Between Two Chairs - Demystifying Commercial Real Estate

What do Marcus Lemonis, Newt Gingrich, Terri Morrison, John Crossman and Tim Weisheyer have in common? They were all inspiration speakers at this year's Florida Realtors Convention. Tune in to get our takeaways.

In this episode, we are joined by Jerry Staple of Avanti Way Commercial, who shares his expertise on the industrial real estate market in Doral, Florida. The conversation explores Doral's strategic advantages as an industrial hub, its evolution from a purely industrial area to a more developed city, and the current trends in the industrial market, including the rise of distribution over manufacturing. We also touch upon the benefits of investing in industrial real estate compared to other property types, crucial due diligence steps for investors, and challenges like traffic and bureaucracy. Thank you for pulling up a chair!

The process of entitling land in South Florida can be long and complex. Our guest, Luciana L. González, has been on both the government and private sides of the process. Her 15 years of high-level public service experience, especially as project manager for Miami 21, the city’s landmark zoning code, as well as her involvement with some of Miami’s most transformative developments, including Brickell Citycentre, Miami Worldcenter, the Design District, and Riverlanding, give her an incredible perspective. Join us as we dive into the process.

According to Gay Cororaton, Miami Realtors Economist, land sales in SE Florida were strong in the first half of this year, a great indicator for future development.Key TakeawaysSales of residential, commercial, and industrial land in the counties of Miami-Dade, Broward, and Palm Beach rose to $3.56 billion in the first half of 2025, up 14% year-over-year.The median sales price per square foot rose at a double-digit pace: residential ($116/sf, +16%), commercial ($85,+ 21%), industrial ($64, +52%).Homestead, The Acreage, and Palm Beach Gardens had the largest sales volume. You can read the full report here.

In this episode, we interview Natasha Falconi,the Founder and President of Falconi Capital, a privately held real estate investment firm focused on acquiring and operating multifamily properties across South Florida. and helps investors do the same. Full disclosure, Jennifer is a partner in one of her multi-family projects.Jennifer met Natasha at Beth Azor's investing conference and was interested in how Natasha sources a deal, focuses on quality of life issues for the residents, and appreciated her attention to detail. Natasha's previous experience as an accountant, chair of a bank and property manager all provide her with an incredible in-depth perspective on how to purchase and operate these assets.Pull up a chair and learn how this woman puts together deals and helps others invest in mult-family real estate to create generational wealth. She is generous and loves sharing her experience to help others."I am always afraid, but I do it." Her "it's okay to be afraid but push through it attitude" should inspire all would be investors to take the leap. She inspired me to take the leap into mult-family investing.

The Homestead Sports Complex, a 130-acre project anchored by a 112.5-acre ground lease with VSGS Facilities LLC will feature a 10,000-seat multi-sport stadium, a residential youth sports academy with classrooms, dorms, cafeteria, gym, and training facilities, plus community and recreational spaces. VSGS Facilities is co-founded by i ex-soccer players Darío Sala and Juan Sebastián Verón, former NBA players Manu Ginóbili and Juan Ignacio “Pepe” Sánchez, and former tennis players Juan “Pico” Mónaco and Mariano Zabaleta — co-founded the project with serial tech and sports entrepreneur Emiliano Fernández Balague, founder and former CEO Gastón Remy and Riccardo Silva, the founder of Silva International and Miami FC.Although smaller than the Nick Bolletieri Tennis Academy, which was the foundation for what is currently the IMG Academy in Brandenton, on Florida's West Coast, this sports academy in Homestead, will be a game changer for the City. These big name athletes are going to help drive sports tourism to the area, requiring supporting services such as hotels, restaurants, and shops.

Transportation & logistics is a huge industry in Florida. According to Powering Florida, more than $190 B in goods flow through the state every year. In this episode, we focus on Broward County, the $ being spent to improve Port Everglades, Ft Lauderdale Airport and the transportation corridors that feed into and out of them. Port Everglades alone contributes an estimated $28.1 B in economic activity every year. This amount of economic activity translates into a huge demand for commercial real estate.

