Between Two Chairs - Demystifying Commercial Real Estate

Hosted by Fernando Arencibia, Jr. and Jennifer Wollmann

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174

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Aug 2026

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About the show

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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August 20, 202627 min

Miami Commercial Real Estate Market Update: Q2 2026 Trends

In this episode of Between Two Chairs, Fernando Arencibia Jr. and Jennifer Wollmann break down the Q2 2026 South Florida commercial real estate market and what it means for Miami commercial real estate brokers, investors, landlords, tenants, and developers. Using the latest South Florida commercial market data, they discuss why sales volume may be down while fundamentals remain strong, where institutional capital is moving, and why Miami-Dade, Broward, and Palm Beach continue to stand out nationally. The conversation covers the continued flight to quality across office, industrial, retail, and multifamily; the rise of Broward County as a stronger commercial real estate connector; the impact of new construction pipelines; and the opportunities emerging in Class B and Class C office buildings, small industrial lots, and value-add commercial assets throughout Southeast Florida. Key Topics Covered · Q2 2026 South Florida commercial real estate sales trends · Why South Florida commercial sales declined while market fundamentals stayed strong · Miami office market performance · Industrial real estate rent moderation · Retail real estate strength · Multifamily construction, rent pressure, absorption, and long-term demand · Broward County’s acceleration as a commercial real estate investment market · Flight to quality and investor demand for well-located commercial assets · Opportunities in Class B and Class C office conversions and improvements · · What brokers and investors should monitor in Q3 and Q4 2026 Miami Association of Realtors Commercial Report Miami Commercial Office Report

August 13, 202649 min

How Can Commercial Realtors Build Community Through Social Media?

In this episode of Between Two Chairs , hosts Fernando Arencibia and Jennifer Wollmann explore how authentic storytelling, hyperlocal content, and community-building can transform a real estate brand. Joined by Miami realtor Lynley Ciorobea , the conversation moves from career reinvention and social media consistency to the deeper business value of relationships, collaboration, and showing up with purpose. Lynley Ciorobea is the founder of Lynley Residential Group at Real Broker LLC, specializing in seller representation in Coral Gables, South Miami, Pinecrest, Palmetto Bay, and Coconut Grove. Through practical examples like “Car Confessions,” Coffee and Convos, and viral neighborhood updates, the episode reveals why local expertise is built through repetition, generosity, and trust—not just listings and sales stats. This discussion reinforces a core market truth: the strongest real estate professionals are not only transaction advisors, but community connectors. Investors, brokers, and business owners interested in Miami and South East Florida commercial real estate will hear why consistent visibility, authentic content, and collaborative networks create long-term authority in a competitive market. 3. Key Takeaways · Hyperlocal marketing builds trust faster than generic real estate content because it speaks directly to the neighborhoods and communities people care about. · Community building is a long-term business strategy: relationships with agents, local leaders, clients, and business owners compound over time. · Social media consistency matters more than perfection; repeated visibility creates recognition, credibility, and inbound opportunities. · Miami market storytelling works best when complex real estate updates are made simple, visual, and shareable. Commercial real estate authority grows when brokers show local fluency, collaborate across networks, and contribute value before asking for business. Connect with Lynley Ciorobea! LinkedIn → https://www.linkedin.com/in/lcrealestate/ Instagram → https://www.instagram.com/lynleyresidential/ Website → https://lynleyresidential.com/ YouTube → https://www.youtube.com/channel/UCAv81z_uM3tPwgPq_t8Z0FA/featured

August 6, 202622 min

Relationship Building in Commercial Real Estate: The CRE Organizations Every Broker Should Know

