September 25, 2025 • 32 mins
Wealth Advisor Henry Silva reveals how CRE owners and brokers avoid costly tax pitfalls. Hear about a costly lesson from a CRE transaction, the “Freedom Fund” framework for variable income, and smart entity setups that keep more in your pocket. Practical, tactical, and made for dealmakers.
Ready to explore how wealth management strategies can benefit your commercial real estate practice and clients? Connect with Henry Silva on LinkedIn or at henry.silva@apollonwealth.com to continue the conversation.
Apollon Wealth Management, LLC (Apollon) is an investment advisor registered with the SEC. This content is for informational purposes only and does not constitute investment, financial, tax or legal advice. It is not a recommendation or solicitation to buy or sell any security. Investing involves risk, and clients should carefully consider their own investment objectives and never rely on any single chart, graph, or marketing piece to make decisions. Past performance is not indicative of future results. When information is sourced from third-parties, although believed to be reliable, it has not been independently verified and its accuracy or completeness cannot be guaranteed. Opinions are subject to change as market conditions evolve. Please consult a licensed professional before making investment, tax, or legal decisions.
Thanks for joining us on CRE Cafecito, the CCIM Miami Podcast where deals, insights, and Miami flavor come together.
For more information on CCIM Miami District please visit:
You can find Ruben the Cuban on LinkedIn.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:40):
Welcome, welcome, welcome to another episode of
CRE Commercial Real EstateCafecito Time from Miami, CCIM.
Today we have Henry Silva withApollon.
Wealth is a fabulous member ofour board and a very active
member in the wealth communityworking with different
(01:03):
commercial real estate folks.
And, Henry, thank you very muchfor being here today.
We're excited to talk to you.
Yeah, Ruben, I'm so commercialreal estate folks and, anyway,
thank you very much for beinghere today.
We're excited to talk to you.
Yeah, ruben, I'm so excited tobe here.
Well, that's awesome, that'sawesome.
I'd like to also thank you forsponsoring today's episode and
again for all your support.
That CCIM, miami District.
And well, you know, as we getto talk, before we kind of get
(01:23):
into the meats and bones, Ialways like to go back a little
bit and and let uh, let theaudience know a little bit about
who you are, a little bit aboutwhere you came from.
So, uh, let's, let's go backand give us a little background.
You know a young henry,absolutely absolutely well.
Speaker 2 (01:38):
again, thank you so much for the opportunity.
I do want to kind of expand onthe whole CCIM partnership
because it's been huge for me.
I've been involved with CCIMnow for about four years.
I'll share a little bit abouthow I kind of stumbled into CCIM
, but the organization overallhas been amazing and it's been a
huge value add to what Iprovide to my clients.
So, ruben Tracy, the entireCCIM team, thank you so much for
(02:03):
everything you guys do and forthe opportunity to be involved
To share a little bit aboutmyself.
I was born in North Bergen, newJersey.
Oh, new Jersey, all right, yeah.
So I was born in North Bergen,new Jersey, but I relocated to
Florida when I was by the age ofone, so even though I was born
in.
New Jersey.
I consider myself a Florida boy.
I grew up across many differentcounties in Florida.
(02:26):
I was in Broward County, WestPalm, Tampa, Florida and now
here in Miami-Dade.
Like I mentioned, I graduatedfrom the University of South
Florida.
I was a very active student.
I was the senator for theCollege of Arts and Sciences at
USF.
I was also involved in Greeklife.
I was part of a Latinfraternity, Lambda Theta Phi,
(02:46):
Latin Fraternity Incorporated,and so that's a fast version of
a little bit of my background.
Speaker 1 (02:53):
Yeah, no, awesome, awesome.
And you, you always knew youwanted to go into, like the
financial service type industryor Great question.
Speaker 2 (03:02):
So while I was at USF , I was working at this major
bank and I initially wanted togo to law school.
Okay, so you know, I wasstudying, getting you know,
preparing for the LSATs.
I had just graduated Six monthslater.
I, you know, I passed or notpassed.
I took the LSATs.
I got pretty good scores.
As soon as I got, I gotaccepted to one of these law
(03:23):
schools in Deland, at Stetson,and I got the letter in the mail
saying hey, congratulations,you're in.
You need to reserve your seat.
Here's the bill for what thisfinancial expense is going to be
.
Right around that time wasaround the time I got my first I
(03:44):
had to start paying back mystudent loans for USF and I
remember just seeing the numberand I just didn't know how I was
going to pay that back whilealso going to school and paying
on taking on this new bill.
So, because of the financialpart or that aspect of it scared
me.
I realized immediately thatmaybe legal was in the field for
(04:05):
me, but I really enjoyedworking with people.
I always wanted to help.
Again, at the time I wasworking at this major bank and I
said there's no better place togrow than from where I'm at
here.
So let me just test it out, seewhere, see how far I can grow,
and see if I like it and go fromthere.
It wasn't, you know, it wasn't,I guess, linear from the very
beginning, but I did start offas a banker over in Tampa
(04:26):
Florida.
Speaker 1 (04:27):
So you moved to Miami and you're establishing
yourself Now.
How did you go from like thebanking side to like the I guess
, the wealth side?
Speaker 2 (04:37):
Yeah, so that's a great question.
So I relocated to Miami in 2014and I had zero professional
contacts here.
My closest relative, my auntsthey live in Broward County,
which is about is, you know,about 45 minutes to an hour away
.
So that was it.
I didn't have any professionalcontacts here.
(04:58):
I was starting off completelyfresh.
I started in North Miami at thisbranch, and near our branch was
this industrial park, and thatindustrial park was an
incredible training ground forme because I got to meet so many
business owners and I got tosee how they, how these
entrepreneurs, were thinking,how they were growing their
(05:18):
business when they were reachingout to us for lending because
they needed to grow, whether itwas to hire or bigger facilities
, things, everything that comeswith, you know, growing their
business.
I got to see firsthand thosechallenges and, you know, I made
it a mission as soon as Irelocated here and I saw that
opportunity to go, you know,with our business bankers and
(05:39):
learning more about thesebusinesses, their operations,
and that's kind of what shapedme into the advisor that I'm in
now.
So, as I mentioned, I startedoff on the retail side in
banking, but from there, withinthe same firm, I grew into the
private banking position.
So I was with the private bankhere in South Florida.
(06:01):
We worked with high net worthand ultra high net worth
families.
Here in South Florida, weworked with high net worth and
ultra high net worth families.
I was there for a short timeand then I transitioned over
into the wire house space, whichat another major law, at
another major financial firm.
But I realized that what Iwanted to build was a practice
that could go deeper, withclients not just focusing on the
investments but developing thefinancial plan for them.
(06:25):
So financial plans sometimespeople can you know their eyes
may glaze over.
It's a term that's often used,but for me, a big turning point
in my career was when I was onthe retail side and I had this
client who had a huge impact onmy career.
He was he and a few others werethe reasons why I had so many
doors open and opportunities tocontinue growing.
