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In this episode of Miami Dealmakers, Omar Morales sits down with Camilo Miguel, Founder and CEO of Mast Capital, to discuss developing Cipriani Residences Miami, the 83-story Brickell tower backed by a roughly $600 million construction loan. Camilo traces his path from flipping a Las Vegas land contract to buying distressed debt after the financial crisis. They dig into condo versus multifamily capital stacks, how branded residences are structured, and his record-setting Perigon in Mid-Beach, along with the philosophy behind Mast Capital's growth: focus on the markets you know, keep building your investor base, and never take your wins for granted. ======================= Whether you’re considering a sale, exploring refinancing options, or assessing your property’s value in today’s market, Berkadia provides the market intelligence and expertise to help you evaluate your options. With deep expertise in multifamily capital markets across South Florida, Berkadia helps investors navigate changing market conditions and capitalize on opportunities. Ready to start a conversation? Visit berkadia.com/miamidealmakers. ======================= 0:00 - Intro2:03 - Origin Story & Getting Into Real Estate8:40 - The Early Years: From Friends & Family to Institutional Capital13:11 - Evolving Mast Capital & Learning From Growing Pains17:43 - The Business of Condo vs. Multifamily Development22:12 - COVID, Conrad & the Miami River28:18 - The Making of Cipriani Residences Miami36:53 - Wealth Migration & Where Mast Sees Opportunity49:58 - The Business Behind Branded Residences54:34 - Lessons From Building Mast Capital59:52 - AI, Ambition & What Comes Next======================= Follow us on social media ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok⁠⁠

In this episode of Miami Dealmakers, Omar Morales sits down with Jeff Ardizon, Principal at The Estate Companies, to discuss building one of South Florida's most active multifamily developers and the roughly $500 million, 1,250-unit portfolio the firm has out for sale. Jeff traces his path from college basketball to a decade as a CPA and Tax Advisor, where relationships — not spreadsheets — built his book of business, eventually pulling him into his father-in-law Robert Suris's firm as full partner and growing it into the vertically integrated Soleste platform. They dig into deals like the Opportunity Zone play on Soleste Grand Central, which traded near $800 a square foot at the 2021 peak, and the philosophy — protect your downside, take calculated risk, never stop building relationships — that's carried him to principal of one of the state's most active developers. =================== 00:00 – Introduction00:53 – Jeff’s Early Years & Basketball Career03:43 – Building a Career in Accounting & Tax12:57 – Learning How Real Estate Deals Are Structured16:56 – Taking the Leap Into Real Estate26:26 – Scaling From 4 Deals to 6,000+ Units36:20 – How They Funded the Growth39:48 – Navigating COVID & Protecting Investor Capital43:27 – The Soleste Grand Central Home Run50:37 – The State of the Multifamily Market57:25 – South Florida’s Best Growth Markets01:23:16 – Closing Advice==================== Follow us on social media ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok⁠⁠

In this episode of Miami Dealmakers, Omar Morales sits down with Eduardo Otaola, Founder and Managing Principal of Constellation Group, to discuss building one of Coral Gables' most active development platforms from the ground up. Eduardo traces his path from a childhood in Venezuela and boarding school in DC, through an internship at UBS in London during the 2008 crash, to Georgetown's real estate finance program and an analyst seat at Deutsche Bank. He shares how a connection through Manny Diaz led him to Integra Investments, where he cut his teeth under Nelson, Victor, and Paulo before striking out on his own at 32 to found Constellation Group in 2019. They dig into the deal mechanics behind Constellation's rise — from the $12 million acquisition of 4225 Ponce that turned a Coral Gables/Coconut Grove rent arbitrage into the neighborhood's new high-watermark office building, to Cora Merrick Park and the wellness-focused HQ Residences, a partnership with Black Salmon, Machete Group, and hospitality veteran Sam Nazarian in Miami's Health District. Along the way, they cover raising capital as a first-time developer, why Coral Gables' tough entitlement process became his competitive edge, and the philosophy — trust the process, choose partners wisely, stay humble — that's carried him through it. ==================== 00:00 — Intro00:56 — Venezuela, Deutsche Bank & Finding Real Estate06:56 — Moving to Miami & Joining Integraa11:47 — Leaving Integra & His First $12M Office Deal19:10 — Expanding into Multifamily & Office28:47 — How to Start Developing on Your Own38:16 — Raising Capital, Staying Afloat & Building a Track Record47:11 — 4225 Ponce: Breaking Ground Without Pre-Leasing54:25 — The Move into Condos & the Bet on Coral Gables1:04:17 — Inside Cora & the Shift Toward Wellness1:12:59 — HQ Residences, Edgewater & What’s Next1:20:18 — The Health District & Constellation’s Next Projects1:24:49 — Rapid Fire Questions & Closing Advice==================== Follow us on social media ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok⁠⁠

