Icons of DC Area Real Estate

This episode explores the concept of "Sanctuary" in commercial real estate, examining how the Bozzuto Group creates a culture that transcends development and management to prioritize human dignity and long-term stewardship. Host John Coe interviews Tom Bozzuto, Julie Smith, and Toby Bozzuto to discuss the four pillars of career stewardship: Clarity, Connection, Leadership, and Legacy. Key Time-Stamped Highlights [0:02 - 1:44] Foundations of Culture: Tom Bozzuto explains the necessity of defining organizational values early. The company centers its entire culture around four simple, one-word values: Concern, Creativity, Passion, and Perfection. [2:02 - 3:39] Defining Sanctuary: Julie Smith discusses the origins of the "sanctuary" philosophy, emphasizing that housing moves are driven by life changes and that property management should treat residents as friends for life. [13:19 - 16:28] Hiring Strategy: Tom Bozzuto details the company's hiring mantra: "It's a lot easier to hire a nice person and teach them skills than it is to hire a skilled person and teach them to be nice". [31:53 - 34:32] The Total Experience: Toby Bozzuto discusses the theatrical side of real estate, highlighting the importance of "proprietary scents," curated art, and music in creating an immersive, welcoming environment. [41:13 - 44:13] Ethical Boundaries in Leadership: Toby Bozzuto explains the decision to turn down profitable assignments if the client's ethics do not align with the company's culture, noting that leadership is defined by what you are willing to protect. [46:52 - 48:35] Equitable Sanctuary: Toby Bozzuto discusses the company's work with affordable housing partnerships, asserting that residents in affordable units should receive the same high-level treatment as those in luxury condominiums. [52:37 - 54:25] Preparing for Succession: Julie Smith outlines the long-term process of identifying and mentoring Stephanie Williams, emphasizing that succession requires proximity, shared work, and expanded responsibility. [1:03:17 - 1:04:18] Transitioning Leadership: Tom Bozzuto reflects on his transition to Chairman and the importance of stepping back to allow his successor to truly lead the day-to-day operations. Resources Tom Bozzuto — Episode 9: Amazing "Reflections" on a Life Well Lived | The Bozzuto Group | LinkedIn Toby Bozzuto — Episode 90: Artistically Providing Sanctuary | The Bozzuto Group | LinkedIn Julie Smith — Episode 48: Smooth Operator | The Bozzuto Group | LinkedIn Chapters (00:00:00) - The Leasing Company's(00:01:55) - In the Elevator With Bozzuto(00:03:36) - The Secret to Servant Leadership(00:05:01) - What Kind of Professional Culture Does JBG Real Estate Have?(00:06:50) - The Real Estate Company: A Sanctuary(00:08:29) - The Basuto Group's Sanctuary Culture(00:11:16) - The Need for a Culture(00:18:05) - The Core Values of Busuto Property Management(00:21:28) - Living Continues: Stewardship(00:28:39) - Building for the Soul(00:34:40) - The Physical Experience of Leadership(00:38:04) - Act 4 Leadership: What are you willing to Protect?(00:43:24) - Busuto's Affordable Housing Partners(00:48:45) - The Legacy of a Leader(00:58:56) - The Process of Succession in Families(01:00:19) - Tom Buzzuto on His Transition to Chairman(01:02:37) - What is the biggest success of your experience forming the company?(01:04:22) - The Four Pillars of CREAM: Career Stewardship(01:08:22) - Commercial Real Estate Career Stewardship Advisory

Bio This special compilation episode departs from the usual one-on-one format. Host John C. Coe draws on past interviews with leaders connected to JBG and JBG Smith — Matt Kelly (CEO, JBG Smith), Todd Rich (Declaration Partners), Moina Banerjee (CFO, JBG Smith), Evan Regan Levine, A.J. Jackson (Washington Housing Initiative / LEO Impact Capital), and Grant Ehat (JBG co-founder) — to reverse-engineer what he calls the "JBG Career Operating System": five principles mapped to four levels of career stewardship — clarity, connection, leadership, legacy. The thesis: enduring CRE careers aren't built by chasing opportunity, but by cultivating the judgment, trust, and generosity required to build something that outlasts you. Key Discussion Points Introduction & Framework [00:00-4:19] Coe frames a real estate career not as opportunities to extract value from, but as a practice of stewardship — asking whether professionals are intentionally designing their careers or simply reacting to what comes their way. Principle 1: Solve for the People First [4:19-10:35] Matt Kelly recalls his father's advice and a formative early-career experience at Goldman Sachs — watching an ailing VP spend his final months at the office — that convinced him colleagues matter more than prestige. How JBG's senior leaders gave young talent real room to run instead of hoarding opportunity. Principle 2: Earn Trust Before Authority [10:39-19:46] Todd Rich on stewarding other people's capital and JBG's "minority rule" culture, where one partner's unresolved concern could stop a deal. Moina Banerjee traces her path from acquisitions to CFO and shares her billboard message on attitude, inspired by a framed Charles Swindoll quote on a mentor's office wall. Principle 3: Learn Judgment in the Room [19:46-31:52] Evan Regan Levine on what he learned watching senior leaders vehemently disagree, with respect, inside investment committee meetings. A.J. Jackson shares a personal account of decision-making at GSA in Lower Manhattan on 9/11, with "no playbook and no one else to ask." Principle 4: Share the Pie to Increase the Pie [31:57-38:50] Grant Ehat on trusting instincts on people, valuing character and loyalty in hiring decisions made alongside JBG co-founders Jim and Rob, and why cultures that develop young talent compound it rather than lose it. Principle 5: Build Beyond Yourself [38:50-44:55] Evan Regan Levine on National Landing and the intersection of communication, analytics, and design in shaping real places. A.J. Jackson on deploying private capital at scale to preserve affordable workforce housing as neighborhoods improve. Synthesis & Billboard Messages [44:55-50:06] Coe ties the five principles into one arc — clarity, connection, leadership, legacy — closing with guest billboard messages: Matt Kelly, "Be kind to one another." Todd Rich, "Have fun." Moina Banerjee, "Fortune favors the brave." A.J. Jackson, "Stronger together." Evan Regan Levine, "The future is built here." Synthesis: build trust, share opportunity, steward the future. Guest Episodes Referenced Matt Kelly: https://icons-of-dc-area-real-estate.castos.com/episodes/matt-kelly-finding-a-smooth-landing-path-for-jbg-smith-27 Todd Rich: https://icons-of-dc-area-real-estate.castos.com/episodes/todd-rich-family-office-private-equity-investor-81 Moina Banerjee: https://icons-of-dc-area-real-estate.castos.c... Chapters (00:00:00) - Indispensable Real Estate Leaders: The JBG Smith Story(00:07:25) - JBG Career Operating System: Career Stewardship(00:10:52) - Real Estate Career Stewardship(00:17:00) - The importance of attitude in the workplace(00:23:00) - Real Estate: The Need for Competence(00:25:29) - Jehovah's Witness to the 911 Crisis(00:31:52) - JBG Real Estate's 4 Rules for Leadership(00:39:42) - Real Estate Success: Decisions Made, Communities Shaped(00:44:56) - The JBG Career Operating System(00:47:28) - Icons of Real Estate: Steward the Future

Bio Marc Menick is President and COO of KLNB, a leading partner-owned CRE firm in DC. He spent nearly 20 years as a key Peterson Companies executive, helping shape developments like National Harbor and Downtown Silver Spring, before becoming KLNB's first non-broker President in 2017. Host: John Coe. Key Discussion Points Origins and Educational Foundation [2:04-7:16] Started in private wealth management at 23; found it impersonal and was drawn to CRE after watching friends work directly with small business owners. Broke in via Jay Donegan, Grant Ehat, and Taylor Chess, landing at The Peterson Companies. Maryland built independence and relationships; Johns Hopkins gave the technical grounding (DCF modeling) for credibility. The Peterson Companies and the Developer's Perspective [7:17-29:09] Nearly 20 years (1998-2017) under Milt Peterson, Tom Maskey, Taylor Chess, and Bill Smith during the region's biggest growth era. Ran retail leasing for National Harbor through the 2008 crisis, rebuilding the merchandising plan after major brands backed out. Key lesson from Maskey: retail is entertainment; communities, not developers, decide what a place becomes. Peterson's own rule: stay out of talented people's way, but send a clear message - "figuratively" - when needed. The Leap to KLNB and Leadership Style [29:10-40:07] Left Peterson in 2017 for an "entrepreneurial itch"; KLNB's true partnership model and growth playbook, not management itself, was the draw. Biggest surprise: stepping out of day-to-day deals to support 110 brokers across a dozen disciplines. Leadership style: build trust by caring, let friction resolve itself rather than micromanage talented salespeople. Navigating Disruptions: Markets, AI, and a Cyberattack [40:08-57:28] Reads the market by "walking the halls" - broker sentiment beats lagging headlines. Diversified into industrial, data centers, healthcare, and government; credits Kevin Goller for spotting Loudoun County's data-center boom early. Leaning hard into AI for marketing and analysis - it won't eliminate CRE jobs, but will replace people who don't use it. Toughest test: the 2022 ransomware attack. Refused to pay, rebuilt systems overnight, absorbed real cost rather than fund the criminals. Retail Prognosis: Clicks-to-Bricks [57:30-1:08:39] Debunks the "retail apocalypse" - digital-native brands (Warby Parker, UNTUCKit) need stores to scale and manage returns. IKEA is the gold standard of experiential retail - a "board game" that fully immerses shoppers. Grocery-anchored neighborhood centers stay durable: close to home, and a form of everyday entertainment. The Future of Downtown D.C. [1:08:40-1:12:38] Optimistic on downtown's comeback: Georgetown, the Wharf, and Navy Yard thriving; COVID-depressed Golden Triangle/Dupont offices converting to residential. Expects a 24-hour, mixed-use downtown, not the old 9-to-5 commuter pattern. Sees retail shrinkage and Metro fare evasion slowly improving as enforcement tightens. The KLNB Partnership Model, Talent, and Mentorship [1:12:39-1:43:08] True equity partnership - one share class, full transparency - is KLNB's "glue" in a commission... Chapters (00:00:00) - Idols of D.C. Area Real Estate(00:00:51) - Interviewing Mark Menick(00:02:43) - Lucky in Commercial Real Estate: Mark Minick(00:06:17) - Post-Bacc MS in Real Estate, Maryland and Johns Hopkins(00:07:51) - Retiring as a developer at Peterson Companies(00:14:06) - The Anchor of National Harbor(00:15:08) - Former National Harbor Executive Discusses The Property's Success(00:23:45) - Getting Out of the Way(00:26:58) - Simon Property's Tom Maskey on Retail's Growth(00:28:58) - In the Elevator With KLNB's First Non Broker(00:31:37) - Mark Peterson on Starting His Own Real Estate Company(00:35:52) - In the Elevator With Your Team(00:38:39) - KLMB CEO on Leading a Real Estate Company(00:41:00) - Can You Predict The Market's Future?(00:44:13) - KLMB Real Estate: The Integration of Data Center and Retail(00:49:59) - Exploring New Sectors at Washington Commercial Real Estate(00:52:38) - What was the most difficult leadership decision you made?(00:57:23) - On the Defending Our Property(00:58:14) - Understanding the Relationship Between e-commerce and Physical Retail(01:00:57) - What Physical Retail Experiences Remain Impossible to replicate?(01:06:45) - Retail Sweep: A Board Game(01:07:22) - Downtown Retailers face unique challenges(01:13:07) - D.C. Mayor on crime(01:13:24) - KLMB Brokerage's Partnership Model(01:16:15) - Have We Elevated Partners to Partnership?(01:17:46) - What Qualities Make a Good Broker?(01:20:03) - What Would You Do To Rebuild Your Career?(01:21:32) - Mentorship programs in commercial real estate(01:23:42) - George Washington University's Internship Program(01:27:22) - In the Elevator With Mentors(01:28:23) - What advice do you have for young professionals entering the business today?(01:29:46) - What are most investors getting wrong about retail real estate?(01:32:16) - What is it about retail that makes it unique?(01:33:24) - What technologies are genuinely transforming commercial real estate?(01:36:20) - D.C. Business Insider: The resurgence of downtown(01:39:31) - What Real Estate Wisdom Can Real Estate Professionals Learn Through Experience?(01:41:32) - A Taste of KLMB's culture(01:43:49) - Getting it out of the Way(01:44:40) - Interviewing Mark Schiller(01:45:27) - CRE Career Stewardship Advisory

Bio Matt Nicholson is Executive Vice President of Investments and Development for the Mid-Atlantic region at Lincoln Property Company, with over 18 years of commercial real estate experience and more than $20 billion in executed capital markets activity. A DC-area native raised in Annapolis, he attended the Severn School before earning a BA in Economics from Dartmouth College in 2005, where he played Division I lacrosse. He later earned an MBA in Finance from Georgetown University's McDonough School of Business in 2013 and serves as a Board Member for Georgetown's Steers Global Real Assets Center. Nicholson began his career as a paralegal at White & Case before moving into agency lending at Deutsche Bank Berkshire Mortgage, then joined HFF as an analyst in 2007. Following HFF's 2019 acquisition by JLL, he became Senior Managing Director co-leading the DC Office Investment Advisory Team. In March 2025, he joined Lincoln Property Company to lead investments, acquisitions, and development across the DMV corridor. The Leap to Lincoln Property Company [00:03:10] Matt discusses his early 2025 transition to Lincoln Property Company (LPC), where he oversees 700+ professionals, a 65-million-square-foot management portfolio, and 30 million square feet of leasing. He details LPC's 60-year history and partnership culture, and how the 2023 sale of its residential division (now Willow Bridge) and the Stonepoint Capital transaction cleared internal conflicts — enabling the commercial team to build an 18,000-unit multifamily pipeline. Roots of Resilience: Family, Loss & Work Ethic [00:13:30] Growing up in Annapolis, Matt lost his father at 10 and his mother 14 years later. He credits his drive to the courage of his late parents, the Depression-era grit of his grandparents, and his stepfather's relentless dedication — traveling globally for Micros Systems while raising Matt and his three younger brothers. The Defenseman's Playbook: Dartmouth Lacrosse to Real Estate [00:18:00] Following his father and uncle, Matt played Division I lacrosse at Dartmouth. Overcoming two knee injuries and a coaching change taught him that success means staying in the fight for your teammates. He explains how playing defense shaped his professional mindset — viewing complex capital stacks and risk mitigation through a tactical, strategic lens. Ethical Leadership & Fearless Effort [00:32:30] Matt shares his philosophy of "contagious light" — never asking his team to do something he wouldn't do himself. In institutional real estate, he argues that unwavering honesty and treating partners like teammates is bulletproof long-term strategy, especially during market resets and corrections. Navigating the Capital Stack & The Power of Reps [00:37:00] After stints as a paralegal and in agency lending, a family friend's career roadmap steered Matt toward capital markets. Starting at HFF just before the GFC, he built expertise through high transaction volume and a part-time Georgetown MBA. His core advice: prioritize "reps and fast pace" — stack learning experiences by underwriting and evaluating as many deals as possible early on. Market Outlook: DC Distress & Structural Demand [01:13:58] With DC office vacancy around 18.5%, Matt breaks down the market's bifurcation: top-tier law firms are driving Trophy asset demand while 1980s-vintage product struggles. He details Lincoln's strategy of chasing "structural demand" — infill logistics in the Baltimore-Washington corridor, medical office, and Northern Virginia's data center boom — and addresses the regional impact of federal workforce reductions from DOGE. Life Beyond the Deal: Fatherhood, Mentorship & Giving Back [01:31:30] Father of four boys, Matt coaches youth lacrosse and prioritizes weekend family time. He discusses mentoring the next generation through the ULI Mentorship pr... Chapters (00:00:00) - Icons of DC Area Real Estate(00:00:50) - Matt Nicholson(00:03:39) - Econs of ECA Real Estate(00:05:10) - How big is the Lincoln Property Company team in the Mid Atlantic?(00:06:06) - Interviews: Lincoln's Principal Acquisition Officer(00:07:47) - HFF Real Estate Interview: Lincoln Property Company(00:13:04) - Lincoln Residential's ability to do multifamily(00:14:07) - How My Grandparents Shaped My Career(00:21:04) - Getting your start in real estate at Dartmouth(00:24:25) - Georgetown Law Student on Starting Out in Real Estate(00:26:41) - Back in the Elevator at HFF(00:27:28) - Post-Grad School Support(00:28:22) - Georgetown's McDonough School(00:29:40) - Ex-Lacrosse Star on Playing Division 1(00:33:18) - What Kind of Ethical Leadership Can You Involve(00:35:20) - Lincoln Real Estate's Commitment to Integrity(00:37:59) - Exploring Real Estate in Your Early Career(00:40:03) - Exploring the Baltimore-Washington Economic Connection(00:42:04) - Have Intermediaries Changed the Way Wealth Advisors Work?(00:46:33) - How did acting as a Strategic Consultant shape your knowledge of the(00:47:54) - What was the most complicated or complex situation you ever got yourself into(00:50:14) - Have You Turned Down an Entrepreneurial Role?(00:52:18) - How Do You Balance the Hustle Needed to Close Real Estate(00:53:19) - Institutional Real Estate: Structured Environment(00:55:41) - Ray Richie on mentoring the next generation of real estate professionals(00:59:38) - Remembering ULI's Mentorship Group(01:00:58) - What aspects of integrating with JLL were the most stimulating?(01:04:00) - Understanding the user of real estate(01:05:01) - What Were the Most Spirited Parts of Putting Together Complex Transactions?(01:09:04) - What advice would you give young people considering starting their careers in brokerage(01:11:45) - Real Estate: Will AI Impact the Industry?(01:14:29) - DC Office Market: Bifurcation(01:17:32) - Does a Mixed-Use Development Make Sense for the City?(01:18:35) - Are you aware of any blocks in the city that are being assembled(01:20:55) - Doge Jobs Losses in the Region Impact the Region?(01:22:51) - Law Firm Growth: Is It Real?(01:24:50) - Reasons We're Investing in Data Centers, Healthcare & Inf(01:28:09) - Lincoln Property Group becoming more active in office investment(01:33:52) - How Do You Manage Technology in Your Child's Life?(01:35:14) - JLL Philanthropic Priorities(01:37:18) - Ending With Matt Nicholson(01:39:16) - A message for the future

