Marcus & Millichap/IPA: West and Central Florida Multifamily Forum

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Marcus & Millichap/IPA: West and Central Florida Multifamily Forum

Friday, April 27, 2018 - 8:00am to 4:00pm


The fourth Marcus & Millichap / IPA West and Central Florida Multifamily Forum being held on April 27, 2018 in Tampa, will welcome the regions most active multifamily investors, owners, developers, financiers, deal-makers and other industry professionals. Don’t miss the opportunity to find solutions for the most current, pressing challenges in the Tampa and Orlando multifamily industry, to network with the highest-level industry leaders, and to learn the latest business strategies.

This year’s conference features keynote speakers Steve Patterson, President and CEO of Related Development and Brian Auld, President of the Tampa Bay Rays. Learn where the Tampa and Orlando markets are now, where they are headed and how demographics are dictating their decisions across the development process. Join them along with over 40 other industry leaders and experts.

The Marcus & Millichap / IPA Multifamily Forums across the U.S. bring together over 6,000 multifamily owners, investors, managers and developers annually to create an in-person marketplace for learning, discovery, networking and deal-making. The sessions address the major issues affecting the apartment and condo markets today, and the networking allows multi-housing principals to meet, talk and source deals and investment capital.

For more information: Marcus & Millichap/IPA: West and Central Florida Multifamily Forum


Organizer / Producer



OrganizerRachel GoldenCall (347) 689-4706
RegistrationClaudia GutwirthCall (646) 862-6125
SponsorshipAmber CollinsCall (646) 783-3937


Friday, April 27, 2018

8:00 AM – Exhibit Hall & Dining Area

Registration, Networking Breakfast & Exhibit Hall Opens

8:45 AM – General Session

Opening Remarks

8:50 AM – General Session

Multifamily State of the Market: National vs. West and Central Florida Markets

Learn how the West and Central Florida multifamily markets compares to other key markets across the country. John Sebree, Director of Marcus & Millichap’s National Multi Housing Group, presents the latest data on apartment property construction, demand, supply, pricing and more.

Presented by: John Sebree, FVP & National Director, Multifamily, Marcus & Millichap

​9:25 AM – General Session

Morning Keynote

Moderator: Kevin McQuaid, Commercial Real Estate Editor, Florida Business Observer
Speaker: Steve Patterson, CEO & President, Related Development

10:10 AM – General Session

No End in Sight: The Development Outlook across West & Central Florida

Tampa and Orlando have been ranked in 2017’s top multifamily markets for growth. A booming local job market coupled with a national increase in urban dwellers, has turned these metro areas into some of the highest for population growth. But there’s increasing concern about the overbuilding and saturation of luxury Class A apartments. In addition, current renters’ demographic as well as psychographic changes require a shift in mindset. How can developers help people to live their best life? What value are you creating? Some of the biggest multifamily players in the central and west Florida markets, will address hot button issues such as:

Marketwatch: Understanding the depth of the current multifamily market and what’s coming down the pike.
Living Cities: Learning how to adapt to market shifts such as the increase in urban dwellers.
New Frontiers: How is new technology, such as remote cars and Amazon changing both the way you do business and the product you’re creating?
Strong Winds, Strong Impact: Learning how natural disasters and the resulting migration will affect the regional market.
New Development Strategies: Retrofitting, repositioning, rezoning, assembling sites, complicated mixed-use deals, and increasing density on existing sites, etc.

Speakers Include:

  • Jay Curran, SVP – Florida & Georgia Multifamily, Crescent Communiities
  • Larry Feldman, President & CEO, Feldman Equities
  • Harvey Hernandez, Chairman & Managing Director, Newgard Development Group
  • Charles Lockwood, Dean, USF Health
  • Rebecca Snyder, SVP – Development, Stragetic Property Partners (SPP)

10:55 AM – General Session

Networking Break

11:25 AM – Concurrent Session A

Bringing Your A-Game: The Debt and Equity Side of the Equation

The consensus among most players is that there is an overabundance of luxury Class A apartments. Deals are becoming too expensive. Costs are increasing. Rent growth is flattening. Together we will explore creative solutions for raising capital in the Central and West Florida markets.

Flexibility is Key: Creating relationships and alternative strategies when loans are difficult to acquire and the number of lenders are limited.
A New Cash Cow? What is the ROI on mixed-use properties?
The Recipe for Success: What are equity partners looking for?
Follow the Money: Where is the capital coming from to finance deals in this market?
On the Flip Side: Evaluating alternative investment sources.
Exit Strategy: Considerations regarding cap-rate compressions.

