Pablo Barreiro and Martin Saidon of Fortec On Five Things You Need To Know To Succeed In The Real Estate Industry

An Interview With Jason Hartman

Martin Saidon — Prepare Yourself: Success in real estate requires a solid foundation of knowledge and skills. Continuously educate yourself about the market, regulations and trends. Prepare for negotiations, understand financial analysis and stay updated on technological advancements. I recall an instance where my thorough preparation for a complex commercial deal allowed me to confidently navigate unforeseen challenges, ultimately leading to a successful closing.

Pablo Barreiro — Smart Decision-Making: Being swift and decisive when necessary is a hallmark of successful real estate leaders. Constant awareness of your surroundings while maintaining discernment in choosing when to act swiftly and when to exercise thoughtful deliberation helps identify opportune moments for fast action. Such acumen can make a world of difference in securing sought-after deals.

As a part of my series about the ‘Five Things You Need To Know To Succeed In The Real Estate Industry’, I had the pleasure of interviewing Pablo Barreiro and Martin Saidon.

With over 20 years of experience in the real estate industry, Pablo has brokered, purchased, sold and developed over $150 million in commercial transactions. As such, Pablo has a deep knowledge and understanding of how to find a property and turn it into a profitable, high-yielding asset.

Pablo is also a commercial real estate attorney who has previously acted as in-house counsel for a multinational real estate company, enriching Pablo with the professional insights of dealing with lenders, sellers, buyers, real estate agents and government officials.

Martin Saidon, CEO and Co-Founder, Fortec

With over 18 years of experience in commercial and residential real estate, Martin Saidon specializes in real estate finance and investment. Martin also has extensive knowledge in the areas of development, purchase, sale, management and lending.

Having executed over $350 million in business transactions and managed properties of over $75 million combined, Martin’s keen vision and deep knowledge of the real estate market give him an edge to fully understand how to turn a property into a high-yielding investment asset.

Thank you so much for doing this with us! Can you tell us the “backstory” about what brought you to the Real Estate industry?

Pablo Barreiro: Over two decades ago, I took my first leap into the captivating world of real estate, with a particular focus on commercial properties. The allure of dynamic negotiations, engaging with savvy investors and navigating intricate transactions was both exciting and motivating. Though the complexities of commercial real estate initially caught me off-guard, I consider myself incredibly fortunate to have been guided by seasoned mentors who generously shared their wealth of knowledge and experience. Their expert guidance has been the cornerstone of my success, and it fills me with joy to look back on the fulfilling journey that has led me to a thriving and gratifying career in real estate.

Martin Saidon: My journey in real estate has been transformative and enriching. It began 18 years ago when I ventured into the mortgage business, gaining valuable insights into the intricate workings of the real estate market. This experience laid a solid foundation for me to evolve into a savvy investor with a keen eye for identifying opportunities in various realms of real estate. Over time, I honed my skills in analyzing investment models, which empowered me to navigate diverse sectors within the industry. Through dedication and perseverance, I am now a seasoned professional, leveraging my expertise to make strategic and rewarding real estate investments. The passion that fueled my initial steps into the industry has only grown stronger with every successful endeavor, making my association with real estate a truly fulfilling and gratifying journey.

Can you share with our readers the most interesting or amusing story that occurred to you in your career so far? Can you share the lesson or takeaway you took out of that story?

Pablo Barreiro: Being in the industry for over 20 years, I’ve had many intriguing experiences. During the global financial crisis, a savvy investor with prime properties received substantial offers just before the Lehman Brothers collapse. Though I recommended selling, they opted to hold on, and when the market crashed, lenders intervened. This experience taught me the importance of staying vigilant on market trends and judiciously capitalizing on profitable opportunities. In this ever-evolving industry, persistence and astute decision-making are key to success.

Martin Saidon: One memorable and impactful story from my career revolves around hard work and perseverance leading to remarkable achievements. During a particularly challenging project, I encountered numerous delays and unexpected changes that threatened to derail the entire endeavor. It was a true test of my resilience and problem-solving abilities. Instead of succumbing to frustration, I welcomed the situation as an opportunity to find alternative routes and solutions. Through careful analysis and resourcefulness, I successfully closed the deal. This experience taught me the importance of adaptability and tenacity when facing adversity. It also highlighted the significance of staying focused on the end goal and maintaining a positive outlook, even when the path seems uncertain. The lessons remain ingrained in my approach to every project: Tackle challenges head-on, embrace flexibility and persistently strive for success. It is a valuable reminder that dedication and a strong work ethic are essential for achieving great things in the dynamic world of real estate.

