Brett:

By the way, Thank you, Jayson. You can learn more about Jayson Siano at Sabre.life and you can also find Jay on Instagram @Jason, and it's at the Y, by the way, J A Y S O N Siano S A I N O. So, Jay we've talked about the first kind of step or secret, if you will, for, future-proofing your business? Then you touched a little bit on commercial real estate. Where do you see the future of the commercial real estate business? And how, what changes have you made to make sure that you and your team are successful moving forward?

Jayson:

For sure. as I mentioned, we've really established a national footprint. On the tenant side, we like to work with companies from the top down, we are advising the typically the founders in the C Suite of the company, and helping them, design their rollout strategies, and executing those strategies throughout the country and Canada. I believe that on the retail side, which is where we spend most of our time in retail today is different than what it was 20 years ago, it's a gray area because it kind of creeps over into the CO working space, at times, it creeps over into the industrial space with the Amazon effect and the internet, obviously. I'm a firm believer that folks do not need the same, tore on every corner in every neighborhood to go buy the same yellow sweater, they can order those things, online and good the needs of the consumer have changed drastically over the last 20 years, and the internet is just starting to reach maturity. We're just at the tip of the iceberg as to what's to come. I think our economy and our culture are very much convenience-driven, especially with the younger folks, the microwave generation is that times we like to refer to the young people who want everything instantaneously because they're growing up with devices that allow them to get things instantly.I think that our role is going to continue to change an average, commercial real estate broker is going to get replaced by technology, with easy access to data for everybody. A lot, we're using a lot of AI, what we do is both an art and a science, and we're very good at both sides. But obviously, you have to be able to work the tools in order to make good use of the data.I don't think humans will be replaced, but I think average commercial real estate brokers are a dying breed, and it's happening faster than ever. As a result of again, the pandemic, fast-forwarding everything about five to seven years.

Brett:

Now let's shift to just a degree here talking about brokerage, So old See, Richard Ellis, and my background is Marcus & Millichap, and the old-school kind of brokerage model, and by the way, amazing, amazing company, great training, learned a ton. But it was very corporate, it was very, it felt like kind of like you scratch my back, I'll scratch yours, right, and especially with the mentor-mentee relationships and or you bring someone in, you build them, you build them, you build, you gets your secrets, you train them up, and then they're either they're cold calling next to you and another cube or another office, or they lead to like the CB Richard Ellis or the spirit of ns, right? And now you're like, wow, like, the loyalty wasn't necessarily built-in because of the model. Would you tell us about your experience and your journey from the old model, let's say into even your own brokerage? Moving over to eXp Commercial, which is also what I'm a part of as well eXp Commercial?

Jayson:

Starting with the first part of the question, we again, I believe that the days of getting young people to show up in an office and handing them a desk with a computer and a phone are not going to last very long and just asking them to canvass streets and show up at the end of the week and turn over all the information that they went out and got on their own to the more senior-level people, and I think that people have been and myself included have been taken advantage of, as long as the commercial real estate brokerage model. As existed in its current form, I think it's unfair, I think it's an elitist system that keeps everybody the top fat and happy, and burns insurance through the younger people, and gives them again, less of a chance to actually survive the business and more importantly, thrive. I've kind of deconstructed the brokerage model. We have different people that focus on different parts of the process, we refer to them as finders, minders, and grinders, and they have a different kind of skill set that they are naturally good at or enjoy more, I believe that you should learn into your strengths and surround yourself with people that are better at the things that you're weaker at or do not enjoy. Because at the end of the day, happy people are going to be more productive people. we're very, very team collaborative, in nature, and what's very unique about what we do at Sabre is we bring we based on again, our unique way of approaching the business.

Oftentimes, a lot of our new clients are referrals, you need to talk to Jay, you should be speaking with Saber, etc, and we're very fortunate, I mean, it's 20 years now. Thank you, thankfully, we're at a place where a lot of that, the new business, the biz dev is inbound. We're able to, and since we cover the whole country, we're able to bring on folks throughout the country and put them directly into accounts and directly into deals. I like to say that we can fast forward folks’ real estate careers, and we're doing a great job at that, and, what makes me happy about it is, and, and what I think what part of our secret sauce here is that when I'm developing new leads and businesses coming into Sabre, I'm an owner in the business. I'm not a broker at CBRE, who brings on a junior person, and anything that goes to that Junior is coming out of my pocket. It's just not that way, and I think that's a detriment of the way that teams work at these very large brokerage companies. So, I think that that right there is going to change how the industry moves moving forward. In addition to that, I think that influencers and folks with large followings through social media, we'll end up selling more real estate, whether it's commercial or residential than legacy real estate brokers in this world and in the future. So, not only do we encourage folks to use social media, we train them on how to do it, we have a team of people in a digital marketing company, in the house as well as a lot of folks that are freelance and that we outsource source work to, and we're able to help folks create their social profiles, and learn how to use them to our advantage, and so, we've actually acquired quite a few brokers from those more traditional corporate companies who frown upon them using social media.

