The Crossman Conversation: CEO Edition

In this episode of The Crossman Conversation: CEO Edition, John Crossman sits down with Sal Tarsia, Managing Partner at Castle Green Finance, to discuss today’s complex real estate market and the role of CPACE financing in helping projects move forward. Sal shares insight on inflation, interest rates, construction costs, and how green energy financing can provide affordable capital for commercial real estate owners and developers. He also offers powerful advice for young professionals on relationships, confidence, enthusiasm, and the importance of asking great questions before trying to sell. This conversation is packed with real estate insight, leadership lessons, and practical career advice for the next generation of industry leaders.

John Crossman sits down with Mark Khuri, CEO and co-founder of SMK Capital Management, to discuss today’s commercial real estate market, why Mark believes this is one of the best entry points in years, and how investors can find opportunity in mispriced assets. He also gives powerful advice for young professionals on building a network, giving value first, and paying attention to the details that separate good from great.

Camilo Varela is Managing Partner and Co-Founder of Second Horizon Capital and former Managing Director at Equity International, specializing in impact-driven real estate transformation and global investment strategy.

John Crossman welcomes Dr. Josh Harris back to the Crossman Conversation CEO Edition for a timely discussion on the 2026 ICSC Conference, retail real estate trends, interest rates, consumer confidence, and the strength of today’s market. Harris shares why the industry feels positive despite economic uncertainty, why retail space remains in high demand, and how leaders can face fear while continuing to move forward.

Sam Ankin joins John Crossman to discuss retail real estate fundamentals, Southeast growth markets, AI’s impact, and career advice for young professionals.

Brad Hutensky, Founder & CEO of Hutensky Capital Partners and former ICSC Worldwide Chairman, joins John Crossman to discuss why retail real estate remains resilient, how constrained supply is shaping investment opportunities, and what young professionals must learn to succeed in the industry. Brad shares lessons on honesty, relationships, leasing fundamentals, time management, and navigating market disruptions from COVID to e-commerce transformation.

In this episode of Crossman Conversations CEO Edition, John Crossman interviews Tony D’Ambrosio, Vice President of Acquisitions & Dispositions at Big V Property Group. Tony shares insights from more than two decades in retail investment real estate, including how institutional partnerships are reshaping open-air shopping center strategy across the Sunbelt, Midwest, and Mountain States. He explains why today’s retail market is both competitive and opportunity-rich—and why success in commercial real estate requires patience, persistence, and subject-matter expertise. Tony also offers practical advice for young professionals: play the long game, keep learning, and take consistent “laps” that compound into long-term career momentum.

ICSC President & CEO Tom McGee joins John Crossman to discuss why retail real estate is stronger than ever, the myth of the “retail apocalypse,” and how physical stores power today’s omnichannel economy. Drawing on decades of leadership experience at Deloitte and ICSC, McGee shares insights on data-driven decision-making, navigating industry disruption, and what young professionals need to succeed in commercial real estate. Learn why occupancy rates remain high, demand continues to outpace supply, and how the “retail renaissance” is reshaping communities nationwide.

In this episode of Crossman Conversation: CEO Edition, John Crossman sits down with Brian Seidensticker, founder of Last Best Partners, to explore how today’s uncertainty in commercial real estate is creating new opportunities for investors and entrepreneurs. Brian explains why “chaos creates opportunity” in shifting markets. He shares how his firm partners with real estate operators who have strong ideas but need alternative capital solutions beyond traditional bank financing. He also discusses the key traits young professionals need to become effective founders and CEOs, including curiosity, mentorship, and a commitment to continuous learning. If you’re a real estate entrepreneur, investor, or emerging leader looking to grow beyond your current ceiling, this episode delivers practical insight on scaling ideas into impactful ventures.

In this episode, John Crossman and Dr. Joshua Harris explain why the ICSC Conference is the “center of the universe” for commercial real estate each year. They share strategies for students, young professionals, and executives to maximize networking, schedule high-value meetings, and move stalled deals forward. Crossman emphasizes the importance of setting clear conference goals and executing a follow-up plan after the event. Harris highlights how ICSC offers a rare chance to take the pulse of the entire real estate market in just two days. As they note, careers can start—or stall—based on how intentionally you show up at ICSC.