Real estate is a relationship business—and in commercial real estate, relationships can be the difference between seeing a deal after everyone else and hearing about a market shift before it becomes public knowledge. In this episode of Between Two Chairs: Demystifying Commercial Real Estate , Fernando Arencibia Jr. and Jennifer Wollmann kick off August’s relationship-building theme by exploring the professional communities, associations, and local networks that help commercial real estate brokers, investors, lenders, appraisers, developers, property managers, attorneys, designers, and service providers build trust, share market intelligence, and serve clients better. They discuss why commercial real estate networking is especially important in markets like South Florida, where information on lease terms, off-market opportunities, neighborhood trends, asset-class shifts, and transaction history often moves through trusted broker-to-broker conversations rather than public platforms. The conversation highlights national and international commercial real estate organizations—including the National Association of Realtors , CCIM Institute , SIOR , ICSC , ULI , CREW Network , IREM , and the Realtors Land Institute —along with South Florida resources such as Miami Realtors Commercial and CIASF , the Commercial & Industrial Association of South Florida. In This Episode Learn: · Why relationship building is essential in commercial real estate brokerage · How professional communities help new brokers understand local markets faster · Why broker-to-broker relationships matter for lease comps, sale comps, off-market opportunities, and neighborhood insight · The value of commercial real estate associations such as CCIM, SIOR, ICSC, ULI, CREW, IREM, RLI, Miami Realtors Commercial, and CIASF · How networking events, market tours, lunch-and-learns, deal-making sessions, and local chapters create real business value · Why giving information, making introductions, and being a resource matters as much as asking for help · How South Florida’s commercial real estate ecosystem supports brokers, investors, lenders, appraisers, inspectors, developers, and service providers

July 30, 202653 min

How Commercial Real Estate Brokers Help Retail Businesses Expand | Tenant Representation, Site Selection & Franchise Growth with Lindsey Barden

What separates an average commercial real estate broker from one who becomes an indispensable advisor? In this episode of Between Two Chairs: Demystifying Commercial Real Estate , hosts Jennifer Wollmann and Fernando Arencibia Jr. sit down with Lindsey Barden , Principal Broker and Co-Founder of Dark Horse CRE, to discuss one of the most specialized areas of commercial real estate brokerage: retail tenant representation . Whether you're a commercial real estate broker in Miami, South Florida, or anywhere in the country, you'll discover how successful tenant representatives help businesses expand, identify profitable retail locations, analyze demographics beyond simple data reports, and become trusted long-term advisors instead of transaction facilitators. Lindsey shares how she built a successful retail brokerage by specializing in franchise expansion, site selection, and helping multi-unit operators strategically grow across new markets. Rather than relying solely on demographic reports, she explains why understanding traffic flow, customer behavior, local market knowledge, and future development patterns often matter more than population statistics alone. In this episode you'll learn: How commercial real estate brokers create long-term value through tenant representation Why retail tenant representation differs from landlord representation How franchise brands select new markets What makes an ideal retail location Why local market expertise often beats demographic reports The importance of traffic patterns, curb cuts, visibility, and accessibility How commercial real estate professionals develop lasting client relationships Strategies for choosing a profitable niche in commercial real estate How retail brokers use ICSC and Retail Live to build national relationships Why authenticity on social media can become a powerful business development strategy What do figure skating, time management, horseback riding, and co-tenancy have to do with commercial real estate Who to work with if you are looking for retail space in Knoxville or East Tennessee (Lindsey, of course). Jennifer and Fernando also explore the importance of specialization in commercial real estate, how retail brokers evaluate communities beyond traditional market reports, and why becoming part of your client's growth strategy leads to stronger long-term relationships and repeat business. Quote of the episode: "Ride through the messy." Lindsey Barden

July 23, 202635 min

What's A Buy Box and How to Build One Before You Buy Commercial Real Estate

In this episode of Between Two Chairs: Demystifying Commercial Real Estate, we break down one of the most important steps for any real estate investor: defining your “buy box.” Instead of chasing anything that looks like a “good deal,” we explain how investors can create a clear investment framework based on goals, asset class, location, price range, property quality, management expectations, and desired returns. The conversation explores why a buy box helps investors move from vague interest to focused decision-making. We discuss how an investor’s “why,” risk tolerance, available time, market knowledge, and personal experience should shape the types of properties they pursue. Topics Covered · How to define a commercial real estate buy box · The difference between chasing deals and following an investment philosophy · How asset class affects management intensity and risk · Why location analysis goes beyond liking a market · The role of demographics, zoning, and economic drivers · How to evaluate price beyond the purchase number · Why flexibility matters in real estate investing · How operational experience can create value · Lessons from Airbnb, multifamily, industrial, self-storage, hotels, land, and retail · How brokers can help investors clarify what they actually want to buy Successful investing starts before the search begins. By defining a buy box, investors can narrow their focus, learn their market, evaluate opportunities more objectively, and act with confidence when the right deal appears. The best buy box is not just about numbers; it should also reflect lifestyle goals, management capacity, risk tolerance, and the investor’s own strengths. Whether someone is buying a long-term rental, a short-term rental, an industrial box, a self-storage facility, or a small hotel, the key is to know how the property makes money, what could go wrong, what alternatives exist, and how the investor’s own experience can improve performance. If you are interested in investing in real estate and want help defining your buy box, reach out to Fernando and Jennifer to talk through the questions they use when evaluating their own investment criteria.

