Evan Bell is Managing Partner and co-founder of Lorimer Capital, a direct portfolio lender that provides creative financing solutions for commercial real estate opportunities across the eastern U.S. He has over two decades of expertise in structured real estate credit products and started his career as a real estate finance attorney, representing major institutions like Morgan Stanley, Barclays, Lehman Brothers, and Wachovia Bank on mortgage and mezzanine financings, which totaled over $10 billion.

Prior to launching Lorimer Capital, Evan served as co-founder and Principal of Unity Capital, where he played a major role in leading the company to success and sustained growth. He earned his B.A. from the State University of New York at Albany and received his J.D. from Hofstra University School of Law. While there, he was a member of the Hofstra Law Review and a recipient of Westlaw’s Corpus Juris Secundum Award.

Insights from Evan Bell on Relationships and Discipline in Real Estate Financing

Evan Bell started his first day of work on September 10th, 2001. By the next morning, everything had changed. That jarring introduction to his career taught him early that you can't control what happens to you, but you can control how you respond. Fast forward two decades, and that philosophy has guided him from law firms to launching Unity Capital with "very little clue" what he was doing, to now building Lorimer Capital with partners he's known for years.

In this episode of The Dealmakers' Edge, Evan talks candidly about why he still puts his own money in every deal, how he went from doing small multifamily loans to closing $51 million construction deals with developers like Kushner Companies, and why he tells young people to treat everyone with respect because you never know where careers will lead. He also opens up about managing the stress of high-stakes lending by reading philosophy, keeping perspective, and remembering that "everyone's got their bag of problems no matter how great they look when you see them out at lunch."

1:55 - Evan’s childhood, educational background, and career transitions

7:33 - The current cycle for private credit lenders and discipline as essential for navigating market cycles

11:16 - Relationship-based business as paramount to long-term success in real estate finance

14:42 - Evan’s thought process when looking at dealmaking opportunities right now

18:03 - Prioritization and focus of Evan and his partners as they continue to grow the firm

20:36 - The key to navigating anxiety in a high-stress industry

25:57 - The importance of showing up and staying in the mix to build a business

Mentioned In Why Relationships and Discipline Matter Most in Real Estate Financing with Evan Bell

Man's Search for Meaning by Viktor Frankl

Lorimar Capital | LinkedIn

Unity Capital | LinkedIn | Instagram

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Norman Bobrow is the president of Norman Bobrow & Co., Inc., one of New York's leading independently-owned, tenant-focused commercial real estate brokerages. A third-generation real estate professional and lifelong New Yorker, Norman launched the firm in 1980 with a clear mission to represent tenants exclusively and deliver results with precision, integrity, and relentless advocacy. Over the course of his career, he's personally negotiated more than 3,000 leases and overseen the acquisition of more than 300 properties nationwide.

Norman comes from a real estate family and was involved early on watching his father participate in small syndications. Despite struggling with dyslexia and being unable to read until the eighth grade, he built his career from the ground up, starting at Syntex Corporation building the Winston Towers and working his way through various firms before launching his own brokerage. Today, his firm handles 200 to 250 leases annually with a team of 25 leasing brokers, all while maintaining a personal, family-business approach where everyone knows each other's stories.

Insights from Norman Bobrow on Tenant Advocacy and Building Legacy in New York Real Estate

Norman Bobrow’s story is a powerful testament to resilience, integrity, and the importance of giving back. Despite being dyslexic and struggling to read until the eighth grade, he went on to build a thriving, tenant-focused brokerage firm, negotiating over 3,000 leases and overseeing the acquisition of 300+ properties nationwide. His life is a masterclass in turning perceived weaknesses into strengths and always looking forward, never back.

In this episode of The Dealmakers' Edge, Norman talks about his early struggles and how his family and mentors like Warren Buffett shaped his investment philosophy. He shares his passion for helping others, whether it's teaching young brokers how to "make a living" or his extensive philanthropic work. Norman also offers his unique approach to business, including his unwavering commitment to representing tenants exclusively and how he’s built a culture of teamwork and personal care.

