We’re excited to introduce you to the always interesting and insightful Phil Gutman. We hope you’ll enjoy our conversation with Phil below.

Phil , appreciate you joining us today. We’d love to hear about the early days of establishing your own firm. What can you share?

After 25 years of experience in residential real estate and sales, I decided to open Gutman Development Marketing (GDM), a real estate consultancy that caters to developers of the area’s prime developments, including notable high-end condominiums, condo-hotel properties and residential communities. The firm looks to fill a void in the market. Both developers and brokerages have their own interests, and somewhere in the middle is that individual who can help monetize the sales for the project. Having grown in real estate and worked for developers and brokerages, I not only understand the roles each plays in the new development arena, but I also know how to find the balance between the two.

The experience I gained working on the corporate side for so many years equipped me with all the necessary skills to serve as the middleman, including working on the ground. I understand sales and marketing, market trends and market demand, but also dealmaking, budgeting and the construction process. I know how to build a solid sales team while leading all facets of new development, such as site selection, design elements, floorplans, and pricing, in all market conditions. My firm’s goal is to play an essential part in the success of real estate projects by coming on board at the earliest stages of development and moving the concept to conception.

Getting to this point in my career was not easy and took a lot of work. I have been working in the real estate industry for a long time. Each project has taught me that there is no such thing as instant gratification when it comes to new development. After all, you are building something from the ground up!

Patience is key in this industry, as well as having the proper training – that includes boots on the ground – and taking full advantage of the opportunities that come your way. When I was in my twenties, I was sent to Las Vegas to spearhead the sales of the residences at The Cosmopolitan, a luxury resort casino and hotel. This was a game-changer for me. The project, which was launched on Valentine’s Day in 2005, sold 600 units in one day. Working on a project of this magnitude at such a young age and generating an astounding $1.275 billion in sales in 18 months was a great learning experience.

After a long career and working on so many projects, I felt I was ready to launch my own company. The main challenge was to actually take that first step. That’s the hard part as it takes a leap of faith to leave the stability of a bigger firm and take the risk to open your company. Fortunately, all my clients have been very supportive, and I feel great about my decision.

Great, appreciate you sharing that with us. Before we ask you to share more of your insights, can you take a moment to introduce yourself and how you got to where you are today to our readers.

I grew up in New York and moved to South Florida in 1996. I started my career in the mortgage industry. However, I soon realized my calling was connecting with clients, getting out there and looking at properties, locating land for new development and, ultimately, inserting myself into the sales and marketing side of the real estate industry. That has been my niche and where I am the happiest!

Now, with over 25 years of experience in residential real estate and sales, I have had the opportunity to work with notable developers and brokerages, as well as high-profile luxury projects.

In 2004, I had the fortune to spearhead the sales of one of the largest residential projects in the U.S.: The Cosmopolitan of Las Vegas, a luxury resort and casino located on the Las Vegas Strip and consisting of two high-rise towers. As director of sales, I sold more than 1,825 units in 18 months.

I returned to Miami in 2008. Shortly after that, I joined Douglas Elliman Development Marketing, a division of Douglas Elliman Realty, where I oversaw a real estate portfolio exceeding $3 billion, including a list of well-known projects such as Miami Beach’s Canyon Ranch, 1 Hotel & Homes, Monad Terrace, and Ritz-Carlton Residences; as well as The Bristol Palm Beach.

In 2017, I joined Brown Harris Stevens (BHS) Miami as president. Based in New York City, this luxury brokerage firm represents some of the most prestigious properties. From the Miami Beach office, I oversaw a sales team of approximately 200 multilingual, award-winning REALTOR® professionals in Miami-Dade County. I also launched BHS Miami’s Sports and Entertainment division, in addition to its Commercial division.

After realizing that my true passion was for new development, I decided to launch GDM. Currently, I am steering the achievements of the Continuum Company as managing director of sales at La Baia North, a 57-unit waterfront development with resort-style amenities located at 9481 E. Bay Harbor Drive in Bay Harbor Islands, and Continuum Club & Residences, a 198-residence luxury bayfront condominium in North Bay Village. I have also led sales and secured the land for La Baia South, an 8-story boutique building featuring 68 residences located at 9201 E. Bay Harbor Drive in Bay Harbor Islands. La Baia South and La Baia North are part of La Baia Bay Harbor, a development spanning two sites a few blocks away from each other.

I am also spearheading the in-house sales initiative for Multiplan Real Estate Asset Management’s Ocean House Residences in Surfside, Florida, a waterfront boutique condo building. Earlier this year, I helped facilitate the acquisition of the oceanfront property for a record-breaking price of $64 million.

What do you think helped you build your reputation within your market?

When it comes to real estate, there are a few things that are key when building your reputation within a market. First, always be transparent. This is what builds trust between you and your clients or business partners. Second, don’t oversell. It is important to understand that customers in today’s market are well-informed and educated, and many do their due diligence before buying. Therefore, make sure you understand their expectations, so you meet their needs, and once again be transparent. Finally, be personable. Real estate is all about building relationships. You can only get there if you are approachable and professional.

Are there any books, videos, essays or other resources that have significantly impacted your management and entrepreneurial thinking and philosophy?

There are so many resources available when it comes to effective leadership, entrepreneurship thinking and business management. It is hard to pick a favorite. However, I have a preference for biographies that spotlight trailblazers’ journeys and showcase lessons on taking risks, finding opportunities, and driving growth. A book like “Shoe Dog,” which features the life of Phil Knight, the creator of Nike, is a great example. I also try to read articles and watch videos that discuss the path to becoming an effective leader and building strong teams.

Contact Info:

• Website: https://gutmanmiami.com
• Instagram: https://www.instagram.com/phil.gutman/
• Facebook: https://www.facebook.com/philgutmanmiami
• Linkedin: https://www.linkedin.com/in/philipgutman

Image Credits

Photos courtesy of Gutman Development Marketing