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In this episode, Carlos Concepcion sits down with Vanessa Gomez, Licensed Partner and Broker Associate at Engel & Völkers Miami, to uncover how real estate agents can strategically grow their pre-construction network in one of the fastest-expanding luxury markets in the United States.
Miami continues to evolve into a global destination for luxury living, attracting buyers from New York, Los Angeles, and Latin America seeking modern construction, lifestyle appeal, and long-term appreciation. Vanessa breaks down how agents can identify high-value developments through factors like developer reputation, location growth, and product quality—insights critical to agents, brokers, teams, and developers nationwide.
As Vanessa highlights throughout the conversation, digital positioning is now essential for growth, visibility, and lead generation—reinforcing the role that TREMGroup’s real estate websites, IDX technology, and full-stack marketing programs play in helping real estate professionals stand out in competitive markets. From boutique brokerages to large teams and new development projects, TREMGroup provides the tools and systems agents need to scale relationships, attract qualified buyers, and expand their footprint in pre-construction.
Featured topics in the episode include:
- Why pre-construction demand is rising in Miami and across major U.S. markets
- How agents can evaluate new developments through data-driven criteria
- Where emerging investment opportunities are growing (Downtown, Edgewater, Brickell Key, North Miami)
- How Engel & Völkers Miami is expanding through its boutique, luxury-focused model
- Advice for new agents on relationship building, follow-up, and long-term client retention
- The power of digital marketing and brand presence—a core advantage supported by TREMGroup and IDXBoost.
Vanessa emphasizes that Engel & Völkers Miami is expanding its presence by curating a select group of top-tier advisors aligned with the brand’s luxury standards, supported by digital marketing and lead-generation strategies.
Video full transcription
Carlos: Well, welcome uh for those of you who are watching, welcome to another episode of the pipeline where we want to connect and talk and have great deep conversations with industry leaders. Today I’m very proud of being talking to one of my long-term partners, client and friend, Vanessa Gomez, uh, licensed partner and broker associate at Engel and Völkers Miami. Welcome, Vane.
Vanessa: Thank you for having me.
Carlos: It’s a pleasure to have you here today, and I’m very much looking forward to having this conversation on record. Um, tell everybody a little bit about you and your story in real estate.
Vanessa: Well, um, my name is Vanessa Gomez and I’m a licensed partner and broker associate alongside Daniel Nault uh, for Engel and Völkers Miami and I was working at what nowadays is called Amaran Bank and I was doing the residential lending over there and in 2011 I got tired of corporate and decided to jump on the other side of real estate and actually do sales and about 8 nine years ago met Daniel through a mutual friend and I started working with him at Edgewater Real Estate and one thing led to another and the opportunity came along and we acquired Engel and Völkers Miami about two years now and we’re now developing the global brand at a local level.
Carlos: That’s amazing. I mean from 2006 to now a lot has happened in the industry in the markets. Um I like to think that we are in the biggest emerging market in the whole USA right now. Um so I want your take on how do you see you know after owning several brokerages growing your team and the brand and in this journey how do you see them in the Miami real estate market today?
Vanessa: Miami’s growth is the word that can define Miami right now and it’s not done yet. I mean this is just going to keep going. We still have a lot of room for growth as a city because people come here not only for the real estate but for the lifestyle and I think that’s really what sets a difference when it comes to our market and other markets in the US. I mean, New York will always be New York and we know that, but a lot of people are more and more wanting to have the best of both worlds and have that ability to come back and forth. And the city is, I mean, Mayor Suarez is definitely doing a great job. He’s done a great job since the pandemic to really push our city to the level it deserves.
Carlos: The lifestyle has changed. Um, I mean, what else do you want that, you know, amazing restaurants, beautiful beaches, uh
Vanessa: best weather
Carlos: Best weather, let’s not forget about that. Uh, but in the real estate industry, we were just talking a little while ago, even the landscape of the city has changed. And I do think that Miami is being seen and and portrayed as the
future financial capital of the USA. I’ve seen there is a lot of traffic and a lot of people relocating or investing in primary residence or secondary homes from New York, from Los Angeles. And even though we’re maybe a little far away from comparing price points with those markets, I think we’re on the way to take over those markets.
