July 2018 Reporter

ASHI

7.18

REPORTER

INSPECTION NEWS & VIEWS FROM THE AMERICAN SOCIETY OF HOME INSPECTORS, INC.

“DIVERSIF-IR”: EXPAND YOUR INFRARED VISION AND YOUR BUSINESS

BY PETER HOPKINS P16

8

HOM E ENERGY SCORE UPDATE: THINGS ARE HEATING UP ACROSS THE COUNTRY!

10

DISTRIBUTION PANELS : FUSE FUNDAM ENTALS

24

RELATIONSHIP BUILDIN G: THE REAL ESTATE AGENT LUNCH

32

M OVING FORWARD TO AVOID THE BUSINESS- AS- USUAL BLIND SPOT

36

M EET ASHI’S EXECUTIVE DIRECTOR, JAM ES THOM AS

44 T H E M O S T

F R E Q U E NTLY ASKED Q U E S T I ON

BY TIM BUELL, ASHI PRESIDE NT 1July 2018

• www.ASHIReporter.org

1

TESTING LABORATORIES MOLD ASBESTOS RADON LEAD WATER QUALITY BACTERIA VERMICULITE ALLERGENS VOCs/ODORS

Mold Sampling Basic Kit $299 USD #8706301

Air-O-Cell Cassette/50 PK $199 USD #8715301B

Zefon Bio-pump Plus Kit $699 USD #8706002

FREE Swabs & Tape Lifts For EMSL Tests!

FOR PRICING CALL

888-958-8170

FHA/VA Water Test Kit Basic+2Day TAT Prepaid

$110 USD #FHAB+2DPPCOMKIT

www.emsl.com

2

ASHI Reporter • July 2018

Radon Gas Test kit Call For Pricing!

ASHI

7.18

REPORTER

July 2018

Vol. 35, #7

FEATURES 6 8

PLEASE SUPPORT OUR ADVERTISERS: EMSL Analytical, Inc. Target Professional Programs InspectorPro Insurance How To Operate Your Home OREP ASHI Online Learning Center US Inspect 3D Inspection System RTCA ASHI Print-On-Demand ASHI Free Logos BVI EBPHI American Home Warranty Allen Insurance America’s Call Center Property Inspector Insurance Sun Nuclear Corporation HomeGauge

InspectionWorld® Preview

By ASHI Staff

Home Energy Score Update: Things Are Heating Up Across the Country

By ASHI Staff

10 Distribution Panels: Fuse Fundamentals

By Alan Carson, Carson Dunlop

www.carsondunlop.com, 800-268-7070

14 Are These Terms “On the Level”?

By Tom Feiza, Mr. Fix-It, Inc. HowToOperateYourHome.com

16 “Diversif-IR”: Expand Your

Infrared Vision and Your Business Peter Hopkins, United Infrared, Inc.

24 R elationship Building:

The Real Estate Agent Lunch

By Alan Carson, Carson Dunlop,

www.carsondunlop.com, 800-268-7070

34 Meet James Thomas,

ASHI EXECUTIVE DIRECTOR

2 emsl.com 5 TargetProIns.com 7 inspectorproinsurance.com 15 htoyh.com 22 orep.org 29 softconference.com/ashi 29 usinspect.com/join-us 29 3dinspection.com 31 RTCA.com 31 ASHIPrintOnDemand.com 31 HomeInspector.org/LogoDesign 37 HomeInspector.org 39 NHIEStudyGuide.org 41 ahomewarranty.com 43 allenins.com 45 AmericasCallCenter.com 46 PropertyInspectorInsurance.com 47 sunradon.com 48 HomeGauge.com/CRL

10

Interview by Carol Dikelsky

14 DEPARTMENTS 24 Marketing Focus

By ASHI Staff

28 ASHI Community

Chapter Spotlight

40 Postcards From the Field It’s Wacky Out There

44 On My Mind

By ASHI President Tim Buell

34 July 2018 • www.ASHIReporter.org

3

ASHI National Officers and Board of Directors Educated. Tested. Verified. Certified.

A S H I M I S SIO N STATEM EN T To set and promote standards for property inspections and to provide the educational programs needed to achieve excellence in the profession and to meet the needs of our members.

Tim Buell, President Marysville, OH, 614-746-7485 tim.buell@gmail.com

Bruce Barker, Treasurer Cary, NC, 919-322-4491 bruce@dreamhomeconsultants.com

Scott Patterson, President-Elect Spring Hill, TN, 615-302-1113 scott@traceinspections.com

Michael Conley, Secretary Anna Maria, FL, 941-778-2385 FLinspector@outlook.com

Mike Wagner, Vice President Westfield, IN, 317-867-7688 mwagner@ralis.com

Howard Pegelow, Immediate Past-President Gilbert, AZ, 414-379-4186 hpegelow@yahoo.com

DIRECTORS Bronson Anderson 2018-2020 Waynesboro, VA, 540-932-7557 2inspect4u@gmail.com

Darrell Hay 2018-2019 Snohomish, WA, 206-226-3205 darrell@safesoundhome.com

Eric Barker 2018-2020 Lake Barrington, IL, 847-408-7238 ebarker@morainewoods.com

Reuben Saltzman 2017-2019 Maple Grove, MN, 952-915-6466 reuben@structuretech1.com

Bob Sisson 2018-2020 Shannon Cory 2018-2020 Boyds MD, 301-208-8289 Fayetteville, GA, 770-461-3408 shannon@rainbowhomeinspections.com Office@inspectionsbybob.com James J. Funkhouser 2017-2019 Manassas Park, VA, 703-791-2360 jfunkhousr@aol.com

Blaine Swan 2016-2018 Columbus, OH, 614-506-0647 goodeyeinspections@gmail.com

Bryck Guibor 2017-2019 Tucson, AZ, 520-795-5300 bryck@msn.com

John Wessling 2016-2018 St. Louis, MO, 314-520-1103 john@wesslinginspections.com

Richard Hart 2016-2018 Conyers, GA, 770-827-2200 Ashi1@comcast.net

Speaker, Council of Representatives Hollis Brown, 2017-2018 Manassas, VA, 703-754-8872 Inspectors@ThoroSpec.com

Publisher: James Thomas Editor: Carol Dikelsky Art Director: Kate Laurent Assistant Art Director: George Ilavsky American Society of Home Inspectors, Inc. 932 Lee Street, Suite 101 Des Plaines, IL 60016

ASHI Reporter • July 2018

EXECUTIVE DIRECTOR James Thomas, Executive Director, 847-954-3182, jamest@ashi.org

EDUCATION, CE APPROVAL, ASHI ONLINE LEARNING CENTER, INSPECTIONWORLD, CHAPTER RELATIONS Michele George, Director of Education, Events and Chapter Relations, 847-954-3188, micheleg@ashi.org MEMBERSHIP & PRODUCT ORDERS Jen Gallegos, Manager of Membership Services & U.S. DOE Home Energy Score Assessor Coordinator, 847-954-3185, jeng@ashi.org Janet George, Membership Services Project Coordinator 847-954-3180, janetg@ashi.org George Herrera, Membership Services Coordinator 847-954-3196, georgeh@ashi.org Michael Krauszowski, Membership Services Administrator 847-954-3175, Michaelk@ashi.org Gaby Nava, Membership Services Administrator 847-954-3176, Gabyn@ashi.org ACCOUNTING Toni Fanizza, Accounting & Purchasing Manager 847-954-3190, tonif@ashi.org Beverly Canham, Financial Assistant, 847-954-3184 beverlyc@ashi.org WEBSITE, INFORMATION SYSTEMS, DATABASE Mike Rostescu, Assistant Executive Director & Director of IT 847-954-3189, miker@ashi.org COMMUNICATIONS Dave Kogan, Director of Marketing & Business Development Advertising, Marketing, IW Expo Hall, Public Relations 847-954-3187, davek@ashi.org Kate Laurent, Design & Digital Strategy Manager, “ASHI Reporter” Art Director, 847-954-3179, katel@ashi.org

847-954-3179 Reporter calls only 847-299-2505 (fax) Reporter only Email: jamest@ashi.org Advertising: Dave Kogan Phone: 847-954-3187, Email: davek@ashi.org

ASHI REPORTER – ISSN 1076-1942 – the official publication of the American Society of Home Inspectors, Inc. (ASHI), 932 Lee St., Suite 101, Des Plaines IL 60016, is published monthly. Annual subscriptions: $44.95 to non-members. Periodical postage paid at Des Plaines, IL 60016 and additional mailing offices. POSTMASTER: Send address changes to ASHI Reporter, 932 Lee Street, Suite 101, Des Plaines, IL 60016-6546.

Copyright© 2018, ASHI. None of the content of this publication may be reproduced, in any manner, without the prior written consent of the publisher. Inclusion of or specific mention of any proprietary product within does not imply endorsement of, nor does exclusion of any proprietary product imply non-endorsement, by the American Society of Home Inspectors, Inc. Opinions or statements of authors and advertisers are solely their own, and do not necessarily represent the opinions or positions of ASHI, its agents or editors. See above for information pertaining to submission of articles, advertising and related materials.

4

Main Phone: 847-759-2820, 8:30 am - 5:00 pm Mon. - Fri., CST

Bonnie Bruno-Castaneda, Executive Assistant, Human Resources & Project Coordinator, 847-954-3177, bonnieb@ashi.org

OFFICERS

Skip Walker 2018-2019 San Bruno, CA, 650-873-4224 homeinspection@sanbrunocable.com

ASHI STAFF

Chris Karczewski, Social Media & Digital Strategist 847-954-3183 chrisk@ashi.org George Ilavsky, Graphic Designer & Free Logos, georgei@ashi.org THE ASHI SCHOOL Michele Cohen, Director, 847-954-3178 MicheleC@theashischool.com Michelle Santiago, Executive Assistant, 847-954-3198 Michelle@theashischool.com Tracy Vazquez, Sales Representative, 847-954-3181 Tracy@theashischool.com Jimmy Harding, Administrative Assistant, 847-954-3194 Jimmy@theashischool.com

Choose our E & O / GL insurance and save 15% on the cost of outstanding coverage.

As ASHI’s endorsed provider for E & O and General Liability Insurance, Target Professional Programs offers ASHI members the highest premium discount available anywhere – a full 15% on any amount of coverage purchased.

More Attractive Advantages In addition to covering all inspectors in the firm (including interns), Target’s policy covers your administrative staff, referral agencies and even spouses. Plus, Identity Theft Coverage up to $25,000 is a no-cost bonus with every policy.

Target includes coverage for specialized inspections: • 4 Point • Infrared Thermography • Commercial (Up to 100,000 Sq. Ft.) • Pool & Spa • Construction Draw • Radon • Code Compliance • Septic / Well • EIFS • Water Testing • Energy • Wind Mitigation • HUD / Section 8 Optional policy endorsements let you purchase only the extra coverage you may need for inspections you actually perform: Carbon Monoxide, Lead, Mold and/or Termite inspections.

Coverage for Drone Inspections At a low premium of only $100, this optional endorsement provides $50,000 in coverage per policy term for damage or injury caused by an inspector’s drone during the course of an inspection.

We’re happy to offer you (or your insurance agent/broker) a no-obligation quote at any time.

Visit: www.TargetProIns.com for an application and more details about coverage features & benefits.

Or contact us: Fausto Petruzziello 973-396-1790 FPetruzz@TargetProIns.com

TARGET PROFESSIONAL PROGRAMS Insurance for Particular Professionals

July 2018 • www.ASHIReporter.org

5

InspectionWorld

®

PREVIEW

Plan Now to Venture Beyond the Convention Hall to San Diego’s Neighborhoods...

San Diego? For a conference?

In January?

Must be InspectionWorld®!

We hope you are making plans now to head to Southern California in January 2019 to attend the best home inspection conference and expo in North America. In an effort to get you out of the basement and into the wilds of “America’s Finest City,” we’d like to entice you to make your reservations and get ready to enjoy some of San Diego’s special restaurants, neighborhoods and historic sites. Plan now to explore the city with a few extra hours in the evenings or after the conference has ended.

San Diego is easy to navigate by hopping on the MTS at the Fashion Valley Mall (Green Line) stop, located right behind the Town and Country Resort and Convention Center.

The world is your oyster, with destinations such as OLD TOWN, LITTLE ITALY, THE GASLAMP QUARTER AND SEAPORT VILLAGE. If you ask the locals to tell you their favorite restaurant in OLD TOWN, you'll likely hear one of two answers. One is Cafe Coyote, where most dishes are made from scratch daily at the restaurant. The margarita and tequila selection is plentiful, and the patio provides an excellent people-watching spot. The other is Old Town Mexican Cafe and Cantina, which features delicious margaritas and carnitas.

