Real Estate REality Check | Real Estate & Business Career Success Education and Training

Today on Real Estate REality Check, I have a rather easy assignment, given that I am going to attempt the not-so-impossible by bringing our guest out from his shell. The not-so-shy, the always informative and truly effervescent reformed yet long recovered attorney, who is now the Senior Executive Managing Director of Investment Sales for Meridian Capital Group, spends his days not only representing many of the name players in our industry, but also the true stars and integral backbones of NYC, namely the mom-and-pop owners of multifamily, industrial, office and retail properties. Yes my real estate brethren, I give to you the one and (definitely) the only David Schechtman. Thanks for joining us my friend, just a few days after your recovery from a perspective changing moment in your life which we will get to a bit later ... needless to say David, we have some things to talk about, here beside the rising and to many, not so rising tide of real estate, life and the consequential tumult from the pandemic.

Today we are fortunate to have with us on Real Estate REality Check someone who I consider to be (pun intended) not only on the cutting, suburban and urban edge of real estate professionally speaking, but also, without dating myself too much, a friend whose persona reminds me of the title of the 1980’s song “Cool Cat” by Freddie Mercury and Queen ... yes my real estate brethren, I give to you the Executive Vice President and COO of Urban Edge Properties, Chris Weilminster.

Today we have with us on Real Estate REality Check, two renowned leaders who have played an integral role during their illustrious careers in making a difference for their clients, those that they work with, as well as for the CRE industry, namely the dynamic duo and vice chairpersons of investment sales and retail leasing, respectively, for Compass, my dear friends Adelaide Polsinelli and Robin Abrams. Thank you so much for joining us, and for being the charter members of our new series called “The Mothers of REinvention,” which plays off of the name of music legend Frank Zappa’s old band, “The Mothers of Invention.”

Today on Real Estate REality Check we have with us someone who less than a decade ago took on a U2 like “I Will Follow” mindset when it came to his passion to make something out of nothing, notwithstanding that at the time, he then possessed the equivalent of the title of an Elvis Costello song called “Less Than Zero” when it came to his base of knowledge in the world of CRE. In spite of those challenges, he went on to build a “value-added tech driven data engine employing sophisticated algorithms and artificial intelligence” that some may describe as a “CRE data democracy.” He did (and I may add, continues to do) so by not only subconsciously embracing the song titles “Harder Better Stronger Faster” by Daft Punk and "It's in the Way That You Use It" by Eric Clapton, but also by heeding the wisdom of, among others, Jeff Bezos and his “Day 1” mindset, so as to minimize the chances of Reonomy meeting up with the business equivalent of the schoolyard bully who wants to take its lunch and give them a metaphorical wedgie, to that of Ben Franklin’s mantra of “Diligence is the mother of good luck,” and W.B. Yeats as well, who said “There are no strangers here, only friends you haven't yet met,” all of which he employed to ultimately co-found Reonomy (which, as a consequence of a networking play date, with props out to an old Grateful Dead tune and his co-founder, because “Mr. Charlie” told him so). I give to you my real estate brethren, from the streets of London, the one language shy of being a polyglot and the man who had the business he co-founded in college become the subject of a 60 Minutes segment, the truly fascinating CEO of Reonomy, my new friend Rich Sarkis.

Today we have with us a native New Yorker possessing a multitude of degrees, the first being that of street smarts earned while pounding the pavement of NYC, followed by a degree in Psychology from Boston University, a Master of Arts in Sports Management from NYU, and then in community service, including his 9 years as a senior member of the management team which helped establish Chelsea Piers as the third largest tourist attraction in New York City. Bill Abramson, in line with the Muhammad Ali mantra of “Service to others is the rent you pay for your room here on earth,” has served as Co-Chairperson of the Union Square Partnership and Treasurer of The Village Alliance among many other community minded endeavors, is the Director of Brokerage for the renowned full service management and brokerage firm Buchbinder & Warren.

Today we are fortunate enough to have with us on Real Estate REality Check someone who has personified my Albert Einstein (“Try not to be a man [or woman] of success, rather be a man [or woman] of value”), Snoop Dogg (“Master your craft”), Drake (“Started From the Bottom”) and Beastie Boys (“Skills to Pay the Bills”) mantras, yes my real estate brethren, Alyssa Zahler. Alyssa, who over her career has built a foundation of knowledge, experiences and relationships working in production on programs and for media companies such as Hardball with Chris Matthews, the Beijing Olympics, CNN, and Bloomberg LP, parlayed those experiences by joining Newmark’s commercial leasing department.  Once there, she played an integral role in growing the development portfolios of a number of landlords, while simultaneously representing high growth companies in the media and technology spaces. In early 2020, Alyssa parlayed her skillset to become the Director of Commercial Leasing for Brooklyn based and family owned Two Trees Management, owners of a $4 billion real estate portfolio containing among other properties, 3MM square feet of office, retail and industrial product.

After a nearly 7-month hiatus, I am happy to have on as my first guest back on Real Estate REality Check someone who I consider to be the equivalent of the Pulp Fiction character Winston Wolf when it comes to making a difference for the restaurant industry that has been, in the words of Mick Jagger, absolutely “SHATTERED” by the impact of COVID-19. Even if you have been doing your best impression of “The Bubble Boy” character from Seinfeld, Andrew Rigie, the Executive Director of the New York City Hospitality Alliance, has been like Elvis Presley ... you know, as in EVERYWHERE, as he goes about channeling Winston Wolf’s mantra of “I solve problems” for the 100’s of thousands of NYC restaurant workers that have been devastated by the pandemic. Andrew knows that without food and beverage coming back to being an integral part of our lives and the fabric that makes NYC so great, the road to recovery is going to be a long and treacherous one.

PODCAST RECORDED ON March 3, 2020   Introduction: Willy Walker, an avid skier, cyclist, family man and Boston Marathon runner who once clocked in with an outstanding time of 2:36, is the Chairman and Chief Executive Officer of Walker & Dunlop, one of the largest commercial real estate finance companies in the United States. I came away from my hour long chat with Willy recognizing that I was not only a bit smarter from it, given some of the pearls of wisdom he threw my way, but also cognizant of his passion to make a difference and his conscious and/or subconscious belief in two quotes and a song title that I believe play an integral part in one’s path to success ... namely that of “Hard work beats talent when talent fails to work hard” (Kevin Durant), “Things may come to those who wait, but only the things left by those who hustle” (Honest Abraham Lincoln), and “Can’t Knock the Hustle” (Jay-Z).   Episode Notes: At 0:55, Willy Walker discusses planting seeds and his empowering chat with Jim Collins, author of the bestselling book Good to Great. At 2:52, Willy touches upon Walker & Dunlop acquiring and integrating companies and human capital being the real value in its business. At 4:34, Walker shares Colin Powell’s thoughts on decision making and taking calculated risks. At 5:46, he dives into taking Walker & Dunlop public in 2010. At 7:40, Willy speaks on change, opportunity and “countercyclical moves.” At 13:05, Walker addresses culture and scaling at Walker & Dunlop, and informs us of a past “cancer” within the organization. At 16:38, he chats about the recent acquisition of Aaron Appel’s AKS Capital Partners team. At 19:44, Willy provides some negotiation pointers and explains the importance of watching and listening. At 23:49, Walker dishes on adding value and his passion for the business. At 27:07, he talks about Walker & Dunlop’s range of clients, understanding the time value of money and taking care and upgrading assets. At 32:17, Willy voices his thoughts on diversity in the workplace and the pertitance of building a “bench” through recruitment and investment. At 36:14, Walker chats about networking and maintaining relationships. At 41:36, Walker dishes on his “no phone policy” during meetings, and discusses his retreat last year where he “learned to unplug.” At 46:42, Willy dives into Walker & Dunlop’s partnership with GeoPhy through artificial intelligence and machine learning. At 50:35, Walker believes that tough times increase collaboration, while allowing one to see what someone is actually made of. At 55:08, Willy Walker closes out the podcast sharing part of his recent conversation with Jim Collins, and discusses Walker & Dunlop making calculated bets.  

Introduction: Although stated in a different context by David Byrne recently during his hit Broadway show American Utopia, Matt Giffune, the co-founder of Occupier, does have a bit in common with Mr. Byrne when it comes to the benefits of collaboration. Just as David said, “By giving more, I get more,” the same can be said of the benefits that a user receives from Occupier's online deal and portfolio management collaboration software for tenants of commercial space.   Episode Notes: At 1:52, Matt Giffune opens up the podcast with his thoughts on “getting small wins” and “playing the long game.” At 3:24, Matt touches upon mastering the fundamentals, always believing that he is “still at the bottom,” and his mentality that there’s always room for improvement. At 6:24, Giffune notes his previous role as broker in Boston, along with the inefficiencies that exist within the industry. At 8:03, he talks about leaving JLL and his transition to working at VTS. At 9:54, Matt dives into how Occupier came to fruition, and how it filled a hole in the marketplace. At 12:32, Giffune explains how Occupier’s product differentiates itself from its competitors. At 14:43, he shares how technology has changed and allows him to stay hyper-connected to anything he cares about. At 17:46, Matt notions that spreadsheets are “dangerous” if not used for the right application. At 19:21, Giffune speaks on how Occupier provides a medium for real estate professionals to “do the right thing” with the leasing process. At 22:17, he gives his take on the PropTech sector of the industry. At 24:44, Matt mentions how working at VTS provided the opportunity for him to step outside of his “broker skin,” and exposed him to see how other companies operate. At 27:06, Giffune elaborates on developing relationships and being a big believer in serendipity, by sharing a story from his brokerage days. At 29:38, he touches upon WeWork and the realm of co-working. At 33:22, Matt suggests that there is “no magic pill” to take to be successful in the real estate industry, and instead believes that one must “absorb, listen, and ask.” At 35:23, Giffune credits his wife for being his safety net in life, and his dad for being a great sounding board for him to bounce ideas off of. At 39:50, Matt dishes on failure, the willingness to make mistakes, and the need for one to place themselves in the “pain cave” in order to grow. At 41:48, Matt Giffune closes out the podcast on how he wants to be remembered: He hopes that people think that he treated them with respect, and that he had great taste in music.

Introduction:   Today’s guest is Brad Gerla, an Executive Vice President at CBRE and the 2014 award winner for REBNY’s Sales Brokers Most Ingenious Deal of the Year Award for 11 Madison Avenue. Given the manner in which Brad exudes a youthful yet passionate and relentless nature to make a difference for landlords and tenants alike, he reminds me of what Albert Einstein was conveying in his quote “Try not to become a man of success, but rather try to become a man of value.”   Episode Notes:   At 1:49, Brad Gerla discusses finding the balance between having fun and the business of real estate. At 3:28, Brad notes the importance of “doing your homework” on your clients as you are negotiating on behalf of them. At 5:27, Gerla stresses to know the business inside and out, and advises not to go half-assed into anything – whether that be a pitch, presentation, or meeting. At 6:57, he dives into his start in the business, and elaborates on his mentor Jim Gross. At 9:43, Brad speaks on leasing office buildings and knowing the product, as well as space tours being your time to impress. At 12:17, Gerla highlights CBRE’s platform and the firm’s resources. At 13:51, he touches upon the Harlem Lacrosse charitable initiative. At 15:54, Brad informs us of being a voracious reader, and the opportunity one can receive through reading. At 19:10, Gerla credits networking to being a key in business, and recollects meeting Larry Haber at the ICSC convention in Las Vegas a couple of years ago. At 21:35, he shares how he approaches the “game of life” – family, health, and business. At 23:17, Brad talks about the over 60 lacrosse team in which he plays on. Gerla also notes that it’s easy to stay focused when one is on a winning team in business. At 25:24, he discusses Leasing REality’s and AGMB’s David Byrne January event, and how he goes about making a difference in the community. At 27:53, Brad reminisces about winning REBNY’s Sales Brokers Most Ingenious Deal of the Year Award for 11 Madison Avenue in 2014. At 30:21, Gerla dishes on being a “glass half full” guy, and how he confronts challenges. At 31:35, Brad Gerla closes out the podcast mentioning how his real estate stories would make for great reading.

Introduction:   Today we have with us the multidimensional and talented Sarah Saltzberg, who given her prior (and to some extent still current) career as a Broadway actress and screenwriter, brings to mind not only Billy Joel and his classic songs “Miami 2017 (Seen the Lights Go Out on Broadway)” and “Uptown Girl,” but also that of the great Queen song “Bohemian Rhapsody,” as she is also the co-founder of Harlem and Washington Heights based Bohemia Realty Group.    Episode Notes:   At 2:09, Sarah Saltzberg discusses Bohemia Realty Group’s agents simultaneously building parallel careers in both real estate and the arts, as well as how Bohemia promotes work-life balance, self-care, and kindness to their agents. At 4:38, Sarah talks about accidentally ending up in the real estate industry, and how she went about raising money for a show that she was creating while working as a waitress. At 8:18, Saltzberg dives into education, as well as her growth as an actress through the lessons learned via her real estate experiences. At 10:13, Sarah shares how she and her partner Jon Goodell developed Bohemia’s mission, and why the firm is all for sharing knowledge and information. At 15:51, she touches upon erring on the side of caution when it comes to the unknowns surrounding the Housing Stability Tenant Protection Act of 2019. At 21:50, Saltzberg dishes on the positives associated with women possessing an “emotional openness.” At 24:34, she speaks on her not initially integrating her artistic and real estate careers. At 26:25, Sarah highlights her ability to improvise in acting, and how this skill aids her in real estate negotiations. At 29:26, Larry Haber plays an improv game with Sarah Saltzberg. At 35:25, Saltzberg compares being a deal junkie to being on stage, and also mentions her love in watching Bohemia’s agents grow. At 38:58, she wholeheartedly believes that it is crucial to have a positive attitude in real estate dealings, coupled with providing value to those in which you are working with. At 41:13, Sarah suggests that it is necessary for agents to be transparent about their strengths and weaknesses. Saltzberg also talks about her play that she authored, “Miss Abigail's Guide to Dating, Mating and Marriage.” At 46:10, she shares her intention in opening Bohemia Realty Group, hosting events for the community, and “building something bigger than yourself.” At 48:02, Sarah Saltzberg closes out the podcast with the message of making the world a better place everyday for family, friends and the community through the platform and avenues that she has created.

