Track 2 · warm / grow-the-book

Grow the book

The fastest growth isn't new logos — it's the buyers we already serve. Each card is an account we already hold with more to win, a gatekeeper who controls several of our targets, or a warm list to reactivate. Elena surfaces them; the account manager works the relationship. Tap a chip to filter.

Expansion (8)Gatekeeper (2)Hospitality (4)Reactivation (2)Referral (1)

Sunbeam Properties

Expansion
Priority 1 · MIR-P1
🏢 Industrial / office park
We hold— (anchor prize)
OpportunityMiramar Park of Commerce (600 ac, 160–180 tenants) + Miramar Cove (125 ac, under construction)
Who to callRyan Goggins (VP) / PJ Apol — 954-450-7900
The play: Ask for ONE section (a streetscape or the lakefront) as a proof trial — they've run it since 1984. Raise Cove in the same meeting.
Why now: Cove landscape scopes being specified 2026–27 — wait and you bid someone else's spec.

Midtown Capital Partners

Expansion
Priority 1 · LW-P2 / MIR
🏢 Industrial / office
We holdMiramar Tech Center
Opportunity8 targets / 5 corridors — Vista Business Park (WPB, 175k sf), The Edison + Pembroke Pointe 880 (contiguous), Plantation Pointe (~400k sf), Crawford, Sawgrass East, W Rogers Circle
Who to callOlga Valdes-Fauli (Sr CPM) / Mario Saldana (VP Asset Mgmt) — midtown-capital.com
The play: Open with the relationship, not a pitch. Lead the proposal with Vista (best route economics in the whole book). Propose Edison + Pembroke as a pair.
Why now: The Edison bought Jan 2026 — vendor contracts in transition on a new asset.

ZRS Management

Expansion
Priority 1 · tri-county
🏢 Multifamily — institutional apartments (NOT HOA)
We hold3 communities · $210,920
Opportunity~37 communities available — Plantation 5, Coconut Creek 3 (seam), Boca 3, The Aubrey at Seaside (Lantana, 250 units, minutes from branch), + more
Who to callGet the FTL regional director's name from our 3 existing site managers
The play: Portfolio review at the Ft Lauderdale office, not one bid. Lead with Aubrey + the Plantation 5 (one route). Sell leasing velocity, not mowing.
Why now: Multifamily is a brand-new tier — nobody has ever called these.

ISRAM Realty Group

Expansion
Priority 1 · LW-P1 / MIR
🏢 Retail + multifamily
We holdRiverwalk Plaza · $32,795
OpportunityAvion Riverwalk (319 units, literally next door), Delray Square II (3× our size), Club Caribe (200-unit amenity-heavy), Lauderhill Crossings + ~14 statewide
Who to callAndy Pearlman (Sr PM) — 786-554-7577, Andy@IsramRealty.com (commercial = isramrealtygroup.com)
The play: Lead with Avion — bundling it with Riverwalk into one route stop is a real cost argument. Then Delray Sq II + Club Caribe. Escalate to Baruch Cohen (COO) if he stalls.
Why now: One person controls the whole account.

Stiles Property Management

Gatekeeper
Priority 1 · both branches
🏢 Retail / office (gatekeeper firm)
We holdmanages 11 of our targets
OpportunityUptown Boca, Monarch Town Center, Tower Shops Davie (677k sf), Del Mar Village, Gateway at Sawgrass, Monarch Lakes Commercial POA…
Who to callChris Rotolo (Pres) · Elier Fuentes (Dir Engineering — owns grounds specs) · Christie Starr (PB assets)
The play: Firm-level. Get on the approved-vendor list for both counties; lead with hurricane surge. Start the work at Monarch Lakes Commercial POA — commercial (not residential), next to our Miramar Tech account.
Why now: Just won the Federal Realty portfolio + Stockbridge Boca — scopes being set now.

Budget-season reactivation

Reactivation
Priority 1 · tri-county
🏢 Mixed — past proposals
We hold263 lost/sent proposals
Opportunity~182 still to enroll (seq 308876815; ~81 in)
Who to callHubSpot sequence (warm — they already know us)
The play: Enroll the rest into Budget Season (UI — HubSpot auto-skips those already in). Don't mention the old proposal; lead with a fresh budget number + free walkthrough.
Why now: Budget season is open now.

Cohen Commercial Realty

Expansion
Priority 2 · LW-P1 / S1
🏢 Retail plazas
We hold5 properties · $53,370
OpportunityLantana Shopping Center (across from our Water Tower Commons) + they handle 5M+ sf across South Florida
Who to callMatthew Sorrentino (our contact on all 5) · Bryan Cohen (Pres)
The play: One call = 5 existing props + their pipeline. Name Lantana Shopping Center (the adjacency writes itself). Ask what else they control in PBC.
Why now: Owner-operator + manager — real authority, no owner to approve.

