tired of being low-balled

[Scott Gilligan, CMI]

Originally Posted by relliott

All this talk of selling is why I never went Agent.

I just help people.

The original complaint had to deal with being beat out for a mold inspection for $35.00 from a competitor. The more samples you take...the better picture you are going to get of what is really going on in that particular situation. To me...that is better serving your client that just taking the standard three samples that most courses will tell you that you NEED to take. I make typically $125.00 - $250.00 more than my local competitors for a mold sampling, but my clients and I feel like I am providing a better service than the local guy who wanted to do it less and make a quick buck. It's not all about selling...it's about being an expert in everything you do and serving the client to the best of your ability and their interest.

I would never sell anything to a client that they did not need. You can ask anyone who has ever referred work to me. I have turned away many of client because I knew that I was not going to serve their needs or wants. But what I can do, I will do to the best of my ability to serve my client and not short change them or give them limited information.

[psiposs]

The client was creating the time of the call with questions and so forth being a first time buyer. My $35 difference was with the H.I. not with the Mold tests. At least I assume he was comparing H.I. to H.I costs not H.I to my H.I and mold.
It used to be people called and you booked. Now with the market and so forth people call wanting the best price thinking nothing of the results of what they are really paying for. They just hear dollars. I try to explain thats it not like buying a Sony TV from BestBuy or Circuit City and you get the same TV. Anyway its just all irritating. When the called ends the call with 'I need to talk to the wife' what am I supposed to do? Strongarm the guy?!

[relliott]

Originally Posted by sgilligan1

The original complaint had to deal with being beat out for a mold inspection for $35.00 from a competitor. The more samples you take...the better picture you are going to get of what is really going on in that particular situation. To me...that is better serving your client that just taking the standard three samples that most courses will tell you that you NEED to take. I make typically $125.00 - $250.00 more than my local competitors for a mold sampling, but my clients and I feel like I am providing a better service than the local guy who wanted to do it less and make a quick buck. It's not all about selling...it's about being an expert in everything you do and serving the client to the best of your ability and their interest.

I would never sell anything to a client that they did not need. You can ask anyone who has ever referred work to me. I have turned away many of client because I knew that I was not going to serve their needs or wants. But what I can do, I will do to the best of my ability to serve my client and not short change them or give them limited information.

If you read between the lines.

Helping people is the best way to sell.

Nothing in the world sells better than caring .

[Scott Gilligan, CMI]

Originally Posted by psiposs

The client was creating the time of the call with questions and so forth being a first time buyer. My $35 difference was with the H.I. not with the Mold tests. At least I assume he was comparing H.I. to H.I costs not H.I to my H.I and mold.
It used to be people called and you booked. Now with the market and so forth people call wanting the best price thinking nothing of the results of what they are really paying for. They just hear dollars. I try to explain thats it not like buying a Sony TV from BestBuy or Circuit City and you get the same TV. Anyway its just all irritating. When the called ends the call with 'I need to talk to the wife' what am I supposed to do? Strongarm the guy?!

Keep telling them what you are going to do for them over and over again. Best thing I learned from some older successful business people is to never give them a price until they are practically begging for it. Sell yourself and the price won't matter. You shouldn't be worried about raising or lowering your prices based on your competition. Worry about how you are much perceived value they are getting or the extra couple of dollars. Be confident in your abilities and convey them to every call that comes in.

Honestly...the difference of $35.00 getting the job or not probably boils down to about 30 seconds of telling the client something they really want to hear instead of a generic speach most people wind up giving to their client calls. Question your client over and over again and listen to what they are telling you. Make your services to them personal and I bet it will land you the job even if you charge $135.00 more than the next guy.

Granted...you are always going to get people shopping for the lowest price. Those kinds of clients are the ones that are getting a home inspection because someone else is telling them to. They really don't care because they really don't know what is involved. I am going to take a WAG and assume that most of these are for lower priced homes or foreclosure properties that someone wants to scoop up. Those are going to be the tough sales. From my experience, those are the run down homes that are going to take forever to inspect and another forever to write up th report because the property is in such bad shape. Not the kind of work I really want to do!

You may not get every job...but that can be a good thing sometimes.

A client bickering over $35.00 is probably going to be a much higher liability than what it is worth and you can bet they will be willing to file a complaint or sue if they are not happy. Count your blessings that you didn't land the job...It probably saved you a few bucks.

[Russel Ray]

Offer choices and you'll never be low-balled again!

[relliott]

Originally Posted by rray

Offer choices and you'll never be low-balled again!

Welcome back

[Frank M. Carrio, CMI]

FROM ANOTHER ONE OF "TODAYS" THREADS.

Quote:
Originally Posted by kswift
I gather as much information as I can, not the least of which is the sale's price of the property, which I'm liable for for four years.

People who can afford expensive properties can also afford expensive attorneys, all of whom understand that conscientious inspectors carry insurance, and insurance companies will roll over rather than pay the exhorbitant fees of defending an innocent inspector.

I ask a lot of questions, and charge a fee equal to what the average attorney is paid.

Hi Keith,
Thanks for the reply.
I am sure that this information will help the "newbies" formulate their business plans.

As for me.... My rates are $150.00 per hour and I charge accordingly.

If there is going to be any "research" or excessive travel time involved then I also factor that into my price.
{Inspections start at $350.00.}


PS:
Commercial inspections are priced by the square foot, plus time, plus any sub contractors that need to be involved....... Plus 15%


PPS:
My mold inspections average $1,250.00

[James H. Bushart]

Originally Posted by psiposs

I try to explain thats it not like buying a Sony TV from BestBuy or Circuit City and you get the same TV. Anyway its just all irritating. When the called ends the call with 'I need to talk to the wife' what am I supposed to do? Strongarm the guy?!

