Start your property search with RIPCO: https://www.ripcony.com/property-listings/?broker=Brian%20Whelan%2C%20Mitchel%20Flaherty

What does it take to become a master negotiator in real estate—and how do you bounce back when the deals don’t go your way?

Larry Haber, Managing Partner at AGMB and Founder of Leasing REality, joins us to share a career’s worth of negotiation wisdom, career pivots, and real estate war stories.

From owning and managing over 4.5 million sq. ft. to reinventing himself after the Great Recession, Larry has seen—and negotiated—it all. Blending music, mindset, and Manhattan real estate, he breaks down what it really takes to win in the deal room.

In this episode, we cover:

• Larry’s “White Flag” theory of negotiation (and why it works)
• Why transparency is your most underrated negotiation tactic
• How to reinvent yourself when the market knocks you down
• The art of educational marketing and getting clients without pitching
• Real stories behind NYC’s biggest lease deals (and what went wrong)
• Why being relentlessly reasonable is your ultimate edge in real estate
  
  

Whether you’re a broker, investor, developer, or deal junkie, this episode is packed with negotiation strategies and lessons you won’t find in any textbook.

Want to sharpen your negotiation game and stand out in the real estate world? Hit play now and subscribe for more!

Connect with us on LinkedIn

Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/

Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/

(00:00) Intro

(01:16) Larry's Book Launch: Enabling Moments & Negotiator's Playlist

(02:30) A Day in the Life of Larry Haber

(06:50) The Origin of Larry’s Negotiation Style

(11:58) How Larry Got Into Real Estate & The Newark Fallout

(14:00) Reinventing Himself After the Crash

(17:37) The 270 Lafayette Deal: Over-Negotiating Gone Wrong

(22:53) The Harsh Reality of Being a Developer Today

(26:08) Why Larry Started Leasing REality Videos

(29:28) The Power of Educational Marketing in Real Estate

(34:22) The Importance of Continuous Learning

(38:20) Why Work Ethic Beats Everything in Real Estate

(42:23) Why Mitch is Betting Big on The Bronx

(47:01) Competing With Yourself, Not Others

Get the step-by-step guide to valuing NYC properties like a pro:  https://the-broker-brunch-1.kit.com/0d56dfd4be

How do the most disciplined real estate investors navigate market uncertainty and build long-term wealth?

Elliot Horowitz, Founder and Managing Member of H Equities, joins us to share his no-nonsense approach to real estate investing, risk management, and deal-making.

With over $700 million in real estate transactions under his belt, Elliot has mastered the art of strategic investing, conservative underwriting, and long-term portfolio growth.

In this episode, we cover:

• How Elliot built a real estate investment firm from scratch
• The #1 mistake real estate investors make (and how to avoid it)
• Why patience and discipline are the keys to successful investing
• How to evaluate deals like a pro and avoid bad investments
• The biggest misconceptions about raising capital for real estate
• Where smart investors are putting their money in 2025

Whether you're a seasoned investor, a first-time buyer, or someone looking to scale your real estate portfolio, this episode is packed with practical insights to help you make smarter investment decisions.

Want to learn how to invest like the pros? Hit play now!

Connect with us on LinkedIn

Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/

Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/

(00:00) Introduction – Meet Elliot Horowitz  

(01:20) Elliot Horowitz’s Real Estate Investing Strategy

(04:15) From Wall Street to Real Estate

(07:30) The Hardest Part of Starting a Real Estate Business at 48  

(10:50) The #1 Mistake Real Estate Investors Keep Making  

(14:20) Why Discipline & Patience Matter in Real Estate Investing  

(18:10) Elliot’s Criteria for Investing  

(22:45) How to Build Investor Trust  

(27:10) The Power of Relationships in Real Estate 

(31:05) Managing Risk in Investments  

(35:40) Why the Current Lending Market is a Huge Opportunity  

(40:15) The Future of Real Estate Investing

(45:50) Lessons Learned From Deals That Went Wrong  

(50:20) How to Become a Better Investor

Get the step-by-step guide to valuing NYC properties like a pro:  https://the-broker-brunch-1.kit.com/0d56dfd4be

This Broker Sold Over $1.4 Billion in NYC Real Estate 

How do top brokers close billion-dollar deals in one of the world’s most competitive real estate markets?

Marco Lala, Co-Managing Director of Investment Sales at RM Friedland, joins us today on the Broker Brunch podcast to break down his $1.4 billion success in commercial real estate.

With over 400 properties sold across The Bronx, Manhattan, and Westchester, Marco has mastered the art of negotiation, deal-making, and investment strategy.