Bozzuto

Expansion
Priority 2 · LW (Boca cluster)
🏢 Multifamily — institutional apartments (NOT HOA)
We hold2 communities · $67,658
Opportunity~30 tri-county — Boca 5, West Palm 3, Delray 2, Wellington, PBG…
Who to callGet regional name from our 2 site teams
The play: Lead the Palm Beach cluster — 5 in Boca, 3 in WPB, 2 in Delray. That's route density, which wins on price without cutting price.
Why now: PB concentration overlays our strongest corridor.

Costco

Expansion
Priority 2 · tri-county
🏢 Wholesale warehouse
We holdPalm Beach Gardens · $54,888
Opportunity9 in-corridor warehouses — per-store buyers (also on the Visits map)
Who to callWarehouse manager, per store
The play: 11 separate wins, not one meeting. Start Lantana (2 mi from the branch). Reference our PB Gardens store.
Why now: Each store buys its own grounds — no corporate, no aggregator.

Crawford Square / Nuveen

Gatekeeper
Priority 2 · LW / MIR-S2
🏢 Grocery-anchored retail
We holdThe Plaza at Delray · $86,985
OpportunityCoral Landings III (Coral Springs, traded Apr 2026), Weston Commons (~300k sf combined) — both Nuveen-owned
Who to callScott Laslo (EVP) — route the intro through our Plaza relationship, don't cold-call
The play: Ask our Plaza contact for the intro to Laslo. Name Coral Landings III. Establish whether Crawford or Nuveen approves the vendor.
Why now: Nuveen raised $330M to buy grocery-anchored centers; Coral Landings just changed hands = re-bid window.

Dimension Hospitality

Hospitality
Priority 2 · tri-county
🏢 Hotels
We holdBoca Raton Marriott
Opportunity6 more SFL hotels (~1,000 rooms), FTL HQ
Who to callRegional facilities / engineering director (not corporate procurement)
The play: Lead with our Marriott reference. Ask for the regional facilities director. Bid the portfolio, not one hotel.
Why now: Local corporate office — one meeting can cover the portfolio.

Kolter Hospitality

Hospitality
Priority 2 · LW / MIR
🏢 Hotels
We hold— (best cold hotel operator)
Opportunity9 South Florida hotels — 5 in Palm Beach (Courtyard Delray, Hyatt Place Delray, Hyatt Place WPB, Hyatt Place Boca, Hilton Garden Inn PBG) + 4 Broward incl. two adjacent Dania Beach hotels
Who to callRegional facilities / engineering; ~60% are Hilton brands → GM alias CODE_GM@hilton.com
The play: Bid the Palm Beach 5 as one cluster. All 9 are also drive-by stops on the Visits map (hospitality layer).
Why now: Florida-only operator, Delray HQ — right in our corridor.

Driftwood Hospitality

Hospitality
Priority 2 · LW / MIR
🏢 Hotels
We hold— (best cold hotel operator)
Opportunity~15 South Florida hotels — the largest footprint found, North Palm Beach HQ
Who to callTheir published 'Regional Director & Chief Engineer' — exactly the buyer we want
The play: Go straight at the Regional Director & Chief Engineer. Cluster-bid by sub-market.
Why now: Only firm with a publicly documented regional chief-engineer role.

Lost estimates + warm repliers

Reactivation
Priority 2 · tri-county
🏢 Mixed — past estimates
We holdthe 2024–25 estimate cohort
OpportunityEveryone who got a proposal or replied but never closed
Who to callSA / HubSpot
The play: Reactivate the recent cohorts 1:1; bounce-verify the older ones before sending.
Why now: Warmer + cheaper than any cold lead.

Reference-account referrals

Referral
Priority 2 · tri-county
🏢 Mixed
We holdRosemurgy (7) · PBSO (12) · City of Miramar
OpportunityIntros to peer PMs / boards these accounts know
Who to callOur happiest accounts
The play: Ask each reference account for one intro. PMs and boards all know each other — the ask is nearly free.
Why now: Referred clients close far higher than cold.

Merin Hunter Codman

Expansion
Priority 3 · Boca / WPB
🏢 Office (managed)
We hold5 properties · $108,390
OpportunityBroken Sound Plaza A, Boynton Beach Professional Center (they're the leasing agent)
Who to call— (repair first)
The play: REPAIR FIRST. Open with the two losses + what changed operationally. Only then ask about Broken Sound Plaza A (same street as our 900 Broken Sound).
Why now: They were manager on two of our 2026 losses (service failures, not price).

Baywood / Shaner / Hospitality America

Hospitality
Priority 3 · MIR / mixed
🏢 Hotels
We holdseveral hotels each
OpportunityBaywood: 4 more (Doral/airport) · Shaner: Homestead 3 + Aventura · Hospitality America: 2 more (Brickell, airport)
Who to callAl Patel (Baywood pres) · regional eng directors · Hilton GM alias CODE_GM@hilton.com
The play: Bid clusters (Baywood's Doral 4, Shaner's Homestead 3). ~60% are Hilton brands → GM email with no guesswork.
Why now: We already hold a reference at each.