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Jayson SianoJayson Siano is the Founder and CEO of Sabre Real Estate Advisors, a full-service boutique real estate advisory firm specializing in tenant/owner representation, investment sales, and development/construction services. As an entrepreneur and commercial real estate executive, Jayson advises and scales some of the most successful brands in the world. His client list includes Chipotle, Starbucks, Orangetheory Fitness, and Massage Envy, among others.

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Here’s a Glimpse of What You’ll Hear:

  • Jayson Siano’s processes for advising emerging and established brands
  • How Jayson began consulting well-known restaurant brands
  • The pandemic’s impact on Sabre’s growth
  • What are the principal characteristics of an entrepreneur?
  • The importance of collaboration in the real estate industry

In this episode…

Join Chad Franzen in today’s episode of the SpotOn Series as he hosts Jayson Siano, Founder and CEO of Sabre Real Estate Advisors and CRE Digital Army, to discuss his collaborative process for advising restaurant brands. Jayson shares how he began consulting well-known brands, the principal characteristics of an entrepreneur, and the importance of collaboration in the real estate industry.

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SpotOn:

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Episode Transcript

Intro  0:04  

Welcome to the Top Business Leaders Show. Powered by Rise25 Media, we featured top founders, executives and business leaders from all over the world 

Chad Franzen  0:20  

Chad Franzen here co host for this show where we feature top restaurant tours, investors and business leaders. This is part of our SpotOn Series SpotOn has the best in class payment platform for retail and they have a flagship solution called SpotOn Restaurant where they combined marketing software and payments all in one. They’ve served everyone from larger chains like Dairy Queen and subway to small mom and pop restaurants. To learn more, go to spoton.com This episode is brought to you by Rise25. We help b2b businesses to get ROI clients referrals and strategic partners through done through done for you podcast. If you have a b2b business and want to build great relationships with clients referral partners and thought leaders in your space, there’s no better way to do it than through podcasts and content marketing. To learn more, go to Rise25media.com or email us at [email protected] Jayson Siano is founder and CEO of Sabre Real Estate Advisors and the founder of the CRE Digital Army. He is a nationally recognized thought leader and content creator in the commercial real estate, retail and digital media spaces. He is a highly sought after advisor to many founders and C suite executives to help them scale their businesses across the US and beyond. Jayson, thank you so much for joining me today. How are you?

Jayson Siano  1:28  

Thank you so much, Chad. 

Chad Franzen  1:31  

So tell me about real Sabre Real Estate Advisors, and more about what you guys do? Yeah, for

Jayson Siano  1:36  

sure. So we’re a national advisory firm that represents dozens of tenants and essentially designs and executes their national rollout strategies. We in addition to the advisory side of the business, we have a more traditional commercial real estate brokerage team that functions primarily through the New York metro area as well as Florida.

Chad Franzen  2:02  

Okay, so I know you work with this is kind of a restaurant oriented show. So I kind of share my questions around that. I know you work with brands like Starbucks and Taco Kraft, you know, how does your relationship work with them? What kinds of things do you do for them? 

Jayson Siano  2:16  

Yeah, so, you know, Starbucks was one of my first clients and the business represented Starbucks for about 815 years, doing hundreds of locations throughout New York and New Jersey. You know, Starbucks, hires, and engages local brokers that are best in class and understand every inch of that market, which is very different, obviously, than then representing kind of emerging brands, you know, restaurant groups like Taco Kraft, where, again, where they’re national representatives, so we’ll, we’ll use, you know, what we call the art and the science, a lot of AI technology, in order to design a rollout strategy that takes into consideration the not only the demographics, but the psychographics and void analysis and where, you know, concepts will thrive as a result of their core audience, etc. So two very different types of clients. You know, I brought Chipotle to Long Island, New York many years ago. So we’re very well versed in the restaurant, hospitality side of the business. And we love the space. It’s been been been good to us.

Chad Franzen  3:32  

You know, where I live? In Colorado, there’s like a Starbucks on on every corner. Is there a different philosophy when it comes to real estate for a brand like that as, as opposed to maybe a emerging brand?

