Short presentations to Realtors...

[Ron Caton]

Hey guys!  I am getting in with the largest Realtor in my area and am planning on doing a 3-5 minute Powerpoint presentation, where I'm basically introducing myself to their team at team meeting.  I plan on a quick minute or so talk on me but not really sure about the balance of time.  I've thought about several different topics but can't decide for sure.  Any ideas or thoughts?  I would really appreciate some input.

[David Macy]

Why should they use you? What do you do that the competition does not?

What other services to you provide?

Bring food. Panera or whatever.

Have hand outs to give. Have a general question to ask. Give out a prize for correct answer.

[Dominic Maricic]

Make sure to bring copies of your sample report on shiny paper printed on Kinkos

[Jay Markanich]

Hi Ron --

I have a home inspector I have used for 5 years.  Why should I use you?  Prepare for that one...

Going with Dave's "General Question," maybe have a photo of something that appears to be okay, but is not.  Ask them what is wrong with this picture...

Everything you pass out should have your name and phone number on it...

Wear a shirt with your logo and a smile...

[Gregory Scheer]

On my first meeting with the realtors I did exactly what has already been suggested but I also told them who I was.  Many realtors have "their" home inspectors but some don't and others are tired of the ones thay use for one reason or another.  Some like to give their clients a choice.  As a result, I have four realtors that use me exclusively.

Great luck!

Greg

[Steven Turetsky]

Everybody has their own way. Personally, I stopped soliciting RE agents when I realized that I didn't want to endure the discomfort of having to bring something to light that might create a problem for a sale.

I was once challanged, and a second inspector was brought in by the agent to shoot holes in my report... which was attempted, but since I knew what I was talking about, I held the guys hands to the fire and made him explain all of the cockamamy.

By the end of the inspection he summoned me, he informed me that he agreed with everything I stated and that he didn't know how to tell his client.

I immediatly pictured some hard working HI, putting his kids through school having to kiss some agents ass to be referred, and being afraid to rock the boat. Think about it, you solicit these agents and they give you a shot. Now think about sitting down an doing your report. Would you be compromised in the way you wrote. Would you "strain" to report faults in a "gentler" way?

I recently had a conversation to a family member that has been an agent for many years and depends on her commissions to make a living. We got into this subject and although she did not say she chooses her inspectors by them not reporting faults, she did say though, that they pick their inspectors by the way they write their reports. Stating that they wanted inspectors that played down faults in the way they write.

I asked her if she meant "sugarcoating", without hesitation, she said "yes."

SO IF YOU REALLY want to solicit agents, then you should let them know that you report in a fashion that will not make a big deal out of things. Tell them you are not a "Dealkiller", they love that too.

If you are the kinda guy that will tell it like it is, and let the chips fall where they may, the you will might say:

... I am not an alarmist but I tell it like it is. I do not make mountains out of molehills, but I report what I see and let my client decide.

The only problem telling them that is that you may not get their work... unless it is them buying the house.

OK, I guess you get my drift, so Like the others have said... BRING FOOD!!!

[Gregory Scheer]

Amen brother.

[Jay Markanich]

Steve - you have posted that story before about the other home inspector.  You should get it around more often...  That agent had no business doing such a thing to you or to that other guy.  I would have put him/her on my doo-doo list and not accepted inspections referred by them.  And told them so.

I use the exact words you mentioned - "alarmist," "molehills," "sugarcoating," and so forth.  The way something is written is important, but most important to me is that I  mention it and cover myself from a future problem.  I tell people that I have never killed a deal, but a lot of houses I have inspected have!

[Anthony J. McCloskey]

In this C.Y.A. world we live in now a day you almost can't "sugarcoat" things or it may come back to bite you hard!

[John Adrian Sopher]

You know, to be honest, I'm getting tired of trying to sell myself to Realtors.  Since I started inspecting, I have put most of my time, energy, and advertisement money towards Realtors with NO results (fliers, business cards, marketing events).  I think its time to brain storm and come up with other means to get our business.

I am starting another post for a list of ideas.  Hope to see your input.