After a decade of advocacy chipping away at Florida's state sales tax on commercial real estate leases, the legislature finally eliminated it! Starting October 1 of this year, there will be no more state or local sales tax on leases, which will put money back into the pockets of business owners.

Kids are master negotiators, so how better to learn about negotiating tactics than from the children's book, "How To Negotiate Everything" by Lisa Lutz?Key takeaways:Brokers are the neutral party when emotions take over with buyers and sellers, so don't be emotionalBe rational, calm and thoughtfulSet expectations for your clientAcknowledge agreement of terms among all partiesHave realistic ask/trade offDo no harm/don't make things worse

Our guest in this episode is Carmen M. Peters,CPA, who specializes in helping people and businesses implement proactive tax strategies to save you money help you keep more of what you earn. We are halfway through the year, so the time to plan is now, not the end of the yearWhat is your business structure?What can you write off and when?What is the best retirement plan for you?Is a Health Savings account right for you?Taxes as a 1099 vs W-2 earnerFernando and I learned so much and guarantee that you will too! Making money is great, keeping it is even better, but requires strategizing. Give Carmen a call. She is both approachable and knowledgeable and will show you how to plan like the super rich do.

Control the deal. Time kills deals. Too many cooks in the kitchen. All of these seeming cliches come into play when you are brokering a deal. How do you control a deal when there are a variety of parties in a transaction? Transparency and constant, clear communication. Remember the broker can control the process, but the client controls the decision.

2025 has been another year with high interest rates and uncertainty, neither of which is good for the real estate market. However, we are seeing deals getting done and some movement on policies and legislation that can either help or hinder our market. In this episode, Fernando gives us an update on his legislative meetings in Washington D.C.

Underwriting commercial real estate, whether as an investor or lender, involves telling the story of both the property and the investor. An investor who underwrites their deals as a lender would has a better chance of getting the loan. Tune in as Fernando and I go back and forth with how I, as an investor underwrite deals, and how Fernando, with his lending background looks at underwriting a deal.

Everyone is talking about AI, so the topic wasn't top on my list as a podcast episode However, after Fernando and I attended an Inman conference and got a great takeaway from Phil Stringer, I was convinced this episode was worth doing. He said "AI is to your time what compound interest is to your money." The cost of running AI models is dropping, it is here to stay, and it can make us more productive. Phils 3 recommendations: Notebook LM.google, buyerprediction.com and gamma ai. Happy prompting!

In this episode we look at the Counselors of Real Estate 2025 Predictions for the Commercial Real Estate Market and how they are affecting Miami half way through the year.From Aon's first quarter insurance report, to Trepp's loan loss predictions and interest rates, we do a dive how the Greater Miami market is performing so far in 2025. You will be glad we aren't Boston! Tune in for a cautionary tax tale and more insights on our SE Florida market.

May is Teacher Appreciation Month. Here at Between 2 Chairs, we appreciate teachers all year long. They are educating our kids, grandkids, current and future employees, service providers, bosses and everyone else your path may or may not cross. We also have a soft spot for teachers as real estate agents, and not just because Fernando was a high school teacher and we have a lot of current and former educators in our brokerage.Teachers possess a unique set of traits that translate seamlessly into commercial real estate success. In this episode, we explore how skills like communication, organization, adaptability, and a passion for helping others give educators a competitive edge in CRE. Whether you’re a broker looking to recruit former teachers or an agent looking to develop these qualities yourself, we’ll break down what makes these traits valuable—and how to actively nurture them for long-term success.

What happens in Tallahassee doesn’t stay in Tallahassee — especially when it comes to real estate. In this episode, we unpack Florida’s 2025 legislative session, spotlighting the top priorities championed by Realtors across the state and the major wins that made it into law. From tweaks to the Live Local Act to bills making it easier to remove squatters from commercial properties, we explore how these new laws will shape the business landscape for developers, investors, and brokers across the state. Tune in for expert insight on what passed, what didn’t, and what it means for the future of doing business in Florida.