Brett:

Having an innovation having those open ways of doing businesses, new ways of doing businesses, and seeing them, for me that's what was really attractive with the eXp in that it's not just a real estate brokerage company, it's a technology company, it's a leadership company, it's a collaboration company, and it's true you're on the ownership side. Even though you haven't given up your company. It's just, it's just powered by or, on their on the platform eXp. For those who are listening, who are Commercial Real Estate Brokers, and wondering, why wouldn't I join? What what would be a reason someone wouldn't want to join eXp Jay.

Jayson:

Because they like being stuck on the commission hamster wheel and not earning not creating financial freedom for themselves and they’re and their families. by things like stock and rev share. for me it’s again, I'm super impact-driven, I know that I could do it myself, and over the next two decades, right, I'll be in at that point, I'd be in the business for four decades, and I'm sure that I could, slowly cover the entire country and, start to really make more impact through that reach on my own over time. But, the eXp platform allows me to pour gasoline on what I'm already doing, and by the way, even though I think we have a very unique offering at Sabre without eXp, the eXp solves a lot of the pain points that I can't solve in a small business. I can't offer everybody accesses to health insurance. I can't automatically hire somebody due to licensing things all across the US or the world for that matter. Without eXp, in addition to that, again, I starved my way through my first handful of years in this business and sacrificed a lot of things to do so, and if I had different opportunities to earn an income again, like the stock or the rev share, it would have been easier for me at the beginning of my career, and again, that's what I want for other people, I don't want people to have to struggle, the way that I did to get ahead, and by the way, not many people, two, three years into their career are representing Starbucks and AAA exclusively, and I was struggling, even though I had those clients.I think that salespersons draws are as bad as student debt. It's not really talked about frequently, but again, I think it's, people at the top, offering out drugs, because it kind of keeps those younger agents in place, even when they're trained up and they want to move on to better themselves. I look at it in a very different way, if somebody wants to move on, and there's a better opportunity for them, I want to help them with that better opportunity, whether Saber Jay Siano is involved or not, and that's very, very different than how the rest of the industry works. The minute that I discovered eXp, and what Glenn had created, I knew that it was going to absolutely change the industry.

Brett:

I couldn't agree with you more, Jay and so much wisdom there, and I just think about Robert Kiyosaki, and they and they, cashflow quadrant what side of the quadrant are you on? Are you on the self-employed, or a W2 employed, right versus business owner and an investor, and it truly and finally, for the first time in an elegant, beautiful, collaborative, amazing way, means the broker from the left side of the quadrant, over to the right side of the quadrant? And once you understand that, you're no longer renting your brokers, owning a part of a larger brokerage. Through stock shares through revenue share, and that unlocks freedom, right freedom and to give 100% back to the 5050 5050 things, Marcus & Millichap. I thought it felt like I was only good same as if what he said to get the information, bring the deals, get the meeting, and then you got to give up 50% to the to your mentor, and there's definitely value there, but at a certain point that the value diminishes, and it was always the big Marcus & Millichap getting, let's say making the billions. Or I say now, instead of making the billions for the big Corporation, how about we make the millions and hundreds of 1000s, let's say for the agent, the true, the troops on the ground. Now let's take the millions here, take those billions and let's, let's share it in a way that's more equitable. Any thoughts on that, Jay?

Jayson:

I think that's right, I just think those big shops again, they that their value prop is diminishing over time, and, especially with work from anywhere, I was just interviewed to get my thoughts on work from home and what the office culture will look like moving forward, and things of that nature, and I just laughed at it. I said I want to work from anywhere. I mean, by the way, I was at my desk in my office every day through the pandemics, just how I'm built. But if I decided that I wanted to get up and go anywhere right now, and I would not miss a beat, and that's the beauty of technology, and, so how are these big shops going to expect those big splits to continue when you know what, I don't really need your tools and resources the same way that I did 10 1520 years ago, and by the way, I'm not coming to the office anymore. That's my percent.

Brett:

So if you want to learn more about that you can contact me or Jay and to learn more about the eXp Commercial, and the future of Real Estate, we are 100% believers all in and think it would be the best move if you're in the commercial real estate, luxury, real estate space, residential real estate space, all of the above also the Business Brokers. That's another part of it too. M&A and Business Brokers are opening up. It's truly the Amazon of the real estate brokerage world, and so you can learn more about that expertcresecrets.com You can also contact Jay which will leave his information here in a minute after the lightning round. Jay, you're ready.