In this episode, we cover:

• How Marco Lala built a billion-dollar real estate career
• The key strategies behind closing high-value real estate deals
• The biggest mistakes sellers make when listing properties
• How brokers can develop a competitive edge in today’s market
• The power of discipline vs. passion in real estate success
• Why understanding market psychology is crucial for winning deals

Whether you’re an investor, broker, or someone looking to scale in real estate, this episode is packed with actionable insights to help you navigate today’s market.

Want to learn how top brokers dominate NYC real estate? Hit play now!

Connect with us on LinkedIn

Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/

Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/

(00:00) Preview and Intro

(01:24) Discipline or. Passion: What Drives Success?

(03:48) Applying Martial Arts Principles to Real Estate

(15:02) Marco Lala’s Journey in Real Estate

(18:17) The Immigrant Mindset & Building Wealth

(22:11) Crash Course in Property Management

(28:21) Breaking Into Commercial Brokerage

(31:26) Building Connections & Understanding Owners

(36:08)Boiler Room” Training & Tapes

(42:43) Overcoming Objections & the “Sell Me This Pen” Strategy

(45:20) The Broker–Attorney Tandem

(49:50) The Deadly Mistakes Guide

(55:45) Pricing, Timing, and Execution in Real Estate Sales

(01:00:07) Cap Rate vs. “Crop Rate”: Explaining Returns to Clients

(01:04:44) Rent Stabilization, 485-X & Affordable Housing

(01:11:59) Predictions for 2025

Get the step-by-step guide to valuing NYC properties like a pro:  https://the-broker-brunch-1.kit.com/0d56dfd4be

What’s really stopping NYC from solving its affordable housing crisis—and what can be done about it?

In this episode of The Broker Brunch, we sit down with David Schwartz, co-founder of Slate Property Group, one of the most forward-thinking real estate firms tackling the city’s housing challenges head-on.

With a portfolio spanning billions in investments and groundbreaking projects like hotel-to-housing conversions, David shares his no-nonsense take on why the system is failing and how developers, investors, and policymakers can actually fix it.

We get into David’s journey from investment banking to leading one of NYC’s most active development firms, why affordable housing isn’t just a necessity but an opportunity, and how the right partnerships can turn complex deals into scalable solutions. From zoning red tape to financing roadblocks, he pulls back the curtain on what it really takes to build housing in one of the most competitive markets in the world.

David also shares his outlook on where the biggest opportunities in real estate are right now, what cities can learn from NYC’s struggles, and why solving the housing crisis requires thinking like an entrepreneur, not a bureaucrat.

Don’t forget to like, subscribe, and hit the bell for more in-depth conversations with real estate’s top minds!

Our Socials:

Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/

Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/

(00:00) NYC’s Affordable Housing Crisis

(02:15) Why NYC’s Housing Market Is So Broken

(06:30) The Role of Zoning Laws in Housing Supply

(10:45) The Impact of 421A and Other Tax Incentives

(15:20) Why Developers Struggle to Build Affordable Housing

(18:35) The ‘City of Yes’ Initiative – What It Means for NYC

(22:50) The Hotel-to-Housing Conversion Strategy

(28:10) How to Speed Up Affordable Housing Development

(32:45) The Real Costs of Building in NYC

(37:20) The Role of Public-Private Partnerships in Housing

(42:00) What Policymakers Can Do to Fix the Crisis

(46:30) Future Trends in Affordable Housing

(51:00) How to Make NYC More Livable

How to Turn Boring Businesses Into Million-Dollar Cash Machines?

What does it take to spot overlooked opportunities and turn them into thriving, high-cash-flow assets?

In this episode of the Broker Brunch podcast, we sit down with David Shorenstein, Principal at Hildreth Real Estate Advisors and a seasoned investor with a knack for transforming “boring” businesses into lucrative ventures.

With a portfolio spanning car washes, marinas, laundromats, and mixed-use real estate, David shares his tried-and-true strategies for identifying hidden gems and scaling them to success—even in challenging markets.

We dive into David’s journey from broker to investor, his ability to pivot during market downturns, and the importance of building partnerships that drive operational success. From leveraging syndication to navigating rising interest rates, David pulls back the curtain on the real-world challenges and rewards of being a creative, forward-thinking investor.

Key topics include:
- Why “boring” businesses are often the most profitable.
- The art of spotting value-add opportunities in competitive markets.
- David’s secret to closing 12 deals a year.
- How to syndicate your first deal and build trust with investors.
- The personal mindset required to thrive in high-pressure industries.

David also shares his insights on adapting to market shifts, dealing with adversity, and the role of resilience in scaling a multi-million-dollar portfolio.

If you’re curious about how to turn ordinary opportunities into extraordinary wealth, this episode is packed with actionable advice and inspiration.

Don’t forget to like, subscribe, and hit the bell for more deep dives with industry leaders like David Shorenstein!