In this episode, we break down the complex — and often misunderstood — building recertification process in South Florida. From the tragic events that led to heightened scrutiny to the new 30-year and 10-year milestone requirements, we explore how property owners, engineers, and local governments are navigating this evolving landscape. Learn about what’s required, what’s at stake, and how these regulations are reshaping the region’s commercial and residential real estate markets. Whether you’re an investor, a building manager, or just curious about what’s behind the walls of South Florida’s skyline, this episode sheds light on the crucial systems keeping our buildings — and communities — safe.

In this episode of our Kindergarten series, we revisit the timeless children's book The Little House by Virginia Lee Burton — a beautifully illustrated tale of transformation, resilience, and the slow march of urbanization. Originally published in 1942, the story offers surprising parallels to the evolution of Miami-Dade County. From the strawberry fields of Kendall to the developments rising across Homestead and the Redland, host [Your Name] reflects on over three decades of change in South Florida.We explore how once-rural landscapes have been shaped by waves of development, the rise of Transit Oriented communities, and the holdouts — those properties that, like the little house, stood firm as the city grew around them. This episode is a thoughtful look at growth, place, and the choices we face as Miami continues to expand.Whether you're a buyer, investor, or simply a longtime resident curious about the county's past and future, this episode is your invitation to reflect on how far we’ve come — and where we’re going next.

In this episode, we sit down with Andres del Corral and Juan Ruiz, Vice Chairmen at Blanca Commercial Real Estate, to dive into their journey in commercial real estate—from getting their start in #CRE to helping build one of Miami’s leading boutique brokerages.How many times have you heard, “You’ll never get institutional clients if you work for a small brokerage”? Andres and Juan prove that wrong. They share how Blanca broke through industry skepticism to compete with—and win against—the biggest names in the business.We explore how the firm’s foundation in storytelling, trust, and relationship-building has driven their success in Miami’s evolving office market. Whether you're starting out or scaling up, this conversation offers powerful insights into building a brand that punches above its weight.

In this episode we highlight the first quarter of 2025 CRE for Miami-Dade, Broward, & Palm Beach counties and go over the Miami Association of Realtors First Quarter Commercial Report and what a strong first quarter it was. The economic fundamentals in SE Florida are still outperforming most of the nation. This overview will set the stage for the next two episodes, where we do a deep dive into the office market

In this episode, we're diving deep into two crucial—and often confusing—topics impacting Florida property owners: Flood Insurance Lookback Periods and the 50% Rule.Flooding can happen anywhere, not just in high-risk areas. According to FEMA, just one inch of floodwater can cause up to $25,000 in damage. That's why the National Flood Insurance Program (NFIP) exists—to provide separate flood insurance coverage for homes, businesses, and personal possessions. Administered by FEMA and delivered through over 50 insurance providers, the NFIP also works hand-in-hand with local communities to enforce floodplain management regulations.But here's where it gets tricky: Lookback periods and the 50% Rule can significantly impact whether a homeowner can repair, renovate, or even maintain their property.Key takeaways:The 50% Rule limits improvements or repairs to structures in flood zones if the cost exceeds 50% of the building’s value—unless the entire structure is brought up to current flood standards.Exemptions exist, such as repairs to code violations and approved work on designated historic structures.Lookback periods, which track cumulative improvements over time, can prevent homeowners from making changes unless their home is fully compliant with updated flood regulations. While they can lower premiums slightly, they can also reduce property values and stifle much-needed renovations.Florida Realtors have made it a top priority in the 2025 Legislative Session to limit NFIP lookback periods—a critical move to protect homeowners, preserve property values, and encourage storm resilience.Plus, we catch up on insights from GARD (Great American Realtor Days) in Tallahassee, give a shoutout to Jason Pizzon and Vicky Lopez, and share how to connect legislative "deep cuts" to what's coming down the pipe in commercial real estate.Don't miss this floodplain fundamentals meets policy power-play episode—especially if you're a Florida property owner, Realtor®, or investor.