Wandering through LITTLE ITALY’S streets and stores is a great way to burn off a meal while taking in points of interest and artwork along the way. Be sure to stop at Pappalecco’s to get handmade gelato; their paninis, baked goods and coffee also reign supreme. Buon Appetito is perfect for a leisurely meal over a bottle of wine. Take your time and definitely do not skip dessert. The lobster roll at Ironside, known for oysters and other seafood, is worthy of extra time on the treadmill.

6

ASHI Reporter • July 2018

San Diego’s historic GASLAMP QUARTER, a 16.5-block neighborhood, is the heart of the city's night life and home to a number of festivals. Holding the top restaurant spot is Searsucker; guests rave about the Dr. Seuss-inspired green eggs and ham on the weekend brunch menu, and pork chops with duck fat potatoes during dinner. Which cuisine is San Diego most famous for?

Probably Mexican food—tacos, to be exact. La Puerta offers up some of the Gaslamp’s best street tacos and fresh-squeezed margaritas.

You can hang out in that festive atmosphere until late at night—the kitchen is open until 1:00 am.

SEAPORT VILLAGE is an entertainment complex in downtown San Diego.

There’s a lot to choose from—you can sit down for steak and seafood at Edgewater Grill or grab a bag of popcorn from a vendor. Just a short walk from Seaport Village is by far the most popular attraction in San Diego—the aircraft carrier USS Midway, which was in active use from 1945 to 1992. Take a self-guided audio tour for a fascinating glimpse into life aboard a giant ship, check out some two dozen aircraft on the flight deck and experience the simulator ride. Docents, some of whom served on the ship when it was active, are on board every day to answer questions and share their interesting (and often funny) stories.

Before heading back home, check out the Dussini Loft Bar in the Gaslamp Quarter.

It’s a fantastic addition to any trip to San Diego. Wines and spirits are paired with excellent food, so if you’re looking to wind down in peace, this is your place.

Need another perspective?

Don’t pay for it twice.

We Protect. You Inspect.

Call 866-916-9419

InspectorPro’s built-in pre-claims assistance program stifles complaints before they turn into claims.

Get a free quote today for better protection.

Visit inspectorproinsurance.com 7July 2018

• www.ASHIReporter.org

7

HOME ENERGY SCORE UPDATE:

THINGS ARE HEATING UP ACROSS THE COUNTRY!

By ASHI Staff

T

he busy summer season is in full swing and our partners at the U.S. Department of Energy (DOE) are sweating it out with us, making solid inspector-related progress in several areas.

This month, we’re profiling a range of developments that will come as encouraging news, both for current Assessors and for those of you who have been waiting to pull the trigger on this hot new service.

Read more to learn The Score!

HIP-ER THAN EVER…GOOD NEWS FOR USERS OF THE INDUSTRY’S LEADING REPORTING TOOL

When ASHI partnered with ID Energy to provide remote compliance services to all ASHI members, the HIP team knew that it was a step in the right direction for the program. It also presented a challenge to HIP users, however, because they now had to jump to another software tool to log their reports for the quality assurance that the DOE requires.

Dominic Maricic and his team at Home Inspector Pro (HIP) have always shown a keen eye for powerful trends within the inspection industry. Early on, Maricic made a priority of integrating HIP with the Home Energy Score, allowing his clients to perform Home Energy Scores directly through his reporting software rather than having to jump to another platform and re-enter data.

HOME INSPECTORS ARE THE RIGHT PEOPLE TO DELIVER ENERGY EFFICIENCY INFORMATION TO HOMEBUYERS,” DOMINIC TOLD US RECENTLY. “IT’S BEEN CLEAR TO US FOR SOME TIME THAT CUSTOMER DEMAND FOR THIS KIND OF SERVICE WILL BE GROWING IN A BIG WAY, AND WE WANT TO STAY IN FRONT OF THAT TREND TO BETTER SERVE OUR CLIENTS.

8

ASHI Reporter • July 2018

Maricic told us that it’s taken some real work to make the necessary changes, along with the other improvements to HIP that are happening right now, but that this summer, HIP will be fully integrated with ID Energy’s compliance system. This means that HIP users will again be using the industry’s only “one-stop shop” for delivering Home Energy Scores. “It’s pretty easy for inspectors to generate a Score,” Maricic told us, “and it’s much more likely to happen when someone can stay within a tool that they already know and trust.”

The Home Energy Score team tells us that they’re working with other major software providers to provide this same kind of seamless experience for Home Energy Score Assessors, but Dominic and his team are to be congratulated for once again leading the way in support of this valued DOE-ASHI partnership.

Home Energy Score Update

INSPECTORS IN MASSACHUSETTS AND THE MILE HIGH CITY…GET READY TO SCORE!

The 2018 Portland, OR, ordinance that requires a Home Energy Score to be delivered by the home seller at the point of purchase has been covered in these pages in the past. Now that this pioneering program has been under way for six months or so, we can share a few conclusions:

• Home inspectors are becoming very efficient at doing Home Energy Score Assessments for a profit.

• Homebuyers appreciate knowing the energy performance of the home they’re going to buy.

• The sky has not fallen for real estate agents who, for the most part, are beginning to recognize the benefit of serving better-educated clients.

And while most ASHI Home Energy Score Assessors are out there successfully selling the Score on its own merits, a steady drumbeat of markets across the country are deciding that credible energy-related information during the home sale transaction is more of a “must have” than a “nice to have” for homebuyers.

Upping the ante on their counterparts in Portland, for example, the state of Massachusetts recently proposed legislation that would require properly sourced energy information to be made available to every homebuyer statewide. The details of the policy are still being finalized, but our partners at DOE tell us that the Home Energy Score is in a leading position to become a key feature in the process that will ultimately be adopted.

Similarly, Denver, CO—in cooperation with the DOE and ID Energy—is piloting a program to study the feasibility of adopting a Portland-style ordinance. Early feedback from city officials sounds positive and although energy auditors are delivering Scores during the pilot, a full-fledged program would require enlisting dozens of home inspector Assessors to meet demand.

Suffice to say, ASHI members who serve these markets would do well to sign on to ID Energy’s “fast track” onboarding program to prepare for these market-transforming public policies.

ASHI BRIDGES HOME INSPECTION TO HOME PERFORMANCE

The low-profile but overachieving industry known as “home performance” might not ring a bell for every home inspector, but a joint partnership through the U.S. DOE is changing that, to the likely benefit of both parties. Home performance contractors (HPCs) are rooted in the kinds of trades—chiefly, HVAC and insulation, but increasingly including solar PV—that people in our industry interact with every day. The key difference is that HPCs take a “big-picture” approach to improving the energy efficiency, comfort and healthfulness of the existing homes they serve by using advanced tools (think blower doors, infrared sensors, duct blasters, for example) to determine the best possible suite of improvements for the “whole house” rather than focusing only on single-component “cookie-cutter” replacements.

All told, the HPC sector is where some of the most exciting work in the home improvement industry is taking place and DOE is working to connect that industry to ASHI members who share HPC’s commitment to quality service, building science principles and meticulous attention to the interactive systems within existing homes.

This new connection was highlighted recently at the annual Home Performance Coalition conference in Philadelphia, where ASHI’s accomplishments as a national Home Energy Score partner were recognized by the DOE team, and where ID Energy received the DOE’s Innovation Award for their trail-blazing work in helping the DOE design solutions to optimize the Home Energy Score program for home inspectors and other Assessor types across the country.

July 2018 • www.ASHIReporter.org

9

Distribution Panels: Fuse Fundamentals

DISTRIBUTION PANELS: FUSE FUNDAMENTALS

By Alan Carson, Carson Dunlop, www.carsondunlop.com, 800-268-7070

F

use panels were installed through much of the 20th century, but with the introduction of circuit breaker panels in the 1960s, fuse panels had fallen out of favor by the 1970s. Many fuse panels remain in use and feature the glass-top Edison “screw-in” (plug) fuses for 120-volt branch circuits, cartridge fuses for 240-volt appliances and larger blade-type cartridge fuses in disconnects.

Fuses are less convenient than circuit breakers. When a fuse blows, it must be replaced. There is no resetting it to restore operation, as with circuit breakers. This can be a nuisance, especially when a spare fuse is not readily available. Fuses are reliable overcurrent protection devices.

Properly sized, installed and maintained, fused systems need not be replaced simply because they are not circuit breakers.

Remember, inspecting electrical components and systems is inherently dangerous and can lead to electrocution, shock or serious burns. Do not perform electrical inspections without training and taking appropriate protective measures.

A note on terminology: This discussion will use both technically correct and commonly used terms to describe components. If you use technical terminology in your reports, you should accompany it with explanations for your clients. For example, fuses and breakers are both overcurrent protection devices, but many homeowners would not understand the latter term. Conductors is the proper term, but most homeowners know them as wires.

THE UPDATING QUESTION

Fuse panels often are associated with older ungrounded wiring, a small number of receptacles and an absence of modern electrical devices, such as ground-fault circuit interrupters (GFCIs), arc-fault circuit interrupters (AFCIs) and tamper-resistant receptacles. A replacement

panel with circuit breakers is a practical element of modernization of the electrical system, particularly if the service size (ampacity) is small.

(Most jurisdictions will require a minimum of a 100-amp, 120- to 240-volt service on replacement installations.)

ADVERSE CONDITIONS TO WATCH FOR AND REPORT OVERFUSING

Overfusing is the most common adverse condition in fused panels. As with circuit breakers, you determine this condition by removing the panel cover to compare the conductor (wire) size to the fuse rating. A 14-gauge copper wire with a 25-amp fuse is not adequately protected and is often said to be overfused.

Overfusing increases the potential for overheating in the circuit. Overfusing is often a homeowner error, easily corrected by replacing the 25-amp fuse with the appropriate 15-amp fuse. When you find any overfusing during an inspection, you should recommend immediate correction and make sure the client understands the safety implications.

Most jurisdictions require that any work on panels with Edison-base fuses include installation of non-tamperable adapters and type-S fuses.

Compare fuse size to the wire size. In situations for which you can’t verify that they are correct, recommend that they be checked by a qualified electrician. In situations where you cannot examine fuse pullouts for fear of disconnecting power to an appliance, recommend a follow-up inspection of these fuses. (More on fuse pullouts later.)

10

ASHI Reporter • July 2018

Distribution Panels: Fuse Fundamentals

Pullout fuse blocks for multi-wire branch circuits and 240 volt circuits • Type-W fuses are fast-acting fuses. They have no time delay and will blow quickly if the rated amperage is exceeded. These often are used for lights and general-purpose circuits for which devices with electric motors are not commonly used.

• Type-SL and -TL fuses are medium-duty, time-delay fuses.

They will not blow immediately if there is a circuit overload.

These fuses are typically used with electric motors that often draw excess current during startup. Time-delay fuses prevent nuisance fuse blowing on circuits with electric motors. These are the most common fuses used today. The Type-TS has a rejection base; the Type-TL does not.

• Type-S Heavy-duty Time-delay and Type-T Heavy-duty Time-delay fuses are used for circuits with motors that cycle on and off frequently (for example, sump pumps). These fuses have a longer time delay than the type-SL and TL-fuses.

The wire size is sometimes legible on the cable sheathing or markings on the wire insulation. Where missing or illegible, compare the wire to known wire samples, either in the panel or in samples you carry with you. Visual identification of wire size is a useful skill to develop.

Often, fuse sizes are plainly marked. Most plug fuses are color coded: blue = 15 amps (typically with a hexagonal window; larger fuses have round windows); orange = 20 amps; red = 25 amps; green = 30 amps.

A FEW EXCEPTIONS Fuses for electric heaters may seem oversized when they are properly sized. A 14-gauge wire typically requires 15-amp fuses, but an electric heater may be adequately protected with 20-amp fuses. This can be true if the wire is copper and the circuit is dedicated to a permanent electric heater.

Also, dedicated circuits for air conditioners may seem overfused, but they can be acceptable. The data plate on the air conditioner lists the fuse or breaker size, as well as the minimum circuit ampacity. These are dedicated circuits with a single fixed load. General convenience circuits with several receptacles are susceptible to overloads, so the correct fuse size is necessary to protect the circuit from overheating.

Dedicated circuits are unlikely to overload wiring to a water heater or air conditioner.

