Integrating IR service during normal HI

[John McKenna]

Mathew,

I will not do an inspection without an IR scan. But that is just me.

When people ask me if they can save some money and have me do the
inspection without the thermal imaging service, this is my reply:

"If you have hidden moisture in your walls or ceilings that can cause mold
and decay, is it OK with you if I do not report it?" "If you have other issues
that the IR camera can reveal, such as electrical hot spots, duct leaks,
missing insulation, etc... is it OK with you if I do not report it?"

They always say NO.

Then I tell them that if they want me to leave my IR camera at home,
then that is the very tool that will help me locate some of the very serious
issues that they do no want me to omit.

I tell them that what they do not realize is that if I find one single item
that needs repair because I used the IR camera to locate it, the entire
inspection cost will be paid for because you can have that item repaired
before you buy the house. The IR camera pays for itself and gives
the client the extra peace of mind.

There are some clients who only think about saving a nickel. That is not
the ones who want to buy the IR scan, most of the time. So you will
always have some who only want the lowest price, but expect you to
find everything... without paying anymore for that level of service.

If they have any doubt, I tell them check around and look at all the other
fees and they will see I charge about $150 more than most and there is
a reason for that. People expect to pay more for something better. They
respect that. It takes me 4-7 hours to do an inspection without any help
and I want the client to be with me all the way through so we can talk.

If people feel like you are desperate, then they really doubt your service
is superior because your trying too hard to sell it.

I also tell people that if their inspection does not work out well, they will
probably be hiring me to gather evidence when they sue their inspector.
I tell people that Realtors don't like me, except when they want an inspection
for themselves or their relatives. I am better than my competition and
when I talk, they can feel it.

Are you the best? Tell em about it. As Nick says, it is about synergy.
The sum total of all your benefits, experience, technology, independent
attitude, service, report, promptness, training, and skills. Spend time
talking to your client about their concerns and what they are interested
in, not just your resume. If your phone call is over within 5 min, your
not communicating much.

The average cost of an inspection in this area is $250 - $350.
My average cost is about $500 (always with an IR scan).

If I only do 12 inspections a month, I am still making as much as those
who are doing 20-24 a month at a lower price, many more hours,
fuel expense, etc...

Just some tips. Hope this helps.

[Mathew Hawley]

David,

I don't have this in my inspection agreement. I am going to have this in a seperate binder with info on thermal imaging and thermal and digital side by side photos.

After they review the binder with the information, limitations and photos and still decide NOT to get a IR survey. I will have them sign a release form stating they read the information on the benifits of IR technology and nevertheless have directed the inspector not to perfor an IR survey of the home.

I am not so much concerned from a liability standpoint. The information I present them with will explain the limitations of the camera and so will I personally.

My main objective is to have them read a page or two on the benifits of IR technology, see some photos and decide....."Wow! it's worth the extra $100 and decide to get an IR survey.

[Mathew Hawley]

Thanks for the info John....looking forward to your Orlando class.

[Kevin A. Richardson]

Originally Posted by mhawley

David,

I don't have this in my inspection agreement. I am going to have this in a seperate binder with info on thermal imaging and thermal and digital side by side photos.

After they review the binder with the information, limitations and photos and still decide NOT to get a IR survey. I will have them sign a release form stating they read the information on the benifits of IR technology and nevertheless have directed the inspector not to perfor an IR survey of the home.

I am not so much concerned from a liability standpoint. The information I present them with will explain the limitations of the camera and so will I personally.

My main objective is to have them read a page or two on the benifits of IR technology, see some photos and decide....."Wow! it's worth the extra $100 and decide to get an IR survey.

Hey Matt,

This is something that I have posted on before....

Offering ITI services as part of a normal home inspection or as a separate service is a business decision that will have to be made by each individual business owner. Both have their Pros and Cons. I'd like to talk a little about what has been working for me in my business.

I offer separate "add-on" ITI services as well as "stand-alone" services. The most popular is my "Limited General ITI Scan", which is an add-on to a standard home inspection. I market this service by utilizing what I like to call the "coolness factor." Let's face it, most people do not know what an IR camera is much less what ITI technology can accomplish when properly used. Explaining the the camera or the technology on the phone or in person without the aid of the camera can sometimes be difficult. Most people just want to know "how much does it cost?" and "what is it going to do for me?"

So, I try not to go into too much detail over the phone. When I'm talking to someone on the phone that is scheduling an inspection, I briefly explain the service and then ASK them if it would be OK if I bring the camera to the inspection and give a short five minute presentation before we begin the inspection. I inform them of the fee for the service, but do not push it on them, and suggest they hold off on making the decision to add the service until after the presentation.

This is where the "coolness factor" comes into play! At the beginning of the inspection I go over the normal stuff like Pre-Inspection Agreements, general process, etc. Then, I pull out the camera and give my short presentation. I let them see the camera in action. I'll show them an image of an interior wall, then place my hand on the wall for a few seconds. I step back and re-scan the wall. You will be amazed at the responses I receive from my clients and everyone in the room. They see the "glowing" hand print on the image and say "wow" that is cool.

Once they see the camera in action, I have them sold! Most people will see the value in using the camera and will not hesitate to purchase the add-on service on the spot. I currently average about 300 inspections a year, which is about 25 inspections a month. I'm averaging about 40% close rate per month. That's an average of 10 people who purchase the Limited General ITI Scan.

25 x 40% = 10 x 99.00 = 990.00

Try it....it works!!

Kevin

PS....I have since raised the General ITI Scan fee to 129.00, and I usually get a lot of takers. Hope it works for you

[Erol Kartal]

Originally Posted by wdecker

But you are above average, Erol.

Do you price by SF or some other means?

Most inspections lately have been from people who have plenty of money buying in nice areas. They're the only calls I'm getting. The average couple with three kids type deals are gone.

[Mathew Hawley]

Thanks Kevin,

I need to work on my presentation, and sell the service better. Lately my customers seem to be on such a tight budget.

I am going to make up a binder for them to review while I am doing the home inspection that educates them on the benifits of IR along with some additional services we provide and a little about our company. Maybe after I demo the camera and they read the info I provide them on the benifits they will decide the additional fee will be worth it. If that does not work when they read and sign the release declining the thermal survey maybe they will reconsider and choose to go with the service after all.

Hope all is well with your new camera.

[John McKenna]

Originally Posted by mhawley

Thanks for the info John....looking forward to your Orlando class.

Great. I look forward to meeting you.

[John McKenna]

Kevin has a good idea... good tip.