November 2016 Reporter by ASHI

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Inspection News & Views from the American Society of Home Inspectors, Inc.

Inspecting Your pre-inspection agreement

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6 B eing Frank: In Person and Online—ASHI’s Growing 9 What Should We Be Saying About Open-loop Hot Water Heating Systems? Basic Marketing Concepts Part 2

13 16 Insider Tips: 14 Great Ways to Boost Your Business 22

During and After Inspections ASHI@HOME Training System—When You Need to Know! On My Mind: ASHI’s New and Seasoned Members Remind Us All of Whom We Should Strive to Be

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

A SH I M ission S tatement 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.

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

Officers Randy Sipe, President Spring Hill, KS, 913-856-4515 randy@familyhomeinspections.com

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

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

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

Robert Walstead, Vice President Sun City Arizona, 623-695-4789 rwalstead@aol.com

Alden Gibson, Immediate Past-President Breslau, ON, 519-648-3963 alden@inspectgib.com

Directors Bruce Barker 2015-2017 Cary, NC, 919-322-4491 bruce@dreamhomeconsultants.com

Donald Lovering 2015-2016 Auburndale, MA, 617-928-1942 lovering@earthlink.net

Shannon E. Cory 2015-2017 Fayetteville, GA, 770-461-3408 Shannon@rainbowhomeinspections.com

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

Ken Harrington 2015-2017 Delaware, OH, 614-507-1061 inspectorken@rrohio.com Richard Hart 2016-2018 Conyers, GA, 770-827-2200 ashi1@comcast.net David Haught 2016-2018 Huntington, WV, 304-417-1247 inspector@wvchi.com Keven Kossler 2015-2017 Huntersville, NC, 704-875-3200 Team@CastleCheck.com Bruce Labell 2015-2017 Scottsdale, AZ, 602-765-2140 inspect@cox.net

Tony Smith 2015-2017 Cedar Rapids, IA, 319-533-4565 inspecthathouse@netscape.net Mike Wagner 2014-2016 Westfield, IN, 317-867-7688 mwagner@ralis.com John Wessling 2016-2018 St. Louis, MO, 314-520-1103 john@wesslinginspections.com Kevin Westendorf 2014-2016 Mt. Pleasant, SC, 843-881-7842 kevinw@lowcountryhome inspection.com

Speaker, Council of Representatives: James Funkhouser 2015-2016 Mark Londner 2014-2016 Manassas Park, VA, 703-791-2360 Purcellville, VA, 540-668-6339 jfunkhousr@aol.com mark@LBIhome.com Publisher: Frank Lesh Editor: Carol Dikelsky Art Director: Arlene Zapata, Jr. Designer: Kate Laurent American Society of Home Inspectors, Inc. 932 Lee Street, Suite 101 Des Plaines, IL 60016

847-954-3186 Reporter calls only 847-299-2505 (fax) Reporter only E-mail: frankl@ashi.org Advertising: Dave Kogan Phone: 847-954-3187, E-mail: 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© 2016, 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.

ASHI Reporter • November 2016

Frank Lesh, Executive Director, 847-954-3182, frankl@ashi.org Jen Gallegos, Executive Assistant, 847-954-3177 jeng@ashi.org Education, CE Approval, ASHI Online Learning Center, InspectionWorld

Michele George, Director of Education & Events, 847-954-3188 micheleg@ashi.org Membership, Chapter Relations, Booth Rental, Product Orders

Russell Daniels, Assistant Executive Director, Director Membership & Chapter Relations, 847-954-3185, russelld@ashi.org Janet George, Membership Services Supervisor, 847-954-3180 janetg@ashi.org Michael Krauszowski, Membership Administrator, 847-954-3175 Michaelk@ashi.org Mark Lester, Membership Services Coordinator, 847-954-3176 markl@ashi.org Accounting

Toni Fanizza, Accounting & Human Resources Manager 847-954-3190, tonif@ashi.org Beverly Canham, Financial Assistant, 847-954-3184 beverlyc@ashi.org Website, Information Systems, Database

Mike Rostescu, Director IT & Internet Communications 847-954-3189, miker@ashi.org Advertising, Marketing, IW Expo Hall, Public Relations

Dave Kogan, Manager of Marketing & Business Development 847-954-3187, davek@ashi.org Graphics, Publications, Member Logo Design