Jayson Siano  3:43  

Yeah, very much. So I mean, you know, Chipotle is, you know, born out of your backyard, right. So another, another great example of, of, you know, a concept that’s practically on every corner, but, you know, people probably consume more coffee than burrito. So, having said that, yes. You know, Starbucks is, I mean, you know, they’re, they’re one of the few tenants that can practically go in every single town in you know, in the US, right, and at this point are for the most part in every single town in the US. So they’re, you know, there’s not many Starbucks in this world, right? That’s the QSR is the McDonald’s the Wendy’s the Burger Kings, you know, Starbucks has achieved that. Chipotle, it’s funny when I started working directly with Steve Ells back in 2004. We I remember vividly the conversations that we would have in queue dovers, and other you know, restaurant concepts before Chipotle was in the market that we were working on their behalf. And we would talk about things like you know, lunch, dinner parking, right, Steve and the team in the suburbs. This was a suburban market outside of New York City. And those were the most Important things that Chipotle, when we would talk about the idea of going into a mall or exterior mall locations at that time, Steve would talk about it as if that would never happen, right. And the core audience of of Chipotle in their mind at that time was very much, you know, men in suits and ties and the daytime office spot, you know, population. And back then listening to them as like a recent college grad, I’m like, you know, yeah, I’m sure plenty of people in suits and ties want to eat your, your, you know, food for lunch. But I would imagine, there’s definitely a lot of other folks that would love eating your food as well. And so many of the things that Chipotle early on said they wouldn’t do, or, you know, thought who their customer was changed over time. And they did all the things that I kind of thought that they would do as a young, naive, you know, person who did not have as much experience as them. So it’s funny, because when we started working with concepts of any size and nature, you know, the first thing we want to do is to really understand who they are and where they thrive. But we’re going to challenge you, I’m not just gonna listen to, you know, exactly what you think, is your audience because as concepts grow and evolve and mature, the audience changes, right, which is a big factor of what we do when we’re designing strategies, whether it’s the entire country or regional or local.

Chad Franzen  6:29  

Sure, what had been your background prior to launching Sabre. 

Jayson Siano  6:33  

So I actually started in, in Long Island, New York, where I’m based, I started working for a boutique, retail only retail restaurant only brokerage firm, and landed the Starbucks account landed, fully account and started to you know, become a well known entity in my market. And then the big firms started to knock I interviewed with most of them and accepted a position in in New York for CB Richard Ellis, January 2007. Had a five year contract heading right into the app into the downturn, I called it an amazing port in the storm. And I really, you know, I consider CBRE for me, the grad school of my career where I was able to really, you know, be exposed to all different asset classes, and then expand my geography. That’s where I started to work first, with concepts outside of New York Metro. And that’s what spawned the idea for Sabre, I learned a lot at the small boutique firm that I worked for. And then I learned a lot at CBRE and I learned that both of those places independently were not, in my opinion, the best way that a business could operate. So I decided to combine the best practices of both. And create Sabre at the end of 2010, 

Chad Franzen  7:57  

what made you What do you think made you you know, even as a young person, so able to work with big huge brands like that? 

Jayson Siano  8:06  

You know, I always when I would pitch accounts, I would do all the work in advance of the pitch and show up as if I was already hired. So you know, I’m I think I’m a relatively rare breed in this in this, you know, brokerage advisory business where I’m not just calling somebody asking if there’s an opportunity, I’m reaching out scheduling a meeting and walking concepts through what I think they should do. And either they agree or they disagree, but they can’t deny that I put in a lot more work than most people before I showed up 

Chad Franzen  8:43  

when you had your kind of your instincts about Chipotle what, what, what prepares you to have those instincts.

