Glen Kunofsky shares how a long-term, client-centered philosophy led to the creation of Surmount, a unified platform combining brokerage, advisory, development, and capital markets services. What began as a brokerage team evolved in direct response to client needs—from navigating sale-leasebacks, to renegotiating leases during downturns, to sourcing capital and delivering development expertise. Glen outlines how each service line emerged from listening to clients and building relationships that endure across market cycles.

In this episode of The Dealmakers’ Edge, Glen Kunofsky joins Aaron Strauss to break down the relationship-driven vision behind Surmount and how culture, mentorship, and long-term thinking have shaped every aspect of the firm’s growth. He explains why Surmount’s structure is designed to reduce internal competition and foster collaboration, and how that approach is attracting both talent and clients in today’s market. Glen also shares how mindset, humility, and staying close to the client have guided his career through every cycle of commercial real estate.

2:00 – Glen’s early start in real estate during college at Arizona State University

7:00 – Building a portfolio, launching a construction company, and moving back East

9:55 – Breaking into brokerage at Marcus & Millichap and shifting to net lease

13:40 – Why Glen rejected traditional brokerage culture to build a long-term team

17:55 – Creating Surmount by combining brokerage, advisory, development, and capital markets

22:40 – How Surmount’s collaborative culture attracts talent and clients in today’s market

25:10 – Glen’s mindset on managing relationships, setbacks, and long-term value

30:10 – Advocating in Washington for tax legislation that supports real estate investment

Mentioned In The Relationship-Driven Vision Behind Surmount with Glen Kunofsky

Surmount | LinkedIn

Enjoy the show? Have a guest in mind? Email us at podcast@aystrauss.com to let us know your feedback and who you want to hear on the next episode.

Connect with Aaron and the A.Y. Strauss team:

• Our website (www.AYStrauss.com)
• Aaron's website bio page (Aaron's bio page)
• Aaron's LinkedIn account (LinkedIn)
• Our Twitter account (@AYStrauss)

Rafael is the Founder and Managing Partner of Safe Harbor Capital Partners and is Chair of the Investment Committee. He has managed over $1B of performing and non-performing commercial and residential mortgage loans, defaulted debt instruments, and distressed real estate assets transactions in both Domestic US and International markets.

From 1992 to 1999, he was the founder and CEO of MTU, a provider of commercial vehicle fleet servicing and maintenance. From 2001 to 2005, Mr. Serrano served as a business management and strategic consultant to British Aerospace Systems (BAE Systems, Inc.) with responsibilities throughout South America. Prior, he served as a Corporate National Accounts Manager with WorldCom, Inc.

In 2005, Rafael began his career in distressed debt with the founding of Safe Harbor Capital Partners. From 2005 to 2014, Rafael transacted loan workouts in separately managed accounts, generating benchmark-beating returns for an investor base that grew from high-net-worth individuals to include banks, fund managers, and prominent family offices. In 2015, Rafael launched Safe Harbor Distressed Debt Fund I, laying the blueprint for the family of funds managed today.

In the last two decades, Rafael has been an active participant in the acquisition, development and reposition of residential and commercial real estate properties. He attended Florida International University.

Insights from Rafael Serrano on Building a Scalable Distressed Debt Platform

Rafael Serrano has been active in the distressed real estate space for nearly two decades, acquiring more than $1 billion in performing and non-performing loans, defaulted debt, and REO assets across both U.S. and international markets. As Founder and Managing Partner of Safe Harbor Capital Partners, he has scaled the firm from a solo operation into an institutional-grade platform known for disciplined underwriting and consistent returns—even in the most complex legal and market environments.

In this episode of The Dealmakers’ Edge, Rafael shares his perspective on sourcing and restructuring loans, working with banks and borrowers through challenging workouts, and why Safe Harbor remains focused on single-asset CRE debt with sub-50% LTVs. He also discusses his approach to resilience, building long-term infrastructure, and the next phase of growth—including special situations, origination strategies, and democratizing access to private credit.

1:22 – Rafael’s early path: from car repair to consulting in South America to distressed debt

4:39 – The first Safe Harbor deal: a warehouse loan—and an NSF checking account

6:30 – Why consistency, discipline, and math drive underwriting at Safe Harbor

8:09 – Treating distressed debt as an ongoing business—not an opportunistic trade

14:03 – Regional banks vs. CMBS: where Safe Harbor sees opportunity

16:31 – Why CMBS servicers profit more when loans default

18:05 – Grit, mindset, and the emotional discipline behind Safe Harbor’s approach

Mentioned In Scaling Safe Harbor in Distressed Real Estate with Rafael Serrano

Safe Harbor | LinkedIn

Enjoy the show? Have a guest in mind? Email us at podcast@aystrauss.com to let us know your feedback and who you want to hear on the next episode.

Connect with Aaron and the A.Y. Strauss team:

• Our website (www.AYStrauss.com)
• Aaron's website bio page (Aaron's bio page)
• Aaron's LinkedIn account (LinkedIn)
• Our Twitter account (@AYStrauss)

Elise Holtzman is the CEO of The Lawyer’s Edge®, an executive coaching and consulting firm where she and her team have spent over 16 years helping law firms build thriving businesses by transforming lawyers into better business developers and leaders. A former practicing attorney, Elise brings first-hand knowledge of the legal profession’s demands and a strategic focus on rainmaking, leadership, and visibility.

Elise is the creator of the Lawyers Making Rain® program and the Ignite Women’s Business Development Accelerator, both designed to help attorneys at all levels grow their impact and client base. She is also the host of The Lawyer’s Edge podcast and a frequent speaker for law firms and bar associations. Her insights have been featured in Law.com, Law360, and other leading legal publications.

She holds a B.A. in psychology from the University of Pennsylvania and a J.D. from Columbia Law School, where she served as a senior editor of the Columbia Law Review. She is currently Vice President of the Columbia Law School Association. Before launching The Lawyer’s Edge, Elise practiced commercial real estate law at Fried Frank and Morgan Lewis.

Insights from Elise Holtzman on Developing Rainmakers and Leaders

Elise Holtzman joins The Dealmakers’ Edge to share practical leadership insights tailored for high-performing professionals in commercial real estate and beyond. A former Biglaw attorney turned executive coach, Elise now helps professionals elevate their leadership, grow their visibility, and develop sustainable business development strategies.

In this episode, she and host Aaron Strauss explore how top performers can create intentional growth, avoid burnout, and evolve into impactful leaders. From rethinking productivity to building a culture of strategic delegation, Elise offers a powerful framework for dealmakers looking to lead with clarity and purpose.

0:27 – Meet Elise Holtzman and her journey from Biglaw to leadership coaching

3:32 – Common struggles high achievers face beyond technical execution

5:22 – Early signs of burnout and how they show up in professionals

7:10 – Using “act one and act two” to create presence and personal balance

10:06 – Lessons from mentors and models of sustainable success

12:47 – The role of self-awareness in avoiding burnout and staying aligned

17:16 – Shifting from doer to leader and learning to let go

22:47 – Why intentional reflection drives growth and innovation

Mentioned In Leadership Lessons for Dealmakers with Elise Holtzman

The Lawyer’s Edge | Podcast | LinkedIn

Enjoy the show? Have a guest in mind? Email us at podcast@aystrauss.com to let us know your feedback and who you want to hear on the next episode.

Connect with Aaron and the A.Y. Strauss team:

• Our website (www.AYStrauss.com)
• Aaron's website bio page (Aaron's bio page)
• Aaron's LinkedIn account (LinkedIn)
• Our Twitter account (@AYStrauss)