I received the following message through my blog and because many of us worry about getting nailed with an $16,000 fine for our first offense, I thought I would post it here along with my response to it as well.
I have been using your LCM method for a little more than a month and I have collected 20 leads out of 120 Google clicks. I’m happy with the process. It works exactly as you claim for generating the leads. However, I have been getting nervous recently about the Do-not-call rules since a number of my leads were not happy about getting called.
I reviewed the exact rule to be sure and I wonder if you have any experience testing the assumption that an existing business relationship (EBR) is implied based on the LCM success process. The client is registering their name, phone number and e-mail but I am not sure if this alone satisfies the rule as being an “inquiry, application, purchase or transaction” as defined in the rule.
In addition, the LCM prospect can check one of two boxes (they are looking for an agent or looking for a home) and all of my leads select the “home” which implies they do not want or expect me to call. I cannot find an example on the Do-not-call website of a case involving a registration such as this as establishing an EBR. I cannot afford a single non-compliance fine, so I’ll do whatever is required to assure compliance.
The Do-Not-Call laws do not apply to anyone who enters their name into a web form inquiry — the law is very clear on this point. Think about it… where did you get their name and number to begin with? From their inquiry. You legally have 90-days to call them even if they are on the DNC list. The only caveat being, if they tell you not to call them again, then you have to honor that.
In my many years of calling web leads, I have to say that if you are having customers who get angry with your phone call, you are not doing followup the way we teach. Please, please listen to my interview with Jennifer Allan or read my many articles on working Internet leads on my blog. There are also a number of articles where I address the DNC list as well.
Call the leads using a customer service approach and not like Joe-Salesman and you will never have a problem. When somebody gets upset when you call, that should be a red flag that you are coming across salesy. Even if you don’t mean to.
Many of us have been selling so long, we close without even thinking about it, and we come across as if we are selling when we just talk. If you are getting icy responses, please take a moment and look at your approach. As we teach, this skill takes a little while to learn, but once learned will be the most valuable skill you can have in this Internet age of real estate.