Introduction:   Today’s guest brings to mind the words of the iconic artist Vincent Van Gogh, who once said, “Great things are done by a series of small things brought together.” Given how Vicente Wolf brings together the four elements of design – namely those of earth, water, air and fire – he takes Van Gogh’s quote to another level in the manner he goes about creating cool, cerebral and modern interiors that create atmospheres without boundaries. In fact, Margaret Russell, the former Editor in Chief of Architectural Digest, described Vicente as having a “remarkably grounded sensibility like earth”; as being “passionate and vital as fire, as clear and fluid as water, and as imaginative and carefree as air.” So Vicente, with that as our backdrop, I look forward to hearing your thoughts and visions through what to me at least is essentially through the lens of none other than Mother Nature.      Episode Notes:   At 2:24, Vicente Wolf discusses his family motto of survival, as well as him being a Cuban refugee. At 4:56, Vicente shares how nature has always been present in his soul, and how nature brings honesty to his work. At 8:27, Wolf dives into providing longevity and a sense of value to a space when working with developers. At 9:31, he notes that he doesn’t believe in “trends,” and instead believes in his “gut” feeling. At 12:21, Vicente advises on one staying within its core while not compromising personal values. At 14:18, Wolf talks about finding the balance between his creative vision and the business side of a project when dealing with clients. At 17:01, he highlights how he molds the wants, needs, and desires of his clients to fit the situation at hand. At 19:48, Vicente provides us with how he adds value to a project while simultaneously building confidence within the consumer. At 21:38, Wolf shares an instance in which his space design contributed to a drastic change in a client’s lifestyle. At 23:38, he wholeheartedly believes that reputation is all one has. At 25:30, Vicente points out the importance of a designer being on the same page as an architect from the start of a project. At 26:58, Wolf touches upon his ability in seeing the big picture in a project. At 29:12, he discusses every inch being so valuable in a space, and why a current space use analysis before the design stage is essential. At 31:58, Vicente mentions how he gives back through design. At 34:10, Wolf describes how traveling allows him to step outside of his comfort zone. At 36:53, Vicente Wolf closes out the podcast with a message on the love he has for his work, and the surprise he has in his creativity.

Introduction: Hard work. Relentless passion. Adding value. Following up. Time management. Considering failures and mistakes as opportunities to grow and thereafter succeed. Likeability. Family ... and oh yeah, the desire to sell like there is no tomorrow. These are but a few of the mantras that have played an integral part in the meteoric rise of the former broke actor just a bit more than a decade ago – to that of the very top of the residential real estate and salesmanship world. I give to you my real estate brethren the one and only Ryan Serhant. Looking forward to hearing your thoughts on business, life, sales, and, playing off of the title of an afternoon soap opera you were on back in 2008, how to survive and succeed “As the [Real Estate] World Turns.”   Episode Notes: At 2:31, Ryan Serhant makes known that he would much rather regret the things he did than regret the things he never tried. At 3:54, Ryan dives into how he measures success, as well as the pertinence in setting consistent goals. At 5:28, Serhant discusses the “FKD” system he created, and how he goes about structuring his day. At 9:43, he talks about his mantra in “following up until you die” along with an example of how it helped back in 2009. At 11:21, Ryan receives a FaceTime from his daughter Zena (her first podcast!) and wife Emilia. At 13:10, Serhant picks up where he left off as he defines following up (with value), following through, and following back in being the crux of his business. At 14:30, he advises that one controls his or her reputation by merely controlling his or her actions. At 16:35, Ryan tells Larry Haber: “You have the best questions,” and notes that one will get through both bad and good markets by simply taking care of “the work” and being disciplined. At 18:32, Serhant gives his thoughts on virtual brokerage versus that of the element of the human touch. At 23:00, he discusses how he differentiates with all the inventory on the market, and shares an example in his branding of “SoHY” (South of Hudson Yards). At 26:31, Larry Haber asks Ryan what he would rewind in his career. At 28:29, Serhant touches upon target marketing and thinking outside of the box when marketing properties. At 28:47, he recommends the productivity hack in practicing “inbox zero.” At 32:26, Ryan proclaims his real estate sales team is modeled after the structure of his beloved New England Patriots. At 34:19, Serhant plays a “song/lyrics” word association game with Larry Haber. At 38:39, Ryan Serhant closes out the podcast discussing the one great thing he would like to have to opportunity to do in his lifetime.  

Introduction: Right before their great dual presentation at the NYC Real Estate Expo 2019 on October 24, Lou Diamond and Jen Du Plessis joined us for an impromptu podcast. Lou, the CEO and founder of Thrive and host of Thrive LOUD with Lou Diamond podcast, is “a dynamic speaker and master connector who will energize and motivate your organization to explode your sales, retain your clients and build a thriving culture.” Jen is a rock star in her own right, as she began her mortgage lending career in high school and is Principal at Kinetic Spark Consulting, author of “Launch! How to Take Your Business to New Heights,” and host of the Mortgage Lending Mastery podcast.   Episode Notes:  At 1:30, Lou Diamond talks about the skills he believes are needed to be a good connector, the power of empathy, and listening being a lost art form. At 4:54, Lou discusses solving problems, and points out that rarely is a company able to synthesize specifically the problem(s) they solve. At 6:46, Diamond shares that he helps individuals in companies thrive through connecting by way of figuring out the process, as well as “unleashing superpowers” within those individuals he aids. At 8:48, he notes the importance of authenticity and messaging on social media. At 10:58, Lou Diamond closes out his segment of the podcast with his dream of playing 18 holes at Augusta National Golf Club, the fulfillment he feels in spending quality time with his family, and why “Lou = NY.” At 14:31, Jen Du Plessis discusses her book “Launch! How to Take Your Business to New Heights,” and “finder, minder, grinder.” At 15:51, Jen touches upon living a lifestyle centered around “not sabotaging life.” At 17:18, Du Plessis speaks about not believing in balance, being all-in, and “going on vacation everyday.” At 18:59, she talks about taking action and achieving results. At 19:30, Jen describes her passion in helping people succeed, as well as her family. At 20:57, Du Plessis shares her dream “circle of trust.” At 22:48, dishes on her belief that one must find a “tribe” that completes you. At 25:19, Jen Du Plessis closes out the podcast as she dives into the topic of women in real estate (and the mortgage space) and the #MeToo movement.

Introduction:   Integral components to being a successful real estate broker include that of having a relentless passion to make a difference for one’s clients, an unquenchable thirst for knowledge (and the ability to use it properly and to your advantage), to be cognizant of when you don’t have all of the answers, and to be smart enough to not only know it (while making like Tom Cruise in Jerry Maguire by finding someone to complete you). Given my experiences on a number of deals I have worked on with him, that is what the never shy and always entertaining Lance Leighton, Senior Managing Director at Savills, brings to the table … along with the ability to channel Paul McCartney during a difficult negotiation by conveying the message “there’s no time for fussing and fighting my friends, we can work it out!”   Episode Notes:   At 2:12, Lance Leighton shares who he is and notes that “extra” is the best word to describe him. At 2:58, Lance dishes on how technology will continue to change how to market oneself and his or her brand. At 6:00, Leighton talks about leveraging video content. At 7:57, he discusses how technology has impacted him. At 9:50, Leighton shares Savills occupier technology platform in Knowledge³, as well as his thoughts on workplace efficiency. At 11:34, he touches upon landlords adapting to change, and the commercial real estate industry being slow to adapt to change. At 14:38, Lance speaks about commutation for employees, and how landlords are using creative methods in order to attract tenants. At 16:39, Leighton informs that he is “all-in” or “all-out” in anything he does. At 18:16, he points out that his role as a broker is to help clients solve significant problems, while also anticipating those problems before they happen. At 21:30, Lance highlights being a consultant, a trusted advisor and building relationships. At 22:41, Leighton discusses the evolution of his canvassing style, and running the broker training program at Savills. At 25:45, he dives into experiential, interactive, and “Instagram worthy” retail. At 28:28, Lance believes that the introduction of new technology will not kill off brokers, and instead will simplify the role of a broker. At 32:00, Leighton talks about hedgefundspaces.com, techofficespaces.com, as well as his mentor in Evan Margolin. At 35:33, he makes note that he wears his heart on his sleeve and “you see what you get.” At 36:43, Lance shares his thoughts on “positivity,” “excitement,” and the brutal amount of rejection in the commercial real estate industry. At 39:35, Leighton points out the importance of authenticity and passion in work. At 41:43, Lance Leighton closes out the podcast with advice he received from his mentor Evan Margolin in imagining that every call that you make or email that you send is going to get back to the CEO.

Introduction: Today we have with us Ash Zandieh, the CREtech and PropTech visionary and guru, who seemingly made it his mission to channel the song by hip-hop heartthrob Drake, namely that of “Started from the Bottom” as to the acquisition of his real estate knowledge base. Ash continues that mission in a myriad of ways, including that of helping the commercial real estate tech sector grow into a thriving ecosystem by helping startups grow their businesses by connecting them to the funding sector.   Episode Notes: At 2:30, Ash Zandieh discusses his strength in “narrowing the margin of vulnerability” not just for himself, but for others as well. At 4:08, Ash notes that a great deal of entrepreneurs today are coming from the real estate scene. At 5:56, Zandieh states that the notion of technology changing people is a little foreign to him. At 7:16, he talks about innovation, “borrowed money,” and defines PropTech for the layperson. At 11:06, Ash touches upon Airbnb and the impact CompStak had on him while he was a broker. At 14:33, Zandieh provides his thoughts on venture capital in New York and non-New York based start-ups solving a “New York problem.” At 16:59, he dishes on “the old school model of profitability and scale” when launching a business. At 18:44, Ash dives into PropTech unicorns and borrowing power in today’s market. At 21:56, Zandieh makes note of his dislike for the word “disruption,” and tell us why he believes that AI will not kill off the broker. At 24:56, he points out that he is in the knowledge business and that “attention is the only asset that matters.” At 28:12, Ash discusses the commodities of time and knowledge. At 29:52, Zandieh advises on auditing your skillset and “contextualizing tech.” At 33:20, he informs that AI technology is moving at a faster speed compared to that of government. At 36:38, Ash dives into his love for sharing knowledge, in addition to playing a role in the growth of other entrepreneurs. At 40:27, Zandieh talks about utilizing both old school and tech methods. At 43:04, he speaks on WeWork and the built world sector. At 46:04, Ash touches upon agility, as well as being comfortable with discomfort. At 48:08, Zandieh stresses in believing in oneself and its ability to execute. At 50:50, Ash Zandieh closes the podcast with a message on the affect fatherhood has had on him.

Introduction:   Today we have with us none other than Gary Malin, the always charming, engaging, insightful and giving President of Citi Habitats, a New York City based real estate brokerage firm specializing in sales and the leasing of over 10,000 apartments annually. Crazy as this may sound to you, given Gary’s positive spirit and mindset, when I speak to him, the classic songs by Jamaican reggae legend Jimmy Cliff come to mind, namely that of “No Problems Only Solutions” and “You Can Get It If You Really Want.”    Episode Notes:   At 1:50, Gary Malin discusses his father providing him with a foundation of honesty and integrity, and shares how his legal training and background helps him in business. At 3:30, Gary touches upon the negative implications of the Housing Stability Tenant Protection Act of 2019 (“HSTPA 2019”). At 6:47, Malin notes the effect of the HSTPA 2019 on owners, and how tenant advocates did a better job advocating in Albany. At 10:19, he speaks on the difficulty of balancing the interests of agents and the interests of the business, and informs that he works for the agents of Citi Habitats, not the other way around. At 12:08, Gary informs that he infuses the message to agents that “We are in the hospitality business.” At 13:43, Malin highlights Citi Habitats’ embracing of change and never being complacent. At 15:40, he talks about flexibility and how renting offers tenants the “ability to test drive the car without buying the car.” At 18:14, Gary notes that he doesn’t look at buying a home as an investment. At 21:36, Malin discusses Citi Habitats culture and being able to relate to agents no matter of age. At 23:05, he touches upon branding Citi Habitats on social media, as well as conducting digital audits with Citi Habitats’ top agents. At 25:45, Gary points out the necessity of agents putting in the time, effort and commitment to earn access to a clients sphere of influence. At 28:00, Malin provides his thoughts on the impact of technology and iBuying. At 30:53, he speaks on being honest, constructive and having the best interest of clients at heart. At 32:39, Gary stresses that brokers must realize the importance of communication and responsiveness when representing clients. At 35:06, Malin shares some of his passions. At 36:38, Gary Malin closes out the podcast with a message on being truthful in your everyday dealings and mindful as to the imprint you’re leaving.

