The Art of Winning Over the Gatekeeper: Unconventional Strategies for Securing That Critical Advisor Meeting

To really stand out and make the gatekeeper want to help you, think outside the box with bold, creative, and personal approaches. Here are some unique, unconventional strategies to differentiate yourself as an RVP:

1. The “Mystery Box” Approach:

• Send a Customized Box: Create a small, mysterious box or package that’s professionally branded and tailored to the advisor. Inside could be something intriguing like a puzzle piece or a metaphorical item that ties to a financial theme (e.g., a small lock with a note that says, “I have the key to unlocking better client engagement strategies”). Include a personalized letter addressed to the advisor, explaining that this is part of something bigger and you’ll call to explain how it all ties together.

• Curiosity and Playfulness: The gatekeeper will be curious and more likely to pass on the message when you follow up. This approach is fun and memorable.

2. “Surprise and Delight” Delivery:

• Surprise Coffee/Donut Delivery: Find out the gatekeeper’s favorite coffee spot (it might be as simple as calling ahead to the office and asking casually), then send them a coffee with a personalized thank-you note for taking your future call. For example: “Your time is valuable, just like the work you do to keep the office running smoothly! Thought you could use a coffee break. Looking forward to speaking soon. – [Your Name]”

• Give Them a Small Gift: Even something small like a $5 Starbucks card with a note of appreciation for their work will make them feel appreciated and make you stand out. You’re treating the gatekeeper as a person, not just a barrier.

3. The “VIP Invite” Trick:

• Exclusive Invitation: Create an “exclusive” mini virtual or in-person event just for gatekeepers of top financial advisors. Frame it as a fun, networking event (e.g., “Mastering Client Relations: A 30-minute secret to getting more done”). Make it highly personalized, offering something just for gatekeepers like industry insights, ways to make their work smoother, or tools that can help them impress their boss. Gatekeepers rarely get this kind of attention, so they’ll appreciate the thoughtfulness and feel special.

• Create a Professional Network for Gatekeepers: Build a digital “Gatekeeper Network” where they can exchange tips, tricks, or even share insights from working with financial advisors. They’ll remember you as the person who helped them with something valuable, not just the person selling to their boss.

4. The “Unusual Medium” Strategy:

• Personalized Video Message: Instead of just calling or emailing, send a personalized, professionally produced video message to the gatekeeper. Speak directly to them, mentioning their role and showing appreciation for how critical they are to the advisor’s success. You could say something like, “Hi [Gatekeeper’s Name], I know you’re the gatekeeper for [Advisor’s Name] and you help keep the wheels turning. I wanted to personally introduce myself and share a little value that might help [Advisor’s Name] achieve even greater success.” This shows respect and personal effort.

• Voice Message in a Bottle: Send a physical “message in a bottle” with a fun and intriguing note inside. You could write something like: “I’ve discovered something that could help [Advisor’s Name] sail past rough financial waters. Let’s chat about it – looking forward to your call!” This is playful, thematic, and completely different from typical sales attempts.

5. The “Gatekeeper’s Toolbox” Gift:

• Send a “Gatekeeper Survival Kit”: Package a kit filled with fun, useful office tools like stress balls, pens, coffee mugs, and post-it notes, branded with playful messages like “The Keeper of Time,” “CEO of Efficiency,” or “Master of Multitasking.” Add a personalized note like, “Just a little something to thank you for all you do! I’d love to connect with [Advisor’s Name] about how I can be a valuable resource to them—and make your job even easier!”

• Involve Humor and Relatability: Humor goes a long way in breaking down barriers. Tailor the kit so it resonates with their everyday challenges, making it a fun and lighthearted experience.

6. The Reverse Psychology Play:

• “I’m Not Asking for Anything”: Instead of asking for an appointment right away, call the gatekeeper and don’t ask for anything directly. Say something like, “Hi [Gatekeeper’s Name], I know you must get bombarded with calls every day, so I’m not here to take up much of your time or request anything right now. I just wanted to let you know that I have some info I think [Advisor’s Name] would really benefit from. I’ll follow up later, but no rush—thanks for doing what you do!”

• Put the Ball in Their Court: The reverse psychology of not asking for something right away builds intrigue and can make the gatekeeper curious enough to nudge the advisor.

7. The “Secret Note” or Riddle Tactic:

• Leave a Puzzle or Riddle: Send a cryptic but fun riddle or note to the gatekeeper that requires some thought and curiosity to solve. For example, “What do top financial advisors and treasure hunters have in common? They know the value of a great map. Let’s connect to talk about charting the next success route for [Advisor’s Name].” This kind of playful and engaging tactic creates curiosity, making the gatekeeper want to know more.

8. Create a Special “VIP Gatekeeper” Program:

• Gatekeeper Appreciation Program: Develop a unique VIP program just for gatekeepers. Offer small monthly perks (like lunch delivery, office supplies, or even access to a digital community of top gatekeepers). You could say, “I want to invite you to my Gatekeeper VIP Program, where I send out small, fun tokens of appreciation to those who help make great things happen. I’d love to add you to this and chat about how I can help [Advisor’s Name] succeed as well.”

• Build a Long-Term Relationship: By giving value to gatekeepers and treating them like an integral part of the process, you’ll be remembered favorably. Over time, they’ll be much more willing to help you get in front of the advisor.

9. The Charity Play:

• Sponsor a Cause They Care About: Find out if the financial advisor’s firm supports a charity or local cause and donate or offer to support it in their name. Send a note to the gatekeeper saying, “I’ve made a small donation to [Charity] in [Advisor’s Name]’s honor. I’d love to speak with them about how we can work together to make an even bigger impact in the future.”

• Give in a Meaningful Way: Gatekeepers will remember someone who contributes to causes their firm or the advisor cares about, making it much more likely they’ll want to help you connect.

10. Send a Live, Virtual, or Physical “Thank-You Experience”:

• Experience-Based Gratitude: Instead of sending a traditional thank-you note or gift, send an experience! This could be as small as a voucher for a local café near the office or a virtual “office yoga” session for stress relief. Frame it as “I know how hard you work to keep everything running smoothly, so here’s a little something to brighten your day. I’d love to connect with [Advisor’s Name] when they have a moment. Thank you for your time!”

• Create a Memorable Moment: Sending an experience rather than just a gift makes it memorable and meaningful. You’re not just reaching out—you’re making their day better.

By stepping away from the traditional approaches and creating memorable, personalized, and engaging experiences for the gatekeeper, you’ll not only stand out but also build a relationship that leads to a much higher chance of securing an appointment. These creative ideas position you as someone different from the typical RVP, turning the gatekeeper into an ally rather than a barrier.