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“Real estate isn’t just about transactions; it’s about relationships. And relationships are built on trust, patience, and knowing how to read a room.”

Tracy Kohn’s path to real estate didn’t begin in boardrooms or with a polished business plan – it began behind the bar, in the fast-paced world of hospitality, where she mastered the art of reading people, managing chaos, and finding solutions in high-pressure situations.  What seemed like an unconventional path turned out to be the perfect training ground for a career in commercial real estate.

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Born into a family where hospitality wasn’t just a career but a way of life, Tracy grew up surrounded by bartenders, bar owners, and the unspoken rule that everyone in the family knew how to run a bar. “My grandmother was a bartender, my uncles knew how to run bars, and uncle’s in-laws owned bars,” she says. “This is what my grandmother did in foreign countries to survive and pay bills. So we all knew how to do it.”

But Tracy wasn’t content with simply working in hospitality – she wanted to elevate the profession. “I went back to school to figure out how to get people to realize that this is a real career,” she says. “There’s so much more to it than people think. It’s not just pouring drinks – it’s managing personalities, handling high-stress environments, and making sure everything runs smoothly.”

A Turning Point: When Hospitality Met Real Estate

Then, COVID-19 changed everything. Bars shut down, events stopped, and for the first time, Tracy found herself without the industry that had defined so much of her life. But unlike many who scrambled to pivot, she already had a path waiting for her.

“I had my real estate license for about six or seven years at that point,” she says. “Real estate had always been part of my life in some way. My mom worked for one of the biggest real estate economics firms in Miami. I grew up flipping through plot books, looking at maps, fascinated by how cities worked. I didn’t realize at the time how much of an impact that had on me.”

Her mother’s office was in the heart of what is now downtown Dadeland in Miami, and Tracy remembers watching the little city change before her eyes. “I remember when this spot where we are sitting was just a hole in the ground,” she says. “Now, it’s the center of everything.”

The Connection Between Hospitality and Real Estate

“Had you asked me four years ago how hospitality connects to real estate, I wouldn’t have known how to answer you,” Tracy admits. But now, it’s obvious. The same skills that helped her manage a packed bar at 3 AM are the ones she uses to close deals.

“In hospitality, you’re constantly managing crises – people upset about their food, the kitchen going down, a packed house with high energy and emotions running wild,” she explains. “You learn to be the calm in the storm. You learn how to take the emotion out of a situation and just focus on finding the solution. That skill translates directly to negotiating deals.”

She compares it to working in a restaurant kitchen when everything is on fire – literally. “You have a hundred people waiting for food, the chef is losing it, and you’re standing there saying, ‘Alright, here’s what we’re going to do,’” she says. “That’s what I do in real estate, too. When things go sideways, I stay calm and focus on the next move.”

She also brings a unique vision to properties. Where others see an empty space, she sees opportunity. “I’ve built pop-up restaurants that only existed for two weeks and then disappeared,” she says. “So when I walk into a space, I don’t just see what’s there – I see what it could be.”

Family Roots and Global Perspectives

Tracy’s family’s history is as diverse as her career. “My family lived in Japan for four years, but it was really my two aunts who made the most of their time there,” she shares.

Her grandmother’s journey in hospitality began much earlier. “She had learned to serve tables while she was in high school, working at a fine dining restaurant in Coral Gables, where she waited on elite guests like Princess Grace and Cary Grant. From there, she transitioned to working in kitchens to make ends meet, and that’s where she truly discovered the power of feeding people.”

Even though her grandmother didn’t speak Japanese, she secured a job in Japan by leveraging her culinary skills. “Food became her way of communicating, a universal language of its own,” Tracy explains. “She always believed that if you can cook for someone and make them feel welcome, you can go just about anywhere in the world and find a way to make a living.”

Tracy’s aunts also thrived in Japan. One taught English to Japanese students at a local university in exchange for taking classes, while the other explored the local nightlife and learned the language through her adventures. Tracy reflects on how this resourcefulness runs in her family: “Funny enough, that’s pretty similar to how I learned to speak Spanish – watching soap operas and spending hours on the phone with a friend who would translate for me.”

Leading CCIM Miami: Vision and Growth

As President of CCIM Miami District, Tracy Kohn is focused on ensuring the organization remains a leader in commercial real estate. Unlike many leadership positions, CCIM Presidents aren’t elected through campaigns – they are selected by their peers. It’s a distinction earned through expertise, leadership, and dedication to the profession.