Introduction:   Today we have with us Peter Braus, an owner and operator of real estate as well as the managing principal of Lee & Associates NYC, the entrepreneurial, fully integrated service real estate firm with a national reach yet local expertise. Among two of Peter’s sagelike business mantras are that of “a good broker must understand a client’s business well enough to know what type of space their client needs,” and (somewhat akin to Albert Einstein’s line of “Try not to become a man of success, but rather try to become a man of value”) Peter’s mindset of that “if a broker can’t add value to a deal as a broker, they have no business being involved in that deal.”    Episode Notes:   At 2:12, Peter Braus touches upon diversification, Lee NYC’s growth, and opportunities that exist in the marketplace. At 6:14, Peter provides his thoughts on commercial rent control and the current retail landscape. At 11:15, Braus discusses situations in which pop-up stores make sense for a tenant. At 13:31, he makes note that the definition of mom-and-pop stores has changed. At 17:38, Peter talks about SoHo now versus the SoHo of the past. At 20:46, Braus speaks on a tenant having the power in the current day marketplace, and at 23:49, he shares time being on the tenant’s side. At 29:00, Peter dives into starting Lee NYC about 8 years ago. At 30:07, Braus believes that in brokerage one doesn’t have the option to spectate given the “eat what you kill” nature of the business, and as a result one must always be on the job. At 33:20, he points out that Lee NYC likes to hire athletes due to the competitiveness athletes possess. At 36:17, Peter shares the impact September 11th has had on how he goes about his life. At 40:34, Braus answers the question in if he believes real estate owners will shop around and take advantage of rising cap rates and distress in the marketplace. At 48:00, he discusses advising clients on how to leverage the equity in their buildings. At 56:14, Peter mentions his dislike for “stupid, lazy and/or lying” brokers. At 58:41, Braus talks about Long Island City and Amazon. At 1:03:25, he dives into the collaborative culture at Lee NYC. At 1:07:41, Peter speaks about learning from difficult past experiences, as well as breaking through the clutter in NYC when Lee NYC first started. At 1:12:23, Peter Braus closes out the podcast with a dual message on appreciating what you have to work for, and not allowing the highs get too high and lows get too low.

Introduction:   I want to start out a bit differently today with a quote by the great visionary, activist, poet and author, namely Maya Angelou, who once said “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” With that as the backdrop my friends, we have with us Nancy Bass Wyden － who in addition to being both one of my favorites as both a person and client － is the 3rd generation owner of the legendary Strand Book Store on 12th Street and Broadway in New York City, which has been in existence since 1927. When I walk into the Strand, it makes me feel as if I am visiting a dear, warm and fuzzy, but still totally cool and vibrant, childhood friend ... and I attribute that feeling to both Nancy as well as her grandfather Ben, and her father Fred. The sense of community one gets from being at the Strand is something that, simply stated, is one that should be bottled and marketed to the masses, because if it was, we would all be better off for it.    Episode Notes:   At 2:56, Nancy Bass Wyden describes what being “lost in the stacks” at the Strand Book Store means to her. At 4:23, Nancy highlights her family being in the book business for 92 years, and discusses old, rare, and new books. At 6:04, Bass Wyden informs that she is in the process of writing a memoir – stay tuned! At 6:33, she makes note of how short life is, and shares that she is one who wakes up in the morning with an optimistic and “kick ass” mindset. At 7:09, Nancy speaks about the accumulation of knowledge and her ability in noticing patterns in businesses and people. At 8:24, Bass Wyden touches upon open mindedness and always keeping your curiosity up. At 9:58, she dives into the government’s overreach in landmarking the building that the Strand is located. At 13:22, Nancy points out the reality of the Strand operating on thin margins in a fragile environment, as well as the extra operational costs due to the Strand’s building being landmarked. At 15:23, Bass Wyden discusses her grandfather, as well as her father saving up to buy the building. At 17:40, Nancy mentions her responsibility to the Strand’s employees, and touches upon the retail landscape and Amazon. At 21:51, Nancy talks about the Strand’s knowledgeable employees and their customer’s insatiable curiosity. At 23:29, Bass Wyden discusses forming long term relationships with her tenants. At 24:47, she shares that as she has gotten older, she has become a bit more anti-establishment. At 28:21, Nancy dishes on how the Strand has changed the culture of book stores by hiring “extroverts.” At 29:11, Bass Wyden informs us about the Strand’s 400 annual events schedule. At 30:09, she speaks about the impact her father Fred has had on her. At 31:40, Nancy talks about doing the right thing and your reputation. At 32:38, Bass Wyden points out her love for nature, sea air, diving into a good read, and the opportunity to write and ponder. At 33:37, Nancy Bass Wyden closes out the podcast with a message on keeping with the family mission of putting good books in the hands of young and old readers. 

Introduction: Today we have with us Simon Ziff, the always effervescent president of the Ackman-Ziff Real Estate Group, one of the industry’s preeminent boutique real estate capital advisory firms, with offices in New York as well as Miami, Los Angeles and Boston. In addition to being a gem of a person, a master of his real estate domain, a truly obsessed Penn State football fan and a man who may cry if one mentions the movie Field of Dreams in his presence, Simon has been described as “a hillbilly at heart,” and by himself as a fashion trendsetter as he proudly has taken credit for the suit-no-tie look many of us have made part of our workplace wardrobe.    Episode Notes:   At 2:08, Simon Ziff touches upon living life in a positive and healthy way, and the impact music has had on his life. At 4:32, Simon shares that trust is at the center of Ackman-Ziff’s culture, and the value in a strong and talented team. At 7:21, Ziff discusses risk and return as the basis of analysis, losing business to competition, and being reputationally focused. At 9:24, he talks about playing the long game, developing relationships, and the Ackman-Ziff team. At 10:12, Simon advises that he is more comfortable investing in debt versus that of equity in this current cycle, and notes Ackman-Ziff being agnostic to the asset classes they work on. At 13:55, Ziff describes what Ackman-Ziff looks for in job candidates. At 17:19, he points out that he is proud of the women working for, but not satisfied with the percentage of women working, at Ackman-Ziff. At 19:40, Simon touches upon whether an “impatiencence” exists amongst the younger generation today versus that of the past. At 20:48, Ziff gives his take on whether it is safe to invest in NYC today. At 21:42, he dishes on his lists for everything, as well as organization and planning. At 23:32, Simon speaks on “building it and they will come.” At 25:36, Ziff notes his preference to hit “singles and doubles” versus home runs. At 28:20, he touches upon working hard and surrounding yourself with talent. At 29:38, Simon dives into learning, improving and growing everyday. At 31:14, Ziff takes us back in time to growing up in the 1970’s in a small town, and attending Penn State in the 1980’s. At 33:20, Simon Ziff closes out the podcast with the message “it’s here and now.”  

Introduction: Today we have with us Robert Sedaghatpour, the principal and managing member of STRATCO Property Group, who among the vast array of real estate talents and skill sets he possesses, and services his company provides to the real estate industry, is someone who seemingly has made the classic song “Why Can’t We Be Friends?” his business mantra. This is evidenced by STRATCO functioning as an intermediary between property owners and tenants by re-creating a community established on harmony, respect, transparency and trust when it comes to navigating the dynamics involved in managing a building, rent regulatory laws and bridging the gap of opposing goals between a landlord and tenant.    Episode Notes:   At 2:35, Robert Sedaghatpour discusses the sticker shock effect of the Housing Stability and Tenant Protection Act of 2019 (the “Act”), and accepting this black swan event as the new reality. At 3:46, Robert advises that one should not focus on this act being reversed. At 4:57, Sedaghatpour describes the impact of the new act on owners in the multifamily sector. At 7:34, he dives into NYC’s economy, given that NYC’s budget was drafted before the Act was enacted. At 9:41, Robert mentions that the Act has been brewing for years, and talks about “tenant Tuesdays” in Albany. At 14:50, Sedaghatpour touches upon the unforeseen risks to those owners who don’t have a business plan to meaningfully raise their rents. At 17:20, he touches upon tenant collaboration and creating unity between landlords and tenants. At 19:26, Robert plays a word association game with Larry Haber. At 25:09, Sedaghatpour provides his take on whether the Act is everlastingly sustainable. At 26:12, he suggests that there may be a flood of deals coming back into the market with major discounts. At 27:16, Robert talks about market timing, diligence and underwriting. At 29:12, Sedaghatpour shares how STRATCO adds value in a deal with its understanding of the history of business culture, and its diligence on regulatory history and lease files. At 30:07, he dishes on what truly gets his motor revving in business or on a deal. At 32:09, Robert Sedaghatpour closes out the podcast with a message on change creating opportunities. 

Introduction: Given his multiple skill sets as both a top retail real estate broker at The Shopping Center Group, as well as that of an owner and investor, along with his ability to adapt his leasing game to any court or playing field, today we have with us retail leasing’s equivalent of both Roger Federer and Rafael Nadal – yes my real estate brethren – the one and only David Firestein.    Episode Notes: At 1:41, David Firestein discusses persistence, struggling, and working for Steve Roth in the early days of his career. At 2:34, David talks about formal education and “street” education. At 3:30, Firestein dives into having worn multiple hats in the real estate industry, and the advantages gained in acquiring an understanding of the wants and needs of the various parties involved in a negotiation. At 4:58, he provides his thoughts on the newly created retail experiences in New York. At 5:52, David notes the importance of one’s ability to adjust to the ups and downs in the business. At 7:05, Firestein touches upon the sustainability of food halls. At 8:56, he advises brokers to walk the streets and to “touch and feel” the real estate. At 9:55, David points out that it’s okay to not know the answer. At 10:41, Firestein shares his perspective on malls, and how he thinks they are going to adapt. At 14:33, he gives his take on automation versus the element of human touch. At 15:58, David attributes “doing the right thing” to his long standing accounts with Whole Foods, Starbucks, and Costco. At 17:00, Firestein discusses communication now versus past methods of communication. At 19:07, he explains why Long Island City’s slow continued growth may be better compared to the alternative. At 20:14, David dives into self-help, persistence and finding a mentor. At 21:17, Firestein suggests that positive thinking is the key to manage the highs and lows of the real estate industry. At 22:42, he talks about his son Guss, as well as the importance of having in-person meetings. At 23:51, David shares how he finds his balance and his happy place in the West Indies. At 24:33, Firestein notes that if he could change anything in the world, it would be to reduce the amount of plastics we use. At 25:29, David Firestein closes out the podcast with his goal of making it to day two of the World Series of Poker next year.

Introduction: Today we are fortunate enough to have with us a man who has clearly channeled the song “Started from the Bottom” by hip-hop heartthrob Drake, given that Lee Brodsky, prior to joining Newmark Knight Frank as a broker in 2006 and thereafter also taking on the role of CEO with BEB Capital, gained several years of experience in real estate property management, leasing and the security industry, allowing him to acquire – brick by brick – a comprehensive and detailed understanding of what makes office and retail tenants tick, as well as the requisite skill set an owner needs to effectively manage, lease, develop and re-position its real estate and investment portfolio of innovative mixed-use development, parking facilities and restaurants throughout the East Coast.   Episode Notes: At 2:32, Lee Brodsky touches upon how special a person his father Bert Brodsky is. At 4:33, Lee discusses BEB Capital’s current focus compared to prior days and being established on Long Island, and now expanding its business to the boroughs. At 5:52, Brodsky talks about how his father always surrounded himself with experts. At 7:04, he notes that he is a “hunter by trade” and earns his keep by bringing in business. Lee also speaks about relationship and trust building, and being empathetic towards the client. At 8:18, Brodsky shares his work-life balance and the importance of being “present.” At 10:16, he dives into his core values being built around communication and empathy. At 11:26, Lee highlights his evolution of trusting his gut instinct, and advises on saying ‘no’ when you truly don’t know the answer. At 13:27, Brodsky provides his thoughts on the new NYS rent regulations. At 16:12, he dishes on the importance of a solid process being a conduit to risk mitigation. At 17:27, Lee touches upon underwriting a deal, conducting due diligence and utilizing data. At 19:32, Brodsky discusses one’s ability to get deals done via verbal in-person communication and that of email correspondence. At 20:57, he answers a question about likability in the business world. At 22:34, Lee points out that one must ask questions to understand the underlying issue before solving a problem. At 23:40, Brodsky mentions that he practices meditation daily, and suggests taking short breaks to increase productivity during the workday. At 24:40, Lee mentions leaving the world better than you found it and paying it forward. At 25:56, Lee talks about his passions: golf, family, and friends. At 28:59, Lee Brodsky closes out the podcast with a message in that if he could change one thing in the world it would be to increase everyone’s empathy.

Introduction: Today we have with us Joe Farkas, who in addition to being a great guy and charming individual, is the CEO and founder of Metropolitan Realty Associates, a fully integrated private real estate investment and development company specializing in opportunistic and adaptive re-use investments in the New York metropolitan area, as well as select U.S. markets. Although Joe very well was not aware that for the better part of his career he has been channeling my Albert Einstein, Snoop Dogg, Drake, Lionel Richie “add value, master your craft, start from the bottom, create a brick house of knowledge, bring your A game theory,” given his track record and passion to make a difference for his investors and the community, he most certainly has.   Episode Notes: At 2:20, Joe Farkas dives into Metropolitan Realty Associates (“MRA”) and its reputation and longevity in the business. At 4:58, Joe discusses MRA finding value in the retail asset class, and touches upon location, positioning and timing as it relates to retail. At 9:11, Farkas advises that one must be smart in buying retail, and notes his fascination with the retail leasing business and forming long lasting relationships with tenants. At 11:40, he gives his perspective on the industrial investment world and demand for last mile delivery. At 18:33, Joe imparts knowledge and advice for those new to real estate, and speaks on giving back through the means of education. At 22:26, Farkas shares his belief in that everything starts from the bottom. At 27:21, Larry Haber asks Joe a question in regards to if “nice guys finish last.” At 28:27, Joe talks about Long Island City pre and post Amazon’s “head fake.” At 32:06, Farkas provides his stance on the laws and regulations recently enacted. At 35:09, Farkas highlights the two best days of his life. At 36:50, he reveals his happy places in Aspen and Turks and Caicos. At 38:12, Joe Farkas closes the podcast sharing his dream in building a superstructure in Manhattan.