Do you have a favorite “life lesson quote”? Can you share a story or example of how that was relevant to you in your life?

Pablo Barrei: In the words of Walt Disney, “If you can dream it, you can do it.” This quote serves as a powerful reminder that our dreams have the potential to become reality through hard work and determination. It’s not merely about wishful thinking but rather using our dreams as fuel to energize and sustain our efforts. Winston Churchill’s quote, “Plans are of little importance, but planning is essential,” complements this notion perfectly. Planning is the map that guides us toward our dreams, providing the structure and direction needed to transform aspirations into achievements. Dream big, plan wisely, and let your motivation be the force that propels you toward success.

Martin Saidon: “Looking for happiness” is a powerful life lesson quote that resonates deeply with me. I always keep this principle at the forefront of my personal and professional endeavors. I firmly believe that the ultimate purpose in life is to seek happiness for yourself and others. By aligning my goals with this overarching aim, I’ve found a profound sense of fulfillment and contentment. Whether in personal relationships or professional pursuits, I consistently strive to make choices that bring joy and positivity. This mindset has not only enriched my own life but has also allowed me to make a positive impact on the lives of those around me. Embracing the “looking for happiness” philosophy has brought me clarity and purpose, guiding me toward a more meaningful and gratifying existence.

Are you working on any exciting new projects now? How do you think that will help people?

Pablo Barreiro and Martin Saidon: At Fortec, our dedicated team is on a mission to establish preschools and schools nationwide, a visionary endeavor beyond just constructing educational institutions. These educational projects aim to not only provide parents and children with an array of exceptional school choices but also create valuable job opportunities in the communities we operate. Our core belief is firmly rooted in enhancing communities, and each project we undertake is carefully selected based on its potential to uplift and enrich the lives of the people within them. With a steadfast commitment to community development, we strive to make a lasting impact, nurturing a brighter future for young minds and the neighborhoods they call home.

What do you think makes your company stand out? Can you share a story?

Pablo Barreiro and Martin Saidon: Fortec is a trailblazer in the industry. We set ourselves apart with a team that is passionately dedicated to collaborating with our stakeholders to find innovative and imaginative solutions for any obstacle or challenge that comes our way. Our reputation as a reliable partner is bolstered by the trust of operators seeking our expertise in expanding their presence nationwide. They know that with Fortec, they gain access to unique financial sources and cutting-edge tools that are unmatched in these dynamic times. Our unwavering commitment to fostering growth and prosperity for our partners and clients fuels our drive to remain at the forefront of the field, continuously pushing boundaries and unlocking new possibilities for success.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?

Pablo Barreiro: I owe an immeasurable debt of gratitude to my incredible wife, Gabriela Borja, for being the rock and pillar of support that has propelled me to where I am today. Her brilliance and profound understanding of the challenges we face in the real estate industry are unparalleled. When tough situations arise, I turn to her for counsel and guidance; her advice is always invaluable. With her unwavering support and keen insights, she keeps me on guard, ensuring that I navigate the complexities of this industry with wisdom and determination. Gabriela’s presence in my life has been an indispensable source of strength and inspiration, and I am blessed to have her as my partner in both business and life. Together, we make an unstoppable team, conquering new horizons and cherishing every triumph along the way.

Martin Saidon: I am immensely grateful for the unwavering support of my family, but there is one person in particular without whom I wouldn’t be where I am today: my wife. She has been my constant pillar of strength and encouragement, standing by my side through every step of my journey in the real estate industry. Her belief in my abilities and unyielding support have been instrumental in my success. She has been a source of motivation, reminding me of my potential and pushing me to persevere. Her understanding and sacrifices have allowed me to pursue my dreams with passion and dedication. I must also express my gratitude to my parents, whose guidance and nurturing provided me with a solid foundation and instilled in me the values and principles that have shaped my character and drive for success. Their unwavering support and belief in my abilities have been pivotal in my growth as a person and professional. I am forever indebted to my family for being my rock and helping me achieve my goals.

Ok. Thank you for all that. Let’s now jump to the main core of our interview. Can you share 3 things that most excite you about the Real Estate industry? If you can please share a story or example.