Bio Andrew McGeorge is Senior Managing Director and City Head of the Hines Washington D.C. office, overseeing new business development, acquisitions, asset management, and property management across the Mid-Atlantic. A Naval Academy graduate and Navy veteran, he built a career spanning residential construction at Toll Brothers, commercial office development at Monday Properties, and multifamily development at Fairfield Residential before joining Hines in 2020. He holds an MS in Organizational Dynamics from UPenn and an MBA from MIT Sloan, and is a LEED Accredited Professional and active ULI member. Hines DC: Legacy & Vision [2:39] Andrew describes his City Head role and the goal to double Hines' Mid-Atlantic AUM over five years. Sitting in Hines' original DC office building—Columbia Square, delivered in 1986—he reflects on inheriting a 40-year legacy built by predecessors Bill Alsop and Chuck Waters and his commitment to being a worthy steward of it. Background: Naval Academy & Early Life [7:49] Raised in Devon, Pennsylvania, Andrew credits athletics, the military, and academia for shaping his discipline. Lacrosse opened the door to the Naval Academy; he served as a Supply Corps officer in Yokosuka, Japan, then as an intelligence officer at the Pentagon before pivoting to real estate. Building the Foundation: Toll Brothers, Graduate School & Mundy Properties [13:24] Andrew joined Toll Brothers' PM training program straight from the Navy, then earned an MS at Penn (while still active duty) and an MBA at MIT via the GI Bill—driven by a love of learning, not credential-chasing. A timely pivot to Mundy Properties in 2006 led him through the GFC, including the all-equity development of the LEED Platinum 1812 North Moore tower in Rosslyn with Lehman Brothers as partner. Fairfield Residential to Hines [27:32] After overseeing Mid-Atlantic multifamily development at Fairfield Residential from 2016–2019, Andrew joined Hines to return to complex mixed-use environments. He reflects on navigating a rising interest rate environment post-May 2022 as the steepest learning curve of his career. Key Projects: North Bethesda, Walter Reed & CityCenterDC [38:17] Three marquee projects: a transit-oriented data science hub planned for North Bethesda Metro station; the ongoing adaptive reuse challenges at the Parks at Walter Reed; and the "herculean" 2023 CityCenterDC refinancing—a $300M CMBS SASB deal closed with JP Morgan amid the SVB/Signature Bank collapse, the first such transaction in approximately 18 months. DC Housing Crisis & The Affordable Housing Paradox [57:55] The region needs ~200,000 new homes by 2030 but has averaged only ~12,000 units annually since 2021. Andrew flags a frustrating irony rarely discussed publicly: developers are building affordable units willingly, but severe administrative obstacles are leaving those units vacant at CityCenterDC, Walter Reed, and the Wharf alike. Growth Mindset, Sustainability & Billboard Message [1:10:17] Andrew discusses Hines' firm-wide LEED commitment and the ethical legacy of the Hines family. On mentorship, he reflects on a 20-year relationship with host John Coe, his original ULI mentor. His billboard: "The magic is in the work that you're avoiding"—a call to lean into discomfort, because nothing ever grows in the comfort zone. Resources:Andrew McGeorge LinkedIn: https://www.linkedin.com/in/andrew-mcgeorge-62053b3/ Chapters (00:00:00) - Indivents of DC Area Real Estate(00:02:35) - The Role of the City Head of Heinz Washington D.C(00:05:49) - Heinz D.C. Office: Growth Through Acquisitions(00:07:29) - How the Navy Influenced My Business Decision(00:12:04) - Favorite memory of a Navy pilot(00:12:38) - Real Estate Graduates at Toll Brothers(00:18:08) - Getting Out of College(00:20:00) - Pivot from Toll Brothers to Mundy Properties(00:22:18) - Former Mundy Properties Executives on Lehman Brothers Property(00:25:41) - The Westrights' role in Rosslyn's skyline(00:27:25) - When Brookfield Expands into Multifamily Development(00:32:52) - Chuck Waters on Reinventing the Real Estate Industry(00:37:51) - Heinz Properties' diversification away from office(00:39:49) - Exploring 1050 17th Street: An Interesting Acquisition(00:41:30) - Heinz Development's $15 Million Metro Station Mixed-Use(00:45:05) - Marriott Expands into Washington DC(00:49:22) - Developers on the Army Base Project(00:52:43) - The Hard Work Behind City DC Refinance(00:57:37) - Heinz Property Group CEO Discusses Current Market Conditions(00:59:03) - Would Heinz Be Forming a Home Builder?(01:00:16) - Washington DC Office Sales: Slow Growth Prospects(01:06:53) - Washington, DC Real Estate Investment(01:09:57) - North Bethesda Commercial Partners Lead Accredited Professional(01:11:19) - Leading with sustainability at Heinz(01:15:27) - INTEREST RATE ENVIRONMENT(01:17:40) - How to Balance Work, Family and Personal Well Being(01:20:55) - Marathon Real Estate Executive Advice(01:25:19) - What's the most fascinating part of the real estate industry? That(01:27:44) - Billboard Message: Growth(01:31:28) - A Mentee's Perspective on the Podcast

Bio Patrick "Paddy" Weeks is co-author of The New Science of Hiring and VP of Operations at Tribunus Health. His career spans Marine Corps advisor teams in Afghanistan, Big Four consulting at Ernst & Young, and launching Sonder's DC market from Series B to 45 global markets and 2,000 employees. A Grove City College graduate and UVA Darden MBA, Patrick has spent five years synthesizing academic research on hiring into a practical framework for business leaders. The Blank Sheet of Paper Problem [2:58–7:00] Finance, operations, and economics are taught as sciences — but hiring is treated as art. Patrick's MBA sparked the question: where is the science of selection? That gap launched a years-long research obsession and ultimately, the book. From Midwest to Marine Corps [8:08–18:30] A soul-crushing Wall Street internship sent Patrick toward the Marines. Leading 20-man advisor teams through 125 convoys in Afghanistan taught him that pedigree matters far less than performance — a lesson that shaped every hire he'd ever make. Military to Civilian – The Career Jungle Gym [18:31–23:49] The transition from machine gun convoys to an E&Y cubicle was jarring. Patrick shares why he views careers less as ladders and more as jungle gyms — and how the GI Bill, a Darden MBA, and strategic "attribute swapping" helped him find his fit. Scaling Sonder – The Rocket Ship [31:21–40:55] As Sonder's first DC hire, Patrick scaled from 200 to 2,000 employees across 45 markets. He reveals what broke first (processes, always), what he hired for (high agency, low ego), and how a non-traditional banking hire became one of his best decisions. The Firing That Scarred Him [47:13–50:32] Patrick opens his book with his worst professional moment: terminating a new hire just three weeks in. He ignored his gut, deferred to group consensus, and paid the price. It became the catalyst for learning the actual science of selection. Proactive Personality & The Hustle Metric [1:02:45–1:10:16] For brokerage, BD, and PM roles, Conscientiousness is overrated. Proactive Personality — testable in a four-minute questionnaire — is the real predictor of who takes initiative without being told. Patrick explains why it's the moneyball metric real estate firms are missing. Time Kills Deals — In Hiring Too [1:18:47–1:25:44] Every day a process drags, you lose ~10% of your candidate pool. Decision accuracy tops out after 3–5 interviews. The "meet all the partners" gauntlet isn't rigor — it's diffused accountability. Integrity Testing, Simulations & AI Risks [1:10:42–1:18:21] Integrity testing delivers up to 4,000% ROI for on-site and PM roles. Work simulations outperform polished interviews. And training AI on past hiring data? You're just automating old biases — with new legal liability attached. Resources: The New Science of Hiring by Patrick Weeks & Joy Giles | thenewscienceofhiring.com  Connect: LinkedIn – Patrick Weeks Notable Quotes: "I learned one of the hardest lessons in leadership: never hire someone you don't believe in, just because everyone else said yes. Because when the hammer drops, you're the one swinging it." "If you don't have a system, you are the system." "Real estate is complex... You're not buying someone's past, you're buying their future when you hire." "After the fourth or fifth interview, you're not even changing your mind on any candidates. You're just going through the motions." "One thing I saw and lived myself is that there's not really a career ladder and I think my conclusion is more like a career jungle gym. There are many different paths you can take, allowing for directional ch... Chapters (00:00:00) - Icons of DCRE Real Estate(00:02:31) - In the Elevator With Patrick Weeks(00:04:22) - Why Talent Selection feels like the highest leverage problem in real estate(00:07:53) - Entrepreneurs: Growing Up in the Midwest(00:11:00) - Military service drives men to the military(00:13:13) - Marine Corps Officer in OCS(00:15:10) - Marine Corps Leadership: Character and Experience(00:20:07) - Post-Servicemember MBA Advice(00:23:50) - How to Improve Your Hiring Process(00:31:01) - In the Elevator With Airbnb's DC Market(00:33:32) - How to Get Out of the Startup Job(00:34:46) - What broke first as you scaled? Systems, people, culture(00:36:31) - What was your lens for hiring at that point(00:38:23) - Hiring Dissident Talent(00:40:57) - Decisions Made: Big Four Consulting to Tech Startups(00:46:58) - The New Science of Hiring(00:50:34) - Analytics and Hiring in Commercial Real Estate(00:51:52) - Should Matching Resume Screenings With Worksimulations Be Cons(00:58:20) - Incentives are critical for jobs(01:02:23) - Have You Got What it Takes to Build a Business?(01:04:58) - Proactivity in the Workplace(01:07:24) - Interviewing 101: Polish vs Authenticity(01:10:17) - Should Commercial Real Estate Firms Treat Integrity Testing as Primary Risk Management(01:18:33) - Time Kills Deals in Real Estate(01:20:25) - The 3-to-5 Interview(01:24:38) - Bradley: On-boarding the Right People(01:29:56) - What About Making A Mistake?(01:31:18) - Leadership Lessons from the Marine Corps, Startup Life(01:33:41) - Hiring Mistake No. 1(01:37:17) - A message from Real Estate's Phil Knight(01:38:50) - In the Elevator With Patrick Beaks

Bio  Matt Hard is Senior Managing Director at Trammell Crow Residential (TCR). Previously worked at LCOR alongside his father Bill Hard (previous podcast guest), where he led complex urban developments including Union Market projects. Georgetown graduate (Political Science/English), JD/MBA from USC. Matt joined TCR in August 2020 during COVID while navigating family health challenges.  Show Notes  Introduction and Current Mandate [00:00:00-00:04:30] Matt's role at TCR and current strategy: tying up ground-up multifamily deals for 2029-2030 delivery, betting on supply constraints. Discussion of "untrended yield on cost" versus "trended yield" and underwriting challenges over two-year pre-closing periods.  Risk, Judgment, and Reputation [00:04:30-00:12:30] Managing $3-5M pursuit costs to closing. Timing as the uncontrollable variable in development. Preserving TCR's 75-year culture of integrity: "just because you can do something doesn't mean you should." Prioritizing reputation and repeat business over maximizing every dollar.  Family Legacy and Early Life [00:14:00-00:24:00] Growing up with Bill Hard, who left work at work and was "dad first." Maternal influence: high standards, humor, and grace during cancer battle. Georgetown liberal arts education. No early pressure toward real estate career.  Legal Background and Career Pivot [00:24:00-00:39:00] USC JD/MBA during 2008 crisis. Legal training teaching navigation of "gray areas" and corporate advocacy. Practicing 18 months before transitioning to principal side. Candid "nepotism" conversation joining father at LCOR, driven to "earn the chair."  The Learning Curve: LCOR Years [00:39:00-00:59:00] Construction as steepest learning curve—kept notebook of acronyms. Key deals: Union Market (complex Eden's partnership) and Moore Street (as-is acquisition teaching scrappy problem-solving). Lessons on institutional capital advantages versus entrepreneurial risk.  2020 Transition to Trammell Crow Residential [00:59:00-01:16:00] Joined TCR August 2020 amid intense personal crisis: mother's terminal cancer, wife's cancer diagnosis, COVID. Taking leadership role from Robbie Brooks. Contrasting LCOR's discretionary capital model with TCR's deal-by-deal capitalization and in-house GC advantages.  Corporate Identity and Market Philosophy [01:16:00-01:24:00] Clarifying Crow Holdings (private, family-held) versus Trammell Crow Company (CBRE subsidiary). Avoiding "illusion of self-dealing" with affiliated capital. Generational perspective: entering industry during 12-year bull run leading to potentially "rosy" underwriting.  Key Decisions and Market Outlook [01:24:00-01:39:00] Best deal not done: dropping two 2021 contracts saved seven-figure write-offs when market turned. Market correctly reading current stagnation but missing supply shock coming in 2026-27. Attainable housing challenges: DC regulatory demands suppressing supply despite affordability goals.  Future Trends and Advice [01:39:00-01:46:00] AI cautiously embraced for productivity but concerned about losing critical thinking and "human touch" in placemaking. Advice: "Execution is not a dirty word"—master unglamorous details (permits, utilities) to become credible dealmaker. Value attitude over aptitude; be relentlessly social.  Closing Thoughts [01:46:00-01:48:51] Billboard message: "Being right is not the same thing as being effective"—focus on goals, not proving correctness. Heartfelt tribute to father Bill and wife Alicia.    Chapters (00:00:00) - Icons of D.C. Commercial Real Estate(00:00:51) - Interviewing Matt Hard(00:02:42) - Idols of D.C. Real Estate: Matt Hard(00:03:33) - Travel Pro Residential Company's(00:04:54) - Reasons to Underwrite Residential Projects(00:06:51) - What decisions carry the most weight right now in your day to day(00:10:55) - What responsibilities do you have for the company's culture?(00:13:01) - Reputation and Client Experience(00:13:42) - A Taste of Trammel Crow Residential Firm(00:14:31) - Bill Crow on Growing Up in a Real Estate Family(00:18:34) - In the Elevator With My Dad(00:19:36) - No Expectations From Parents For Their Career Plans(00:21:30) - Georgetown Law Student Matt McDonough on His College Decision(00:27:15) - Post-MBA Law: Learning the Business of Law(00:28:22) - Post-Law School Advice(00:34:30) - Risk and Leverage in the Law(00:35:58) - How I Transferred From Real Estate to Law(00:38:54) - Making the transition from litigation to real estate(00:40:20) - The Steeper Learning Curve at Alcor(00:42:41) - The Importance of the Entitlements Process(00:47:30) - How the Elcor Deal Changed My Thinking(00:48:16) - Developers Discuss The Union Market Deal(00:52:19) - Mixed Use vs. Retail(00:56:00) - What Discipline Do You Need to Have On Civil and Utilities?(00:59:38) - Exploring Trammel Crow Residential's Union Market Presence(01:01:50) - Tim Wood on Leaving Covid(01:04:04) - Elcor Residential vs Trammel Crow Residential(01:10:18) - Executives on the Mack Truck Pipeline(01:14:17) - What part of Development or Capital is most misunderstood?(01:16:36) - Trammel Crow Residential and Crow Holdings(01:22:32) - Does Gen X Affect Your Underwriting?(01:28:39) - What Risk Did The Moore Street Deal Teach You?(01:30:07) - Cap Rates: Are We Only Reading This Moment?(01:32:03) - Affordable Housing and the Need for More Supply(01:35:54) - Will AI Help or Hurt the Money?(01:40:44) - Excellence in Development: Advice for New Professionals(01:46:24) - How to Manage a Business With Your Dad(01:46:49) - Being More Effective Than You Think(01:48:06) - A Few Words for the Chair

Bio  Bill Norton serves on the Board of Directors for The Chevy Chase Land Company, chairing its Investment Committee. He retired from Northwestern Mutual Real Estate in 2015 after a 41-year career, including 22 years as Regional Director of the Washington D.C. office—the firm's largest, overseeing $9 billion across 13 states. Norton began in Northwestern's Detroit office in 1974 after earning his MBA from the University of Michigan. Known for construction-to-permanent loans and relationships with The Bozzuto Group, Boston Properties, and Macerich. Staunch advocate for "boots on the ground" philosophy.  Key Chapters  Introduction and Detroit Roots [00:00:00-00:04:30] Shared Detroit real estate history from 1979. Norton's fortuitous 1981 DC move, narrowly avoiding Detroit office closure.  Capital Steward Role [00:04:45-00:09:00] Chairing Chevy Chase Land Company Investment Committee. Shifting from deal-making to oversight, staying big picture focused.  Boots on the Ground Philosophy [00:09:00-00:15:00] Real estate remains physical. Truck terminal story where photos deceived but site visit revealed truth, proving digital data can't replace inspection.  Childhood and Education [00:15:30-00:22:00] One of eight children in Elmira, NY. 1972 flood devastation led to Michigan MBA scholarship.  Early Underwriting Era [00:22:10-00:29:30] Green spreadsheets, HP-12C calculators, dial-up connections, rotating fax machines. Pre-computer institutional real estate.  High-Interest Rate Crisis [00:29:45-00:38:00] "Disintermediation" when rates soared. Northwestern out of market 18 months, merged equity/mortgage groups.  Building DC's Largest Office [00:38:20-00:46:00] 22-year Regional Director tenure. Strategy: repeat business with trusted partners versus chasing deals.  Legendary Partnerships [00:46:15-00:55:30] First Bozzuto joint venture at Vienna Metro. $750M Tysons Corner financing with Macerich/Alaska Permanent Fund.  Early 90s Survival [00:55:40-01:05:00] "Stay Alive to '95" mentality. Working with Boston Properties, Charles E. Smith during turbulent years.  Office Conversions Reality [01:05:10-01:15:00] Skepticism on widespread conversions. Park and Ford success story. Wilco's 20th & L project. Floorplate/demand challenges.  Creative Deal Structures [01:15:00-01:30:00] Construction-permanent loans. Jersey City condo conversion. Second mortgage participations. Rate lock stories and relationship banking.  Working with Developers [01:30:00-01:45:00] Bozzuto relationship evolution. Fountains and free libraries. Julie Smith property management brilliance. Jersey City management deal.  Tysons Corner Deep Dive [01:37:00-01:42:00] Ted Lerner ground lease history. Macerich/Alaska partnership. Cross-easements complexity. Boston's most complicated deal.  Data Centers and Land Values [01:27:00-01:35:00] Lerner's Gainesville parcel: $300-400M for data center use. Technology risk concerns. Northern Virginia valuations. Small nuclear power questions.  Today's Bifurcated Market [01:33:00-01:40:00] Flight to quality. $100 triple-net new construction versus $40 older space. Mixed-use future. Trophy malls versus everything else.  AI and Human Judgment [01:43:00-01:50:00] AI's underwriting potential. The irreplaceable: understanding nuances, feeling properties, gut instincts. Wilson building example—smell, sound, presence matter.  Next Generation Wisdom [01:50:00-01:55:00] Learn tools: AI, finance, construction. But interpersonal skills trump everything. Join organizations. Maintain relationships. Avoid burning bridges.  Reclaiming Humanity [01:55:00-01:57:00] Billboard message: "Let's reclaim our humanity. Let's be truthful." Gratitude for 41-year career built on trust.  Chapters (00:00:00) - Idols of D.C. Real Estate(00:03:50) - Bill Norton on Washington D.C. Real Estate(00:05:25) - Brad Feld on His Role as Capital Steward(00:06:43) - Commercial Real Estate: Too Much Underwriting(00:08:27) - In the Elevating the Business of Trump(00:09:07) - Are We Too Fearful About Office-to-Residential Conver(00:10:13) - Exploring Office Conversion in Alexandria(00:14:25) - Commercial Conversion to Residential Building(00:15:40) - Bill Moyers on Growing Up in Elmira, New York(00:18:52) - Getting your degree during the flood(00:21:31) - Real Estate Profits at Michigan(00:23:53) - The professor who inspired me to get into real estate(00:27:16) - The Good Underwriting at Northwestern(00:28:01) - Mortgage Equity Deals at Northwestern Mutual(00:31:12) - Joint Ventures at Prudential(00:35:16) - What Was The First Real Estate Deal That Humbled You?(00:39:09) - Northwestern Mutual's Hotel Deals(00:39:50) - Washington Mutual Lending Group on Detroit's Growth(00:44:14) - Northwestern Mutual's Washington Real Estate Office(00:48:52) - Real Estate: Cash Flow, Capital Expenditures(00:52:56) - Copley's First Equity Relationship with Tom Bazzuto(00:56:54) - Real Estate: The Cycle(01:03:04) - What Differentiated Prudential from Goldman Sachs?(01:07:11) - One Loan Officer on Too Risky(01:10:37) - How Principal Mutual Underwrote Our Loan(01:15:07) - Mortgage Broker: The Rate Lock(01:21:08) - What's the Decision You Made That Hurt Your?(01:25:50) - Capital discipline versus entrepreneurial necessity in the real estate market(01:28:14) - Real Estate Profits(01:29:32) - The Valuable Land Near Dulles(01:32:18) - Will Office Mixed Use Be Overhyped?(01:35:31) - The Story Behind a Multifamily Development in Washington(01:39:45) - Macerich on the Eden Spot Property(01:43:00) - How AI Is Affecting Commercial Real Estate(01:45:13) - Real Estate: Human Feelings(01:48:01) - Paul Busuto on Pizzuto Property Management(01:52:51) - What Skills Should Commercial Real Estate Professionals Build?(01:55:19) - What Would a Billboard Say on the Capitol Beltway?(01:56:13) - A Farewell Message from Northwestern's Bill Fitz