(06:47):
This was a large businessclient.
His business was doing amazing.
It was growing rapidly, butpersonally he was in a tough
spot.
So he was going through adivorce.
Because of the divorce, itforced him to sell a portion of
his business.
He had to start dividing theassets that he had between he
(07:08):
and his wife and you know,because of that he was facing a
massive estate tax problem.
So, sitting in that retail side,in that banker role, I was very
limited on how I can help him.
At the end of the day, it wasjust investments that I had
access to.
But I realized my clients, theones that are one, opening doors
(07:29):
and allowing me to learn andgrow.
I couldn't help them and Iwanted to and you know I wanted
to focus on everything.
So it was the tax, the taxquestions and their pain points
and how I can help their estateplanning, their cashflow, the
legacy he had two younger kids.
So I wanted to figure out how Ican put myself in a position to
(07:49):
help my clients who were goingthrough not just the bad, the
good.
But it meant looking beyondjust the investments, and so
that's kind of how I, that'swhat really drove me towards the
wealth advisory space andthat's eventually how I found a
Paul and wealth and how I joinedthem Nice.
Speaker 1 (08:08):
Nice, so it's.
It's that what I'm hearing isthe thread they're wanting to
help, cause it sounds like youhad the always that and we'll
get into that a little bit later.
Also, how you helping out, youknow, brokers and so forth, not
just with the clients, but asbrokers or commercial
professional, commercial realestate professionals themselves.
Speaker 2 (08:27):
Right.
Speaker 1 (08:28):
So let's talk a little bit.
You know now that you're apollen and you have this part of
health.
There's, I guess, two sides toto to the, the wealth management
advisory side that you providefor, like people like myself and
other, just brokers or likeaside from the personal we'll
get to that in a second helpingor working with clients, because
(08:49):
obviously you saw some value inCCIM and part of what CCIM
platform brings is a lot ofprofessionals that are in
commercial real estate andyou're able to help them or help
us with our clients.
So how do you see that role,kind of working together with
your advisory side?
Speaker 2 (09:09):
So you know, as I mentioned a lot of, when I
relocated to Miami, I went allin on private business owners.
Well, I don't know if it'sunique to Miami, but a lot of
our business owners here alsoown their commercial real estate
property.
They're not renting and leasingtheir owning.
And one of the biggesttransactions that a business
(09:31):
owner will go through is theirown personal transition, if
they're lucky, their ownbusiness transition.
So if they're lucky enough,they get to decide when they are
going to retire and going topass the business on to the next
person.
They can choose who thatsuccession will go to.
(09:51):
Will it go to a family?
Will it go to a youngergeneration professional that's
involved in the business that'sready to take over, a younger
generation professional that'sinvolved in the business that's
ready to take over?
Or are they going to sellcompletely to a third party?
Or, if they're unlucky and ifthey didn't plan and there's a
premature death, that decisionis made for them, right?
(10:16):
So the transition of everybusiness is something that every
business owner will go through.
But in that process, you know,if they're transitioning their
business, there's also anotheraspect of it, which is their
real estate, and that is how Istarted to realize the need to
partner with a broker whounderstood what we could do and
who could understand the valuethat we could bring to that
relationship so that we can growtogether.
(10:38):
And that's how I slowly startedto see the opportunity on the
real estate space and theneventually that led me into CCIM
and building the partnershipsthat I have with you guys now.
Speaker 1 (10:48):
Oh, awesome, awesome.
So yeah, that's interestingbecause on the real estate, on
the transactional side, we'resaying, hey, people usually like
to transaction or sell One ortwo reasons.
They're either trying to beopportunistic and like, hey,
there's a hot market time tosell, or something like that, or
I need to liquidate because Ihave to do something, you know,
(11:10):
take an opportunity to to dosomething else, right, uh, or
there's a problem, you know, adeath in the family or some big
life altering type of asituation where they have to
transact and get out.
But that other side of the of,or that's part of the equation
of the all the wealth managementstuff, because when you're
(11:32):
looking at just the real estate,here's the value, here's what
you get and, yeah, you may havesome a long term, you know, you
know some.
There's always a taxingimplication of when you sell,
absolutely Depending on when youbought and what kind of
depreciations you took, and allthat yada, yada, yada that comes
along with that.
But there's a lot more to theimpact of that business owner or
(11:52):
that property owner when you dothat.
And then that's where,obviously, you know, your
expertise comes in in a in asuper, super way.
Yeah, absolutely, absolutely,wow, wow.
So that's that's, that's that'sgreat.
I think a lot of us, we, we, Iwould say we, I would say we've
failed.
But we, we don't see that ordon't always, you know, look at
(12:16):
it holistically, of the client'sneeds, on a holistic basis, and
so I think that's obviously,you know, a good opportunity to
work together on some of thoseprojects, and especially when
those needs come up.
Speaker 2 (12:30):
And that's such a great point because, in my case
right, we do a lot of taxplanning but we're not the CPAs.
We partner with our clients.
Cpas to you know, we can takethe conversation a little bit
further because we understandthe tax planning, but at the end
of the day we still need theCPA to sign off on everything.
Same with estate planning.
(12:52):
We can model out scenarios inthe event of the sale of a
business or a real estate, theimpact that it can have on
someone's estate, but we're notthe estate planning attorneys
and we still need to partnerwith them to be able to draft
the right documents and makesure everything looks good.
But for the commercial realestate broker, you don't have to
(13:14):
know everything that impactsthe client's wealth.
If you partner with the rightwealth advisor, they can kind of
cover for you, Just like for us, when we're looking at the sale
of a business and looking atthe client's taxes, we're
bringing in that expert who doesunderstand the taxes so they
can help us bring everythingtogether.
(13:36):
And the same thing for thecommercial realtors.
You don't have to knoweverything, but understand that
there's more than just the saleof that property that's going to
have an impact on the client'swealth and bringing in that
right person, bringing in theright advisor, make sure that
you know everything looks goodand it goes according to the
client's wishes.
Speaker 1 (13:56):
Yeah, yeah, that's absolutely Now there's.
There's a another side, like Isaid, it was.
You know, I'm sure there's morethan two sides, but the two
points I kind of want to talkabout a little bit today is is
the actual broker?
Because the broker, with time,will start obviously, hopefully
get accumulating some wealth,start putting together, you know
(14:17):
, once you get some activitygoing and so forth.
And the idea of, I would say, ofmost people in commercial real
estate that I know of and I knowI've been through it, is that
we want to also then startbuying some properties and so
forth.
We all work well, the majorityof us work on a 1099 independent
contractor type of platform,whether it's our own business as
(14:39):
far as like, oh you know, abcRealty or brokerage, or we work
for one of the other firm orpartner with a boutique firm,
but we are in that.
So there's a lot of strategiesand so forth that we think we
know, but again, we don't knoweverything.
And on our previousconversation I definitely saw
(15:00):
that passion that you had tohelp the commercial real estate
professional go through and beable to kind of prepare for a
long-term planning or workmanagement.