Moderator: Richard Katzenstein, SVP & National Director, Marcus & Millichap Capital Corporation

Speakers Include:

  • Roxanne Amoroso, Principal, Mosaic Development
  • Paul DeCain, CIO, Bainbridge Companies
  • Joe Lubeck, Chief Executive America, American Landmark & Electra America
  • Brad Snyder, Principal, Atlantic American Opportunities Fund
  • Mike McRoberts, Managing Director, PGIM Real Estate Finance

11:25 AM – Concurrent Session B

Hitting a Home Run: Value-add Strategies in a Highly Competitive Market

In recent years value-add investing has proven to yield great returns in markets with strong population & job growth. But is the well drying out? With so much capital chasing so few opportunities, as well as increased competition from out-of-state and global entities, how are you going to get ahead?

The Big Picture: What are your peers are doing in terms of scope?
Crunching the Numbers: The formula for underwriting and assuming revenue growth.
The Key to Happiness: Reducing building turnover with value-propositions.
Extended Bandwidth: Retrofitting existing communities with the latest technologies.
Value-Add 2.0: Improving on inefficiencies, management, and capital structure issues.

Speakers Include:

  • Ari Abramson, VP – Acquistions, Continental Realty Corp
  • John Builder, Director of Investments, Cortland Partners
  • Matt Ferrari, Managing Director, Acquisitions & Asset Management – East Coast, TruAmerica Multifamily
  • Frank Guerra, Principal, Altis Cardinal
  • Jeffrey Rosenfeld, Chief Operating Officer, Adivo Construction

12:15 PM – Concurrent Session A

Communities and Amenities: A Holistic Approach to Property Management

For 2018 and beyond, effective property management requires a shift in mindset – building communities rather than just amenities. Renters are more finicky than ever. The rate at which technology is impacting resident experiences is increasing. How you adapt to changing technology will determine your success.

The Internet of Things (IoT): The latest trends in “Smart buildings.”
Virtual Reality: Utilizing technology for online leasing, 3D tours, and online chat bots.
Beyond the Business Center: Accommodating the new work-from-home set.
Work-life Balance: How to attract and retain Millennials – tenants and employees.
There’s a App for that: What are Generation Z’rs looking for in a community?

Speakers Include:

  • Tracy Bowers, Managing Director, Pollack Shores
  • Mike Brewer, VP – Operations, Radco Residential
  • Kristi King, Chief Operating Officer, Robbins Property Associates
  • Bobbi Moody, VP – Management, Insula Companies
  • Patti Girardi, Chief Marketing Officer, Valet Living

12:15 PM – Concurrent Session B

Stealing First Base: Creative Solutions to Managing in Times of High Construction Costs

Multifamily investors continue to struggle with rising costs and labor shortages. Construction delays, hiring temp service workers, and a spike in materials costs make it difficult to keep budgets in place. In addition, the recent hurricanes have people buzzing about how to create buildings resilient enough to withstand natural disasters.

The Road to Resilience: Building & retrofitting to withstand natural disasters.
Leaving a Big Footprint: The impact of the latest mega projects in central and west Florida.
Predictive Modeling: The forecast on labor costs and hurricane-related cost spikes.
Value-based Pricing: The latest design choices for apartment and building layout.
The Road to Recovery: Understanding insurance rates post-hurricanes and their impact on portfolios.

Moderator: Justin West, Regional Manager, Marcus & Millichap

Speakers Include:

  • Paul Bertozzi, Founder & Managing Partner, Live Oak Contracting
  • Eric Hade, Chief Development Officer, Waypoint Residential
  • Jay Tallman, Principal, Ascentia Development Group
  • Chuck Whittall, Founder & CEO, Unicorp National Developments

1:00 PM

Networking Lunch

1:10 PM – Lunch Workshop

New Trump Administration Updates: Federal, State and Local Energy & Specialty Tax Incentives

The presentation is designed to provide New Trump Administration Updates to Federal, State and Local Energy & Specialty Tax Incentives and provide clarity to the design, qualification and certification process to maximize results and cost savings on purchases, renovations, improvements and new construction projects. During this presentation, you will be able to understand how to capture and best utilize Cost Segregation, Energy Tax Credits (like 179D for commercial buildings and 45L tax credits for residential and multi-family projects) on a local and national scale.

  • New Trump Administration Tax and Energy Incentives Updates for the property owner, developer, investor, finance and broker communities.
  • Overview of available Energy Tax Credits and recently extended 179D, 45L and R&D Federal and State credits available for the design of energy-efficient buildings.
  • Recognize Opportunities and capture benefits for Property Owners, Investors, Architects, Engineers, CPA’s, Real Estate Attorneys, Energy Consultants and Contractors.
  • Understand how these new tax laws and related strategies available can become an additional value-added service to your clients, as well as a revenue stream for your firm.
  • Additional related benefits and tax strategies including Cost Segregation, Property Tax Appeals, Energy Audits and related savings.