Bio  John C. Coe is the founder of Coe Enterprises, an advisory and content studio focused on strategic counsel for real estate and civic leadership. For over six years, he has hosted Icons of DC Area Real Estate, conducting thoughtful conversations with industry leaders. Previously, he founded the Iconic Journey in CRE, a nonprofit platform that fostered intergenerational dialogue and community building in the DC commercial real estate sector. As he prepares to relocate to New York's Hudson Valley in 2026, John reflects on structural transitions, legacy, and the difference between scaffolding that serves temporarily and foundations built to endure.  Key Chapters  Scaffolding: The Opening Metaphor [00:00:00-00:07:00] Opening with scaffolding wrapped around buildings—temporary structures enabling permanent growth. Gary Rappaport: "We don't build centers, we build Saturday morning memories." The Iconic Journey in CRE served as scaffolding, holding early confidence, vulnerable questions, and multi-generational dialogue. "Scaffolding is not an insult. It is a compliment of the highest order."  Ripples & Pebbles: Building Networks [00:07:00-00:11:00] Brad Olson: "You don't build networks, you toss pebbles and ripples do the rest." A personal story of an introduction that took five years to become a capital partnership. Brad tosses pebbles as an ethical posture, not a transaction. After enough ripples overlap, bridges form.  Bridge Builders: Carrying Load [00:11:00-00:17:30] "Bridges aren't neutral. They carry load." Tom Buzzuto: "People don't want luxury, they want dignity." Bridge builders absorb conflict, translate perspectives, prevent fractures before anyone knows a fracture was possible. Story of two DC leaders headed toward conflict, resolved by quiet presence. "Structural leaders think in load paths, not headlines."  Load-Bearing vs. Decorative Change [00:17:30-00:24:00] Bob Kettler: "The downturn doesn't change you, it reveals you." Contrast between decorative change (new branding, titles) versus structural change (clear decision authority, simplified reporting, accepted responsibility). Repositioning changes the story; shoring changes the structure. Personal transformation requires shifting from central to foundational roles.  Jane Jacobs & The Soul of Streets [00:24:30-00:28:00] Jacobs' insight: safety and vitality emerge from ground-up human presence through mixed-use development and the "sidewalk ballet" of daily life on thriving streets. Ray Ritchie: "You can't rush a neighborhood." "You can finance buildings, you can't finance belonging."  The Transition: IJCRE to Coe Enterprises & Station DC [00:28:00-00:34:00] Internal transition before external: shifting from center to foundation, from carrying weight to distributing it, from owning identity to stewarding legacy. IJCRE concludes its scaffolding purpose. Coe Enterprises emerges as John's advisory platform. Station DC, led by Sam Glass with "pro patria" ethos (for the good of place, profession, next generation), becomes the new framework. Sam's defining moment: "If we don't know who we're serving, the market will decide for us."  What Endures: Five Commitments [00:34:00-00:37:30] "People always ask what changes, but the wiser question is what doesn't?" Five load-bearing commitments: (1) ethical grounding, (2) relationship-first thinking, (3) intergenerational responsibility, (4) long memory, (5) service over supremacy. For listeners in their "load-bearing season": "You are being prepared for structural responsibility, not decorative accomplishment."  The Scaffolding Comes Down [00:37:30-00:39:40] Workers arrive, bolts loosen, platforms descend. What remains: "A building standing wholly on its own strength." IJCRE completes its purpose. Coe Enterprises refocuses. Station DC rises. Icons interviews resume 2026 at on... Chapters (00:00:00) - Icons of DC Area Real Estate(00:02:08) - Jane Jacobs and the Soul of DC(00:03:42) - What remains when the scaffolding comes down(00:07:49) - The Ripple of Bridges(00:14:25) - The Role of Bridge Builders(00:23:03) - What is Repositioning and Shoring?(00:25:05) - Jane Jacobs: The Death and Life of Cities(00:28:50) - The Iconic Journey in CRE: The Structural Shift(00:36:55) - What's Your Load Bearing Season?(00:38:28) - A Moment of Community Building at CO Enterprises

Bio: Executive VP of Acquisitions and Development and part-owner at EYA. MBA from Wharton, Environmental Psychology training from Cornell. Led Pike & Rose development at Federal Realty before joining EYA to continue Bob Youngentob's vision. EYA's Evolution [00:00:01-00:06:31]: Goldman became EVP when he and partners became part-owners. Recent passing of Founder Bob Youngentob, who created sustainable long-term transition plan five years before illness. Goldman, Jack Lester, Akash Thakkar, and McLean Quinn are four of five owners. Time split: 1/3 acquisitions, rest development, focusing on vision, economic viability, and implementation. Core business remains townhomes (3-10 acre sites with high entitlement barriers), but dramatically expanded into commercial mixed-use, master planning, and substantial multifamily practice over 15 years. Origin & Education [00:09:34-00:23:45]: Grew up in Suffern, NY in economically unstable household with gambling father (Atlantic City trips as "vacations"). Turned to drawing/sketching houses as outlet and coping mechanism. Early hotel exposure sparked design fascination. Attended Cornell's Design Environmental Analysis program combining interior architecture with Environmental Psychology—studying how spaces psychologically affect people (McDonald's loud, hard-seated quick-turnover design vs. fine dining comfort). Small 11-person cohort provided mentorship and stability. Career Journey [00:23:45-00:35:48]: BBGM architecture firm → Mandarin Hotel competition (Tishman Speyer) loss convinced him developers drive key decisions → Russian Tea Room $30M renovation as VP of Design at 26 under perfectionist Warner LeRoy (briefly fired, then brought back with scholarship) → Wharton MBA → Tishman Speyer → Holiday Corp → Federal Realty. Advice for young professionals: Get lots of "reps" on different projects early. Leverage your strengths while staying multidisciplinary enough to ask right questions. Be bold, take calculated risks, "go first"—don't wait for permission. Pike & Rose [00:44:48-01:13:01]: Led Federal Realty's 24-acre Mid-Pike Plaza transformation (original Toys R Us site). Massive entitlement: 29M sq ft approved required 80+ community meetings in one year. Hired political organizers (Dewey Square) to combat opposition and build support through polling and targeted outreach. 2008 recession required phased approach with interim and ultimate plans. Collaboration with Don Wood, Street Works, Sandy Clinton, Paula Reese balanced vision with economics using Federal Realty's corporate debt advantage. Key insight: Retail knowledge and street-level activity are foundation for best mixed-use projects. Created Project Visioning Committee (PVC) meeting bi-weekly for Bob Youngentob knowledge transfer to next generation, ensuring design rigor. Goldman frequently asks "What would Bob do?" Key EYA Projects [01:18:55-02:37:01]: Montgomery Row: IBM office-to-residential in Rock Spring Park office park. Strathmore Square: Holy Cross Seminary partnership, first geothermal trial. McMillan Reservoir: 15-year effort with JAIR Lynch/Trammell Crow, city handled historic sand filtration restoration, 20-30% affordable housing, overcame legal challenges from external opponents. Graham Park Plaza: Loehman's Plaza retail conversion to attainable smaller townhomes (14-foot units at $600-650K). Robinson Landing: High-end Old Town Alexandria waterfront condos ($1,000+/sq ft), became largest archaeological dig on Eastern Seaboard after discovering three Revolutionary War ships—14-month work stoppage, $7M+ archaeology costs. Providence Reimagined: 25-acre hospital site requiring $30M demolition and complex utility replacement for operating medical office buildings. Competitive Edge: In-house construction company provides pricing structure competitors lack. Willing to ta...

Gerald Divaris is Chairman and CEO of the Divaris Group, a vertically integrated commercial real estate enterprise. Co-founded Divaris Real Estate (DRE) in Cape Town, South Africa (1974), relocating to Virginia Beach (1981). DRE manages 40M+ sq ft across 15-16 U.S. cities. Visionary behind Town Center of Virginia Beach. Inducted into Hampton Roads Business Hall of Fame (2024).  Company Strategy and Structure Primary Focus [3:25] CEO responsibilities center on exceeding client expectations, ensuring cohesive teamwork embodying company ethos, and platform growth.  National Operations [4:20] Maintains standards across 15-16 cities through personal CEO visits (monthly/bi-monthly) and "Principal in Charge" in each office embodying firm philosophy.  Employee Model [6:24] Unlike industry peers, DRE agents are salaried/on draw vs. independent contractors, ensuring clients receive controllable service rather than commission-driven behavior [7:50].  Vertical Integration [8:55] Retail deeply engrained from family retailer background. Development's longer lead time/higher risk suits stable employee model. Retail is "glue" in mixed-use developments, providing street-level vibrancy attracting office/residential tenants.  Realty Resources Network [12:09] Provides national platform of best-in-class local brokerages for seamless nationwide service. Smaller engaged networks led by "deal junkies" [17:23] outperform large publicly-traded firms with heavy infrastructure costs.  Management [19:32] "Overbalanced on corporate infrastructure" using salaried professional managers, freeing deal-makers to "lead by example."  Origins and Generalist Philosophy African Origins [22:14] Born in Rhodesia (now Zimbabwe), moved business to Virginia Beach 1981. Smaller South African economy created "generalist" approach [24:22] across product types—essential for mixed-use development.  Retail Family Background [27:21] Greek merchant family from Cephalonia [28:44] owned department stores, liquor stores, groceries. Started working age 10 [30:01], learning customer assessment and merchandising strategy.  Art of Retail [32:45] Store deployment is art, not science. Placemaking engages all human senses—family's florist shops used tuberose scent near door [37:28] to pull customers inside. Experiential retail critical [42:23]—Barnes & Noble survived Amazon through "storytelling" and reading experiences.  III. Town Center of Virginia Beach  Opportunity [45:24] Virginia Beach: largest Virginia city by population but lacked CBD. Strong economy, tourism, minimal national broker competition. "Rough diamond" with suburban sprawl needing heart and soul.  Military Economy [50:40] Hampton Roads houses NATO headquarters, major cyber command, world's largest naval base. Demographics underreported 28% [59:41] due to "hidden economy"—young military retirees with full pensions, free medical, VA loans not counted in salary reports.  Mixed-Use Success [55:31] Town Center became city's "heart and soul," attracting institutions. Westin (40 stories) is Virginia's tallest structure—iconic landmark.  TIF Financing [1:21:10] Public entities own parking garages, Performing Arts Center, roads. Funded through TIF (Tax Increment Financing) above 1999 baseline. Changed city charter (1980s) to permit financing. Free parking key to walkability/density success.  Post-COVID Growth 50th Anniversary & Expansion [1:04:03] DRE celebrated 50 years (2024). Stayed open throughout COVID [1:04:31], viewing it as opportunity. Acquired McGarey Group (entertainment/sports development expertise) [1:08:15].  D.C. Market [1:09:05] Greater Washington expansion (May 2024) services Northern Virginia requi... Chapters (00:00:00) - Idols of D.C. Area Real Estate(00:00:51) - Meet Joe Gerald Devares of The Navarros Group(00:03:02) - Top Executive Interview(00:05:12) - Do You Model Your Firm After a Competitor?(00:06:07) - Independent Contractors and their culture(00:08:37) - The Importance of Retail Leasing at Devarus Real Estate(00:11:33) - Devares Real Estate Networks affiliation(00:15:45) - Service of the National Client(00:18:20) - How Do You Manage People?(00:21:48) - Real Estate Lessons Learned from My African Origins(00:24:47) - Real Estate(00:27:13) - Were your parents immigrants to South Africa or your grandparents(00:32:10) - Retailers: Professionalism is Hard(00:32:29) - Walmart Store Deployment: An Art(00:40:04) - On The Evolution of Retail Experiences(00:45:06) - Virginia Beach Realty: The City Center(00:49:07) - Exploring the economy of Tidewater, Virginia(00:52:43) - The Alex Devares Memorial Scholarship(00:55:13) - Exploring Virginia Beach's Town Center(00:57:46) - Virginia Beach Town Center: Hidden Economy(01:01:27) - Hampton Roads Business Hall of Fame(01:05:19) - McGarry & Margarita Real Estate Under the Realty(01:09:15) - The Washington Metro: Devarus Group's National Growth(01:10:37) - Vertical Integration at Navarro's Group(01:11:43) - Rejuvenating a Shopping Center in Newport News(01:17:28) - Retail Experience: Digital and In-Person(01:23:04) - Economy of Mixed Use Centers(01:25:03) - Attracting Employees Back to the Office(01:27:42) - Public Private Partnership for the Town Center Project(01:28:52) - Explained: Tax Increment Financing(01:31:34) - Novara's Commitment to Community(01:33:45) - Billboard Ask: Live Life(01:35:30) - A US Citizen's Message

Bio Jason Bonnet is Chief Development Officer at Essen, a next-generation development firm. Previously led East Coast Commercial Development for Brookfield Properties ($7B pipeline) and Forest City Realty Trust. Career spans $5B+ development: 4,000+ multifamily units, 1M sf office, 500K+ sf retail. Started Bonnet Development post-UNC. USC MRed, Harvard Business School alumnus. Key Discussion Points [00:00:09-00:04:24] Introduction: Background with Forest City, Brookfield, founding Esen. [00:04:59-00:09:33] Esen Overview: Team of former Forest City/Brookfield executives. Large-scale mixed-use focus, 5,000+ unit pipeline across NY metro, Southeast, Midwest. Lead project: $1.5B Jersey City waterfront (2-3% vacancy, strong demand, Manhattan views, PATH access). [00:09:55-00:14:01] Early Life: Silver Spring upbringing on Queen Anne's Drive. Father: electrical subcontractor (construction exposure). Mother: Fortune 100 HR executive (negotiation skills). Film production aspirations (Stanley Kubrick) led to real estate. Springbrook High School, UNC. [00:17:00-00:23:42] Bonnet Development & Pivot: Started company post-dot-com doing Shaw rowhouse conversions (sub-$2M projects). Partnership accounting dispute taught fiduciary responsibility, when to settle vs. litigate. ULI mentorship (Marcel Acosta) led to USC MRed for institutional scale jump. [00:31:57-00:44:17] Forest City & The Yards: Joined 2011 via mentors Stan Ross, Brian Jones. Debby Ratner Salzberg valued entrepreneurial spirit. 48-acre Southeast DC mixed-use. P4 partnership (DC, GSA, Navy). Eleanor Holmes Norton championed waterfront access. Complex brownfield remediation - Forest City as government agent. Lessons: team collaboration, coalesced vision, passion. DC renaissance period - competitive but collegial, rising tide lifts all boats. [00:48:17-00:57:26] Yards Development Strategy: Creating neighborhood not just place. Flexible entitlements framework. Retail strategy: Blue Jacket Brewery opened before Harris Teeter - people knew brewery before "The Yards" name. Chef Michael White's Osteria Morini gave legitimacy. Ice Cream Jubilee (attorney turned businesswoman) first location. Attention to detail, patience choosing tenant partners, commitment to long-term success. Retail foundation critical - most complex, detail-oriented real estate sector. [00:59:18-01:06:43] San Francisco Projects: Led 5M (Fifth & Mission) and Pier 70 after Brookfield acquisition. Biggest difference: intense NIMBYism - sometimes no win-win possible. CEQA (California Environmental Quality Act) extends entitlements 8-10 years via traffic study challenges. 5M took 10+ years. Pier 70: fastest California entitlement approval in history via transparency, over-communication, hundreds of community meetings, port authority partnership alignment. [01:09:18-01:13:50] Scale & Affordability Philosophy: Density builds economy of scale, feeds project economics. More eyes on the ground plane = vibrancy,... Chapters (00:00:09) - Idols of D.C. Area Real Estate(00:04:25) - Essen Real Estate's New Chief Development Officer(00:06:52) - What Excited Investors to Take on The Jersey City Project?(00:09:35) - In the Elevator With Rich People(00:12:45) - Real Estate Was Always in My Imagination(00:14:03) - Real Estate Developer and Student at UNC Asheville(00:19:39) - What was the biggest challenge in doing a real estate project? Was(00:23:42) - Return to School: Urban Land Institute Program(00:30:12) - Leading the Company: The Ratners' Process(00:37:00) - On The Washington Navy Yard Project(00:44:01) - Top Real Estate Executives on the Forest City Hotel(00:47:50) - The Story of Forest City's The Yards(00:50:38) - The Mix of Mixed Use Projects(00:57:22) - The Future of Mixed-Use Real Estate(00:59:33) - Beyond the Yard: The Evolution of Forest City(01:03:28) - Explained: CEQA and the San Francisco project(01:06:32) - Top Executives: Lessons Learned from the Pier 70 Project(01:08:46) - The Need for New Housing in Denver(01:10:21) - Affordable Housing and Density(01:13:53) - Public-Private Partnerships(01:17:11) - Exploring the Middle East: Essen Real Estate(01:21:30) - What Makes a Development Team So Special?(01:23:00) - Essen Real Estate's Core Team(01:24:59) - Jersey City Infrastructure Project(01:26:16) - Private-public partnerships: Trust and Transparency(01:27:48) - Describing the Process of Creating a Valuable Mixed Use Community(01:30:33) - Real Estate: The Art of Development(01:36:17) - The Vision of a Mixed Use Property(01:42:56) - Essen Real Estate's aesthetic philosophy(01:44:49) - What Does Placemaking Mean to You?(01:48:22) - In the Elevator With Steve Jobs(01:48:51) - Top 10 Rich People: Family, Work(01:51:33) - Have You Learned From Your Proptech Experience?(01:54:43) - Real Estate Development Almanac(01:56:40) - Be Present, Be Yourself(01:58:26) - Democracy in the Elevator