I think it hits home also foryourself because your wife's in
the industry as well, so youkind of have co-pilot view of
(15:21):
what that world kind of lookslike.
So, talk a little bit aboutthat and what do you see there
and how you can help out Well.
Speaker 2 (15:30):
As you mentioned my wife Ashley.
She is a residential realtorhere in Miami Florida and she's
been in the real estate industryfor about eight years.
So I've seen firsthand and I'velived firsthand what the
experience is of living with arealtor, whether it's commercial
or residential, the ups anddowns of the industry, the fact
(15:52):
that you can work as hard as youcan but sometimes there's
factors out of your control thatcan completely derail things.
I remember during COVID, youknow, my wife had so many
listings and so many pendingdeals to be closed and COVID
stopped everything.
Speaker 1 (16:08):
Wow.
Speaker 2 (16:09):
You know.
So, again, I live with arealtor.
I know firsthand what it's likeand it's so tough for a realtor
to think long-term right.
As you mentioned, realtors are1099 employees, so they're
constantly focused on theirbusiness.
They're prospecting, they'rebuilding their pipelines,
they're showing their properties, they're negotiating the deals.
(16:31):
But once that deal closes, ifyou don't have another one lined
up, you're effectivelyunemployed and that's why it's
so hard to think long-term,because you don't know when that
next deal is going to come orwhen it's going to close.
So the biggest issue, or thebiggest challenge, is there's so
many great brokerages out thereand they're going to help you
(16:52):
with your business, help youwith you know, the sales aspect,
everything to grow yourbusiness.
They're going to be there tohelp you, but they're not going
to look out for you and your ownlong-term goals.
They're not going to set up a401k like your traditional W-2
employee may have when they'reworking at a you know, at a
corporate job.
But that all of that is up.
(17:14):
All of that is left to theindividual, to that broker.
Again, I know how hard it is todo everything that the realtors
do to grow their business.
Where are they going to findtime to focus on their own
cashflow, to focus on their ownretirement planning, to focus on
taxes, to making sure thatthey're structured properly.
(17:34):
It's a real challenge and mostrealtors if you've made it past
that five-year mark, you'redoing good or you have a process
that allows you to make aliving from real estate.
But from there you got to startthinking long-term because if
you don't, the money that you domake that goes really quickly
(17:58):
Taxes, marketing and everythingelse lifestyle and if you're not
thinking long-term, that's ahuge challenge that I think you
know, that I've seen manyrealtors and brokers kind of
ignore.
Speaker 1 (18:09):
Right, right, and you know, without going into I
think I saw one of yourpresentations one time you
talked about, you know, speakingof the ups and downs, how you
can help in the planning for thenot just ups, because obviously
the ups is the easy partEverybody's cash flowing but
when you have the cycle turnsand the cycle goes down, and
then how do you bring somestability or try to at least
(18:32):
minimize the ups and downs withplanning?
Speaker 2 (18:37):
Yeah, look, it's it.
It's nothing earth shattering,right, it's just planning.
Like I mentioned, once you'vereached that five-year mark, you
understand what it takes togrow your business.
It doesn't mean that justbecause you reached the
five-year mark, all the dealsare going to come to you.
You still have to go out thereand grow it, but with proper
planning.
I think one of the biggestthings that many tend to ignore
(18:59):
is a strong cash flow plan.
Many brokers have their accountthat they set aside for taxes
because they know that they haveto pay their taxes either
quarterly or at the end of theyear.
So many people understand thethought of an emergency fund, a
fund in the event of a carbreaks down.
You have some money set asideto be able to fix the vehicle or
(19:22):
whatever kind of emergency maycome up.
But what I like to talk to mywife about, and what we've
established and what I recommenda lot of realtors look into, is
first establish and you cancall it whatever.
Whatever we can call it afreedom fund, but it's thinking
beyond emergencies and thinkingabout making sure that you have
enough cashflow from your deals.
(19:43):
You pay yourself a salary.
You don't live off of that dealIf you close a hundred thousand
dollars deal in February, youhave to make it as if you're
still a you know.
Whatever amount of salary youwant to pay yourself, and pay
yourself every single month.
Anything beyond that, you wantto start putting it in the right
buckets.
You can't put a lot of moneyinto the long-term bucket yet.
(20:06):
What we want to do is make surethat this Freedom Fund is funded
so that when deals take longerto close or deals fall through,
you can still make sure that thelifestyle, the lifestyle
spending and your lifestyleexpenses are covered.
That's, that's the foundation,because without that you really
it doesn't.
It doesn't matter whetheryou're structured 1099 and LLC
(20:29):
and S Corp.
It doesn't really matter howyou're structured if you don't
have the foundation right.
Right, so you know.
After you know level one andgetting that right cash flow,
you want to make sure thatyou're working with your CPA and
a wealth advisor to see if itmakes sense for you to be
structured accurately from a taxperspective One of the things
(20:50):
that we often see and it's verycommon because, again, we're so
focused on growing our businessthat we don't have time to focus
on the actual details of thebusiness, especially from a tax
perspective.
We'll have many top performingrealtors or brokers that are
still 1099, that they're stillregistered as an LLC but haven't
(21:14):
elected an S-corp designation,and so through that process,
they're essentially paying morein taxes.
Not to derail the conversationand get into the numbers, but
once you've reached a certainthreshold, once you've reached a
certain duration in theindustry, once you're making a
certain amount, then you want tostart talking to your CPA and
(21:37):
your partners to see if yourcurrent structure makes sense
and if it doesn't, what doesmake sense and how we can, you
know, prepare for for what's tocome.
Speaker 1 (21:46):
Finding the right advice is paramount, and
especially as you grow and soforth.
We touched on, you know, theworking with the client.
We talked about, you know,helping out the actual
professional.
I would say one of the myths,if you will, that are out there
about what's management a lot oftime with brokers here.
They're afraid that they'regoing to lose their client.
(22:06):
They're like, oh, he's herebecause brokerage traditionally
has been a very much.
You keep your cards close toyour chest and you don't want to
share too much and as soon asyou start sharing clients,
you're going to lose control ofthe deal, going to lose control
of the relationship.
And every broker likes to thinkthat they're in control of the
relationship.
But if you build a goodrelationship, it doesn't matter.
People obviously haverelationships with a lot of
(22:26):
people.
What would you say to like youknow?
Hey, I'm afraid to talk toHenry because he's going to take
my client.
Speaker 2 (22:36):
Look, that is not a hypothetical.
I actually heard that manytimes, you know, as I got
involved with CCIM.
Some would be like, oh you know, I don't want to work with this
guy because he could jeopardizemy deal, he could take my
client, we want to use theseassets and invest in another
commercial property, and he'sgoing to tell them to put it
into some type of investment.
I think you know that we can'tI can't speak for all advisors,
(22:58):
right, but you have to one findthe right advisor who
understands your type ofbusiness and your type of client
.
I'll I'll share a case study, ascenario that actually happened
a few years ago, two years ago,and then we can kind of bring
it back to why it's important tobring in an advisor.