Connect with David: https://www.linkedin.com/in/davidshorenstein/

Our Socials:
Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/
Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/


(00:00) Introduction to David Shorenstein  
(01:14) Building relationships in business  
(06:09) Turning overlooked businesses into cash-flow machines  
(10:39) Adapting to market challenges and finding opportunities  
(15:20) Building resilience and thriving in tough markets  
(18:42) Key lessons from scaling a $100M portfolio  
(27:52) Advice for first-time investors and syndicators  
(32:34) What’s next for Hildreth Real Estate Advisors  

What does it take to tackle NYC’s affordable housing crisis—and why does the system feel so broken?  

In this episode of the Broker Brunch podcast, we sit down with Peter Fine, one of New York City's most influential real estate developers and Chief Executive Officer at Atlantic Development Group. 

With a portfolio of over 7,000 apartments and decades of experience in affordable housing, Peter shares his unfiltered perspective on what’s wrong with NYC’s housing policies and how the city can do better.  

We explore Peter’s journey from growing up in public housing to becoming a real estate titan, and his unwavering commitment to creating homes for working-class and underserved communities. From the challenges of zoning and bureaucracy to the rising complexities of mixing special-needs housing with affordable units, Peter sheds light on the real issues shaping NYC’s housing landscape.  

Key topics include:  

• The evolution (and failures) of affordable housing in New York.  
• Why zoning laws and government policies often backfire.  
• Peter’s innovative vision for the Bronx and beyond.  
• The personal side of real estate: estate planning, family impact, and legacy.  
• Lessons learned from a career rooted in social work and community impact.  

Peter also shares his thoughts on the future of real estate in NYC, the role of market-driven solutions, and his exciting new ventures in Miami. 

Don’t forget to like, subscribe, and hit the bell for more in-depth conversations with real estate’s industry leaders!


Our Socials:
Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/
Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/

(00:00) Introducing to Peter Fine  
(00:34) NYC’s Affordable Housing Challenges  
(03:40) Why Peter Fine Avoids Social Media  
(05:06) From Public Housing to Real Estate Titan  
(08:31) Affordable Housing Policies  
(12:07) Addressing NYC’s Homelessness Crisis 
(19:06) The New York City American Dream 
(21:59) The Bronx vs. Brooklyn: Real Estate Opportunities  
(27:19) The Importance of Estate and Trust Planning  
(33:07) Challenges with NYC’s Current Affordable Housing System  
(37:44) Exploring New Opportunities in Miami Real Estate  
(45:48) Solutions for NYC Housing  
(48:24) Future Developments and Policy Changes 

How do you build a successful construction business in New York City?

Patrick McGowan, founder of McGowan Builders, joins us today on the Broker Brunch podcast to share his journey of growing a construction empire in one of the toughest markets in the world.

With over 20 years of experience and a portfolio that includes iconic projects like the Dream Hotel and the Citibank Miami Center, Patrick has seen it all—from the challenges of bidding and project management to navigating the complexities of NYC’s construction landscape.

In this episode, we dive into the secrets behind McGowan Builders' success, including the importance of relationships, sticking to your principles, and the power of honesty in business. Patrick also talks about the evolving construction industry, the role of technology like BIM, and the impact of current material shortages.

Plus, Patrick shares how McGowan Builders has expanded to Florida, built iconic
structures, and given back through the Solace House charity.

Tune in to learn from one of the leading figures in NYC construction and get invaluable insights on growing a business from the ground up!

Drop a like and subscribe for more expert insights!


Connect with Patrick: https://www.linkedin.com/in/patrick-mcgowan-8431b211/

Our Socials:
Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/
Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/


(00:00) Introduction to Patrick McGowan and McGowan Builders  
(00:43) What is a General Contractor?  
(02:19)Construction Pricing Trends  
(05:38) Starting McGowan Builders
(07:32) Building Relationships and Securing the First Big Project  
(11:34) Tackling Projects Like the Dream Hotel  
(13:14) Revitalizing Historic Buildings: West Elm in Dumbo  
(15:18) Why You Should Never Bet Against New York  
(17:03) Office-to-Residential Conversions and Charter Schools  
(21:11) Changes in Construction Over 45 Years  
(24:09) Technology’s Role in Modern Construction  
(28:16) General Contractors vs. Construction Managers  
(32:58) Expanding to Miami: Challenges and Opportunities  
(36:29) Mental Health and Solace House Charity
(41:02) Balancing Stress and Work-Life Harmony  

Is Office Real Estate Still Worth Investing In? 

Christopher Okada, prolific deal maker, entrepreneur, and CEO of Okada & Company, a full-service commercial real estate brokerage and investment company in New York City, joins us on the Broker Brunch podcast to uncover the future of office spaces and share his strategies for thriving in a challenging market. 

