We started getting the barrage of calls and emails last summer.
Apto currently occupies the second floor of a building right in the heart of downtown Denver. Our lease is up later this year, and since we’re a growing company, we’ll probably need to expand somewhere a little bigger.
So it makes sense that it was last summer that brokers started pounding on our door. They would talk to whoever they could get a hold of on the phone―our customer support line, our salespeople, our operations manager...they even requested demos of our product just to make their pitch to us.
For better or worse, we already had representation in place, thanks to our founder. He was a broker himself and had connections to get us an experienced team.
But it got me thinking. What would it take to uproot an incumbent broker? Or just to beat another broker in a competitive situation? After all, our product promises to give brokers a competitive edge, and I do believe our technology lives up to that promise. But how exactly does it work? And what else does it take to win?
It comes down to this: If you’re up against another broker in winning a competitive deal, you need to be more knowledgeable, more proactive, or more organized. To find out where your gaps are and how you can win, ask yourself these three questions.