In this episode of Miami Dealmakers, Omar Morales sits down with Patrick Murphy, CIO at Coastal Construction, to discuss building one of South Florida's largest construction companies — and his detour through Congress along the way. Patrick traces Coastal's roots from his grandfather painting radio towers in 1950s Key West to his father building Seaboard Construction (sold to Turner) and later founding Coastal around the high-end homes of Ocean Reef. He shares his own path from Deloitte to becoming the youngest member of Congress at 29, and why two terms and a Senate run left him disillusioned with a primary system that rewards polarization over problem-solving. They dig into what he's built since returning to the family business: Toggle AI, which automates construction estimating and is now used in 30+ countries; Renco, a recycled "Lego for adults" building system; and Code Comply, which uses AI to speed up permitting. Along the way, they cover bonding capacity, how GCs price mega-projects, and where robotics and AI are headed in construction. ===================== 0:00 - Intro1:08 - The Murphy Family Construction Legacy9:53 - Deciding to Run for Congress at 2917:00 - Why He Walked Away From Politics25:02 - How Togal.AI Is Reinventing Construction32:30 - The General Contracting Business, Explained45:54 - Inside Coastal Construction53:01 - Robots Aren't Coming for Construction Jobs1:01:38 - RENCO: Building Houses Like LEGO1:05:43 - Rapid-Fire Questions & Closing Advice==================== Follow us on social media ⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok⁠⁠

In this episode of Miami Dealmakers, Omar Morales sits down with Matt Baron, founder of Barron Property Group, to discuss building a multifamily development empire spanning New York and South Florida. Matt shares the story of his family's immigration from the former Soviet Union, his unconventional path from cold-calling telemarketer to Morgan Stanley top producer, and how a chance conversation reshaped his understanding of wealth and led him back to school and into real estate. They break down how Matt and his late partner built Simon Baron into a major New York development firm, the lessons learned from a costly first ground-up project, and how Barron Property Group expanded into Miami — including their large-scale projects in Hialeah and the highly anticipated Merrick Park site in Coral Gables. This episode is packed with insights on navigating market cycles, the long-term case for South Florida real estate, and the mindset required to outwork the competition and build lasting success. =================== 0:00 – Intro00:56 – From Food Stamps to Wall Street10:54 – Returning to College After Dropping Out & Breaking Into Real Estate24:14 – Becoming a Principal & Founding Simon Baron29:39 – Surviving the 2008 Financial Crisis37:23 – How Today's Market Compares to 200843:58 – Pivoting to Ground-Up Development50:58 – Expanding into Miami & Betting Big on South Florida1:02:41 – What's Fueling Miami's Growth1:14:05 – Advice on Outworking Everyone to Win=================== Follow us on social media ⁠⁠⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok⁠

In this episode of Miami Dealmakers, Omar Morales sits down with Gabe Navarro, co-founder of MMG Real Estate, to discuss building one of South Florida's most recognizable family business legacies — and what came after. Gabe shares the story of Navarro Discount Pharmacy, from his grandfather's first store in Little Havana to a 30-location chain his family eventually sold to CVS, and how the real estate they accumulated along the way became the foundation for what's next. They get into MMG's evolution from distressed debt buyer post-GFC to active retail developer, the unconventional move to acquire and revive Tamarack Resort in Idaho, and how Gabe approaches JVs, long-term holds, and finding deals where institutional capital hasn't crowded you out. This episode is packed with lessons on generational business, relationship-driven dealmaking, and what it takes to reinvent yourself after a major exit. ==================== AI-Powered Construction Project Management Software: ⁠⁠⁠⁠⁠⁠https://www.buildpass.ai/us⁠⁠⁠⁠⁠⁠ ==================== 0:00 - Intro1:55 - The Story Behind Navarro Pharmacy8:03 - Discovering Real Estate13:55 - Selling Navarro, Private Equity & CVS22:31 - Building MMG Equity Partners After the Exit34:45 - Expanding Beyond Retail Real Estate43:28 - From Shopping Centers to Ski Resorts59:02 - South Florida Development1:04:58 - Finding Opportunities in Today's Market1:11:36 - Family, Leadership & Raising the Next Generation1:15:56 - Advice for Younger Self & Closing Thoughts