30A Bussmann Type-TL (time delay) fuse

MINI-BREAKERS—WHEN A FUSE IS NOT A FUSE

Mini-breakers look like fuses and screw into Edison-base receptacles, but they are actually circuit breakers. Rather than a glass top, they have a solid cap with a reset button in the center. The advantage is these can be reset when they trip and do not need to be replaced. Many jurisdictions do not permit these devices because incorrect amperage mini-breakers can be readily installed. Some panel covers will not close properly with mini-breakers installed. The button on the breaker may interfere with the cover as it is closed.

SPECIAL FUSE TYPES

It is useful to understand different fuse types. This is especially true in situations where seemingly right-sized fuses blow frequently.

• Type-T fuses are conventional Edison-base fuses. All have the same thread. A 15-amp, 20-amp, 25-amp or 30-amp fuse all fit into the fuse socket; therefore, Type T fuses are susceptible to overfusing.

• Type-S fuses have a rejection base that will only accept the appropriate size of fuse. Each size type-S fuse has a unique thread.

This helps prevent overfusing.

Leviton 15A Mini-Breaker

11July 2018

• www.ASHIReporter.org

11

Distribution Panels: Fuse Fundamentals

WIRE SIZES FOR LARGE APPLIANCES

It’s a good idea to know the common wire sizes used for the major appliances. This can help you recognize when the wire is inappropriate for the appliance. The table lists common wire sizes for larger appliances. As always, there are exceptions.

If the fuse rating is too large, the circuit is not adequately protected, increasing the potential for overheating and fire. If the fuse is too small, there is a risk of nuisance fuse blowing. If the fuse is correctly sized for the appliance, but the wire is too small, there is increased potential for overheating and excessive voltage drop, causing the appliance to run incorrectly.

The electrical inspection must not be limited to the panel. What you may not know and won’t likely discover during your inspection of the panel, is that a 10-gauge conductor may be spliced with a 14-gauge conductor somewhere along the circuit. The 14-gauge wire is not adequately protected by the 30-amp fuse. Electrical codes don’t allow this practice for obvious reasons, but it is done. Where possible in unfinished spaces, try to follow the entire length of the larger (240volt) appliance cables to check for splices or connection points. This is not feasible if the wiring is in conduit.

FUSES BYPASSED

Fuses can be bypassed by putting a penny in a fuse holder or wrapping a fuse with foil. Electricity will flow through the fuse whether it has blown or not. The purpose of the fuse is defeated and you have a very dangerous situation. This condition is typically done by uninformed occupants.

FUSES LOOSE

Loose fuses are caused by one of the following: • poor installation • vibration • adjacent fuses over-tightened (the bus bar bends)

Many electrical inspectors automatically tighten each fuse as they inspect the panel. It’s not up to home inspectors to do so; however, if you find loose fuses, report the condition and recommend correction.

Home inspectors are not supposed to correct adverse conditions in houses, although you may be tempted to simply tighten the fuse rather than to write up a loose fuse as a defect. But as a reminder, don’t do any repairs. Simply report the condition and make a recommendation.

FUSE HOLDERS LOOSE OR BROKEN

Sometimes, the supports for the fuses are worn or broken and will not stay securely in their position in the panel. In other cases, they won’t hold the fuses securely. This is particularly true of pullouts, often associated with 240-volt circuits.

This may be caused by one of the following: • repetitive use over time • rough handling

Sometimes, you can see foil around the edge of a fuse. In other cases, you may see the fuse projecting out of the fuse holder more than other fuses. This may mean that a penny has been put in the base of the fuse holder. It can also mean that there is a fuse rejecter washer installed.

Be careful. If a fuse is blown but the circuit is working, you know the fuse has been bypassed. Look for signs of overheated insulation on conductors (wires) in the panel. Blown fuses typically have an obscured window from the melted fuse material.

12

ASHI Reporter • July 2018

In situations where fuse holders are loose or where there are pieces obviously broken, recommend corrections by a qualified electrical contractor. Fuse blocks with handles may be fragile and although they may look fine, they may crack or crumble if you pull them out.

Fuse blocks / pullouts

Distribution Panels: Fuse Fundamentals

FUSES FOR MULTI-WIRE CIRCUITS NOT LINKED

A multi-wire circuit typically has a red and a black wire. This is typical of 240-volt circuits. It’s also true of 120-volt circuits going to split receptacles, for example. Because the circuit has two energized conductors, two fuses are needed to disconnect both conductors to work safely on the system. Removing one fuse and having the circuit not work can be very misleading. People may think the circuit is not energized and start to work on it. The other conductor will still be energized and can cause a shock.

The solution is to make sure that both conductors in the circuit have a common disconnect (one that pulls out two fuses at the same time).

Multi-wire circuits should be on fuse pullouts if the two circuits end at the same location (for example, a duplex receptacle). Where this is not done, recommend corrections.

The condition is a result of poor installation. Look for red wires at the panel. Each one should be on a pullout fuse block. If in doubt, recommend that it be checked by a qualified electrician.

MULTI-WIRE CIRCUITS ON THE SAME BUS BAR

The illustration below highlights a problem with multi-wire branch circuits. Each live leg of a multi-wire branch circuit should be fed from a different bus bar. If they are fed from the same bus bar, the neutral wire may overheat when both legs are working. When wired properly, a multi-wire branch circuit with 12 amps flowing through one side and 10 amps flowing through the other will have 2 amps (12 minus 10) flowing through the neutral wire. If they’re both fed from the same bus bar, there will be 22 amps (12 plus 10) flowing through the neutral wire—not a good situation.

FUSE PULLOUTS—TO REMOVE OR NOT TO REMOVE?

240-volt circuits and 120-volt multi-wire branch circuits have two fuses.

As discussed previously, both fuses have to be pulled to safely work on that circuit. It is often not possible to see the fuses, so you cannot tell whether the circuit is protected properly. (Sometimes, you can see the fuse through a small hole in the fuse holder.) Some home inspectors pull out the fuse blocks to look at the fuses. This is not recommended in occupied houses, since pulling the fuses disconnects the circuit and may inconvenience the occupants (for example, by changing timers).

As mentioned earlier, there is also potential of the fuse block cracking, breaking or crumbling when you pull it out. These blocks may not have been pulled for years and if you break it, you may be responsible for providing a new panel. Replacement parts for old fuse panels often are difficult to obtain.

SUMMARY

Fuses and fuse panels are slowly being eliminated; however, you should know how to inspect them.

Note of appreciation: Thanks to Roger Hankey of Hankey and Brown Inspection Services Inc. for his thoughtful and important contributions to this article.

Carson Dunlop - Consulting engineering firm devoted to home inspection since 1978. ASHI@HOME Training Program, www.carsondunlop.com, Carson@carsondunlop.com.

13July 2018

• www.ASHIReporter.org

13

SMART INSPECTOR SCIENCE

ARE THESE TERMS “ON THE LEVEL” ?

W

e like checking whether things are on the level—or should we say “plumb”? Is a wall plumb or is it level? Is the doorframe plumb or square? And what about walls? Are they displaced or deflected?

Let’s review these terms.

deflection (Illustration S133). Often, the specification uses a deflection design criteria of L/360. This means that a floor joist appropriately selected to span 15 feet with an L/360 limit will deflect no more than 1/2 inch (180 in./360) under maximum design loads.

THINK VERTICAL OR HORIZONTAL

A level tool has a bubble floating in a vial (Illustration M077). It can check both vertical and horizontal surfaces. “Level” refers to horizontal surfaces; when a surface is perfectly level, the bubble floats within the markings.

“Plumb” refers to vertical surfaces. A table leg, foundation wall or door frame that is “plumb” is perfectly vertical. Again, the bubble in the tool floats within the markings when a surface is vertical. Plumb also can be checked with a plumb bob, which is a weight hung from a length of string. A plumb bob always hangs perfectly vertical.

“Square” refers to the relative position of two surfaces. If they meet at a 90-degree angle, the two surfaces are square. You can check this with a carpenter’s square tool. For a window, you can measure diagonally from each top corner to the opposite corner on the bottom; if the two measurements are different, the window is not square.

DEFLECTION: THE WALL COULD MOVE BACK AGAIN

When there’s evidence that a wall has moved, this indicates a need for further inspection. But what’s the correct term—is the wall deflected or displaced?

I prefer to use “deflection” when a structural element moves under load and will return to its original position when the load is removed.

Floor framing is a good example. It’s designed for a small amount of 14

ASHI Reporter • July 2018

DISPLACEMENT: THE WALL WON’T RETURN TO NORMAL

Unlike deflection, “displacement” assumes that the wall cannot return to its original position. For example, external pressure forces a basement block wall to move inward (Illustration B026). It’s unlikely that this wall could return to its original position, so that makes it displaced, not deflected. The exact measure of displacement is the distance an element has moved from its original position.

When measuring displacement, you should also note the length over which the displacement took place. In this illustration: If the wall is 8 feet high, note that displacement occurs over 4 feet, not 8 feet. You can measure displacement with a long level, a plumb bob or a vertical laser.

Determining the proper terms to use isn’t just splitting hairs. Home inspectors must understand the correct terms to make sure they’re providing accurate information.

By Tom Feiza, Mr. Fix-It, Inc. HowToOperateYourHome.com

Tom Feiza has been a professional home inspector since 1992 and has a degree in engineering. Through HowToOperateYourHome.com, he provides high-quality marketing materials that help professional home inspectors boost their business. Copyright © 2018 by Tom Feiza, Mr. Fix-It, Inc. Reproduced with permission.

To learn more, attend Tom’s technical presentations at educational sessions for ASHI chapters and at InspectionWorld®.

Tom also can provide his knowledge for your educational event; contact him at HTOYH.com.

NEW! 2018 $295

• Over 1800 Illustrations • 300+ Color Illustrations • JPEG Digital files • Dowload, Flash Drive or DVD • 368 Page Reference Book • 400+ NEW Illustrations of decks, stairs, railings, siding, flashing and structural details HOW TO OPERATE YOUR HOME www.htoyh.com | 262-303-4884

Marketing products that help your customers... and boost your business!

15July 2018

• www.ASHIReporter.org

15

Diversif–IR: Expand Your Infrared Vision and Your Business

“DIVERSIF-IR”: EXPAND YOUR INFRARED VISION AND YOUR BUSINESS! Peter Hopkins, United Infrared, Inc.

Never limit yourself to one application. It is a good idea to specialize, yet diversifying your business is a better idea. Infrared is a proven technology in identifying common and popular applications; however, there are many applications that are virtually untapped in your operational area.

Peter Hopkins has operated a successful home inspection company since 1996 (www. inspecdoc.com) and has personally performed over 7,000 property inspections.

His company expanded into infrared in 2005, with the opening of SoCal Infrared (www.socalinfrared.co m) and has found success in many areas of diversification.

Peter is the co-founder of United Infrared (www.UnitedInfrared.com), a national network of contract thermographers, which includes application-specific training and business coaching in a multitude of applications related to infrared technology, thus allowing the thermographers opportunities to further develop their business.

Peter is an ICC Code-Certified Building Inspector and Certified HERS Energy Rater.

He has been trained in Equine Thermography and is licensed with the California Horse Racing Board as an Assistant to Veterinarians. Peter Hopkins lives in Southern California with his wife, Anna, and their two children. peter@unitedinfrared.com www.unitedinfrared.com 888-SCAN-4-IR x3

16

ASHI Reporter • July 2018

Diversif–IR: Expand Your Infrared Vision and Your Business

Do you infrared? Have you diversified your business with infrared or considered it in the past? My hope is that by reading this article, you will consider expanding your business to include infrared or expanding the number of applications you are offering within your existing business.

In 2007, I wrote a paper titled “From Houses to Horses,” explaining how, as a home inspector, I entered into something that I knew very little about...horses. It further describes how expanding my home inspection business several years earlier to include the technology of infrared further expanded my business opportunities. (To read the whole paper, check out this link to the 2007 InfraMation conference proceedings: http:// socalinfrared.com/wp-content/uploads/2013/09/2007038-Hopkins-From-Houses-to-Horses.pdf) You can think of this article as the follow-up to that one.

Infrared has long proven to be a beneficial technology to identify common electrical and mechanical problems, as well as a tool to take a closer look at building roofs and walls. By definition, popular, proven and common infrared applications currently being used will see increasing competition due to the lack of sales skills needed to sell the service. Competition is inevitable.

In turn, the question arises: How can you keep ahead of your competitors?

