36 — June 2026 — M id A tlantic Real Estate Journal
www.marej.com
M id A tlantic R eal E state J ournal
Jeff Perkins, Market Leader
Strong interest in place for remaining 66,000 s/f LEG signs 44,000 s/f lease with Reliable Sprinkler
of that effort and ultimately seeing it come to life was something I will not forget. We are still early in building what we want to become in this market, but that moment represented everything I had been working toward since joining the firm. It validated the grind and set the stage for what is next. Who do you feel was most influential in your life when choosing this pro- fession? My parents. Nei - ther of them work in com - mercial real estate, but that almost made their influence more meaningful. When I was weighing the decision to enter a commission-based business with no guaran - teed income, they were my sounding board. They asked the hard questions, listened to my reasoning, and ulti- mately supported me fully once I committed. They understood the sacrifice involved, both mentally and financially, and never made me feel like I was taking a risk I should not take. Hav - ing that foundation of sup- port behind you when you are starting from scratch in a new industry makes all the difference. I would not be where I am without them. What outside activities do you enjoy during your free time? Outside of the office, I am pretty active. I follow sports closely, get out on the golf course whenever I can, and enjoy hiking when the weather allows. Beyond that, I make it a priority to spend time with friends and family. Those relationships keep me grounded and remind me what I am working toward. What inspiring word of advice would you give to a young executive gradu- ating from college? Work hard, limit distractions, and ask questions. The fastest way to accelerate your ca - reer is to spend time around people who have already found success and absorb ev - erything you can. That means early mornings, late nights, and sacrificing some of the things your friends outside of the industry are doing. It is easy to watch people your age taking vacations and wonder if you are miss- ing out. But the foundation you build in those first few years is what separates the people who sustain long- term success from those who never quite get there. The sacrifices you make right out of college pay divi - dends for the rest of your career. MAREJ
I began my career at Mat - thews in 2022, starting as an investment sales associate out of the firm’s Nashville headquarters. Coming out of Bucknell University with a degree in International Re- lations, I was drawn to com - mercial real estate for a few reasons. First, the merito- cratic nature of the business. In brokerage, what you put in is what you get out, and that appealed to me more than a traditional corporate path. Second, the financial and professional upside is unlike anything a standard nine to five can offer, especially early in your career. But beyond the economics, what really drew me in was the relation- ship side of the business. Ev - ery day you are building and maintaining relationships with clients, colleagues, and partners, and that level of human connection makes the work genuinely fulfilling. It is not just about closing deals. It is about becoming someone that people trust with their most important investments. What challenges and/or obstacles do you feel you needed to overcome to become as successful as you are today? Commercial real estate requires a unique combination of patience and persistence, and learning to balance the two was probably my biggest challenge early on. In this business, deals do not happen on your timeline. You can be doing everything right and still find yourself waiting months for a transac - tion to come together. As someone early in their career, that is genuinely dif - ficult to sit with. The natural instinct is to want results im - mediately, but this industry simply does not work that way. Learning to take a step back, trust the process, and find motivation in the work itself rather than just the outcome was something that took time to develop. Once I was able to separate my effort from my impatience, everything started to click. What was the most de- fining moment for you? Officially launching our Washington, D.C. office was a culminating moment for me both professionally and personally. Planting the Matthews flag in the na- tion’s capital did not happen overnight. It took years of conversations, relationship building, and laying the groundwork before we were ready to make that move. Getting to be a central part continued from page 4
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ALLEY COTTAGE, NY — Lincoln Eq- uities Group (LEG)