In this episode of Crossman Conversations CEO Edition, John Crossman interviews Najla Kayyem on how strategy, relationships, and communication are shaping success in today’s commercial real estate industry. Najla explains, “The market is really rewarding strategy,” highlighting the importance of disciplined positioning and stakeholder alignment. She also advises young professionals to “do what you’re good at and hire out what you suck at,” emphasizing strengths-based leadership. John adds, “Communication is not what you think you said. Communication is what is heard.” This episode delivers practical insight for emerging leaders aiming for the C-suite.

In this episode, John Crossman talks with Dr. Joshua Harris about the biggest shifts shaping commercial real estate in 2026. Dr. Harris explains why success today requires realistic expectations, flexible strategy, and disciplined capital planning, and why mixed-use development is gaining renewed credibility across markets. He also shares insights on migration to smaller towns, shifting investment assumptions, and how technology will reshape but not replace relationship-driven dealmaking. As Harris notes, “Acceptance of reality is the key to keep things moving,” while Crossman emphasizes the importance of adapting strategy as market cycles evolve. This conversation is essential listening for investors, developers, brokers, and leaders navigating today’s commercial real estate landscape.

In this episode of The Crossman Conversation, John Crossman talks with Matt Lavinder, founder of New Again Houses Franchising, about how affordability pressures and limited housing inventory have reshaped residential real estate markets nationwide. Lavinder explains why today’s investors must specialize, execute at a high level, and create measurable value through strategy, construction quality, and strong relationships rather than relying on passive income expectations. Drawing on experience scaling a 55+ location franchise system, he shares practical insights for operators working in both small towns and major metros. As Crossman puts it, “Real Estate is something you can make a ton of money at, but you have to be walking around in the dirt sometimes.”

In this CEO Edition of The Crossman Conversation, host John Crossman speaks with Tom Pedulla, Head of Real Estate Investments at Gordon Brothers, about commercial real estate investment strategy, leadership, and career growth in today’s evolving CRE market. With more than 35 years of experience managing debt and equity real estate investments across the United States and Canada, Tom shares insights on underwriting complex transactions, navigating market cycles, and building long-term success in commercial real estate and finance. “Tom brings a rare combination of deep technical expertise and real-world leadership experience,” says Crossman. “His perspective on navigating complex investments and building a long-term career in commercial real estate is invaluable for both seasoned professionals and those just getting started.” This episode is ideal for professionals interested in commercial real estate investing, real estate finance strategy, CRE leadership, and career development.

On this episode of The Crossman Conversation: CEO Edition, host John Crossman sits down with national real estate leader Scott Onufrey, Executive Vice President at Peaceable Street Capital. With more than 30 years of experience and over $1 billion in investments led, Scott shares expert insights into today’s commercial real estate landscape. From the continued strength of retail to the challenges facing office, Scott breaks down current market conditions and what they mean for investors, developers, and operators across the country. He also dives into the role of preferred equity and LP capital in today’s deals, offering a behind-the-scenes look at how projects are getting financed in a shifting market. Plus, Scott shares valuable advice for students and young professionals looking to break into the industry and build long-term success.

In this episode of The Crossman Conversation – CEO Edition, host John Crossman speaks with Joshua Harris about how students and young professionals can build successful careers in the real estate industry. Dr. Harris shares practical advice for those interested in commercial real estate careers, explaining the different paths students can take—from brokerage and development to research, investment strategy, and advisory roles. Drawing on his experience in both academia and the industry, he discusses how students can evaluate their strengths, choose the right specialization, and gain valuable experience while still in school. The conversation also explores the importance of mentorship, education, and understanding the broader commercial real estate market when building a long-term career. For students studying real estate, finance, business, or economics, this episode offers valuable insight into how to navigate the industry and find the career path that fits their goals. Whether you’re a college student exploring jobs in commercial real estate or a young professional looking to break into the industry, this episode provides guidance from one of the field’s leading voices.

in this episode of The Crossman Conversation CEO Edition, John Crossman welcomes Andy Hunt, Executive Director of the Vieth Institute for Real Estate Leadership at Marquette University and former institutional investor at Prologis. Andy shares leadership advice for emerging professionals, why collaboration wins, and why one principle remains true in every market cycle: Showing up is undefeated. A must-listen for anyone building a career in commercial real estate.

In this CEO Edition conversation, John interviews Christopher Conlon, Chief Executive Officer of WPG, to discuss the future of retail real estate, REIT strategy, and leadership in today’s market. With more than 30 years of experience — including leadership roles at Acadia Realty Trust and partnership at Ripco Real Estate Corporation — Chris shares practical insight on investing, industry relationships, and career growth in commercial real estate. He also reflects on his service with ICSC and his commitment to giving back through Pelotonia. A must-listen for anyone pursuing leadership in retail and commercial real estate.