2007 paper titled “From Houses to Horses”

How have you diversified your business? According to merriam-webster.com, a simple search for the definition of the word “diversify” brings the following definition: Main Entry: di·ver·si·fy Function: verb Inflected Form(s): di·ver·si·fied; di·ver·si·fy·ing Date: 15th century TRANSITIVE VERB: 1. to make diverse…give variety to (diversify a course of study); 2. to balance (as an investment portfolio) defensively by dividing funds among securities of different industries or of different classes; 3. to increase the variety of the products of (diversify a business).

INTRANSITIVE VERB: 1. to produce variety; 2: to engage in varied operations.

The definition of this word gives a simple description of “giving variety to.” It is often wisely suggested to diversify your investments, such as your financial portfolio, but what about the suggestion to diversify your business? Many business owners find success in only one specialty area; this would be like a hamburger restaurant selling only one type of hamburger or, better yet, an IR business that offers only electrical scans.

We have since expanded our business from “Electrical to Elephants.”

Diversify!

July 2018 • www.ASHIReporter.org

17

Diversif–IR: Expand Your Infrared Vision and Your Business

Why would a thermographer choose one specialty—electrical scans—to build their business? That thermographer is obviously more susceptible to failure, not only from the variety offered by their competitors (internal and external), but also from budget cuts by corporate managers who, in hard times, typically cut maintenance costs from the budget.

Diversification is something you must seriously consider for your business. Take your greatest tool—your brain—and use it in conjunction with your greatest technological tool—your infrared camera—and see the results in getting access to many areas, as well as taking your seasonal business to a year-round operation.

HENCE ‘‘GIVING VARIETY TO”

AT WHAT LEVEL DO YOU WANT TO GET OFF? MY DIVERSIFY

“My Diversify” came as an idea in 1999, when an associate working for my home inspection company informed me that he was working a night shift performing electrical infrared surveys to supplement his income. I was curious and wanted to know more about this “infrared,” which previously I’d only seen in the movies.

Through my initial searches, I discovered that with the addition of infrared, I could be more of a specialist in fields such as moisture investigations, building energy loss and roof leaks, which in turn would expand my current business. These were the three fields for the first infrared business plan that I wrote. It took a few years for the plan to materialize, but when it did, my business expansion took place.

Looking back, I can truly appreciate the timing, as this was when the real estate market was about to nose-dive, which would have caused a reduction to my home inspection income. While performing infrared scans during my first years, I received more interest in areas of infrared that I had not yet considered.

TEST YOUR IR EXCITEMENT: WOULDN’T THIS BE A GREAT CITY FOR A THERMAL IMAGING COMPANY TO BE BASED?

THE “IR WOW FACTOR”

Knowing that “a picture is worth a thousand words” and “the proof is in the pudding,” I knew that if I showed everyone what infrared could do, it was a guaranteed winner. I took my infrared camera with me on almost every home inspection to build a diverse IR picture library. Because no home is perfect, I knew it would only be a matter of time to collect a series of presentable pictures. I talked to many real estate agents, explaining that I had a technologically advanced tool to identify common building problems. By showing them the “IR WOW FACTOR,” they could see the thousand words, and the proof was in the pudding once they opened up the wall. This is, in fact, an amazing technology!

One of my first paid inspections with infrared. This was an inspection of a brand-new home where the builder forgot to install the heat outlet in this room (left image). It was a sealed attic, so there was no attic access. With the use of infrared, it was not too difficult to locate where the unattached duct was. The image on the right was one of my first insulation scans, showing missing insulation.

Pictures like the set shown above helped me further explain the benefits of infrared to potential clients. We knew we had the WOW factor going for us with an infrared camera.

Which one best describes your business, the OW or the WOW?

THE CAMERA

Determining the extent to which you will diversify your infrared business is to dream of all you want your business to be, and it involves choosing a camera that will not put limitations on what you can do. An entry-level camera (typically priced under $8,000) might be sufficient for simple moisture or energy surveys in residential structures; however, this would not be the proper choice if, for instance, you want to perform large commercial electrical surveys or medical applications.

You must realize that an infrared camera is an investment in your future and needs to be carefully considered as a business investment.

My advice is to buy the best camera you can and make sure it hurts to pay for it. You will likely work harder and be motivated to get more business when the payment hurts a bit, especially when your spouse reminds you just how much you spent. I know this to be the case, as my first camera was not the cheapest, but it didn’t prevent me from being able to perform my first large commercial infrared survey, either.

Diversif–IR: Expand Your Infrared Vision and Your Business

THE BUSINESS

As mentioned earlier, the focus was on certain applications for our newly acquired infrared camera, but over the years, we have received many interesting calls that have helped diversify our business. We took every call, knowing that each could offer an opportunity. Each infrared report tells a different story, even ones without any infrared images in them, like showing up for a moisture leak evaluation, with no current moisture present.

In these cases, you have to utilize the most important tool you brought (your brain) to identify the root source of the problem. Here are some interesting stories where our second most important tool (the IR camera) was utilized.

WATER TESTING AND LEAK DETECTION

Sometimes, leaks come from unsuspected places. My company was hired by a local custom home builder who had heard about our services from a colleague who had seen my service at another job (obviously the best marketing you can get). This was a large (8,000 sq. ft.) coastal-facing home where, during each storm, water would come into the home, causing an ongoing water leak in the master bedroom. The builder had installed weather-stripping and caulk to every joint in an effort to stop the leak. By using my best tool in conjunction with my second-best tool, we were able to source the water intrusion to the door handle, which was missing a rubber washer—a $1 fix.

Water testing of the door.

One of our first moisture scans.

Roof leak caused by improper installed roof drain.

Cause of leak…the door handle.

One of our first insulation scans, showing missing insulation at cat walk in attic.

The calls came in, even from a lady who had lost her cat in the under-floor duct work. She had heard that we had this great heat-sensing camera. Her cat (three-legged) had fallen into an open floor register and basically was crawling through her duct system. She could hear the meow, but couldn’t find the cat. We didn’t get to do that job because we were out of town, but an interesting application nonetheless.

ROOF SURVEYS

It is common for a home inspector to perform commercial property inspections. I look at each of these commercial inspections as an opportunity for IR work, as each of them has a roof and an electrical system.

Example: While performing the commercial building inspection for a potential buyer, I informed him of my infrared service and how we could identify any trapped moisture in the roof. He knew this particular roof leaked, he just didn’t know the location of the trapped water. The client took our offer and hired us to perform an infrared scan of the roof. Extra money—easy sale!

Door Multi-locking system showing rust.

Doorhandle handlewas wastaped tapedoff, off and when we water testedleak! it and re-water tested…no again…no leak!

IR showing water coming in at door during initial test.

IR showing moisture trail, notice water at base of door corner.

PARANORMAL INVESTIGATIONS

Not all jobs are what you specialize in. Infrared cameras have long been considered a premier tool for use in paranormal investigations.

Yes, we were retained to go on a forensic ghost hunt.

Roof scan showing moisture under a built-up flat roof.

Leakage at flashings confirmed with a moisture meter.

The forensic ghost hunt on the Star of India—one of the oldest working ships in the world.

Diversif–IR: Expand Your Infrared Vision and Your Business

This is not the only time we have had this type of call. Somehow, after the word got out that we did this sort of thing, we have been called on several more times. Particularly, a call asking us to travel deep into the desert with a gentleman who stated he would like us to “film” him in infrared, conjuring up spirits at a Native American burial ground. We are often asked what we see on these types of surveys. Well, we will leave that to the imagination.

ELECTRONICS AND CIRCUIT BOARDS

MANUFACTURER PRODUCT EVALUATIONS

We have now performed several product evaluations for manufacturers and business owners. If temperature is important and they want to express the benefit of their product, infrared can be eye candy in any marketing material.

Analysis of reflective paints for a home builder who decided to do one material versus the other: Sun-facing side was painted with different materials.

We were retained for a building analysis and while we were there, the electronics engineer asked us to look at some circuit boards that were problematic.

DATA CENTERS

Data centers are critically climate-controlled, and finding the hot spot provides important information. By adjusting the cooling system and moving components to new locations, overheating situations can be avoided.

ACUPUNCTURE

Comparing radiant transfer between different shutter materials for a window covering manufacturer.

DAIRY COW REVIEW

Have you ever imagined you might get a call to look at a cow with infrared? It turns out mastitis is a very big problem in the dairy industry.

Before and after acupuncture; shows a decrease in heat.

ZOO AND VETERINARY IMAGING

Do you think there is an infection in that udder? The right side of the udder was diagnosed with mastitis.

ELECTRICAL SURVEYS

Electrical review of a small hotel.

20

ASHI Reporter • July 2018

Retained by the local zoo to thermal image an elephant for injury. As seen in thermal image at far right, there was a definite different condition, comparing the right-front leg with the left-front leg.

Diversif–IR: Expand Your Infrared Vision and Your Business

COMMERCIAL BUILDING ENERGY REVIEWS

INFRARED AND FUSES Peter Hopkins, United Infrared, Inc.

On a related note to the article in this issue by Alan Carson about fuses (see pages 10-13)…

We were retained to review an 80,000 sq. ft.-greenhouse for areas of heat loss.

LARGE SHIPS

In this image, you can easily see how using an infrared (IR) camera to look at a fuse can help decipher a problem. This case, shows a commercial 3-phase electrical, showing fault on the C-phase.

Three-day thermal imaging job was performed on this 950-ft.

U.S. Navy ship. Image on right shows thermal review of one of the ship’s many service cranes.

WILL YOUR BUSINESS DIVERSIFY OR DIE?

Ask yourself how you can diversify your business. There are services and ideas out there to help you. A simple review of the internet can open up some of these opportunities for you and your business. Attending a national conference such as the Thermal Imaging Conference is an excellent way to find out how you can diversify your business.

There are many organizations that can assist in your diversification and marketing efforts.

By now, you should understand that without diversification in your business, you are leaving money on the table. Whether your specialty is houses or horses, 80,000 sq. ft.-buildings or 8-inch lab rats, my advice is to explore other applications. There are opportunities out there awaiting your infrared service. We hope that you will take the next step and open a new untapped market to the wonderful world of infrared.

TO LEARN MORE ABOUT APPLICATIONS AND OPPORTUNITIES IN THERMAL IMAGING, VIEW THIS FREE ONE-HOUR WEBINAR: WWW.UNITEDINFRARED.COM/JOIN.

July 2018 • www.ASHIReporter.org

21

THE STRONGEST NAME IN HO Comprehensive and Affordable E&O/GL Insurance

16 Years Over 100,000 Policies Issued COVE RAG E S n E&O, General Liability/Premises Coverage, termite/pest,

n n n n

commercial, radon, lead paint, pool/ spa, EIFS/stucco, indoor air quality testing, green building inspections, infrared thermography, rodent inspections, mold and septic/water testing available (training required for certain coverages).

Claims Prevention and Risk Management Included Easy Financing: Low Monthly Payments Coverage just for you or for all inspectors employed in the firm, Additional Insured for Agents and Referring Parties.

Free on-demand expert support for your tough inspection questions, savings on defensible contracts, discounted stateapproved education, Working RE Magazine, savings on office supplies, technology & more.

Shop OREP.org today! (888) 347-5273

ME INSPECTOR INSURANCE “I collected many estimates but the combination of value, flexibility and knowledge was unsurpassed by OREP.” -Henry “Sonny” Toman, 1st American Home Inspections, LLC

OREP—Organization of Real Estate Professionals Insurance Services, LLC. Calif. Lic. #0K99465 • Fax: (708) 570-5786 • info@orep.org • E&O Insurance Experts (www.orep.org)

Marketing Focus

RELATIONSHIP BUILDING: THE REAL ESTATE AGENT LUNCH

By Alan Carson, Carson Dunlop, www.carsondunlop.com, 800-268-7070

T

he importance of building and maintaining high-quality relationships cannot be overstated. Buying lunch for a real estate agent is a great way to interact because it’s an even trade. You ask a real estate agent to give you some of their time in return for you buying them lunch.

We’ve found that asking a real estate agent to lunch works better if you set the stage first. First, the real estate agent has to know you.

Giving an office talk is a great way to become known. It positions you as the local expert. At the very least, the agents who attend your talk will know who you are. Very few people will want to have lunch with someone they’ve never met.

A note of caution: Top-producing agents do not always attend office meetings, so you may not become known to them by speaking at office meetings. You may need to approach them individually. The broker or office manager can tell you which agents do not attend the meetings.