Vanessa: Well, still affordable as we were talking earlier. I mean, compared to
some other markets in the state, even though we have the most expensive zip
code in the country with Fisher Island, um, definitely there’s still an opportunity for people who want the lifestyle and are still able to afford, you know, you can easily still find a condo on the water in Miami, um, in an area like Edgewater for, you know, two to $800,000. That’s still a bargain for a lot of other markets in the country.
Carlos: So, different emerging markets in Miami. Um, now that we’re talking about the opportunities for people thinking to move here, uh, where do you see most of, you know, the people coming from? Where do you think they’re looking for? Are they more towards the condos, the single family homes, the waterfront? How do you see the market behaving?
Vanessa: I mean, we’ve all seen in the last year or so definitely the ultra luxury single family home waterfront is still, you know, a hot ticket item, but in average,
you still get a lot of people wanting to get that pre-construction because they want a newer product that’s compliant with the new rules after Surfside. And you have the South Americans, there’s still a big influx of South American money coming to Miami. um and wanting that ability to be able to pay in installments as they go instead of just one lump sum and that makes a difference. So definitely I see the pre-construction of the newer condos because the condos are older than 30 years right now. Are you experiencing special assessments because of the new rules and the new regulations and those are the ones that are hurting? But anything that’s newer than, you know, 30 years, it’s definitely something that’s still affordable. And mind you, there’s still an opportunity with the older condos. You just need to, as an investor, as a buyer, need to have the right person to walk you through that strategy.
Carlos: How do you find out which new development projects will have more
appreciation than others when you are advising your clients? I mean definitely
you know buying something new that can you can pay in installments and you can see that your money growth and your investment in real estate is is an
important factor for buyers but what are some data points that you use to advise your clients?
Vanessa: For me the most important thing to start with is the developer because
developers I mean everyone wants to come and develop but at the end of the day is the final product and is a reputation. What really matters when I’m advising a client what kind of project you want to go with. Um, additionally my business
partner and Daniel is the boss his background it’s in development it’s actually in development and the Heafey Group that’s what they’ve always you know been about in Canada. So having a reliable developer it’s step number one. Now from there it depends obviously you know what the budget of the client is and based on the budget the different projects there are um the locations I mean there are some areas that are still growing you know Edgewater is still a growing neighborhood now you have a little pocket in um you know certain areas like North Miami that are also growing and on the beach as well. So it’s a combination of I guess developer budget and then type property.
Carlos: That’s good to know. For those of you that are thinking of investing in Miami, you heard it from Vanessa. Vanessa, um, since you also have a lot of experience on the development side, I know that Engel and Völkers, which you know, both you and Daniel now in Miami are, you know, breaking into this emerging market and, you know, providing this amazing solution. What are your thoughts on the broker side? What services do you help developers with when they’re looking for partners like Engel and Völkers and the Heafey Group?
Vanessa: So there’s two parts of it. There’s one part that we are able to help with
distress properties. A lot of times developers, you know, you have a plan and you have a budget and then things happen and you can run into some financial hardships even as a developer who has a strong background. So there’s that part that’s more of Daniel’s branch when it comes to dealing with developments and then there’s the other part where we’re able to help a developer 360 meaning from finding land coming up with a plan strategy all the way to sales and pushing it through our global network. So there’s both sides, but overall we’re able to help from the ground up all the way to the final product and closings.
Carlos: And I think that both of you are reshaping the brand of Engel and Völkers Miami individually. So we’re going to talk about how you’re expanding and how you’re growing uh very soon. But it is a global brand. So I’m assuming that you also provide. I mean let’s talk a little bit about the brand Engel and Völkers right? Um tell us a little bit about the story because I know it’s very well known in Europe and it’s a global um brand but maybe for those who are just tuning in maybe we can touch on that.
Vanessa: So Engel and Völkers started in 1977 out of Hamburg Germany and they expanded quickly in the luxury real estate market in Germany. Then they had their first office in Mallorca and from there right now till this day we’re talking about a thousand offices in 35 countries. So they keep expanding. They’re number one in Europe and Canada. Um and right now in Americas when it comes to North America, you know, the USA, Mexico has just opened up an office in Mexico City and um other areas of Mexico, Tulum, and we keep growing on this side of the world, but in Europe, it’s been an established brand for decades. So now our job here in Miami is to bring in this global network to a very local clientele and that clientele is not only the end consumer but the real estate agent that now has the opportunity to join Engel and Völkers and have that global reach through our network.