July 16, 20261 hr 1 min

Tax Strategies and Retirement Planning for Real Estate Agents: Interview with Chris Sierra CPA

A good friend of ours called one day and said, "You have to do a podcast episode on how to retire from real estate so agents and brokers don't have to work until their 90's -- unless they are able and want to." Gus Fonte an industrial broker and investor that we interviewed, knows the value of investing in what he knows and will be able to retire whenever he wants. We decided to interview Chris Sierra, CPA, to have him highlight the main steps to take at different stages of your real estate career. To set yourself up for a successful retirement as a real estate agenthere are some of his basic tips: structure your business properly, organize your finances, and invest consistently for the long term. To find out exactly how to do each of those steps, and what other ones to take at different stages of your career, pull up a chair and join us!

July 9, 202622 min

Office-to-Residential Conversions and Adaptive Reuse in South Florida

From office space to living space, the conversation over converting unused office space has been a topic of conversation since COVID. In this episode, we look at office to residential conversions in South Florida via two distinct projects: The Hazel in Doral and The Hyve at Dadeland . The conversation highlights how highest and best use, land size, zoning changes, construction costs, floor plate challenges, parking, walkability, transit access, and surrounding amenities all influence whether an office building is preserved, converted, or torn down. Overall, the episode frames these projects as major bets on South Florida’s evolving real estate market, especially as developers look for ways to turn aging office properties into housing while better connecting them to the communities around them.

July 2, 202643 min

When Should You Do A Phase I or II Environmental Assessment? Interview with Nicholas Moran

As part of a commercial real estate sale, you will most likely do a Phase I and maybe even a Phase II Environmental Assessment. In this episode, Nicholas Moran of Moran Rocks goes through the steps required to protect the buyer from environmental issues that may arise or already be present due to previous owner or tenant activities. Before you put in a offer, make sure the due diligence period will allow for the turnaround time for these important inspections. What is a reliance letter? How long does it take to complete a Phase II? What should you look for when walking a site? This discussion with Nicholas and his experience as a previous regulator, geologist and environmental consultant, provides our listeners with unique insights from both sides of the regulatory aisle.

June 25, 202629 min

What Does The Current Economy Mean For The Miami Commercial Real Estate Market?

The beginning of the year predictions that interest rates would drop, has not happened and the current inflation rate actually indicates that there will probably be a rate increase before the year end. The war with Iran and the mid-term elections all add continued uncertainty in the market. That being said, retail vacancies are still low, shopping centers are in high demand with investors, Class A office space in many Miami markets is being absorbed, and immigration to Florida, while slower than it was, is still a positive. There is pressure on industrial and multi-family rental rates, but there investors are still bullish on the area, building housing under the Live Local Act or converting office to residential. In summary, Miami fundamentals are strong and capital is still flowing into CRE.

June 18, 202656 min

How To Invest in Self Storage - An Interview With Lauren Rothlisberger

What do a military family, the Women's Investment Summit , and self storage have in common? Lauren Rothlisberger of Everett & Harvey and Serious Storage . In this episode Lauren shares her investment journey from residential rental properties into self storage and the nuances of being a General Partner. Her path hasn't been easy, because let's be real, real estate deals aren't easy, but it has been extremely well thought out. From the conscious tie to family with the business name to the details of scaling a business while living overseas, Lauren's background as a military wife plays a strong role in her investing and operating strategies. Three of the many takeaways include: 1) Assessing real risk vs perceived risk and backwards plan for worst case scenario 2) Always look at the repositioning options further down the road and 3) How to overcome the challenge of obtaining commercial financing when you are new to commercial real estate investing. Whether you are a current or aspiring real estate investor, this episode will provide you with insights into the self storage niche. Thank you for pulling up a chair!