THE PEOPLE YOU KNOW

Start with real estate agents you already know. You might think this is a waste of time and money, but consider the following reasons for having lunch with an agent:

• Get more of their business. Not only will you reinforce an already good relationship, you may even get more business. Some real estate agents give several names when referring home inspectors, some don’t. If the agent does not refer all of their business to you, there is room to get more referrals. If the agent strongly believes they should give several names, you should not try to change their mind. But, if the real estate agent likes you, your business card may go on the top of the stack. The real estate agent may give their client three names, but add a few words about you: “Here are three good inspectors. John Smith is interesting because he specializes in old homes like the one you are buying.”

• Cement the relationship. The lunch date is an opportunity to periodically strengthen the relationship and remind the agent about the benefits of your service. The agent, in turn, can explain your service benefits to their clients. If the agent tells prospects how good you are, not only is it easier to turn prospects into clients, but it also may set the stage for raising your prices.

• Ask them how you are doing. Is there anything they particularly like about your service? Anything they dislike? Anything you might do differently? Positive feedback can become a testimonial.

Negative feedback can be used to improve your service. Both are valuable. Either way, your agent will see that you are being sensitive to their needs and are willing to receive feedback.

• Ask for an introduction to another agent. One of the best ways

24

ASHI Reporter • July 2018

to meet a real estate agent is to get their name from an agent with whom you already do business.

THE PEOPLE YOU DON’T KNOW

If you call a real estate agent you know well, it’s easy to say, “Let’s do lunch, I have something I want to run by you.” But if you are calling an agent who has only met you at an office talk and has never referred business to you, you should take more care.

When you offer to take someone out for lunch, they usually respond with the fear that we all have—that “there is no such thing as a free lunch.” To get beyond this perception, you have to try to remove any skepticism from the start. We’ve found that giving something concrete up front is better than having the agent wonder what they will have to give in exchange later. For example, you can do the following: • Gather information. Explain that you are meeting with top agents to find out what ancillary services homeowners would be most interested in.

• Introduce something new. Say you’d like to show them how pre-listing inspections can be a great tool for them.

• Tell them you want their business. Say that you’d like a half hour of their time to explain how they will benefit by referring you, in exchange for you buying them lunch.

Don’t expect that every real estate agent will agree to a lunch meeting. The best you can hope for is that some agents will agree to meet. In our experience, those who don’t want to have lunch with you don’t turn you down completely. The more likely scenario is that they say they are too busy to have lunch with you, but that you could drop off information at their office. You should use this response to your advantage. If the agent seems to be looking for an out, ask the agent if he or she would be willing to give you five minutes of their time when you stop in at their office instead.

An invitation to send material may not be what you had in mind, but it can be a good opportunity. Material that combines a compelling message with a call to action can be powerful, and it is likely to be well received if it is accompanied with a handwritten note and a useful token of appreciation. Follow-up is a key to success. People may appreciate the material and the gesture, but few will change their behavior based on this alone.

Marketing Focus

In our experience, agents are hard to nail down for a particular date.

They are not like office workers who go to the same place every day and eat lunch at noon. Their schedules are always changing. If you call an agent and book lunch for next Wednesday at 12:15 pm, there’s a fair chance they may cancel. By Wednesday, they may have booked a meeting with a client.

The key is to respect the way agents work and work with it. Here are some approaches you can take:

• Call at the last minute. You could call an agent and ask if they are available that same day (or the next day) for lunch. If you always carry a contact list of agents, when you have an inspection appointment that is unexpectedly canceled and you have three hours on your hands, you can call an agent and arrange to meet.

• Use a “tentative-booking technique.” In other words, call to book a tentative time. Get the agent to commit to a date and time, and offer to call them that the morning to verify whether it still works for them.

• Ask an agent when you meet at an inspection. Let’s say you do an inspection for a client and you have not met the agent before.

Offer to take them out for lunch to explain how your system can work for them. The secret is to offer a benefit for the agent. It’s not about you; it’s about them. The only caution is to not ask the agent in front of the client.

Another option is to offer to drop in at an open house they are hosting and make the presentation when there is no one else in the home.

This requires flexibility and patience on your part, but it is often a rewarding approach.

Do not be timid when it comes to sales. If you have lunch with an agent to explain how your service will help them, you can’t drop the ball there. You have to then “ask for the order.” If you have addressed all of their questions and concerns, try the following tactics: • Ask if the agent will add you to their list of inspectors.

• Ask if the agent will refer business to you.

• Ask if the agent will refer their next inspection to you.

• Ask “What would it take?” This does not ask the agent to commit, yet it obliges them to try you out if you satisfy the following conditions: • What would it take to get you to refer your next client to me?

• What would it take to get all of your business?

You’ll have to decide how aggressive you are willing to be, but in general, remember that most of us have a tendency to be too timid when it comes to asking for business. Try extending yourself a bit, and don’t be afraid to hear “no.” You don’t have anything to lose.

Carson Dunlop - Consulting engineering firm devoted to home inspection since 1978. www.carsondunlop.com

25July 2018

• www.ASHIReporter.org

25

ASHI Chapters and Council News

NORTH CENTRAL ASHI Central PA

www.ashicentralpa.com Second Monday, 6 pm, except Jan. & July, Hoss’s Steakhouse 1151 Harrisburg Pike, Carlisle, PA Kevin Kenny, 717-226-3066 info@midpennhomeinspections.com

Keystone (PA)

www.keystoneashi.org First Monday, 5:30 pm Double Tree, 10 N. 5th Street Reading, PA 19601 Robert H. Conner, 610-375-9675 rhconnerbcs@yahoo.com

Ohio

www.ohioashi.com Ken Harrington, 614-507-1061 ohioashi@yahoo.com

North Central Ohio

www.ncohioashi.com Paul Wancata, 216-571-1074 inspectionsunlimited@cox.net

OHIO SOUTH ASHI Meeting: Last Sat. every month, noon @ Frickers, North College Hill, OH P.O. Box 532197 Cincinnati, OH 45252 Chris Green, 513-939-4036 Email president@ohsoashi.com

Pocono-Lehigh (PA)

www.pocono-lehighashi.org Third Tuesday, Tannersville Inn Tannersville Ronald Crescente, 570-646-7546 amerispec@pa.metrocast.net

PRO-ASHI (PA)

www.proashi.com Second Wednesday of Jan., March., May, Sept. & Nov. Ray Fonos, 412-461-8273 southpittsburgh@hometeam.com

Tri-State (DE, NJ, PA)

www.tristateashi.org Second Tuesday except April, Aug. & Dec., Dave & Buster’s Plymouth Meeting, PA Jules Falcone, julesfalcone@me.com

MIDWEST Great Lakes (IL, IN, IA, KY, MI, MN, OH, WI) For monthly meetings: www.greatinspectors.com/ schedule-of-events/ Carol Case, 734-284-4501 carol@greatinspectors.com

Greater Omaha (NE)

www.ashiomaha.com Jon Vacha, 402-660-6935 jon@hsinspections.com

26

ASHI Reporter • July 2018

Heartland (IA, MN, ND, SD, WI) www.ashiheartland.org Reuben Saltzman, 612-205-5600 reuben@ashiheartland.org

Indiana ASHI

www.inashi.com Quarterly Danny Maynard, 317-319-7209 danny@inspectinc.net

Iowa ASHI

www.iowaashichapter.org Fourth Tuesday, 6:00 - 8:00 pm Iowa City Area Assoc. of Realtors Education Center 847 Quary Road, Coralville, IA Craig Chmelicek, 319-389-7379 elitehomeandradon@gmail.com

Kentuckiana (IN, KY)

www.ashikentuckiana.org Allan Davis, 502-648-9294 elitehomeinspections@ insightbb.com

Mid-Missouri

www.midmoashi.com Second Thursday, 12:00 pm, even months of the year; Columbia Board of Realtors office: 2309 I-70 Drive NW, Columbia, MO Mark Kelsey, 573-356-5305 mark@inspectcolumbia.com

Northern Illinois

www.nicashi.com Second Wednesday (except Dec.) 5:30 pm - 9:00 pm Allegra Banquets, 237 W St. Charles Rd. Villa Park, IL 60181 Joe Konopacki, 630-283-2248 joe@insightpsinc.com

SOUTH MIDWEST Arkansas

MOUNTAIN Arizona

www.azashi.org Bryck Guibor, 520-419-1313 bryck@msn.com Quarterly education on azashi.org

New Mexico

www.ashinm.org Bi-monthly meetings are held on the second Saturday of the month at Drury Hotel (Jan., March, May, July, Sept.) located at I-25 and Jefferson in Albuquerque.

Meeting starts at 8:30 am.

Lance Ellis, 505-977-3915 lellis@amerispec.net

Northern Rockies (ID, MT) Steve Jenicek, 406-949-6461 Steve@taskmasterinspections.com Secretary: Kelly Campeau 877-749-2225 Kelly@inspectormt.com

Rocky Mountain Fourth Tuesday, 6:30 pm Bob Kadera, 303-588-2502 bob@360degreeinspections.com

Southern Colorado

www.ashi-southerncolorado.org Second Thursday each month, 6:30 pm Valley Hi Golf Club, 610 S. Chelton Rd. Colorado Springs, CO 80910 Aaron Hunt, 719-334-5455 aaron@huntproperty inspections.com

Utah

www.ashiutah.com First Tuesday, 7 pm Marie Callender’s, Midvale Fred Larsen, 801-201-9583 Fred.larsen@pillartopost.com

Lonnie Moore, 479-530-5792 mhinsp@cox.net

Great Plains (KS, MO)

www.ashikc.org Second Wednesday of even months The Great Wolf Lodge, Kansas City Doug Hord, 816-215-2329 doug@firstchoice.com

Midwest PRO ASHI (KS) Ray Fonos, 412-461-8273 rfonos@hometeam.com

St. Louis (MO)

www.stlashi.org Second Tuesday, 5 pm Creve Coeur Government Center Multi-Purpose Meeting Room 300 N. New Ballas Creve Coeur, MO 63141 Mark Goodman, 636-391-0091 mark@homeinpectstl.com

PACIFIC Alaska Meeting dates: Jan. 1, March 1, Aug. 1, Nov. 1 Location varies each meeting David Mortensen, 907-243-4476 dave@discoveryinspect.com

ASHI Hawaii

www.ashihawaii.com Alex Woodbury, 808-322-5174 Woodburya001@hawaii.rr.com

California Randy Pierson, 310-265-0833 randy@southbayinspector.com

Central Valley CREIA-ASHI Peter Boyd, 530-673-5800 Boyd.p@comcast.net

Golden Gate (CA)

www.ggashi.com John Fryer, 510-682-4908 johnfryer@gmail.com

Inland Northwest (ID, WA) Vince Vargas, 208-290-2472 vince@vargasinspections.com

Orange County CREIA-ASHI (CA) www.creia.org/orangecounty-chapter Third Monday, 5:30 pm Hometown Buffet 2321 S. Bristol, Santa Ana Bill Bryan, 949-565-5904 bill@rsminspections.com

Oregon

www.oahi.org Fourth Tuesday, 6:30 pm 4534 SE McLoughlin Blvd.

Portland Jon Nichols, 503-324-2000 housedetective@hotmail.com

San Diego CREIA-ASHI First Tuesday each month Elijah’s Restaurant 7061 Clairemont Mesa Boulevard San Diego, CA 92111 Ray (Cliff ) Sims Jr., 619-334-1138 cliffsims@cox.net

San Joaquin Valley (CA) Third Thursday, 6 pm 1736 Union Avenue, Bakersfield, CA Raymond Beasley, 661-805-5947 rbinspector@aol.com Mail: 3305 Colony Oak St. Bakersfield, CA 93311

Silicon Valley ASHI-CREIA (CA)

www.siliconvalleyinspector.com Skip Walker, 650-873-4224 homeinspection@sanbrunocable.com

Southwestern Idaho Second Monday David Reish, 208-941-5760 dave@antheminspections.com

Los Angeles-Ventura County ASHI-CREIA First Thursday, 5 pm Holiday Inn, Woodland Hills Bob Guyer, 805-501-0733 guyerinspections@roadrunner.com

South Bay (CA) Webinar meetings Randy Pierson, 310-265-0833 randy@southbayinspector.com

Western Washington

www.ashiww.com Chapter Meetings held at chapter seminars in March and Sept.