(23:19):
So back in 2024, early 2024, Iwas introduced.
It was a broker was telling meabout a client and they were
kind of testing me out to see,hey, like what would you do?
Is there really something thatyou can help with?
And so this family that thisrealtor was helping.
(23:41):
They had a hotel in Miami,florida.
They were selling for about 11million bucks, they were
gentrifying the whole area.
The guy knew sooner or laterit's going to be the right time
to sell.
So let me get out now.
They sold the property forabout 11 million bucks.
The realtor did an amazing jobgetting it sold, but I wasn't
(24:01):
brought in until after the close.
I was told about it, but theintroduction to the client
wasn't made until after the dealwas closed.
This couple that sold the hotelthey didn't have any kids.
There was a charity that theycared about deeply and they
supported both financially andwith their time.
Had I been introduced earlierto this client, we could have
(24:23):
looked at a bunch of differentstrategies to help minimize the
eventual tax impact on thatThings from 1031 exchanges
investing into a Delawarestatutory trust, into a DST
exploring what a donor advicefund could do because they were
so charitably inclined.
There was so many things thatwe could have brought to the
(24:44):
table and had a conversationabout.
The deal was closed in Decemberand I wasn't brought in until
January, so the timing was justterrible.
Anything that we couldintroduce was completely gone.
The client ended up payingabout $2 million in taxes.
Had we been introduced, had weexplored some of these
(25:08):
strategies, there was asignificant amount of taxes that
we could have saved the client.
Now, the biggest reason why Iwasn't brought in earlier.
I don't want to jeopardize thisdeal.
We're almost at the finish line.
He's going to come in and saydon't do this.
Potentially.
There was a lot ofmisconceptions about what I
could do about the real estatesale and what I would say is I
(25:31):
am an expert in the wealthplanning aspect.
The commercial realtor is theexpert in the real estate deal
and I am never going to crossthat bridge.
They know that space betterthan I do.
I know I'm the expert in thewealth planning and I can model
out what tax impacts we'll haveon a client's plan on the sale
of a business or a real estate.
(25:51):
I can model what the estateimpact could be, but I'm not the
estate planning or the CPAexpert.
We still have to bring those inand I think, if anything, we
have done a good job ofunderstanding what role we play
in a client's life, but we alsoknow that we're not everything.
We have to bring in thoseexperts.
(26:13):
So you know my plea to you, knowthe commercial realtor
community.
I don't.
I'm not here to jeopardize thedeal.
If anything, I'm going to makeyou look like a hero.
Wow, if anything, you knowgoing through a detailed process
.
Having someone look at theirtaxes from the lens of their
(26:34):
overall wealth, and not just thesale of this property, could
potentially save them so much intaxes.
And who gets the?
Who gets the?
The, the, the recognition forall that?
It's the realtor who made thatintroduction.
Absolutely.
Speaker 1 (26:50):
Oh you know.
Speaker 2 (26:50):
Again, I think it's important to create partnerships
.
It's very important to vetthese advisors, because not
every advisor is created equal.
We have some advisors at myfirm alone.
We're based in South Carolina.
We have advisors across thecountry and we have some amazing
advisors who specialize workingonly with physicians.
(27:12):
We have some advisors whospecialize only working with
tech executives, because theirpay, their tax situation, their
estate situation it's so complexand it's so unique that could I
help?
Absolutely.
But you're better off in thehands of someone who understands
your world completely, right,right For us, for my team and I.
(27:35):
That's that private businessowner space and through that,
because I've worked with so manyprivate business owners who've
sold real estate and I live withsomeone at home who's a realtor
, I also understand the realtorspace, and so it's so important
to make sure that you're workingwith someone who understands
that so that you're getting theright advice.
Speaker 1 (27:56):
Wow.
Well, it's unfortunate for thesituation of that seller and you
could have helped out with that.
But hopefully somebody outthere is listening and that word
gets out that it's better to beon the front end to plan versus
post-transaction, and thenyou're very limited with what
(28:16):
can be done.
Absolutely Well, henry, beforewe wrap up, I know you've been
in Florida for a while, been inMiami here for a long time.
You're you're in this any.
You know what's your crystalball, kind of saying.
I know you're not on thecommercial real estate as a
practitioner per se, but you seequite a bit.
I'm sure there's a lot of talksgoing out there about where the
(28:37):
winds are blowing.
So what's your crystal ball?
Speaker 2 (28:43):
Yeah.
So we live in Miami and it'sone of the hottest markets right
now.
We have so many different typesof industries relocating to
Miami tech companies, financialfirms we are so close to you
know Latin America and all thetrade that comes from that.
There's no better time rightnow than for Miami to you know
(29:06):
it's a lot of opportunity cominghere in our community.
So bringing it back to you know, the realtors I think the
biggest opportunity is creatingthose partnerships.
You know there's going to be somany different, there's so many
things that we may not know,but creating those right
partnerships and learning aboutwhat's going on in other
industries and seeing how thatcan, how we can bring it back to
(29:28):
what we do, just helps.
When I started, you know,joining CCIM and coming to
excuse me, when I started,coming to the luncheons and I
would hear you know uniquethings happening in Miami, for
example, sers, the StructuralIntegrity Reserve Study, and
after everything that happenedwith the Champlain Towers, we,
you guys, had you hosted a lunchand we had attorneys there who
(29:51):
went into the details, thecontracts and everything going
on and I was able to use thosetalking points when my clients
who lived in Maine but had realestate in Florida and weren't
here full time, concerned aboutwhat's going to happen and how
the assessments are going tocome up, I was able to at least
take the conversation a littlebit further, understand where
(30:13):
the changes were going and say,listen, you need to speak to
your realtor, you need to speakto someone who understands it a
little bit deeper and, I guess,express why it was so important
to do so.
Had I not been part of the CCIMand learning what's going on, I
may overlook those things andthey may not think that owning
that property in Miami or SouthFlorida is so bad and you know,
(30:36):
they miss out on a lot ofopportunities.
So, because Miami is growing,because it's such a hot market
right now, so many, you know, somany things happening here, I
think it's more important thanever to reach out to other
partners and create thoserelationships and, you know,
learn what's going on so we canhelp each other grow.
Speaker 1 (30:55):
There it is.
There it is Creatingrelationships.
I think it's one of thebeautiful things about the CCIM
community.
We're very much about workingor playing, playing in the
playing nice in the sandbox withother brokers, with
professionals like yourselfattorneys, architects.
We are all part of this team toprovide the best service and
the best advice for, for theclient, and that's really what
(31:17):
we're trying to do.
So, henry, thank you so very,very much.
How can people get in touchwith you?
I'm sure there's people goingto have some questions.
Yeah, I don't know if you canshare a you know email or
whatever.
Yeah, no, I'd be happy to youknow.
Speaker 2 (31:30):
I'd be happy to share my email.
It's henrysilva atapollonwealthcom.
