What Is a Gatekeeper?
A gatekeeper is anyone who answers the phone before you reach the owner. It might be a spouse. It might be an assistant. It might be a family member. Gatekeepers screen calls. They try to protect the owner from sales calls. Getting past them is a skill every investor needs.
Why Gatekeepers Block Your Calls
Gatekeepers think you're another telemarketer. They hear sales calls all day. Their job is to say no. They don't want to bother the owner with "another salesperson." You need to sound different. You need to seem important. You need to not sound like a salesperson.
The Confidence Trick
Sound like you're supposed to be calling. Don't ask permission. Don't apologize. Just say: "Hi, I need to speak with [Owner Name] about [Property Address]." Say it like it's expected. Gatekeepers let confident callers through. They block hesitant callers. Confidence suggests you have a right to talk to the owner.
Use the Property Address
Mentioning the specific property address sounds official. It sounds like real business. Say: "I'm calling about the property at 123 Main Street." This doesn't sound like a sales call. It sounds like property business. Gatekeepers pass these calls through because they seem important.
Call at Off-Hours
Gatekeepers work regular business hours. Owners often answer their own phone early morning, during lunch, evenings, and weekends. Try calling at 7:30 AM or 6:00 PM. Try Saturday mornings. You're more likely to reach the owner directly. Timing matters for contact success.
Don't Say You're a Real Estate Investor
When the gatekeeper asks why you're calling, don't say "I'm a real estate investor." That triggers their sales-blocker response. Instead say: "It's regarding their property at [Address]" or "It's a personal matter." These phrases sound important enough to pass through.
Ask for Help Instead of Permission
Don't say: "Can I speak to [Owner Name]?" That's asking permission. They'll say no. Instead say: "I need to speak with [Owner Name]." Or: "Could you connect me with [Owner Name]?" The first asks permission. The second assumes it will happen. The second works better.
The "Callback" Technique
If they ask who's calling, say: "[Your Name]. They'll know what it's about." This implies you've talked before. Gatekeepers assume the owner is expecting your call. They're more likely to put you through. This works especially well for follow-up calls.
Be Friendly but Brief with Gatekeepers
Don't be rude to gatekeepers. But don't give them your whole story either. Say just enough to get through. "Hi, I need to speak with [Owner Name] about their property at [Address]. Is he available?" Short and direct usually works. Long explanations get blocked. Use proven scripts.
What to Do If They Ask More Questions
If the gatekeeper keeps asking questions, stay vague: "I just need to speak with them briefly about the property." Or: "It's regarding a business matter they'll want to know about." Don't give details. Details give them reasons to say no. Vague sounds important.
When They Say "Send Information"
Gatekeepers often say: "Just send information to this email." Don't do it. Emails get ignored. Instead say: "I'd really prefer to speak with them directly. It'll just take two minutes. When is the best time to reach them?" This shows the call is important enough to require a conversation.
The Voicemail Strategy
If you hit voicemail, leave a brief message: "Hi [Owner Name], this is [Your Name]. I have a question about your property at [Address]. Please call me at [Number]." Property owners usually return these calls. They want to know what's happening with their property. Keep voicemails under 20 seconds.
Building Rapport with Regular Gatekeepers
If you're calling the same person multiple times (like following up), build a relationship with the gatekeeper. Be friendly. Remember their name. Ask how their day is. Once they like you, they help you get through. They might even tell you the best time to call.
The "Referred By" Approach
You can say: "I was referred to [Owner Name] regarding the property at [Address]." You don't have to say who referred you. This sounds official. Referrals usually get through. This works better in some situations than others, so test it.
When Gatekeepers Are Family Members
Sometimes a spouse or child answers. These gatekeepers are different. They might actually be decision-makers too, especially for inherited properties. Don't dismiss them. Ask: "Are you involved in decisions about the property?" They might be the person you need to talk to.
What Not to Do
Never lie about who you are. Never pretend to be from the government or bank. Never be rude or pushy. These tactics might get you through once, but they damage your reputation. They can also cause legal problems. Stay honest while being strategic. Stay compliant with all laws.
Master Gatekeepers for More Conversations
Gatekeepers don't have to stop your deals. With the right approach, you can reach property owners consistently. Sound confident. Be brief. Call at good times. Use these techniques and you'll have more actual conversations. More conversations mean more deals. SmartSkip provides accurate contact information so you're calling the right numbers. Ready to start reaching more owners? Get your list today. Also check out our essential skip tracing tips.