Pablo Barreiro: In the dynamic realm of real estate development, three core elements drive my unwavering dedication. First and foremost, it’s all about the art of deal-making. The exhilarating process of negotiating with astute individuals and forging successful agreements is fundamental to what I love most about this industry. Each transaction presents a unique opportunity to showcase my expertise and strategic acumen, pushing me to seek new heights of achievement. Secondly, I thrive on the challenge of problem-solving. This industry demands resourcefulness and adaptability, and I relish every opportunity to unravel complex situations. The satisfaction of finding innovative solutions and overcoming obstacles fuels my passion and determination. Lastly, real estate is a rich tapestry of diverse people from various backgrounds and cultures. Engaging with individuals across borders fosters a deep appreciation for different perspectives and values, enriching my growth as a developer. An unforgettable experience that encapsulates these elements was when I ventured into deals with foreign sellers. It required a delicate balance of negotiation skills and cultural understanding, which further solidified my commitment to bridging gaps and creating meaningful connections in this ever-evolving landscape.

Martin Saidon: I’m delighted to discuss what excites me about real estate. Firstly, the ever-changing nature of the industry is invigorating. Each day presents new challenges and opportunities, keeping me on my toes and encouraging continuous growth and learning. Secondly, the long-term aspect of real estate investments excites me. It allows for the development of sustainable strategies, taking into account future market trends and evolving demands. For example, I once invested in an up-and-coming neighborhood undergoing significant development. Despite initial challenges, the area’s growth potential materialized over the years, resulting in substantial returns on investment. Lastly, the real estate industry teaches the valuable lesson that there are no shortcuts to success. You cannot expect overnight achievements, and building a successful portfolio requires patience and a well-thought-out approach.

Can you share 3 things that most concern you about the industry? If you had the ability to implement 3 ways to reform or improve the industry, what would you suggest? Please share stories or examples if possible.

Pablo Barreiro: As a real estate professional, three key concerns weigh heavily on my mind. Firstly, the rapid rise in interest rates enforced by the Federal Reserve poses significant challenges. With lenders charging above 7% interest rates, access to financing becomes more arduous for potential buyers and developers alike. This tightening of credit availability can hinder property transactions and dampen market activity. Secondly, safeguarding the interests of investors remains a top priority. Strengthening regulations and enforcing transparent practices will ensure their protection and foster a climate of trust in the real estate industry. Finally, while embracing technological advancements, we must also be mindful of the potential displacement of traditional roles by artificial intelligence (AI). Striking a harmonious balance between human expertise and AI-driven efficiencies will be crucial for the sustainable growth of our industry. By addressing these concerns with proactive measures and prudent strategies, we can fortify the real estate landscape and forge a prosperous future for all stakeholders.

Martin Saidon:

1. Modernizing Lending Underwriting: Implementing technology-driven underwriting processes could streamline and improve the efficiency of lending practices. For instance, integrating artificial intelligence and big data analytics can facilitate faster and more accurate risk assessments, ensuring that creditworthy borrowers receive timely approvals. By reducing unnecessary bureaucracy and paperwork, this modern approach could enhance accessibility to financing for deserving individuals and businesses.
2. Digitalizing the Closing Process: Transitioning to a digital closing process would significantly improve efficiency and reduce the administrative burden associated with traditional closings. Adopting blockchain technology for secure and transparent transactions could simplify and expedite the transfer of property ownership, reducing the potential for errors and fraud. This transformation could also enhance the overall experience for all parties involved in the closing process, making it more seamless and accessible.
3. Navigating the Evolving Real Estate Landscape: With rapidly changing market trends and economic conditions, real estate investors must stay adaptable and well-informed. Encouraging continued education and knowledge-sharing within the industry can empower professionals to make informed decisions. Additionally, fostering collaboration among investors, developers and stakeholders can lead to innovative solutions that address emerging challenges and capitalize on new opportunities.

What advice would you give to other real estate leaders to help their teams to thrive and to create a really fantastic work culture?