Jayson Siano  8:51  

So I stumbled upon I went to college at the University of Arizona, and I was visiting friends in Los Angeles in the early 2000s. And I was working remotely out of a FedEx Kinkos at the time, who later on would become a client. And I actually walked outside to make a phone call and I was looking at this really unique store front across the street, and was Chipotle and I left all my things on my desk and I was like I gotta check this out. I walk across the last year to go Boulevard. And I walked into Chipotle for the first time and the minute that I walked in, I was like, this is special. This is this is very unique. This is different and I need to work with this company. So I went back into the FedEx and grabbed my stuff, went across the street sample the menu. And you know that was that was one of the Now many times that I’ve been fortunate enough to walk into a concept super early in their growth and get involved in there and National Strategy Orangetheory fitness was another amazing one, not restaurant related, but you know happened to, to work with the founders of Orangetheory, before they started Orangetheory and help them design their strategy for the country and whatnot. So very excited.

Chad Franzen  10:17  

So you were you were very well established by the time you started Sabre, was there any kind of early growing pains?

Jayson Siano  10:24  

Yeah, there’s growing pains every day. You know, when you own a business, and you’re innovating, you’re, you’re AB testing things all day, every day, I’m an entrepreneur through and through, that I thrive in the chaos. And, you know, it allows me to do what I do. If you’re not an entrepreneur, I’m talking DNA wise, you know, you don’t last 11 years in building a advisory brokerage business from scratch. So are lots of early stories, but you know, how about COVID? I mean, that’s not, you know, we’re still in that. And, you know, we’re adjusting everything on a on a weekly and, you know, in some cases, daily and hourly days, 

Chad Franzen  11:15  

what would you say are some maybe changes or, you know, big adjustments that you have had to make because of COVID?

Jayson Siano  11:22  

You know, fortunately for us, we we really pushed hard nationally, five years ago, previous to that, you know, we we were doing a lot of our business was really New York Metro. And when COVID hit, you know, obviously, New York was a lot more effective than other markets. Now, fortunately for us, we operate in Manhattan in the outer boroughs, but we also operate in the in the suburbs, surrounding New York City, and the folks that were in Manhattan, kind of pushed out into those markets. So, so a lot of our New York Business was still was still active, but it wasn’t as active as Nashville, Tennessee, Tampa, Florida, Denver, Colorado, Arizona, you know, so, so we were fortunate from that standpoint, but it was also, you know, we, we kind of built systems and processes, that we would organically grow, you know, throughout the country, and our business would evolve over time, when COVID hit, it accelerated everything, and we had to kind of rebuild process in order to keep up. And that was probably the biggest adjustment. And then in addition to that, you know, you’re just you’re relying on historical data and growth of your business. And then obviously, you know, businesses were shut down, practically overnight, our pipeline of deals was delayed, you know, 612 18 months, and we’re still working through all of that. So you have to adjust priorities and expenses and cash flow and things of that nature projections. And, you know, it’s, it’s been a journey, man, it’s been two years and, and we’re still not out of it, you know, unfortunately, New York City, in in Thanksgiving was Jenning. And everything seemed to be back. And if you walk the streets in New York right now, it looks like it’s the height of the pandemic. Yeah, painful. 

Chad Franzen  13:23  

You talked about the DNA of an entrepreneur, what are some characteristics that maybe an entrepreneur has in their DNA that somebody who’s not doesn’t? Oh, 

Jayson Siano  13:34  

you know, just just grit and determination to, you know, weather, any storm? You know, I think if if you get into an entrepreneurial journey, you at first off, you don’t really know what to expect, right? So for me, it’s almost like, I’m fortunate that I realized through the process that I’m built for this, but I’m also somebody who just, you know, failure is just not an option. But I’m also not afraid to fail, right? So I try things. Because I know certain things are not going to work, whether I give it my all or my best, they’re not going to work and other things that I didn’t necessarily think would work so well are going to. So you you can’t be somebody that has this, you know, opinion that you know, you can’t change and adapt, right? A lot of people think that if they did something that didn’t work, you can’t tell somebody that well, now I’m going to try this right. And a lot of people that don’t really, in my opinion, have the DNA of an entrepreneur would be more concerned with what others think for for you know, failure to launch syndrome where you want to get everything perfect before you get it off the ground. You know, those types of people would have a tougher time navigating the the waters of being an entrepreneur and not everybody Go for it.