First, we need to start with....Disclaimer: this is not financial or legal advice and is for informational purposes only. To determine if purchasing real estate is right for you and what vehicle you use to purchase it, please consult with your financial advisors, CPA’s, and attorney.In this episode, we explore how self-directed IRAs can open the door to real estate investment opportunities beyond traditional portfolios. Our guest from CamaPlan explains how their services empower investors to take control of their retirement funds through IRS-compliant, neutral third-party custodianship.Learn how a CamaPlan self-directed IRA allows investments in a broad range of real estate assets—from single-family homes and apartment buildings to commercial properties and raw land.We also dive into the limitations and tax implications: while IRA investments are tax-sheltered, they don’t qualify for real estate-related deductions like mortgage interest, property taxes, or depreciation.Plus, we break down:The difference between an IRA transfer and a 401(k) rolloverWhat to expect when opening an account (just $75 to get started and about 2 weeks to open)Annual fee details ($175 per year)A brief history of IRAs, established under the 1974 ERISA Act to give individuals more flexibility in retirement planningWhether you're a seasoned investor or just starting out, this episode will give you valuable insights into leveraging self-directed IRAs for real estate wealth-building.

In honor of the Miami Film Festival, which starts today and runs through April 13, Fernando & I thought we would revisit a classic that spawned a few of the sayings in real estate that are still around today. I had heard Always. Be. Closing (ABC) & "Coffee is for closers" since I started in real estate decades ago, but had never seen the movie, Glengarry Glen Ross released in 1992. Have to confess, in spite of an all star cast, I am not a fan of the movie, based off of a play by David Mamet, for which he won a Pulitzer Prize. Too much whining about leads! I wasn't in real estate in 1992; where you? If so, does any of the movie ring true for you?

This was the 5th year of Beth Azor's Women's Investment Summit and it was full of insights and opportunities. Pull up a chair to listen to some of the ideas and highlights that have women investing in all sorts of real estate.

Carlos M. Gonzalez, President of Atlantic Building Inspections, a residential and commercial inspection company with offices in: Miami-Dade/Broward, St Lucie/Martin/Palm Beach, Collier/Lee/Charlotte/Sarasota/Manatee joins us to discuss due diligence and how to scale a business. From the due diligence side, with CRE assume no one knows anything about the property. As such, inspect EVERYTHING. Think about environmental testing/use/potential effects on property based on previous or past use, and also take into account the end user and their customer for potential hazards. Make sure that the following are available for inspecting: access to roof and all electrical, a/c’s may be on roof, specialists for elevator, freezers, pumps, etc, grease trap and septic cleaning/inspection, drain forms, fire systems, etc.How to scale a business: Don't underestimate the importance of building systems that work well and be scalable. “We don’t think big enough” so he encourages huge vision. Will system work for 20 calls? 200? 2000? Always start out with the end in mind. What is perfect day? What is my exit strategy? Are you building to sell or just to build: Relentless system tweaking. You are never done with the system. Track patterns. Hire amazing people you can train them for rest.This episode is packed full of insights on working both on and in your CRE business. Enjoy!

Fernando and I couldn't think of a better guest to help us ring in our 100th episode than Tim Weisheyer. He is a servant leader who lives and breaths real estate and firmly believes that it is at the heart of the American Dream. He sees the interconnectivity of real estate with all aspects of life and as such, in addition to being President of Florida Realtors, he is the current Chair of Greater Orlando Aviation Authority Board and Chairman of the Board for the Osceola Chamber of Commerce. Tune in to hear about his philosophy of business and life, his passion for processes, small business, and people.

March is Small Business Month, so today's episode today’s is going to cover resources for starting, growing, and funding small business. If you are a broker, whether tenant rep/landlord rep or business broker, these resources can help you assist your future and expanding customers, by helping your small business contacts get started.Here are some of the ones we go over:The Florida Department of State small business guide CRA’s Community Redevelopment Agencies, are also a great resource for small businesses. For more information on CRA’s and what they do, you can listen to our interview with Jorge Camejo the Executive Director of the City of Hollywood’s CRAGrants available ICSC small business resource

What does this child's book have to do with CRE? It may have been a stretch on this one, according to Fernando I twisted myself into a pretzel, to tie this book to commercial real estate. But we delve into some great lessons about mindset, such as how do you provide value while providing the silence to let the other party resolve the issue on their own?Tune into this episode to learn the invaluable lessons you can apply to your life in business through this delightful book about a giving boy and a fun loving mouse.