2:01 - Norman’s journey from dyslexia to highly successful real estate broker

6:50 - Why Norman’s firm operates with a tenant-first advocacy approach

10:13 - What lies behind Norman’s passion for philanthropy and mentorship

15:01 - Critical core philosophies for success in the real estate business

19:47 - Examples of Norman’s investment dealmaking prowess and experience

24:29 - The disciplined investment approach Norman learned from those like Warren Buffett

27:03 - The most critical element of success in the next few years as technology advances

Mentioned In Tenant Advocacy and Building Legacy in New York Real Estate with Norman Bobrow

Norman Bobrow & Company Inc. | LinkedIn | Facebook

United Cerebral Palsy

OrCam Read

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Jonathan Dulberg has nearly 20 years of experience acquiring and operating real estate throughout the U.S. and Europe for both institutional and privately-held real estate firms. Since 2010, he has been at Time Equities Inc., a New York-based investment and development firm, where he serves as the Director of Acquisitions.

Jonathan focuses on sub-institutional investments ranging from $10 to $50 million in size. Throughout his career, he has acquired more than $800 million of real estate, focusing predominantly on opportunistic and value-add investments across office, industrial, and multifamily assets. Additionally, he oversees the day-to-day asset management of a two-million-square-foot portfolio spanning the Northeast, Midwest, and Northwest.

Prior to Time Equities, Jonathan spent three years at Franklin Templeton Investments working within their institutional fund-to-fund platform.

Insights from Jonathan Dulberg on Opportunistic Real Estate Investing

Jonathan Dulberg understands real estate from the ground up. Growing up with a father in the construction industry, he was exposed to development projects from an early age before transitioning from Franklin Templeton's institutional fund-to-fund platform to Time Equities in 2010. As Director of Acquisitions, Jonathan focuses on sub-institutional investments ranging from $10 to $50 million, having acquired more than $800 million of real estate throughout his career.

In this episode of The Dealmakers' Edge, Jonathan discusses his investment philosophy of avoiding "whatever is the flavor of the month" and instead focusing on yield-driven, opportunistic investments. He shares how Time Equities capitalized on opportunities post-2008 financial crisis when they could find value and work with existing borrowers and lenders. Jonathan explains their move into the Netherlands when U.S. office markets became overpriced, their pivot to short-term credit during COVID, and why he sees current opportunities in the office market where buildings can be bought at significant discounts to replacement cost.

1:51 - How Jonathan’s family and childhood influenced his career path

6:11 - Transition from the institutional side of real estate to being a more hands-on investor

11:12 - How Jonathan’s investment strategy avoids the trap of chasing trends

13:51 - Examples of finding value in the real estate market (even during downturns)

18:08 - Why the office market is a source for exciting investment opportunities right now

22:24 - How COVID has impacted dealmaking in the multifamily asset class

24:39 - Jonathan’s personal approach to managing stress and adversity

Mentioned In Opportunistic Real Estate Investing with Time Equities' Jonathan Dulberg

Time Equities Inc.

Jonathan Dulberg on LinkedIn

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As a dynamic speaker whose career spans several domains, Jonathan Cohen has always brought resilience and purpose to the table. His podcast features conversations with high performers across multiple industries who provide their insights and strategies to help people overcome obstacles, shift their mindset, and live with intention. With over 100 interviews of individuals ranging from fighter pilots and Navy SEALS to best-selling authors and nine-figure entrepreneurs, he’s built an audience of over 30,000 across social media and provided different strategies, tools, tips, and tactics they can leverage to lead a higher quality of life.

In this episode of The Dealmakers' Edge, Jonathan discusses mental fitness as foundational for effective high-performance in deal-making, emphasizing resilience, reframing stress, and managing limiting beliefs. He presents practical frameworks to help individuals build self-awareness, overcome impostor syndrome, and maintain mental fitness under pressure. Jonathan also confronts mental health stigma in organizations, challenges leaders to foster supportive environments, and reveals how you can cultivate mental fitness from the moment you wake up.

6:06 - The persistent stigma around mental health in high-pressure professional settings

7:57 - How to break the silence and shift the culture and conversation around mental health

12:41 - Mental fitness as both a practice and a form of professional competency

18:01 - The role of leadership in supporting mental well-being for their employees

23:22 - The passenger seat exercise and its roots in inner child work

28:13 - How the evidence framework challenges imposter syndrome and encourages growth

35:16 - How naming your sacrifices helps you strategically manage suffering to achieve big goals

39:07 - The future self framework that provides insight and provokes reflection

Mentioned In Mental Fitness and Peak Performance Under Pressure with Jonathan Cohen

Inside the Inspired with Jonathan Z. Cohen | YouTube | LinkedIn

Connect with Jonathan Cohen on Instagram

Principles and other books by Ray Dalio

The Body Keeps the Score by Bessel van der Kolk, M.D.