Arlene Zapata, Graphic Design Manager & “ASHI Reporter” Managing Editor, 847-954-3186, arlenez@ashi.org Kate Laurent, Junior Graphic Designer & Administrative Assistant 847-954-3179, Katel@ashi.org The ASHI School

Bonnie Bruno, Manager, 888-884-0440 or 847-954-3178 bonnie@theashischool.com Steve Reilly, Senior Sales Representative, 888-884-0440 or 847-954-3181, steve@theashischool.com Kimberly McGraw, Administrative Assistant & Sales Representative 847-954-3198, kim@theashischool.com

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From ASHI’s Executive Director

In Person and Online—ASHI’s Growing! T

his year, I traveled from the Pacific Northwest to the Deep South, from Sunny California to the Chesapeake Bay, and many, many points in between. Ironically, at each stop, I’ve talked to ASHI chapter members about how to use modern technology to communicate over long distances without even leaving the comfort of your favorite desk or chair.

Our IT Director, Mike Rostescu, has been working hard to create “how-to” videos with ASHI staff members from our graphics, marketing, membership and education departments. All ASHI members can view these videos—simply go to www.ashi.org, click on the “Members Only” tab and in the drop-down menu, you’ll see “How-to Videos.” Are you curious about what we show you how to do? • Arlene Zapata shows you how to order your own logo at no cost. • Dave Kogan discusses ASHI’s Facebook page. • Russell Daniels demonstrates how members can update their profile and change their contact information. • Michele George shows you how to use the Online Learning Center for continuing education credits. As we add more of these kinds of informative videos, you’ll see the value of your ASHI membership increase more than ever before.

One thing I noticed during my visits to ASHI chapters was that, even after I demonstrated the ease at which members can access information online, they still like the face-to-face, in-person meetings they get when they attend chapter events. I agree with them wholeheartedly about seminars. There is nothing better than a live presentation with a give-and-take format. One obvious advantage is the ability to ask a question about something you don’t understand or request that a presenter repeat something and then get that answer or response in real time.

But we all know that it’s not always practical to attend seminars in person. We’re all busy with our families and other important things in our lives. ASHI is aware of the time constraints that modern life imposes on us, and that’s why we’ve developed a lot of online information and education that’s available 24/7. You wouldn’t know this unless you’ve been to the ASHI headquarters, but I’ve had a copy of the front cover of the ASHI Reporter hanging on my office wall for the past three years. The headline reads “ASHI Membership Reaches 6,000.” I’m proud to announce, with our most recent new member—Matt Williams, Equity Preservation Services, of North Huntingdon, PA—ASHI membeship now exceeds 8,000! The explosive growth we’ve had in the past couple years is exciting. One of my goals this time last year was to reach 7,000 members. We achieved that in July. And then blew past that milestone a few months later. So, I’d like all of us to welcome our newest member, Matt, into the ASHI family. The question is, who will be the 10,000th new ASHI member?

Frank Lesh, Executive Director American Society of Home Inspectors Direct: 847-954-3182 Frankl@ashi.org • www.ashi.org

ASHI Reporter • November 2016

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HOME INSPECTOR

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HOME INSPECTOR

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P PERFECTION HOME INSPEC TORS Aubry Marcus Have you ordered from the ASHI Marketplace* before? It has moved to this link: www.ASHIPrintOnDemand.com with exciting new features and products! Brand Your Chapter

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ASHI is an organization of independent, professional home inspectors who are required to make a commitment from the day they join to conduct inspections in accordance with ASHI Standards of Practice and Code of Ethics, which prohibits engaging in conflict-of-interest activities that might compromise their objectivity. Associates work their way to ASHI Certified Inspector (ACI) status as they meet rigorous requirements, including passing a comprehensive, written technical exam and performing a minimum of 250 professional, fee-paid home inspections conducted in accrodance with the ASHI Standard of Practice and Code of Ethics. Mandatory continuing education helps the membership stay current with the latest in technology, materials and professional skills.

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Ready, Set, Go…to IW!

EVERYONE’S A WINNER! Las Vegas January 22-25

InspectionWorldTM will be held at Bally’s Resort in Las Vegas. Get ready for an invigorating experience at ASHI’s annual education conference and expo. You’ll go home recharged and motivated to begin the new year! Get on the app! Check out the events schedule, activities and sessions, and create your own schedule for each day. This useful tool will be available to registrants prior to IW for downloading on a mobile device. Make it your own—plan out and create your IW schedule on the app.