Karl Nueffer karl@G4inspections.com

NEW ENGLAND Coastal Connecticut

www.coastalctashi.org Third Thursday, 6 pm, Westport VFW Lodge, 465 Riverside Avenue, Westport John Hamlin, 203-912-1917 john.hamlin@pillartopost.com

New England (ME, MA, NH, RI, VT) Third Thursday (usually), 5 pm Hilton Garden Inn, Waltham, MA Michael Atwell, 617-630-5629 mike@jmhi.com

Northern New England (NNEC) (ME, MA, NH, VT) www. ashi-nnec.org Third Thursday of Jan., April, June and Sept.

Tim Rooney, 603-770-0444 homeviewnh@comcast.net nnec.ashi.2016@gmail.com

Hudson Valley (NY)

www.novaashi.com Fourth Tuesday, Associate hour 6-7 pm, Membership meeting 7-9 pm, Northern Virginia Resources Center, Fairfax Tony Toth, 703-926-6213 tony_toth@msn.com

Long Island (NY)

Piedmont ASHI (VA)

www.liashi.com Third Monday, 6 pm, Domenico’s Restaurant, Levittown John Weiburg 516-603-5770 john@greenlinkhi.com

New York Metro

www.nyashi.com Last Thursday, 5pm Travelers Rest 25 Saw Mill River Road Ossining, NY 10562 Chris Long, 914-260-8571 pres@nyashi.com

Southern New Jersey (NJ)

NEW YORK/JERSEY/ DELAWARE Capitol Region (NY)

www.goashi.com Richard W. Askew, 518-383-4804 rondack1@gmail.com

Central New York

www.cnyashi.com Third Wednesday each month, 6 pm Tony’s Family Restaurant, Syracuse Richard Alton, 315-415-4847 dick@altoninspect.com

First State (DE)

www.firststateashi.org Third Wednesday, 7 pm The Buzz Ware Center 2121 The Highway, Arden Mark Desmond, 302-494-1294 mark@delvalleyhome.com

Garden State (NJ)

www.gardenstateashi.com Second Thursday The Westwood, Garwood Ernie Borsellino, 973 761 0050 gsashipresident@gmail.com

Greater Rochester (NY)

www.ashirochester.com Second Tuesday, 6 pm Jeremiah’s Tavern, 2200 Buffalo Rd. Gates, NY 14624 Jim Brennan, 585-520-5575 jbrennan@independentinspectionservice.com

NOVA-ASHI (MD, VA)

Second Tuesday, 6 pm Daddy O’s Restaurant 3 Turner Street Hopewell Junction, NY 12533 Michael Skok, 845-592-1442 ashistatewide@yahoo.com

www.southernnjashi.com Third Wednesday, 6:30 pm Ramada Inn, Bordentown Rick Lobley, 609-208-9798 rick@doublecheckhi.com

Western New York Second Thursday, 6:30 pm Tony Rome’s, West Seneca Andy Utnik, 716-636-9676 esimail@aol.com

MID-ATLANTIC Central Virginia

www.cvashi.org Second Tuesday, 6:30 pm Independence Golf Course 600 Founders Bridge Blvd.

Midlothian, VA 23113 John Cranor, President 804-873-8537 cranorinspectionservices @gmail.com

Hampton Roads (VA) Second Thursday, 7 pm, Cypress Point Country Club, Virginia Beach Gregory Murphy, 757-535-4355 gmurphy@coastalinspect.com

MAC-ASHI (MD, VA)

www.mac-ashi.com Second Wednesday, Rockville, 6 pm Senior Center, Rockville Mark Mostrom, 301-536-0096 pivotalinspections@comcast.net

Robert Huntley, 540-354-2135 rwhuntley@cox.net

SOUTH ATLANTIC ASHI Georgia

www.ashigeorgia.com Shannon Cory, 404-316-4876 shannon1943@comcast.net

East Tennessee

www.etashi.org Third Saturday of Feb., May, Aug. and Nov. Paul Perry, 866-522-7708 cio@frontiernet.net

Mid-Tennessee Ray Baird, 615-516-5511 bairdr@comcast.net

Mid-South (TN) Steven Campbell, 901-734-0555 steve@memphisinspections.com

North Carolina

www.ncashi.com Meeting TBA Bruce Barker, 919-322-4491 bruce@dreamhomeconsultants.com

South Carolina First Saturday of Feb., May, Aug. & Nov., 8 am Roger Herdt, 843-669-3757 herdtworks@msn.com

GULF

Louisiana Quarterly Meetings Michael Burroughs 318-324-0661 Mburroughs2@comcast.net

Suncoast (FL)

www.ashisuncoast.com First Tuesday, 6:30 pm; Please see our website for meeting locations.

Steve Acker, 727-712-3089 buyersally@gmail.com

Southwest Florida

www.swashi.com Serving Manatee, Sarasota & Charlotte Second Wednesday, 6 pm Holiday Inn, Lakewood Ranch 6321 Lake Osprey Drive, Sarasota Michael Conley, 941-778-2385 FLinspector@outlookcom

CANADA CAHPI Atlantic

www.cahpi-alt.com Lawrence Englehart 902-403-2460 inspections@eastlink.ca

CAHPI Ontario

www.oahi.com Rob Cornish, 613-858-5000 robc@homexam.ca

Alberta Professional Home Inspectors (APHIS) www.aphis.ca Meetings held 3 times a year Alan Fisher, 403-248-6893 admin@aphis.com

Quebec AIBQ

www.aibq.qc.ca Pascal Baudaux, 450-629-2038 info@almoinspection.ca

ASHI South (AL)

www.ashisouth.org Quarterly, Homewood Library Homewood John Knudsen, 334-221-0876 jgknudsen111@gmail.com

Florida Wiregrass

www.ashiwiregrass.org Second Wednesday, 6:30 pm Sleep Inn Hotel, Wesley Chapel Nancy Janosz, 813-546-6090 ProTeamInsp@aol.com

Gulfcoast (FL) First Thursday, 7 pm, The Forest Country Club, Fort Myers Len Gluckstal, 239-432-0178 goldenrulehi@comcast.net

Lone Star (TX)

www.ashitexas.org Bud Rozell, 214-215-4961 goodhomeinspection@att.net

27July 2018

• www.ASHIReporter.org

27

Chapter Spotlight

ASHI Heartland Chapter (Minnesota)

By Reuben Saltzman, Chapter President

O

n May 12, the ASHI Heartland Chapter had a joint seminar with the Minnesota Society of Housing Inspectors. This was one of the most well-attended seminars that we’ve conducted, largely due to Star Power—we brought in Allison A. Bailes, III, PhD, for a full day of education on building science.

Dr. Bailes is the founder of Energy Vanguard and author of the Energy Vanguard Blog. His company is accredited by RESNET as a Home Energy Rating System (HERS) QA and training provider, and is also a BPI Test Center. Bailes spent nine years teaching before moving into the home performance field. His blog might be the most well-known energy blog in the world.

HIS BLOG MIGHT BE THE MOST WELLKNOWN ENERGY BLOG IN THE WORLD.

28

ASHI Reporter • July 2018

WHAT’S NEW IN THE ASHI ONLINE LEARNING CENTER?

30 NEW modules are NOW available!!

Enjoy interesting sessions recorded at IW 2018 and past IWs. Find Basic and Advanced Technical, Specialty/Diversification and Business Management topics.

Log in on www.softconference.com/ashi/

YOUR INSPECTION IS THE BEST REFERRAL TOOL

Trade-up to better inspecting Call 800 745 6126 and ask about our special trade-up offer for competitor software or check

Easy. Education.

Excellent.

FREE to ASHI members!! The ASHI Online Learning Center provides 2-hour modules approved for 2 ASHI CEs. (Special section) Many Past IW modules State-approved for online education.

out our Specials at www.3dinspection.com

29July 2018

• www.ASHIReporter.org

29

ASHI CHAPTER EDUCATION

When: July 13-14, 2018, 7am Where: Holiday Inn, 200 E. Rand Road, Mt. Prospect, IL 60056 Speakers: Bob Kovanic, CPA, and Steve Preins Topic: Electrical Grounding & Bonding, How to Run & End a Successful Business, Interior Inspections, Peer Review Program CEUs: 16 ASHI CE & 6 IL CE hours Contact: Carol Case, 773-2844501, www.greatinspectors.com

North Central Ohio ASHI Fall Seminar 2018

When: Sept. 21-22, 2018 Where: Akron/Fairlawn Holiday Inn Akron West, 4073 Medina Rd. Akron, OH 44333 Topic: Radon measurement - 8hrs, Electrical with Mike Twitty - 4hrs CEUs: 8 ASHI CE hours per day Contact: Mark Goodman, mark@homeinspectstl.com

IMPORTANT REPORTER DEADLINES: • SEPT 2018 ISSUE - 7/7/18 • OCT 2018 ISSUE - 8/7/18 • NOV 2018 ISSUE - 9/7/18 • DEC 2018 ISSUE - 10/7/18 • JAN 2019 ISSUE - 11/7/18 The Reporter is produced 6-8 weeks ahead of the week it arrives in your mailbox.

ASHI Western Washington Fall Seminar When: Sept. 28-29, 2018 Where: Mountaineers Club, Seattle, WA Speakers: Mark Parlee, Clay Lamb, Charles Buell CEUs: 16 ASHI CE hours Contact: Joanne MacKintosh, joanne.ashiww@gmail.com

Rocky Mountain Chapter of ASHI-Education

When: September 29, 2018 Where: 2200 S. Monaco Pkwy., Denver, CO 80222 Topic: Report Writing, Water Intrusion Into Buildings, The Practical Science Behind Great Home Inspections, Boilers Speakers: Tom Feiza (Mr. Fix-It) and Tom D’Agostino CEUs: 8 ASHI CE hours Contact: Mike Dryer, 303-717-6178

Keystone ASHI Educational Event

When: October 12 & 13, 2018 Where: DoubleTree by Hilton Hotel, 701 Penn St., Reading, PA 19601 CEUs: 16 ASHI CE hours Contact: amanda@brsinspect. com

To have your chapter seminar listed here, email all information about your chapter seminar to: micheleg@ashi.org.

BE SURE TO INCLUDE ALL INFORMATION:

seminar subject, when, where, CEUs & a link for more information or contact information.

LDC ASHI 2018

ASHI Great Lakes Chapter Summer Conference

DES PLAINES, IL

OCTOBER 25-27, 2018

30 30

ASHI ASHI Reporter Reporter •• May July July 2018 2018

Attention, ASHI Members in the Military!

We are planning a Reporter article that will feature stories of ASHI members who are or have been active service members in the military. If you’d like to participate, please email your name and contact information to stories@ashi.org by August 3.

Thank you for your service!

MAKE AN IMPACT WITH YOUR MEMBERSHIP BENEFITS

ASHI

Print–On–Demand Use your Free ASHI logo to print your marketing materials.

Create Print Save Time ASHIPrintOnDemand.com 31July 2018

• www.ASHIReporter.org

31

MOVING FORWARD TO AVOID THE BUSINESS-AS-USUAL BLIND SPOT

By Kevin McCarthy, CSP

I

Influential – Chapter president in ASHI is a volunteer gig and lead-

Over and over, we’ve seen businesses fail and people get hurt, governments go off the cliff and association chapters dissolve. Why? Because leaders were not interested in changing methods that had always worked in the past. This business-as-usual blind spot is basically a failure of leadership, and effective leaders learn to identify it and change before they have to, rather than later, when it might be too late.

Innovative – That you should shake up the status quo with innovative

f it isn’t broke, don’t fix it. That’s the received wisdom, anyway.

If you’re doing at all well in your career, education or family life, there’s a temptation to keep on keeping on, with little or no change of methods. By and large, this “business-as-usual” approach is smart because what worked yesterday probably will keep working today.

Tomorrow, however, is a different story.

THE CONSERVATIVE APPEAL OF BUSINESS-AS-USUAL

If it was easy to innovate, everybody would do it. The main reason businesses and other large institutions don’t always get with the times is that business-as-usual has a certain appeal that’s hard to resist when there’s a lot at stake. Hollywood is a great example of this conservatism.

Summer blockbusters easily can have production budgets of hundreds of millions of dollars and no studio is more than one flop away from bankruptcy. This creates a blind spot that affects studio execs and drives them to produce more of the same, rather than take chances and innovate. That craving for the sure thing and a general shortage of leadership to blaze a new trail might be why Hollywood closed out 2017 with 126 sequels, reboots and remakes in production, almost all of which were built on franchises that made money in the past.

