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Paulo",false,"https:\u002F\u002Fcdn.griinstitute.org\u002Fuploads\u002Fhubnews\u002Ffamily-offices-residencial-alto-padrao-sao-paulo-alan-zelazo-ely-wertheim-milton-goldfarb.webp","2026-03-10T00:00:00.000Z",747,"2026-03-17T20:14:15.000Z",[1457],{"id":1458,"newsId":1447,"languageId":25,"title":1450,"subtitle":1459,"content":1460,"summary":1461,"takeaways":1462,"seoTagConversionId":8,"seoTag":8,"seoTitle":1463,"seoKeywords":1464,"seoDescription":1465,"seoAbstract":8,"seoImage":1466,"createdAt":1455,"updatedAt":8,"language":1467},3701,"Allocators como Alan Zelazo, Milton Goldfarb e Alfredo Khouri Jr. estruturam veículos proprietários que competem com FIIs por oportunidades no segmento de luxo ","\u003Cp>Com 139 mil unidades residenciais lançadas na cidade de São Paulo nos últimos 12 meses até fevereiro de 2026, segundo o Secovi-SP, o mercado imobiliário paulistano segue como a maior arena de capital privado do país. Por trás dos números agregados, porém, opera um ecossistema de family offices, gestoras independentes e veículos proprietários que canaliza volumes relevantes para o segmento de alto padrão e ultra-luxo, com dinâmicas próprias de aquisição de terrenos, precificação e coinvestimento.\u003C\u002Fp>\n\u003Cp>Figuras como Alan Zelazo, Ely Wertheim, Milton Goldfarb e Alfredo Khouri Jr. representam perfis distintos dentro desse ecossistema. A atuação desses allocators discretos, que combinam capital familiar com estruturas institucionais sofisticadas, vem redesenhando a competição por oportunidades nos distritos mais valorizados da capital.\u003C\u002Fp>\n\u003Ch2>Quem são os allocators discretos que movem o alto padrão paulistano?\u003C\u002Fh2>\n\u003Cp>O termo "allocator discreto" descreve investidores e gestores que operam predominantemente fora dos holofotes de mercado, utilizando veículos proprietários, parcerias com fundos institucionais e estruturas de coinvestimento para acessar oportunidades no segmento residencial premium. Diferentemente dos grandes fundos imobiliários listados, esses agentes priorizam controle direto sobre o processo de desenvolvimento e uma relação próxima com incorporadoras de nicho.\u003C\u002Fp>\n\u003Cp>Alan Zelazo exemplifica um movimento crescente entre empresários com trajetória em infraestrutura e energia que redirecionam capital para o real estate. A migração de recursos de setores capital-intensivos para o mercado imobiliário residencial reflete uma busca por diversificação patrimonial e exposição a ativos reais em localidades premium de São Paulo. Embora os volumes específicos sob gestão não sejam públicos, o perfil de atuação de Zelazo ilustra uma tendência verificável entre family offices brasileiros: a alocação crescente em desenvolvimento residencial como estratégia de preservação e crescimento de patrimônio.\u003C\u002Fp>\n\u003Cp>Ely Wertheim ocupa uma posição singular nesse mapa. Como presidente-executivo do Secovi-SP, principal entidade representativa do setor imobiliário paulistano, Wertheim exerce influência direta sobre o ambiente regulatório e a articulação setorial. Sua atuação tem sido particularmente relevante no contexto da liminar do TJ-SP, originada de ação do Ministério Público de São Paulo, que suspendeu provisoriamente a emissão de alvarás para demolições, corte de árvores e construção de novos prédios na capital, com base em questionamentos à revisão da Lei de Zoneamento e ao Plano Diretor. Essa decisão judicial, ativa desde o final de fevereiro e início de março de 2026, gerou forte mobilização dos líderes do setor e coloca em risco uma safra estimada pela Abrainc em cerca de R$ 90 bilhões em VGV e 150 mil unidades planejadas para lançamento na cidade de São Paulo em 2026.\u003C\u002Fp>\n\u003Cp>A paralisação de alvarás representa um fator de incerteza que afeta diretamente a estratégia de land bank dos family offices posicionados no alto padrão. Terrenos adquiridos em distritos premium, com aprovações pendentes, ficam expostos a atrasos que corroem retornos projetados e alteram a dinâmica de precificação de todo o segmento.\u003C\u002Fp>\n\u003Ch2>Como a parceria entre incorporadoras e fundos institucionais redefine o segmento?\u003C\u002Fh2>\n\u003Cp>A One Innovation, incorporadora fundada por Milton Goldfarb, oferece um caso concreto de como a interface entre capital familiar e capital institucional se materializa no mercado paulistano. Segundo o Metro Quadrado (abril de 2025), a companhia mantém parceria com a XP Asset em cinco projetos focados em unidades compactas em São Paulo, totalizando 2,5 mil unidades e um VGV de R$ 1,25 bilhão.