The Art of Resilience by Ross Edgley

Think and Grow Rich by Napoleon Hill

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With over two decades in retail real estate, Justin Stein brings a unique perspective on how the industry has transformed—and where it's heading next. As Executive Vice President of Leasing at Tanger, he's been instrumental in the company's evolution from a legacy outlet operator to a dynamic, diversified portfolio of open-air shopping centers that blend outlet and full-price retail with experiential destinations.

In this episode of The Dealmakers' Edge, Justin shares how Tanger navigated its transformation during the challenging COVID era, building a new executive team while every store was closed. He discusses the strategic expansion into lifestyle centers through acquisitions like Bridge Street Town Centre, The Promenade, and Pinecrest, the critical importance of food and beverage in driving traffic and extending dwell time, and how technology and data analytics are reshaping the tenant experience. Justin also opens up about the soft skills that separate great leasing professionals from good ones—treating every lease as the beginning of a partnership, not the end of a transaction.

2:47 - Justin's unconventional entry into real estate from his buddy's couch to CBRE industrial

3:56 - Tanger's history and the bold transformation under CEO Stephen Yalof during COVID

7:06 - Strategic evolution from outlet-only to full-price retail with lifestyle center acquisitions

9:06 - Key takeaways from this year's ICSC Vegas conference and the optimistic mood

11:56 - How Tanger stays ahead of retail trends through strategic reinvestment and partnerships

13:47 - Portfolio diversification beyond footwear and apparel into F&B and entertainment

16:05 - The Nashville development as a blueprint for placemaking and experiential retail

18:28 - Technology integration through the loyalty app and omnichannel strategies

22:50 - Building long-term brand partnerships versus transactional lease deals

25:01 - What's changed in retailer conversations about opening new stores

26:41 - Tanger's growth plans and expansion into new markets and categories

30:57 - Career advice: doing what you love and leaving everything on the field

Mentioned In Retail Real Estate Innovation and Strategy with Tanger's Justin Stein

Tanger

Connect with Justin Stein on LinkedIn

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Glen Kunofsky shares how a long-term, client-centered philosophy led to the creation of Surmount, a unified platform combining brokerage, advisory, development, and capital markets services. What began as a brokerage team evolved in direct response to client needs—from navigating sale-leasebacks, to renegotiating leases during downturns, to sourcing capital and delivering development expertise. Glen outlines how each service line emerged from listening to clients and building relationships that endure across market cycles.

In this episode of The Dealmakers’ Edge, Glen Kunofsky joins Aaron Strauss to break down the relationship-driven vision behind Surmount and how culture, mentorship, and long-term thinking have shaped every aspect of the firm’s growth. He explains why Surmount’s structure is designed to reduce internal competition and foster collaboration, and how that approach is attracting both talent and clients in today’s market. Glen also shares how mindset, humility, and staying close to the client have guided his career through every cycle of commercial real estate.

2:00 – Glen’s early start in real estate during college at Arizona State University

7:00 – Building a portfolio, launching a construction company, and moving back East

9:55 – Breaking into brokerage at Marcus & Millichap and shifting to net lease

13:40 – Why Glen rejected traditional brokerage culture to build a long-term team

17:55 – Creating Surmount by combining brokerage, advisory, development, and capital markets

22:40 – How Surmount’s collaborative culture attracts talent and clients in today’s market

25:10 – Glen’s mindset on managing relationships, setbacks, and long-term value

30:10 – Advocating in Washington for tax legislation that supports real estate investment

Mentioned In The Relationship-Driven Vision Behind Surmount with Glen Kunofsky

Surmount | LinkedIn

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Rafael is the Founder and Managing Partner of Safe Harbor Capital Partners and is Chair of the Investment Committee. He has managed over $1B of performing and non-performing commercial and residential mortgage loans, defaulted debt instruments, and distressed real estate assets transactions in both Domestic US and International markets.

From 1992 to 1999, he was the founder and CEO of MTU, a provider of commercial vehicle fleet servicing and maintenance. From 2001 to 2005, Mr. Serrano served as a business management and strategic consultant to British Aerospace Systems (BAE Systems, Inc.) with responsibilities throughout South America. Prior, he served as a Corporate National Accounts Manager with WorldCom, Inc.