I'm also on LinkedIn, trying toget more active on LinkedIn,
but you can find me there aswell, henry Silva, and you know
our website,apollonwealthmanagementcom.
You can check us out there,learn a little bit more about us
and, you know, hopefully we canconnect soon.
Speaker 1 (31:51):
Absolutely.
I'll make sure to include allthat in the show notes and so
you can connect again.
Thank you for being here.
Thank you for a pollen wealthfor being the sponsor of this
episode.
Really look forward tocontinued working on the CCIM
board and and being part of theMiami CCIM family.
Thank you very much and we'lltalk soon.
Thank you so much, Ruben.
(32:11):
Thank you, Thank you.
Welcome, welcome, welcome to another episode of
CRE Commercial Real EstateCafecito Time from Miami, CCIM.
Today we have Henry Silva withApollon.
Wealth is a fabulous member ofour board and a very active
member in the wealth communityworking with different
(01:03):
commercial real estate folks.
And, Henry, thank you very muchfor being here today.
We're excited to talk to you.
Yeah, Ruben, I'm so commercialreal estate folks and, anyway,
thank you very much for beinghere today.
We're excited to talk to you.
Yeah, ruben, I'm so excited tobe here.
Well, that's awesome, that'sawesome.
I'd like to also thank you forsponsoring today's episode and
again for all your support.
That CCIM, miami District.
And well, you know, as we getto talk, before we kind of get
(01:23):
into the meats and bones, Ialways like to go back a little
bit and and let uh, let theaudience know a little bit about
who you are, a little bit aboutwhere you came from.
So, uh, let's, let's go backand give us a little background.
You know a young henry,absolutely absolutely well.
Speaker 2 (01:38):
again, thank you so much for the opportunity.
I do want to kind of expand onthe whole CCIM partnership
because it's been huge for me.
I've been involved with CCIMnow for about four years.
I'll share a little bit abouthow I kind of stumbled into CCIM
, but the organization overallhas been amazing and it's been a
huge value add to what Iprovide to my clients.
So, ruben Tracy, the entireCCIM team, thank you so much for
(02:03):
everything you guys do and forthe opportunity to be involved
To share a little bit aboutmyself.
I was born in North Bergen, newJersey.
Oh, new Jersey, all right, yeah.
So I was born in North Bergen,new Jersey, but I relocated to
Florida when I was by the age ofone, so even though I was born
in.
New Jersey.
I consider myself a Florida boy.
I grew up across many differentcounties in Florida.
(02:26):
I was in Broward County, WestPalm, Tampa, Florida and now
here in Miami-Dade.
Like I mentioned, I graduatedfrom the University of South
Florida.
I was a very active student.
I was the senator for theCollege of Arts and Sciences at
USF.
I was also involved in Greeklife.
I was part of a Latinfraternity, Lambda Theta Phi,
(02:46):
Latin Fraternity Incorporated,and so that's a fast version of
a little bit of my background.
Speaker 1 (02:53):
Yeah, no, awesome, awesome.
And you, you always knew youwanted to go into, like the
financial service type industryor Great question.
Speaker 2 (03:02):
So while I was at USF , I was working at this major
bank and I initially wanted togo to law school.
Okay, so you know, I wasstudying, getting you know,
preparing for the LSATs.
I had just graduated Six monthslater.
I, you know, I passed or notpassed.
I took the LSATs.
I got pretty good scores.
As soon as I got, I gotaccepted to one of these law
(03:23):
schools in Deland, at Stetson,and I got the letter in the mail
saying hey, congratulations,you're in.
You need to reserve your seat.
Here's the bill for what thisfinancial expense is going to be
.
Right around that time wasaround the time I got my first I
(03:44):
had to start paying back mystudent loans for USF and I
remember just seeing the numberand I just didn't know how I was
going to pay that back whilealso going to school and paying
on taking on this new bill.
So, because of the financialpart or that aspect of it scared
me.
I realized immediately thatmaybe legal was in the field for
(04:05):
me, but I really enjoyedworking with people.
I always wanted to help.
Again, at the time I wasworking at this major bank and I
said there's no better place togrow than from where I'm at
here.
So let me just test it out, seewhere, see how far I can grow,
and see if I like it and go fromthere.
It wasn't, you know, it wasn't,I guess, linear from the very
beginning, but I did start offas a banker over in Tampa
(04:26):
Florida.
Speaker 1 (04:27):
So you moved to Miami and you're establishing
yourself Now.
How did you go from like thebanking side to like the I guess
, the wealth side?
Speaker 2 (04:37):
Yeah, so that's a great question.
So I relocated to Miami in 2014and I had zero professional
contacts here.
My closest relative, my auntsthey live in Broward County,
which is about is, you know,about 45 minutes to an hour away
.
So that was it.
I didn't have any professionalcontacts here.
(04:58):
I was starting off completelyfresh.
I started in North Miami at thisbranch, and near our branch was
this industrial park, and thatindustrial park was an
incredible training ground forme because I got to meet so many
business owners and I got tosee how they, how these
entrepreneurs, were thinking,how they were growing their
(05:18):
business when they were reachingout to us for lending because
they needed to grow, whether itwas to hire or bigger facilities
, things, everything that comeswith, you know, growing their
business.
I got to see firsthand thosechallenges and, you know, I made
it a mission as soon as Irelocated here and I saw that
opportunity to go, you know,with our business bankers and
(05:39):
learning more about thesebusinesses, their operations,
and that's kind of what shapedme into the advisor that I'm in
now.
So, as I mentioned, I startedoff on the retail side in
banking, but from there, withinthe same firm, I grew into the
private banking position.
So I was with the private bankhere in South Florida.
(06:01):
We worked with high net worthand ultra high net worth
families.
Here in South Florida, weworked with high net worth and
ultra high net worth families.
I was there for a short timeand then I transitioned over
into the wire house space, whichat another major law, at
another major financial firm.
But I realized that what Iwanted to build was a practice
that could go deeper, withclients not just focusing on the
investments but developing thefinancial plan for them.
(06:25):
So financial plans sometimespeople can you know their eyes
may glaze over.
It's a term that's often used,but for me, a big turning point
in my career was when I was onthe retail side and I had this
client who had a huge impact onmy career.
He was he and a few others werethe reasons why I had so many
doors open and opportunities tocontinue growing.
(06:47):
This was a large businessclient.
His business was doing amazing.
It was growing rapidly, butpersonally he was in a tough
spot.
So he was going through adivorce.
Because of the divorce, itforced him to sell a portion of
his business.
He had to start dividing theassets that he had between he
(07:08):
and his wife and you know,because of that he was facing a
massive estate tax problem.
So, sitting in that retail side,in that banker role, I was very
limited on how I can help him.
At the end of the day, it wasjust investments that I had
access to.
But I realized my clients, theones that are one, opening doors
(07:29):
and allowing me to learn andgrow.
I couldn't help them and Iwanted to and you know I wanted
to focus on everything.
So it was the tax, the taxquestions and their pain points
and how I can help their estateplanning, their cashflow, the
legacy he had two younger kids.
