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,...

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.

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...

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

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

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...

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

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.

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...