Two of the Washington region’s most influential leaders—architect Diane Hoskins and economic-development visionary Victor Hoskins—share the story of parallel careers that converge around one principle: collaboration compounds impact. From Chicago’s skyline to the Amazon HQ2 deal, from design constraints to billion-dollar surpluses, the Hoskins demonstrate how empathy, partnership, and systems-level thinking can reshape cities and careers. Their joint mantra— “Get wisdom, and with all that getting, get understanding.” —anchors a conversation that’s equal parts master class and love story. Chapter Markers Time Segment Highlights 00 : 00 – 02 : 20 Introduction John Coe frames the series and today’s guests. 02 : 21 – 03 : 46 Roots & Creative Upbringing Diane on Chicago’s architecture and her mother’s artistry. 03 : 47 – 06 : 55 First-Gen Philanthropy The Hoskins on giving back to education. 07 : 00 – 08 : 33 Dartmouth Decision Challenge as catalyst for growth. 09 : 11 – 11 : 39 Negotiating Across the Table MIT-trained empathy in public–private deals. 12 : 01 – 24 : 53 Diane’s Arc: SOM → Olympia & York → Gensler Mentorship, mega-projects, and a developer’s lens. 24 : 54 – 32 : 28 Transforming DC as Business CityCenter DC, The Wharf, Union Market → $7.5 B investment. 32 : 41 – 35 : 45 Regionalism & Collaboration DMV economy beyond borders. 36 : 01 – 39 : 31 Amazon HQ2 – Talent as Currency Education beats incentives; $1 B talent pipeline. 40 : 16 – 41 : 55 Fairfax Digital Hub 7.5 K companies + 100 universities bridging skills. 42 : 07 – 47 : 20 Design Within Constraints Amtrak Call Center → innovation through limits. 49 : 43 – 55 : 46 Workplace as Destination Variety, neurodiversity, and WPI metrics. 57 : 03 – 59 : 53 Community in Buildings Amenities as connection + shared spaces. 1 : 00 : 15 – 1 : 04 : 36 Cross-Disciplinary Leadership Co-CEO model and latticework learning... Chapters (00:00:09) - Icons of D.C. Area Real Estate(00:02:56) - Diane and Victor on the Power of Architecture(00:07:00) - Goat at Dartmouth(00:08:54) - How to navigate complex public-private partnerships(00:12:18) - Gensler's Founder and First Woman Partner(00:21:03) - Working for Gensler(00:24:55) - Deputy Mayor Victor Gray on DC's Transformation(00:30:47) - The City of Washington's role in the District's tax revenue(00:32:53) - Northern Virginia Regional Executive Discusses Regional Collaboration(00:36:01) - How Virginia Secured Amazon's HQ2(00:39:52) - What Keeps Tech Giants in Fairfax County?(00:41:55) - Developers and Architects: The Connectivity(00:49:27) - Gensler on the New Pittsburgh Airport(01:00:15) - Gensler on Multidisciplinary Workforces(01:08:12) - The Common Area of Modern Buildings(01:10:02) - Gensler's one firm, network philosophy(01:12:54) - Northern Virginia Tech's Presidential Innovation Advisory Council(01:19:48) - How Fairfax County Economic Development Leverages Veterans to Fill Cybersecurity and(01:22:40) - Gensler's Commitment to Carbon Reduction(01:28:02) - Gensler on its CO2 Action(01:29:12) - Design Is Not a Luxury, It's for Everyone Everywhere(01:34:19) - Gensler Co-Leaders: Maximizing Time Together(01:38:09) - Gensler on Baltimore's Inner(01:39:36) - How To Build a Prominent Career With Consistency(01:44:38) - How to Lead a Competitive Real Estate Career(01:50:50) - Builders: Internships and Fellowship(01:55:21) - Does Diversity Enhance Commercial Real Estate Talent Pipeline?(01:57:45) - Data Centers: The Challenges(02:03:26) - In the Elevator With Neuroarchitecture(02:04:25) - "Get Wisdom and With All Your Getting..."(02:05:10) - Real Estate Talk: Washington, DC

BIORonnie Gibbons is the Senior Vice President of Development at Carmel Partners, where he leads the DC region for development and investments. His responsibilities encompass sourcing new opportunities, evaluating market feasibility, structuring transactions, and overseeing the entire execution process, while also supporting asset management and collaborating closely with the construction team. Carmel Partners, a vertically integrated firm, specializes in development, asset management, investments, and self-performing construction.   With over 15 years of experience in multi-family residential, mixed-use, retail, and commercial development, Ronnie brings extensive expertise. He holds a Master's degree in Real Estate from Georgetown University (with a finance focus) and a Bachelor of Science in Economics from the University of Maryland.   Before joining Carmel Partners in 2018, Ronnie served as Development Director at Monument Realty and held various roles at Foulger-Pratt, including superintendent and project manager on projects such as the Silver Spring Transit Center. He began his career building houses for Ryan Homes.   Ronnie has spearheaded significant projects like the Annex on 12th conversion in downtown Washington and the Wardman Park development, a massive 867-unit project that repurposed a bankrupt hotel site. His approach to development, influenced by his blue-collar upbringing, emphasizes risk mitigation, feasibility, and considering the end-user. He is also passionate about sustainable building practices. Key Discussion Points Current Role [7:35-9:09] Leads DC development and investments for Carmel Partners Focuses on pursuits: sourcing opportunities, evaluating deals Both development and value-add acquisitions Works closely with vertically integrated construction team Background Journey [9:20-17:00] Born/raised Frederick, MD - fourth generation Father: 40-year maintenance worker at Parkside condos in Bethesda Mother: ran home daycare First job at 14: collecting newspapers... Chapters (00:00:00) - Icons of DC Real Estate Community Transition to Station DC(00:05:04) - Interviewing Ronnie Gibbons(00:07:21) - Ronnie Carmel Discusses His Role at Carmel Partners(00:09:10) - Growing Up in Frederick, Maryland(00:12:32) - Post-Bacc MS in Economics(00:14:11) - Construction Superintendents at Folger Pratt(00:20:23) - How Starting Your Career at Folger Pratt(00:21:03) - Former Property Engineer at CBRE(00:22:28) - In the Elevator With Folger Pratt's Michael Darby(00:25:16) - Have You Changed Your Approach to Acquisitions and Development?(00:28:01) - In the Elevator Deal,(00:29:47) - Talking to the Monuments Committee(00:31:08) - On Carmel's Investment Committee(00:32:35) - Carmel Partners: Why It Came to Washington DC(00:36:01) - How DC's Property Team Works(00:36:39) - Underpinning Carmel Partners': Construction Division(00:39:17) - Private Equity Companies: The Typical Financing Structure(00:40:48) - Are You Buying Value Added Assets?(00:42:16) - Exploring Douglas Development's Annex on 12th(00:44:35) - Developers Take a Tour of the Smithsonian's New Building(00:49:14) - Greystar delivers 500-unit NOMA project(00:51:44) - Developers Bring Multifamily to Wardman(00:58:33) - How long did it take to get from the conceptual stage to the(01:01:16) - When renovating the Woodman Tower, The Carmel(01:05:58) - What are the green building standards for your building?(01:06:49) - Woodley Park Residential Project, Washington(01:12:29) - Timeline of Lease Up at Embassy Row DC(01:13:39) - Woodley Park 2,000 Unit Comparison(01:17:41) - What is the most misunderstood aspect of the Washington, D.C(01:20:15) - When scanning sub markets, what three signals make you lean in and(01:21:08) - How tight are the submarkets in Washington, DC?(01:22:42) - Why Build 1,000 Units at Once?(01:26:09) - Does the Washington-Baltimore region factor into your deals?(01:29:00) - What Would Your Profession Know That Others Don't?(01:34:21) - Top Executives: Family, Work and Giving Back(01:35:41) - Carmel Partners' CEO on Giving Back(01:36:10) - Projects on the Capital Beltway

Bio Jamie Weinbaum is President & CEO of Horning, overseeing operations, development, and strategic planning. Previously Executive VP at MidCity (4M sf pipeline), COO at Ditto Residential, development executive at JBG Smith, Director of DC Office of Zoning, and Deputy Mayor for Planning and Economic Development. Former ULI Washington chair. JD from GW Law, BA from Wake Forest. Key Discussion Points Career Pivot from Law [00:00-13:17] Childhood passion for built environment - sketching houses, playing with Legos 2006 revelation with wife: "what you do 9am-7pm doesn't really do it for me" Marrying passions with profession leads to happier life and more successful career Started Atlanta home renovations as side hustle while practicing law Real Estate Entry via AJ Jackson [13:17-25:42] AJ Jackson instrumental in first development job at EYA in 2007 Developer as "conductor of the orchestra" - coordinating subject matter experts Ownership side vs. consultant preference: "you're part of the story for years" 2008 downturn layoff after 9 months confirmed industry passion DC Government Leadership [25:42-37:33] Became Director of Office of Zoning under Mayor Fenty administration Crash course in leadership: humility, listening, bringing people along Technology focus: converting paper zoning maps to online GIS resources "Level the playing field" philosophy for residents JBG Development Experience [37:33-51:30] 2011-2014: Twin Brook metro projects, Fort Totten Square (Walmart mixed-use) Risk mitigation and preserving optionality as core JBG principles Investment committee meetings: "nobody held back" - heated debates Real estate development requires communication, analytics, design Family Business Philosophy [51:30-1:05:15] Hired business coach specializing in family companies at MidCity Role as fiduciary working on behalf of family to accomplish their aims Alignment between personal values and family mission critically important Multi-generational companies face unique succession challenges Horning Strategy & Amazon Partnership [1:05:15-1:20:45] "Mission-driven for profit" organization focused on affordable housing Chapters (00:00:00) - iJCRE Community Transition to Station DC(00:05:04) - Meet Jamie Weinbaum, President and CEO of Horning Brothers(00:08:41) - ULI Washington's 'Local Voices' podcast(00:10:06) - Horning Brothers President and CEO Explains(00:12:14) - Jamie Oliver on Starting Out(00:13:11) - George Washington Law Student on His Path(00:17:51) - The Day the Plane Hit the Pentagon(00:20:12) - Law School Graduates Turn to Real Estate(00:21:42) - Turning Down the Career Path(00:25:59) - Real Estate Development and the Need for Ownership(00:28:16) - Real Estate Development Leaders: The Multidisciplinary Approach(00:34:01) - How I Pivot: From Law to Real Estate(00:35:36) - In the Elevator With Bob Young(00:36:38) - Former DC zoning commissioner on the public sector(00:42:27) - Post-White House, what lessons did you learn?(00:47:57) - In the Elevator With Tony Hirsch(00:48:47) - JBG on North Bethesda and the Walmart project(00:52:53) - JBG Cos.'s Ben Jacobs on His Experience(00:56:16) - JBG Capital's Executive Committee(01:00:51) - Real Estate's Low-Risk(01:01:47) - Exploring the Multifamily Market at JBG(01:05:58) - In the Elevator: Mid City Real Estate(01:12:10) - Philip Feist on the DC real estate process(01:18:44) - Building a New Multi-Family Building in DC(01:24:41) - Have You Met the Horning Family?(01:26:58) - Hiring a Coaching Coach(01:28:32) - Under the Horning Brothers: Bringing the Future to Horning(01:31:31) - Horning Real Estate Group's diversified development portfolio(01:36:23) - Top DC Office Developers on the Conversion(01:39:29) - Horning Brothers CEO Explains His Vision(01:42:17) - Affordable Housing for Amazon's Hyattsville Property(01:43:42) - Amazon's Mezzanine Funding(01:45:51) - JBG alum on Amazon's deal(01:46:58) - Exclusive: We're Considering a Multifamily Deal(01:48:36) - Leo Capital on Amazon's Housing Equity Fund(01:50:39) - Would You Submit RFPs for Public-Private Projects?(01:54:03) - D.C. Mayor on the Need for Development(02:00:41) - Northern Virginia perspectives on growth in Montgomery County(02:02:51) - Horning Companies' Commitment to Communities(02:05:53) - President Trump suggests militarizing DC police force(02:09:35) - Jamie Oliver on Living a Life in Balance

BioLen Forkas is founder/CEO of Milestone Towers, a digital infrastructure company building wireless towers on public lands for over 25 years. Adventure athlete who completed the Seven Summits (becoming 5th oldest globally), Race Across America winner, and non-profit founder of Hopecam.org, a charity supporting children with cancer. Author of leadership books drawing from extreme sports experiences.Key Discussion PointsEverest Achievement & 2023 Failure Lessons [0:50-16:00]Key Moment: Len Forkas completed the Seven Summits after a 2023 Everest failure due to pulmonary complications Business Lesson: Deconstructing every decision that led to the failure and meticulous preparation are crucial. Forkas dedicated a year to preparation, including weightlifting, trekking with a 50-lb pack, climbing in Indonesia & Ecuador and hypoxic sleep trainingCrevasse Incident & Systems Validation [33:00-36:00]Key Moment: After a successful summit, Forkas fell into a 70-foot crevasse at 27,000 feet while descending to the South Col.Business Lesson: The importance of safety systems and meticulous preparation. His polar expedition training saved his life.Hopecam Growth & Impact [36:00-51:00]Key Moment: Hopecam doubled its applications from 500 to 1,000 children annually post-COVID and grew hospital partnerships from 60 to 180 in five years. 70% of Hopecam students attend title one schools. Business Lesson: Viewing sponsors as "investors" in mental health outcomes created by the nonprofit rather than as a traditional donors.  Milestone Towers Business Evolution [72:00-95:00]Key Moment: Milestone Towers rebranded from Milestone Communications to reflect its real estate asset focus Business Lesson: Strategic niche and barriers to entry protect competitive advantage. AI is optimizing existing equipment efficiency, and use of 5G networks has not hit full stride. Difficult to entitle locations have the highest value for both the tower owner and wireless carriers. Leadership Philosophy [114:00-125:00]Key Moment: Len Forkas' son Matt joined the company after five years of external experience 15.Business Lesson: Trust and preparation are essential for success in both business and extreme sports. Letting team members own and solve problems is crucialNext challenge: North Pole expedition, but prioritizing family and team presence for now. RESOURCES:https://www.lenforkas.com/https://coeenterprises.com/podcast/len-forkas-renaissance-man-33/What Spins The Wheel: https://www.amazon.com/What-Spins-Wheel-Leadership-Lessons/dp/0996096906?sr=8-2Cold Hard Truth: https://www.amazon.com/Cold-Hard-Truth-Special-Color-ebook/dp/B09VDY69FC?sr=8-1https://www.hopecam.org/https://youtu.be/D6qjcwEVQYc Chapters (00:00:00) - The Iconic Journey and CRE: Expanding our Reach and Impact(00:02:47) - Icons of DCRE Real Estate(00:05:57) - Len Forkas Successfully Summits Mount Everest(00:08:55) - Eve Everest Attempt(00:13:34) - Foldus Climbed All 8,000 Meter Mountains at 59(00:16:37) - Tim Everest on Training for His 7 Summits(00:22:34) - Philanthropist and Mountaineer(00:27:30) - Experienced polar trekkers on(00:31:58) - The Value of Preparing for the Future(00:33:08) - Exploring HopeCam's Growing Need for Cancer Services(00:36:18) - Hope Camp reaches children with cancer through hospital partnerships(00:38:07) - Hope Camp for Kids: Challenges(00:40:01) - Hope Cam and other survivors of cancer(00:42:35) - How do you view your investment in HopeCamp?(00:45:34) - How Leadership Lessons from Your Experiences(00:50:02) - Hope Cam: A Letter from a Cancer Patient(00:51:30) - Hope Camp: Connecting Kids with Cancer(00:53:49) - Hope Camp's journey with cancer survivor(00:55:25) - What kinds of programs does Hope Camp offer to families?(00:56:27) - Milestone Towers Rebrands as Communication & Infrastructure(00:57:56) - Milestone Towers: Public-Private Partnerships(01:01:01) - How Has 5G Impact the Wireless Industry?(01:04:49) - How Is AI Affecting the Cell Industry?(01:11:34) - Is There a Connection Between Data Centers and Cell Towers?(01:13:06) - Are Emerging Trends Threatening the Traditional Cell Tower Business?(01:15:57) - Will Edge Computing Affect Cell Towers?(01:18:25) - Are Regulations Help or Hurt Your Industry?(01:20:29) - Father-Son Partnership at Milestone Towers(01:22:23) - The Legacy of Folger Pratt and Basuto(01:25:17) - Tim Ferriss on Leadership(01:30:46) - Len Forkas on His Heroism(01:32:20) - A Few Words From Len Ayers

Bio Hilary Allard Goldfarb is Senior Managing Director and Head of Development for Mid-Atlantic at Rockefeller Group. Native Washingtonian, Princeton graduate, Harvard Urban Planning master's. Previously at Bozzuto Development and ProMark Real Estate. Active in ULI, Federal City Council, Economic Club. Key Discussion Points Rockefeller Group Role [00:00-08:38] Leads D.C. office overseeing development, acquisitions, design, financing Diverse portfolio: multifamily, industrial, office, mixed-use including "catalytic trophy product" National platform empowers regional creativity without product ideology Six regional directors nationally focused on "most compelling deals" Career Journey [10:01-27:17] Driven by excellence, hard work, integrity Strong Japanese investor relations (Mitsubishi affiliates) - visits every 2-3 weeks Focus on diversity, collaboration, creative problem-solving "World's greatest colleagues" - no palace politics Native Washingtonian, Garrett Park/Montgomery County roots Princeton (with twin brother Nate), Harvard Urban Planning Corcoran Gallery experience during Frank Gehry expansion Started at ProMark (Metro-adjacent development with Eisinger family) Joined Bozzuto (Crown Farm, Chevy Chase Lake projects - met Toby at dentist) Recruited to Rockefeller Group in 2018 to "start a business" - said no multiple times initially Major Projects [29:00-53:00] Boro Tower, Tysons: 437k sq ft trophy office with Meridian Group, stabilized occupancy 1901 L Street NW: First WELL-certified office building in D.C., focus on energy efficiency and tenant experience 600 Fifth Street NW: $375M downtown redevelopment of former Metro HQ, only new office under construction in D.C., 400k sq ft, 50% pre-leased to Crowell & Moring, historic site of DC's first synagogue and Metro's money vault Port 460 Logistics: 5M sq ft industrial development near Port of Virginia with Matan Companies, leveraging port-centric expertise Industry Insights [57:00-70:00] Bullish on D.C.'s resilience despite current challenges, believes in long-term competitive advantages $2.3B pipeline includes three trophy office, three industrial, two multifamily projects Development strateg... Chapters (00:00:00) - The Iconic Journey in CRE: Expanding our Reach and Impact(00:02:47) - Icons of DCRE(00:06:10) - The Invisibles of D.C. Real Estate Podcast(00:07:51) - Is the Rockefeller platform consistent across the country or does it vary based(00:09:06) - Do you have a global market analysis group that kind of does an(00:10:48) - White House Correspondent on Princeton and His Family(00:13:28) - The Corcoran Gallery of Art and Real Estate(00:18:56) - Real Estate Executive Toby Basuto on Bringing Promark back to Washington(00:22:56) - When I Joined JBG Rosenfeld, I Was Thrown Into(00:24:19) - Exploring Chibi Cheese Lake in Montgomery County(00:26:40) - President Obama on the Rockefeller Property(00:27:25) - Rockefeller's surprise move to Penn Station(00:29:37) - Exploring the Burrow Tower Deal(00:35:08) - Exploring The 1901 Ella Building(00:38:29) - The History of Verizon's Building(00:39:29) - Well-Certified Building(00:43:16) - Private Equity Partners on the 5th Avenue Development(00:45:46) - Top Executives on Metro's Construction Project(00:49:04) - Top Executives Discuss The Port of Virginia Deal(00:55:13) - Rock Property Group's Future(00:59:15) - Exclusive: The Office Opportunity in the DMV(01:03:43) - Golden Triangle President on the Neighborhood's Future(01:10:37) - Mayor Bowser on Place Making in Washington(01:14:46) - ULI President Linda Knows How to Balance Family and Work(01:20:05) - Building a Law Firm's New Home(01:24:17) - Billboard Question