Plan now to attend IW. Get all the details and register on www.inspectionworld.com. • Take in a pre- or post-conference course for additional training. • Don’t miss the Annual Luncheon and Awards Presentation beginning at noon on Sunday, January 22. Gather with friends for a good meal and listen to the keynote speaker, Cheryl Walker from the U.S. Department of Housing and Urban Development, who will describe current programs involving home inspector participation. • Get into the action at the Opening Night Reception on Sunday. Doors open at 3:00 pm. Meet up with old friends and make new contacts. Wine and dine while visiting the vendors and enjoying the entertainment. • Special event at 7:30 am Monday morning: Learn how to get your name out to the public through media coverage and social media sharing. • The agenda includes 45 sessions on Monday, Tuesday and Wednesday. Plan ahead and choose which session to attend at each of the three scheduled daily class times. Earn 20 ASHI continuing education (CE) units, as well as CE credits for several industry organizations and many states. • Lunch ’N Learns: Learn about products offered by our vendors. Sessions will be held in classrooms on Monday and Tuesday, 11:30 am-12:30 pm. • InspectPAC Reception: Enjoy a cocktail reception beginning at 7:00 pm. InspectPAC puts the “fun” in fundraiser. Contribute with others who believe in a strong home inspection profession. • Gala Reception/Dinner/Dance: Enjoy a special evening with a delicious meal and good times as you party to the music of a fabulous Las Vegas band. • On Wednesday at lunchtime, Mike Crow will present “Seven Surprisingly Simple Ways to Get More Business Now.” • Tours for spouses will set out for some unique adventures. Tour Las Vegas, visit the Red Rock Canyon or Hoover Dam. Everyone’s welcome. Don’t forget your camera. • Daily prizes! Check out the daily schedule of prize drawings. Here’s your chance to win in Las Vegas! Contact Michele George at 847-954-3188 or email micheleg@ashi.org for assistance.

ASHI Reporter • November 2016

What Should We Be Saying About Open-loop Hot Water Heating Systems?

What Should We Be Saying About Open-loop Hot Water Heating Systems? By Dylan Chalk, Dylan@orcainspection.com, 206-713-5715

o you ever get those anxiety dreams at night? The ones where the train is coming for you and the lights are bearing down, but you can’t get off the tracks because your muscles respond like molasses? That is how I feel every time I look at an open-loop hot water heating system. As a refresher, an open-loop heating system is a water-based heating system in which the same hot water that heats the building can also be run for domestic supply—for showers and sinks. Before we wade into the murky gray area of what we should be saying about these systems and why, let’s go over how to identify an open-loop system and then look into some history of how we got to where we are today. Tricks for Identification Distinguishing open-loop systems from closed-loop systems can be complicated. One of the most basic characteristics of hot water heating systems is whether there are two water heaters or one. A building with two water heaters likely has one dedicated solely to heating, and thus it is a closed-loop boiler heating system. If the building has only one hot water heater for both heating and domestic supply, you need to look more closely. If you see a mixing valve, you are probably looking at an open-loop system. The mixing valve is where the hot water for heating is mixed with cold water to set the temperature of the domestic hot water supply. In this configuration, the water heater can be set to heat to 140 degrees Fahrenheit or

more for radiators and then tamped down with the mixing valve to 120 degrees Fahrenheit for domestic use.

Other distinguishing characteristics to look for are these flat, pan-shaped heat exchangers. If you see one of these, you are likely looking at a closed-loop system. This is because this heat exchanger separates the domestic water from the heating water. You could see both a mixing valve and a heat exchanger—in this case, you would likely be looking at a closed-loop system.

Finally, look at the water heater itself. Some water heaters separate the two types of water inside the heater. These types of water

heaters typically have a “heating inlet” and a “heating outlet,” as well as inlets and outlets for domestic supply—so you will see at least four pipes connected to the water heater. These types of systems are generally closed-loop.