\u003C\u002Fp>\n\u003Cp>Esse modelo de coinvestimento, em que uma incorporadora com expertise operacional se associa a uma gestora com capacidade de distribuição e estruturação financeira, representa uma tendência estrutural no mercado. A Resolução CVM 175, atualmente em vigor, ampliou as possibilidades de engenharia financeira ao permitir estruturas de capital mais complexas em Fundos de Investimento Imobiliário, possibilitando a emissão de cotas sênior, mezanino e subordinada. Essa flexibilidade regulatória favorece a participação de family offices como cotistas subordinados em estruturas de FIIs de desenvolvimento residencial, alinhando incentivos e permitindo alavancagem controlada.\u003C\u002Fp>\n\u003Cp>A parceria One Innovation e XP Asset ilustra um ponto central: o alto padrão paulistano deixou de ser território exclusivo de capital proprietário e passou a operar com camadas de sofisticação institucional comparáveis às de mercados maduros. O capital de family offices frequentemente entra como equity de primeira perda ou como coinvestimento direto ao lado de gestoras, garantindo alinhamento de interesses e acesso preferencial a oportunidades de land bank.\u003C\u002Fp>\n\u003Ch2>O ultra-luxo como fronteira de alocação\u003C\u002Fh2>\n\u003Cp>Alfredo Khouri Jr., à frente da Catuaí Asset, gestora independente, representa outro vetor desse ecossistema. A aquisição do antigo Hotel Marina Palace no Rio de Janeiro para desenvolver a primeira unidade da rede Four Seasons na cidade, conforme registrado pela Prefeitura da Cidade do Rio de Janeiro em dezembro de 2025, sinaliza a disposição de assets independentes em estruturar projetos de ultra-luxo com marcas internacionais.\u003C\u002Fp>\n\u003Cp>Embora a operação se localize fora de São Paulo, ela reflete uma lógica de alocação que permeia o alto padrão paulistano: a associação com bandeiras globais de hospitalidade e residências de marca (branded residences) como estratégia de captura de prêmio de preço. Em São Paulo, projetos que combinam componentes residenciais e hoteleiros de luxo têm atraído interesse crescente de investidores familiares que buscam diferenciação em mercados onde o metro quadrado já atingiu patamares elevados.\u003C\u002Fp>\n\u003Cp>A atuação de gestoras como a Catuaí Asset demonstra que o segmento de ultra-luxo brasileiro está sendo moldado por allocators que combinam visão de longo prazo, capacidade de estruturação e acesso a redes internacionais de capital e marcas.\u003C\u002Fp>\n\u003Ch2>Impacto regulatório e o cenário de 2026\u003C\u002Fh2>\n\u003Cp>O ambiente regulatório adiciona camadas de complexidade à atuação dos family offices no residencial de alto padrão. Além da liminar do TJ-SP que paralisou novos alvarás em São Paulo, a Lei Complementar 214\u002F2025, que trata da reforma tributária, redefine a carga tributária sobre a construção civil e os serviços imobiliários no Brasil. A combinação dessas duas frentes regulatórias exige dos allocators uma capacidade de análise jurídica e tributária que favorece estruturas institucionalizadas em detrimento de investimentos diretos menos sofisticados.\u003C\u002Fp>\n\u003Cp>A Abrainc estimou que o mercado paulistano pretendia lançar cerca de R$ 90 bilhões em VGV em 2026, volume que pode ser severamente impactado pela suspensão judicial, segundo o Metro Quadrado. Esse cenário de restrição de oferta tende a beneficiar investidores já posicionados com terrenos aprovados e projetos em andamento, reforçando a vantagem competitiva dos family offices que acumularam land bank nos anos anteriores.\u003C\u002Fp>\n\u003Cp>O mercado imobiliário brasileiro como um todo projeta um CAGR de 5,40%, podendo ultrapassar US$ 90 bilhões até 2033, conforme dados do GRI Hub News. Essa trajetória de crescimento sustenta a tese de alocação de longo prazo que fundamenta a estratégia dos family offices no segmento residencial.\u003C\u002Fp>\n\u003Ch2>O que esse mapeamento revela para o mercado\u003C\u002Fh2>\n\u003Cp>Três conclusões emergem da análise do ecossistema de allocators discretos no alto padrão paulistano.\u003C\u002Fp>\n\u003Cp>Primeira: a fronteira entre capital familiar e capital institucional está cada vez mais tênue. Estruturas como a parceria entre One Innovation e XP Asset, viabilizadas pela Resolução CVM 175, indicam que os family offices operam com grau de sofisticação financeira equivalente ao de gestoras institucionais.