Bio Evan Regan-Levine is Chief Strategy Officer at JBG Smith, shaping investment approaches through data analytics, strategic initiatives, and investor relations. Key role in National Landing transformation and Amazon HQ2. Previously JLL research analyst and Monday Properties Associate. Georgetown Political Science graduate who pivoted from law school track to real estate after art professor suggested architecture. Key Discussion Points Strategic Priorities [3:06-8:35] National Landing transformation beyond Amazon: residential, retail, infrastructure Capital allocation focus: maximizing NAV per share for JBGS, targeted acquisitions Leveraging permanent capital as public company vs. fund life cycles Career Journey [8:47-32:23] Academic family: law professor father, first-grade teacher mother Georgetown, planned law school until real estate internship in Pittsburgh JLL research exposed him to all verticals: investment sales, leasing, development In 2013, he joined JBG as research associate working for Matt Kelly Investment committee exposure from day one with industry veterans Real Estate Philosophy [20:08-26:00] Success requires: communication, analytics, design Design undervalued but critical - example: functional dryer vents vs. beautiful facades Market research informs decisions - Amazon focus groups changed architecture Multifamily as consumer product requiring research like cars/phones Hospitality mindset essential across all property types Crystal Park One [$40M Repositioning] [43:19-52:53] 300-person conference center ("hotel ballroom without hotel") Ground floor activation with street engagement JLL operates conference, Episcope handles Food & Beverage Aviation theme: Constellation café, Altitude vinyl wine bar Nooks Works partnership for classified meeting space National Landing Strategy [37:03-43:00] "Regional mall" approach with anchors: Pentagon, Amazon (8K today, up to 38K), Virginia Tech Demolished excess office, tripled street retail, added multifamily Chapters (00:00:09) - The Iconic Journey and CRE: Expanding Our Reach and Impact(00:02:47) - Idols of D.C. Area Real Estate(00:05:25) - Evan To The Iconic Journey In Real Estate(00:06:23) - JBG Smith's Strategic Imperatives for National Landing(00:08:36) - Your dad is a law professor and you grew up all over the country(00:14:01) - Post-Graduation Advice from JLL's Research Group(00:16:10) - Getting Out of The Real Estate Job(00:19:54) - Real Estate: Communication, Design, and Analytics(00:27:07) - Do Office Features Still Matter in Multifamily?(00:30:39) - JLL's Matt Kelly on His Elevation(00:34:00) - JBG Real Estate's Growth(00:36:48) - JBG Smith's National Landing transformation(00:39:19) - The battle for Crystal City's retail(00:41:46) - JBG Smith's Crystal Park repositioning effort(00:45:51) - The National Landing Office Complex(00:51:05) - JBG Property Group on the Conference Facility(00:56:21) - Is the Conference Facility Open to the Public?(01:00:28) - National Landing: The Need for Anchors(01:07:04) - Amazon's return to work policy(01:11:23) - Amazon's Future of Work(01:15:28) - JBG Smith's Approach to Office Demand(01:17:09) - JBG Smith's Development Risk and Opportunity(01:18:33) - Have You Changed Your Capital Allocation Mindset?(01:19:30) - JBG Companies' Urban Propulsion(01:23:00) - JBG Smith's Place Making Approach(01:25:29) - How important is mentorship in real estate?(01:30:19) - Build a cushion for your real estate investments(01:33:58) - JBG Smith Philanthropy's Impact on the Community(01:36:40) - Leo's Giving Back and Philanthropy(01:39:33) - Working Parents' Work-Life Balance(01:41:34) - Have You Turned Down Your Family?(01:43:17) - Real Estate Investors: Evan's Passion for Cars(01:44:49) - Likely Porsche or BMW Drivers?(01:47:16) - BMW and the Detroit Air and Space Museum(01:51:02) - J.B. Smith on the Future of the Firm(01:53:58) - A message on National Landing(01:55:18) - Evan Jones on His Story

Catherine Buell is founder of Wellness Real Estate Innovations. Previously director of Amazon Housing Equity Fund, president/CEO of Atlanta Housing Authority, chair of DC Historic Preservation Review Board, and executive director of St. Elizabeth's East Campus Redevelopment. Harvard Kennedy School Loeb Fellow. (00:00) Introduction to second interview. Former Amazon Housing Equity Fund director, Atlanta Housing CEO, Harvard Kennedy School Loeb Fellow. (03:14) New company Wellness Real Estate Innovations - bringing wellness real estate solutions to diverse urban audiences at intersection of health and housing. (03:42) Personal motivation: mother's dementia/loneliness during COVID highlighted lack of aging options even in expensive continuum care facilities. (05:33) Philosophy: housing is healthcare and building with care. Traditional housing continuum has cracks - expensive senior housing, limited diverse options. Beautiful places impact how you feel through social connection, walkability, vibrancy. (09:05) Amazon lessons: Corporate investments influence markets but can't solve entire spectrum. Healthcare organizations increasingly investing in affordable housing targeting high-cost patients. Innovation gap for aging demographic - need co-housing, shared living, wellness communities. (15:23) Combat loneliness through intentional community design - new urbanist model plus different housing types, oversized green spaces, shared amenities for organic connection. (17:06) Alternative models: co-housing, shared living, ADUs. PadSplit's tech approach for $27K income essential workers - streamlined access to furnished shared rooms. Shared models add people without changing community character, help aging in place. (21:26) Key challenge: lack of documented data on wellness community benefits. Need to document outcomes from 1990s/2000s wellness communities. (23:37) Global Wellness Institute trends: Wellness as Infrastructure (WAI) - Bhutan mindfulness city Wellness as Service (WAAS) - integrated cleaning, nursing, caregiving Wellness ROI (WROI) - significantly higher returns Longevity Economy (WRELE) - aging population focus (27:38) Gap: middle-income households with $80-120K retirement income can't afford elite wellness solutions ($400K-$1M deposits), don't want to leave social networks. (32:48) Policy needs: data on health/housing intersection, true cost of "do nothing" strategy, economic benefits. Fastest growing DC population is 55+. Loneliness epidemic costs $6.7B annually to Medicaid. (37:20) Example: dementia village in Ward 7 - 13% of DC seniors have dementia (16% east of river). Netherlands-inspired model with store, pub, church, arts room for quality of life vs traditional memory care. Chapters (00:00:09) - Interviewing Icons of D.C. Real Estate(00:00:45) - The Iconic Journey and CRE: Expanding Our Reach and Impact(00:02:47) - In the Elevator With Katherine Buell and Kathryn Bue(00:05:15) - Catherine Polley on Wellness Real Estate(00:08:22) - Seniors' Housing: Health Care(00:11:33) - Alex Jones on Wellbeing and Housing Innovation(00:17:50) - How Co-Housing and Shared Living Can Help Reduce Social Eng(00:24:00) - What's the Wellness Real Estate?(00:26:02) - Will Wellness Real Estate Impact?(00:31:58) - Sip and Solve: Wellbeing and Housing(00:35:24) - Washington DC Mayor on Wellbeing and Intergenerational Communities(00:39:34) - Real Estate News: Wellbeing and Intergenerational Housing(00:47:39) - Wellness Real Estate Innovation(00:50:21) - Wellness initiatives in real estate(00:53:01) - The Need for More Data on Aging and Housing(00:57:07) - Amazon's $2 Billion Housing Fund(01:00:31) - Jeff Bezos on Large-Scale Housing Investments(01:03:47) - The Harvard Loeb Fellowship(01:06:17) - Teaching at Harvard: Health and Housing Innovation(01:07:29) - Will Wellness Real Estate Be an Investment?(01:12:48) - Is Wellbeing a Driving Factor in Hotel Branding?(01:15:44) - Office and Retail: Wellbeing in the Office(01:17:44) - Have We Seen Innovation in Retail for Wellness?(01:20:20) - Wellness in the Real Estate Market(01:23:16) - Top Real Estate Book recommendations for the Wellness Industry

Bio: James Barlia is Executive Director of Station DC, a private members club for Frontier Tech innovators, investors, and policy makers advancing American national interest. Previously VP at Revolution's Rise of the Rest Seed Fund (Steve Case) investing in startups outside traditional tech hubs. Earlier worked at Greenspring Associates in fund of funds/impact VC. DC native, Tulane graduate. Key Discussion Points Station DC Overview [1:11-3:00] Private members club for frontier tech in DC 13,000 sq ft space in Union Market for work, meetings, events Mission: Ensure American tech leadership endures with DC at forefront Focus on economic development, business attraction, diversification from federal government Background & Journey [3:49-10:07] Influenced by entrepreneur father's renewable energy work Failed toothpaste startup in high school led to meeting angel investor Internship at 1776 DC tech incubator exposed him to impactful founders Learned "Rise of the Rest" thesis at Greenspring before joining Revolution Venture Insights [11:02-17:00] Innovation exists everywhere, not just traditional hubs Place creates competitive advantage through network effects Key founder qualities: intrinsic motivation, unique insights, relentless effort Evaluation requires time, multiple meetings, references Market Observations SVB Collapse [21:05-25:02]: Created resilience, highlighted treasury management importance Amazon HQ2 [26:10-27:00]: Real impact on talent/real estate but job numbers lower than marketed DC Commercial Real Estate [29:10-34:00]: Tech startups need flexible office space; landlords should offer flexibility and engage directly with founders DC Tech Ecosystem [40:08-43:00] Influx driven by critical sectors: space, energy, synthetic biology, AI, defense Tech companies view DC as ally, not adversary Has required talent, customers (federal gov't, Fortune 500), knowledge, capital Major VC firms establishing DC satellite offices Emerging Trends [63:00-67:00] Beyond AI: data centers, space economy, robotics, autonomy, defense systems. Frontier tech companies need dollars, talent, customers, capital - often found in DC. Advice for Young Professionals [69:00-95:00]

Bio: Roberta Liss has launched LNSS Advisors, a commercial real estate consultancy focused on data centers and highest and best use advisory. This new firm is motivated by her vision for her professional "last chapter" and the significant economic impact of AI and technology. Liss draws on over 42 years of experience, including a decade as President of the Southeast and Mid-Atlantic regions at Cushman & Wakefield. Her career spans key roles at Trammel Crow, CBRE, and BECO Management, executing over 30 million square feet in transactions. Crucially, she has an early technical background in data center precursors from mechanical contracting, raised floors, and network operating centers. At LNSS Advisors, her expertise covers critical data center aspects like land assemblage, zoning, securing power, and adaptive reuse. Her foundation includes a B.S. in Architectural Engineering from Penn State University (1978-1983) and data center infrastructure education from IDCA. Show Notes Strategic Transition (6:00) Pivoted from Cushman and Wakefield regional presidency to found LNSS Advisors focusing on data center advisory Positioned data centers as critical infrastructure underpinning the AI revolution and digital economy Launched firm immediately after C&W departure, targeting high-growth sector with specialized expertise Combines commercial real estate advisory with highest and best use evaluations and data center focus Personal Foundation (9:45) Atlantic City upbringing provided firsthand exposure to real estate valuation principles Father's FAA Tech Center background fostered interest in technical systems and early computer modeling Mother's artistic influence balanced technical perspective with creative problem-solving Observed demolition of historic Marlborough-Blenheim Hotel, demonstrating highest/best use concepts Atlantic City's casino redevelopment provided early lessons in market transformation dynamics Technical Expertise (19:00) Penn State Architectural Engineering provided technical foundation for complex asset evaluation Initial interest in architecture evolved toward technical engineering applications

BIO Owen Billman is the President of Blake Real Estate, managing a 2.5 million sq ft portfolio and eight companies. He previously facilitated over $1 billion in CRE transactions and is a speaker at universities and corporations. Awarded CREBA's 2014 Leasing Transaction of the Year and BISNOW's Top 35 under 35. He chairs the American Heart Association's Greater Washington Region, is a board member of the KCNT1 Epilepsy Foundation, and co-founded the Junior Council supporting Children's National Health System. REVISED SHOW NOTES [0:00-1:38] Introduction and Guest: John Coe introduces the "Icons of DC Area Real Estate" podcast and its partnership with Iconic Journey in CRE. Owen Billman, President of Blake Real Estate and Chair of the Golden Triangle BID, is welcomed. His career, Blake’s strategies, and DC's future are discussed. [1:38-5:11] Owen's Role at Blake: Owen describes his role, focusing on portfolio performance and managing leasing, property management, and construction. He mentions growing third-party management while emphasizing the core portfolio. [5:11-9:42] Background: Owen shares his upbringing in rural Southern Maryland and working at his father's hardware store, learning customer service and work ethic. [9:42-14:28] University: Owen recounts his time at the University of Maryland, including the impact of 9/11, and deciding to stay in the DC area. [14:28-22:14] Starting at Co-Star: Owen details his entry-level job at Co-Star, learning about CRE data collection and analysis. [22:14-27:02] Market and Blake: Owen reflects on market trends during the Global Financial Crisis and joining Blake in 2010. [27:02-36:53] Blake's Evolution and Lease Structure: Owen describes learning Blake's unique cash flow model and lease structure. He explains the pros and cons vs. market standards. [36:53-44:06] Leadership and Rollup Strategy: Owen discusses his leadership transition and Blake's recent rollup strategy to consolidate ownership and flexibility. [44:06-52:24] Market Adaptability: Owen reflects on Blake’s adaptability during the pandemic, distressed assets, and retailer impact. He shares Blake’s occupancy rate and return to the office. [52:24-61:44] GSA and Golden Triangle BID: Owen discusses Blake’s GSA leasing experience and his role as Chair of the Golden Triangle BID, advocating for downtown revitalization. [61:44-78:21] DC's Future: Owen addresses "why DC?" in the context of remote work and strategies to attract new industries, create a 24/7 city, and potential projects. [78:21-93:23] Change Catalysts: Owen highlights past catalysts for DC's development and the need for a catalyst employer, a new pitch beyond government, and expresses optimism. [93:23-102:56] John Coe and Community: John Coe discusses Iconic Journey in CRE. Owen shares advice for young professionals and talks about Blake's culture and tech adoption. [102:56-111:22] Heart Association and Initiatives: Owen discusses the American Heart Association and Blake's initiatives, including collaborative space and flexible work.

Bio Moiz Doriwala is a seasoned professional with a diverse background spanning real estate finance, investment, and entrepreneurship …. Growing up in Naperville, Illinois, his interest in real estate was sparked by his father’s career as a general contractor and developer. He pursued higher education, earning a Bachelor of Arts degree in Economics from the University of Chicago and an MBA in Finance and Management and Strategy from Northwestern University’s Kellogg Graduate School of Management. His early career began in the finance sector with a unique rotational program at Bank One (later JP Morgan Chase), where he gained experience in asset-backed securities trading, commercial loan workouts, leveraged leasing, and even worked in a strategic group under Jamie Dimon. He further honed his investment banking skills in the Financial Sponsor Group of J.P. Morgan Securities in New York, focusing on M&A transactions and various financing activities. In 2005, Mr. Doriwala transitioned to the real estate industry, joining S&R Land Development, LLC in Reston, VA, where he was involved in the development of residential and commercial land. Leveraging his financial acumen and real estate exposure, he later became Vice President of Perseus Realty Capital, LLC, specializing in joint venture equity, preferred equity, and mezzanine financings. In 2008, Mr. Doriwala formed his own umbrella company, Stirling Realty Advisors, LLC, a boutique real estate investment bank that provides financial advisory services, primarily focusing on raising debt and equity capital for real estate developers and operators nationwide. While initially focused on capital raising, Stirling has evolved into a vehicle for his various investment activities. Under the Stirling umbrella, Mr. Doriwala manages and invests in several businesses, including: Bookhill Park: An entity that manages a series of small funds and operates as a finance company, providing opportunistic lending across various industries and geographies Investments in mental health and behavioral health businesses Investments in one off LPs in apartment projects His role as President of Superior Living Foundation Inc., a 501c3 non-profit focused on owning businesses in the healthcare region, such as senior housing and behavioral health facilities1 …. Mr. Doriwala also has experience in the senior housing sector, having served as Treasurer for Meridian Senior Living …. Additionally, he was involved in the mobile home park business for a number of years through BHP, building and eventually exiting a portfolio of parks. Throughout his career, Mr. Doriwala has demonstrated an opportunistic and entrepreneurial approach, building strong relationships and a reputation for his ability to navigate complex transactions and provide creative financial solutions. He values strong partnerships, thorough due diligence, and trusting his instincts in his investment decisions. Show Notes [6:30] Introduction to Moiz Doriwala and his diverse business background. He manages or participates in managing at least three businesses. [7:00] Overview of Sterling Realty Advisors. Formed in 2008 as an umbrella company for advising real estate operators and developers on capital raising (joint venture equity, mezz, preferred equity, debt financing). Now primarily a vehicle for personal and business investment activities. [7:50] Discussion of Sterling as an investor. Investing in individual real estate projects and companies, often as a pass...

Bio As the founder of Real Estate Financial Modeling (REFM), Bruce Kirsch has trained thousands of students and professionals around the world in Excel-based projection analysis.  In addition, REFM’s self-study products, Excel-based templates and its Valuate® property valuation and investment analysis software are used by more than 100,000 professionals.  Mr. Kirsch’s firm has assisted with modeling for the raising of billions of dollars of equity and debt for individual property acquisitions and developments, as well as for major mixed-use projects and private equity funds. Mr. Kirsch has also maintained a blog on real estate financial modeling, Model for Success, authoring more than 500 posts, and he is the co-author of Real Estate Finance and Investments: Risks and Opportunities, along with Dr. Peter Linneman. Mr. Kirsch began his real estate career at CB Richard Ellis, where he marketed highrise New York City office buildings for re-development in the Midtown Manhattan Investment Properties Institutional Group.  After CBRE, Mr. Kirsch was recruited to lead acquisitions at Metropolis Development Company, and later joined The Clarett Group, a programmatic development partner of Prudential. While at The Clarett Group, Mr. Kirsch was responsible for making development site recommendations for office, condominium and multi-family properties in the greater Washington, D.C. metropolitan area.  In addition, Mr. Kirsch had significant day-to-day project management responsibilities for the entitlement, financing and marketing of the company’s existing D.C.-area development portfolio. Mr. Kirsch holds an MBA in Real Estate from The Wharton School of the University of Pennsylvania, where he was awarded the Benjamin Franklin Kahn/Washington Real Estate Investment Trust Award for academic excellence.  Prior to Wharton, Mr. Kirsch performed quantitative equity research on the technology sector at The Capital Group Companies.  Mr. Kirsch served as an Adjunct Faculty member in real estate finance at Georgetown University School of Continuing Studies.  Mr. Kirsch graduated with a BA in Communication from Stanford University. Show Notes Introduction and Podcast Format Introduction of Bruce Kirsch and the podcast format, including a traditional interview followed by a case study and discussion of AI tools. (2:40) Bruce Kirsch and REFM Bruce Kirsch’s current role as the founder of REFM (Real Estate Financial Modeling), his 17-year career helping others with financial modeling in Excel, and his various activities including consulting, training, coaching, and creating tools (5:45) Early Life and Career Path Bruce Kirsch’s upbringing on Long Island and early influences from his father (a civil engineer) and mother (an interior designer), as well as his childhood fascination with the Manhattan skyline (8:30) Bruce Kirsch’s pursuit of a 

Bio Jeffrey Zell founded JM Zell Partners, Ltd in 1989, with a unique vision for providing client-centered real estate consulting. Developed over his 30-year career, Jeff’s innovative approach to delivering practical solutions while fostering meaningful client relationships forms the core of JM Zell’s value-added process. Jeff believes that only by partnering with clients and truly understanding their business as well as their real estate needs can JM Zell provide long-range, comprehensive, unbiased advice. By evaluating factors including a client’s long-term needs, financial objectives, and corporate culture, JM Zell is able to provide customized, proactive and fiscally responsible solutions for major corporations, institutional investors, professional firms, unions, governmental institutions and not-for-profit organizations. To fully realize his vision, Jeff attracted a diverse, multi-disciplinary staff of seasoned professionals who share in his philosophy (and in the profits of the company, based on client satisfaction and results). This collective approach ensures that everyone at JM Zell works for the common good, and that our client’s best interests are never compromised. Jeff has provided strategic planning, investment, lease negotiation, development consulting and project management services for award-winning projects for over 25 years. Jeff’s greatest strengths are his creative strategic thinking, business acumen, transactional ability, marketing savvy and financial expertise. A member of the distinguished Counselors of Real Estate, available only to the most respected real estate specialists who are known for innovation and creative problem solving, Jeff is a licensed real estate broker in the District of Columbia, Maryland and Virginia.  Show Notes Current Role and Origin Story Current Role Overview (5:00) Jeff Zell shares his role as President and CEO of JM Zell Partners and his time allocation. Upbringing and Early Influences (00:05:37) Jeff discusses his upbringing as a first-generation American and its impact on his career. Family Background (00:05:49) He shares his parents’ history as Holocaust survivors and their immigration journey. Multilingual Childhood (00:06:06) Jeff describes growing up in a multilingual household and the challenges it posed in school. Early Education Experience (00:08:01) He recounts his initial struggles in elementary school due to language barriers. Father’s Influence and Business Start (00:10:07) Jeff talks about his father’s successful woodworking business and his early involvement. Transition to Private School (00:10:20) He explains his move to a private boarding school for better educational support. College Journey at Syracuse (00:11:00) Jeff discusses his choice of Syracuse University amidst family expectations. Learning Style and Strengths (00:12:30) He reflects on discovering his strengths in verbal skills over writte...