Armed with a few basic techniques for identifying an open-loop heating system, let’s look at some history to understand why these systems are being installed now and how they differ from traditional closed-loop boilers. A Little History I grew up in a house in New England that had a traditional closed-loop boiler system with galvanized steel pipes and cast iron radiators. The system was state-of-the-art when it was designed and installed at the turn of the century and, somewhat amazingly, it was still working well more than 80 years later when I was living in the house. In theory, with this old closed-loop boiler, if it had never leaked over the years, I would have been able to open up the distribution piping system and watch water come 9November 2016

• www.ASHIReporter.org

What Should We Be Saying About Open-loop Hot Water Heating Systems?

out of the pipes that was put in when President Theodore Roosevelt was in office…antique water. The noteworthy attribute of this antique water is how much less corrosive it is than the same system in which new water is constantly being introduced. The fresh water of an open-loop system delivers a constant supply of new, oxygen-rich water and is therefore more corrosive than its closedloop cousin. Where I live and work now, in the Seattle area, I sometimes see 100-yearold galvanized steel boiler piping systems that are still in service in a closed-loop heating system, and yet the same steel pipe that was used for the domestic water supply has long ago failed and been replaced. That is the difference in the corrosive power between closed-loop and open-loop systems. So if closed-loop systems work so well, why did we go away from closed-loop systems? I don’t know what types of heating systems are used in your part of the country, but out here in the Pacific Northwest, these hydronic hot water heating systems with the Turbonic-type radiators just exploded into our houses starting in the 1990s (http:// www.turbonicsinc.com/). The flood of these heating systems rode in on the tide of new townhome construction that swept into many of our neighborhoods during this era, and the reason these systems got installed is simple: They are cheap.

As these systems became more prevalent, I found myself increasingly alarmed and confused by the lack of standards for installation. Each of these systems seemed to present a new, confounding array of pipes, tubes, manifolds, heat exchangers, timers, relays, mixing valves, solenoids, thermostats and water heaters. Occasionally, I run into one of these systems that looks so chaotic that I am reminded of a rugby scrum of octopi. Even if an inspector lacked all technical knowledge about hydronic heating, some of these systems simply look unreliable.

The fallout seems to be happening slowly. Every few months, a new recall or class action lawsuit bubbles to my attention. This started with the now-infamous Kitec and the IPEX system (http://www.kitecsettlement.com/faq.cfm), and followed in no particular order by Zurn and Q-PEX fittings (https://topclassactions.com/ lawsuit-settlements/open-lawsuit-settlements/3643-zurn-pex-pipe-fittings-classaction-lawsuit-settlement/), UltraPEX (http://ultrapexclassaction.com/) and Uponor (http://www.classaction.org/uponor-pex-problems). You can go online and find posts and blogs where professionals and laymen alike lambast open-loop systems as disasters waiting to happen, and yet these systems are still so widely installed that they could accurately be described as “industry standard.”

The odds of this jumble of pipes and wires actually working? I recall that my Magic 8 Ball had one triangle that read, “Outlook not so good.”

Adding to the confusion about these hydronic heating systems is this matter of open-loop versus closed-loop and the potentially corrosive effects of configuring these as open-loop systems, not to mention the greater risk from Legionella forming in the pipes of open-loop systems.

This image shows a Kitec brand tubing system.

So, in light of all this history and knowledge we carry around, what should we be saying to our clients about open-loop heating systems? Obviously, if you are looking at a tubing system that has been involved in a class action lawsuit and you are aware of this, the reporting gets a little easier. But what if there are no recalls or lawsuits that you are aware of? This is when I feel the heat from that spotlight on that train burning the nape of my neck, and I start thinking about the home inspectors in the early 1990s who were inspecting new-construction homes with LP siding. Although we are technically not bound by the ASHI Standard of Practice to report on recalled products, I do believe it is our job to 10

ASHI Reporter • November 2016

11November 2016

â&#x20AC;¢ www.ASHIReporter.org

What Should We Be Saying About Open-loop Hot Water Heating Systems?

educate our clients about what systems are contained in the home they are considering buying. Explaining to clients the drawbacks of open-loop heating systems—namely, that they are newer, unproven systems that seem to be having reliability issues due to the corrosive effects of the water, as well as being associated with potential health issues related to having stagnant warm water in the pipes—would seem to be a professional duty.

may vary by region. A logical time to make this conversion is when the water heater reaches the end of its 10- to 12-year service life and replacement of the existing water heater should be on the table anyway. However, with so many variables in how these systems are installed, I find it difficult to say with any accuracy how urgent I always recommend having these such work is and how reliable systems serviced by a professional some of these systems will be even hydronic heating contractor, and I after being converted to a closedrecommend that my clients obtain loop system. opinions and estimates for conI have only glanced over some verting their open-loop system of the technical issues with these to closed-loop for the reasons systems in an effort to have discussed in this article. I have a manageable article that is seen estimates that range from provocative and at least moder$2,200 to $2,800—these prices

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ately enjoyable to read. I hope that I haven’t oversimplified the issues and that I have provided a platform for discussion. I welcome any differing opinions on how other inspectors handle these systems. To get in on the discussion, see my blog (http://getscribeware.com/blog) and the ASHI discussion forum (https:// www.homeinspector.org/). H Dylan Chalk is the author of “The Confident House Hunter”—a book to teach home buyers how to look at and understand houses (Cedar Fort Press, www.dylanchalk.com). He is also the founder of ScribeWare inspection report software, offering innovative and simple reportwriting solutions (www.getscribeware.com), and he is the owner of Seattle-based Orca Inspection Services LLC.