So I wanted to figure out how Ican put myself in a position to
(07:49):
help my clients who were goingthrough not just the bad, the
good.
But it meant looking beyondjust the investments, and so
that's kind of how I, that'swhat really drove me towards the
wealth advisory space andthat's eventually how I found a
Paul and wealth and how I joinedthem Nice.
Speaker 1 (08:08):
Nice, so it's.
It's that what I'm hearing isthe thread they're wanting to
help, cause it sounds like youhad the always that and we'll
get into that a little bit later.
Also, how you helping out, youknow, brokers and so forth, not
just with the clients, but asbrokers or commercial
professional, commercial realestate professionals themselves.
Speaker 2 (08:27):
Right.
Speaker 1 (08:28):
So let's talk a little bit.
You know now that you're apollen and you have this part of
health.
There's, I guess, two sides toto to the, the wealth management
advisory side that you providefor, like people like myself and
other, just brokers or likeaside from the personal we'll
get to that in a second helpingor working with clients, because
(08:49):
obviously you saw some value inCCIM and part of what CCIM
platform brings is a lot ofprofessionals that are in
commercial real estate andyou're able to help them or help
us with our clients.
So how do you see that role,kind of working together with
your advisory side?
Speaker 2 (09:09):
So you know, as I mentioned a lot of, when I
relocated to Miami, I went allin on private business owners.
Well, I don't know if it'sunique to Miami, but a lot of
our business owners here alsoown their commercial real estate
property.
They're not renting and leasingtheir owning.
And one of the biggesttransactions that a business
(09:31):
owner will go through is theirown personal transition, if
they're lucky, their ownbusiness transition.
So if they're lucky enough,they get to decide when they are
going to retire and going topass the business on to the next
person.
They can choose who thatsuccession will go to.
(09:51):
Will it go to a family?
Will it go to a youngergeneration professional that's
involved in the business that'sready to take over, a younger
generation professional that'sinvolved in the business that's
ready to take over?
Or are they going to sellcompletely to a third party?
Or, if they're unlucky and ifthey didn't plan and there's a
premature death, that decisionis made for them, right?
(10:16):
So the transition of everybusiness is something that every
business owner will go through.
But in that process, you know,if they're transitioning their
business, there's also anotheraspect of it, which is their
real estate, and that is how Istarted to realize the need to
partner with a broker whounderstood what we could do and
who could understand the valuethat we could bring to that
relationship so that we can growtogether.
(10:38):
And that's how I slowly startedto see the opportunity on the
real estate space and theneventually that led me into CCIM
and building the partnershipsthat I have with you guys now.
Speaker 1 (10:48):
Oh, awesome, awesome.
So yeah, that's interestingbecause on the real estate, on
the transactional side, we'resaying, hey, people usually like
to transaction or sell One ortwo reasons.
They're either trying to beopportunistic and like, hey,
there's a hot market time tosell, or something like that, or
I need to liquidate because Ihave to do something, you know,
(11:10):
take an opportunity to to dosomething else, right, uh, or
there's a problem, you know, adeath in the family or some big
life altering type of asituation where they have to
transact and get out.
But that other side of the of,or that's part of the equation
of the all the wealth managementstuff, because when you're
(11:32):
looking at just the real estate,here's the value, here's what
you get and, yeah, you may havesome a long term, you know, you
know some.
There's always a taxingimplication of when you sell,
absolutely Depending on when youbought and what kind of
depreciations you took, and allthat yada, yada, yada that comes
along with that.
But there's a lot more to theimpact of that business owner or
(11:52):
that property owner when you dothat.
And then that's where,obviously, you know, your
expertise comes in in a in asuper, super way.
Yeah, absolutely, absolutely,wow, wow.
So that's that's, that's that'sgreat.
I think a lot of us, we, we, Iwould say we, I would say we've
failed.
But we, we don't see that ordon't always, you know, look at
(12:16):
it holistically, of the client'sneeds, on a holistic basis, and
so I think that's obviously,you know, a good opportunity to
work together on some of thoseprojects, and especially when
those needs come up.
Speaker 2 (12:30):
And that's such a great point because, in my case
right, we do a lot of taxplanning but we're not the CPAs.
We partner with our clients.
Cpas to you know, we can takethe conversation a little bit
further because we understandthe tax planning, but at the end
of the day we still need theCPA to sign off on everything.
Same with estate planning.
(12:52):
We can model out scenarios inthe event of the sale of a
business or a real estate, theimpact that it can have on
someone's estate, but we're notthe estate planning attorneys
and we still need to partnerwith them to be able to draft
the right documents and makesure everything looks good.
But for the commercial realestate broker, you don't have to
(13:14):
know everything that impactsthe client's wealth.
If you partner with the rightwealth advisor, they can kind of
cover for you, Just like for us, when we're looking at the sale
of a business and looking atthe client's taxes, we're
bringing in that expert who doesunderstand the taxes so they
can help us bring everythingtogether.
(13:36):
And the same thing for thecommercial realtors.
You don't have to knoweverything, but understand that
there's more than just the saleof that property that's going to
have an impact on the client'swealth and bringing in that
right person, bringing in theright advisor, make sure that
you know everything looks goodand it goes according to the
client's wishes.
Speaker 1 (13:56):
Yeah, yeah, that's absolutely Now there's.
There's a another side, like Isaid, it was.
You know, I'm sure there's morethan two sides, but the two
points I kind of want to talkabout a little bit today is is
the actual broker?
Because the broker, with time,will start obviously, hopefully
get accumulating some wealth,start putting together, you know
(14:17):
, once you get some activitygoing and so forth.
And the idea of, I would say, ofmost people in commercial real
estate that I know of and I knowI've been through it, is that
we want to also then startbuying some properties and so
forth.
We all work well, the majorityof us work on a 1099 independent
contractor type of platform,whether it's our own business as
(14:39):
far as like, oh you know, abcRealty or brokerage, or we work
for one of the other firm orpartner with a boutique firm,
but we are in that.
So there's a lot of strategiesand so forth that we think we
know, but again, we don't knoweverything.
And on our previousconversation I definitely saw
(15:00):
that passion that you had tohelp the commercial real estate
professional go through and beable to kind of prepare for a
long-term planning or workmanagement.
I think it hits home also foryourself because your wife's in
the industry as well, so youkind of have co-pilot view of
(15:21):
what that world kind of lookslike.
So, talk a little bit aboutthat and what do you see there
and how you can help out Well.
Speaker 2 (15:30):
As you mentioned my wife Ashley.
She is a residential realtorhere in Miami Florida and she's
been in the real estate industryfor about eight years.
So I've seen firsthand and I'velived firsthand what the
experience is of living with arealtor, whether it's commercial
or residential, the ups anddowns of the industry, the fact
(15:52):
that you can work as hard as youcan but sometimes there's
factors out of your control thatcan completely derail things.
I remember during COVID, youknow, my wife had so many
listings and so many pendingdeals to be closed and COVID
stopped everything.