Bio Jessie C. Barter founded Charger Ventures (“Charger”), a multifamily investment management platform in the fall of 2018, and Spark Living, the portfolio’s brand, in the fall of 2020. Through Q125, Charger has acquired ~3,000 apartments ($730m AUM) in MA, MD, VA, WV, and CT. Prior to Charger, Jessie was a Managing Director – Acquisitions with Mill Creek Residential Trust and Senior Director of Investments at AvalonBay Communities. Ms. Barter is a director on the National Board for the non-profit Entryways (fka Shelters for Shutters). In 2022, Charger Ventures was drafted into National Multi-Housing Council’s (NMHC) inaugural Summit Advisory Committee’s Program for emerging managers. She is Vice Chair of the Membership Engagement Committee, member of the Finance Committee, and past Vice Chair of NMHC’s Diversity, Inclusion, and Equity Committee. Ms. Barter is a member of ULI’s Multi-Family Council Blue flight and the Young President’s Organization (YPO). Ms. Barter holds a Masters of Business Administration from Darden Graduate School of Business Administration at the University of Virginia and a Bachelor of Science in Business Administration from Georgetown University. She lives in Bethesda, MD. Show Notes Introduction and Current Role Introduction (00:03:00) John Coe overviews the interview with Jessie Welcome (00:04:30) Introduction of Jessie Barter and her role in Charger Ventures. Current Role at Charger Ventures (00:04:50) Jessie discusses her focus on deal flow and equity partnerships. Daily Operations (00:05:10) Description of Jessie’s typical day, emphasizing sourcing deals and equity. Asset Management Oversight (00:05:20) Jessie mentions her involvement in asset management alongside a strong partner. Differentiating Approach in a Competitive Market (00:05:50) Jessie explains their off-market sourcing strategy and rigorous asset management. Origins, Education and First Job Origin Story (00:07:30) Jessie shares her background growing up in Montgomery County, MD. Family Influence on Career Choices (00:08:00) Discussion on her family’s encouragement to pursue real estate over medicine. Lessons from Parents (00:08:50) Jessie reflects on adaptability and attention to detail learned from her parents. Father’s MBA Journey (00:09:00) Insight into her father’s decision to pursue an MBA while practicing medicine. Mother’s Influence (00:10:40) Jessie describes her mother’s strong attention to detail and its impact on her. College Experience at Georgetown (00:11:21) <...

Bio Blake Potolicchio, Co-Chief Investment Officer More than a dozen years of experience in real estate acquisitions, dispositions, financing, asset management, and leasing. Prior to Open Industrial Blake spent 15 years spearheading a local private equity real estate fund’s strategic direction focused on acquisitions, entitlement, leasing and asset management. Show Notes Introduction and Welcome (00:04:30) Blake is welcomed to the show and expresses gratitude for the invitation. Blake’s Role and Responsibilities (00:04:40) Blake describes his role as co-chief investment officer at Open Industrial. Investment Strategy Overview (00:04:50) Discussion on acquiring heavy industrial zoned land for outdoor storage and its significance. Average Deal Size (00:05:15) Blake shares insights on the average deal size and the strategy of high volume, small check sizes. Impact of COVID-19 (00:05:50) The importance of their tenants during COVID-19 and the supply chain disruptions experienced. Challenges in Finding Suitable Sites (00:06:15) Blake discusses the difficulties in finding sites that meet zoning and user requirements. Motivation Behind Founding Open Industrial (00:06:45) Personal motivations and the market conditions that led to the establishment of Open Industrial. Identifying Market Opportunities (00:07:30) Blake explains how zoning and limited availability create market opportunities for outdoor storage. Economic Viability and Investment Perspective (00:08:15) Discussion on the economic aspects and long-term viability of their investment strategy. Acquisition Strategy and Market Focus (00:10:30) Blake outlines the geographic focus and strategy of the acquisitions team at Open Industrial. Background and Education (00:11:15) Blake shares his upbringing, education, and the importance of learning in his early years. Family Background (00:12:00) Details about Blake’s family, including his mother’s real estate career and father’s medical profession. College Experience (00:12:15) Blake discusses his college experience at the College of the Holy Cross and his athletic involvement. Career Aspirations Post-College (00:14:00) Blake reflects on his uncertainty about career paths after college and his initial interest in medicine. Internship Experience (00:15:30) Blake describes his internship at JLL and the various aspects of real estate he explored. Interest in Real Estate (00:16:15) Discussion on what spa...

John Coe and Bruce Pascal Sitting in a Custom Model T with a Corvette engine in Bruce’s Hot Wheels Museum Bio This is a two part biography as Bruce Pascal has developed both a thriving commercial real estate brokerage practice and a healthy career as a Hot Wheels collector and curator. Overview INNOVATOR | REAL ESTATE | ENTREPRENEUR Seasoned and award-winning executive with a proven track record spanning more than three decades,known for overcoming challenges and driving success in diverse projects. A visionary leader andinfluential figure in the real estate industry. Possesses a remarkable history of international diplomacy,through human rights advocacy in personal interaction with two popes, Middle Eastern leaders, and theintermediary work in Alan Gross’s Cuba prisoner release. A multifaceted individual, and master of the artof negotiation.Beyond professional achievements, owns the most complete historical collection of Hot Wheels globally,a testament to an unwavering passion for collecting. As a dedicated judge for Mattel’s Legend’s tour andowner of the world’s only Hot Wheels Museum, brings a unique perspective that aligns with Mattel’sethos and strategic direction. SKILLS Real Estate | Community Impact | Strategic Vision | Unique PerspectivesVoice for Collectors | Critical Thinking | Analytical | Strategic Problem Solving | Leadership |Entrepreneurship | International Diplomacy| Community Impact | Mentoring | Dynamic Marketing |Global Collector Network | Strategic Planning & Execution | Strong Communication | Negotiation |Business Transformation Detailed Real Estate Career CAREER HIGHLIGHTS Executive Managing Director (2017 to Present) | Cushman WakefieldA leading global real estate service firm with 50K employees in over 400 offices and 60 countries.  Ranked among the top 10 agents in Washington D.C. for 2 of the past 7 years, out of a pool of 750agents, demonstrating exceptional performance in a highly competitive market. Recognized as one of the most awarded agents in DC history, reflecting the outstanding contributionsto the real estate industry over the past 35 years. Represented 168 out of DC’s 765 office buildings over 35-year career, a testament to the unmatchedsuccess rate in the region. Senior Vice President of Leasing (2014 to 2017) | Vornado Realty TrustA preeminent owner, manager, and developer of office and retail assets.  Transformed Crystal City, VA, a region with a 21% office vacancy rate into a remarkable under 11%vacancy rate. Paved the way for the sale of the entire portfolio through JBG Real Estate, ultimately attractingAmazon as a major tenant. Revitalized the entire city’s image, turning it from a drab locale to a vibrant hub with modern officespaces and new attractions. Executive Vice President (1989 to 2014) | CBRE Group, Inc.The largest commercial real estate firm in the world.  Established as one of the top agents in Washington, D.C., known for exceptional drive andentrepreneurial spirit, focusing on leasing some of the city’s toughest buildings, often older or withunique challenges. Introduced the “grab and go” cutting-edge marketing concept in the 1990s, enabling brokers to attendan event to view available spaces while enjoying a free lunch and a generous gift. CHARITABLE AFFILIATIONS  B’nai B’rith International, Past Inter...

Member Testimonials Kevin Dean Colin Thomas Panelists’ Previous Episode Links with Bios Toby Bozzuto Vicki Davis Henry Fonvielle Bob Murphy Lacy Rice Show Notes John Coe welcomes attendees and introduces the session agenda, highlighting member briefings and a panel discussion. (5:00) Kevin Dean’s Journey (00:05:30) Kevin shares his experiences in the real estate community and the value of peer relationships and learning opportunities. Access and Collaboration (00:07:30) Colin Thomas emphasizes the importance of access to peers and collaborative problem-solving within the real estate community. Panel Discussion Introduction (00:09:30) John introduces the panel discussion topics: the 2025 real estate market forecast and advice for young professionals. 2025 Real Estate Market Trends (00:10:30) Bob Murphy and Lacy Rice discuss anticipated trends in the DC real estate market, focusing on office space and demographic changes. Demographics and Employment Challenges (00:11:15) Lacy discusses how demographics and employment trends will impact the DC real estate market moving forward. Multifamily Sector Insights (00:13:30) Toby Bozzuto shares insights on the multifamily sector and the impact of capital flow on acquisitions and developments. Baby Boomer Retirement Trends (00:15:50) Vicki Davis discusses the implications of baby boomers retiring and their effect on the housing market and demographics. Home Ownership Trends (00:17:50) Vicki explores trends in home ownership, noting a shift towards suburban living over urban buying. Retail Market Dynamics (00:18:20) Henry Fonvielle discusses the strength of suburban shopping centers and the challenges facing urban retail environments in DC. Suburban Ret...

John Coe & Toby Millman Bio Toby is Regional Partner for Transwestern Development Company and is based in Washington. In this role, he oversees and directs the company’s development pipeline in the Mid-Atlantic region. CAREER HIGHLIGHTS Throughout his nearly 30-year career, Toby has developed over 15 million square feet of residential, office and retail space. Prior to joining Transwestern, Toby was Senior Vice President at Brookfield Properties, where he oversaw the development pipeline in the Mid-Atlantic and Southeast regions. Prior to Brookfield, he was Senior Vice President at Vornado Realty Trust, creating and leading the multifamily development group for Vornado’s Washington division. Earlier in his career, Toby owned and operated Agora Development, a development and homebuilding company, and worked for Washington-area developers EYA and Abdo Development. PROFESSIONAL AFFILIATION / RECOGNITION DC Building Industry Association (DCBIA), Board of Directors, Vice President DC History Center, Board of Trustees Urban Land Institute, Member Cornell Real Estate Council, Member EDUCATION Toby earned a bachelor’s degree from Cornell University and a master’s in city and regional planning from the University of North Carolina, Chapel Hill. Show Notes Joining Transwestern (00:06:37)Toby shares his recruitment to Transwestern and his role overseeing development activities. Overview of Transwestern’s Operations (00:07:05)Toby explains his responsibilities and the scope of projects in the mid-Atlantic region. Business Development Strategies (00:08:39)Discussion on joint ventures and project strategies in competitive markets. Toby’s Family Background (00:09:20)Toby shares insights about his family and their careers in engineering and consulting. Influence of Childhood Experiences (00:12:14)Toby reflects on how his childhood experiences shaped his interest in urban planning. Early Inspirations in Urban Design (00:15:19)Toby discusses a pivotal lecture by architect Andres Duany that solidified his passion for urban planning. Education at Cornell University (00:18:08)Toby talks about his experience at Cornell and how he focused on urban planning. Graduate Studies at UNC (00:22:03)Toby shares his decision to pursue a master’s degree in city planning at UNC Chapel Hill. Engineering Coordination in Large Projects (00:23:10)Discussion on coordinating various engineering disciplines for significant projects like Boston’s Big Dig. International Project in India (00:24:49)Overview of planning an interstate highway project in Karnataka, India, including city development. Zoning Analysis for Office Park (00:26:33)Toby describes conducting a zoning analysis for an office park acquisition outside Boston. Transition to Real Estate (00:28:45)Toby reflects on his motivation to shift from planning to the real estate side. Interview with Toll Brothers (00:29:53)Details of Toby’s interview process with Toll B...

Bio GARY COHEN Chairman & President Gary brings a third generation of the Cohen’s family leadership to the management of Willco with over 25 years of experience in many facets related to real estate. He spent the last 20+ years running Willco Residential developing more than 500 units throughout Washington, DC. In his current role, Gary works closely with the CEO setting management policy and developing the strategic business plan for the ongoing and future success of Willco with a focus on acquisitions and development.  Prior to Willco Residential, Gary held positions at Axent Realty in Maryland and Newmark Companies in New York City where he was involved in property management, leasing, and construction. Gary has also been active in charter schools in Washington, DC serving on the board of KIPP DC and was the founding Board Chair of Inspired Teaching Public Charter School. Gary received a B.S. degree from Syracuse University and a M.A. degree from Pace University in New York. He is also a member of the Economic Club and Federal City Council. Show Notes Family History Introduction to Gary Cohen (00:06:20) Gary Cohen, a third-generation member of the Cohen family, shares his family’s history with Willco Construction. Founding of Willco Construction (00:06:50) Gary discusses how his grandfather, William Cohen, founded Willco in the 1960s after starting a trash company. Early Life of William Cohen (00:07:00) Gary recounts his grandfather’s challenging upbringing and early work experiences in the trash industry. Transition to Capital Trash (00:08:00) William Cohen decided to start his own trash company, Capital Trash, after years of working for others. Growth of Capital Trash (00:08:15) Gary explains how his grandfather grew Capital Trash into a large waste disposal company through clever marketing. Acquisition by Wayne Huizenga (00:09:15) Wayne Huizenga approached Gary’s grandfather to buy Capital Trash, leading to a significant financial opportunity. Shift to Real Estate (00:10:00) After selling Capital Trash, William Cohen invested in real estate, recognizing its potential for growth. First Real Estate Deal (00:12:00) Gary describes his grandfather’s first deal involving tenement housing and the establishment of the Vanguard building (1111 20th St. NW, Washington DC). Personal Early Background Growing Up in a Real Estate Family (00:14:15) Gary reflects on his privileged upbringing in a real estate family and the opportunities he experienced. Early Work Experiences (00:15:00) Gary shares his childhood experiences working on construction sites with his father, learning the business firsthand. Brother Phil’s Rol...

Bio Oliver Carr serves as Carr Properties’ Chief Executive Officer and is a member of its Board of Directors. Oliver serves on the Executive Committee of the Federal City Council, serves on the Advisory Board of Housing Nantucket, is the former Chairman of the Executive Board of the Massachusetts Institute of Technology Center for Real Estate, and is a member of the Real Estate Roundtable. Prior to founding Carr Properties, Oliver served as Chairman and CEO of Columbia Equity Trust (NYSE:CEO), where he and his team successfully took the company public in 2005. During his career, Oliver has completed over $7.5 billion of property acquisitions, developments, mergers, joint ventures, and financings. Oliver received his Master of Science in Real Estate Development from the Massachusetts Institute of Technology and his Bachelor of Arts in Urban Studies, with a concentration in Economics from Trinity College. Back Story In February, 2020, Oliver Carr was interviewed just before the COVID Pandemic began (See Episode #10). Because of our long time relationship and the considerable changes to the market and to Carr Properties’ portfolio, this is a sequel episode to update on his activities during the pandemic and its aftermath. As you will hear, he is quite optimistic about the future after a difficult period from 2020 until earlier this year, where he believes that the market has “bottomed out.” Please enjoy this episode! Show Notes Reflections of Pandemic and Its Effects Introduction and Reflection on Past Interview (00:06:15) John welcomes Ollie back, reflecting on their long relationship and the timing of their last conversation. Surreal Experience of February 2020 (00:06:45) Ollie shares a unique experience during a board meeting next to a significant COVID-19 event. Initial Adaptation to COVID-19 (00:07:45) Discussion on how they planned for potential rent payment issues during the pandemic. Unexpected Performance of Office Sector (00:08:20) Ollie highlights that office properties performed well, with high rent collection rates during COVID. Focus on Customer Experience During COVID (00:09:20) Emphasis on creating a safe environment and enhancing building amenities for returning customers. Occupancy Challenges (00:10:15) Ollie discusses low physical occupancy rates during the pandemic and the shift to managing operating expenses. Impact of Social Unrest (00:11:00) Ollie recounts challenges faced due to social unrest, including vandalism and property damage. Active Development During COVID (00:11:45) Ollie describes ongoing construction projects and praises the efforts of construction teams during the pandemic. Leasing Success During COVID (00:13:15) Discussion on leasing activity during the pandemic and the importance of quality products. Long-term Implication...

Bio Shekar Narasimhan is the Managing Partner at Beekman Advisors which provides strategic advisory services to companies and investors involved in real estate, mortgage finance, affordable housing and related sectors.  Shekar is a Co-Founder for the Remergent Communities Fund, an Opportunity Zone Fund, focusing on small towns and cities in the Southeast U.S.  He also serves as Chairman of Papillon Capital, focused on sustainable infrastructure investing.  Prior to Beekman Advisors, Shekar Narasimhan was a Managing Director of Prudential Mortgage Capital Company, one of the nation’s leading providers of commercial mortgage financing. Immediately prior to Shekar’s time at Prudential, he was Chairman & CEO of the WMF Group, a publicly traded, commercial mortgage financial services company. WMF was one of the largest such firms in the country before being acquired by Prudential in 2000. Shekar is a former Chairman and Commissioner for the Virginia Housing Development Authority.  Previously, he also served as a Member of the Board for Housing and Community Development in Virginia, and as a Commissioner on President Obama’s Advisory Commission on Asian Americans and Pacific Islanders. Shekar is currently serving on the boards of Broadstone Net Lease, Inc., Enterprise Community Partners, Inc., Democracy Alliance and the Sorenson Institute for Political Leadership.  He is on the Advisory Committee for the Bipartisan Policy Center’s J. Ronald Terwilliger Center for Housing Policy, the Council of Advisors for the Center for American Progress and is a member of the Urban Institute’s Policy Leadership Council.  He has served on many boards, including the Low Income Investment Fund, the Community Preservation and Development Corporation, the National Housing Conference and the National Multi Housing Council.  Shekar also served several terms on the Mortgage Bankers Association of America (MBA) Board of Directors, was the first Chair of the MBA’s Commercial/Multifamily Board of Governors (COMBOG) and founded its Multifamily Steering Committee. He was elected as the first Chair of the Fannie Mae DUS Advisory Committee.  He is a sought-after speaker on housing finance and affordable housing and is considered a leading expert on rental housing issues in the United States. Shekar co-founded and is President of the Dharma Into Action (DhIA) Foundation, an association of Dharmic American leaders and philanthropists collaborating to create a community-based think tank that identify and respond to urgent needs in the community by providing resources, knowledgebase and relevant information to serve Americans in need.  He was on the founding board of Indiaspora, a nonprofit organization founded by community leaders to unite Indian Americans and to transform their success into meaningful impact in India and on the global stage.  Shekar was also Co-Founder of Upakar Foundation, a higher education scholarship fund.  Shekar has received numerous awards and recognition in the real estate industry including the MBA’s highest honor in 1999 and the Fannie Mae Lifetime Achievement Award in 2003.  In 2010, he was the recipient of the Dean H.J. Zoffer Distinguished Service Medal from the University of Pittsburgh.  Shekar holds a BS in Chemical Engineering from the Indian Institute of Technology, New Delhi, India and an MBA from the Katz Graduate School of Business, University of Pittsburgh, Pennsylvania.  He has earned the designation of Certified Mortgage Banker (CMB). Show Notes Current Role Introduction to Shekar Narasimhan (00...