Pablo Barreiro: In the dynamic and ever-evolving world of real estate leadership, cultivating a team that embodies the virtues of resilience, fortified with robust problem-solving skills, is paramount. Encouraging team members to embrace challenges as opportunities for growth and innovation, instilling in them the unwavering determination to persevere through adversity, lays the foundation for success. Creating a culture centered on teamwork, where collaboration and mutual support become the bedrock of collective achievements, fosters an environment where each individual’s unique strengths complement one another, propelling the team to unparalleled heights. Emphasizing the significance of happiness and positivity for a motivated and contented team yields exceptional results. Encouraging open communication and transparency enables the team to thrive through constructive feedback and shared knowledge. Above all, instilling the belief that cooperation triumphs over competition and fostering a spirit of camaraderie where team members uplift and assist one another rather than engaging in internal rivalries ensures a workplace filled with fulfillment and joy in the journey of achieving common goals. As these principles are embraced, a real estate team will undoubtedly accomplish extraordinary feats, creating a dynamic and harmonious workplace that inspires everyone to shine.

Martin Saidon: My advice is to prioritize trust as the foundation of team dynamics. Building trust among team members is crucial for fostering a collaborative and supportive environment. Leaders should encourage open communication, active listening, and sharing of ideas and feedback. By aligning the team with a common goal and vision, everyone becomes invested in the collective success. This sense of shared purpose and mutual trust allows the team to tackle challenges with confidence and resilience, ultimately leading to a highly successful and cohesive unit.

To feel that you are part of a team is another essential point for creating a fantastic work culture, regardless of the team’s size. Real estate leaders should strive to cultivate a sense of belonging and camaraderie among team members. Encouraging collaboration, celebrating individual contributions and emphasizing the team’s collective achievements creates a cohesive and supportive environment where every member feels empowered and motivated to do their best. Whether it’s a two-member team or a larger group, the bond of unity and shared purpose fosters a positive work culture, enhancing productivity, boosting morale and ultimately leading to greater success for the team and company.

Ok, here is the main question of our interview. You are a “Real Estate Insider”. If you had to advise someone about 5 non-intuitive things one should know to succeed in the Real Estate industry, what would you say? Can you please give a story or an example for each?

Pablo Barreiro: In the intriguing world of real estate, success often stems from mastering several non-intuitive factors that set industry leaders apart. Here are five key elements that can significantly contribute to success:

1. Legal Acumen: A profound understanding of the legal system and document drafting is indispensable. In negotiations, some critical aspects are not merely business terms but hinge on legal intricacies. Knowledge of documents can be the difference between sealing a deal and encountering pitfalls. For example, comprehending a purchase and sale agreement in its entirety can save a contract from termination and allow for timely resolutions.
2. Financial Savvy: A strong grasp of financial models and market dynamics is crucial when offering properties to investors. Knowing how markets function and their impact on property valuations is essential for strategic decision-making. Anticipating market movements enables staying ahead of the curve and gaining a competitive edge.
3. Construction and Architecture Expertise: Familiarity with construction and architectural principles empowers real estate professionals to oversee projects with precision. Relying solely on teams may not suffice; understanding the nitty-gritty ensures better control over outcomes. As demonstrated through one leader’s involvement in city hearings, advocating for a project can lead to successful approvals.
4. People Skills: Reading the room and adeptly understanding people are invaluable skills in the real estate arena. Effective communication can make or break deals, and true mastery goes beyond what is said. The ability to navigate interpersonal dynamics is critical for fostering fruitful collaborations and negotiations.
5. Smart Decision-Making: Being swift and decisive when necessary is a hallmark of successful real estate leaders. Constant awareness of your surroundings while maintaining discernment in choosing when to act swiftly and when to exercise thoughtful deliberation helps identify opportune moments for fast action. Such acumen can make a world of difference in securing sought-after deals.

Mastering these non-intuitive elements can elevate real estate professionals to unparalleled heights, positioning them as shrewd and resourceful leaders in this thriving industry.

Martin Saidon

1. Prepare Yourself: Success in real estate requires a solid foundation of knowledge and skills. Continuously educate yourself about the market, regulations and trends. Prepare for negotiations, understand financial analysis and stay updated on technological advancements. I recall an instance where my thorough preparation for a complex commercial deal allowed me to confidently navigate unforeseen challenges, ultimately leading to a successful closing.
2. Listen: Active listening is a powerful tool for building successful relationships with clients, partners and colleagues. Understanding their needs, concerns and aspirations helps you tailor solutions that meet their expectations.
3. Surround Yourself with Positive Influences: Those you surround yourself with have a significant impact on your success. Therefore, surround yourself with motivated, ethical individuals who inspire and support your goals. By being in the company of good people, you cultivate a collaborative and constructive environment, leading to collective growth. I experienced this firsthand when partnering with like-minded investors, as our joint efforts generated more significant opportunities and enhanced our overall success.
4. Gratitude: Never underestimate the power of gratitude in the real estate industry. Acknowledging and appreciating the efforts of others fosters strong relationships and encourages reciprocity. I often express my gratitude to clients and colleagues for their trust and support, and in return, they have recommended me to their network, expanding my business reach.
5. Work for the Long Run: Real estate is not a sprint; it’s a marathon. Adopt a long-term perspective and make decisions that benefit your career over time. Building a sustainable business requires consistency and patience.