With over 121 office leases signed this year and two decades of experience in NYC’s real estate market, Chris knows what it takes to navigate volatility and turn challenges into opportunities.  

In this episode, we explore the shifting dynamics of office spaces post-pandemic, the rise of entrepreneurial tenants, and the incredible potential hidden within today’s market chaos. 

Chris dives into topics like:  

• The truth about the "death of office spaces" narrative  
• How hyperlocal expertise creates a competitive edge  
• Why storytelling is the secret weapon for marketing properties  
• Where the biggest opportunities in real estate lie right now  

Chris also shares his insights on navigating economic cycles, identifying undervalued properties, and why the current market presents a once-in-a-lifetime chance for savvy investors. 

Don’t miss this deep dive into the world of commercial real estate—subscribe for more expert insights and market strategies! 

Drop a like, share your thoughts in the comments, and let us know your biggest takeaway!


Connect with Chris: https://www.linkedin.com/in/christopherokada

Our Socials:
Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/
Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/


(00:00) Introduction
(00:50) Chris Okada’s Real Estate Journey 
(03:19) The Financial Struggles of 2020 
(06:25) Finding Opportunities in Crisis  
(10:30) Okada & Company’s Operations and Focus Areas  
(13:25) Hyper-Specialization in Commercial Real Estate  
(14:38) The Future of Office Spaces
(18:01) Who’s Leasing Office Spaces Now?  
(22:32) The Turning Point for Okada & Company  
(25:08) Investing in Office Buildings: Challenges and Opportunities  
(27:16) Residential Conversions: Hype vs. Reality  
(29:30) Inflation-Adjusted Real Estate Values and Market Cycles  
(32:12) Storytelling and Branding in Commercial Real Estate  
(38:20) Investing in The Bronx
(43:21) Successful Office Space Investments  
(50:12) Predictions for 2025: Interest Rates and Market Recovery  

Gene Spiegelman, vice chairman at RIPCO Real Estate and co-founder of Sagamore Hill Partners, joins us on today's episode of the Broker Brunch podcast to share the secrets behind his 30-year success in one of the most competitive real estate markets in the world.

We go deep into his journey from being a new broker with zero experience to becoming one of NYC’s top retail real estate experts. Gene reveals his strategies for navigating the challenges of NYC’s evolving retail landscape—from the role of client relationships and long-term networking, to the technological advances like AI and geofencing that are reshaping how brokers understand modern consumer behavior.

Gene also sheds light on current trends driving the market, the rise of grocery and food-and-beverage leasing, and why the demand for prime retail space is set to soar.

Gene also breaks down what it takes to excel in retail real estate today—and why 2025 is looking like a prime year to grow your real estate portfolio.

Hit like and subscribe for more insider strategies from real estate’s leading voices!


Connect with Gene: https://www.linkedin.com/in/retailpro1/

Our Socials:
Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/
Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/


(00:00) Preview and Introduction
(02:00) Gene’s Early Days in Real Estate
(05:25) Evolution of Real Estate Technology
(08:00) Impact of Mobile Phones in Real Estate
(13:00) Decision to Focus on Leasing Over Sales
(16:30) Retail vs. Office Real Estate
(21:45) Canvassing and Prospecting Techniques
(25:15) Assessing Business Health Through Store Visits
(32:10) Importance of Maps and Geographic Familiarity
(37:00) Market Trends in Manhattan Retail Leasing
(39:30) Demand Surge in Food & Beverage
(42:15) Retail Trends in Fashion and Consumer Spending
(49:10) Importance of Work-Life Balance
(51:50) Joining RIPCO and its Entrepreneurial Culture
(57:30) Gene’s Passions
(01:00:30) Building a Resilient Team at RIPCO
(01:03:10) The Future at RIPCO

Mitch Flaherty and Brian Whelan launch the “The Broker Brunch” - a series of conversations amongst real estate brokers and friends sharing their journey over a few mimosas. Along the way, they will be joined by guests at all different stages of their real estate endeavors. In the first episode they share their NYC story so far; including what it’s like coming from across the pond to try and break into New York City's Commercial Real Estate scene -one of the most competitive businesses, in one of the most competitive markets in the world.

Our Socials:
Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/
Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/

(00:00) Intro
(01:15) Being Young Brokers in New York
(05:08) The Bronx Market Fascination
(09:23) Differences Between London and New York
(12:31) Financial Realities of Living in New York
(15:49) Long-Term Market Optimism
(19:01) Lessons Learned from Early Jobs
(22:52) Beginning the New York Journey
(26:29) Relationship Building in Real Estate
(30:16) Connecting with Owners on the Ground
(36:39) Family Life and Career Goals
(41:20) Choosing a Market in Upper Manhattan
(44:03) Discipline: The Key to Success?
(50:07) - Investing in the Bronx Market
(52:32) - Affordable Housing Challenges