36 — July 2025 — Owners, Developers & Managers — M id A tlantic Real Estate Journal
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O wners , D evelopers & M anagers
A class A multifamily community in New Jersey CBRE arranges sale of The Highlands at Morris Plains
With Vivid, Array & Haley Aldrich O&N celebrates Virtua Camden groundbreaking
to open with a phone call (yes, a genuine, pick up the phone, voice-to-voice call), attempt to reach your target. If you don’t get an answer (80% to 90% of the time these days), then leave a powerful voice mail message, and switch to LinkedIn connec- tion. Once connected, slow play the connection using engage- ment techniques, then ask for the appointment 2-3 months after connecting. 2. Think Strategically, Act Consistently Once you’ve initiated a con- versation with a prospect, it’s time to shift into strategic mode. This is where the real art of long-cycle selling comes into play. Start by estimating a real- istic timeline for the deal. Is it six months? A year? Two years? This timeline becomes your roadmap, guiding your interactions and helping you set milestones along the way. With each contact, your goal should be to move the Buyer’s Journey forward, even if it’s just by inches. This is par- ticularly crucial when you’re up against an incumbent ven- dor with an existing contract. You’re playing the long game, so every interaction should add value and strengthen your posi- tion. Basically, you’re position- ing yourself to be the vendor of choice at contract time. Maybe it’s sharing a relevant industry report, offering a fresh perspective on a chal- lenge they’re facing, or simply checking in to maintain the relationship – but offering some new piece of knowledge or expertise every time. The key is consistency. Regular, ORRIS PLAINS, NJ — Representa- tives of CBRE , led by Jeffrey Dunne, Stuart MacKenzie, Eric Apfel, and Travis Langer , announced the sale of The Highlands at Morris Plains, a class A mul- tifamily community in Morris Plains. CBRE represented the seller and procured the purchaser, a joint venture between Shamah Properties and Sagard Real Estate . The Highlands at Morris Plains is a value-add, class A multifamily community total- ing 116 units in Morris Plains. The property features oversized apartments with open floor M
Virtua Our Lady of Lourdes Hospital
The Highlands at Morris Plains
with Our Lady of Lourdes on this transformative expansion in the heart of Camden,” said Michael Herrmann , vice president of O’Donnell & Nac- carato. “The project will ensure that South Jersey residents have access to the best acute healthcare services in updated, modern facilities that reflect Virtua’s deep commitment to improving outcomes through- out the region.” Employing a concrete slab on metal deck floor system, the tower’s steel-frame structure will be supported on a deep foundation of auger cast piles and tie directly into the exist- ing hospital facility. The new helipad will also require a ver- tical expansion and fit-out to the existing pavilion structure to accommodate the landing area, as well as an extended elevator shaft to reach the roof. O&N is partnering on the project with Vivid Project Management, Array Archi- tects , mechanical engineer TLC Engineering Solutions , contractor L.F. Driscoll Com- pany , civil engineer Taylor Wiseman & Taylor , and geo- technical engineering consul- tant Haley Aldrich . MAREJ
CAMDEN, NJ — O’Donnell & Naccarato (O&N) cel- ebrated the groundbreaking of a significant expansion to Virtua Our Lady of Lourdes Hospital, one of the area’s leading providers of cardiac and clinical care. The $500 million project, part of Virtua’s “Advancing Well” reinvestment cam- paign, will include a six-story, 254,000 s/f bed tower with 78 private rooms, as well as state- of-the-art operating suites for organ transplant and acute cardiac and neurosurgical procedures. A new helipad, constructed on the roof of an existing pavilion across campus, will improve staff response time and patient transportation between hos- pitals throughout the region. O&N, which is providing structural engineering services for the project, is also conduct- ing a façade condition assess- ment and other renovations to the nearly 80-year-old main hospital building, as Virtua continues to meet the increas- ing demand while establish- ing centers of excellence for advanced clinical care. “O&N is proud to partner
plans, a clubhouse with fitness center, dog run, courtyard with BBQ grills, package lockers, and a 175-space parking deck.
The property is situated within a 10± minute walk from the Morris Plains NJ Transit train station. MAREJ
continued from page 2 Mastering the marathon: Four strategies for . . .
value-added touchpoints keep you top of mind and position you as a trusted advisor, not just another vendor. 3. Keep Your Contacts Current In the span of a long sales cycle, a lot can change. De- cision-makers move on, new stakeholders emerge, and or- ganizational priorities shift. Your job is to stay on top of these changes and adapt your strategy accordingly. Make it a habit to regularly verify and update your con- tact information. But don’t stop there – strive to expand your network within the or- ganization. The more contacts you have, the more resilient your opportunity becomes to personnel changes. “High, wide, and deep” should be your watchword. Get as high on the corporate food chain as you can. Get as many contacts (a wide base of influence) in the target company as you can. And make sure that they genuinely know you and the value you bring. This approach not only provides you with a more com- prehensive understanding of the organization but also helps safeguard your opportunity if your main contact leaves. 4. Be Ready When the Stars Align Here’s a fundamental truth about sales: a deal happens when need, solution, and timing intersect, and the Buyer’s Journey completes. In a long sales cycle, your job is to be ready when that moment arrives. Maybe the incumbent ven- dor slips up, budget suddenly becomes available, or a new initiative aligns perfectly with
your offering. Your consistent presence and value-added in- teractions have positioned you to capitalize on these moments. Stay alert to industry trends, organizational changes, and any shifts in your prospect’s business that might create an opening. When that window of opportunity opens, be ready to act swiftly and decisively. Managing long sales cycles is not about passive waiting – it’s about active preparation. It’s about building relationships, demonstrating value, and posi- tioning yourself as the obvious choice when the time is right. There are no shortcuts to any- place worth going. Winning in long-cycle sales requires a unique blend of patience, persistence, and stra- tegic thinking. It demands that we resist getting demoralized due to the lack of quick wins and instead focus on building lasting relationships and de- livering consistent value. By maintaining a steady prospect- ing rhythm, thinking strategi- cally, keeping our contacts current, and staying ready for opportunity, we can master the marathon of long sales cycles. Troy Harrison is the Sales Navigator, a speaker, and the author of “Sell Like You Mean It” and “The Pocket Sales Manager .” He has trained salespeople from 23 different countries who live on three continents and has spoken all over North America and Europe. He helps companies navigate the Elements of Sales on their journey to suc- cess. He offers a free 45-min- ute Sales Strategy Review. To schedule, please visit www. TroyHarrison.com/ssr. MAREJ
CRC promotes Kelsi Bozel Holman to senior leasing manager, commercial
will continue to oversee leas- ing for a portion of CRC’s retail portfolio across multiple states, while also stepping into a leadership position that includes managing two team members and taking on ex- panded responsibilities within the Commercial Division. Holman is a member of ICSC and NAIOP MD . Hol- man earned a Bachelor of Sci- ence degree in Marketing and Management from Georgetown University, while also partici- pating on the school’s Division I lacrosse team for four years, serving as team Captain dur- ing her senior year. MAREJ
BALTIMORE, MD — Con- tinental Realty Corpora- tion (CRC) , a real estate
investment and manage- ment com- pany has an- nounced the promotion of Kelsi Bozel Holman to senior leas- ing manag-
Kelsi Bozel Holman
er, commercial. Holman has worked for CRC since 2017 and has more than 12 years of diversified commercial real estate leasing experience. In her new role, Holman
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