In this CEO Edition of The Crossman Conversation, John Crossman interviews Greg Michaud, Head of Real Estate Finance at Voya and FSU College of Business Hall of Fame inductee. Greg breaks down the current commercial real estate market, capital markets conditions, interest rates, and what investors should expect in the next real estate cycle. He also shares leadership insights and career advice for young professionals entering real estate finance and commercial real estate.

On this CEO Edition of The Crossman Conversation, Chris Merriewether breaks down the growth of the industrial real estate market, shares perspectives from leading EQT Real Estate's Atlanta office, and talks about his desire to make a lasting impact in the communities he serves through his nonprofit.

Angela Healy shares how she’s reshaping the traditional idea of selling a home—challenging owners to consider alternatives like renting, short-term rentals, and long-term wealth strategies. In this CEO Edition episode, Angela also discusses her influence on developing the next generation of leaders and how forward-thinking decisions today can create lasting impact beyond a single transaction. BIO: Angela is a visionary leader and CEO with 30 years of experience in real estate investment, property management, franchise ownership and sales, business development and commercial banking. She is the co-owner of AvenueWest Managed Corporate Housing and AvenueWest Global, a franchise-based enterprise that combines corporate housing, property management, and real estate services. Under her leadership, AvenueWest has grown from a small real estate brokerage to a national, award-winning company and five-time honoree on the Inc. 5000 fastest growing companies list. With managed properties in 500+ cities, over $150M in residential real estate, and 18 franchise locations across the country, Angela's strategic vision and unwavering dedication to excellence continue to drive the company's growth and solidify its position as a leader in the corporate housing industry.

In this CEO Edition of The Crossman Conversation, John Crossman sits down with Collete English Dixon, Executive Director of the Marshall Bennett Institute of Real Estate at Roosevelt University. After a distinguished career leading national investment management, Collete is now focused on mentoring and developing the next generation of real estate leaders in one of America’s greatest cities. She shares insights on leadership, education, and building successful careers in commercial real estate.

On this CEO Edition John Crossman sits down with Dr. Josh Harris, Senior Vice President of CrossMarc Services, to discuss his new book on the concept of 30-minute cities. Dr. Harris shares his insights on urban planning, community design, and how thoughtful city layouts can improve quality of life, accessibility, and sustainability. His discussion offers a forward-thinking perspective for professionals, students, and anyone interested in the future of our cities.

In this CEO Edition of The Crossman Conversation, John Crossman speaks with Jared Harrell, Director of the Center for Real Estate at Texas Tech University, about how students can best prepare for a successful career in commercial real estate. Jared emphasizes taking advantage of available resources by joining college real estate clubs, participating in trade associations, attending industry events, securing internships, and building strong technical skills—especially Excel. His insights provide a clear roadmap for students looking to stand out early in their careers.

In this CEO Edition of The Crossman Conversation, John Crossman sits down with Brian Heafey, Partner at PCCP, for a thoughtful discussion on career development and leadership in commercial real estate. Brian shares valuable advice for students and young professionals, including the importance of deciding whether you want a job or a long-term career, why physical presence in the office still matters, and the need to truly understand your clients—not just your deals. He also emphasizes leading with confidence while remaining humble as your career grows.

John Crossman sits with David Murphy, Vice Chairman at CBRE, for a CEO conversation focused on the evolving industrial real estate landscape. The discussion covers the rise of small bay industrial, sustained demand for larger industrial spaces, and practical advice for young professionals looking to build meaningful careers through education and industry engagement.

In this episode on the CEO Edition of The Crossman Conversation, John Crossman speaks with Joe Brady, CEO of LRG and one of the most respected leaders in commercial real estate. Joe discusses the principles behind effective leadership, lessons from his book Workshop, and why intentional growth is essential for young professionals looking to stand out and advance in their careers.

On this episode of The Crossman Conversation: CEO Edition, host John Crossman sits down with George Fryer—one of the most influential retail real estate capital investors in the United States. With a career defined by longevity, remarkable deal volume, and industry-shaping insight, Fryer shares lessons learned, strategies for success, and the mindset that’s kept him at the top of his field for decades.