By this point, you have already lost the appointment. You had turned him off and he was trying hard to politely end the conversation.

Begin the call with questions...leading questions...that get the buyer to tell you why they want you to inspect for them.

They ask you for a price and you return the question with a question..."What is the address of the property?" and you get them to describe the property. Get the selling price, if you can. "Wow. Sounds like you are making quite an investment. Why, exactly, do you think it is important to you to get a home inspection?". Then, shut up and let them talk.

Let them say "So I know the house is sound, So I can bargain for a better price, So I know it is safe" or whatever. Then, ask them "Why is that important to you?" and shut up. Let them tell you the value of a good home inspection. Listen...and ask "why?" to get them to go deeper with every closed end statement they make.

"Well, there are cheaper guys out there than me...but it doesn't sound to me like you are shopping for the cheapest home inspector. It sounds like you are looking for someone who can provide you with a complete, accurate and unbiased description of the entire house....one that you are planning to make a tremendous investment in. Am I right?"

When they agree....they are yours. Give them a glowing description of what sets you apart from the others, offer a date and time to do the inspection, and then get the rest of your vital data....and hang up.

Leave the canned verbage and advice about how "you get what you pay for" and all that aside. It never works, anyway. It just makes you feel good to say it.

Let them hang up thinking that it was their idea to hire a more expensive...but more experienced, more thorough, more objective, etc....inspector.

[Greg Bell]

Originally Posted by jbushart

By this point, you have already lost the appointment. You had turned him off and he was trying hard to politely end the conversation.

Begin the call with questions...leading questions...that get the buyer to tell you why they want you to inspect for them.

They ask you for a price and you return the question with a question..."What is the address of the property?" and you get them to describe the property. Get the selling price, if you can. "Wow. Sounds like you are making quite an investment. Why, exactly, do you think it is important to you to get a home inspection?". Then, shut up and let them talk.

Let them say "So I know the house is sound, So I can bargain for a better price, So I know it is safe" or whatever. Then, ask them "Why is that important to you?" and shut up. Let them tell you the value of a good home inspection. Listen...and ask "why?" to get them to go deeper with every closed end statement they make.

"Well, there are cheaper guys out there than me...but it doesn't sound to me like you are shopping for the cheapest home inspector. It sounds like you are looking for someone who can provide you with a complete, accurate and unbiased description of the entire house....one that you are planning to make a tremendous investment in. Am I right?"

When they agree....they are yours. Give them a glowing description of what sets you apart from the others, offer a date and time to do the inspection, and then get the rest of your vital data....and hang up.

Leave the canned verbage and advice about how "you get what you pay for" and all that aside. It never works, anyway. It just makes you feel good to say it.

Let them hang up thinking that it was their idea to hire a more expensive...but more experienced, more thorough, more objective, etc....inspector.

Thanks Jim

Very nice post!!

[kpierce]

Originally Posted by jbushart

By this point, you have already lost the appointment. You had turned him off and he was trying hard to politely end the conversation.

Begin the call with questions...leading questions...that get the buyer to tell you why they want you to inspect for them.

They ask you for a price and you return the question with a question..."What is the address of the property?" and you get them to describe the property. Get the selling price, if you can. "Wow. Sounds like you are making quite an investment. Why, exactly, do you think it is important to you to get a home inspection?". Then, shut up and let them talk.

Let them say "So I know the house is sound, So I can bargain for a better price, So I know it is safe" or whatever. Then, ask them "Why is that important to you?" and shut up. Let them tell you the value of a good home inspection. Listen...and ask "why?" to get them to go deeper with every closed end statement they make.

"Well, there are cheaper guys out there than me...but it doesn't sound to me like you are shopping for the cheapest home inspector. It sounds like you are looking for someone who can provide you with a complete, accurate and unbiased description of the entire house....one that you are planning to make a tremendous investment in. Am I right?"

When they agree....they are yours. Give them a glowing description of what sets you apart from the others, offer a date and time to do the inspection, and then get the rest of your vital data....and hang up.

Leave the canned verbage and advice about how "you get what you pay for" and all that aside. It never works, anyway. It just makes you feel good to say it.

Let them hang up thinking that it was their idea to hire a more expensive...but more experienced, more thorough, more objective, etc....inspector.

Excellent information Jim. Thanks.

[James E. Braun, CMI]

Originally Posted by relliott

Good point, and since I do not do the aux , my opinion may be the same as a potential clients.

Now sell me!

My actual thought is that a guy taking samples is the same as another guy taking samples. (just send the results) whats different from you buster.

My education. Why is the customer concerned about getting the mold tested? Most likely he is concerned about health effects. Would you go to a doctor who got his license in a couple days or would you want a doctor who took years of education? I constantly explain to my customers is that my Industrial Hygienist, I work under, is basically a doctor and am a Practicing Nurse. Most people understand, without explanation, that a Practicing Nurse can diagnose a problem just as well as a doctor but at a less cost.
The average mold inspector cannot even read a lab report correctly. If they can read a lab report, what are they going to do with the information? There is no inspectors, even most industrial hygienists, in my area that understands what it takes to write a remediation protocol, nor what mold really is.
For example, air samples can tell you where and how contaminated an area is. It is very important to understand your spore spread and how this effects future mold sampling. Each mold sample should be taken only if necessary to establish a specific goal, established by your client, such as writing a protocol for remediation. Taking more mold samples than what is needed will only cost your customer money and will put more money in your lab's pocket. This is the easiest part of establishing a problem with mold. Trying to find why a client is getting sick in the first place is the hardest.

[John Onofrey]

I's hates lowballers

[Mark Jones]

Ask your wife/ girlfriend change positions.
Oh sorry this is the home inspection site, my bad.