Presented by: Michael D’Onofrio, Managing Director, Engineered Tax Services

1:55 PM – General Session

Afternoon Keynote

Speaker: Brian Auld, President, Tampa Bay Rays

2:25 PM – General Session

Closing Remarks

Presented by: Ari Ravi, Regional Manager, Marcus & Millichap

​2:30 PM

Refreshments & Networking


Steve Patterson President & CEO Related Development
Steve Patterson is President and Chief Executive Officer of Related Development, LLC. Mr. Patterson, who joined the company in 2010, is responsible for all new multifamily rental development activities for the company. With 28 years of professional experience within the real estate industry, Mr. Patterson has held ownership and management positions in the development, investment syndication, asset management, property management and construction fields. View Profile
Brian Auld President Tampa Bay Rays
BRIAN AULD begins his third season as team president and 12th season with the club. During his first year as team president, Auld brought a renewed focus to the Rays mission: to energize the community through the magic of Rays baseball, by emphasizing the Rays commitment to the community and its employee-first culture. Under Auld’s leadership, the Rays employee-first culture is thriving. In addition to paid parental leave, adoption benefits, paid volunteer time and a wellness initiative, the Rays created a $10 minimum wage for all of its part-time employees. In May 2015 during a visit to St. Petersburg by Secretary of Labor Thomas Perez, the Rays were recognized as an outstanding corporate citizen.
Ari Abramson Continental Realty Corporation
Ari Abramson is the Vice President of Acquisitions for Continental Realty Corporation. CRC, headquartered in Baltimore and founded in 1960, is a full-service and vertically-integrated commercial real estate investment and management company. The firm owns and operates a $2 billion portfolio comprised of approximately 10,000 apartment units and 4 million square feet of commercial space. In his role, Ari leads CRC’s multifamily acquisitions and dispositions throughout the Mid-Atlantic and Southeast regions, manages broker/owner relationships, and oversees the underwriting and due diligence process. Prior to joining CRC, he held positions at Alex. Brown Realty, Stifel Nicolaus, Townsend Capital, and Legg Mason. Ari has a B.A. in Business and Economics from Muhlenberg College and a M.S. in Real Estate from Johns Hopkins University, Carey Business School. He is active member of ULI, NMHC and NAREIM.
Charles Lockwood Dean USF Health
Matt Ferrari Managing Director, Acquisitions – East Coast TruAmerica Multifamily
Matt Ferrari is the Managing Director of East Coast Acquisitions and Asset Management at TruAmerica Multifamily and heads the firm’s Arlington, Virginia office where he is responsible for sourcing acquisition opportunities throughout major markets in the Eastern United States. Additionally, Mr. Ferrari oversees asset management responsibilities and ensures the execution of the business plan through an assets full life cycle. Mr. Ferrari has led the acquisition of $500 million in value-add multifamily assets since joining the company in August of 2016. TruAmerica Multifamily is a venture between its founder Robert E. Hart and The Guardian Life Insurance Company of America and since its founding in 2013 has acquired more than 25,000 apartment units with an aggregate asset value in excess of $4.5 billion.
Ari Ravi Regional Manager Marcus & Millichap
Ari Ravi is the regional manager of Marcus & Millichap’s Tampa office. He also serves as the National Director for the National Golf and Resort Properties Group. Mr. Ravi joined Marcus & Millichap in October 2013 as a multifamily investment specialist. He was appointed sales manager of the Tampa office in June 2015, and regional manager in September 2016. Prior to joining Marcus & Millichap, Mr. Ravi was a senior associate with Prudential Commercial Real Estate, where he began his career in real estate investment brokerage, specializing in sales and leasing of office and retail properties in the Tampa Bay MSA. Mr. Ravi graduated from the University of Florida’s Warrington College of Business with a Bachelor of Science degree in decision and information sciences.
John Sebree FVP & National Director, Multifamily Marcus & Millichap
John Sebree is the director of Marcus & Millichap’s National Multi Housing Group (NMHG). He is based in the Midwest, working from the firm’s Chicago and Indianapolis offices. Mr. Sebree’s extensive background as a major multifamily specialist spans more than 20 years, 17 of which were as a Marcus & Millichap agent. Most recently, Mr. Sebree was a managing director for Holliday Fenoglio Fowler, where he brokered major multifamily properties throughout the Midwest. Prior to this position, Mr. Sebree was an agent with Marcus & Millichap. During his tenure as an agent, he developed a strong brokerage practice in Chicago, opened the Indianapolis office and earned numerous plaque awards, eight National Achievement Award qualifications, and Top 20 and Chairman’s Club designations. Mr. Sebree assumed his current position in 2011. View Profile
Brad Snyder Principal Atlantic American Partners