Because of your position, you are a person of enormous influence. If you could inspire a movement that would bring the most amount of good to the greatest amount of people, what would that be? You never know what your idea can trigger. :-)

Pablo Barreiro: Imagine a movement sweeping across the globe, igniting a transformation in the educational landscape — a movement that places paramount importance on teamwork, happiness, honesty and unwavering loyalty in creating exceptional schools and preschools. In this visionary journey, educators, administrators and stakeholders unite with a shared purpose: to nurture young minds and pave the way for a brighter future. As with Fortec, teamwork becomes the cornerstone as passionate educators collaborate, synergizing their diverse talents and expertise to craft innovative curricula and inclusive learning environments. The essence of happiness permeates every classroom, where joy and enthusiasm spark a love for learning. Honesty and integrity are upheld as guiding principles, fostering a culture of trust and openness where every voice is heard and valued. Through unwavering loyalty to the cause, a global network of schools emerges, fostering a generation of empowered and enlightened individuals who will shape a world of boundless possibilities. Together, this movement plants the seeds of greatness, cultivating a future where each child’s potential blossoms and the power of education becomes a beacon of hope for future generations.

Martin Saidon: As a person of influence, my ultimate goal would be to inspire a movement that brings the most good to the greatest number of people. With the founding of Fortec, our core idea revolves around community enhancement and societal betterment. We are committed to using our resources, expertise and network to uplift communities and make a positive impact. By fostering a culture of social responsibility and conscious investment, we aim to create projects that address critical needs. Through collaboration and innovative approaches, we are determined to make the world a better place and leave a lasting legacy of positive change for generations to come. With a shared vision and a commitment to achieving our goals, we believe our movement can trigger transformative progress and inspire others to do the same.

How can our readers further follow your work online?

We invite readers to visit our website www.fortecnow.com and follow our handle @fortecnow on Instagram and X, formerly Twitter.

Thank you for your time, and your excellent insights! We wish you continued success.

About The Interviewer: Jason Hartman is the Founder and CEO of Empowered Investor. Jason has been involved in several thousand real estate transactions and has owned income properties in 11 states and 17 cities. Empowered Investor helps people achieve The American Dream of financial freedom by purchasing income property in prudent markets nationwide. Jason’s Complete Solution for Real Estate Investors™ is a comprehensive system providing real estate investors with education, research, resources and technology to deal with all areas of their income property investment needs. Through Jason’s podcasts, educational events, referrals, mentoring and software to track your investments, investors can easily locate, finance and purchase properties in these exceptional markets with confidence and peace of mind.

Starting with very little, Jason, while still in college at the age of 19, embarked on a career in real estate. While brokering properties for clients, he was investing in his own portfolio along the way. Through creativity, persistence and hard work, he earned a number of prestigious industry awards and became a young multi-millionaire. Jason purchased a California real estate brokerage firm that was later acquired by Coldwell Banker. He combined his dedication and business talents to become a successful entrepreneur, public speaker, author, and media personality. Over the years he developed his Complete Solution for Real Estate Investors™ where his innovative firm educates and assists investors in acquiring prudent investments nationwide for their portfolio. Jason’s sought after educational events, speaking engagements, and his popular “Creating Wealth Podcast” inspire and empower hundreds of thousands of people in 189 countries worldwide.

While running his successful real estate and media businesses, Jason also believes that giving back to the community plays an important role in building strong personal relationships. He established The Jason Hartman Foundation in 2005 to provide financial literacy education to young adults providing the all-important real world skills not taught in school which are the key to the financial stability and success of future generations. We’re in a global monetary crisis caused by decades of misguided policies and the cycle of financial dependence has to be broken, literacy and self-reliance are a good start. Visit JasonHartman.com for free materials and resources.