Speaker 1 (16:08):
Wow.
Speaker 2 (16:09):
You know.
So, again, I live with arealtor.
I know firsthand what it's likeand it's so tough for a realtor
to think long-term right.
As you mentioned, realtors are1099 employees, so they're
constantly focused on theirbusiness.
They're prospecting, they'rebuilding their pipelines,
they're showing their properties, they're negotiating the deals.
(16:31):
But once that deal closes, ifyou don't have another one lined
up, you're effectivelyunemployed and that's why it's
so hard to think long-term,because you don't know when that
next deal is going to come orwhen it's going to close.
So the biggest issue, or thebiggest challenge, is there's so
many great brokerages out thereand they're going to help you
(16:52):
with your business, help youwith you know, the sales aspect,
everything to grow yourbusiness.
They're going to be there tohelp you, but they're not going
to look out for you and your ownlong-term goals.
They're not going to set up a401k like your traditional W-2
employee may have when they'reworking at a you know, at a
corporate job.
But that all of that is up.
(17:14):
All of that is left to theindividual, to that broker.
Again, I know how hard it is todo everything that the realtors
do to grow their business.
Where are they going to findtime to focus on their own
cashflow, to focus on their ownretirement planning, to focus on
taxes, to making sure thatthey're structured properly.
(17:34):
It's a real challenge and mostrealtors if you've made it past
that five-year mark, you'redoing good or you have a process
that allows you to make aliving from real estate.
But from there you got to startthinking long-term because if
you don't, the money that you domake that goes really quickly
(17:58):
Taxes, marketing and everythingelse lifestyle and if you're not
thinking long-term, that's ahuge challenge that I think you
know, that I've seen manyrealtors and brokers kind of
ignore.
Speaker 1 (18:09):
Right, right, and you know, without going into I
think I saw one of yourpresentations one time you
talked about, you know, speakingof the ups and downs, how you
can help in the planning for thenot just ups, because obviously
the ups is the easy partEverybody's cash flowing but
when you have the cycle turnsand the cycle goes down, and
then how do you bring somestability or try to at least
(18:32):
minimize the ups and downs withplanning?
Speaker 2 (18:37):
Yeah, look, it's it.
It's nothing earth shattering,right, it's just planning.
Like I mentioned, once you'vereached that five-year mark, you
understand what it takes togrow your business.
It doesn't mean that justbecause you reached the
five-year mark, all the dealsare going to come to you.
You still have to go out thereand grow it, but with proper
planning.
I think one of the biggestthings that many tend to ignore
(18:59):
is a strong cash flow plan.
Many brokers have their accountthat they set aside for taxes
because they know that they haveto pay their taxes either
quarterly or at the end of theyear.
So many people understand thethought of an emergency fund, a
fund in the event of a carbreaks down.
You have some money set asideto be able to fix the vehicle or
(19:22):
whatever kind of emergency maycome up.
But what I like to talk to mywife about, and what we've
established and what I recommenda lot of realtors look into, is
first establish and you cancall it whatever.
Whatever we can call it afreedom fund, but it's thinking
beyond emergencies and thinkingabout making sure that you have
enough cashflow from your deals.
(19:43):
You pay yourself a salary.
You don't live off of that dealIf you close a hundred thousand
dollars deal in February, youhave to make it as if you're
still a you know.
Whatever amount of salary youwant to pay yourself, and pay
yourself every single month.
Anything beyond that, you wantto start putting it in the right
buckets.
You can't put a lot of moneyinto the long-term bucket yet.
(20:06):
What we want to do is make surethat this Freedom Fund is funded
so that when deals take longerto close or deals fall through,
you can still make sure that thelifestyle, the lifestyle
spending and your lifestyleexpenses are covered.
That's, that's the foundation,because without that you really
it doesn't.
It doesn't matter whetheryou're structured 1099 and LLC
(20:29):
and S Corp.
It doesn't really matter howyou're structured if you don't
have the foundation right.
Right, so you know.
After you know level one andgetting that right cash flow,
you want to make sure thatyou're working with your CPA and
a wealth advisor to see if itmakes sense for you to be
structured accurately from a taxperspective One of the things
(20:50):
that we often see and it's verycommon because, again, we're so
focused on growing our businessthat we don't have time to focus
on the actual details of thebusiness, especially from a tax
perspective.
We'll have many top performingrealtors or brokers that are
still 1099, that they're stillregistered as an LLC but haven't
(21:14):
elected an S-corp designation,and so through that process,
they're essentially paying morein taxes.
Not to derail the conversationand get into the numbers, but
once you've reached a certainthreshold, once you've reached a
certain duration in theindustry, once you're making a
certain amount, then you want tostart talking to your CPA and
(21:37):
your partners to see if yourcurrent structure makes sense
and if it doesn't, what doesmake sense and how we can, you
know, prepare for for what's tocome.
Speaker 1 (21:46):
Finding the right advice is paramount, and
especially as you grow and soforth.
We touched on, you know, theworking with the client.
We talked about, you know,helping out the actual
professional.
I would say one of the myths,if you will, that are out there
about what's management a lot oftime with brokers here.
They're afraid that they'regoing to lose their client.
(22:06):
They're like, oh, he's herebecause brokerage traditionally
has been a very much.
You keep your cards close toyour chest and you don't want to
share too much and as soon asyou start sharing clients,
you're going to lose control ofthe deal, going to lose control
of the relationship.
And every broker likes to thinkthat they're in control of the
relationship.
But if you build a goodrelationship, it doesn't matter.
People obviously haverelationships with a lot of
(22:26):
people.
What would you say to like youknow?
Hey, I'm afraid to talk toHenry because he's going to take
my client.
Speaker 2 (22:36):
Look, that is not a hypothetical.
I actually heard that manytimes, you know, as I got
involved with CCIM.
Some would be like, oh you know, I don't want to work with this
guy because he could jeopardizemy deal, he could take my
client, we want to use theseassets and invest in another
commercial property, and he'sgoing to tell them to put it
into some type of investment.
I think you know that we can'tI can't speak for all advisors,
(22:58):
right, but you have to one findthe right advisor who
understands your type ofbusiness and your type of client
.
I'll I'll share a case study, ascenario that actually happened
a few years ago, two years ago,and then we can kind of bring
it back to why it's important tobring in an advisor.
(23:19):
So back in 2024, early 2024, Iwas introduced.
It was a broker was telling meabout a client and they were
kind of testing me out to see,hey, like what would you do?
Is there really something thatyou can help with?
And so this family that thisrealtor was helping.
(23:41):
They had a hotel in Miami,florida.
They were selling for about 11million bucks, they were
gentrifying the whole area.
The guy knew sooner or laterit's going to be the right time
to sell.
So let me get out now.
They sold the property forabout 11 million bucks.
The realtor did an amazing jobgetting it sold, but I wasn't
(24:01):
brought in until after the close.
I was told about it, but theintroduction to the client
wasn't made until after the dealwas closed.