Carlos: So talking about the agents, I mean with that brand in mind and with your um growth uh in mind, what are the type of agents that Engel and Völkers and you guys are looking to bring in?
Vanessa: So we’re not going crazy and recruiting everyone and their mother. Um, we’re actually keeping it very boutique. Engel and Völkers has always had a boutique approach globally when it comes to their offices and when we want to keep that touch here in Miami. Um, we are not taking any new agents. We basically invite a select group of real estate agents to become what we call global advisors. And right now we’re 42 agents. We have an office in Edgewater. We just opened an office in South of Fifth. I am very proud of that. Um, and the idea is that we want to have quality over quantity. We’re not looking to build a brokerage of a thousand agents in Miami like most of the companies now are. We’re looking to have a select group of real estate agents that align with the brand which is a luxury white globe treatment service focus.
Carlos: Always always I mean service has to be number one uh before expansion. So I definitely align with that. Um Vane in this uh in this process of expansion what are as a managing partner as a licensed partner for Engel and Völkers and handling a team of uh again top real estate professionals in your market. What are some of the challenges that you face when you know how to manage a team and grow a boutique brokerage?
Vanessa: I think the biggest challenge is finding people that care, that have the same vision and align with where you want to go. You know, it’s I think right now that’s the toughest challenge cuz we know where we’re going is just finding the right pieces of the puzzle to put that together and and make it happen. So that and work life balance.
Carlos: Does that exist? life balance.
Vanessa: I think so.
Carlos: Well, it’s I mean as you’re building something that matters, you always have to, you know, as a leader and a partner, you always put, you know, a little bit of the business first. So, I definitely understand that. Um, Vane, for yourself, where do you see the brand and how do you see the market in the next couple of years?
Vanessa: For us, Engel and Völkers, I see us um bringing it to the level that it’s known globally, but at a local scale, meaning luxury, boutique, probably the best approach for marketing strategies, you know, with the global reach of the network. Um, when it comes to the market, I think right now we’re going through obviously an adjustment. I mean, prices have cooled up a little bit, which is actually good in a way because right now it’s an opportunity for buyers out there and sellers can still move their inventory with the right marketing strategy and with the right, you know, like I mentioned earlier, working with the right advisor or real estate agent. But in general, I do see the Miami market, you know, as something that keeps growing and has potential to even appreciate over the course of the next few years because this is not just a pandemic now. It’s a city that’s growing and it’s growing from the inside out infrastructure and everything. So, I think Miami, you know, could be the next New York.
Carlos: Um I’ve heard that uh right now one of the things that are keeping the mic the market stable or the price stable is high price point uh high interest rates. Um but I also heard that there’s a lot of investors moving into Miami and investing in Miami.
Vanessa: Yeah.
Carlos: Um, is there a particular location where you see those market opportunities coming from to Miami?
Vanessa: I think downtown and Edgewater are still of interest for some investors. Now, the interest rates because those are two separate parts of the question. The interest rates, yes, is holding back some people to actually go in and, you know, get a mortgage or to actually put their property for sale because they’re locked in with a mortgage at a low rate. But at the same time, the educated consumer knows that you can purchase now and refinance later when rates are low and still going to probably get a better deal now than when the rates go down and everyone that has been holding off goes out to purchase something. So that’s one part. And then the other part, I mean it I think Downtown, Edgewater and certain parts of I will say North Miami um west of 95 still, you know, we will call it a little sketchy, but there’s still opportunities because it’s still a good location to central Miami.
Carlos: So you touched on the buyer side on how you know educated buyers now they understand they can refinance later but on the seller side what are some opportunities for again a seller that maybe bought very low interest rate in the past and you know they don’t want to um lose out or at current price points and interest rates where would they buy right so how
Vanessa: Well it’s one thing for another because if they have the opportunity to cash out on good equity yes okay You may not be able to lock in the same rate you currently have on your home, but you have the ability to take that cash out and maybe create a strategy where you can multiply your investment portfolio.
Maybe you’re going from owning one property to all of a sudden being able to afford two properties because you have enough cash. So you I mean that’s something you have to sit down with your agent and discuss to see what will be the right approach. But there’s a motivation if there’s enough equity.
Carlos: Amazing. I mean, as a global network, you have a lot of benefits. But as a business, uh, as running a business, how do you attract new clients? How do you make sure that you’re always having um, you know, you’re always in front of new people that you can help and represent, either buyer or selling?