In 2005, Rafael began his career in distressed debt with the founding of Safe Harbor Capital Partners. From 2005 to 2014, Rafael transacted loan workouts in separately managed accounts, generating benchmark-beating returns for an investor base that grew from high-net-worth individuals to include banks, fund managers, and prominent family offices. In 2015, Rafael launched Safe Harbor Distressed Debt Fund I, laying the blueprint for the family of funds managed today.

In the last two decades, Rafael has been an active participant in the acquisition, development and reposition of residential and commercial real estate properties. He attended Florida International University.

Insights from Rafael Serrano on Building a Scalable Distressed Debt Platform

Rafael Serrano has been active in the distressed real estate space for nearly two decades, acquiring more than $1 billion in performing and non-performing loans, defaulted debt, and REO assets across both U.S. and international markets. As Founder and Managing Partner of Safe Harbor Capital Partners, he has scaled the firm from a solo operation into an institutional-grade platform known for disciplined underwriting and consistent returns—even in the most complex legal and market environments.

In this episode of The Dealmakers’ Edge, Rafael shares his perspective on sourcing and restructuring loans, working with banks and borrowers through challenging workouts, and why Safe Harbor remains focused on single-asset CRE debt with sub-50% LTVs. He also discusses his approach to resilience, building long-term infrastructure, and the next phase of growth—including special situations, origination strategies, and democratizing access to private credit.

1:22 – Rafael’s early path: from car repair to consulting in South America to distressed debt

4:39 – The first Safe Harbor deal: a warehouse loan—and an NSF checking account

6:30 – Why consistency, discipline, and math drive underwriting at Safe Harbor

8:09 – Treating distressed debt as an ongoing business—not an opportunistic trade

14:03 – Regional banks vs. CMBS: where Safe Harbor sees opportunity

16:31 – Why CMBS servicers profit more when loans default

18:05 – Grit, mindset, and the emotional discipline behind Safe Harbor’s approach

Mentioned In Scaling Safe Harbor in Distressed Real Estate with Rafael Serrano

Safe Harbor | LinkedIn

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Elise Holtzman is the CEO of The Lawyer’s Edge®, an executive coaching and consulting firm where she and her team have spent over 16 years helping law firms build thriving businesses by transforming lawyers into better business developers and leaders. A former practicing attorney, Elise brings first-hand knowledge of the legal profession’s demands and a strategic focus on rainmaking, leadership, and visibility.

Elise is the creator of the Lawyers Making Rain® program and the Ignite Women’s Business Development Accelerator, both designed to help attorneys at all levels grow their impact and client base. She is also the host of The Lawyer’s Edge podcast and a frequent speaker for law firms and bar associations. Her insights have been featured in Law.com, Law360, and other leading legal publications.

She holds a B.A. in psychology from the University of Pennsylvania and a J.D. from Columbia Law School, where she served as a senior editor of the Columbia Law Review. She is currently Vice President of the Columbia Law School Association. Before launching The Lawyer’s Edge, Elise practiced commercial real estate law at Fried Frank and Morgan Lewis.

Insights from Elise Holtzman on Developing Rainmakers and Leaders

Elise Holtzman joins The Dealmakers’ Edge to share practical leadership insights tailored for high-performing professionals in commercial real estate and beyond. A former Biglaw attorney turned executive coach, Elise now helps professionals elevate their leadership, grow their visibility, and develop sustainable business development strategies.

In this episode, she and host Aaron Strauss explore how top performers can create intentional growth, avoid burnout, and evolve into impactful leaders. From rethinking productivity to building a culture of strategic delegation, Elise offers a powerful framework for dealmakers looking to lead with clarity and purpose.

0:27 – Meet Elise Holtzman and her journey from Biglaw to leadership coaching

3:32 – Common struggles high achievers face beyond technical execution

5:22 – Early signs of burnout and how they show up in professionals

7:10 – Using “act one and act two” to create presence and personal balance

10:06 – Lessons from mentors and models of sustainable success

12:47 – The role of self-awareness in avoiding burnout and staying aligned

17:16 – Shifting from doer to leader and learning to let go

22:47 – Why intentional reflection drives growth and innovation

Mentioned In Leadership Lessons for Dealmakers with Elise Holtzman

The Lawyer’s Edge | Podcast | LinkedIn

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