EP 72: Jonathan Schultz of Onyx Equities

In this episode, Christian sits down with Jonathan Schultz, Co-founder and Managing Principal of Onyx Equities and Host of The Jon Schultz Podcast: The Myth of Overnight Success. Christian and Jon discuss his approach to real estate development, his company's pivot from office to life sciences and industrial, and the transformative potential of AI in real estate. Jon dives deep into the significance of responsiveness, creativity, and trust in all business relationships. Whether you're an architect, developer, or entrepreneur, this conversation is a masterclass in resilience, adaptability, and long-game thinking. https://www.jonschultz.com/  https://www.onyxequities.com/ https://theantiarchitect.com/ 0:00 – Introduction to The Anti-Architect Podcast and guest Jon Schultz. 2:22 – Christian shares how Jon mentored him early in his career, encouraging delegation and innovation through technology. 4:52 – Jon shares how his mother’s battle with cancer instilled the power of belief and shaped his entrepreneurial mindset. 6:59 – Why Jon stayed committed to New Jersey real estate while others pulled out, and how Onyx shifted toward life sciences and industrial. 9:10 – Reimagining office spaces: how Onyx adds energy, amenities, and curated retail experiences to attract and retain tenants. 11:15 – The importance of food, flexible space, and a hospitality mindset in creating compelling office environments. 13:44 – Reflections on the chaos of COVID and how Jon navigated uncertainty, survival mode, and community support for retail tenants. 15:52 – The challenge of interest rate hikes and how property valuations have shifted in a post-zero-rate world. 17:18 – The strategy behind converting outdated office buildings to industrial or residential use, and how local insight is key. 18:39 – Community resistance to industrial developments and how Onyx evaluates town-by-town receptiveness. 19:47 – Jon’s take on architects: responsiveness, trust, and the importance of focus in delivering creative, timely work. 21:28 – Why delays kill deals, and how Christian's firm emphasizes quick, clear client communication as a core value. 23:04 – Learning to say “no” to protect time and productivity—a lesson Jon passed on that Christian still practices. 24:59 – Jon’s design process: start creatively, then scale back to match the budget instead of stifling innovation early. 26:43 – Leveraging past success: how Onyx references completed projects to inspire and guide future developments. 28:24 – Jon's belief that first impressions—from landscaping to lobby design—set the tone for quality and service. 30:17 – What Jon looks for in an architect’s pitch: skip the firm résumé and dive into relevant, inspiring ideas. 32:19 – Onyx's culture of ownership and trust: why Jon directs collaborators to work with his team instead of through him. 35:28 – Jon’s early career: growing up in real estate, starting in industrial brokerage, and falling in love with how things work. 41:12 – Onyx’s model: transform undervalued buildings, create high-impact environments, then sell to long-term holders. 45:21 – Christian reflects on the entrepreneurial grind, balancing road trips and client meetings, inspired by Jon’s podcast. 47:26 – Jon explains why he launched “The Myth of Overnight Success” and how guests' struggles are more inspiring than their wins. 49:31 – The value of asking for help, being vulnerable, and leaning on your network to overcome challenges. 52:40 – How Jon books high-profile guests through generosity and his give-first approach to building relationships. 58:24 – Jon’s thoughts on AI in real estate, the return of critical thinking, and how technology will reshape design. 1:01:00 – Closing thoughts: embracing change, creating impact, and why now is an exciting time to be in real estate.