One of the many benefits of investing in real estate is the ability to build wealth using other people’s money and deferring taxes. 1031 Tax Deferred Exchanges allow you to keep 100% of your money (equity) working for you instead of paying (losing) about one-third (1/3) of your funds (equity) to taxes.

Key takeaways from @Florida Realtors Mid-winter meetings. Life events that drive real estate continue to happen ,whether interest rates are up or down, and the pent up demand that has resulted due to the rapid interest rate hikes is starting to move. People are accepting the higher for longer idea and brokers are seeing more activity in the beginning of 2025 than the saw in most of 2024. What do Cracker Barrel, Whole Foods, Lulu Lemon and Tractor Supply have to do with predicting politics? Tune in and find out.

Second generation restaurants are very popular in tight retail markets, even in not so tight markets, because a lot of the major and often expensive tenant improvements, such as grease traps and hoods, are already in the space. In this episode, Fernando does a deep dive into a lease he did in August of 2023 that is still undergoing "improvements" and is expected to open sometime in the first quarter of 2025.Sara Hernandez' episode.on financing a deal, discussed the importance of having a good pitch deck. Hue ChenTenant Improvements episodeHue Chen's LinkedIn post: The Cascading Effects of Leasing a Vacancy a force multiplier

"Nothing is certain but death and taxes", a quote often attributed to Benjamin Franklin, especially applies to real estate because, depending how you own your properties, taxes will be paid upon your death. How much depends on the planning you do ahead of time. In this episode, we interview Jennie Farshchian, founder of Farshchian Law, a real estate and probate law firm. She shares her years of experience as both a real estate owner and probate attorney and gives tips on the best way to own property and, more importantly, minimize the stress of your family at a difficult time for them. She also provides valuable insights on how to proceed if you are the broker or heir of property that has to go through probate.

It is great to be Florida, and even better to be Miami/South Florida, according to KC Conway of KCnomics. KC was the main speaker at the Miami CCIM Outlook Conference 2025. Our economy is robust and growing. Looking forward to 2025 KC says industrial, multifamily and data centers are going to occupy 2/3 of investors interest in 2025.Roderick Miller with the Beacon Council mentioned that 20-30% of companies coming to Miami are in the financial sector.Not all is rosy, on a national level headwinds include insurance (both property and casualty insurance are increasing) and consumer credit (credit card debt and home equity loans) high.So much information on our local market is packed into this episode.

In the episode we give a brief overview of what we saw in our #SouthFloridaCRE market after the elections and the Fed's two rate decreases. Listings that we had not been get much activity on went under contract or was leased, buyers we had on the fence put in LOI's, and we started hearing from other brokers that they were seeing the same thing. The market hates uncertainty and once we knew who won national, state, and local elections and that the Fed wasn't going to rapidly decrease rates due to stubborn inflationary signs, the market was ready to start executing. Tune in next week when we do a deeper dive into what expectations are for #MiamiCRE in 2025 based on highlights from the #CCIMMiami Outlook Conference.

Today, we’re diving into a critical yet sometimes overlooked aspect of commercial real estate leases—extensions. Should tenants and landlords embrace them or proceed with caution? Let’s explore the pros, the cons, and some tips to navigate this lease provision.

Happy New Year! In our first episode of the year, we interview Enrique Teran Co-Founder and CEO of Avanti Way and Principal of Avanti Way Capital. Whether you are trying to fund a deal or are wanting to invest in commercial real estate, Enrique's insights will provide you with an outline of how to get it done, including his recommendation of the book, Raising Capital for Real Estate by Hunter Thomas. Some key takeaways:Curate your guest listCompete against yourselfNever give up. You are going to fail, and that is okay.Work with what you haveBe grateful

We are ending our second season and wrapping up 2024 with our Kindergarten series, specifically The Giving Tree by Shel Silverstein. What does a book about a tree and a little boy have to do with #cre? Tune in and find out why, in our opinion, we should all strive to be the tree!