In this episode of Miami Dealmakers, Omar Morales sits down with Moshe Popack, a South Florida real estate investor and father of 11, to discuss building wealth through contrarian thinking, spiritual grounding, and a long-term mindset. Moshe shares his journey from New York — navigating law school, a crashed market, and three kids and no job at 29 — to amassing over 2.5 million square feet of commercial real estate across South Florida and beyond. They dig into his investment philosophy: buying distressed office, multifamily, and assisted living assets when institutions are fleeing, structuring deals with certainty, and compounding returns through refinancing. Moshe also walks through two recent contrarian office plays that generated outsized returns. But the conversation goes deeper than dealmaking — exploring spirituality, unconditional love as a leadership principle, and what 11 kids teach you about patience, empathy, and letting go of judgment. This episode is a rare look at a dealmaker who operates from the inside out. ==================== AI-Powered Construction Project Management Software: ⁠⁠⁠⁠⁠https://www.buildpass.ai/us⁠⁠⁠⁠⁠ ==================== 0:00 - Intro1:40 - Law School, Marriage & Moving to Miami7:10 - Spirituality, Abundance & Entrepreneurship15:37 - Turning $10,000 into a Six-Figure Profit18:07 - Building a Multifamily Portfolio During the Crash24:04 - The Investment Philosophy Behind His Success28:44 - Finding Opportunity in Senior Housing31:49 - The Workforce Housing Challenge36:17 - Building Wealth by Creating Value for Others41:20 - The Miramar and Atlanta Office Deals49:37 - Why Certainty Wins Deals51:45 - Raising 11 Children While Building a Business1:00:36 - Advice to His Younger Self & Closing Thoughts

In this episode of Miami Dealmakers, Omar Morales sits down with Sam Nazarian, founder of SBE Entertainment Group, to discuss building one of the world's most influential luxury lifestyle hospitality companies—and selling it for nearly $1 billion. Sam shares his origin story as an Iranian immigrant who grew up in Los Angeles, his early entrepreneurial ventures in telecom and real estate, and how a passion for boutique hotels led him to create SLS, Hyde, Mondrian, and a portfolio that spanned 45 hotels across nine countries. They break down the strategy behind SBE's three-pronged approach to nightlife, restaurants, and hotels, the landmark partnership with Jorge Perez that helped define modern Miami, and the mechanics of building a lifestyle brand that developers around the world wanted to attach their buildings to. This episode is packed with lessons on brand building, strategic partnerships, and what it takes to reinvent yourself after reaching the top of an industry. ==================== AI-Powered Construction Project Management Software: ⁠⁠⁠⁠https://www.buildpass.ai/us⁠⁠⁠⁠ ==================== 0:00 - Intro1:49 - From Tehran to L.A. & His First Company Exit13:49 - Discovering the Boutique Hotel World20:18 - Building SBE & SLS27:36 - Navigating the Great Financial Crisis33:29 - Partnering with Jorge Pérez & Scaling the Brand Globally51:39 - Acquiring Morgans Hotel Group1:00:22 - Selling SBE to Accor for $850M1:17:29 - Launching The Estate & Longevity Hospitality1:24:36 - HQ Hotels & the Edgewater Project1:38:35 - Closing Advice

In this episode of Miami Dealmakers, Omar Morales sits down with David Martin, CEO of Terra, to discuss building one of South Florida's most influential real estate development firms. David shares the story behind his Cuban-American roots, his entrepreneurial path from a college coffee shop to launching Terra at 23, and how mentors, capital partners, and hard-won lessons shaped his approach to development. They break down Terra's strategy of going deep in a handful of neighborhoods rather than expanding geographically, along with David's philosophy on design-driven development, community impact, and why parks and green space are core to every project. This episode is packed with lessons on entrepreneurship, placemaking, and building a legacy in South Florida real estate. ==================== AI-Powered Construction Project Management Software: ⁠⁠⁠https://www.buildpass.ai/us⁠⁠⁠ ==================== 0:00 - Intro1:56 - From Selling a Coffee Shop to Starting Terra at 23 years old6:23 - Early Projects and Learning Development From Scratch9:52 - Surviving Multiple Downturns15:46 - Building Relationships, Trust & the “Working CEO” Mentality22:14 - Walkability, Wellness & Building Neighborhoods That Last29:42 - Behind the Coconut Grove Transformation36:42 - Parks, Public Space & the Five Park Vision44:53 - Family and Legacy50:24 - How Quantum Helped Transform Downtown Miami55:31 - Why Terra Only Develops in South Florida57:35 - Jungle Island, Key Biscayne & Terra’s Biggest Bets1:09:12 - Favorite Markets and Closing Advice