Introduction: Today we have with us Drew Katz, who aside from being a successful businessman, passionately and relentlessly channels the title of that old Neil Young song “Heart of Gold” when it comes to his family, friends, and all of his philanthropic pursuits. In addition to being an owner of real estate in a few emerging areas, Drew is the CEO of Interstate Outdoor Advertising, whose mission is that of being at the forefront of innovative design, emerging technologies and social purpose. So much of what Drew stands for can be summed up in his quote when he was honored by Oprah Winfrey’s magazine a few years back: “You don’t need incredible resources to impact another human being. You can make a difference by being conscious, [and] by thinking of creative ways to make others feel good about themselves.”   Episode Notes:  At 2:37, Drew Katz discusses his father imparting on him that the most precious asset is time. At 4:15, Drew dives into how he keeps his mind focused on the big picture, along with how to prioritize new responsibility. At 6:48, Katz notes that the way in which one responds to struggle in life dictates the quality of one's life. At 7:57, he shares a story from 1996, when at 25-years-old he entered the billboard world fresh out of Stanford Law School. At 12:20, Drew gives his thoughts on the billboard industry and dealing with local governments for approval. At 16:35, Katz speaks about the 20 Bruckner Boulevard project he and his partners are currently redeveloping into a school. At 19:06, he discusses the projects he is currently working on, including The Lewis, named after his late father Lewis Katz. At 20:29, Drew shares his thoughts on Interstate Outdoor Advertising’s not-for-profit billboard plan with the city of Camden, New Jersey. At 24:59, Katz advises those just starting out in business to seek out mentors. At 26:19, he points out that he does his best to surround himself with those who have a “can do” positive attitude. At 27:37, Drew discusses Newark’s infrastructure, transportation systems, as well as its proximity to New York City. At 28:54, Katz talks about “outkicking your coverage” and his long-time friend and 2020 presidential candidate Cory Booker’s quote “rarely in life has something good not come from something bad.” At 32:32, Drew Katz closes out the podcast with a message in regards to living in a world where people were more open and kind.

Introduction: Today we are fortunate enough to have with us marketing and social media guru to the stars, Mark Zablow. Mark is the founder and CEO of Cogent Entertainment Marketing, a leading influencer and experiential marketing agency that was voted #2 in Ad Age’s Best Places to Work in 2019. Mark and the talented and innovative Cogent team work with such companies as Corona, Snapple, Pepsi, Best Buy, DIRECTV, and AT&T.   Episode Notes:  At 1:50, Mark Zablow touches upon the real value of influence, building trust, and authenticity by association. At 4:00, Mark discusses work ethic, “hustling like an intern,” taking calculated risks, and imagination. At 6:05, Zablow believes that the ability to improvise on your feet is key in the business world. At 7:36, he notes that as the world speeds up, history starts to fall part, while also mentioning the importance of teaching history. At 9:44, Zablow shares a story of the Memory Motel in Montauk, and hitting rock bottom early on in his career. At 12:27, he talks about Cogent’s culture, and managing and leading with empathy. At 14:52, Mark dives into recruiting and retaining talent, the ability to control the experience team members have in their journey at Cogent, and Cogent Palooza. At 18:11, Zablow stresses the importance of being able to communicate with the younger generations and the need “to be 21 years old every day.” At 21:17, he defines Cogent as a nontraditional agency that is an extension of himself (as everything he has done since birth has been unconventional), while noting that being normal is boring. At 24:19, Zablow turns the table and asks Larry Haber his thoughts on an interviewee sending a follow up email post job interview. At 28:04, Larry Haber shares a story from a 1990’s Columbia University graduation ceremony he attended for a former employee where actor Brian Dennehy gave the commencement speech. At 29:56, Mark speaks about leveraging the “gig” and influencer economy, and the younger generations spending in micro-buckets. At 32:03, Zablow dishes on the great conversations he has had with Uber drivers. At 36:05, he relates a few of Eddie Murphy’s lines from his favorite movie “The Distinguished Gentleman” to that of what Cogent does. At 39:23, Mark touches upon being a pawn in the game of life, and the need not to “reinvent the wheel.” At 41:50, Zablow shares a classic line preached at Cogent in that, “we don't have problems, we have challenges.” At 43:20, he talks about his wife being the reason he is able to continue to stay focused and see the big picture in certain situations. At 47:48, Mark speaks to being more receptive to feedback from those he works with compared to early on in his career, and why one must keep people close that aren't afraid to confront you. At 49:52, Zablow explains why he did not have the balance early on his career, and how that changed once he got married and had a kid. At 52:30, he dives into getting his ya-ya's out when he is surrounded by close friends and family and during rare situations where “responsibility drops.” At 57:01, Mark Zablow closes out the podcast by discussing imagination being the secret to life, happiness, and success, along with how his parents helped make the impossible happen.

Introduction: Today we have with us Al Eskanazy, one of the most inspirational men I have ever had the pleasure of sitting on the same side of the negotiating table with. In addition to being the former Co-CEO of one of the nation’s larger insurance intermediaries and now a partner in the award-winning Del Valle Productions Inc., Al is the voluntary CEO for The Ascent School for Autism and a Long Island Volunteer Hall of Fame inductee, whose life mantra is in line with the Muhammad Ali quote “Service to others is the rent you pay for your room here on earth.”   Episode Notes: At 2:17, Al Eskanazy advises that one must always keep track of his or her economic reality. At 3:06, Al touches upon leadership and teamwork. At 3:50, Eskanazy speaks about taking responsibility at a young age, goal setting, as well as starting from the bottom. At 5:02, he refers to “can’t” and “won’t” as being despicable words. At 6:17, Al dives into the art of listening and the importance of listening more than you speak. At 7:07, Eskanazy believes that one should not approach a negotiation as a war. At 7:37, he discusses patience and creating a sane time table for reaching your goals. At 9:32, Al visits the topic of failure, and using it as a tool in moving forward in your career. At 10:15, Eskanazy points out that muscle is not a tool - people must want to and enjoy following you. At 11:57, he talks about employers wanting its employees to succeed, and on diligence and responsibility. At 13:54, Al notes the impact of hard work, fairness and honesty. At 15:39, Eskanazy touches upon “speaking the facts” and leaving the door cracked open in a negotiation. At 16:54, he speaks about “solving problems” and “looking for problems.” At 17:37, Al recommends the use of “fear” as a positive tool. At 18:08, Eskanazy mentions being a positive confronter that challenges people. At 19:02, he shares taking risks and making a difference in the community. At 20:36, Al Eskanazy closes the podcast with a message on being passionate about family and being a participator, not merely an observer.  

Introduction: Today we have with us the multi-skilled and trendsetting Elaine Del Valle, whose talents extend to that of being a writer, director, producer, actress and founder of Del Valle Productions, Inc., a full service bilingual film production and casting company whose mission is to infuse entertainment with original programming using diverse talent in front of and behind the camera. In addition to her films appearing at over 50 festivals, and developing and starring in her multiple award-winning, autobiographical one-woman stage play, “Brownsville Bred,” I am proud to say that Elaine is a champion when it comes to advocating for those with special needs. I witnessed first-hand back in 2002 how she created the most unbelievable charitable bike ride across Long Island on the heels of being the driving force in getting local contractors, suppliers and vendors to donate labor and materials to make the dream of twenty-four families to build a state-of-the-art school for children with autism a reality.   Episode Notes: At 2:30, Elaine Del Valle reflects on her first job at 12-years-old working at Bargain Mania in Bushwick, Brooklyn. At 3:59, Elaine believes having a work ethic is everything, and notes her love and passion for working. At 5:27, Del Valle touches upon technology, and the pros and cons that exist. At 6:37, she talks about doubt and preparation. At 8:52, Elaine dives into her process of research in writing and creating stories, as well as casting. At 12:10, Del Valle dishes on her having grown up in Section 8 Housing in Brownsville, Brooklyn, as well as making a difference in the community. At 14:43, she shares her love for building films, stories, teams and people. At 16:21, Elaine explains how her award-winning “Brownsville Bred” play changed her career. At 21:07, Del Valle speaks of the impact her optimistic mother and dreamer of a father had on her. At 22:49, she points out what she is truly shameless about. At 25:30, Elaine wholeheartedly believes that optimism is the key to happiness. At 27:31, Del Valle advises that if you’re listening to music, let it affect you, as well as to not let your past hold you back. At 32:15, she notes that she enjoys nothing more than sitting on her balcony overlooking the beach working with her husband by her side. At 33:33, Elaine Del Valle closes the podcast discussing what makes her proud and makes her want to take a bow.

Introduction: Today we have with us Jared Epstein, someone who for today’s podcast at least I am nicknaming “The Great Transformer,” given how he first transformed himself from being a Meatpacking District club promoter back in 2001 to becoming - over the following 6-year period - a commercial real estate broker with Newmark and a part of Bobby Cayre’s Aurora Capital Associates in 2007. Jared’s transforming and visionary ways at that juncture had only just begun, as he truly felt that Meatpacking’s vibe, pulse, architecture and landscape were ripe for a myriad of high-end hospitality, retail, office and residential uses. It wasn’t easy at first for “The Great Transformer,” but all one needs to do is to make like Lou Reed and take a “Walk on the Wild Side” down to Ninth (and Tenth) Avenue for that matter to witness the starring role that Jared played in Meatpacking’s transformation. Episode Notes: At 2:29, Jared Epstein believes that real estate is all about magic, connecting with people and speculating about the future. At 3:23, Jared discusses his mantra of never giving up and linking up with Bobby Cayre at Aurora Capital. At 5:41, Epstein shares working as a club promoter prior to his career in real estate, giving up late nights partying to advance his career, and his love for his role as “the wingman” at Aurora. At 7:25, he talks about his father and mother instilling the drive for success within him, as well as the importance of education. At 9:05, Jared touches upon being recognized in 2018 by Crain's as one of its 40 Under 40 recipients. At 14:10, Epstein speaks about The Rolling Stones and his son Jagger. At 15:50, he informs on the pros and cons of development and provides insight on the New York City Landmarks Preservation Commission. At 17:18, Jared highlights what Pastis means to the Meatpacking District neighborhood and discusses working with Restoration Hardware and Modell’s Sporting Goods as well. At 21:39, Epstein shares his thoughts on the discrepancy between what landlords perceive as market rent and what tenants are willing to pay, and how brands are positioning themselves on the most desirable streets. At 24:25, he notes the effect of the “fun police” and how real estate taxes play a major role when structuring a deal. At 26:10, Jared wholeheartedly subscribes to the adage of knowledge is power. He advises that as a developer you must know the DOB code and zoning. At 28:53, Jared stresses the need of putting yourself second behind your community, neighbors, partners, and also going to bat for tenants. At 31:22, Epstein speaks on congestion pricing and the value untapped in NYCHA. At 33:41, he dishes on there being a reason why you only have two ears and one mouth. At 34:45, Jared reflects on how he has stayed (and continues to stay) current and connected to the younger generation. At 35:53, Epstein advises that all things are best done in moderation. At 36:47, he talks about emails, texting, and keeping up with news and current events. At 38:36, Jared believes that the convenient truth in real estate is that there is a winner and a loser in every trade. At 40:25, Epstein dives into Opportunity Zones spurring economic development, Long Island City, and Amazon. At 42:24, he shares his thoughts on the trade war, retail, and brick and mortar. At 43:42, Jared answers the question of how he finds the balance in life. At 44:50, Epstein reveals his good luck charm which he purchased with $400 in his checking account with the help of his then girlfriend and now wife. At 46:35, Jared Epstein closes the podcast with a message on evolution and the circle of life in the real estate industry.  

Introduction: At initial blush, today it may appear that we are going a bit off of the real estate grid with our guest Chris Meade, the Co-CEO and Co-Founder of SportsRecruits, but given his talent for helping clients navigate the challenges of the recruiting landscape as well as the importance of education, technology and video in finding the right fit for a student athlete - aside from the fact that earlier in his career he was in fact a CRE broker - there are many similarities between SportsRecruits’ business model and that of a landlord’s leasing agent or tenant representative. Chris, who will later tell us why his Twitter bio includes that of “Living the dream,” is not only an innovator in using a video platform to help his clients showcase their talents, but also someone who listened to what the marketplace was telling him, and as a consequence, used that feedback to take SportsRecruits’ platform to a whole new level. Episode Notes: At 2:33, Chris Meade discusses resume building, self-reflection, and the qualities of importance to him. At 4:41, Chris touches upon building the SportsRecruits technology platform and how it empowers their client base. At 6:18, Meade dives into the topic of rejection and putting the situation into perspective. At 9:24, he shares the evolution in SportsRecruits solving of new problems which did not exist when the business first started, and how they adapted and listened to the marketplace. At 12:34, Chris speaks about long term “stickiness,” understanding customer values, and SportsRecruits focus on Net Promoter Score (NPS). At 14:48, Meade reveals what “class” means to him. At 17:31, he talks about self-perception and the sacrifices one’s willing to make. At 21:51, Chris shares his thoughts on management, breaking down goals, as well as coaching and mentorship. At 25:31, Meade highlights his 2005 conversation with Herb Kelleher, the co-founder of Southwest Airlines. At 29:11, he notes why giving back is necessary, and SportsRecruits’ model of building its business around helping families. At 31:19, Chris discusses being a “glass half full” type of guy, and his general sentiment that people will do the right thing. At 33:03, Meade stresses that being nice is an essential piece of business. At 36:49, he dives into his “truth,” and the routines that force him to think about this truth. At 39:44, Chris touches upon technology, picking up the phone to communicate, and why face-to-face meetings cannot be beat. At 42:32, Meade notes his love of connecting with others and understanding what drives other people. At 44:29, Chris Meade closes out the podcast with a Scarface reference - “The world is yours.”  