Vanessa: I do a lot of networking myself. I also have guys like you in my life and like Stephen who’s back there. Um TREM I mean can I talk about it? Yeah. TREMGroup and IDX Boost have been also a great help uh along the way and we go back to the edgewater days where way before we got buyers. So that but I think the main thing is always be open to meet new people, connect and a happy client is going to send you another client. That’s been my biggest source of, you know, referrals in this industry. It’s not just thinking about one transaction. It’s about the relationship you’re building with that client because that happy client will send you more business your way.
Carlos: Definitely. Stephen has a saying and we keep talking about this. It’s not just lead generation, marketing is relationship generation. It’s making sure that you’re, you know, providing a good service. You’re being uh authentic and you’re helping people. So, you know, once that trust is set, then they will refer more people to your business. So, we definitely agreed on that. But I also know that you represent and help a couple of very unique developers that you believe in. Now, what are some of those that Vanessa Gomez and and the team are uh seeing in the biggest opportunity for your clients?
Vanessa: Some of you want me to talk about the projects specifically?
Carlos: Yes
Vanessa: Okay. So, personally, there’s one particular project um GEM Miami World Center. Um the developer Napali Group is based out of New York and they’re known for their high-end product and finishes. I think it’s a building that is going to be a beautiful building, but most importantly, it’s the quality of the finished product that it’s going to be different to what we’re used to down here. I think Napali Group brings in their expertise from New York and really having this to be their first tower in Miami, they really want to make it a statement. They’re also building the advisory for Lauderdale, but personally in Miami, I think that’s one project that I will keep my eyes on.
Carlos: Tell me a little bit more. I mean, uh, amenities, lifestyle, finishes. What are your personal favorites?
Vanessa: Personal favorites? I mean, I still love them. Yesterday, I was at the Mandarin Oriental. Um, that’s definitely going to be nothing like it in Miami. um Brickell Key. It’s a beautiful private island or enclave for those who know Miami. And yes, the price point is, you know, a little bit on the higher end, but the location and you cannot replicate that piece of land. So, that’s also something, you know, for the higher end buyer that is looking to get something. It’s definitely a project that I think it’s absolutely gorgeous.
Carlos: Location, privacy
Vanessa: And the developer Swire, I mean, they built Brickell Key, so that’s definitely a jewel in the island.
Carlos: Amazing. Um, Vane, a lot of people that are watching today are also real estate professionals. Some of them are starting their careers now. So I always want to dedicate a little bit of space for those agents who are starting in the industry now or recently started in the past year or two. Um and I would like them to hear some advice from you on what would you recommend a new real estate professional to be doing to to again to build a career to build a business to grow in today’s market. What are your thoughts on that?
Vanessa: Followup, so important to follow up. Um, build relationships with your clients. Don’t think about just the commission. Think about what’s best for your client. Whether you’re representing the seller or buyer or both, think about making your client happy and enjoy what you do. If you don’t like selling real estate, if you don’t like showing houses, if you don’t like just go find another job because you have to love what you do. And when you love what you do, the money will follow.
Carlos: So, if you’re a new real estate agent, you heard it from Vanessa Gomez here in the pipeline. So, thank you so much. I mean, is there anything else that you would like to talk about today in regards to your team, in regards to the broker, in regards to yourself? Anything that you want to mention to the viewers? Well, I think um right now we’re using this space to deliver a message and that message is Engel and Völkers is now in Miami. We are inviting those who understand luxury, who understand service and who like the boutique approach that we have to, you know, come talk to us. If you’re a real estate agent wanting to elevate your career, that’s exactly what we’re doing. We’re here to raise the standard in the industry in Miami and come talk to us.
Vanessa: So Engel and Völkers in the emerging Miami market starting with new developments. So you heard it here first. Now Vanessa, how can agents, buyers, sellers find you guys digital today? So you can go to our website. Um, we have our developments evmiami.com and we have our official miami.evrealestate.com website. You can visit us there. We also have a location in Edgewater. We have our location in South of Fifth right on Ocean and First and hopefully before the end of the year we will have our new uh Coconut Grove location.
Carlos: Well, Vanessa, thank you so much for being here today. I really appreciate your time.
Vanessa: I appreciate you.
Carlos: Um, so this is going to be the first one of many and we’ll keep you guys updated in the next episodes. So, thank you so much for joining us today. I really appreciate it.
Vanessa: Thank you.