Tell us how and when you began your career in the profession you are in today and why you chose the field/ profession you are in today? I graduated from the University of Colorado at Boulder in 2019 with a degree in finance and initially set my sights on a tra- ditional Wall Street path. But I quickly realized I wanted some - thing more personal, something where I could see the direct im - pact of my work and build real relationships along the way. Real estate gave me that. I joined Matthews in 2019 out of the firm’s El Segundo of- fice and have not looked back since. In 2023, when Matthews opened its first New York of - fice, I moved back to my home state of New Jersey and have focused on growing the firm’s presence in the Northeast ever since. What drew me to this business and keeps me here is the combination of capital mar - kets, entrepreneurship, and relationship-building, all under one roof. Every deal is different, every client has a unique situa - tion, and that variety keeps me engaged and motivated every single day. What challenges and/or ob - stacles do you feel you need- ed to overcome to become as successful as you are today? Learning to handle rejection and building the discipline to show up consistently regard - less of outcomes. In investment sales, you can do everything announced it has signed a 44,000 s/f, long-term lease with Reliable Sprinkler, a national manufacturer and distributor of fire protection products that was looking to expand its local base. Located at 625 Corporate Way in Valley Cottage, NY, the midsize, class A space provides Reliable Sprinkler with the opportunity to dis- tribute all around the Tri-state area, with access to major ports, highways, airports and other infrastructure. Reliable Sprinkler will also operate a wholesale counter for direct-to- consumer sales. The deal was brokered on the landlord side by Newmark , while the ten- ant was represented by JLL . “This lease shows the strong
625 Corporate Way in Valley Cottage, NY
right and still lose a deal. Early on, that was hard to accept. But I came to understand that rejection is part of the process, not a reflection of your ability. My approach has always been about volume and consistency rather than waiting around for the perfect deal. Closing a high number of trans - actions every year requires a certain discipline and mental toughness that takes time to develop. The brokers who last in this business are the ones who maintain their standard of effort, whether the market is hot or cold, and building that consistency was probably the most important thing I did early in my career. What was the most defining moment for you? Honestly, it has not happened yet, and I mean that as a source of motiva - tion rather than uncertainty. I am still early in my career, and I believe my best work is ahead of me. Nearly 200 transactions closed, totaling over $300 mil - lion, and I still feel like I am just getting started. Every deal I close and every relationship I build is laying the groundwork for something larger. The goal is to become a dominant player in Northeast retail investment over the next five years, and when that comes to fruition, that will be the defining mo - ment. Until then, I keep my head down and keep working. Who do you feel was most influential in your life when choosing this profession? demand that exists for this type of industrial space in well-located and accessible markets,” said Lance Berg- stein , CEO of LEG. “We are continuing to connect our ten - ants with facilities that allow them to efficiently streamline their operations, provide better service to their existing cus - tomer base, while also giving them a chance to grow.” The lease leaves 66,000 s/f of space available at Lincoln Lo - gistics Rockland, which is stra -
At the end of the day, it comes down to betting on yourself. I left a traditional finance career and pivoted into something completely unfamiliar, and the only way to make it work was to fully commit and take ownership of every outcome. I think that is true for many people who find success in this business. At some point, you have to stop waiting for the right moment and just go for it. That decision to trust myself has shaped everything that came after. What outside activities do you enjoy during your free time? Outside of the office, I make it a priority to stay active and recharge. I enjoy exercis - ing, traveling, and exploring new restaurants and live music whenever I can. Having those outlets keeps me grounded and allows me to show up at my best every day. What inspiring word of ad- vice would you give to a young executive graduating from college? Work hard and may success attend your efforts. This industry rewards people who show up every day, put in the effort, and play the long game. Early in your career, it can be tempting to measure success by how quickly things are moving, but the founda - tion you build in those first few years matters more than any single deal or milestone. Be consistent, be coachable, and do not be afraid to bet on yourself. MAREJ tegically located less than five miles from two major highways — I-287 and the Palisades In- terstate Parkway—and within 45 miles of three major air - ports: LaGuardia, JFK Inter - national and Newark Liberty International, as well as the Port of Newark/Elizabeth. Delivered with capital partner PCCP, the property features built-to-suit office space, 36’ clear height ceilings, 34 dock doors and parking for 123 cars and 41 trailers. MAREJ
continued from page 4 Edward DeSimone, First VP & Director
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