This couple that sold the hotelthey didn't have any kids.
There was a charity that theycared about deeply and they
supported both financially andwith their time.
Had I been introduced earlierto this client, we could have
(24:23):
looked at a bunch of differentstrategies to help minimize the
eventual tax impact on thatThings from 1031 exchanges
investing into a Delawarestatutory trust, into a DST
exploring what a donor advicefund could do because they were
so charitably inclined.
There was so many things thatwe could have brought to the
(24:44):
table and had a conversationabout.
The deal was closed in Decemberand I wasn't brought in until
January, so the timing was justterrible.
Anything that we couldintroduce was completely gone.
The client ended up payingabout $2 million in taxes.
Had we been introduced, had weexplored some of these
(25:08):
strategies, there was asignificant amount of taxes that
we could have saved the client.
Now, the biggest reason why Iwasn't brought in earlier.
I don't want to jeopardize thisdeal.
We're almost at the finish line.
He's going to come in and saydon't do this.
Potentially.
There was a lot ofmisconceptions about what I
could do about the real estatesale and what I would say is I
(25:31):
am an expert in the wealthplanning aspect.
The commercial realtor is theexpert in the real estate deal
and I am never going to crossthat bridge.
They know that space betterthan I do.
I know I'm the expert in thewealth planning and I can model
out what tax impacts we'll haveon a client's plan on the sale
of a business or a real estate.
(25:51):
I can model what the estateimpact could be, but I'm not the
estate planning or the CPAexpert.
We still have to bring those inand I think, if anything, we
have done a good job ofunderstanding what role we play
in a client's life, but we alsoknow that we're not everything.
We have to bring in thoseexperts.
(26:13):
So you know my plea to you, knowthe commercial realtor
community.
I don't.
I'm not here to jeopardize thedeal.
If anything, I'm going to makeyou look like a hero.
Wow, if anything, you knowgoing through a detailed process
.
Having someone look at theirtaxes from the lens of their
(26:34):
overall wealth, and not just thesale of this property, could
potentially save them so much intaxes.
And who gets the?
Who gets the?
The, the, the recognition forall that?
It's the realtor who made thatintroduction.
Absolutely.
Speaker 1 (26:50):
Oh you know.
Speaker 2 (26:50):
Again, I think it's important to create partnerships
.
It's very important to vetthese advisors, because not
every advisor is created equal.
We have some advisors at myfirm alone.
We're based in South Carolina.
We have advisors across thecountry and we have some amazing
advisors who specialize workingonly with physicians.
(27:12):
We have some advisors whospecialize only working with
tech executives, because theirpay, their tax situation, their
estate situation it's so complexand it's so unique that could I
help?
Absolutely.
But you're better off in thehands of someone who understands
your world completely, right,right For us, for my team and I.
(27:35):
That's that private businessowner space and through that,
because I've worked with so manyprivate business owners who've
sold real estate and I live withsomeone at home who's a realtor
, I also understand the realtorspace, and so it's so important
to make sure that you're workingwith someone who understands
that so that you're getting theright advice.
Speaker 1 (27:56):
Wow.
Well, it's unfortunate for thesituation of that seller and you
could have helped out with that.
But hopefully somebody outthere is listening and that word
gets out that it's better to beon the front end to plan versus
post-transaction, and thenyou're very limited with what
(28:16):
can be done.
Absolutely Well, henry, beforewe wrap up, I know you've been
in Florida for a while, been inMiami here for a long time.
You're you're in this any.
You know what's your crystalball, kind of saying.
I know you're not on thecommercial real estate as a
practitioner per se, but you seequite a bit.
I'm sure there's a lot of talksgoing out there about where the
(28:37):
winds are blowing.
So what's your crystal ball?
Speaker 2 (28:43):
Yeah.
So we live in Miami and it'sone of the hottest markets right
now.
We have so many different typesof industries relocating to
Miami tech companies, financialfirms we are so close to you
know Latin America and all thetrade that comes from that.
There's no better time rightnow than for Miami to you know
(29:06):
it's a lot of opportunity cominghere in our community.
So bringing it back to you know, the realtors I think the
biggest opportunity is creatingthose partnerships.
You know there's going to be somany different, there's so many
things that we may not know,but creating those right
partnerships and learning aboutwhat's going on in other
industries and seeing how thatcan, how we can bring it back to
(29:28):
what we do, just helps.
When I started, you know,joining CCIM and coming to
excuse me, when I started,coming to the luncheons and I
would hear you know uniquethings happening in Miami, for
example, sers, the StructuralIntegrity Reserve Study, and
after everything that happenedwith the Champlain Towers, we,
you guys, had you hosted a lunchand we had attorneys there who
(29:51):
went into the details, thecontracts and everything going
on and I was able to use thosetalking points when my clients
who lived in Maine but had realestate in Florida and weren't
here full time, concerned aboutwhat's going to happen and how
the assessments are going tocome up, I was able to at least
take the conversation a littlebit further, understand where
(30:13):
the changes were going and say,listen, you need to speak to
your realtor, you need to speakto someone who understands it a
little bit deeper and, I guess,express why it was so important
to do so.
Had I not been part of the CCIMand learning what's going on, I
may overlook those things andthey may not think that owning
that property in Miami or SouthFlorida is so bad and you know,
(30:36):
they miss out on a lot ofopportunities.
So, because Miami is growing,because it's such a hot market
right now, so many, you know, somany things happening here, I
think it's more important thanever to reach out to other
partners and create thoserelationships and, you know,
learn what's going on so we canhelp each other grow.
Speaker 1 (30:55):
There it is.
There it is Creatingrelationships.
I think it's one of thebeautiful things about the CCIM
community.
We're very much about workingor playing, playing in the
playing nice in the sandbox withother brokers, with
professionals like yourselfattorneys, architects.
We are all part of this team toprovide the best service and
the best advice for, for theclient, and that's really what
(31:17):
we're trying to do.
So, henry, thank you so very,very much.
How can people get in touchwith you?
I'm sure there's people goingto have some questions.
Yeah, I don't know if you canshare a you know email or
whatever.
Yeah, no, I'd be happy to youknow.
Speaker 2 (31:30):
I'd be happy to share my email.
It's henrysilva atapollonwealthcom.
I'm also on LinkedIn, trying toget more active on LinkedIn,
but you can find me there aswell, henry Silva, and you know
our website,apollonwealthmanagementcom.
You can check us out there,learn a little bit more about us
and, you know, hopefully we canconnect soon.
Speaker 1 (31:51):
Absolutely.
I'll make sure to include allthat in the show notes and so
you can connect again.
Thank you for being here.
Thank you for a pollen wealthfor being the sponsor of this
episode.
Really look forward tocontinued working on the CCIM
board and and being part of theMiami CCIM family.
Thank you very much and we'lltalk soon.
Thank you so much, Ruben.
(32:11):
Thank you, Thank you.
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
The Bobby Bones Show
Listen to 'The Bobby Bones Show' by downloading the daily full replay.