To celebrate the 100th episode of The Crossman Conversation: CEO Edition, John Crossman welcomes Gar Herring, President & CEO of The MGHerring Group. With over 30 years of experience and more than 25 million square feet of retail developed, Gar shares his perspective on “Evergreen” malls , those rare retail centers that continue to thrive and evolve as anchors of successful communities. Drawing from his leadership in developing regional shopping centers across the U.S. and Mexico, Gar discusses what makes these malls resilient, how mixed-use strategies are shaping the future, and why retail remains a cornerstone of vibrant urban life. This episode is a masterclass in retail longevity, leadership, and vision.

In this episode of The Crossman Conversation: CEO Edition, John Crossman speaks with Stephanie D’Amico about the evolution of retail over the last two centuries and the powerful lessons it holds for leaders today. Stephanie shares advice for young professionals on the importance of showing up early, being present, and truly listening. She also emphasizes the value of finding mentors outside your immediate industry, offering fresh perspectives and guidance that can shape a successful career.

Blaine Strickland, author of the best-selling books Thrive and Adapt, returns to The Crossman Conversation: CEO Edition to share insights from his upcoming release, Evolve. This new book, paired with a course workbook is designed to help brokers develop the skills needed to transition into becoming buyers. Blaine’s work goes beyond sales tactics; it’s about reshaping how brokers think and grow as leaders. We recommend his books to every broker in the U.S. for their practical wisdom and transformative impact.

John Crossman sits down with Brian Finnegan of Brixmor Property Group to discuss how real estate leaders can make a real difference in their communities. Brian shares how Brixmor, with over 360 shopping centers, stays deeply connected to local neighborhoods while championing mental health and community relevance. He also offers advice to students: stay curious, ask questions, and keep learning every day.

John Crossman welcomes Lisa McNatt, Director of Market Analytics for CoStar Group in Orlando. With decades of experience in research and investment sales, Lisa provides data-driven insights into Central Florida’s retail real estate market. She highlights the power of analytics, the importance of relationships, and how understanding market trends shapes long-term success in commercial real estate.

In this CEO Edition of The Crossman Conversation, John Crossman sits down with Jeré Matheny, Vice President of Brokerage Services at First Capital Property Group, to discuss what it takes for Class A and B office buildings to stay competitive in today’s market. They explore how building owners must rethink the workplace experience, from the parking lot to the desk, to inspire teams to come in and do their best work. It’s not just about design; it’s about creating an environment that motivates and supports productivity. And it’s a hard conversation to have, because it’s tied to financials and feelings. To bring people back, the office must deliver a top-tier experience that’s worth the commute.

This week on The Crossman Conversation CEO Edition, host John Crossman welcomes Dr. Joshua Harris, Senior Vice President at CrossMarc Services and Executive Director of the Fordham Real Estate Institute, for a timely recap of the 2025 ICSC conference held in Orlando, Florida. As a leading real estate economist and strategist, Dr. Harris shares key insights from the event, offering expert analysis on the future of retail and commercial real estate. With over 20 years of experience and a Ph.D. in Finance, Harris brings a powerful blend of academic rigor and industry expertise to this Florida-focused episode.

On this episode of The Crossman Conversation: CEO Edition, host John Crossman sits down with David Harvey, President of Fairbourne Properties, for an in-depth discussion on leadership, strategy, and the evolving landscape of commercial real estate. With over 30 years of experience and a track record of acquiring and redeveloping more than 20 million square feet of retail and office space valued at $2 billion, Harvey brings unmatched expertise in strategic acquisitions, asset repositioning, and investor relations. He shares insights into creating long-term value, building partnerships with institutional investors, and leading in a competitive market. Listeners will also hear about Harvey’s career journey, his involvement with industry organizations like the Urban Land Institute and the International Council of Shopping Centers, and his perspective on the future of real estate investment. Tune in for a candid and thoughtful conversation with one of the most respected leaders in the industry.

In this insightful episode of The Crossman Conversation: CEO Edition, host John Crossman sits down with David Bramble, a seasoned real estate executive, to explore the mindset and discipline required to thrive in the industry. David shares his philosophy on the importance of having command of the facts in every deal, and how meticulous preparation and strategic thinking are key drivers of success. Whether you're exploring a career in real estate or leading at the highest level, this conversation offers valuable lessons on leadership, integrity, and the art of deal-making.

In this episode of The Crossman Conversation: CEO Edition, architect and CEO Malcolm Jones shares his unique perspective on the real estate market, shaped by his design background. He also discusses his nonprofit work to promote careers in architecture and design within the Black community. A true visionary, Malcolm blends entrepreneurship, creativity, and purpose to inspire lasting impact.

In this CEO Edition of The Crossman Conversation, John Crossman is joined by Russ Cammack of RB Marks Construction—an expert in construction and a true leader in relationship-building. As an active force in NAIOP and CFCAR, Russ plays a key role in organizing events that drive business growth across the industry. From leading projects like the CrossMarc office build-out to mentoring others in the field, Russ shares insights on leadership, collaboration, and what it takes to build lasting success.

John Crossman welcomes Brad Peterson, Vice Chair at Colliers and a nationally recognized retail investment sales leader. In his career, Brad has closed over in transactions. In today's podcast, Brad brings wisdom and insights to anyone interested in this field, stemming from a track record that is simply unmatched.

In this episode of The Crossman Conversation: CEO Edition, John Crossman sits down with Rick Baldocchi, a leader at AVCON and one of the country’s go-to experts in airport design and infrastructure. Rick shares the fascinating story of how Orlando International Airport grew from a modest regional terminal to a major international hub — and how that transformation helped shape his three-decade career as an engineer. From expanding airports across the nation to navigating complex logistics, safety protocols, and public infrastructure challenges, Rick dives deep into what it really takes to build an airport — not just runways and terminals, but collaboration with government officials, community stakeholders, and cross-functional teams. He also shares impactful advice for young professionals: be curious, ask questions, and never stop learning. Whether you're interested in engineering, leadership, or just love a good behind-the-scenes story about how your airport works, this is an episode you don’t want to miss.

In this episode of The Crossman Conversation: CEO Edition, John Crossman is joined by Dr. Josh Harris—real estate economist, educator, and thought leader—for a wide-ranging discussion on today’s hottest real estate trends and how parents can best support their children through the challenges of college life. Dr. Harris offers expert commentary on the current state of the market, investment strategies to watch, and his personal perspective on parenting with purpose during the college years. Whether you're a real estate professional or a parent navigating the college journey, this episode delivers insight, encouragement, and practical advice.

In this episode of The Crossman Conversation: CEO Edition, John Crossman sits down with Dr. Greg Smersh, Professor of Real Estate at the University of South Florida. Dr. Smersh shares his expert perspective on the current state of the real estate market, emerging trends, and what aspiring professionals should be watching. He also offers practical, actionable advice for college students on how to stand out and build lasting careers in the real estate industry.

On this episode of The Crossman Conversation: CEO Edition, John sits down with Ashish Gupta—serial entrepreneur, former Apple exec, and founder of ScaleUpExec. Ashish shares proven strategies to help real estate leaders scale their businesses, boost team performance, and lead with clarity. Tune in for practical, growth-driven advice from a leader who’s transformed 20+ companies.

In this episode, John Crossman sits down with Barney McAuley to discuss the evolving landscape of commercial real estate. Together, they explore the future of malls, how developers and investors are adapting to shifting consumer behaviors, and what leadership looks like in the post-DEI era. From strategic planning to inclusive innovation, this conversation dives into the complexities facing retail estate professionals today.

In this episode of The Crossman Conversation: CEO Edition, John Crossman sits down with Dwight Stephenson of Blue Vista to discuss the current state of the national real estate market and Blue Vista's role in providing capital solutions. From market trends to investment strategies, Dwight shares insights on how capital providers are adapting to industry shifts and what investors should consider in today's economic landscape. Tune in for a deep dive into the financial side of real estate and expert perspectives on navigating the market successfully.

When should you consider selling your business? John Crossman visits with Rob Levin to discuss the most important decision a small business can make.

In this episode of The Crossman Conversation: CEO Edition, John Crossman sits down with Jonathan Wolf to discuss the critical issue of affordable housing and its impact on Central Florida. They explore the challenges, opportunities, and solutions shaping the region's housing landscape and what it means for communities and businesses alike. Don't miss this insightful conversation with one of the industry's leading voices.

Geno Jarquin discusses the commercial real estate of the largest retirement community in the US and his personal journey of success and learning.

Grad school can be a transformative step for business professionals and students alike. Dr. Joshua Harris, Executive Director of the Fordham Real Estate Institute, dives into how an advanced degree can sharpen leadership skills, build influential networks, and provide a competitive edge in today's business world. Whether you're advancing your career or preparing to enter the industry, this episode is packed with insights to help you make the most of your next big move.