer, CEO of Matador Realty Investments, on this episode of The Matthews Podcast to unpack one of the industry’s most unconventional and inspiring journeys. From his early days in steel manufacturing to launching a thriving industrial real estate firm along Texas’s I-35 corridor, Mercer offers a masterclass in grit, adaptability, and staying ahead in today’s relationship-driven, digital-first market.

 

 

Finding Real Estate Through Rehearsal Rooms

Mercer’s path to CRE didn’t start in a classroom or corporate internship. It started with music and metal.

 

Raised in Irving, Texas, and a Texas Tech graduate, Mercer dreamed of becoming a sports agent. But after stints in band gigs and steel manufacturing, he pivoted, buying a run-down rehearsal space in Dallas with insurance money and transforming it into an income-producing asset.

 

That experience ignited his interest in real estate and taught him key fundamentals: sweat equity, lease-up challenges, and the importance of building relationships.

 

The Reluctant Broker Who Became a Deal Machine

It was Mercer’s brother, already working in industrial real estate, who pushed him toward brokerage. Hesitant at first, Jeremy gave it 30 days.

 

What followed was a cold-calling, door-knocking crash course in prospecting through Dallas’s Design District. It wasn’t polished scripts that worked, it was real conversations and persistent follow-up.

 

That trial run turned into a full-time shift, and a realization: brokerage wasn’t about transactions, it was about people.

 

Building Matador: Focused, Gritty, and Texas-Born

In 2021, Mercer launched Matador Realty Investments, a nod to his Texas Tech roots and the spirit of the matador: resilient, bold, and fiercely focused.

 

The firm targets overlooked Class B and C industrial assets across Texas’s I-35 corridor, with recent deals in Brookhollow and Salina.

 

His competitive edge? Strong relationships, consistent execution, and deep knowledge of the submarkets he serves.

 

The Digital Pivot: Why Social Media Matters

When COVID-19 disrupted traditional networking, Mercer leaned into social media and podcasting. He built an in-house studio to cut costs and stay consistent, and the results spoke for themselves: better branding, expanded reach, and stronger deal flow.

 

“You can’t just be present in the market,” Mercer says. “You’ve got to be present online, too.”

 

The Non-Negotiables for New Brokers

When asked what advice he’d give to those entering CRE, Mercer doesn’t mince words: “First, you need to know what you want. Want to make a million? Two million? Get ready to work 80 hours a week.” Success, he says, hinges on discipline, structure, and consistency.

 

“You can always find a reason not to prospect,” he warns. “But that’s a death sentence in this business.”

 

Broker Wisdom: Goals, Grit, and Balance

Beyond hustle, Mercer believes in being intentional:

 

• Set clear goals: Know what you’re building toward.
• Follow a plan: Stick to it daily.
• Nurture relationships: Clients and investors are your foundation.
• Protect your time: Longevity in this industry requires balance.

 

A Bullish View on Dallas

Mercer remains optimistic about the future of Dallas-Fort Worth. With corporate heavyweights like Goldman Sachs and Deloitte moving in, and Universal Studios breaking ground, he sees long-term growth potential, especially in industrial.

 

“Dallas is resilient. If you know your niche and stick to your playbook, there’s room to grow.”