Chad Franzen  15:01  

Tell me about Sabre’s new collaboration with Sir Hans.

Jayson Siano  15:06  

Yeah, sure, you know, super exciting. I mean, I set out on a journey to really enhance our media, you know, digital marketing and media team bout five, six years ago through a lot of guidance from Gary Vaynerchuk, who kind of you know, is the thought leader and guru on content creation and social media in business and personal brand. Through Gary, I actually met Ryan, at an event that they well actually, that’s not how I met Ryan, initially, they were doing an event together called agent 2021. Back in 2018, I want to say, and I had already met Ryan through a mutual friend, and we were I referred him some business. And you know, we only had Sabir focus on on commercial real estate. But we represent a lot of high net worth folks who are looking to buy homes and, and whatnot in apartments. And so, you know, when I met Ryan, he was, there’s, we have a lot of similarities. He’s really good at what he does. And he, at that time, actually didn’t even have his vlog yet. But he through Gary’s influence, built his own vlog, which went on to, you know, do better than most, most, you know, television shows, essentially. And just watching, you know, what Ryan’s able to do. I’ve always admired him. And, you know, the fact that we’re on different sides of the real estate business, it was apparent to us over the years that were, there’d be ways for us to do business together. So, yeah, so we’re collaborating and, you know, I’m, I’m helping leverage my network and, and in the residential space, and he’s helping do the same on the commercial space. So we’re excited about it. 

Chad Franzen  17:05  

I believe in early 2020, you launched the CRE digital army. Can you tell me about that? And what what led to that?

Jayson Siano  17:12  

Yeah, for sure. So well, you know, the the COVID kind of, you know, cloud where everything slowed down, enabled me to, for the second time in my career, start a community that was collaborative nature that would help individuals, you know, grow themselves both personally and professionally. I believe in collaboration, you know, commercial real estate, is a very traditional dog-eat-dog business, especially on the brokerage side. And I think that that’s backwards. I think that, you know, folks who have a scarcity mindset are not going to thrive in this new world, and people who have an abundance mindset that believe there’s enough to go around and don’t see other commercial real estate brokers at other companies, as competitors. But as you know, lifelines and potential collaborators, like I do, as a major opportunity to grow. So, you know, fortunately, it goes hand in hand with what Sabir does on the national side of our business. Because we engage local book brokers throughout the country. We represent, you know, the company at the top, and design and manage that relationship. And then we carry that out with best in class local brokers throughout the country. So it goes hand in hand, but the digital army is really a group of like minded people that are in the commercial real estate space and want to understand web three want to understand how to leverage social media how to create content, and you know, beyond that a broker network essentially of folks that want to add value to each other and do more business.

Chad Franzen  18:55  

Where did the spirit of collaboration come from Rena irrelevant, just kind of kill or be killed type attitude.

Jayson Siano  19:02  

You know, I just always was somebody in business that that knew that networking was such an important part of what I do. I also, you know, along the way, realize that I was looking for excuses to write handwritten notes or holiday cards to to not only existing clients, but to people that I wanted to do business with, right like Chipotle 22,004, you know, anything that I could do to get in front of somebody? I would do. But, you know, back to your initial question. I think collaboration is key and success in life. It’s important to, to know people, you know, at this stage of my life, I can go on to LinkedIn, or most other social platforms, see somebody that I want to be introduced to, and get an introduction for through somebody that I know, based on my track record credibility. And the fact that I’m going to add value, I’m never, I don’t think there’s anybody who’s met me in business that would say talking to me is a waste of time. That’s because I work my tail off every day day in and day out to really be good at what I do and add value to others with no expectation in return.

Chad Franzen  20:18  

What are a few of your kind of your daily rituals that you find most important?