Jayson:

Let's go.

Brett:

All right now, knowing what you know now, Jay, if you go back to your 25-year-old self with the one Golden Nugget, you'd make sure to tell yourself to do

Jayson:

Enjoy, enjoy my youth. I lost my mother right after college to cancer, and that threw me into my career, headfirst and I not that I lost a part of my childhood as a result because I was in my early 20s at the time, but I wish I would have just enjoyed life a little bit more and took it a little less serious seriously in those years,

Brett:

Very well said number one book you've read or recommended the past year.

Jayson:

I did 75 hard during the pandemic so I've read a lot of books you know Grit by Angela, I think it's Duckworth was you know and start with why I think those are it Start With Why are finding those two books were very impactful. Because I truly believe that if you want to be great at something, you truly have to be obsessed with it because it's very, very difficult to be at the top 1% of anything. If you're finding yourself having to be pushed towards it, as opposed to pulled.

Brett:

Very well said, Simon Sinek Start With Why and then Grit by Angela Duckworth is awesome. Third question, what are you most curious about right now?

Jayson:

When people are going to understand the power of social media, I started, walking around with a videographer five years ago where the whole industry laughed at me because I was a real estate professional walking around shooting video content. Today, a lot of those naysayers are fans and implementing it themselves in their business. I wish more of them would have listened to me that long ago because my company has grown from a small little local shop into a nationally recognized, arguably, a top national advisory firm in the Commercial Real Estate Space, and I believe a lot of that is a result of seeking discomfort and not living in fear of other people's opinions.

Brett:

Amazing. Absolutely love it. Second to the last question, and it's the number one challenge facing Commercial Real Estate Brokers if you had it narrowed down to just one sentence, what is it?

Jayson:

You're not as necessary as you were a week ago

Brett:

Ever-changing technology and automation.

Jayson:

We used to be the gatekeepers to a lot more information, and as the more traditional legacy folks in the industry, retire out, or, just decide that they don't need to work as hard any longer. they're there, there's gonna be a lot of young people that are coming in and grew up a completely different way and understand, what I'm talking about, and I think that, the people who think that, again, digital marketing and social media are nice to have, and not a necessity, are in for a rude awakening.

Brett:

Jay, the last question. After all your success, growing your company's helping many brokers helping national, credit tenants and clients and sales. How do you stay centered in your values, Jen? And how do you stay encouraged to charge forward to reach new heights,

Jayson:

I really focus on trying to be a better person than I was yesterday, and I believe that success is finding happiness. I wake up every day in pursuit of happiness, and that changes every day for me, but a lot of the things that have helped me get where I am, are non-negotiable, health, fitness, wellness is very important to me, and I think that, focusing on four buckets in life, mind-body business and relationships and trying to keep those buckets all filled as equally as possible so one's not too high and the other one's not too low. If you can focus on that in your mind and be mindful of that and act as if somebody is watching you at all hours and make decisions based on that and how you want your kids to view you and remember you and you're no longer here you'll you'll be successful.

Brett:

Jay so much wisdom even though the last 20 seconds I want to thank you for being on the show. I want to thank you for leading the way with the Commercial Real Estate industry to step outside the box and do things that are discomfort that wasn’t maybe the norm right and joining eXp Commercial and and and growing your company. For the listeners who want to get in touch with you can you remind them one last time where they can find you?

Jayson:

For sure. Jason Siano on Instagram, you can find me everywhere. From there Sabre again as you mentioned, Sabre S A B R E right there, dot life, L I F E, and I would urge you to check out our YouTube channel as well. Sabre real estate on YouTube. There are five years of video content in there so you can kind of see the process. It doesn't happen overnight, and I would tell you that you guys should be as aggressive as possible in a 24 hour period and as patient as possible in a decade.

Brett:

Thanks for being on the show and also thank our listeners for listening to the episode of the Expert CRE Secrets Podcast. As always, we believe most Commercial Real Estate brokers luxury realtors, even business owners, start by clarifying their passive income options. Not having a clear plan is the enemy and using a proven brokerage strategy such as the eXp Commercial model and purchasing investment real estate is the best way for you to grow your wealth. If you want to hear more and see how the eXp Commercial models hands down the best way to grow your Commercial Real Estate or even luxury real estate business you go to expertcresecrets.com that's expertcresecrets.com and you can also go to capitalgainstaxsolutions.com you can learn about how to eliminate the need for the 1031 exchange. How to Defer Capital Gains Taxes on the sale of cryptocurrency primary homes, save a failed 1031 exchange using the Deferred Sales Trust that's capitalgainstaxsolutions.com thanks so much for listening to their episode. Please Rate Review, Subscribe, Please Share this with somebody who can help. We so appreciate everyone out there. Bye