THE NEED FOR CHANGE

There’s a big difference between movies and home inspections, of course. But the business-as-usual blind spot can affect anyone. Think about the last time you seriously reevaluated the way you run your ASHI chapter. Did you do it proactively, without necessarily having a problem to address? A big part of leadership is knowing when and where to shake up things.

THE FIVE “I”S OF LEADERSHIP

Another big part of effective chapter leadership is knowing how to shake up things. Leaders who escape the business-as-usual blind spot have a few things in common and, taken together, these traits make a package that can apply to everything you do, within ASHI or outside of it.

Briefly, leaders who apply the five “I”s of blind-spot-free leadership are…

32

ASHI Reporter • July 2018

ership can only be by example. Your ethos is what influences others to trust you and take your ideas seriously. Effective change-makers in leadership roles are careful to appear generally wise, knowledgeable in their field, well-intentioned toward others and possessed by great integrity. These traits, taken together, naturally make up the kind of person whom other board members, chapter members and chapter sponsors trust implicitly. new approaches goes without saying, but are you challenging yourself to find creative ways to provide high value to chapter members? As creative as you are, bouncing ideas around a group of a dozen others can’t help but make you more innovative. Be sure to listen to the ideas others are sharing with you, and encourage everyone involved to open up and suggest areas for improvement.

Inclusive – The term “inclusivity” is overused these days, but the core

concept is pure Leadership 101. Encourage as many people in your group as possible to contribute, even if they wouldn’t normally have a voice in the discussion. If, for example, you’re putting together a membership drive and the only people you’re talking to about it are other long-term veterans of the ASHI chapter, you’re really only working from one perspective. Poll the younger and newer people in the chapter, however, and you might get a very recent member’s input on what moved her to join when she did. That’s a fresh perspective that a table full of veterans might not have had otherwise.

Intentional – When you took leadership of your chapter, there was a system in place that had been used by your predecessor. You probably want to intentionally question the status quo and come up with new initiatives to propose to the board. Look at what is working well, what could work better and what isn’t working. Look back on the data to evaluate how to move forward and grow their chapter. In practice, a good leader finds the things that need to change and then changes them the way he or she wants, rather than having change unexpectedly forced on him or her.

Inspiring – To be inspiring as an ASHI chapter leader is to be fully

on board with the vision of the national organization, to take on your leadership role with great enthusiasm, to empower many others to be part of the vision, to raise the level of professionalism, to make the meetings fun and to make others want to be part of the chapter.

Moving Forward to Avoid the Business-As-Usual Blind Spot

THINK ABOUT THE LAST TIME YOU SERIOUSLY REEVALUATED THE WAY YOU RUN YOUR ASHI CHAPTER. DID YOU DO IT PROACTIVELY, WITHOUT NECESSARILY HAVING A PROBLEM TO ADDRESS? PUTTING IT ALL TOGETHER FOR CHAPTER LEADERS

It’s natural for humans to get comfortable and let things stay the same for as long as possible. Even when we subconsciously know we need to change, we’re usually not in a hurry to do it unless the scenery is collapsing around us. You don’t have to get caught in the businessas-usual bear trap. By paying attention, finding processes that could use a change and then demonstrating real leadership, you can take initiative to break the business-as-usual blind spot by the way you run your chapter.

It’s important to run your chapter in the way you think will best serve the membership. If you have a business-as-usual method for recruiting, organizing events or scheduling conference calls, by all means, keep it if it still works. Remember, though, that we don’t know what we don’t know. And sometimes, the things we do know actually are not so.

To avoid the business-as-usual blind spot, the president should want to work as a team leader and gain as many unique perspectives as possible.

By applying the five “I”s of leadership to the way you run your chapter, you can keep yourself and the chapter membership moving forward.

Kevin McCarthy recently earned the Certified Speaking Professional (CSP) designation from the National Speakers Association (NSA). The CSP designation is conferred by NSA on accomplished professional speakers who must document a proven track record of speaking experience and expertise, as well as a commitment to ongoing education, outstanding client service and ethical behavior.

Kevin is the Immediate Past-President of the NSA Oregon chapter and has served on the chapter’s board since 2014. He is the marketing chair for the NSA national chapter leadership committee, which educates and mentors NSA’s chapter presidents. In addition, he is a former owner of a large Century 21 real estate franchise based in the metropolitan Phoenix, AZ, area.

Visit Kevin’s website at https://KevinMcCarthy.com.

33July 2018

• www.ASHIReporter.org

33

Q&A with James Thomas, ASHI Executive Director

MEET ASHI’S NEW...

“It’s an honor to be at ASHI and to be working with this organization that has been strong for 42 years.”

“I am excited to be involved with helping ASHI members and the industry keep moving forward.”

34

JAMES THOMAS

ASHI Reporter • July 2018

Q&A with James Thomas, ASHI Executive Director

IN APRIL, ASHI WELCOMED A NEW EXECUTIVE DIRECTOR. WE THOUGHT YOU’D ALL LIKE TO GET TO KNOW HIM A LITTLE BETTER. What are your goals as executive director?

My overall goal is to continue to serve members in all possible ways, including by providing educational opportunities that can advance their careers and by promoting legislation that’s favorable for the home inspection industry.

You’ve just gotten your feet wet, but what have you found most interesting or inspiring about your work with ASHI? One thing that’s immediately inspired me is the sincerity of those on the ASHI Board of Directors. It’s clear how hard they work for the good of this organization and to properly serve the members. Also, home inspectors are the backbone of the small business communities in which they live, and this has been the case for many years. They sponsor local kids’ sports teams, they help out at schools and they just generally improve our communities by doing their jobs and serving their clients well. I look forward to helping home inspectors make an even greater impact on our communities. By learning about their dedication to their work, I’m helping to discover innovative ways that we can grow as a professional society and make an impact in the communities we serve.

What attracted you to ASHI? When my wife and I were purchasing our first home, I noticed that the home inspector was the one person who was completely looking out for my interests. The inspector was professional, an educator, a person who wanted us to purchase the home with the full understanding of its strengths and its flaws. This continues to be my experience with the home inspectors I meet— home inspectors play a key role helping people fulfill the dream of homeownership. They are a guide on what can be a difficult road—and I feel fortunate to now align myself with this great group of people.

When others learn that you work for ASHI and home inspectors, what do they say?

It’s been a pleasure to educate everyone I know about ASHI. Most people I know from “outside of the industry” are consumers of home inspections and when they hear I’m working for ASHI, they always mention how appreciative they are of the home inspectors they’ve met and worked with over the years.

To be specific, home inspectors take an anxiety-inducing situation (buying a new home) and turn it into an opportunity to teach and counsel their clients. Their practical and educational approach highlights the importance of this industry, and how ASHI can position itself as a group of professionals who help guide people through an important life decision.

What might an ASHI member be surprised to learn about you? What activities do you enjoy outside of your work?

ASHI members might be surprised to find out how obsessed I am with sports. I am a huge fan of all sports–I play, I watch, I coach.

I also love to learn. You can find me reading and doing online courses in my free time. I love to read books about business and leadership, and I enjoy reading historical biographies. I even like to spend time doing tutorials on Lynda.com to learn how to use technology I’m unfamiliar with, and I like reading blog posts on LinkedIn that focus on how to inspire teams. I guess you could say I’m on a journey of improvement.

Of course, my wife and three children (all aged 8 years and younger) also keep me busy. Plus, I spend time serving my church community and I serve on the board of my children’s school. One of my assignments on that board is with the governance committee and I find that area fascinating.

2018 ASHI STAFF

Talk about the ASHI team.

I’ve been overjoyed at the welcome from the staff at ASHI HQ. Every day, the ASHI team is dedicated to members’ success and to bringing new members into the society. This team cares deeply about the home inspection community and they are passionate about helping home inspectors succeed.

Do you have a favorite quote or a personal mantra that keeps you going?

In 8th grade, I read the book “To Kill a Mockingbird” and I have never forgotten how Atticus said, “…if you can learn a simple trick, Scout, you’ll get along a lot better with all kinds of folks.

You never really understand a person until you consider things from his point of view […] until you climb into his skin and walk around in it.” I’ve tried to live my life with that perspective—to see others’ perspectives and to be respectful of those perspectives. This quote also inspires me to make more connections with others so that I can try to gain my own new perspectives.

In addition, I try hard to not say (to myself or to others), “I’m too busy for that.” I try to say, instead, “That’s not a priority for me right now.” In other words, I hold myself responsible for the decisions I make and about how I spend my time so that I am being honest with myself. For example, if I say, “I don’t have time to exercise,” then I might actually be acknowledging that my overall health is not an important priority at that time. Making this shift in my thinking and rationalizing what I do or don’t do (or have time for) keeps me accountable for my life choices.

Thank you for this opportunity to share a little about myself. I look forward to getting to know ASHI members and for you to get to know me as well.

Interview by Carol Dikelsky

July 2018 • www.ASHIReporter.org

35

Hello, ASHI Members!

Recently, an avid reader of the Reporter asked us these questions: WHAT ARE THE DEMOGRAPHICS OF ASHI’S MEMBERSHIP? WHERE ARE ASHI MEMBERS LOCATED? HOW MANY ARE CLOSE TO ME?

8,322

3,537

ASHI Certified Inspectors (ACIs)

51 Affiliates

MEMBERS AS OF MID-MAY 2018 24%

26%

1977

4,388 224 ASHI Inspectors

CANADA 2%

WEST

180

MIDWEST

2211

Ohio has the highest number of ASHI Associate members, with 329 ASHI Associate members.

18%

NORTH

1536

Pennsylvania is the U.S. state with the highest number of ACIs, 308 ASHI Certified Inspectors.

Pennsylvania also has the highest number of INSPECTOR ASHI Inspectors, with 43 ASHI Inspector members.

30%

SOUTH

2503 MEMBERSHIP BREAKDOWN BY STATE AK 41 AL 196 AR 49 AZ 214 CA 569 CO 392 CT 95 DC 12

36

DE 45 FL 425 GA 489 HI 65 IA 84 ID 59 IL 307 IN 162

ASHI Reporter • July 2018

KS 108 KY 35 LA 25 MA 132 MD 256 ME 46 MI 230 MN 199

MO 376 MS 32 MT 73 NC 85 ND 12 NE 83 NH 72 NJ 229

NM 61 NV 24 NY 252 OH 539 OK 24 OR 87 PA 642 RI 19

SC 102 SD 7 TN 153 TX 118 UT 50 VA 431 VT 49 WA 224

122 ASHI Retired Members

WI 104 WV 26 WY 12 Canada 180 Affiliates 51

THANK YOU FOR ASKING THESE GREAT QUESTIONS. WE ARE HAPPY TO TELL YOU ABOUT ASHI MEMBERS! KEEP THOSE MEMBERSHIP QUESTIONS COMING IN, YOU CAN EMAIL ME AT JENG@ASHI.ORG

ASHI Associates

PAST INSPECTIONWORLD LOCATIONS

2007 Disneyland Hotel Anaheim, CA 2008 Hilton Riverside New Orleans, LA 2009 Contemporary Hotel Orlando, FL 2010 Bally’s Las Vegas, NV 2011 Hilton Atlanta, GA 2012 Biltmore Resort Phoenix, AZ 2013 Bally’s Las Vegas, NV 2014 Renaissance Nashville, TN 2015 Marriot Downtown Philadelphia, PA 2016 Town & Country Resort San Diego, CA 2017 Bally’s Las Vegas, NV 2018 Caribe Royale Orlando, FL

A DETAIL CAN MAKE ALL THE DIFFERENCE...

Become a Background Verified Inspector® today!

ASHI is pleased to announce the launch of the Background Verified Inspector®(BVI) program. Our program will allow current ASHI Members to voluntarily undergo a criminal background check using Sterling Talent Solutions.

SOME BENEFITS OF BECOMING A BACKGROUND VERIFIED INSPECTOR® (BVI): • Give your clients a peace of mind when booking an inspection • Receive a BVI digital badge for your website and email signature • Set yourself apart from the competition For more information and to sign up please contact us at membership@ashi.org

APPLY TODAY!

FREE ASHI Member access to past IW sessions.

