Miami Dealmakers

David Martin on Building Terra and Shaping the Miami Skyline

In this episode of Miami Dealmakers, Omar Morales sits down with David Martin, CEO of Terra, to discuss building one of South Florida's most influential real estate development firms. David shares the story behind his Cuban-American roots, his entrepreneurial path from a college coffee shop to launching Terra at 23, and how mentors, capital partners, and hard-won lessons shaped his approach to development. They break down Terra's strategy of going deep in a handful of neighborhoods rather than expanding geographically, along with David's philosophy on design-driven development, community impact, and why parks and green space are core to every project. This episode is packed with lessons on entrepreneurship, placemaking, and building a legacy in South Florida real estate. ==================== AI-Powered Construction Project Management Software: ⁠⁠⁠https://www.buildpass.ai/us⁠⁠⁠ [https://www.buildpass.ai/us] ==================== * 0:00 - Intro * 1:56 - From Selling a Coffee Shop to Starting Terra at 23 years old * 6:23 - Early Projects and Learning Development From Scratch * 9:52 - Surviving Multiple Downturns * 15:46 - Building Relationships, Trust & the “Working CEO” Mentality * 22:14 - Walkability, Wellness & Building Neighborhoods That Last * 29:42 - Behind the Coconut Grove Transformation * 36:42 - Parks, Public Space & the Five Park Vision * 44:53 - Family and Legacy * 50:24 - How Quantum Helped Transform Downtown Miami * 55:31 - Why Terra Only Develops in South Florida * 57:35 - Jungle Island, Key Biscayne & Terra’s Biggest Bets * 1:09:12 - Favorite Markets and Closing Advice

Christina Pappas | President of Florida's Largest Independent Brokerage on Building a 100-Year Legacy

In this episode of Miami Dealmakers, Omar Morales sits down with Christina Pappas, President of The Keyes Company, to discuss leading one of Florida’s largest independent residential brokerages. Christina shares the story behind her family’s 100-year-old business, her path from hospitality back to Miami real estate, and how she worked her way from agent to leadership. They break down the advantages of staying independent in a consolidating industry, along with practical insights on building a real estate business—from habits and consistency to lead generation and mindset. This episode is packed with lessons on leadership, longevity, and succeeding in South Florida real estate. ==================== AI-Powered Construction Project Management Software: ⁠⁠https://www.buildpass.ai/us⁠⁠ [https://www.buildpass.ai/us] ==================== * 0:00 - Intro * 1:51 - Inside a 100-Year Real Estate Family Business * 10:51 - Finding Her Own Path Before Joining the Business * 15:39 - Navigating a Family Business * 24:33 - Starting as an Agent + Transitioning Into Leadership * 31:33 - Traits of Top Producers * 40:28 - Understanding Client Acquisition in Real Estate * 49:11 - The Mental Game of Sales & Discipline * 57:18 - How AI is Changing Real Estate * 1:05:27 - South Florida Market Trends Explained * 1:16:30 - Understanding Buyer Behavior Today * 1:31:12 - Hot Retail Markets in Florida + Building a Business That Lasts ===================== Follow us on social media * ⁠⁠⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.instagram.com/miami.dealmakers/] * ⁠⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/company/miami-dealmakers] * ⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.instagram.com/omarmora1es/] * ⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/omarmorales-cre/] * ⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠⁠ [https://www.youtube.com/@OmarMora1es] * ⁠⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok⁠ [https://www.tiktok.com/@omarmora1es]

⁠Scott Sherman | The Contrarian Investor Who Won Big on Retail & Office

In this episode of Miami Dealmakers, Omar Morales sits down with Scott Sherman, Founder & Principal of Torose Equities, to break down his path from South Florida native to one of the most active retail and office investors in the market. Scott shares his journey from Ernst & Young to Thor Equities, the decision to leave a seven-figure role to start his own firm, and how he built a platform focused on finding value where others don’t. The conversation covers his contrarian approach to investing, including major deals like Wynwood’s Cube and Level 6 in Coconut Grove. A sharp conversation on market cycles, risk-taking, and spotting opportunities before the crowd. ==================== AI-Powered Construction Project Management Software: ⁠https://www.buildpass.ai/us⁠ [https://www.buildpass.ai/us] ==================== * 0:00 - Intro * 1:50 – Accounting Major & Early Career in New York * 10:28 – Institutional Deal Experience at Thor Equities * 14:38 – The Decision to Go Out on His Own * 20:35 – Retail Playbook * 25:20 – The First Deal: St. Pete & Buying Ground Retail Strategy * 31:40 – The Cube Office Deal During Covid * 37:46 – Raising Capital for Torose Equity * 39:37 – Coconut Grove Record-Breaking Office Exit * 58:51 – Hot Retail Markets in Florida & Closing Thoughts =================== Follow us on social media * ⁠⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠⁠ [https://www.instagram.com/miami.dealmakers/] * ⁠⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/company/miami-dealmakers] * ⁠⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠⁠ [https://www.instagram.com/omarmora1es/] * ⁠⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/omarmorales-cre/] * ⁠⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠⁠ [https://www.youtube.com/@OmarMora1es] * ⁠⁠⁠⁠⁠⁠⁠Omar Morales TikTok [https://www.tiktok.com/@omarmora1es]

EXCLUSIVE: Edgardo DeFortuna | Inside the Mind of a Miami Development Legend

In this episode of Miami Dealmakers, Omar Morales sits down with Edgardo Defortuna, founder and CEO of Fortune International Group and one of the key figures behind the evolution of Miami’s luxury condominium market. Edgardo shares his journey from immigrating to Miami from Argentina in the early 1980s to building a brokerage and development platform that has helped shape the city’s skyline. He discusses identifying early international demand, launching landmark projects like the Jade Residences, navigating market cycles including the financial crisis, and the leadership mindset required to build and sustain a real estate business across decades. This conversation offers valuable insights for brokers, developers, investors, and anyone looking to understand how vision, persistence, and market awareness can create long-term success in one of the most competitive real estate markets in the world. ==================== Henry.AI: Join the waitlist: https://www.henry.ai/join-waitlist [https://www.henry.ai/join-waitlist] and tell them Omar Morales - Miami Dealmakers sent you. ==================== AI-Powered Construction Project Management Software: https://www.buildpass.ai/us [https://www.buildpass.ai/us] ==================== * 0:00 — Intro * 3:20  — From Argentina to Miami * 6:59 — Identifying a gap in the foreign market * 12:29 — Growing His Brokerage Business * 20:07 — Brokerage to Development * 30:44 — The First Big Project: The Grand View * 39:21 — Notable Projects and Brickell’s Boom * 48:48 — Navigating the 2008 Financial Crisis * 1:00:06 — Expanding into Property Management, Vaster Capital, and Growie * 1:13:36 — Miami Post-Covid * 1:17:48 — Key Biscayne Project * 1:25:13 — Favorite Markets and Closing Advice =================== Follow us on social media * ⁠⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠⁠ [https://www.instagram.com/miami.dealmakers/] * ⁠⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/company/miami-dealmakers] * ⁠⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠⁠ [https://www.instagram.com/omarmora1es/] * ⁠⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/omarmorales-cre/] * ⁠⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠⁠ [https://www.youtube.com/@OmarMora1es] * ⁠⁠⁠⁠⁠⁠Omar Morales TikTok [https://www.tiktok.com/@omarmora1es]

Tere Blanca | The Woman Leading Miami's Office Market

Tere Blanca is the Founder, Chairman, and CEO of Blanca Commercial Real Estate, Florida’s leading independent commercial real estate advisory firm. Founded in 2009, the firm has grown to more than 50 professionals across three Southeast Florida offices and has sustained approximately 30% market share of Miami’s Class A and B office lease transactions since 2016.In this episode, Tere shares her decision to launch the firm during the 2008 financial crisis, her experience leasing and advising on over 17 million square feet of office space, and her perspective on branding office, building teams, and Miami’s evolution as a global business hub. ===================== * 0:00 Intro * 2:16 Tere’s Background & Early Career * 8:51 Moving Back to Miami & Joining Coldwell Banker and Codina * 16:01 Joining Cushman & Wakefield to Lead the South Florida Region * 21:51 Dealing with Tragedy & Starting Blanca Commercial Real Estate * 27:06 Leasing the First Project: 1450 Brickell * 31:34 Building the Blanca CRE Team & Early Scaling * 46:58 Big Wins and Growth into Different Markets * 50:26 COVID Hits: Team Response and Survival Strategy * 56:16 Blackstone Enters the Market and Scaling After the Boom * 59:01 The Future of Office: Wellness, Mixed-Use, and Experiences * 1:05:43 Mamdani Effect, New York Migration, and Miami Outlook * 1:08:22 Advice for Women in CRE and Closing Thoughts ===================== Follow us on social media * ⁠⁠⁠⁠⁠MDM Instagram⁠⁠⁠⁠⁠ [https://www.instagram.com/miami.dealmakers/] * ⁠⁠⁠⁠⁠MDM LinkedIn⁠⁠⁠⁠⁠ [https://www.linkedin.com/company/miami-dealmakers] * ⁠⁠⁠⁠⁠Omar Morales Instagram⁠⁠⁠⁠⁠ [https://www.instagram.com/omarmora1es/] * ⁠⁠⁠⁠⁠Omar Morales LinkedIn⁠⁠⁠⁠⁠ [https://www.linkedin.com/in/omarmorales-cre/] * ⁠⁠⁠⁠⁠Omar Morales YouTube⁠⁠⁠⁠⁠ [https://www.youtube.com/@OmarMora1es] * ⁠⁠⁠⁠⁠Omar Morales TikTok [https://www.tiktok.com/@omarmora1es]