Bio Gwen Wright was the former Director of the Montgomery County Planning Department of the Maryland-National Capital Park and Planning Commission. She held that position from 2013 until October, 2022. In this role, Ms. Wright oversaw a wide range of projects that aim to improve the quality of life in Montgomery County by conserving and enhancing the natural and built environment. Montgomery County is one of the largest jurisdictions in Maryland with over 1 million residents and has a key role in the dynamic Washington D.C. metropolitan growth area. Ms. Wright also worked for the Montgomery County Planning Department from 1987 to 2008. During this period, she served as the Chief of Countywide Planning, including supervising the Environmental Planning, Transportation Planning and Historic Preservation Sections, as well as serving as Acting Planning Director. Prior to her appointment as the Montgomery County Planning Director in 2013, Ms. Wright was Chief of the Development Division for the City of Alexandria Department of Planning and Zoning for five years. In this position, she reviewed development proposals throughout the City of Alexandria and shepherded a wide variety of projects – from urban infill to major brownfields reclamation – through the regulatory process and implementation. Ms. Wright began her career in Texas as the Director of Architectural Design and Redevelopment for the Galveston Historical Foundation in Galveston, Texas. She has degrees in Architecture and Architectural History from Yale University and has spoken at numerous national and regional conferences on a wide variety of planning issues. Ms. Wright lives in the Cleveland Park neighborhood in Washington D.C., where she is co-chair of the Cleveland Park Historical Society Architectural Review Committee. She is a member of Lambda Alpha and a graduate of ULI Washington’s Regional Leadership Institute. Show Notes Gwen’s Current Situation (00:05:45) Gwen discusses her consulting work, historic preservation projects, and involvement in conferences and classes at Georgetown University. Origin Story & Education Gwen’s Origins and Youth (00:08:25) Gwen talks about her upbringing in suburban Pittsburgh, Pennsylvania, and her early interest in architecture and historic preservation. Interest in Architecture and History (00:12:50) Gwen shares her early fascination with places and spaces, her interest in architectural history, and her experiences at Yale University. Architecture and Emotional Impact (00:18:00) Gwen delves into the psychological and emotional impact of great spaces and places, and the intersection of historic and new architecture. Galveston Historical Foundation Transition to Preservation Work (00:24:30) Gwen discusses her transition from studying architecture to working in historic preservation, including her decision to work for the Galveston Historical Foundation. Galveston’s Transformation (00:28:10) Gwen describes Galveston’s history, including its response to the 1900 hurricane and the subsequent efforts to revitalize the c...

Bio Daniel Klein serves as President of Klein Enterprises, a 4th generation developer, owner, and operator of commercial real estate throughout the Eastern region of the United States. Daniel runs the Company with a focus on optimizing the performance of the existing portfolio while implementing a strategy for longer term growth. During his tenure as President, he has overseen the growth of the Klein Enterprises portfolio to almost 60 assets totaling over $1.25BN in gross asset value. In 2021, Daniel established Sundeck Capital to manage and grow the Klein family office. Daniel graduated from Boston University with a BS in Communication and a concentration in Economics. Daniel serves as a member of YPO (Young President’s Organization), ICSC (Innovating Commerce, Serving Communities) and the Urban Land Institute (ULI). Additionally, Daniel serves as the President of the Philip and Harriet Klein Foundation and has served on numerous philanthropic boards. Show Notes Daniel Klein’s Role at Klein Enterprises (00:06:00) Daniel discusses his role as the president of Klein Enterprises and his day-to-day activities. Youth and Family Influences (00:07:00) Daniel shares his nontraditional childhood, including family trauma and the impact of his family on his life. Michael Klein and Transfer of Power (00:10:00) Daniel talks about his uncle Michael’s role in the family business and the transfer of power within the company. High School Experience at Park School (00:13:30) Daniel discusses his experience at Park School, including the influence of stable families and sports as an outlet. Post-Graduate Year at Mercersburg Academy (00:16:30) Daniel explains his decision to do a post-graduate year at Mercersburg Academy and the valuable experiences he gained there. Choosing Boston University (00:17:29) Daniel discusses why he chose Boston University for his college education and his expectations for the urban experience. College Experience at Boston University (00:21:00) Daniel reflects on his college experience, including socializing, joining a fraternity, and his role as fraternity president. Leadership roles in high school (00:23:50) Daniel discusses being surprised by being voted captain of basketball and lacrosse teams and the challenges of leadership. Discovering real estate (00:24:20) Daniel’s experience as a college student looking for an apartment led him to consider a career in real estate. Getting into real estate (00:25:30) Daniel’s decision to obtain a real estate license through a weekend class and his initial intent to attend law school. Unexpected career advice (00:26:40) Daniel’s encounter with a law firm managing partner who redirected his career path to real estate. Gaining confidence...

Bio As of July 15, 2024, Rachel Flynn is the Deputy City Manager of Intentional Growth and Strategic Infrastructure for the City of Greeley, Colorado. She will support the city council’s plans for improving key areas such as water and sewer, economic development and urban revitalization.  Prior to moving to Greeley, CO, Rachel was the Deputy County Executive of Fairfax County, Virginia, responsible for public works, transportation, code compliance, and planning and development departments, along with the park authority from 2019 until her recent move. Prior to Fairfax County, Rachel had two private sector positions. The most recent was as Director of Design Management, Planning and Entitlements for Google, in Mountain View, CA. She led several real estate planning initiatives there. Prior to Google, she worked on a large military base privatization effort in Concord, CA by Lennar, a large homebuilder she started with in 2016. Prior to Lennar, she was the Planning Director for the City of Oakland, CA starting in 2013. Prior to Oakland, she was working for the Government of Abu Dhabi in the UAE to help in their planning efforts. Prior to the foray to the Middle East, Rachel led the Planning Departments of the City of Richmond, VA and the City of Lynchburg, VA. Prior to her career in government planning, she practiced as an architect in several urban markets. She received her BA in Architecture from Catholic University in Washington, DC and subsequently, a Masters in Public Administration from the Harvard Kennedy School of Government. Show Origins and Parental Influences (00:05:21) Rachel Flynn shares her upbringing, Irish Catholic family, and parental influences, including her father’s involvement in politics. Civil Rights Bill and Family Background (00:06:46) Rachel discusses her father’s role in the writing of the civil rights bill and the voting rights bill, as well as her mother’s background. Growing Up in a Different D.C. (00:08:58) Rachel recalls her experiences in a different Washington, D.C., during the antiwar movement, civil rights movement, and the city’s transformation. Interest in Architecture (00:10:09) Rachel explains how her interest in architecture developed, influenced by her father’s background and her experiences in music and architecture school. Living in Paris (00:12:30) Rachel recounts her experience living in Paris and how it influenced her appreciation for opera, art, and the architecture of the city. Professional Experience in Architecture (00:13:59) Rachel discusses her work as an architect in New York City, Boston, Toronto, and Tel Aviv, highlighting her diverse experiences in different cities and projects. Transition to Public Sector (00:17:25) Rachel explains her transition to the public sector, influenced by her education at the Kennedy School and her desire to have a broader impact on city de...

Bio Brian Allan Jackson (AJ) is President of LEO Impact Capital. He was previously Head of Social Impact Investing at JBG SMITH, where he led the formation of the Impact Pool, an investment platform that was named the Best ESG Investment Fund: Real Estate by ESG Investing. Prior to joining JBG SMITH, AJ spent fifteen years in real estate development and investment, leading more than one billion dollars of double- and triple-bottom line urban infill real estate development, including projects that received ULI’s Jack Kemp Excellence in Affordable and Workforce Housing Award. Earlier in his career, AJ served as Chief of Staff to the Administrator of the U.S. General Services Administration (GSA). AJ serves on the Affordable Housing Advisory Council for Fannie Mae, the Executive Committee of Up For Growth Action, the Workforce Housing Committee for the National Multifamily Housing Council (NMHC), and the Affordable/Workforce Housing Product Council of the Urban Land Institute (ULI). AJ earned a B.A. with honors from the University of Alabama and an M.B.A. with distinction from Harvard Business School. Show Notes Company and Structure Leo Impact Capital Formation (00:05:45) AJ Jackson explains the formation of Leo Impact Capital and how it differentiates from the prior mission of the impact pool. For-Profit or Nonprofit? (00:07:20) AJ Jackson clarifies that Leo Impact Capital is a for-profit enterprise, emphasizing the need to move private capital at scale for impactful solutions. Background & Education Influences and Education (00:08:45) AJ Jackson discusses his upbringing, parental influences, and the value of education instilled in him. College and Career Choices (00:11:00) AJ Jackson talks about his decision to attend the University of Alabama, study economics and finance, and his early career choices. Capitol Hill and GSA Transition to Capitol Hill (00:15:45) AJ Jackson shares his transition to working on Capitol Hill, including his experiences working with John Kasich and his involvement in the budget committee. Exposure to Real Estate (00:20:30) AJ Jackson details his unexpected exposure to real estate while working at the General Services Administration and the complexity of the agency’s operations. Government Interactions and Complexity (00:22:50) AJ Jackson discusses his learning experiences regarding government interactions with the private sector, the structure of the GSA, and the complexity of its operations. The dedication of GSA career staff (00:24:15) AJ Jackson expresses surprise at the dedication and professionalism of GSA career staff, highlighting their commitment to public service. Politics in real estate projects (00:24:55) The discussion shifts to...

Bio Prior to his retirement at the end of 2021, Brad Olsen had been active in the area of international real estate investment for more than 40 years. During that time, he has represented investors, investment managers and developers from the U.S., Germany, The Netherlands, the U.K., Canada and Japan on transactions valued in excess of $10 billion. In 1995, he established Atlantic Partners, Ltd., an independent advisory firm, and he served as President of the company until his retirement. Before forming Atlantic Partners, Mr. Olsen was a principal of Richard Ellis, Inc., the US affiliate of a major international real estate advisory firm, and a shareholder of the international holding company. At Richard Ellis, he served as the director of the firm’s investment advisory group which advised domestic and international investors. Mr. Olsen was a founder and principal of The Lexington Company, a Chicago‐based independent real estate investment advisory and consulting firm. His responsibilities included acquisitions and dispositions, asset management and property finance. Richard Ellis acquired the company in 1989. From 1980 through 1983, Mr. Olsen served as senior vice president and regional manager of the Chicago office of Richard Ellis, Inc. He supervised real estate acquisitions, dispositions and management in the Midwest and was responsible for the firm’s business development efforts nationwide. Before joining Richard Ellis, Mr. Olsen was a practicing real estate lawyer. He served as general counsel of a real estate development and construction company and was in private practice. His assignments involved various aspects of real estate development, financing and property management. Mr. Olsen is a graduate of Princeton University and Harvard Law School. He was the author of numerous articles on international real estate investment and a frequent lecturer at leading universities and professional conferences, including Expo Real, the USA Conference in Frankfurt and the Global Property Market conference in Toronto. Mr. Olsen was a longtime member of the Association of Foreign Investors in Real Estate (“AFIRE”) and a member of the European Association for Investors in Non-Listed Real Estate Vehicles (“INREV”). Show Notes Associations and Trade Shows Introduction of Brad Olsen (00:02:30) John welcomes Brad Olsen, his mentor, for the final episode of their series. Building a Network (00:04:39) Brad shares insights on networking through associations, specifically AFIRE. History of AFIRE (00:05:58) Brad discusses the establishment of AFIRE and its significance for foreign investors. Membership Qualifying Criteria (00:09:02) Brad explains how individuals qualify for membership in AFIRE. Advice for Young Professionals (00:10:11) Brad advises young professionals to commit to an association for success. MIPIM Conference Overview (00:11:27) Brad describes MIPIM as a major European real estate conference. Evolution of MIPIM (00:12:54) Discussion on the growth and globalization...

Bio Prior to his retirement at the end of 2021, Brad Olsen had been active in the area of international real estate investment for more than 40 years. During that time, he has represented investors, investment managers and developers from the U.S., Germany, The Netherlands, the U.K., Canada and Japan on transactions valued in excess of $10 billion. In 1995, he established Atlantic Partners, Ltd., an independent advisory firm, and he served as President of the company until his retirement. Before forming Atlantic Partners, Mr. Olsen was a principal of Richard Ellis, Inc., the US affiliate of a major international real estate advisory firm, and a shareholder of the international holding company. At Richard Ellis, he served as the director of the firm’s investment advisory group which advised domestic and international investors. Mr. Olsen was a founder and principal of The Lexington Company, a Chicago‐based independent real estate investment advisory and consulting firm. His responsibilities included acquisitions and dispositions, asset management and property finance. Richard Ellis acquired the company in 1989. From 1980 through 1983, Mr. Olsen served as senior vice president and regional manager of the Chicago office of Richard Ellis, Inc. He supervised real estate acquisitions, dispositions and management in the Midwest and was responsible for the firm’s business development efforts nationwide. Before joining Richard Ellis, Mr. Olsen was a practicing real estate lawyer. He served as general counsel of a real estate development and construction company and was in private practice. His assignments involved various aspects of real estate development, financing and property management. Mr. Olsen is a graduate of Princeton University and Harvard Law School. He was the author of numerous articles on international real estate investment and a frequent lecturer at leading universities and professional conferences, including Expo Real, the USA Conference in Frankfurt and the Global Property Market conference in Toronto. Mr. Olsen was a longtime member of the Association of Foreign Investors in Real Estate (“AFIRE”) and a member of the European Association for Investors in Non-Listed Real Estate Vehicles (“INREV”). Show Notes Growth of Atlantic Partners (00:01:35) Brad Olson discusses the growth of his business, Atlantic Partners, and the types of clients he worked with. He elaborates on the initial challenges and milestones, including key partnerships and the expansion of services offered by Atlantic Partners. Establishing Atlantic Partners (00:03:07) Brad Olson shares the process of establishing Atlantic Partners, including the initial clients and business plan. He recounts the early days, the strategic decisions that shaped the company’s direction, and the importance of a solid business plan in attracting initial clients. Building an International Business (00:05:28) Brad Olson discusses his unconventional approach to building an international business and achieving work-life balance. He emphasizes the importance of cultural understanding and flexibility in managing a global client base while maintaining personal well-being. Attracting International Clients (00:08:01) Brad Olson talks about attracting international clients, specifically focusing on his interactions with Dutch and othe...

Bio Prior to his retirement at the end of 2021, Brad Olsen had been active in the area of international real estate investment for more than 40 years. During that time, he has represented investors, investment managers and developers from the U.S., Germany, The Netherlands, the U.K., Canada and Japan on transactions valued in excess of $10 billion. In 1995, he established Atlantic Partners, Ltd., an independent advisory firm, and he served as President of the company until his retirement. Before forming Atlantic Partners, Mr. Olsen was a principal of Richard Ellis, Inc., the US affiliate of a major international real estate advisory firm, and a shareholder of the international holding company. At Richard Ellis, he served as the director of the firm’s investment advisory group which advised domestic and international investors. Mr. Olsen was a founder and principal of The Lexington Company, a Chicago‐based independent real estate investment advisory and consulting firm. His responsibilities included acquisitions and dispositions, asset management and property finance. Richard Ellis acquired the company in 1989. From 1980 through 1983, Mr. Olsen served as senior vice president and regional manager of the Chicago office of Richard Ellis, Inc. He supervised real estate acquisitions, dispositions and management in the Midwest and was responsible for the firm’s business development efforts nationwide. Before joining Richard Ellis, Mr. Olsen was a practicing real estate lawyer. He served as general counsel of a real estate development and construction company and was in private practice. His assignments involved various aspects of real estate development, financing and property management. Mr. Olsen is a graduate of Princeton University and Harvard Law School. He was the author of numerous articles on international real estate investment and a frequent lecturer at leading universities and professional conferences, including Expo Real, the USA Conference in Frankfurt and the Global Property Market conference in Toronto. Mr. Olsen was a longtime member of the Association of Foreign Investors in Real Estate (“AFIRE”) and a member of the European Association for Investors in Non-Listed Real Estate Vehicles (“INREV”). Show Notes Quasi- Retirement Life Lessons from My Father (00:07:32) Brad discusses two life lessons from his father and their relevance to his current work and career: 1. Pebble making ripples and 2. Don’t burn bridges Retirement Announcement and Postponement (00:12:15) Brad explains the circumstances and reasons behind his retirement announcement and its subsequent postponement. Continued Involvement in Real Estate Advisory Work (00:14:10) Brad talks about his ongoing advisory work with two clients, Gordon Grubb and a German family office, in his retirement. Networking and Relationship Building (00:16:30) Brad emphasizes the importance of networking and building relationships in his career, including his current connections and advisory work. Client Relationships and Future Exits (00:18:15) Brad discusses the longevity and potential exit strategies for his relationships with his two clients and his approach to new client reques...

Bio Sean Caldwell is one of the founding partners of Mill Creek Residential and serves on the Investment Committee. He currently serves as an Executive Managing Director with overall responsibility for development in Mill Creek’s Northeast and Mid-Atlantic Regions, including Washington, D.C., Boston, the greater New York City metropolitan area, and North Carolina. Prior to this role, Mr. Caldwell served as Senior Managing Director, where he managed the company’s development activity for the Mid-Atlantic region. During his career, he has been involved in the entitlement, development and construction of over 10,000 multifamily homes. Prior to joining Mill Creek, Mr. Caldwell was a Managing Director for Trammell Crow Residential, where he was responsible for all phases of the development process for both rental and for-sale multifamily communities. Prior to joining Trammell Crow, Mr. Caldwell was a Senior Project Manager with the civil engineering firm of VIKA, Inc. In this role, his responsibilities included the design, coordination, management, and approval of multiple development projects throughout the Greater Washington Metropolitan Area. Projects varied from 500 home multifamily development communities to 200,000 sf commercial redevelopment projects. Mr. Caldwell received his Bachelor of Science Degree from George Mason University in Civil Engineering and his Master of Business Administration from the Darden School of Business at the University of Virginia. He is a member of the Northern Virginia Building Industry Association (NVBIA), the National Association of Homebuilders (NAHB), and the Urban Land Institute (ULI). He also has served in various capacities with the Northern Virginia Chapter of Habitat for Humanity. Show Notes Introduction (00:05:30) Sean Caldwell, a seasoned professional at Mill Creek Residential, shares insights into his role and daily responsibilities. He delves into the multifaceted aspects of his job, which range from strategic planning to hands-on management of various projects. Acquisitions and Development (00:06:20) Sean discusses Mill Creek Residential’s strategic approach to acquisitions and development. He highlights the company’s criteria for selecting properties and the processes they follow to enhance their portfolio. Personal Origin Story (00:08:10) Sean reflects on his upbringing in a family with a strong construction background. He shares anecdotes about his parents’ influence on his career path and how his family values have shaped his professional ethos. Marriage and Meeting Second Wife (00:09:30) Sean opens up about his personal life, recounting the story of his recent marriage and the serendipitous meeting with his second wife. He shares the journey of their relationship and how it has impacted his life. Early Education and Career (00:11:30) Sean recounts his formative years, discussing his high school and college experiences. He explains his initial interest in electrical engineering and the pivotal moment that led him to switch to civil engineering. Transition to Real Estate (00:16:20) Sean describes his career shift from civil engineering to real estate. He shar...