1. Go to www.ASHI.org 2. Under Education & Training 3. Click on:

ASHI ONLINE LEARNING CENTER

CURRENT ASHI MEMBERSHIP ASHI Certified Inspectors: 3,541 Inspectors: 229 Associates: 4,319 Retired Members: 124 Affiliates: 51 Total: 8,264 Members as of 6/7/2018

ASHI MEMBERSHIP BENEFIT PROGRAMS ASHI-ENDORSED PROGRAMS ASHI’s E&O Insurance Program: Target Professional Programs www.targetproins.com 860-899-1862 ASHI Personal Lines Insurance Program: Liberty Mutual www.libertymutual.com/ashi ASHI’s Protecting Home Inspectors From Meritless Claims Program: Joe Ferry – The Home Inspector Lawyer 855-MERITLESS (637-4853) contact@joeferry.com www.joeferry.com/ashi ASHI Service Program BuildFax Tricia Julian, 877-600-BFAX x161 TJulian@BuildFax.com www.buildfax.com http://go.buildfax.com/ASHI ASHI Customer Appreciation Program: Moverthankyou.com Brent Skidmore, 864-386-2763 www.moverthankyou.com Brent@POWRsoft.com HomeAdvisor.com Brett Symes, 913-529-2683 www.homeadvisor.com ashi@homeadvisor.com LegalShield Joan Buckner, 505-821-3971 buckner.legalshieldassociate.com buckner@legalshieldassociate.com InspectionContracts.com Dave Goldstein, 800-882-6242 www.inspectioncontracts.com david@inspectoreducation.com

38

ASHI Reporter • July 2018

OneSource Solutions 877-274-8632 www.osconnects.com/ashi/ Porch.com Eliab Sisay, 206-218-3920 www.porch.com Eliab@porch.com ASHI Rebate Program Quill.com Dana Fishman, 800-634-0320 x1417 www.quill.com/ashi dana.fishman@quill.com ASHI-ENDORSED EXAMS ASHI Standard and Ethics Education Module Go to www.homeinspector.org, click on Education, then click on the link for the ASHI Online Learning Center.

NHIE Exam: 847-298-7750 www.homeinspectionexam.org ASHI-ENDORSED TRAINING PROGRAMS ASHI@Home Training System 800-268-7070 education@carsondunlop.com The ASHI School Michele Cohen, 888-884-0440 MicheleC@theashischool.com www.TheASHISchool.com PLATINUM PROVIDER Millionaire Inspector Community Mike Crow www.mikecrow.com dreamtime@mikecrow.com Mention that you are an ASHI member.

Ju Anni ly versa ries

Forty Years

Ten Years

Hank Tarkin

James Conk Stephen M. Duffee David Graves

Thirty-five Years Greg Marell

Twenty-five Years Willis Buehrle Richard Contonio Brian Crewe Michael Del Greco Randy Foege David I. Goldberg James Hollifield Kenneth Salvo Stanley W. Sawa

Twenty Years Jeff Barnes Gary A. Boesker Jim Ellis Scott Feeser Robert McFarland

Fifteen Years Luis Alcaraz Vincent D. Black Tim Connors Chris Datka David (Nabil) Haddad Ken R. Harrington Andrew Lee Randy Pierson Tim Reilly Nori Shirvanian Randy Sipe

Five Years James Arnest, II Brian K.Brucker Todd Caisse Douglas R. Cook Paul Cummins Leonard Curto Gary B. Drake Frank Dugger David T. Fields Stephen M. Gaspar Charles J. Graf Steven W. Howland Chris Jackson Thomas Miller Norman Tyler

COMPENSATION FOR CULTIVATION

BY BOLSTERING OUR ASHI MEMBERSHIP, YOU WILL EARN

$50

IN GIFT CARDS WITH EACH NEW MEMBER

EASY. EDUCATION. EXCELLENT. ACCESS ONLINE 24/7 EARN ASHI CEs and STATE–APPROVED CEs Includes new recordings from IW 2018. www.HomeInspector.org/OnlineEducation

TO REFER A MEMBER:; Download the Membership Application form, have the new member fill it out (including his/her member number in the referral field).

SCAN AND EMAIL IT TO:

MEMBERSHIP@ASHI.ORG OR FAX TO 847-759-1620.

Questions?

Contact Jen Gallegos, jeng@ashi.org.

39July 2018

• www.ASHIReporter.org

39

Postcards from the Field

NEW POSTCARDS EMAIL!! Please send your name, city, state, photos, headings & captions to: postcards@ashi.org Note: By sending in your postcard(s), you are expressly granting ASHI the right to use the postcard and your name with it in the ASHI REPORTER and in other publications ASHI may select.

Found the missing piece!

Control top recommended.

Ted Clack Switchback Home Inspections, LLC Bozeman, MT

Andrew Warde Elite Home Inspection Services Columbia, MD

Good start on a green roof.

Hanging on by a shim...

Yanir Pesoke Clearview Home Inspection Stamford, CT

Can you guess where this is from?...

James Brock Boston Home Inspectors, Inc. Boston, MA

...Beautiful California!

John Gamache Capstone Home Inspection Service Escondido, CA

40

ASHI Reporter • July 2018

John Gamache Capstone Home Inspection Service Escondido, CA

American Home Warranty Company

FOR THE HOME INSPECTOR! A Highly Ef fective Advertising and Promotional Tool ENHANCE YOUR SERVICES: • Affordable addition to your inspection services • Differentiate yourself from other inspectors • Unique "gap" coverage for 90 days after inspection • As low at $11.95 per limited e-Warranty

1-800-404-5479

Sign up today for FREE at www.ahomewarranty.com July 2018 • www.ASHIReporter.org

41

Postcards from the Field Common sense is not so common.

Matthew Steger WIN Home Inspection Lancaster, PA

Shock Therapy

NEW POSTCARDS EMAIL!! Please send your name, city, state, photos, headings & captions to: postcards@ashi.org Note: By sending in your postcard(s), you are expressly granting ASHI the right to use the postcard and your name with it in the ASHI REPORTER and in other publications ASHI may select.

Redneck Laundromat

Kyle Rodgers A+ Home Inspection Siloam Springs, AR

Cleans every nook and cranny.

Jason Gingery View Point Inspections Santa Cruz, CA

Joshua Daggs Fire & Ice Contractors, LLC Colorado Springs, CO

The Short Alarm 42

ASHI Reporter • July 2018

Patrick M. Lyons The Buyer’s inspector, LLC Ann Arbor, MI

Hide-and-Seek

Craig Tillman Tillman Inspections, LLC Wynnewood, PA

July 2018 • www.ASHIReporter.org

43

ON MY MIND

THE MOST FREQUENTLY ASKED QUESTION

By ASHI President, Tim Buell

CE units and many industry association credits by attending IW. You’ll also get training in ancillary services, take home new ideas and gain knowledge to grow a successful business.

NHIE Manual and Study Guide: All new paid members receive the

National Home Inspection Examination (NHIE) Manual and Study Guide to help you pass the exam.

A

s I travel around the country visiting chapters, answering phone calls and emails, the most frequently asked question I get is “What are the benefits of an ASHI membership?”

The best part of being an ASHI member, regardless of whether you’re at the Associate, Inspector or ACI level, is all the benefits you receive. And do we have lots of them! Ready for a review? Here we go…

Find a Home Inspector: This is our No. 1 benefit to expand your

business. This online listing allows buyers, sellers and real estate agents to find you to schedule an inspection. Make sure to keep your profile information current.

ASHI Reporter and Other News Resources: Our award-winning

monthly print magazine is chock full of information you need for your business. It’s also available online at http://www.ashireporter.org/.

Also, ASHI gives you the “First Thing & Another Thing” monthly email, online discussion forums and third-party newsletters.

ASHI Online Learning Center (AOLC): This site contains more than

125 educational modules on a wide variety of topics. InspectionWorld® presentations are recorded and then housed on this site. View a twohour module and receive a certificate of completion of two continuing education (CE) units. This is a great way to earn ASHI CE units and state-approved CE units. Access is free to ASHI members and the site is easy to use. It also contains the online version of the ASHI Standard of Practice/Code of Ethics examination. Members can access the site through the ASHI website or directly at http://www.softconference. com/ashi/default.asp.

InspectionWorld®: IW is ASHI’s annual meeting, and the largest

educational conference and expo of the year for professional home inspectors. In 2019, IW will be held in San Diego. The four-day event will feature more than 45 expertly led educational sessions, popular networking events, and an exhibit hall full of vendors showcasing the latest in tools and technology. You can earn 20 ASHI CE units, state 44

ASHI Reporter • July 2018

ASHI @ Home: A training curriculum provided by Carson Dunlop, this

program offers 10 courses in each of the basic inspection areas. Each course may be taken separately and provides up to 35 to 80 hours of training. The entire curriculum provides a total of 540 hours of training.

ASHI Logo Use: ASHI members at every level of membership have access to the ASHI logo for promotional and marketing materials.

Representation on Capitol Hill: ASHI partners with our lobbyist to ensure that the voice of the home inspection profession is heard in Washington, D.C. Free Logo Design: Members can create a free logo for their business at www.ashi.org/FreeLogoDesign.

Additional Opportunities Offered by ASHI:

ASHI has developed partnerships that allow ASHI members to receive a wide variety of discounts, including the following:

• insurance options (for example, supplemental health insurance, dental and vision plans, prescription drug cards, auto, life and home) • travel benefits (for example, rental cars, cruises, Orlando employee vacations, hotels)

• business benefits (for example, office supplies; E&O and general liability insurance; Apple, Dell and Lenovo computers; Sprint; UPS; Office Depot; Jiffylube, tires and auto; legal; credit card; and marketing services)

Affiliates: We work with nearly 50 affiliate companies that do business

with home inspectors and more join us all the time. Our affiliates include Radalink, EMSL, DARTdrones, AccuStar Labs, InspectorPRO Insurance, RTCA, Inspector Services Group, Live Pure, Kaplan, Moldlab, PRISM, Target Professional Programs, Allen, OREP, EliteMGA, Liberty Mutual and many others.

Software: Members benefit from ASHI’s connections with software providers such as HomeGauge, Report-Authority, Inspection Support

(Continued on Page 46)

READY TO MAKE THE LEAP?

As a home inspector, you'll reach several milestones throughout your career. One of those milestones is making the leap to engage the help of an integrated customer service and call handling solutions business.

For some of the most successful inspection businesses in our industry today, making the decision to work with ACC was the first step toward truly accelerating their business growth. But don't take our word for it.

Here are just a few of the inspectors who chose to ACCelerate their growth with the help of ACC.

Visit us on the Web at: AmericasCallCenter.com/ashibusyseason 45July • www.ASHIReporter.org Or2018call us at 888.462.6153 45

(Continued from Page 44)

YOU CAN FIND A LIST OF ALL OF YOUR BENEFITS WHEN YOU LOG IN HERE:

Network, 3D Inspection System, Home Inspector Pro, ReportHost, Palm-Tech and Horizon.

Business and Marketing: Members also benefit from our connections

with GEM Marketing, Porch, Mr. Fix-It, Liftmaster, Vanguard Emergency Management, HomeBinder.com, Guardian Financial, Legal Shield, Secure24, America’s Call Center and Monroe Infrared.

ASHI cares about you. That’s why we’re constantly improving and adding to our membership perks and offerings. And when you talk, we listen. To see all the benefits available to you, log on to the ASHI website at http://www.homeinspector.org/members-only/member-benefits.

If you have questions regarding online learning or IW®, contact Michele George, Director of Education, Events and Chapter Relations, at 847-954-3188 or email micheleg@ashi.org. For more general questions, contact Dave Kogan, Director of Marketing and Business Development, at 847-954-3187 or email davek@ashi.org.

For membership information, contact Jennifer Gellagos, Manager of Membership Services, at 847-954-3188 or email jeng@ashi.org.

HTTP://WWW.HOMEINSPECTOR.ORG/ MEMBERS-ONLY/MEMBER-BENEFITS “Be more concerned with your character than your reputation, because your character is what you really are, while your reputation is merely what others think you are.” – John Wooden* * Nicknamed the Wizard of Westwood, UCLA coach John Wooden led basketball teams that won 10 NCAA championships over a 12-year period (1964-1975), including a record seven titles in a row.

Coverage Features PROFESSIONAL LIABILITY HIGHLIGHTS: PII Pro Plus and PII Pro offer two tiers of coverage.

Automatic coverage includes lead paint, termites, radon testing, mold defense and coverage for real estate referring parties.

Experienced claims counsel driving better outcomes.

Policy limit option from $100k to $3m.

GENERAL LIABILITY HIGHLIGHTS: Stand alone or shared limit option.

Premiums starting at $320.

866.268.1327 | Scott Burns www.PropertyInspectorInsurance.com

46

ASHI Reporter • July 2018

48

ASHI Reporter • July 2018