[Gregory Scheer]

John,
I hear you and some organizations WILL NOT market to Realtors.  Without a better clue, even now included, I thought what better why to get business than through realtors?  So that's what I did, and it worked.  There are actually four realtors here in the area that use me exclusively for home inspection--actually, I think the way it works is they give the recommendation to their clients and the client calls me and then the client becomes my client as well.  We've placed ads in the newspaper, we've placed decals on our vehicles, and of course web site SEO.  But we've received probably 95% of the business we do from realtors.  I wholeheartedly hope to name brand to the point where we're receiving cold calls only from clients (without realtor help) but when it puts food on the table for my family, I won't squawk where the business comes from.  One of the realtors is a buddy of mine--retired Coast Guard.

I'm completely with you for help with this.  I believe our web sites will make a great difference especially in this day of technology.  I also believe the add-on services we perform is yet another way.  I think I saw you have IR?  Market that.  Bill Warner is a personal favorite success story. 

v/r
Greg

[John Adrian Sopher]

John,
I hear you and some organizations WILL NOT market to Realtors.  Without a better clue, even now included, I thought what better why to get business than through Realtors?  So that's what I did, and it worked.  There are actually four Realtors here in the area that use me exclusively for home inspection--actually, I think the way it works is they give the recommendation to their clients and the client calls me and then the client becomes my client as well.  We've placed ads in the newspaper, we've placed decals on our vehicles, and of course web site SEO.  But we've received probably 95% of the business we do from Realtors.  I wholeheartedly hope to name brand to the point where we're receiving cold calls only from clients (without realtor help) but when it puts food on the table for my family, I won't squawk where the business comes from.  One of the Realtors is a buddy of mine--retired Coast Guard.

I'm completely with you for help with this.  I believe our web sites will make a great difference especially in this day of technology.  I also believe the add-on services we perform is yet another way.  I think I saw you have IR?  Market that.  Bill Warner is a personal favorite success story. 

v/r
Greg

I don't think you can honestly start up an inspection company and discount marketing to Realtors.  I think they are a must, just because they are the central hub of most Real Estate transactions.  But having said that, how do we as inspectors change their opinions of us?  How do we get them to use "my" company?    Oklahoma is not saturated with inspectors.  How can I find my way into the market.  I think IR is the way to do that.  I think its the future and am pointing my company that direction.  Time will tell if I am wrong!

[Ron Caton]

All good points fellas, and I really appreciate the input.  I was a Realtor in OKC and worked out of a KW office.  KW was very diligent about keeping an "arms length" from the transaction.  Doing the right thing, which I appreciate.  Then again, most agents had their list of several people that we referred or circled their company names on a list.  Here in Tulsa it's alot different.  Seems EMP is popular among some Realtors that then bring in a PE to look at the structure.  Personally, we bought a home here in August and spent $300 for an EMP and another $300 for the PE who told us everything we already knew about the home.

Don't get me wrong, PE's have their place but I should have declined the expert and gone with my gut but I was very new to the business then and a bit naive.  In my inspection business, I am upfront about everything (why shouldn't we ALL be?) and tell the client and Realtor if we need to bring in a specialist.  I am not in any way an alarmist but know several here in the Tulsa metro that don't get calls because they tend blow things out of proportion.  Objectivity has it's rewards...

[John Adrian Sopher]

Ron I'm glad you spoke up.  Do me a favor and go look at the sample reports on my site.  In a Realtor mindset, tell me what I can do better.  The only feedback I have ever gotten was make my report no longer than 5 pages long.  A blank report is about 7 pages, so that isn't going to happen any time soon.

I'm looking to add some kind of verbiage to promote home warranties.  I hope to use this as a Realtor motivator to use me.

[Dominic Maricic]

If someone tells you that you need to make your report less than 5 pages, tell them to go fly a kit. That's ridiculous. For most inspectors, the photos alone take up 5 pages! Also talk to Charley Bottger who uses HIP and is in Oklahoma. He's doing well and using Infrared and getting jobs off it too.