Sara Hernandez is Senior VP commercial banker with First Citizens Bank, one of America’s largest family-controlled banks. In this episode we get insights, tips, and tricks for approaching a lender for the purchase of an asset. One of our favorites, was a preflight checklist before you approach the lender with your deal. What is the story of the neighborhood, asset, your experience. Tell them they Why of the deal.

In this episode we discuss updates from the National Association of Realtors annual convention and business meetings. We also discuss the bump in activity after the elections and some expectations for 2025.

Who thought CRE insurance could be a fun topic?! Everyone needs it and there is a lot of misinformation out in the market about it and we couldn't think of a better person to demystify it than Jamie Levenshon, with Insurance Office of America. She is passionate about the subject, saving her clients (and many of ours!) money, while making sure they have the right coverage and protections for their individual situations. Tune is, I can guarantee you will learn something extremely useful from Jamie.

Gratitude is not only the greatest of virtues, but the parent of all others. – CiceroIn this episode we remind our listeners of the importance of gratitude in everything. From William Faulkner to Gary Vaynerchuck, we explore the importance of gratitude for a positive mindset.The University of Kansas Community Toolbox is a free resource that helps build stronger communities. “Gratitude and appreciation are important in community life and in community building because they bring us into positive and direct relationship with ourselves and others.”Thank you for listening! We appreciate you and your feedback.

You will often hear about the right of first refusal. Most tenants, especially those who have spent a lot of money improving a space or been in business for a long time, will want one in their lease. Sounds pretty harmless, right? In this episode with discuss issues with, and alternatives to, a right of first refusal. When you take a listing or write a lease in a commercial condo, read their documents especially Article 8 of their bylaws, which relates to Right of First Refusal.

Here's a riddle: Landlords aren't crazy about them and tenants always want them. What are they? I know the title of this episode gave it away, but the answer is tenant improvements, better known as TI. To give or not to give, that is the question. We take a dive into negotiating them on either side of the lease and give a perspective from both sides of the lease negotiation.

I met Carson online on LinkedIn. I had been following him for a while because he is a land broker in Fort Myers, Florida. I used to own investment property there and like to keep my pulse on that market. His down to earth style and his willingness to share his social media faux pas made me an insta-fan. One of them had me LOL and when I saw him at a conference, I went up to him and said, "Hi. Aren't you the guy that...." (you'll have to listen to learn the rest). We laughed and chatted for a while and now here he is, sharing his CRE experiences with you.

Gunnar Branson, with AFIRE, says we are addicted to fear and we know that fear is what sells, which is why news leads with what is scary. This simple children's book, I Am Courage by Susan Verde has great lessons for all of us on how to find courage to move forward in difficult times and markets and when there is uncertainty. Those of us in #cre need to be courageous every day.

According to Global Market Insights, the Proptech Market was valued at USD 27.3 billion in 2023. It is easy to get overwhelmed with the amount of technology that is specifically targeted at the real estate industry so focus on the tech that you will use consistently to help you provide value to the consumer and make you more efficient. At the end of the day, no matter how much tech you use, real estate is a relationship and boots on the ground business. Nothing beats face to face meetings and talking to people in your market.

Highlights from the NAR C5+CCIM Conference in Miami.Tiffany Bova, Paco Underhill ,author of Why We Buy, Beth Azor,Bob Knakal, Spencer Levy, are just some of the amazing presenters that we highlight in this episode.

In this episode we do a deep dive analysis of an industrial sale transaction from the beginning through closing. From the buyer's specifications to finding the property, going through due diligence, the hiccups that occured, how they were overcome, and how the property successfully closes.

Ever heard any of these real estate myths?Buying, selling, leasing, owning, real estate is easy.You need a lot of money to invest in real estate.Technology is making real estate retail/office obsolete.You always make money in real estate.Easy and availability of data is going to make brokerage obsoleteWe debunk them in this episode.