MIAMI—Craig Studnicky, principal of International Sales Group, knows the condo business. He's been selling high-dollar residential units at some of the most luxurious properties for years and he's been through the cyclical ups and downs. So when Studnicky offers projections for our commercial real estate market, people listen.

In part two of this exclusive interview, GlobeSt.com caught up with Studnicky to get a few projections. We also asked him about new buyer demographics coming into the market and where buyers are coming from. You can still read part one of this interview: How Much Has Dollar Boost Hurt Foreign Sales?

GlobeSt.com: What are your projections for our real estate market?

Studnicky: This year, seasoned real estate developers in Miami have pulled back on their plans to begin a pre-sale program for newer projects because of the rising US dollar. The fact that these big developers pulled back this year will undoubtedly leave a dearth of developer inventory in this market by 2018 and 2019, as most of this inventory will be sold out in the next 18 months. There are approximately 4,200 unsold developer condos in the Miami market (east of I-95) that will be sold by then. This total lack of supply in 2018 and 2019 will be a first for the Miami condo market.

GlobeSt.com: Are you witnessing a new buyer demographic coming into our market?

Studnicky: The Chinese market is one of the largest markets in the world and they have turned their attention to South Florida. The expansion of the Panama Canal and its trade partnership with Miami has caused a lot of conversation amongst Chinese buyers about the opportunities here.

We recently attended the Shanghai Real Deal event and, through our connections, solidified a partnership with one of China's leading real estate companies. We are maximizing our efforts to reach this emerging demographic as the potential of this market is as big as all of South America combined.

GlobeSt.com: With projects almost being sold out, where are your buyers coming from? How are you tapping into these markets?

Studnicky: The primary markets are Brazil, Argentina, Venezuela, Columbia, and Mexico. In 2013, ISG World started opening offices in international markets and today has grown its reach to over five countries worldwide. With boots on the ground we are able to follow up with our local realtor affiliates and reach new potential buyers. We also have a strong buyer demand from the New York market, particularly for PMG.

GlobeSt.com: What new trends are you seeing in real estate and how is ISG positioning itself to maneuver these trends and maintain market relevance?

Studnicky: ISG World has been producing a publication called The Miami Report for six years now. This report goes into significant detail about the shifting trends in Miami.

For example, we have seen an uptick in demand from New York compared to previous decades. This shift in demand from New York is driven by the aging baby boomers, recent record breaking cold winter temperatures and very high New York city and state income taxes (there are no state income taxes in Florida, nor city income taxes in Miami). Our Miami Report speaks to this.