Introduction: Overlooking the beautiful waters of Southern Florida, we are here today in Brickell with the Managing Director and leader of Douglas Elliman’s Commercial division in Florida, David Restainer. In addition to being an agent of change in the community and an active member in the Miami District of Certified Commercial Investment Managers, among David’s many talents is that of an expertise in hospitality, acquisitions, dispositions, investment sales and development. His passion for making a difference for his clients and life extends to that of his exemplary involvement in the Greater Miami Chamber of Commerce, the Greater Miami Convention and Visitors Bureau, and the National Council of Friends of the New World Symphony. Episode Notes: At 2:06, David Restainer shares that “truth” and “justice” is what he stands for in business. At 3:20, David discusses his career path, starting out on Wall Street, and the importance of reading. At 4:59, Restainer highlights the empowering entrepreneurs leading Douglas Elliman. At 6:02, he advises one to focus its time in the market instead of trying to time the market. At 7:54, David speaks on Miami’s growth, and attributes the growth to a change of politics in the city of Miami. At 10:17, Restainer points out that Miami is not a sleepy place anymore, as it continues to attract people from South America, as well as from all around the world. At 11:06, he does not see “darkness on the edge of town” in Florida, and notes that the state of Florida is well positioned for the future. At 12:32, David touches upon risk and failure. At 15:41, Restainer talks about the leadership team at Douglas Elliman, and brokers having their finger on the pulse while driving company innovation. At 17:00, he believes that confidence comes from knowing what you are talking about. At 18:32, David mentions his appreciation for his parents never pressuring him to be anything but a responsible human being. At 20:48, Restainer touches upon leadership training and participating in community service initiatives. At 25:09, he utilizes a baseball analogy in regards to both failure and adversity. At 25:55, David voiced that results, and not perception, is the reality. At 27:13, Restainer closes out the podcast with a message on working every day to make the world a better place for his son, as well as everyone on this earth.

Introduction: Today I am absolutely thrilled to have with us Mariel Ebrahimi, a true innovator who has - in just a short five years since she co-founded DisruptCRE in 2014 - truly made a difference for those with a thirst for knowledge. Mariel takes the great poet W. B. Yeats’ line of “Education is not the filling of a pail, but the lighting of a fire” to a whole new level, given her passion as CEO of DisruptCRE to provide her following a better understanding of not only how the business of commercial real estate is evolving, but also as to what's here now and what's coming next when it comes to where, CRE and technology collide. Episode Notes: At 1:51, Mariel Ebrahimi discusses the evolution of the real estate industry since DisruptCRE started five years ago. At 3:26, Mariel speaks about a landlord’s ability to set up infrastructure internally to evaluate technology opportunities. At 5:03, Ebrahimi shares the biggest part of her job is that of creating a platform and community for discussion where seasoned industry executives, as well as students can connect, share and evolve. At 7:15, she touches upon AI in commercial real estate, and her interest in seeing it play out in the physical operation of a building. At 9:06, Mariel highlights DisruptCRE doubling down on short, sweet and engaging video content. At 11:19, Ebrahimi stresses that it is crucial to know what you are solving for given the abundance of data and information available at one’s disposal. At 13:24, she notes the privilege she has in learning as her full time job. At 14:56, Mariel talks about being a young woman who doesn’t see boundaries in the real estate industry. At 19:07, Ebrahimi dives into garnering respect, staying true to yourself, and doubling down on the value that you bring to the table. At 21:51, she mentions the privilege and luxury to take risks and not having to color within the lines all of the time. At 23:06, Mariel points out that by taking risks, you can measure success, and thus have the ability to measure and recalibrate. At 25:33, Ebrahimi discusses the resilience of start-up founders. At 27:53, she shares that she is “always going to be a student” and constantly learning. At 29:54, Mariel speaks on the importance of being clear and direct in asking for what you want. At 32:06, Ebrahimi touches upon best return for energy spent, working smarter, and the challenge and necessity of saying no. At 33:16, she advises on discipline and delegation. At 34:30, Mariel talks about the mindset of being comfortable in a world of perpetual change. At 36:05, Ebrahimi chats about implementing healthy methods of procrastination throughout the day. At 36:45, she conveys that “work” and “play” are blended for her. At 38:38, Mariel Ebrahimi closes out the podcast with a message on building technology around cultural trends, and pushing the boundaries of the conversations of where CRE tech can go in the future.

Introduction: Today we have with us the Founder and CEO of Zelnik & Company, a true rock star in the world of retail brokerage, yes my real estate brethren, the one and only Cory Zelnik. Throughout his career, Cory has taken my “Albert Einstein, Snoop Dogg and Drake Bring Your “A” Game – Brick House Value Theory” to a whole new level. By his actions as well as his words, this is exemplified in part by a tagline found on Zelnik’s website that states “The landscape may change, yet certain fundamentals remain constant: Loyalty. Integrity. Discipline. Focus. Retail.” Episode Notes: At 1:57, Cory Zelnik discusses being a participant versus that of a spectator, and also discusses his morning routine. At 3:17, Cory mentions the importance of having “love” for what you do. At 4:23, Zelnik talks about why size of a firm does and doesn’t make a difference in the world of brokerage. At 6:26, he dives into his approach during the course of a tough negotiation. At 8:39, Cory notes how he dares to be different with the help of his team. At 9:30, Zelnik points out his first big career risk in that of going out on his own. At 10:48, he touches upon deals and failure early on in his career. At 13:06, Cory stresses that retail is different nowadays, but not dead. At 15:08, Zelnik informs about customer acquisition online versus that of in-store, as well as retailers handling “bricks and clicks.” At 19:58, he provides his thoughts on the proposed retail vacancy tax. At 21:46, Cory gives his thoughts on cannabis in CRE retail. At 23:18, Zelnik shares his strategy in the current retail landscape. At 24:12, he discusses adapting to potential changes in the marketplace. At 26:45, Cory talks about how meditation has elevated his game while also slowing things down for him on all levels. At 28:59, Zelnik addresses the structure in place at Zelnik & Company, and how he instills “the fundamentals” within his team. At 30:37, he notes how he fights for opportunities in both life and business. At 31:20, Cory highlights his thoughts on communication via email versus that of picking up the phone. At 34:27, Zelnik advises that one cannot allow uncontrollable factors to drive one crazy. At 35:16, he informs that his favorite place to be is with his daughter at Madison Square Garden watching the Knicks. At 36:48, Cory Zelnik closes out the podcast with a message on making a difference and giving back to various worthwhile causes in the community.

Introduction: Today’s guest is the New York City retail king of food and beverage, the President of Meridian Retail Leasing, and the man who reminds me in a positive way of both the NYC subway system and James Brown – given that he seemingly is open for business 24/7/365, and is arguably the hardest working man in retail – yes, it’s none other than James Famularo. James, who not only lives and breathes NYC, is happily married to his wife May and is the extremely proud father of two boys often seen on Instagram playing hoops on playgrounds throughout the city. Although he really didn’t have that much say in the matter, Brooklyn born and raised, James made like LeBron and took his talents to Manhattan as a young man. In addition to his wife and boys, James’s other passions include that of basketball, running and attending self-help seminars (such as those of Tony Robbins). Episode Notes: At 2:38, James Famularo discusses Eastern Consolidated closing, “speed meeting” in search of the right fit, and ultimately, his move to Meridian. At 5:07, James notes the synergies that exist between Meridian’s investment sales and retail leasing divisions. At 6:02, Famularo touches upon his team providing value in that of responsiveness, flexibility, and their social media presence. At 7:18, James discusses how he continues to master his craft on a daily basis. At 8:01, Famularo brings us back to his days working in electrical construction, and thereafter his career change to real estate. At 12:10, he believes that hard work is the foundation, and there is no replacement for it. At 13:44, James talks about the biggest risk he has ever taken, leaving his salaried job to work on a commission basis. At 15:53, Famularo speaks about failure and how he handles it. At 17:17, he advises to take everything with a grain of salt while continuously moving forward. At 18:47, James dives into how he finds the balance between life and work. At 19:56, Famularo notes the changes from when he first started in the industry compared to present day. At 21:27, he talks about the current retail landscape. At 23:32, James provides his thoughts on Amazon backing out of their planned move to Long Island City. At 25:17, Famularo touches upon closing deals and pushing forward. At 27:05, he gives his thoughts on a vacancy tax potentially being charged to landlords. At 28:14, James shares how technology impacts his business. At 29:48, James Famularo closes out the podcast with a message on waking up every day with the same enjoyment for work as he had the day before.

Introduction: Today it is my honor to have as our guest the founder and chairman of Douglaston Development, Levine Builders and Clinton Management - yes, my real estate brethren - the Brooklyn born and legendary ... and of course effervescent, Jeff Levine. A true renaissance man, Jeff is someone who not only has made a lasting imprint on the affordable, senior and market rate housing markets both here in New York as well as nationally, but also a man who strives for balance in life, given his commitment to family and the lasting impact he has made in the community. Playing off of a song title of The Rolling Stones, “Time Is [not] on My Side” to describe the seemingly countless awards that Jeff has received for making a difference, but with that said, it is my pleasure to introduce to you the Real Estate Board of New York’s 2016 recipient of the Kenneth R. Gerrety Humanitarian Award. Episode Notes: At 2:14, Jeff Levine discusses growing up in Brooklyn, and how, by replying to a 2-line classified ad in the New York Times, he truly “started from the bottom.” At 4:23, Jeff talks about adding value, as well as creating relationships with vendors, lenders and professionals that “make it right.” At 5:47, Levine suggests that one must have a high threshold for aggravation in development, and must survive his or her (and not repeat) past mistakes. At 7:28, he touches upon the process of development being a 3-legged stool. At 9:16, Jeff speaks about passion, commitment and the sense of accomplishment he feels in creating something. At 10:24, Levine believes that reputation is something that is well deserved. At 11:53, he dives into the companies that sit under The Douglaston Companies umbrella: Douglaston Development, Levine Builders, and Clinton Management, as well as the importance in hiring the right people and delegation. At 14:59, Levine shares a few thoughts about his youth growing up living in NYC housing projects, and his thoughts on affordable housing. At 16:38, he talks about Sam LeFrak and shares a story from his childhood. At 18:11, Jeff notes the critical components needed in residential buildings in order to seduce and attract tenants. At 20:43, Levine mentions his respect for, and for those who put in, a hard day’s work. At 22:27, Jeff touches upon making a difference in the public housing sector. At 23:56, he discusses NYCHA. At 25:53, Levine touches upon owning neighborhood retail centers which serve the community. At 27:39, he provides his thoughts on Amazon recently backing out of its planned LIC headquarters. At 29:24, Jeff imparts his love of NYC’s unparalleled charm and diversity in culture. At 31:06, Levine dishes on why Douglaston Development has not made any acquisitions in NYC over the past 5 years. At 33:11, Jeff touches upon the correlation between hard work and good luck. At 34:58, Jeff conveys his thoughts on the connection between success and passion. At 36:36, Jeff Levine closes out the podcast with a message on how he would like to be remembered.

Introduction: Today we are fortunate to have with us the multi-talented Beth Azor, the founder and owner of Azor Advisory Services, a leading commercial real estate advisory and investment firm based in Southeast Florida. Quite simply, Beth is someone who continually pays it forward for those entering and in the real estate industry. In addition to being a successful real estate owner and broker in Florida and beyond, Beth - known as “The Canvassing Queen” - is a person who takes the great poet W. B. Yeats’ line “Education is not the filling of a pail, but the lighting of a fire” to heart when it comes to passing along her many coaching mantras, which have played a part for so many students and professionals in real estate in reaching their full potential. Episode Notes: At 2:00, Beth Azor shares that there is no magic pill for her truth … hard work! At 4:28, Beth discusses how she goes about acquiring and accumulating knowledge, and why one must surround themselves with individuals who are smarter than them. At 7:15, Azor talks about accountability, and the importance of educational training. At 10:04, she defines rejection as getting over your fear, and informs us of her book club on dealing with rejection, among other topics. At 12:25, Beth informs us of the time persistence and believing in herself paid off on a particular deal, and also of her “5 to 7 no’s rule.” At 14:55, Azor touches upon waking up every day with a sense of gratitude, and of her anonymous good deeds. At 17:48, Beth points out that she has not faced a lot of challenges being a woman in the industry, and advises that one must find a mentor, boss, or leader who has no glass ceiling. At 21:51, Beth challenges those hiring to hire for diversity, as leaders need to bring different perspectives to the table. At 22:59, Azor dives into how education and constantly learning helps her adapt to the ongoing changes in the real estate landscape. At 25:15, she asks Larry Haber a question in regards to the student debt crisis, and discusses her thoughts on home buying and mobility amongst millennials. At 28:38, Beth speaks about being a “half-full” girl and her positive mindset. At 30:46, Azor shares that she is a big believer in that “riches are in the niches.” At 33:33, she strongly feels that retailers must learn to be “frictionless,” as time cannot bought. At 35:49, Beth talks about being off the grid in her happy place of Kauai, Hawaii. At 36:58, Beth Azor closes out the podcast with a message on the two things that one can control in life: attitude and work ethic.