Bradley Snyder is a founding principal of Atlantic American Partners’ series of private equity funds, which invests equity in real estate developments throughout Florida. He leads the firm’s investment sourcing, underwriting and due diligence, as well as sourcing limited partners, particularly from Asia and South America.
Rebecca Snyder Strategic Property Partners
Rebecca Snyder serves as the Senior Vice President of Development for Strategic Property Partners, where she contributes to the management of the Development Team and oversees the entitlement, design, and development of SPP’s residential portfolio. She also assists in large-scale master-planning and programming efforts.
Jay Tallman President Ascentia Development Group
For over 34 years, Jay Tallman has been active in the finance, development, and construction management of luxury condominiums, homes and golf course communities. He started his career in Colorado where he was involved in land development, multifamily housing, commercial development and construction. In the late 80’s, Jay relocated to Florida to serve as a project manager with Tampa Palms, a large scale planned community in northeast Tampa.
Jason Ward Vice President Federal Capital Partners
Justin West Regional Manager Marcus & Millichap
Justin West serves as regional manager overseeing the Orlando office of Marcus & Millichap. He joined Marcus & Millichap in February 2010 as an agent specializing in office and industrial investments. Prior to Marcus & Millichap, Mr. West was managing partner at West Commercial Real Estate Advisors, where he managed a brokerage team. He began his real estate career with Duke Realty Corp. as a leasing and development representative. Mr. West is a graduate of Rollins College in Orlando with a bachelor’s degree in organization communications and a minor in business administration, finance and marketing. View Profile
Chuck Whittall Founder & CEO Unicorp National Developments
Chuck Whittall, the son of a fireman, came from very modest beginnings. As a lifelong resident of Central Florida he developed the heart and mind of an entrepreneur at a very young age. When he was the tender age of 12, Mr. Whittall, started his own lawn mowing business and at 18 opened a successful teenage nightclub. With a strong interest in construction he pursued and received his Class-A General Contractors License and formed a construction company that he owned and operated for several years before venturing into the world of real estate development.
Eric Hade Chief Development Officer Waypoint Residential
Eric Hade is the Chief Development Officer of Waypoint Residential and responsible for monitoring the firm's real estate portfolio, developing investment strategies for future growth and overseeing the company's development activities. Mr. Hade has more than 18 years of real estate experience. Prior to joining Waypoint, Mr. Hade was the Chief Investment Officer, EVP of Operations and General Counsel of Lane Company. While at Lane, Mr. Hade oversaw all aspects of the company's investment activities relating to more than $1 billion of transactions. Prior to Lane, Mr. Hade was an attorney focused on real estate and capital markets at Sutherland Asbill& Brennan, LLP. He holds a B.A. with honors from Colgate University and an M.B.A. and a J.D. from Emory University where he was an editor of the Emory Law Journal. View Profile
Frank Guerra Principal Altis Cardinal
Frank Guerra leads the Altis Cardinal team as Founder and Principal. Mr. Guerra has overseen development and construction of several high-rise and mid-rise condominiums totaling over 3,000,000 square feet (over $700 million) as well as property and asset management of residential and office assets in excess of 2,000,000 square feet. Previously, Mr. Guerra led a distinguished legal career - most notably practicing real estate law at Bilzin Sumberg in Miami. Mr. Guerra graduated with a law degree with an emphasis in real estate and transactional law, and Master's in Business Administration with a concentration in finance, both from George Washington University. View Profile
Harvey Hernandez Chairman & CEO Newgard Development Group
Fueled by his innate creativity and armed with a diehard entrepreneurial spirit, Harvey Hernandez began his involvement in real estate development as a hands-on investor in the rapidly expanding Miami, Florida market. With more than two decades in South Florida, he has observed first-hand the region's tremendous capacity for change and progress. Holding firm to excellence from the forefront of the industry, Harvey continues to revitalize the high-end residential market by developing innovative projects that deliver the best in location, cutting-edge amenities, luxury finishes and forward-thinking design. View Profile
Jeffery Daniels SVP & National Director IPA Multifamily
Jeffery Daniels is the Senior Vice President and National Director at IPA Multifamily. View Profile
John Builder Director of Investments Cortland Partners