Jayson Siano  20:23  

Yeah, I made a post on my Instagram earlier today. So I’m doing a mental toughness challenge called 75 hard right now. And it’s my second time doing it, you should look into it if you’re interested in these types of things. And, or if you just want to optimize your life and take things up a notch after the holidays and continuation of COVID I’m like, I need something to take everything, you know, to the next level, which is what I do, you know, I go through phases. So. So I actually this morning, it’s funny, so it’s day, day four for me. 75, hard day one, even though I did it already, I had a strategy in place that I realized right after the first day was not the right strategy. And day two, I kind of figured it out. And I think nailed it. And that strategy is there’s five tests that you need to do daily. I’m trying to get at least three of those tests done before most people wake up in the morning. So you know, that’s the answer to your question right there. If you can knock out those things before most people are out of bed, you’re probably going to be successful. So 

Chad Franzen  21:36  

what time do you get started? 

Jayson Siano  21:37  

Not early enough. I’m up at 6am I need my sleep. Sure, sure.

Chad Franzen  21:43  

I believe somebody. The minute

Jayson Siano  21:45  

I get out of bed, though, I’m like at the gym, drinking my gallon of water. You know, take my progress picture. And I would like to implement the reading which is 10 pages a day I saw where you were just going. I’d like to implement them the reading in that more morning program. So before I get into work mode, I have almost everything checked off. I literally just need to do my second workout a day of the day, which is a 45 Minute outdoor workout. 

Chad Franzen  22:14  

What kind of outdoor workout Do you like?

Jayson Siano  22:17  

None of them in 17 degree weather. But you know, I tend to my favorite workout since my morning workout is a gym, weightlifting routine and a strength training routine. My my afternoon or evening workout is a weighted vest. brisk walk jog.

Chad Franzen  22:38  

Okay, sounds good. Sounds good. I have one last question. But first, how can people find out more about you and Sabre and the CRA Digital Army? Yeah, so

Jayson Siano  22:50  

the first place to learn more about me is my Instagram and I use the platform I use the most It’s @jaysonsiano. Jayson Siano. That kind of can direct you everywhere else. I sabre is sabre.life. From that website, you know, that also directs you everywhere else. I am super collaborative, collaborative. I love speaking to people. I like helping people to a fault. Where, you know, I spent a good amount of my time speaking with a lot of folks at all different stages of their life, whether they’re in the commercial real estate, digital marketing, you know, businesses or not, and I love hearing from people, it’s it’s exciting. You know, I feel like at this stage of my career, 21 years in now, you know, giving back is is you know, is is probably the most you know, it gives me it keeps my heart full. So that’s why I do it. Great.

Chad Franzen  23:57  

My last question that may not be the best question, since you just told me you’re still trying to fit reading into your schedule. Do you have any favorite books or podcasts or things like that, that you have found valuable or enjoyable? 

Jayson Siano  24:08  

Yeah, of course. Well, so I’m reading for 75 hard I’m reading. Chasing Ultra by Rich Roll is a finding Ultra chasing author I think it’s chasing. And I have a book teed up called Relentless, which so many people have told me is an amazing read. I have a bookshelf behind me in a bookshelf at home of a ton of books that I could recommend you want. If anybody wants more information on books, I’d recommend DM me, email me and I’m happy to talk about them. Grit from Angela Duckworth is probably an amazing book for entrepreneurs. But podcasts you know listen, Gary Vaynerchuk has inspired me a lot and taught me a lot that has benefited me both professionally and personally. And then I have to say nd for selas podcast, which used to be called the MF CEO. And I forget what it might just be the Andy for Sela show at this point, but he’s the founder of 75 hard and first forum. And a lot of his philosophies I tend to lean towards and gravitate to. I’ve learned so much from Andy and other folks like him. I’m just always trying to be a better person today than I was yesterday in all aspects of my life. So those are two great ones right there.

Chad Franzen  25:34  

Yeah. Great. Thank you so much for those recommendations. Hey, Jason has been a great pleasure to talk to you. I really appreciate your time today. Thanks so much. 

Jayson Siano  25:42  

Of course, Chad. Likewise, thanks so much 

Chad Franzen  25:44  

soiling everybody.

Outro  25:45  

Thanks for listening to the Top Business Leaders Show. Powered by Rise25. Visit rise25.com to check out more episodes of the show and to learn more about how you can start your own podcast