Introduction: As part of the theme of today’s podcast my real estate brethren, we are initially going to channel that 1970’s disco classic “We Are Family,” a song which among other things helped inspire the 1979 Pittsburgh Pirates to be World Series champions that year. Just as that ’79 Pirates team was a close knit family, the same can be said of today’s dynamic duo, namely that of commercial real estate owners and developers Norman Sturner, and his son David Sturner, of Murray Hill Properties. Norman, the Co-Founder and Chairman of MHP - which has acquired and sold more than 150 properties over the past 30 plus years - has been heard to say on more than one occasion when conveying his passion for New York City that it “is an island which cannot be moved anywhere nor lose its value.” David Sturner is the President and CEO of MHP, who among his many contributions to the growth of Murray Hill Properties, oversaw the merger of MHP with the investment and management firm Banyan Street Capital out of Miami, who together now own and manage over 15 million square feet of property in the eastern region of the United States.   On a personal note, I have known Norman and David for over 30 years, back to the days when I worked for MHP during the Resolution Trust Corporation days. Back in the day, among the myriad of services MHP provided, the most enjoyable and satisfying was that of being turn-around specialists. We essentially were a M*A*S*H unit, performing the equivalent of real estate triage on the buildings which were included in distressed mortgage portfolios that our clients - such as Lehman Brothers and Lennar Partners - had purchased in such then distressed areas of SoHo, TriBeCa and downtown Greenwich, Connecticut. Episode Notes: At 3:03, David Sturner speaks about information being essential in the real estate industry, and suggests that the more one has at its disposal to analyze, the better the conclusion it can draw up. At 3:43, David advises how MHP adds value to properties in which they own, and also how they determine which investments they make. At 4:37, David discusses beginning his career in the construction business. At 6:35, Norman Sturner points out that MHP’s focus is on adding value, but notes the current difficulty due to competition and the influx of capital from overseas. At 8:08, Norman informs us of MHP’s recent partnership with Banyan Street Capital. At 11:02, David shares growing up with a passion for the real estate industry, as well as that of performing due diligence. At 13:10, Norman touches upon giving back and making a difference in the community. At 14:07, David makes known of his gratitude to his father for the head start in which he provided. At 16:55, Norman shares that 98% of the time MHP “buys bricks,” as it is hard to find a cap rate that makes sense in the current landscape. At 18:47, David highlights the culture at MHP, and the importance of those who work at MHP. At 20:52, David defines risk in the past versus that of risk today, and speaks of MHP’s confidence in its due diligence. At 23:28, Norman revisits a mistake MHP made in 2007/2008. At 26:51, Norman strongly believes that everybody has to walk away from the negotiating table feeling like they got something during a negotiation. At 28:16, David advises that one should figure out their passion during the early stages of its career, and once that passion is found, pursue it. At 31:21, Norman touches upon why MHP believes that it must always leave something on the table for its partners, as well as leave some meat on the bone for a new buyer when selling a property. At 32:33, Norman provides a few pointers for those interviewing and pitching business. At 34:24, David and Norman impart their thoughts on Amazon’s recent withdrawal from Long Island City. At 36:47, Norman closes the podcast with a message about Manhattan being an island at the center of the world.

Introduction: Today is a real treat my real estate brethren, as I bring to you a friend that I have known since middle school - who over 20 years ago founded the trendsetting RKF Retail Holdings, and one of the premier and dominating retail real estate firms in the country - yes, it’s the chairman of RKF and Newmark Knight Frank’s national retail leasing division, namely Robert K. Futterman. During his career, Robert has played a starring role in helping to revitalize not only many of New York City’s significant retail markets, but also that of reshaping the retail landscape of the Vegas strip, and South Beach as well. With the recent acquisition of RKF by Newmark, Robert’s passion to make a difference will be on full display as he will be responsible for the further growth of the firm's retail real estate business throughout North America. Playing off of the title of an old Grateful Dead song, given Robbie’s unparalleled expertise in both landlord and tenant representation, in short, he epitomizes the words “Help on the Way.” Episode Notes: At 2:15, Robert K. Futterman touches upon being a sponge, acquiring knowledge, and then passing on that knowledge to others. At 3:20, Robert shares that he has been energized by RKF recently being acquired by Newmark Knight Frank, and that the energy has permeated onto those who work at RKF. At 4:12, Futterman believes that luck is the byproduct of staying engaged while working hard. At 5:17, he notes that his dad thankfully passed along to him the traits of honesty, integrity and hard work, and that he works to instill the same attributes in his sons and those who work at RKF. At 6:08, Robert discusses pounding the pavement as a canvasser from the get-go early in his real estate career, and he points out that he is still a canvasser of new opportunities. At 7:02, Futterman informs of his “oh my moment” in 1998 when Gap was his #1 client. At 8:36, he elaborates on making a difference, and that it has always been in his nature to lend a helping hand. At 10:19, Robert defines his management style as an “in your face-hands on” New Yorker who doesn’t like procrastination. At 11:22, Futterman speaks about millennial patterns, and the need to adapt in the current retail landscape. At 13:55, Robert talks about how he has dared to be different in business. At 15:17, Futterman advises on the ever changing retail market, and why one must be diligent and extremely focused while simultaneously staying in their lane. At 17:00, he points out that there is no other niche in real estate that has the opportunity for creativity and innovation that retail brings. At 18:18, Robert shares some kind words about his partners at RKF. At 19:34, Futterman touches upon failure and adversity, and that there’s risk and reward in everything you do. At 20:49, he dives into finding the balance between life and business by carving out time for his kids and hobbies. At 21:59, Robert shares some pointers in regards to one’s job search. At 22:42, Futterman brings us back to his college days at the University of Maryland while sharing a memory of promoting a Grateful Dead concert and hanging with Jerry Garcia. At 24:43, Robert K. Futterman closes out the podcast with a message on living in the moment.

Introduction: Today we are lucky to have with us a true Renaissance man, a friend who has not only built a New York City investment sales juggernaut like none before it back in the 1980’s, but also someone who made the Territory Network™ for broker market intelligence and specialization famous, and who now intends - Building By Building, Block By Block™ - to bring the clarity and transparency that his old firm brought to what properties were worth, to that of the debt market as well. Please join me in welcoming none other than the groundbreaking and multi-talented Paul Massey, the founder and CEO of the newly created, but rapidly rising, B6 Real Estate Advisors.   Episode Notes: At 2:16, Paul Massey believes one should seek to change the world with a strategic plan in place. At 3:04, Paul touches upon planting seeds when it comes to mentoring the next generation of professionals. At 4:14, Massey advises that B6 Real Estate Advisors does not see an oversaturated investment sales market, and instead sees a “big barn door open.” At 5:18, Paul informs that his rearview mirror is very clear and does not forecast the occurrence of a retail Armageddon. At 6:52, Massey talks about commercial rent control, and why he believes it to be unconstitutional. At 7:57, he chats about Massey Knakal, putting (part of) the band back together, and the yin and yang between himself and Bob Knakal. At 8:52, Paul stresses that if one sets out to go out on their own, one must know its competitive advantage. At 10:16, Massey discusses the process of walking clients through the ramifications of what they are entering into, and making sure clients have the pure motivation of proceeding after being informed. At 11:19, he dives into coaching the younger generations, along with the powerful tool of “listening.” At 12:13, Paul shares that there may not be an economic reason for his clients to sell. At 14:41, Massey elaborates on B6’s Territory Network™, and what he refers to as a broker’s “second territory.” At 18:28, he speaks about helping others. At 19:02, Paul points out an interesting statistic that the average building in NYC sells once every 39 years. At 20:35, Massey describes the culture of B6 as a deep rich fabric of who they are along with B6’s “sharing metrics.” At 22:06, he strongly feels that real estate is the best job on the planet, and advises those who are deciding on what they want to be when they grow up to give real estate a shot. At 22:51, Paul turns back the clock and revisits his summer job in Boston after graduating from Colgate University, and how starting at CBRE in NYC was a great launching pad for his career. At 24:50, Massey notes the importance of being in the “passion job” and never watching the clock. At 26:13, Paul explains his plans for the next 10 years - having fun, mentoring a new group of young professionals, and changing the world in bringing transparency to the debt business. At 28:36, Paul Massey closes the door on the podcast with a message on chasing one’s passion.

Introduction: Today’s guest is one of CBRE’s rising stars, namely Zachary Price. Zac, who is a Vice President in their Global Advisory & Transaction Services group, is responsible for business development and transaction implementation on behalf of clients he secured, as well as several of CBRE’s global and prominent regional corporate clients. Zac, who possesses a tireless work ethic, was recognized a few years ago by the Commercial Observer as one of their “30 Under 30” elite group of up-and-comers in NYC commercial real estate. When he is not channeling Bruce Springsteen’s song “Out in the Street” by pounding the pavement to make a difference for his clients, he is busy piggybacking on Bruce’s mantra of “Born to Run,” as his passion for life extends to the manner in which he wind sprints in the NYC Marathon, with a time that approaches breaking the 3-hour mark.   Episode Notes: At 2:21, Zac discusses the importance of leaving a great first impression. At 3:25, Price talks about the industry specific market groups at CBRE, and how he goes about accumulating knowledge through these groups. At 4:34, he shares beginning his real estate career at Cushman Wakefield in 2007 on Long Island, and his path to joining CBRE in their downtown New York City office. At 6:20, Zac notes that the most important facet in his life is that of giving back and helping others. At 7:02, Price informs us that he is running in the Chicago Marathon in October. At 7:40, he dives into his negotiating style and the “iceberg.” At 9:06, Zac touches upon how he builds trust and navigates a deal with his clients. At 9:59, Price mentions that he is a big believer in a team structure, and why one must prioritize by separating what is to “do” from what is “due.” At 11:59, he speaks about how he is continually tapping into the different resources within the various service lines at CBRE. At 13:32, Zac talks about the most rewarding words a client has told him. At 15:29, Price states that he is locked in 24/7 to this business, but always creates time to reset the mind. At 16:55, he shares that he likes the method of polite persistence in following up with a prospective client. At 17:50, Zac notes that downturns create opportunity, and feels that one must learn to adapt to the current conditions in the marketplace. At 22:02, Price discusses persistently calling and canvassing years in advance of a lease expiring in the hopes of scoring a client. At 24:50, he informs us of his thoughts pertaining to social media, and that he scored one of his best meetings off of LinkedIn. At 26:56, Zac stresses that one must recognize when they don’t know the answer, and find the expert who does. At 29:22, Larry Haber asks Zac a hypothetical “what would you do in this situation” type of question. At 33:34, Price believes that if one is exploring the office leasing arena, one needs to be at a firm with a large platform with a great depth of resources. At 35:38, he shares that running has changed his life for the better, and that he met his new best friends through Brooklyn Track Club. At 38:47, Zac Price closes the podcast with a message on work-life balance, and having fun with it (it’s just real estate).

Introduction: Today’s guest is Maury Golbert, co-chair of the real estate group and partner in the tax department of Berdon LLP, ranked among the top 15 accounting firms in the New York metropolitan area and top 100 in the United States. Maury is certainly not what one would describe as an underachiever, given his CPA, JD, and LLM. He is looked upon by his real estate (and other) clients for advice pertaining to all facets of a transaction, including due diligence, structuring, wealth preservation and enhancement, and workouts as well. When Maury’s not busy being a rock star in the world of accounting and taxation - in addition to spending as much time as possible with his wife Gail and their two daughters - Maury is passionate about biking and truly great wines.   Episode Notes: At 2:55, Maury notes that a majority of real estate developers and entrepreneurs give off a sense of optimism and positivity. At 3:51, Maury explains why sometimes the most valuable piece of advice to give someone is a “no.” At 4:49, Golbert shares that there is no shortcut within his industry as the learning curve is long and flat, and as a result one must continuously be learning on a daily basis. At 7:09, he uses the sports analogy of the “game slowing down” and being able to see the defense in comparison to when one is repeatedly practicing and putting in work. At 9:05, Maury reveals his career “oh my moment” of him essentially working on a complex transaction all by himself. At 13:32, Golbert channels Winston Wolf of Pulp Fiction, and tells us that clients come to him with problems, not with solutions. At 15:55, he touches upon long-time clients and forming multi-generational relationships, how expectations vary with time, and the importance of being responsive to clients. At 19:11, Maury advises on the uncertainty and complexity of changes to the recently enacted Tax Cuts and Jobs Act of 2017, and shares that there are opportunities to be had, but many pitfalls exist as well. At 23:57, Golbert speaks about making a difference for others through education, and strongly believes that in this country everyone should have a clean place to sleep and should not be going to bed hungry. At 30:57, he discusses giving people skills that put them in a position to help themselves. At 32:09, Maury feels that there is no substitute to understanding what is in front of you, as one must always be properly prepared. At 34:59, Golbert notes the pertinence of being likeable in business, and the ability of connecting with people on a personal level while having some fun while doing so. At 36:36, he shares that he is not a natural networker, but his accessibility and resourcefulness has helped him a great deal in forming and cultivating relationships. At 42:40, Maury divulges how he finds the balance between leveraging technology and old school methods of communication. He believes that there is no substitute for picking up the phone. At 47:05, Golbert mentions that he enjoys both road and mountain biking, snowboarding, and any activity that forces him to detach from his phone or work while getting his adrenaline going. At 50:08, Maury Golbert closes the podcast with a duel message: (1) every day is a new day, and (2) one possesses complete control of his or her own destiny.

