TOPIC: Being a Deal Killer

I have items appear in bold which are lethal, dangerous, expensive, affect habitability, etc.  But that does not mean they should go on a list for the seller to do (which I would not contribute to anyway...).  For example, the lack of GFI's in the kitchen, fairly common, would appear as bold because it affects habitability and can be dangerous, but that does not mean that it needs immediate repair necessarily.

I thought we established some time ago that Dom does 3 or 4 inspections every day and monster computer work by night...

I don't know how it is in NJ as far as licenseing, in PA one of the things you must do is become a member of a non-profit association pertaining to home inspections with a Code of Ethics and a Standards of Practice. As a new HI my self, I joined ASHI as an associate member without logo use rights, one of the things they require is that I pass their Code of Ethics exam and submit 50 paid for home inspections at that point they will review 5 of thoes 50 to see if I followed their COE & SOP. To Become a full member of the Association you have to submit 200 inspections and they pick some from thoes.

So personaly, I think that as a new HI its better to a non-bias home inspection that covers the SOP and being sure to follow the COE, not only for you and your companies benifit but for the benifit of the person buying the house, if they feel you did a crappy job, everyone they know will feel the same way. It also opens you up to lawsuits and youll probally have a hard time pinning anythng on the Realitor.

...and good luck on your new business venture!

Hey Drew,

Most of my work comes from RE referals in fact about 90 % and I have never had an agent call me to complaint that the client didn't go through with the deal.  (About 775 Inspections)

The key in MHO is HOW you disclose issues (note the word issues, not problems or defects)

For instance "Wow look at that furnace it's shot" 
or
"The furnace appears to be approaching (or has reached) the end of its life expectancy. :-\

"The roof is toast"
or

"The roof looks a bit crispy" :-\

You have to learn how to be informative, not alarmist.

Make sure your client understands there is no such thing as a perfect house it  is what it is...Do your clients have the resources or the desire to deal with the issues? If they don't, there are plenty of other houses out there to look at.

Identify the issues, explain the ramifactions and suggest upgrade, repair , or further evaluation by a qualified specialist (if necessary).

Try to be humerous make jokes and have fun--it takes the edge off ;D

Cheers

It does not matter how you word it if the roof is needing repair, or heating and air needs cleaning, whatever. The first time these small items, or one large item blows a deal you have a killed a deal. When this happens twice, your a deal killer.  It doesn't matter how pretty you write it, facts are facts and if you report defects, sooner or later you will be labeled a deal killer. I believe it depends on your market. Are you in an area where houses are 10yrs old and less setting on slabs? You will do better than my area where houses range from 1930 to 2000 on a crawl with very little building standards enforced and defects are plenty.

Agents talk, when one thinks your a deal killer, they will ask who the inspector is and relay that to your new agent contact. Starting out it is good to draw from the realtor source, but I would not rely on long term business plan with them. Some are good people and want the best for their clients, most are just looking out for themselves. Especially in the market we are currently in. They will use you, until someone newer, with less experience comes along that will not report as many defects. Its the nature of the business. Get a good website, advertisements, and other methods that work for you and roll with that.

Doug - funny you should mention the word "toast" and roofs.  There is an inspector around here who once called a roof "toast" and he is still unfortunately referred to as the Toast Inspector.  I have heard him called that by agents from various offices in different companies!

I simply say it like it is - "shingle ends clawing and curling," "broken, cracked or missing shingles," "ridge vent not attached at the ends," "moss or algae growing on the roof," etc.  When the client asks why I say it is due to age and drying out with time.  It is also indicative of the need for replacement soon.  Clients understand that as it is intended, not alarmist, but informative.

Yeah, I haven't been in the inspection business too long and have already found trying to get Realtors is a waste of money.  I don't even try that route too often any more.  I think my new strategy when I do go to Realtor offices for anything is to work one person.... The office manager!  And I wont be dumping tons of money into Realtor offices.