\u003C\u002Fp>\n\u003Cp>Segunda: o ambiente regulatório de 2026, marcado pela liminar sobre alvarás e pela reforma tributária, favorece investidores com capacidade de análise e adaptação, consolidando a posição dos veículos proprietários mais bem estruturados.\u003C\u002Fp>\n\u003Cp>Terceira: o segmento de ultra-luxo funciona como laboratório de inovação para o mercado residencial brasileiro, com branded residences e parcerias internacionais definindo novos patamares de preço e produto.\u003C\u002Fp>\n\u003Cp>O GRI Institute acompanha de perto a evolução desse ecossistema por meio de seus encontros dedicados ao mercado residencial brasileiro, onde líderes do setor discutem tendências de alocação, pipeline de projetos e o impacto do ambiente regulatório sobre as estratégias de investimento. O mapeamento contínuo desses agentes é fundamental para compreender as forças que efetivamente determinam o ritmo e a direção do alto padrão em São Paulo.\u003C\u002Fp>\n","Um ecossistema discreto de family offices e gestoras independentes está moldando o mercado residencial de alto padrão em São Paulo, utilizando veículos proprietários e coinvestimentos com fundos institucionais. Figuras como Alan Zelazo, Milton Goldfarb (One Innovation) e Alfredo Khouri Jr. (Catuaí Asset) exemplificam essa dinâmica, que inclui parcerias bilionárias com gestoras como a XP Asset e projetos de ultra-luxo com marcas internacionais.\n\nO cenário de 2026 é marcado por incerteza regulatória: a liminar do TJ-SP paralisou alvarás, colocando em risco R$ 90 bilhões em lançamentos, enquanto a reforma tributária exige maior sofisticação dos investidores. Esse contexto favorece family offices já posicionados com land bank aprovado.","\u003Cul>\n\u003Cli>Family offices discretos, como os de Alan Zelazo, Milton Goldfarb e Alfredo Khouri Jr., competem diretamente com FIIs por oportunidades no alto padrão paulistano.\u003C\u002Fli>\n\u003Cli>A parceria One Innovation–XP Asset (R$ 1,25 bi em VGV, 2,5 mil unidades) exemplifica a fusão entre capital familiar e institucional.\u003C\u002Fli>\n\u003Cli>A liminar do TJ-SP que suspendeu alvarás ameaça cerca de R$ 90 bilhões em VGV planejados para 2026, beneficiando quem já possui terrenos aprovados.\u003C\u002Fli>\n\u003Cli>O segmento de ultra-luxo avança com branded residences e marcas globais como estratégia de prêmio de preço.\u003C\u002Fli>\n\u003Cli>A Resolução CVM 175 amplia a sofisticação financeira dos veículos de coinvestimento imobiliário.\u003C\u002Fli>\n\u003C\u002Ful>\n","Family offices no alto padrão em São Paulo: mapa","alan zelazo, ely wertheim, alfredo khouri, milton goldfarb","Mapeamento dos family offices e veículos de investimento de Alan Zelazo, Milton Goldfarb, Ely Wertheim e Alfredo Khouri Jr. que movem o mercado residencial de alto padrão e ultra-luxo em São Paulo, com dados de VGV, lançamentos e impacto regulatório.","https:\u002F\u002Fcdn.griinstitute.org\u002Fuploads\u002Fhubnews\u002Ffamily-offices-residencial-alto-padrao-sao-paulo-alan-zelazo-ely-wertheim-milton-goldfarb-seo.jpg",{"code":18},{"id":25,"color":27,"translations":1469},[1470,1472,1474],{"title":26,"slug":30,"language":1471},{"code":13},{"title":37,"slug":38,"language":1473},{"code":18},{"title":33,"slug":34,"language":1475},{"code":23},[1477,1485,1493],{"id":47,"label":1297,"translations":1478},[1479,1481,1483],{"label":1297,"slug":1308,"language":1480},{"code":13},{"label":1311,"slug":1312,"language":1482},{"code":18},{"label":1315,"slug":1316,"language":1484},{"code":23},{"id":65,"label":1231,"translations":1486},[1487,1489,1491],{"label":1231,"slug":1242,"language":1488},{"code":13},{"label":1245,"slug":1246,"language":1490},{"code":18},{"label":1249,"slug":1250,"language":1492},{"code":23},{"id":136,"label":1051,"translations":1494},[1495,1497,1499],{"label":1051,"slug":1062,"language":1496},{"code":13},{"label":1065,"slug":1066,"language":1498},{"code":18},{"label":1069,"slug":1070,"language":1500},{"code":23},[1502],{"name":171,"enName":171,"ptName":171,"iso2":1503},"BR",[1505],{"name":1506,"slug":1507,"image":8,"order":115},"GRI Institute","gri-institute",{"pt-BR":1509},"\u002Fmercado-imobiliario\u002Ffamily-offices-residencial-alto-padrao-sao-paulo-alan-zelazo-ely-wertheim-milton-goldfarb",[1511,1512,1513,1514,1515,1516],"Infra Brazil","Infra Latam","Real Estate Brazil","Real Estate Europe","Real Estate India","Real Estate Latam"]