Introduction: Today we have with us a real estate rock star who on a daily basis channels my “Albert Einstein-Snoop Dogg-Drake Bring Your A-Game Theory,” given that he strives to not only be a man of value to his clients, but one who takes Snoop’s line, “If it’s flipping hamburgers at McDonald’s, be the best hamburger flipper in the world. Whatever it is you do you have to master your craft” to heart, as he knows that if he does not, his iPhone will no longer “Light Up” with calls from his clients, and even worse, he will no longer have access to his “Hotline Bling.” Yes my friends, today’s guest is Brad Wolk, Executive Managing Director, Co-Head of Integrated Consulting Strategies at Savills Studley. Brad, an attorney by education and training, is able to maximize leverage throughout the tenant representation process - with a little help from the title of an old Lionel Richie and the Commodores song - by leaning on the “Brick House” of knowledge he acquired while working for five years in real estate development, exclusively representing commercial owners in the acquisition, disposition and leasing of various commercial properties. On a personal note, this is not the first time I have sat down with Brad for an interview, as the last time was nearly 20 years ago, back when we both had full heads of hair. Like the dog and pony shows he puts on when attempting to secure new business, his was one of the most engaging, informative and off-beat interviews I ever had ... so good in fact that I hired him for my old real estate development firm right out of law school. More importantly, I take great pride in knowing that (1) career wise, the pupil has definitively exceeded the mentor, and (2) he met his amazing wife Jen, who worked at another of my firm’s offices, while at our old company.   Episode Notes: At 2:42, Brad Wolk reminisces about his 2001 interview with Larry Haber for a summer internship position, while still attending law school. At 3:34, Brad shares his appreciation for the underdog mentality of working hard to prove others wrong. At 5:14, Wolk touches upon fear of failure and the need to please others. At 7:34, Brad discusses goal setting, going after challenging assignments, and the importance of prioritizing. At 8:42, he believes that one must respect the competition, and over prepare to win while utilizing an intelligent strategy. At 9:39, Wolk speaks about service and focusing on clients. He advises that one should listen and react, more so than they preach. At 10:49, Brad talks about preparation, drive and negotiation. At 12:00, he reflects on his first boss (Larry Haber), his partnership and relationship with Matt Barlow, founder of Savills Studley’s consulting group, and his relationship with Mitch Steir, Chairman and CEO of Savills Studley. At 13:34, he shares how he manages the talent on Savills Studley’s Integrated Consulting Strategies (ICS) team made up of 15 diverse professionals. At 14:53, Wolk dives into the topic of whether tenants have altered their strategies as a result of the recently enacted FASB accounting changes. At 17:05, Brad talks about how creating lists of both personal and business tasks, keeps him organized and on top of whatever he sets out to accomplish. At 19:17, he shares the ski mantra of, “If you are not falling, you are not trying.” At 21:01, Wolk mentions the importance of paying it forward by spending time with younger professionals or anyone seeking out help. At 23:31, Brad notes his ambition to grow ICS, as well as being a great role model for his three kids. At 25:25, he stresses that one needs to have short memory when dealing with rejection, and that one cannot take the losses to heart. At 26:36, Wolk believes that the key to success and longevity is surrounding yourself with people that are smarter than you. At 27:11, Brad considers any word that resembles an excuse as “nails on a blackboard.” At 29:27, he shares that he is blessed to wake up daily, and work with his friends at Savills-Studley. At 30:45, Wolk speaks about working on complex deals, and taking challenging shots down field. At 31:31, he feels that the time of his life is “now,” as life continues to get fuller, and is enjoying time with his wife and kids. At 34:16, Brad Wolk closes the door on the podcast with a message that pertains to stamina and extreme focus when on the “5-yard line” of a deal.

Introduction: Welcome back my friends to Real Estate REality Check. Today we have with us the legendary Bob Knakal, a man who has turned his relentless passion and once stellar pitching career at the University of Pennsylvania - along with two mistakes, one regarding a job interview for his freshman summer internship and the other, asking a real estate owner back when there was no such thing as Google Maps or Waze where 52 Vanderbilt in New York City was - to have formed the groundbreaking Massey Knakal Realty Services. In the earlier part of the decade, he and Paul Massey later sold Massey Knakal to Cushman and Wakefield, where Bob became Chairman of New York Investment Sales. In the fall of 2018, Bob took his talents, along with the vast majority of his team, to Jones Lang LaSalle (JLL), where he is the Chairman of New York Investment Sales.   Episode Notes: At 1:53, Bob Knakal shares what he learned from his early days in the real estate industry, and admits that he made many mistakes along the way, but fortunately did not make them more than once. At 2:58, Knakal notes that his move to JLL has been great and could not be happier, but calls it difficult and challenging in the same breath. At 3:57, he reveals his “oh my” moment, the second deal that Paul Massey, CEO of B6 Real Estate Advisors, and Bob closed when they were “kids.” At 6:29, Knakal believes that the best way to be a hustler is to get to sleep early. Bob speaks highly of his relationship with broker coach Rod Santomassimo (listen to Podcast Episode 016). At 8:57, he advises that there are 165,000 investment properties in New York City, and talks about the territory system he and Paul implemented at Massey Knakal (and how they learned early on that they were in “the information business, not the real estate business”). At 10:34, Knakal describes his goals and aspirations for the JLL investment sales platform. At 11:24, he mentions that doing the right thing, along with possessing integrity and honesty, forms the backbone of both business and life. At 13:09, Knakal talks about the importance of goal setting – writing goals down, focusing on the goals all the time, and having the discipline to achieve them. At 14:01, he touches upon discipline once again, and remaining true to your core values. At 15:46, Knakal notes that when hiring, Massey Knakal looked for “PHDs” (i.e., those that were poor, hungry and driven individuals who were motivated and hungry to succeed). At 18:08, he provides a brief synopsis on the state of the investment sales market in NYC. At 21:19, Knakal discusses employee mentoring and business coaching, and said that “helping people you work with should be a part of any platform.” At 22:48, he shares that he turned down a private office at JLL, and instead sits in the middle of the bullpen with the “troops.” At 23:19, Knakal compares the world with and without social media and technology, and believes that the brokerage business will fundamentally change within the next 20 years (or sooner). At 26:22, he provides some negotiating pointers, and notes that brokers need to realize that they are the intermediary in a real estate deal. At 27:55, Knakal talks about finding the balance between family, community and work. At 33:21, he explains doing by trial and error early on in his career, and not having the foresight to ask people who have been there and done that for advice. At 35:32, Bob Knakal closes the door on the podcast with a message on learning how to be likeable, as people in business tend to work with people that they like. He strongly believes that courses on likeability, selling and persuasion should be taught formally in an educational setting.

Introduction: Today we are fortunate to have with us none other than Mike Steer, a self-proclaimed mortgage geek and the guru of risk management and loss mitigation for the mortgage lending community. Mike, a transplanted Texan who a number of years back took his talents to Southern California, is the co-founder and president of MQMR, an acronym for mortgage quality management and research. When Mike isn’t making a difference for the mortgage industry, providing strategic support for vendor management solutions or servicing and subservicing surveillance oversight through MQMR’s sister company Subsequent QC, he spends as much time as possible with the true passions of his life, namely “Mikey’s Angels” (i.e., his wife and high school sweetheart Vanessa and their daughters Makayla and Camila). Episode Notes: At 2:21, Mike Steer dives into how he makes the most of his day by balancing family, employees, clients, and building a company. At 3:39, Mike shares how he goes about getting educated through reading about the industry and business every morning and night. At 4:28, he advises that MQMR is constantly asking clients for feedback. He also touches upon creating raving fans and delivering plus one service to clients. At 5:22, Mike talks about his truth - doing the right thing and hiring smarter people that complete him. At 6:03, he believes that regulations within the industry are not going away. At 8:19, Mike confesses to being both a culprit and victim of “phubbing” and notes the importance of “turning off the phone and turning on the family.” At 9:14, he discusses teamwork, communication and execution. At 9:55, Mike shares his thoughts as to how he enjoys “building people” and challenging the MQMR team to do better. At 11:55, he expresses that he is generous through the opportunities he provides. At 12:47, Mike conveys that as a leader it is important to recognize the hard work and sacrifices of his team. At 14:00, he said, “Timing is everything. Knowing when to talk and when to listen is a critical skill set to have as a leader.” At 14:57, Mike voiced that one has to be open to change and have a sense of awareness as to disruption in the market. At 15:40, he describes how he handles rejection and how rejection helps him grow. At 18:40, Mike shares the times of his life - a semester in Spain learning Spanish, taking a program in Costa Rica, and backpacking in Southeast Asia after graduation. At 20:40, Mike Steer closes out the podcast with a message of: Don't worry, be happy, don’t outsource your energy on negative things or people, as life is too short.

Introduction: It is time my friends to channel one of the many great songs by Billy Joel – namely that of “Keeping the Faith” – as today we are lucky to have with us none other than the “Queen of Retail” herself, a woman whose passion, skill set, leadership and relentless and not-so-shy nature has helped play a significant role in the revitalization of Times Square and Penn Station, as well as that of Fifth Avenue and Madison Avenue ... yes, the one and only “Ya Gotta’ Have” Faith Hope Consolo! As Chairman of the Douglas Elliman Retail Group, given her vast global and national retail knowledge, experience and business savvy, Faith continues to make a difference and be a driving force in the retail sector.   Episode Notes: At 1:58, Faith Hope Consolo shares being one of a handful of women in the commercial real estate industry back when she first started her career in real estate. At 3:07, Faith notes the importance of getting involved in organizations because they can be stepping stones in a multitude of ways. At 4:00, she talks about going back to school at NYU, and getting a degree in real estate. At 5:40, Faith tell us about her initial training in architecture and interior design, and how this background has helped her in the retail space. At 6:43, she said, “I sat at the knee and listened” (to her senior mentors during her training years). At 8:40, Faith discusses one’s work ethic, along with the different mindsets of individuals in this industry. At 9:12, she mentions, “I get up every day likes it is the first day, no matter what happened the day before.” At 10:09, Faith dives into being a deal junkie, and why she must make the deal no matter the size and/or if it pro bono. At 12:16, she enlightens us as to how she brings unity to the communities she leases space in. At 14:35 and 15:49 respectively, Faith believes that there is enough business to go around, and if one is strong (and you know what kind of person you are), you will prevail. At 16:20, she shares that she is a ferocious reader, who likes to obtain her news in both print and online. At 17:38, Faith talks about everyone wanting to hit the homerun deal, and suggests alternatively, also to try and hit a few singles. At 19:59, she discusses women having a voice, and investing in one self. At 22:52, Faith suggests that listening skills have to be acquired. At 23:50, she notes that the industry is changing all the time, and how one must embrace all available channels (even if you dislike social media). At 27:48, Faith said, “The market moves, and we move with the market.” At 29:55, she informs that she doesn’t dwell on or beat herself up on the mistakes she has made in the past. At 33:11, Faith closes the door on the podcast with advice for those starting their careers (including the topic of putting your ego aside).

Introduction: Today we are very lucky to have with us Dr. Joseph Tait, a very unique and gifted man, whose many accomplishments include that of having been a respected veterinarian, University of Pennsylvania graduate, community activist, a groundbreaking leader in the creation of educational initiatives for at risk youth and adults alike and the former long-time president and current Board Director at Harlem Commonwealth Council. Joe and I have sat together on the opposite and same side of the table for roughly 20 years, and together, along with my three older sons and many wonderful volunteers from all walks of life, helped put together a very successful charitable event for Harlem Commonwealth’s myriad of amazing programs back in our youth. Whether consciously or subconsciously, Dr. Tait has long channeled the legendary Sam Cooke and his song “A Change is Gonna’ Come,” and for that matter Eric Clapton’s song “Change the World,” as he continues to be an agent of change for the betterment of those around him.     Episode Notes: At 2:30, Dr. Tait notes that he always “argues” with aphorisms and talks about the importance of optics and perceptions. At 3:59, Tait discusses teamwork, leading by example and communicating clearly. At 5:44, he views life as a series of challenges and opportunities to learn from, and notes that the only constant is change. At 7:26, Tait shares a story about his mother teaching him a lesson at 9 years old with the overlying message of, “Be nice. Work hard.” At 10:10, he dives into diversity in the workplace and conveys that “If you limit your bench, you limit your possibilities, and even the ability to win.” At 10:53, Tait said, “I don’t advocate diversity for diversity’s sake. Everyone has to make a contribution. Everyone has to earn their keep. Everyone has to be an integral part of the team.” At 13:08, he informs that he came to this country back in the 1960’s from Jamaica, and noted that we need to have more tolerance to be more educated in our outlook. At 16:43, Tait channels Winston Churchill and describes how he has benefitted from kindnesses, beginning with him coming to this country with $1,500 in his pocket, and how he thereafter attended and formed relationships at NYU. He also shares his persistence in his job search, and why ultimately he went back into Harlem. At 20:31, he enlightens us about being the only African-American veterinarian in New York State in the late 1960’s. At 21:26, Tait discusses Harlem Commonwealth Council’s creation of educational programs, with the mission of keeping kids out (and off) of probation (in addition to creating programs for foreigners who are not literate). At 22:34, he touches upon how he fights to create opportunities and open doors for others. At 24:13, Tait explains that one must recognize talent in others, and that life in its entirety is a learning experience. At 25:50, in regards to kids reaching their full potential, he believes that parents are not setting the proper example for kids at home, and that the breakdown of our home is the pathology of our nation. At 28:08, Tait talks about his mindset in regards to risk and due diligence. At 30:30, he discusses his happy place of “where I am” (not a geographic location). At 32:13, Dr. Tait closes the door singing Bob Marley’s “War.”