CCIM – the Certified Commercial Investment Member designation – is recognized globally as the gold standard in commercial real estate education and professional achievement. With over 13,000 members worldwide, it represents a network of experts who have mastered the financial, investment, and market analysis skills necessary to navigate complex transactions.

“My vision is to bring the CCIM Miami District into 2025 and beyond,” Tracy says. “The CCIM Florida Chapter at the state level just celebrated its 50th anniversary, and while that’s an incredible milestone, a lot of the original digital framework from when the Chapter, and then eventually the Districts, were developed is still in place. It’s time to modernize those systems and position the District for long-term success in the digital era, especially with the rise of AI.”

“I want to see the CCIM Institute continue delivering world-class education in the commercial real estate industry for another 50 years,” she continues. “But that won’t happen without taking bold, sometimes challenging steps to build strong industry partnerships, streamline operations, and implement forward-thinking platforms. The future of the District depends on our ability to adapt, evolve, and embrace innovation while staying true to the core values that have made CCIM what it is today.”

Being chosen as CCIM Miami District President is not something you can campaign for – it’s an honor designated by your peers who believe in your ability to lead. It’s a recognition of years of hard work, collaboration, and commitment to the organization and the industry. This role comes with the responsibility to not just maintain the standards but to push boundaries and help shape the future.

A Defining Moment of Leadership

For Tracy Kohn, leadership isn’t just about taking on roles – it’s about stepping into moments that carry deep meaning and responsibility. In 2020, she and her family officially took over the reins of Kohn Commercial Real Estate, Inc.  from her father-in-law, marking a pivotal chapter in both her career and the company’s history.

“It was a big moment – a true passing of the torch,” she reflects. “If you know my father-in-law, you’d understand that letting go wasn’t something that came easily for him. He had been at the helm for decades, and stepping back was a monumental decision.”

While her role at Kohn Real Estate carries a deep personal connection, it reflects the same qualities she brings to her leadership as President of CCIM Miami District: a commitment to honoring tradition while driving growth and innovation. The transition wasn’t just about assuming responsibility – it was about building upon a legacy and preparing to lead the company into a new era.

For Tracy, it represents more than a professional milestone; it’s a symbol of the trust placed in her and her team to carry forward the vision and foundation built by the family over generations.

The Future of Real Estate – and the Role of Technology 

When asked about the future of real estate, Tracy’s answer isn’t the usual market predictions. Instead, she talks about blockchain, cryptocurrency, and Web3.

“We’re already operating in a Web3 world, people just don’t realize it,” she says. “Look at Roblox. Almost every kid has played it, and it’s built entirely on blockchain, cryptocurrency, and digital assets. Once you understand that, you see where the industry is going.”

She envisions a future where virtual offices and digital transactions become the norm. “In Miami, we’re an international market. You have clients in different time zones, different countries. Imagine a virtual office where you can sit across from someone in New Zealand and negotiate in real-time. We’re already moving in that direction. The challenge is getting older generations to understand it.”

Advice for the Next Generation

If she could give her younger self one piece of advice? “Own your decisions,” she says without hesitation. “If you’re going to make a choice, make sure you’re willing to live with both the good and the bad that come with it. If I ever thought I’d regret something, I just didn’t do it.”

And for those looking to break into the industry? “Be adaptable,” she says. “Learn how to manage people. Learn how to stay calm when things go sideways. Real estate isn’t just about transactions; it’s about relationships. And relationships are built on trust, patience, and knowing how to read a room.”

Books That Made an Impact

When asked for a book recommendation, Tracy doesn’t hesitate: The Bitcoin Standard by Saifedean Ammous. “It’s less about Bitcoin itself and more about the history of money – how we got here, why financial systems work the way they do,” she says. “And if you like that, read The Fiat Standard too.”

A Life of Constant Evolution

Tracy Kohn never set out to follow a conventional path. From bartending to real estate, from managing high-stress environments to navigating multi-million dollar deals, her career has been anything but linear. But through it all, she’s stayed true to herself – adapting, evolving, and always finding the opportunity in the chaos.

“At the end of the day, whether it’s behind a bar or closing a deal, it’s all about knowing how to handle people,” she says. “And that’s something I’ve been doing my entire life.”

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