Getting Past the Gatekeeper

Commercial Real Estate Brokerage is all about the Pipeline…and to have a pipeline most brokers make calls. It’s always an issue when there is a Gatekeeper…

The Gatekeeper is the person everyone struggles to get around at some point or another and usually more often than not. And yet the gatekeeper generally holds the golden ticket to getting what you need. Many hours of conversation have been spent discussing what the best strategy is for getting what you need from the gatekeeper. Whether it’s just information or better yet getting transferred to the decision maker.

The Gatekeeper is generally quite a bit smarter then we’d like to think. They have heard just about every sales line imaginable and knows when the caller is being sincere or not; and doesn’t want to help an unpleasant caller.

The Gatekeeper can be the difference between a successful attempt to reach the decision maker or a failed pursuit. Below are a handful of strategies to help you get past the gatekeeper and straight to the correct individual.

1.    Number one rule: treat the gatekeeper like gold

2.    When possible, know the gatekeepers name

3.    Be friendly — remember, you catch more bees with honey

4.    Be honest and ask for help rather than making up a goofy story

5.    Be clear about why you are calling and what you need

6.    If you’re thinking up a phony line — forget it

7.    If you are not successful, email

8.    If email doesn’t work, send a handwritten note

9.    Bottom line: treat the gatekeeper with respect

If you are not gracious, you will not get very far. Being rude is the kiss of death. Besides, nobody wants to help negative personalities. Getting around the gatekeeper needs to be a positive experience. If it is not positive you can bet the boss will hear about it. And if you are especially wonderful, the boss is going to hear about it. So, go ahead and give sincerity a try, I’m betting you’ll have success.

Call or email today to get coached by Cindy

312-316-4916 or email [email protected]

Cindy Spivack, CEO and President of Cindy Spivack International, Inc., teaches and coaches Commercial Real Estate Agents/Brokers "The 7 Golden Keys of Today's Top Producers" in addition to a handful of proven strategies for building an enormously successful commercial real estate business in 12 months or less.

Cindy has worked with numerous Top Producers in the business in addition to Teams and Managing Brokers. Many of her clients are recognized in the top tier of the brokerage community as a result of her help. Further, she holds the belief that there is no such thing as a “one size fits all” solution and listens carefully so that proper solutions are implemented.