John Coe & Dave Bramble Bio P. David Bramble Managing Partner, Co-founder P. David (Dave) Bramble has been working in real estate investment for over 20 years. He dedicates his time to sourcing & capitalizing transactions and overseeing project underwriting and execution.  As a corporate and real estate attorney by training, David brings a deep knowledge of all aspects of the real estate cycle. Prior to MCB, David served as the director of commercial lending for a regionally based full-service lending firm –Madison Funding – which he co- founded in 2000. Prior to devoting all his time to commercial real estate investment, David practiced law in the transactions group of Steptoe & Johnson LLP where he provided corporate and real estate advisory services.  His practice focused on complex workouts, primarily in the real estate and financial products space. David serves as the Chairman of the Board of Lendistry, a fintech enabled CDFI focused on providing small business capital to underserved communities nationwide. He serves on the investment committee and board of the Robert W. Deutsch Foundation which invests in innovative people, projects, and ideas that improve the quality of life in Baltimore and beyond. He also serves on the boards of Johns Hopkins Bayview Hospital, Ronald McDonald House, UPENN Institute for Urban Research, The Abel Foundation, and Baltimore Tree Trust. David received his J.D. from the University of Pennsylvania, and A.B. from Princeton University. Show Notes Dave Bramble’s role at MCB Real Estate (00:05:20) Dave shares his primary roles at MCB, including finding new transactions and raising capital. Dave Bramble’s family and influences (00:06:15) Dave discusses his upbringing in Baltimore and the entrepreneurial influences of his immigrant parents from the West Indies. Dave Bramble’s education and experiences at Princeton (00:08:30) Dave talks about his experiences at Princeton University and his major in politics with a minor in Russian studies. Practiced law with Steptoe (00:14:30) Business and corporate law Dave Bramble’s entry into real estate (00:15:30) Bramble explains how he initially had a negative view of real estate but eventually ventured into the business during his time in law school. Experience during the financial crisis (00:16:45) Dave Bramble recounts the challenges and opportunities he faced during the financial crisis, including the sale of his mortgage business and the start of his real estate company. Dave Bramble’s partnership with Peter Pinkard (00:21:15) Dave discusses how he and Peter Pinkard started their company in 2007, just before the global financial crisis. Geographical Strategy (00:23:30) Discussion on the geographical diversity of retail properties and the strategy behind investing in multiple markets. Asset Management Challenges (00:25:00) Challenges and stra...

Henry Fonvielle/John Coe Bio As the President of Rappaport, Henry Fonvielle oversees the leasing strategy for third-party landlord and tenant representation services and all shopping centers within the company’s extensive portfolio.   Dedicated to reinvigorating, designing, and constructing top-tier mixed-use developments and shopping centers within the D.C. market, Henry utilizes over 35 years of experience in the retail industry to create well-organized and exceptional projects from conception to completion. With comprehensive knowledge in a wide array of retail types including urban, mixed-use, neighborhood, lifestyle, and power centers, Henry is recognized as a trusted retail advisor and an expert in the commercial real estate industry. His ability to form and cultivate close-knit partnerships within his team and among his clients enhanced Rappaport’s reputation as a well-respected and experienced firm committed to cultivating places. Under his leadership, the company’s leasing and brokerage portfolio soared from 35 to over 170 properties. Prior to joining Rappaport, Henry was Senior Vice President and Retail Department Head for the Vornado/Charles E. Smith Commercial Realty. Henry is Co-Founder of the Skyland Workforce Center Leadership Council, member of the Executive Leadership Team for the Alzheimer’s Association – Ride to End ALZ, Emeritus member of the Foundation Board and Ball Chair of Children’s National Hospital, member of the Bisnow Diversity Board, Board member for Tall Ship Providence Foundation, Board member and Gala Chair for Atlas Performing Arts Center, At-Large member of the Board of the USTA-Mid-Atlantic, ICSC member and former Mid Atlantic Event Chair. Henry formerly served as Vice-Chair for Washington Tennis and Education Foundation, as a Board member for Federal City Council, Washington DC Economic Partnership, and the Urban Land Institute CRC Green Council. Show Notes Henry Fonvielle’s Role at the Rappaport Company (00:05:20) Comparison of Henry Fonvielle’s role with Gary Rappaport’s at the Rappaport Company and their collaboration in managing the firm. Cultural Differences Between Firms (00:06:00) Comparison of Charles E Smith and Rappaport Company, discussing the differences in culture and learning experiences. Henry Fonvielle’s Origin Story (00:08:20) His upbringing in North Carolina, his family background, and the influence of his parents on his life. Henry Fonvielle’s College Experience (00:10:45) Henry Fonvielle‘s decision to attend Wake Forest and his life-changing experience with the Casa Artom program in Venice, Italy. Started at Ferris & Co. in Investments (00:13:45) Investment broker at Ferris and subsequently Legg Mason Transition to Real Estate (00:14:45) Henry’s transition from the securities industry to real estate and his early experiences at Charles E. Smith as a leasing agent. Revitalizing Retail Properties (00:16:15) Fonvielle’s...

Bio Charlie Hewlett, Managing Director, RCLCO Charlie has over 35 years of experience in real estate and has consulted on a broad spectrum of commercial and residential properties in most major metropolitan regions in the country. Before joining RCLCO, he was president of Lofty Builders, Inc., a real estate service company concentrating in renovation, rehabilitation, and management of investment real estate properties in the Boston metropolitan area. Charlie graduated from Brown University in Providence, Rhode Island. He has conducted training seminars on the methodology for metropolitan development trend analysis for regional branch offices of major national commercial developers. He is also a frequent speaker and ULI panelist-including the redevelopment of the Southeast Federal Center in Washington, D.C., and Atlantic City in Norfolk, Virginia. Charles has written articles published in the Corridor Real Estate Journal, Urban Land Digest, and publications of the National Multi Housing Council. Charlie is the author of Strategy for Real Estate Companies (Volume #3) which is a guide for real estate operating companies of all sizes to plan and build their enterprises. Show Notes Charlie’s current role at RCLCO (00:05:45) Charlie’s role as Managing Director and owner, and the company’s real estate economics and management consulting activities. The foundation of the “Strategy for Real Estate Companies” book (00:07:00) The book’s purpose, uniqueness, and its focus on strategic planning for real estate companies, considering the cyclicality of the business. Origins of the book and the thought process (00:09:10) The influence of Charlie’s mentor, Chris Leinberger, and the need for strategic planning specific to real estate companies. Charlie’s origin story (00:10:45) Charlie’s upbringing, family background, and early experiences in real estate and retail. Transition to RCLCO and its activities in the late 1980s (00:10:19) The establishment of RCLCO’s Washington office, the company’s focus on primary research, and its decision not to enter the data business. Charlie’s pivot to RCLCO and the real estate industry (00:14:15) The evolution of real estate as an investment class and the institutional market in the late 1980s. Impact of the 1990-1991 downturn on RCLCO and the industry (00:17:50) The severe downturn in real estate, challenges faced by RCLCO, and the need for companies to revisit their strategies. Developing the thought process for corporate advisory practice (00:21:45) The impact of past downturns on the need...

Bio John L. Ziegenhein is President and Chief Executive Officer of The Chevy Chase Land Company, overseeing the company’s new development and two-million square feet of commercial and residential properties. John has over 20 years of experience in real estate development and management, most recently as Chief Operating Officer at McCaffery, Inc.  He is a member of the International Council of Shopping Centers, Inc., Urban Land Institute, and National Multifamily Housing Council. John currently serves on the Land Company’s Executive Committee, and is active locally serving on the Board of the Arlington Food Assistance Center and Arlington Partnership for Affordable Housing. Show Notes Role at Chevy Chase Land Company (00:06:55) John Ziegenhein describes his role as president and CEO, focusing on the company’s strategy and day-to-day activities. Upbringing and Parental Influences (00:08:15) John Ziegenhein talks about his ordinary upbringing in Baltimore, the influence of his working-class family, and the values instilled by his parents. Turning Point in High School (00:14:45) Ziegenhein reflects on a pivotal moment in high school that led to a change in his mindset and ambition for the future. College Experience (00:15:00) Ziegenhein discusses his decision to attend college, the influence of a teacher, and his experience at Randolph-Macon College. Career Aspirations Post-College (00:19:30) Ziegenhein shares his initial career aspirations in law and his first job in credit card collections. Transition to Real Estate Career (00:24:30) Ziegenhein explains how he transitioned to a real estate career, pivoting from a finance-related role to working at RER Resources. Real Estate Recovery and CMBS Market (00:25:00) Discusses the formation of Real Estate Recovery during the RTC days and the infancy of the CMBS market. Underwriting C-Plus Properties (00:25:45) Describes the underwriting process for rundown properties in various markets and property types. Meeting with Property Owner (00:28:00) Recounts a memorable meeting with a property owner and the insights gained from the experience. Transition to ASB Capital (00:30:50) Explains the transition to ASB Capital and the shift from debt to equity investments in union markets. Union Investing and Challenges (00:35:30) Details the challenges and dynamics of investing in union markets, including the pressure to support union jobs. Pursuing an MBA (00:39:20) Discusses the decision to pursue an MBA and its benefits in enhancing financial knowledge and broadening business perspectives. Transition to The Bear Companies (00:41:55) Describes the decision to join a startup and ve...

Bio Cameron Pratt has in excess of 15 years of real estate investment and operating experience and has been with Foulger-Pratt since 2004. As Managing Partner and CEO, he establishes the company’s strategy and vision and oversees all operating and investing entities. Additionally, he is a member of the Board of Directors and the Investment Committee. Prior to joining Foulger-Pratt, Mr. Pratt worked in real estate development in California, as well as real estate investment banking and private equity in New York. He earned a Bachelor of Science in Civil Engineering from Brigham Young University and a Master of Business Administration from Harvard Business School. Mr. Pratt has been involved with the Young Presidents’ Organization, CF Foundation and Make-A-Wish Foundation Mid-Atlantic Chapter. Show Notes Cameron Pratt’s current role (00:05:20) Cameron discusses his role as CEO of Foulger Pratt and his tenure with the company. Challenges of a family business (00:07:30) Cameron talks about the dangers and benefits of family businesses and the importance of addressing family business issues. Cameron’s personal history (00:09:20) Cameron discusses his upbringing, education, and early career experiences, including his time at Brigham Young University and his work on Wall Street. Impact of education on strategic planning (00:11:15) Cameron explains how a class on managing the family business at Harvard Business School influenced his strategic approach and decision to join Foulger Pratt. Role of faith in the family business (00:13:45) Cameron discusses the influence of his Mormon faith on the family’s business dynamics and the importance of family values in business. Family constitution and decision-making (00:18:40) Cameron talks about the development of a family constitution and the importance of clear guidelines for decision-making in the family business. Soft skills from education (00:19:50) Cameron reflects on the impact of soft skills gained from his education, including the importance of confidence and collaboration in a competitive environment. Cameron Pratt’s Education and Soft Skills (00:20:15) Pratt discusses how his education at Harvard taught him valuable soft skills and the confidence to make impactful comments. Nepotism and Initial Role in the Firm (00:24:00) Pratt acknowledges nepotism in his hiring and describes his initial role in a small company, with a lack of structured titles. Diversification and Growth Strategy (00:28:10) Pratt explains the company’s focus on diversification by product type and geographical expansion within the DC metro area. Capitalization and Strategic Planning (00:29:45) Pratt discusses the strategic thinking behind the company’s growth, including the decision to avoid raising a fund and the importance of diversity in strategies, product types, mark...

Bio Jordan Goldstein, Co-CEO of Gensler and a member of the firm’s Board of Directors, is an award-winning architect who uses design to help clients unravel complex problems and craft relevant solutions that evolve their businesses and brands. Throughout his 25-plus-year career, Jordan has been involved in further defining the skyline of global cities with buildings like Beijing’s twin 725-foot CP Towers and providing design vision on projects that range in scale from China’s Duke Kunshan University campus to Marriott’s new global headquarters. His projects have won national and local awards from the American Institute of Architects, International Interior Design Association, and NAIOP, among others, and his work has been featured in publications, including Architect, Interior Design, Contract, Fortune, US News & World Report, Washington Business Journal, and The Washington Post. In addition to being recognized for his design skills, Jordan is honored for his leadership, and was recently included on the Washington Business Journal’s “Power 100” list and recognized as one of the top 25 innovators in Washington, D.C. He is a Fellow of the American Institute of Architects and the International Interior Design Association. An advocate of helping the next generation of architects prepare for tomorrow, Jordan has taught at the University of Pennsylvania, where he earned his Master in Architecture, and has been the Kea Professor at the University of Maryland, where he earned his Bachelor of Science in Architecture. Show Notes The position and role at Gensler (00:04:40) Jordan Goldstein explains his role as the Co-CEO of Gensler and the day-to-day operations, strategizing, and industry foresight. Global diversity and practice areas (00:05:20) Jordan discusses the diversity and scale of projects across 53 offices in 33 practice areas, including emerging practices like sports and health. Impact of societal changes on architecture (00:07:25) The conversation delves into the impact of societal changes on architecture, focusing on social impact, sustainability, and community projects. Influences of parents and childhood experiences (00:08:55) Jordan shares the influences of his parents, his early interest in design, and the pivotal role of his parents in nurturing his passion for architecture. Interdisciplinary nature of architecture (00:13:00) Jordan explains his choice of architecture over engineering, highlighting its interdisciplinary nature and the fusion of art, engineering, and cultural influences. Experience in Rome and Japan (00:14:20) Jordan recounts his transformative experiences in Rome and Japan, where he gained insights into the multidisciplinary aspects and cultural influences of architecture. Distinctive factors of Japanese architecture (00:16:30) The discussion focuses on the distinctive qualities of Japanese architecture, including its ephemeral nature, traditional joinery, and the juxtaposition with Western architecture.<...

Bio Grant Ehat, Managing Partner, Willard Retail Grant directs the acquisition, business development and anchor leasing activities at Willard Retail. With more than 28 years of experience in the commercial real estate industry, he is actively involved in the entitlement, design, and development processes for the company’s pipeline. Before founding Willard Retail, he co-managed the retail portfolio and led the acquisitions of JBGR Retail for 15 years. Grant’s development history includes more than one million square feet of ground-up retail development and over 1,000 residential units at some of the Washington area’s most notable projects such as North Bethesda Market and Market Square at Frederick in Maryland; 77 H Street in Washington, DC; and Woodland Park Crossing, Kings Crossing, and 1700 Duke Street in Virginia. He holds a B.B.A. from James Madison University, is a licensed real estate broker in Virginia, Maryland, D.C., and Pennsylvania and is an active member of ICSC and ULI. Additionally, Grant sits on the board of the Arlington Free Clinic. Show Notes Grant’s role at Willard Retail (00:04:50) Grant discusses his decision to start Willard Retail and his role in the company. Finding a capital partner for Willard Retail (00:06:40) Grant talks about finding a capital partner and the challenges they faced in the process. Grant’s and Magic’s roles at Willard Retail (00:07:30) Grant explains his role as the originator of deals and his capital relationships, while Mike Majestic’s (Magic’s) role involves quantitative skills and urban planning. Grant’s upbringing and parental influences (00:09:15) Grant shares about his upbringing, parental experiences, and influences from his mother and stepfather. Early career experiences (00:15:30) Grant discusses his early jobs in sales and his transition to selling land, including the challenges and successes he faced. Transition to retail leasing (00:23:00) Grant talks about his transition to retail leasing, his time with Weisberg, and his move to JBG as a retail leasing director. The early career and company growth (00:27:00) Grant discusses his early job offers and the growth potential he saw in JBG, leading to the company’s expansion and the merger with the Rosenfeld family assets. Impact of Hechinger bankruptcy (00:29:50) Grant explains how the Hechinger bankruptcy provided opportunities for anchor deals and the merging of family assets, leading to a significant shift in the company’s portfolio. Leasing and retail viability (00:31:30) The conversation delves into the multifaceted approach required for retail leasing, including understanding center merchandising, retailer viability, and negotiations. Evolution and challenges in retail (00:35:10) Grant discusses the challenges faced by retailers, including the difficulty for mom-and-pop stores and the ever-changing landscape of retail conc...

Bio Before founding Wainger Group in 2000, Liz held a senior communications positions with Morino Institute and Venture Philanthropy Partners, The National Trust for Historic Preservation and The American Institute of Architects. She was a reporter at The Washington Post on the Metro and Style desks. As a Certified Professional Facilitator, she is part of an elite group of professionals, highly educated and certified to be skilled at creating workshops and group processes that get to the heart of the matter, foster alignment, build consensus, and derive solutions to complex challenges. A prolific writer, she is the author of 2018 book, Prism of Value®: Connect, Convince and Influence When It Matters Most. She has blogged for Huffington Post and her work and has appeared in the Washington Post, Washington Business Journal, and numerous professional and digital publications. She currently serves on the boards of School for Ethics and Global Learning, Jubilee Housing, and the Steering Committee of the ULI DC’s Women’s Leadership Initiative. In 2015, she was named by the Washington Business Journal to the distinguished cadre of Women Who Mean Business in Washington, D.C. Show Notes Starting Wainger Group (00:04:35) Liz describes founding her communications consulting company and its evolution over the years. Early Career Journey (00:07:40) Liz discusses her childhood interest in communication and language, influenced by her parents’ love for books and learning. Interest in Interpretation (00:08:30) Liz recalls being inspired by an interpreter at a young age and her fascination with language and communication. Educational and Corporate Experience (00:14:00) Liz discusses her decision to work in a hospital, her experience at Mass General Hospital, and her transition to journalism. Difference Between Translation and Interpretation (00:17:15) Liz explains the difference between interpretation and translation, emphasizing her interest in bridging gaps of understanding. Transition to PR (00:24:30) Liz shares her transition from journalism to public relations, driven by her desire to help others tell their stories. Leaving Journalism (00:25:40) Liz reflects on her decision to leave journalism, citing the emotional challenges of reporting on sensitive topics. Interest in Architecture (00:26:30) Liz discusses her passion for architecture and her transition to working with the American Institute of Architects. Experience at AIA (00:27:20) Liz describes her role at the AIA, from writing newsletters to eventually leading the PR department. Like Buildings and Architecture (00:28:45) Liz discusses her early experiences in the PR department and interacting with architects. Understanding the Business of Architecture (00:30:45) <...

John Coe Rameez Munawar Colin Madden Kevin Dean John Coe Bio Founder of Coe Enterprises, a real estate financial advisory firm, and the Iconic Journey in CRE, John Coe pivoted his 45 year real estate career in 2015 from transaction-oriented investment, development and financing in several platforms to focusing on paying it forward to the next generation of real estate leaders through the nonprofit company, Iconic Journey in CRE, that encompasses the Icons of DC Area Real Estate podcast and the membership community of 70+ young real estate professionals. John began his career in 1979 with Prudential Insurance Company in lending and acquisitions in Southfield, MI; and then had short stints in 1980-81 with ABKO Properties in investment analysis in Wichita, KS; in 1981-82 with Homart Development in regional mall development, and from 1983-85 with Coldwell Banker Commercial Real Estate (now CBRE) in investment property brokerage in the Chicago, IL area In 1985, he moved to the Washington DC area joining the B.F Saul Company in mortgage banking and built a book of business predominantly interfacing between correspondent life insurance companies and owner/borrowers. In 1992 Legg Mason Real Estate Services (LMRES) acquired the mortgage banking division of the Saul Company. In 2003, Northmarq Capital acquired LMRES. In 2004, he joined Ackman Ziff Real Estate in mortgage brokerage leading the DC area office. In 2006 he joined Concord Eastridge leading the financing effort for that development company. From 2010 to 2015, he had short stints with Bald Eagle Partners, CGA Capital and Ceres Capital primarily in financial advisory roles until starting Coe Enterprises. In addition to professional roles, John was and is involved in many professional organizations including Urban Land Institute, ICSC, CCIM, the Appraisal institute and GWCAR. With ULI, he participates in the Advisory Board...