Real Estate, Real Impact: Why Women Should Lead in Restaurant Development

When people think about restaurant success, they often focus on food quality, service or marketing. But there’s another factor that can make or break a brand long before the first meal is served: real estate. The right site selection strategy is just as critical as a great menu, and in my experience, women bring a unique and necessary perspective to the process.

The Power of Perspective in Site Selection

Women drive about 70 percent of household purchasing decisions yet they remain underrepresented in restaurant development and commercial real estate. That’s a missed opportunity. Women bring a consumer-focused, practical approach to site selection, considering factors like accessibility, convenience and the realities of daily life.

For example, a busy mom picking up dinner on the way home from work isn’t just looking for a great meal — she’s looking for an easy experience. A drive-thru might be the difference between her choosing one restaurant over another. As restaurant developers, we need to think beyond traffic counts and lease rates and consider how real people interact with a location in their everyday routines.

Breaking into Restaurant Real Estate

My path to co-owner and vice president of Hot Head Burritos first began in commercial real estate, where I spent more than 20 years helping businesses find the right locations. In fact, I was first introduced to Hot Head when the brand’s founders opened their very first location in one of my shopping centers. I worked with the brand on and off for years before becoming an owner in 2017 — a move that ultimately led to my current role.

Restaurant real estate isn’t for the faint of heart. The deal cycle can take six to twelve months, making financial stability a real challenge when starting out. For women looking to break into this field, my advice is simple: be prepared for the realities of the business. A corporate real estate position can provide steady income, but many require prior experience. If you’re going the entrepreneurial route, expect to work evenings and weekends to supplement your income while deals are in progress.

The Negotiation Edge

Navigating real estate negotiations in a traditionally male-dominated industry requires a strong command of data. My approach is straightforward: I let the numbers do the talking. Emotion has no place at the negotiation table — facts, comps and lease terms speak for themselves. When you know your business inside and out, you command respect.

Avoiding Costly Expansion Mistakes

Restaurant brands often make two major miscalculations when expanding. First, they assume the opening honeymoon period will last forever. In reality, most new restaurants experience a drop of 10% to 50% in sales after the initial excitement fades. Without a plan to sustain momentum, even a great location can struggle. Second, brands misjudge how close locations can be to each other. Some concepts can thrive with stores five miles apart, while others need a 30-mile buffer to maintain profitability. Understanding these dynamics can mean the difference between success and failure.

Why Mentorship Matters

The best way to bring more women into restaurant development is through mentorship. I’ve been fortunate to have strong mentors throughout my career, and I believe in paying it forward. There’s room for everyone at the table, and helping others succeed only strengthens the industry. One of my favorite quotes from Zig Ziglar sums it up perfectly: “You can have everything in life you want if you will just help enough other people get what they want.”

Real estate isn’t just about securing a location—it’s about setting up franchisees for long-term success. And with more women bringing their insights and expertise into restaurant development, the industry will only continue to grow stronger.