[John Adrian Sopher]

One of the Realtors is a friend of mine.  I told him there is no way for me to do an inspection in 5 pages and I also told him as a Realtor its not his place to dictate how long any home inspectors report should be.

I do also state to others that we as inspectors need to try and point out the positives of a house too.  Its too easy to get caught up with all the defects in a home.

[Jay Markanich]

John - I don't know about OK, but here in VA, and various of the associations, require that certain things get reported - type of roof, electrical, plumbing, style house, etc.  On my report the section describing the "Systems and Components of the House" all by itself is 3 pages.  Your agreement should say what you treat and do not treat on your report.  If you limit its size you may not be complying with what you say you are.

I think trying to limit your report size may not be beneficial for other reasons too.  You will have to decide that.  However, too long and no one will read it.  If you are wondering, you might ask a couple of clients what they think about their report and/or how you could improve it.

Again, and we have talked about this, I don't include pics in my reports, except for IR.  I don't know how useful it is to say, "The laundry room wall switch cover plate is missing" and also have a photo of it...  One time I did throw in some photos for a client stationed in Malaysia (State Dept) who was buying a house sight unseen.  His brother found the house.  I didn't like the house at all because of the defects and swayed his opinion not to buy it with certain photos.  In a separate communication, not my report, but "as a friend," I gave him some opinions.  He was grateful and did not buy the house.

[John Adrian Sopher]

John - I don't know about OK, but here in VA, and various of the associations, require that certain things get reported - type of roof, electrical, plumbing, style house, etc.  On my report the section describing the "Systems and Components of the House" all by itself is 3 pages.  Your agreement should say what you treat and do not treat on your report.  If you limit its size you may not be complying with what you say you are.

I think trying to limit your report size may not be beneficial for other reasons too.  You will have to decide that.  However, too long and no one will read it.  If you are wondering, you might ask a couple of clients what they think about their report and/or how you could improve it.

Again, and we have talked about this, I don't include pics in my reports, except for IR.  I don't know how useful it is to say, "The laundry room wall switch cover plate is missing" and also have a photo of it...  One time I did throw in some photos for a client stationed in Malaysia (State Dept) who was buying a house sight unseen.  His brother found the house.  I didn't like the house at all because of the defects and swayed his opinion not to buy it with certain photos.  In a separate communication, not my report, but "as a friend," I gave him some opinions.  He was grateful and did not buy the house.

One change I did make was to put the summary at the beginning of the report.  That way people don't get too freaked out by thumbing through 30 pages to get to the summary that could only have one thing listed on it.

I also try to limit serious concerns (in my opinion) to the summary page

[Jay Markanich]

I do the same.  The summary page is different.  My Part 1 is the "Analysis of the House."  It is usually 7 or 8 pages, unless it's a foreclosure, then sky's the limit!

After that the Systems and Components comes out.

My usual report is 15 pages, single spaced.

[Ron Caton]

John,
I reviewed a few of your sample reports and I think overall you've got a good-great format -- In fact, I may just sort of "borrow" some of your ideas...
In my opinion, 36 pages for a house that is @ 1500 sq. ft. is exorbitant.  Some of your other reports were a bit more brief.  Brevity is good but like was mentioned before, parring down to eight or so pages is not the answer. 

The good Realtors out there are good and busy for a reason.  They accept reports how they are and if it kills a deal, then so be it.  The good ones have their clients interests first.  Also, would be careful about "alarmism"-- If that is in fact a word.  That word is out on several HI here in Tulsa and they don't get the calls.  Busting deals for things that can be either fixed or negotiated...   

[John Adrian Sopher]

John,
I reviewed a few of your sample reports and I think overall you've got a good-great format -- In fact, I may just sort of "borrow" some of your ideas...
In my opinion, 36 pages for a house that is @ 1500 sq. ft. is exorbitant.  Some of your other reports were a bit more brief.  Brevity is good but like was mentioned before, parring down to eight or so pages is not the answer. 