In this episode of Miami Dealmakers, Omar Morales sits down with Christina Pappas, President of The Keyes Company, to discuss leading one of Florida’s largest independent residential brokerages. Christina shares the story behind her family’s 100-year-old business, her path from hospitality back to Miami real estate, and how she worked her way from agent to leadership. They break down the advantages of staying independent in a consolidating industry, along with practical insights on building a real estate business—from habits and consistency to lead generation and mindset. This episode is packed with lessons on leadership, longevity, and succeeding in South Florida real estate. ==================== AI-Powered Construction Project Management Software: ⁠⁠https://www.buildpass.ai/us⁠⁠ ==================== 0:00 - Intro1:51 - Inside a 100-Year Real Estate Family Business10:51 - Finding Her Own Path Before Joining the Business15:39 - Navigating a Family Business24:33 - Starting as an Agent + Transitioning Into Leadership31:33 - Traits of Top Producers40:28 - Understanding Client Acquisition in Real Estate49:11 - The Mental Game of Sales & Discipline57:18 - How AI is Changing Real Estate1:05:27 - South Florida Market Trends Explained1:16:30 - Understanding Buyer Behavior Today1:31:12 - Hot Retail Markets in Florida + Building a Business That Lasts===================== Follow us on social media ⁠⁠⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok⁠

In this episode of Miami Dealmakers, Omar Morales sits down with Scott Sherman, Founder & Principal of Torose Equities, to break down his path from South Florida native to one of the most active retail and office investors in the market. Scott shares his journey from Ernst & Young to Thor Equities, the decision to leave a seven-figure role to start his own firm, and how he built a platform focused on finding value where others don’t. The conversation covers his contrarian approach to investing, including major deals like Wynwood’s Cube and Level 6 in Coconut Grove. A sharp conversation on market cycles, risk-taking, and spotting opportunities before the crowd. ==================== AI-Powered Construction Project Management Software: ⁠https://www.buildpass.ai/us⁠ ==================== 0:00 - Intro1:50 – Accounting Major & Early Career in New York10:28 – Institutional Deal Experience at Thor Equities14:38 – The Decision to Go Out on His Own20:35 – Retail Playbook25:20 – The First Deal: St. Pete & Buying Ground Retail Strategy31:40 – The Cube Office Deal During Covid37:46 – Raising Capital for Torose Equity39:37 – Coconut Grove Record-Breaking Office Exit58:51 – Hot Retail Markets in Florida & Closing Thoughts=================== Follow us on social media ⁠⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok

In this episode of Miami Dealmakers, Omar Morales sits down with Edgardo Defortuna, founder and CEO of Fortune International Group and one of the key figures behind the evolution of Miami’s luxury condominium market. Edgardo shares his journey from immigrating to Miami from Argentina in the early 1980s to building a brokerage and development platform that has helped shape the city’s skyline. He discusses identifying early international demand, launching landmark projects like the Jade Residences, navigating market cycles including the financial crisis, and the leadership mindset required to build and sustain a real estate business across decades. This conversation offers valuable insights for brokers, developers, investors, and anyone looking to understand how vision, persistence, and market awareness can create long-term success in one of the most competitive real estate markets in the world. ==================== Henry.AI: Join the waitlist: https://www.henry.ai/join-waitlist and tell them Omar Morales - Miami Dealmakers sent you. ==================== AI-Powered Construction Project Management Software: https://www.buildpass.ai/us ==================== 0:00 — Intro3:20  — From Argentina to Miami6:59 — Identifying a gap in the foreign market12:29 — Growing His Brokerage Business20:07 — Brokerage to Development30:44 — The First Big Project: The Grand View39:21 — Notable Projects and Brickell’s Boom48:48 — Navigating the 2008 Financial Crisis1:00:06 — Expanding into Property Management, Vaster Capital, and Growie1:13:36 — Miami Post-Covid1:17:48 — Key Biscayne Project1:25:13 — Favorite Markets and Closing Advice=================== Follow us on social media ⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok

Tere Blanca is the Founder, Chairman, and CEO of Blanca Commercial Real Estate, Florida’s leading independent commercial real estate advisory firm. Founded in 2009, the firm has grown to more than 50 professionals across three Southeast Florida offices and has sustained approximately 30% market share of Miami’s Class A and B office lease transactions since 2016.In this episode, Tere shares her decision to launch the firm during the 2008 financial crisis, her experience leasing and advising on over 17 million square feet of office space, and her perspective on branding office, building teams, and Miami’s evolution as a global business hub. ===================== 0:00 Intro 2:16 Tere’s Background & Early Career 8:51 Moving Back to Miami & Joining Coldwell Banker and Codina 16:01 Joining Cushman & Wakefield to Lead the South Florida Region 21:51 Dealing with Tragedy & Starting Blanca Commercial Real Estate 27:06 Leasing the First Project: 1450 Brickell 31:34 Building the Blanca CRE Team & Early Scaling 46:58 Big Wins and Growth into Different Markets 50:26 COVID Hits: Team Response and Survival Strategy 56:16 Blackstone Enters the Market and Scaling After the Boom 59:01 The Future of Office: Wellness, Mixed-Use, and Experiences 1:05:43 Mamdani Effect, New York Migration, and Miami Outlook 1:08:22 Advice for Women in CRE and Closing Thoughts ===================== Follow us on social media ⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok

In this episode of Miami DealMakers, Omar Morales sits down with Fred Zutel, Partner and President of Lockton’s Florida Division, the largest privately held and independently owned insurance brokerage in the world. Fred shares his remarkable journey from growing up in Hialeah and selling nails and screws to insuring some of the most iconic developments in Miami — including the Waldorf Astoria, St. Regis Brickell, and Bentley Residences. He opens up about his early struggles breaking into the insurance world during the 2008 recession, how a chance meeting at Zuma led to his first major developer client, and the mindset that helped him scale a 30-person team into 130+ employees statewide. The conversation dives deep into the inner workings of real estate insurance — from how mega-projects are structured across 40+ carriers, to why prices spiked after Hurricane Ian, and how falling interest rates are now reshaping the market. Fred also discusses leadership, grit, and staying hungry, even after reaching the top of his industry. Whether you’re a developer, broker, or investor, this episode is a masterclass in resilience, execution, and the business behind Miami’s biggest buildings. ===================== 0:00 – Intro0:36 – What Lockton does + Fred’s background3:40 – Early jobs and how Fred got into insurance in 200914:40 – Pivoting into insuring real estate and getting clients19:02 – First big client (Zuma bar story)21:55 – Now insuring Waldorf Astoria Miami and how mega-projects are insured23:45 – How does Lockton provide outsized value?28:36 – Why insurance prices spiked in 2021 + interest-rate impact34:12 – Breaking down layers of insurance (liability, builder’s risk, etc.)40:16 – Building a team and joining Lockton46:26 – How insurance brokers make money50:25 – Grit and motivation to keep pushing54:05 – Future of Florida’s insurance market56:28 – Advice for young professionals in their 20s===================== Follow us on social media ⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok

In this episode, Omar Morales sits down with Daniel de la Vega, President of ONE Sotheby’s International Realty, to unpack his incredible journey from working in construction to leading one of the most powerful luxury brokerage networks in Florida. Daniel shares untold stories about growing up in Coral Gables, buying the Sotheby’s franchise out of bankruptcy during the 2008 financial crisis, and scaling it into a $10B+ sales powerhouse with over 1,400 agents. They dive deep into Miami’s luxury real estate cycle—from The Setai and Brickell’s transformation to today’s wave of new developments in Surfside, Coral Gables, and South Miami. Daniel also opens up about building culture, staying grounded through market cycles, and transitioning from brokerage to development. Whether you’re an investor, agent, or developer, this conversation is a masterclass in leadership, resilience, and the evolution of Miami real estate. ==================== Noise complaints are one of the top issues facing condo and hotel developers. Pliteq engineered the GenieMat to provide effective sound isolation of floors and walls in units for quiet living and restful sleep. As a designer, you know high quality amenity spaces set your project apart but they shouldn’t come at the cost of comfort. Pliteq's products isolate the noise from gyms, pools and even my favourite, pickleball courts, so residents can fully enjoy their homes. Visit ⁠⁠⁠https://www.pliteq.com/⁠⁠⁠ today and build quieter buildings. ==================== TIMESTAMPS: 0:00 - Intro  1:15 - Daniel’s background into real estate  13:40 - Challenges in today’s market  17:32 - Managing thousands of agents and the culture of leadership  22:24 - Buying ONE Sotheby’s out of bankruptcy in 2008  31:18 - Working with developers and the rise of Brickell  34:39 - Scaling ONE Sotheby’s across Florida  35:48 - Compass acquisition of Anywhere Real Estate  42:59 - Shifting into development as a principal (One Capital)  47:39 - Future developments in Surfside & Coral Gables  1:01:20 - Daniel’s favorite projects he is not working on  1:04:46 - Submarkets Daniel is very excited about  1:13:04 - Leadership and team building in real estate  1:17:28 - Miami condo market outlook  1:24:25 - Advice for aspiring agents and brokers  1:31:44 - Closing thoughts and Miami’s future==================== Follow us on social media ⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠Omar Morales TikTok