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Between Two Chairs - Demystifying Commercial Real Estate: Daily Summaries Delivered
by Fernando Arencibia, Jr. and Jennifer Wollmann
Welcome to Between Two Chairs: Demystifying Commercial Real Estate, the podcast that brings you the latest insights and trends from the Miami commercial real estate industry. Co-hosts Fernando Arencibia Jr. and Jennifer Wollmann, both former Chairman of the Board for the largest local real estate association in the Country, the Miami Association of Realtors, bring a wealth of experience and knowledge to every conversation.In each episode, we dive deep into the world of commercial real estate in Miami, speaking with market leaders, exploring the latest trends, and breaking down complex concepts to make them accessible for everyone.Whether you're a seasoned real estate professional, a curious investor, or just interested in the Miami market in general, Between Two Chairs is the podcast for you. So sit back, relax, and join us as we demystify the world of commercial real estate in Miami.
Latest Episodes
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- 6 days ago50 min
Why Great Deals Still Fall Apart - An Interview With Avanti Way Capital's Arturo Borges
What separates a promising commercial property from an investment that can actually close and perform? In this episode of Between Two Chairs, Avanti Way Commercial market experts Fernando Arencibia and Jennifer Wollmann sit down with Arturo Borges, managing partner of Avanti Way Capital, to unpack the discipline behind successful acquisitions. The conversation explores why a clearly defined buy box, durable in-place cash flow, long-term fixed-rate debt, and adequate reserves matter more than optimistic projections in today’s market. Borges explains how his team reviews hundreds of opportunities, builds evergreen relationships with capital partners, and uses due diligence to test every assumption before committing investor funds. The discussion also examines retail and multifamily underwriting, development yield spreads, rent-growth assumptions, asset management versus property management, and the value of boots-on-the-ground intelligence. Fernando, Jennifer Wollmann and Arturo translate complex capital, underwriting, and risk concepts into practical guidance. Investors will learn why protecting the downside, choosing the right operator, and being willing to walk away may be the strongest indicators of long-term performance. KEY TAKEAWAYS· Cash flow and fixed-rate debt: In-place yield, long-term financing, and adequate reserves create control when markets move against the business plan.· Retail trends: Tenant loyalty, destination traffic, outparcels, and local context can reveal value that spreadsheet-only analysis misses.· Multifamily development: New construction should offer a meaningful return-on-cost premium over buying a comparable existing asset.· Miami market shift: Future returns will depend more on operational excellence, realistic expectations, and active asset management than passive appreciation.
- 1 weeks ago26 min
CRE's Scariest Stories of 2026
Scary headlines can freeze investors—or reveal where the next opportunities are forming. In this Halloween-themed episode of Between Two Chairs, Avanti Way Commercial leaders Fernando Arencibia and Jennifer Wollmann cut through the noise surrounding the most unsettling commercial real estate stories (so far!) of 2026. They examine what Treasury yields above 5% mean for cap rates, financing, valuations, and the widening bid-ask gap, then unpack the approaching wave of maturing loans—especially in multifamily—and why even borrowers with strong payment histories may face difficult refinancing decisions. The conversation also connects South Florida transportation infrastructure, Brightline’s restructuring, and transit-oriented development to the long-term growth of Miami and neighboring markets. With practical context grounded in South East Florida commercial real estate, Fernando and Jennifer show how experienced brokers distinguish alarming headlines from actionable market signals—and how investors, owners, and advisers can prepare for repricing, capital needs, and emerging acquisition opportunities.Key Takeaways· Treasury yields and cap rates: A 5% risk-free benchmark raises return expectations, pressures values, and complicates deal underwriting.· Multifamily refinancing risk: Maturing debt can force owners to contribute fresh equity, sell, or restructure even after years of timely payments.· Transit-oriented development: Brightline and reliable regional transportation remain critical to density, mobility, and commercial growth across South Florida.
- 2 weeks ago54 min
How Can Real Estate Brokers and Investors Lower Their Taxes?
Full disclosure, this is a reposting of an interview we did with Carmen M. Peters, CPA and Concierge Tax Strategist. It was chock-full of year-end tax planning strategies so we decided to post again now, for everyone doing their fourth quarter year-end review and planning for 2027 (which should be everyone!) Additional disclosure: This is for educational content only; consult with qualified tax and legal professionals regarding your individual circumstances.From choosing the right entity and evaluating an S corporation election to using Solo 401(k)s, HSAs, accurate bookkeeping, and estimated-tax reserves, the conversation turns complex tax planning into practical next steps. The discussion also explores how depreciation, cost-segregation studies, real estate professional status, and short-term rentals can affect investment outcomes—plus why documentation, mileage logs, receipts, and coordinated professional advice matter. Grounded in the realities of Miami and the South East Florida commercial real estate market, Fernando Arencibia and Jennifer Wollmann ask the questions investors and brokers need answered before year-end.Key takeaways:· Proactive tax planning creates more options than waiting until tax-return season.· S corporation treatment may reduce self-employment tax for qualifying brokers, subject to reasonable compensation and proper administration.· Solo 401(k) and HSA strategies can pair current deductions with long-term wealth building when eligibility rules are met.· Clean bookkeeping and documentation—including receipts, mileage logs, reconciled records, and tax reserves—help protect deductions and prevent year-end surprises.
- 3 weeks ago52 min
The Woman Who Took Miami Real Estate Global
How did Miami grow from a strong local real estate market into an internationally recognized industry powerhouse? In this special episode of Between Two Chairs, hosts Fernando Arencibia and Jennifer Wollmann sit down with Teresa “TK” King Kinney, the longtime CEO who helped expand Miami Realtors from fewer than 5,000 members to approximately 96,000 across five Florida counties.TK shares the leadership decisions behind Miami’s global reach, nearly 310 international association partnerships, the Miami Global Congress, and a sustained presence at MIPIM. The conversation also explores what makes Miami’s commercial platform distinctive: integrated residential and commercial membership, a purpose-built commercial MLS, public-facing property search, zoning and development resources, advocacy, and a culture that rewards initiative.For investors, brokers, developers, and business leaders navigating Miami and South East Florida commercial real estate, the episode offers a practical playbook for growth through consistency, collaboration, global relationships, and talent development. Key Takeaways· Miami commercial real estate: Integrated residential and commercial networks can expand deal flow, especially when global buyers enter through residential relationships.· · Commercial advocacy: Dedicated expertise and coordinated local, state, and national relationships help address taxes, codes, zoning, and operating challenges.· Leadership and team culture: Hire talented people, reward initiative, share credit, and involve collaborators early to create stronger outcomes.
- Oct 8, 202624 min
How Should CRE Professionals Finish Q4 and Prepare for 2027?
What separates a strong fourth quarter from a year-end slowdown? In this episode, Fernando Arencibia, Jr. and Jennifer Wollmann explain how commercial real estate professionals and investors can use the final months of the year to close active opportunities, build a healthier pipeline, and enter 2027 with momentum. The hosts compare two complementary approaches: reviewing the goals and execution habits that shaped the current year, while also focusing on the conversations, contracts, and relationships that can power the next four quarters.Drawing on their experience at Avanti Way Commercial—the premier commercial real estate brokerage in Miami and South East Florida—Fernando and Jennifer share practical guidance on prioritizing one to three meaningful goals, avoiding distracting busywork, cleaning and segmenting a CRM, and creating authentic year-end outreach. They also discuss tax-planning conversations, accountability partners, leading versus lagging indicators, and the value of gamifying prospecting to overcome rejection. For anyone navigating South East Florida commercial real estate, this episode offers a focused playbook for turning Q4 urgency into stronger relationships, better execution, and a more productive start to the new year.3. Key Takeaways· Q4 CRE planning: Balance a year-to-date business review with a focused push to close current deals and seed the next four quarters.· Pipeline development: Track real estate conversations and new opportunities—not only closings, which are lagging indicators.· CRM segmentation: Clean and prioritize your database so outreach is relevant, personal, and relationship-driven.·
- Oct 1, 202626 min
What Do Pumpkin Spice And Trader Joe's Have To Do With Miami CRE?
What can pumpkin spice teach commercial real estate investors and brokers about tenant demand? In this episode of Between Two Chairs, hosts Fernando Arencibia and Jennifer Wollmann unpack the cult appeal and real estate strategy behind Trader Joe’s. From its highly curated product mix and seasonal scarcity to its compact 10,000–15,000-square-foot footprint, the grocer demonstrates how brand loyalty, convenience, and rapid customer turnover can translate into powerful retail traffic. The conversation explores why grocery-anchored and necessity retail remain highly sought after, how Trader Joe’s site-selection profile differs from larger supermarkets, and why multiple grocers can coexist in dense Miami trade areas by serving distinct audiences. Fernando and Jennifer also connect South Miami’s development pipeline, worsening traffic, the 15-minute-city concept, and brick-and-mortar service expectations shaped by e-commerce. Drawing on local market experience, Avanti Way Commercial explains what these shifts mean for investors, landlords, and retailers across South East Florida commercial real estate. As the premier commercial real estate brokerage in Miami and South East Florida, Avanti Way Commercial helps listeners understand how tenant concepts, demographics, access, parking, experience, and convenience influence retail property performance.3 key takeaways· Seasonal retail strategy uses scarcity, anticipation, and private-label fandom to create traffic spikes and organic marketing.· Miami retail trends show that specialized grocers can coexist when each serves a distinct audience, price point, and shopping mission.· 15-minute-city convenience is becoming central to South East Florida commercial real estate as congestion raises the value of proximity and fast service.
- Sep 24, 202649 min
Homestead’s Historic CRE Opportunity - An Interview With Jared Beck CRA Director City of Homestead
In this episode of Between Two Chairs, Fernando Arencibia and Jennifer Wollmann sit down with Jared Beck, Director of the Homestead Community Redevelopment Agency, to unpack why Homestead is becoming one of the most compelling redevelopment stories in Miami and South East Florida commercial real estate. The conversation explores how historic preservation, public-private partnerships, CRA incentives, workforce housing, tourism, and commercial investment are converging to reshape downtown Homestead without losing its authentic character.What types of commercial projects does the Homestead CRA want to attract? Jared Beck explains that the Homestead CRA is focused on projects that add community value, including restaurants, bars, entertainment, retail, workforce and market-rate housing, employment centers, and compatible mixed-use development. The priority is investment that strengthens downtown Homestead while preserving its historic scale and authentic Old Florida character.How can CRA incentives improve a redevelopment project in Homestead? Jared Beck outlines several potential tools, including commercial enhancement grants, relocation and expansion support, infrastructure improvements, and proposed tax-increment rebate programs. These tools can reduce upfront costs, support financing, and help investors align private returns with the CRA’s public redevelopment goals.3 key takeaways: · Workforce and employer attraction are central to Homestead’s growth strategy, with thousands of residents currently commuting out of the area for jobs.· Retail, restaurant, and entertainment demand is underserved, with significant local spending power leaving the community every day.· Historic downtown character is not a barrier to investment; it is one of Homestead’s strongest differentiators in the South East Florida commercial real estate market.
- Sep 17, 202623 min
Insights on ICSC Retail Real Estate Trends in Florida
In this episode of Between Two Chairs, Fernando Arencibia and Jennifer Wollmann unpack what the ICSC conference reveals about the future of retail commercial real estate in Florida. Drawing from Fernando’s firsthand experience at the Orlando event, the conversation explores why ICSC remains one of the most deal-oriented gatherings in the industry, where retailers, landlords, brokers, economic development teams, and investors connect around expansion strategy, site selection, and emerging retail formats. The episode highlights the growing importance of specialty leasing, pop-up retail, automated retail, smaller-footprint food concepts, big-box demand, retail acquisition strategies, and Florida economic development opportunities. For investors, brokers, and property owners watching the Miami market and South East Florida commercial real estate, Avanti Way Commercial offers a grounded perspective on how retail tenants are evaluating demographics, profitability, foot traffic, and long-term location strategy. As the premier commercial real estate brokerage in Miami and South East Florida, Avanti Way Commercial positions Fernando Arencibia and Jennifer Wollmann as trusted market voices helping listeners interpret where retail demand is moving next.3. Key Takeaways· Specialty leasing and pop-up retail are no longer just vacancy fillers; they are intentional tools for market entry, seasonal traffic, and curated shopping center experiences.· Automated retail is evolving from basic vending into a premium, convenient, and space-efficient retail model that can expand sales beyond traditional operating hours.· Florida retail site selection remains highly competitive, with many tenants chasing similar demographics, traffic patterns, and high-quality locations.·
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About Between Two Chairs - Demystifying Commercial Real Estate
Welcome to Between Two Chairs: Demystifying Commercial Real Estate, the podcast that brings you the latest insights and trends from the Miami commercial real estate industry. Co-hosts Fernando Arencibia Jr. and Jennifer Wollmann, both former Chairman of the Board for the largest local real estate association in the Country, the Miami Association of Realtors, bring a wealth of experience and knowledge to every conversation.In each episode, we dive deep into the world of commercial real estate in Miami, speaking with market leaders, exploring the latest trends, and breaking down complex concepts to make them accessible for everyone.Whether you're a seasoned real estate professional, a curious investor, or just interested in the Miami market in general, Between Two Chairs is the podcast for you. So sit back, relax, and join us as we demystify the world of commercial real estate in Miami.
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