Introduction: Today’s guest is the Vince Lombardi, Bill Belichick and John Wooden of commercial real estate coaching - yes, that’s right my friends - Rod Santomassimo, the founder and president of The Massimo Group and author of “Brokers Who Dominate: 8 Traits of Top Producers” and “Commercial Real Estate Teams Built to Dominate.” The man subconsciously channels Christopher Columbus given his talent to help commercial brokers “stop the drift,” as he and his team help brokers find a new world by creating a plan and a purpose to secure and make a difference for their clients.   Episode Notes: At 2:03, Rod Santomassimo shares what he enjoys building, in particular that of an individual’s business. At 3:09, Rod notes that one must fail (consistently) in order to grow. At 4:19, he describes how he and his team solve problems through conducting personality and business assessments on clients. At 5:07, Rod points out that one must have optimism and possess the vision to grow, because there is always another way. At 7:15, he discusses that one must be motivated and coachable in order to grow. At 8:40, Rod conveys that establishing goals is the first step in coaching clients, which may include setting short term goals in order to build “winning streaks.” At 9:33, he touches upon the meaning of “stop the drift.” At 10:59, Rod believes that one must attack the day with a combination of enthusiasm and action. At 12:00, he shares how he finds relaxation through biking and running while listening to an audio book on business (particularly on the topics of motivation and goal setting). He also enlightens us that he is most relaxed when playing lacrosse with friends. At 13:26, Rod notes that when The Massimo Group surveys the real estate industry, the majority of individuals share that they joined the industry because of the money factor. At 17:56, he points out that his firm consistently pauses and reflects before moving forward in its coaching curriculum. At 19:01, Rod informs that The Massimo Group is constantly revisiting its programs and adjusting its methods, based on the needs of its clients and the marketplace. At 21:25, he discusses teaching clients the balance (prospecting and presence), the “ask” for business, and why picking up the phone is productive! At 23:19, Rod said, “Do you live in a world today of scarcity or abundance? [...] Because that’s going to craft how you act.” At 24:39, he notes that personally he has three coaches, given his belief that there is always room to grow. At 26:47, Rod touches upon the darkness in the market, and the overall dip in velocity. At 28:57, he dishes on careers, one’s first job, and the power of networking. At 32:10, Rod explains his truth that “No one is better me, and I am better than no one.” At 33:22, he flashes back to 2008, being laid off, and eventually starting The Massimo Group. At 35:01, Santomassimo closes the door with a dual message regarding transformation and investment in oneself.

Introduction: Today we have with us none other than the ground breaking Sandhya Espitia, who for the last year and a half has been busy moving mountains as the senior VP of brokerage services for the Real Estate Board of New York. Prior to her role with REBNY, Sandhya spent the previous decade, first at Harvard University in program development, and thereafter with the International Council of Shopping Centers (ICSC), as VP of industry education and certification. In line with her mantra of unlocking the status quo, Sandhya thankfully is a way bigger fan of the Red Hot Chili Peppers song “Power of Equality” when it comes to acquiring and passing along knowledge to REBNY and its members, than she is of the lyrics “We don’t need no education” by rock n’ roll hall of famers Pink Floyd. And just as importantly, in doing so, she accomplishes this in line with another one of her mantras, namely that of “Wherever you are, smile.”   Episode Notes: At 2:52, Sandhya Espitia describes her first job working for a developer who specialized in buying distressed assets. At 4:26, Sandhya shares her energy, work ethic, hustle, and hands on involvement in every single project. At 5:45, she notes her love for technology and the benefit of being connected. At 7:03, Sandhya points out that she is very big on trust, and chats about the advice she received from her former boss at Harvard University that has stuck with her. At 8:15, she informs us of her “Oh my!” moment (namely helping create a start-up within Harvard University, and thereafter partnering with the Dominican Republic to improve their education system). At 10:55, Sandhya said, “Any intention or any aspiration for change requires learning.” At 12:47, she discusses being a culprit and victim of “phubbing.” At 13:47, Sandhya shares her passion for change management, and her dislike of the status quo. At 14:41, she notes the need to change old practices within the industry, and adopt new ways of thinking. At 16:12, Sandhya believes in the power of the collective, multidisciplinary teams, experimentation and being ok with failure. At 17:37, she shares how she invests in herself, her enjoyment of being busy, and having worked on 5 different continents. At 18:54, Sandhya dives into giving back, and in particular, coaching friends and co-workers. At 21:14, she touches upon gender biases in real estate, and creating access and exposure for women. At 25:09, Sandhya mentions that life is all about purpose - and waking up with a plan. At 26:35, she highlights her attraction in solving complex issues and real problems within organizations. At 28:15, Sandhya dishes on coaching, human interaction, and why it is so critical to treat people starting with a baseline of competence and intelligence (until proven otherwise). At 29:43, she shares lessons learned from her mother and father. At 32:15, Sandhya talks about change of attitude and self-investment. At 33:21, she enlightens us on her dream of going to space in her lifetime. At 34:06, Sandhya informs us on how she finds the balance through exercise, going on walks and spending time with her 3-year-old daughter. At 35:06, Espitia concludes the podcast with a statement on how she is proud to be someone who’s always thinking with the future in mind.

Introduction: Today we are fortunate to have with us none other than the ultra-sizzling Richard Pisnoy, who this past March was named for the 2nd year in a row among Mortgage Professional America Magazine’s Hot 100 banking professionals in its annual list of the industry’s power players. Rich is the co-founder and principal of Silver Fin Capital, the #1 rated Certified Lender in New York State by Lending Tree (the nation's leading online lender exchange). When Rich isn’t busy making a difference for his clients, writing articles for industry publications or being quoted in The Wall Street Journal, The New York Times or The Real Deal Magazine, he is either playing hockey or golf, enjoying a good football game, coaching little league or most of all, spending time with his family.   Episode Notes: At 2:37, Rich Pisnoy shares his passion for interacting with and really understanding people. At 3:28, Rich notes that when he was a senior in high school, his teacher told him he had the “gift of gab,” and at the time didn’t know whether or not this was a good or bad thing. At 4:20, he touches upon not having the proper work-life balance early on in his career, which eventually led him to construct a support team that dramatically improved his balance and overall happiness. At 5:28, Rich discusses providing good service, the importance of being available, listening to clients and having the utmost integrity. At 6:30, he talks about the need to be real, good, forthright and forthcoming. He notes that people in the industry are looking to make a quick buck and are selling in fear, while he conversely has a long term outlook. At 8:06, Rich shares that he is all for regulation in the industry, but wishes for a more level playing field. At 9:38, he advises that happiness is important, and that moods and attitudes are contagious in the workplace. At 11:48, Rich touches upon “spillover” within the industry, and short sighted individuals who don’t possess a long term vision. At 13:43, he differentiates confidence versus cockiness. At 15:12, Rich channels Herb Brooks while discussing team building within Silver Fin Capital - the name on the front is more important than the name on the back. At 16:44, he discusses having an open mind, partnership, and the impact of being stubborn when it comes to change. At 18:06, Rich shares a self-help story involving his brother and father, which ultimately contributed to him growing up. At 20:36, he informs first time home buyers about “rainy day funds.” At 22:50, Rich points out how rejection motivates and propels him forward. At 23:21, he said, “You need to always be moving forward. If you lose something, make up for it. [...]” At 24:23, Rich dishes on job hopping, and what happens when a resume with job hopping comes across his desk. At 26:26, he dives into what he enjoys building. At 28:51, Rich talks about how business is always changing, and how one must adapt to the ongoing changes. At 30:07, he shares that his views on being a child at heart. At 32:03, Rich notes how exercising acts as a daily wake-up call for him. At 32:57, he describes the time of his life, and being a “camp kid.” At 34:25, Rich talks about how playing golf and hockey and working around the house helps clear the mind. At 36:10, Pisnoy concludes the podcast with some thoughts on living life to fullest, having fun and being good.

Introduction: The time has come to get mellow and kick back my friends, as today we are lucky enough to have with us the Luke Skywalker of the cannabis industry, namely the cannabis pioneer Brad Melshenker. Brad is the founder of California and Colorado based 710 Labs, which in short is a standard-setting collective of passionate artists and cannabis rock stars renowned for its award-winning innovations and obsession with producing a myriad of quality products as they play a starring role in evolving the cannabis craft. On a side note, for those who are non-consumers, new to the industry or simply trivia geeks like myself, “710” happens to be not only the second most popular weed holiday, but “Oil” (i.e., a catch-all term for concentrates, extracts, and other hash products) spelled backwards and upside down. When Brad isn’t blazing new trails in the cannabis industry, creating boutonnières or dog collars made primarily of marijuana buds and leaves worn, respectively, by him and his groomsmen and three dogs at his wedding, or metaphorically passing the pipe around the country as he shares his knowledge of the history of glass pipe making and the artists who have created them, in a book aptly titled “This is a Pipe,” his passions are those of his wife Lauren and his daughters Callie and Lucy, rooting for THE Ohio State University football team and his beloved 2018 Stanley Cup champions, the Washington Capitals.   Episode Notes: At 3:25, Brad touches upon incarceration due to cannabis related offenses, and how taxation could alternatively provide tax dollars to improve schools and infrastructure. At 5:01, Brad talks about the “fun rollercoaster” he has been on thus far, and moving to Boulder, Colorado to open the fourth ever dispensary in Boulder (and the first to introduce concentrates to Colorado). At 7:33, he discusses finding a landlord that was ok with his business, and ultimately the “battle” with the landlord that later ensued. At 8:45, Brad describes the situation in which the city of Boulder approached him and notified him that he couldn’t operate his business in a mixed-use building due to new code that was put in place. At 8:59, he shares the hurdles he faced in 2014 when his recently relocated 15,000 SF grow facility was robbed overnight, and sadly as a consequence, the city revoked all of Brad’s licenses. At 11:09, Brad discusses his failures and the lessons learned along the way, which lead to selling his business in Boulder and relocating to Denver. At 12:39, he touches upon the joy of waking up every day getting to do what he loves. At 14:16, Brad advises how 710 Labs is pushing boundaries, stepping outside of the box, setting trends, and going the extra mile to create quality products. At 15:58, he talks about his great partnership with Jason Post, the financier and active partner behind the business. At 17:12, Brad points out the importance of being true to yourself, happy with who you are, and not trying to be someone that you are not. At 19:33, he dives into how he and 710 Labs master their craft, quality and production. He compares it to the 2011 documentary, Jiro Dreams of Sushi (specifically perfecting one task for some time before moving on to a new task to perfect). At 21:00, Brad gives us his take on risk, how to mitigate it, and why entrepreneurs have to take risk. At 21:54, he said, “We are just [...] entering the first inning of the baseball game. It’s been pregame [...]. Now it’s really when we have to start addressing those risks a little more seriously.” At 23:47, Brad notes that his company is 100% compliant - don’t break the law when technically you’re breaking law (meaning those of the federal and not state governments)! At 24:10, he sees this business as a once in a lifetime, generational type of business, and would love to see his kids run the business. At 26:01, Brad shares that little or no research has been done on “the plant,” and thus far the United States has only given the University of Mississippi a license to grow and conduct research on cannabis. At 27:57, he explains the risk on the real estate side, and how he has to be upfront with his investors in regards to the risk. At 30:44, Brad tells a story of the time where he and his partners purchased a piece of dirt in Desert Hot Springs, California. At 34:08, he talks about branding, evolving products, and 710 Labs newly introduced ice pack program. At 35:18, Brad discusses his recently released book, “This is a Pipe,” and how glass artists are taking their games to a new level. At 39:08, he points out that money has never been the driving force, and instead the motivation is in building a successful company and culture where employees are happy and creating great products. At 40:44, Brad touches upon compliance, and not dipping in the grey area. At 42:09, he dishes on how to handle rejection; simply by keeping your head down, blocking out the noise, and pushing forward. At 43:48, Brad informs us of his mantra of not making decisions out of fear or shame. At 44:34, he said that hard work is part of the game. Work at what you love and it will come! At 45:37, Melshenker paints us a picture of his happy place - the crashing waves at the beach.

Introduction: Today it is truly my pleasure to have with us someone who I consider to be among the titans of hospitality royalty, namely Heather Tierney, the dare to be different restaurant, bar and design visionary, and owner of the cutting edge and vegan friendly bi-coastal restaurant The Butcher’s Daughter, a place that makes me for one feel as if I am truly happy to be home when I’m there. Rumor has it that the enduring trendsetter and Hoosier at heart – who took her talents to Southern California earlier this decade – very well may have been (at least in my mind at least) the inspiration for LeBron James to do the same earlier this year. When Heather isn’t making a difference in the hospitality industry, she enjoys spending as much time with her son Marley and husband Jake, while pursuing her passions – specifically wellness, yoga, boxing and paddle boarding whenever she can.   Episode Notes: At 2:28, Heather Tierney discusses her passion for her design, food and beverage businesses, and her first job in the food industry working at Time Out New York. At 3:21, Heather informs us of the cocktail bar she opened along with her brother (namely Apotheke in Chinatown). At 5:10, she explains the importance for one to follow their own path, by doing what you love, and the ability to delegate. At 7:00, Heather touches upon boxing on the beach with her husband Jake, the yearly retreat for employees of The Butcher’s Daughter, and leading by positive reinforcement (and not fear)! At 8:36, she talks about the non-profit work she participates in, and being a part of the community. At 9:56, Heather advises that creating a “vibe” is something you can’t buy. At 11:33, she describes herself as a designer/creator driven to create experiences. At 12:18, Heather discusses the art of juggling, figuring out “the balance” and carving out personal time. At 14:42, she shares that she’s a dreamer at heart, and that visions come to her when she is alone in a quiet place (allowing her mind to wander). At 16:12, Heather informs how the The Butcher’s Daughter name came about. At 20:53, she talks about majoring in marketing at the Kelley School of Business at Indiana University, moving to London upon graduation, then moving to New York, and lastly, learning on the job with no prior writing experience at Time Out New York. At 25:07, Heather gives her take on risk and being an entrepreneur. At 26:52, she notes the importance of small things and finishing touches. At 27:55, Heather describes The Butcher’s Daughter in NoLita as a little restaurant with a big footprint. At 29:36, she points out that motherhood is slowing her down a bit, and she is more selective as to what projects she is taking on as a result. At 33:01, Heather dives into her morning routine of mediation and coffee on the beach. At 34:38, she said, “I only take up the RAM of the program that’s right in front of me.” At 37:00, Heather Tierney closes the podcast by touching upon the happiness of her employees, and creating a community and culture.