As a Director of Investments for Cortland Partners, John Builder is responsible for leading all current and future investments, including underwriting, overseeing business plan execution, and spearheading potential investment evaluation for the firm's Florida portfolio. John brings over 20 years of experience in investment-grade real estate acquisitions, portfolio management, joint ventures, and market-leading development to the Cortland Investments team. View Profile
Larry Feldman President & CEO Feldman Equities
Michael D'Onofrio Managing Director Engineered Tax Services
Michael has a strong background in the energy industry. Prior to joining Engineered Tax Services as a Director focused on Green Energy Tax Benefits for clients, Michael was a Partner at Treasure Coast Capital Partners, specializing in renewable energy and real estate development and he was also the founder & COO at NewGen Technologies And ReFuel America. View Profile
Mike McRoberts Managing Director PGIM Real Estate Finance
Mike McRoberts is a Managing Director with PGIM Real Estate Finance. He serves as head of the company's market rate Fannie Mae and Freddie Mac portfolio and agency production team. In this role, his focus is on the expansion of the company's leadership position in multifamily lending. Mike is located in Arlington, Virginia. View Profile
Richard Katzenstein SVP & National Director Marcus & Millichap Capital Corporation
Richard Katzenstein is Senior Vice President and National Director of Marcus & Millichap Capital Corporation (MMCC). Based in Manhattan, his focus is on growing MMCC's team of loan originators, building additional lender relationships and expanding financing tools and capabilities. Mr. Katzenstein brings to his role over 30 years of capital markets experience. View Profile
Roxanne Amoroso Principal Mosaic Development Company
Roxanne Amoroso is the lead Principal of Mosaic Development Company, a St. Petersburg based, State of Florida Multifamily and Master development company.Roxanne is responsible for strategic planning, financing, project delivery and general management for all of Mosaic's activity in the state of Florida.Roxanne is a nationally recognized expert in real estate development and her expertise in advancing complexreal estate development spans more than 20 +years. View Profile
Bobbi Moody VP - Management Insula Companies
Bobbi Moody is the Vice President of Management for Insula Companies. Supported by a team of regional and local property managers, Bobbi coordinates management policies and procedures and oversees the performance of all of the assets.
Jay Curran Senior Managing Director of Multifamily Crescent Communities
Jay Curran joined Crescent Communities' Multifamily team in 2013 and currently oversees all multifamily investments for Florida and Georgia, where Crescent has had over 3,000 units delivered, under construction or in development currently.
Jeff Rosenfeld Chief Operating Officer Adivo Construction
Joe Lubeck CEO and Co-Manager American Landmark
Joe is the CEO and Co-Manager of American Landmark. An expert in value-added and distressed real estate repositioning, and multifamily acquisitions, operations and disposals, Joe has overseen four successful multifamily portfolio builds totaling 100,000 units, with a value in excess of $7 billion, over the last 15 years. He was the original founder of Landmark Apartment Trust, which sold its portfolio in 2015 for $1.9 billion.
John Isakson Chief Capital Officer Preferred Apartment Communities
Kevin McQuaid Commercial Real Estate Editor Florida Business Observer
Kevin McQuaid has covered the commercial real estate industry for most of the past three decades. His work has appeared in The (Baltimore) Sun, The Washington Post and various New York Times Co. publications. He is currently the Commercial Real Estate Editor for the Business Observer and the Observer Media Group, based in Sarasota, where he covers CRE industry sectors from Tampa and the Interstate-4 corridor to Naples.
Kristi King Chief Operating Officer Robbins Property Associates
Mike Brewer VP - Operations Radco Residential
Mike Brewer comes to RADCO with more than 21 years of experience in the multifamily real estate industry. Through his passion for people, technology, and real estate, Mike has received numerous industry awards, including seven "Property Management Company of the Year" awards under his leadership.
Mike Mazza Executive Vice President Moss
Mike, Executive Vice President, is responsible for Moss' Tampa, Orlando, Hawaii, and National Justice operations. He has over two decades of industry experience in a variety of project types including hospitality, residential, government, and higher education. Located throughout the United States and the Caribbean, they range in size and complexity, from renovations to new construction. Mike's ability to lead and inspire teams has helped fuel our organizational growth.
Patti Girardi Chief Marketing Officer Valet Living
Paul Bertozzi Managing Partner Live Oak Contracting
Paul Decain Chief Investment Officer The Bainbridge Companies
Tracy Bowers Managing Director Pollack Shores
Tracy H. Bowers is the Managing Director for Matrix Residential, the property management division for Pollack Shores Real Estate Group. In this role, Tracy is responsible for the overall operations of the management company as well as focusing on strategy and client relations.

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