The good Realtors out there are good and busy for a reason.  They accept reports how they are and if it kills a deal, then so be it.  The good ones have their clients interests first.  Also, would be careful about "alarmism"-- If that is in fact a word.  That word is out on several HI here in Tulsa and they don't get the calls.  Busting deals for things that can be either fixed or negotiated...  

Borrow what ever you want.  I have a new template that I am trying out.  It has shorter statements in it.  It makes it easier to glance through all the verbiage.  Basically its the one Dom put out with the software that I have tweaked on.  Tell me what you think of that.  I like to organize by rooms so people know where I am in my report.  I think I've uploaded a blank report for you to save to your PC and use if you want.

[Dominic Maricic]

That's the PDF which you can use to view what the report will look like. You need to upload the tpz file in the Data folder for the template.

[Jay Markanich]

If you stay up this late tonight Santa won't come...

Go to bed...

[John Adrian Sopher]

Thanks Dom, I keep wanting to think they can get everything from the report file.   

Here it is....

[Dominic Maricic]

John,

Do me a favor and post that, with a sample report using it in the Template Design section of the forum so I can link to it and people are more likely to see it.

Dominic

[John Adrian Sopher]

John,

Do me a favor and post that, with a sample report using it in the Template Design section of the forum so I can link to it and people are more likely to see it.

Dominic

I will when I've used it a couple more time.  I want to test it out before I post it.  I have only had a chance to use it once.  I've been thinking of adding disclaimer sections to it also.

[Dominic Maricic]

Sounds good!

[Jay Markanich]

John - looking over the template, I have a couple of questions (I am looking at the pdf, as the tpz would not open for me - the tpz may answer my questions):

1.  What do you do in each room?  Does each have separate identifiers for systems, problems, contents, etc?
2.  Is there a section that identifies the systems and components of the house?  By that I mean type of roof, plumbing, electrical - kind of heating, cooking, windows - amount of electrical service - type of foundation - many more things as recommended by the various associations --  etc?

I'm looking forward to your testing and final product!  Looks great!

[John Adrian Sopher]

John - looking over the template, I have a couple of questions (I am looking at the pdf, as the tpz would not open for me - the tpz may answer my questions):

1.  What do you do in each room?  Does each have separate identifiers for systems, problems, contents, etc?
2.  Is there a section that identifies the systems and components of the house?  By that I mean type of roof, plumbing, electrical - kind of heating, cooking, windows - amount of electrical service - type of foundation - many more things as recommended by the various associations --  etc?

I'm looking forward to your testing and final product!  Looks great!

Hey Jay you have to save the tpz file to your computer to see it.  Save it with all your other template files in your "Data" file.  Then start your Home Inspector Pro. Then click on open template, Then click on New Design Template.

To answer your questions, yes, yes, yes. 

If you see that I have missed something let me know. 

My goal with this template is to organize by each room.  And keep the statements short and readable.

[Dominic Maricic]

That would require Jay installing Home Inspector Pro first. He's been using another program for the last decade. Right now he just has a HIP website

[John Adrian Sopher]

Awwwww.... Jay, what are you doing?  Your missing out!!!

[Dominic Maricic]

He'll convert eventually, they all do, muahahaa.... ok I'll calm down now (not enough sleep here).

[Jay Markanich]

Go to bed Dom - and it's been since 1992 for the Homexam program...

[Dominic Maricic]

16 years, wow. You need to find that old Dos version so I can see what it looks like on a dot matrix printer, printing line by line.

[Jay Markanich]

That's MS-DOS to anyone who wants to know...!

I probably have that somewhere.  It was on one of those plastic insert devices.  I can't remember what they are called.

[David Macy]

Jay

MS DOS that is funny.

You have built an exceptional inspection business and I would think twice about the computer program. Plan on at least and hour per inspection on the time involved in a computerized report. I would say starting out 2-3 hours time each inspection.

Do not get me wrong HIP is an excellent product. But you are succesful with your exzisting report system.

Just my 2 cents.  I would go back to paper if I could. The time in the photos and report, plus I need to my a camera every 6 months.