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ASHI Reporter • November 2016

Basic Marketing Concepts

Part 2

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

his month, we continue sharing some basic marketing concepts. If these concepts are new to you, it’s well worth your time to read more about them as they’re essential for any business. And even if you already know about these concepts, you can benefit from reviewing this article because some of the tips we share might apply to any changes you make to your business strategy.

Here’s an introduction to the concepts of unique selling proposition, value proposition and clientcustomer relationships. UNIQUE SELLING PROPOSITION What’s Different About You To successfully build a marketing or sales campaign, you need to identify what is special or different about you and your inspection services. In marketing terminology, this is called your unique selling proposition, or USP. The concept is that if you can think of something unique to your business, you will have an easier time differentiating yourself from the masses. Differentiate Yourself The more distinctive you are, the stronger your message can be. For example, let’s say what makes you special is that you are a building foundation specialist. Maybe you used to work for a company that designed repairs for house foundations. You know more about foundations and foundation problems than anyone in town. This area of expertise makes you stand out. In contrast, if you used to be in the construction business, you won’t stand out as much because many home inspectors used to be licensed builders. This is not to say that being a licensed builder doesn’t give you a powerful competitive advantage, it’s just not quite as distinctive as the first example.

Remember: The more distinctive the message, the stronger the message. VALUE PROPOSITION Market Yourself to Callers Your value proposition is what you offer to a prospect. This is a combination of your USP, your position and the benefits of hiring you. In short, your value proposition is what you tell a prospect who calls and asks, “What will I get if I hire you?” If your answer is, “You’ll get a home inspection,” then you need to do some work on your value proposition.

You need to create a quick, concise statement that explains how the client will benefit from your service and how it is of sufficient value to justify your fee. It helps to have a few tangible items in your value proposition. Why? It becomes much easier to create a sense of value in your client’s mind. Many inspection companies, including Carson Dunlop, leverage their reporting system as a way of creating added value. Your reporting system can have an immediate marketing impact on clients.

If a client calls and asks what they get from Carson Dunlop for their $500 inspection fee, we answer with the following value proposition: •Y ou get a professional engineer who inspects the structure, the roof, the exterior envelope and all of the systems of the home, including electrical, plumbing, heating and air conditioning.

•Y ou receive a clear, concise reporting system filled with sound advice and relevant information about your home.

•Y ou receive discounts on products and services you’ll need such as home and auto insurance and alarm system installation. •Y ou receive a $50 gift certificate for 1-800-GOT-JUNK.

•Y ou get a lifetime of free telephone technical support on anything involving your home. •Y ou get a free 470-page home reference manual as part of your digital report package.

This list of features becomes even more powerful when accompanied by the corresponding benefits. (See our article that focused on features and benefits in the October issue of the Reporter.) CLIENT AND CUSTOMER RELATIONSHIPS Who Is Your Customer? In the home inspection business, the answer to this question is not always clear. For example, a homebuyer might book an inspection with you based on a referral from a real estate agent you have been soliciting. You do the inspection for the buyer, but at the end of the inspection, the agent pays for it, while the buyer gets the report. Now, who is your customer?

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It is not our intention to discuss professional practice or professional ethics in this section, just marketing. To clarify the situation, let’s define a few terms.

you provide from the inspection to help them make a decision about proceeding with the purchase. The homebuyer is your client regardless of who pays for the service, where you target your marketing efforts or who referred you. Your Customer Is Anyone to Whom You Market Some people say your customer is anybody who gives or sends you business. If you solicit referrals from real estate agents, they may be your customers. Using the same definition, lawyers, bankers and other businesses are also your customers. We don’t think of them as customers, although they may be important influencers who may refer you to their clients. Some people refer to agents as intermediaries. To agents, the buyer or seller is their client, and the inspector is the service provider.

REALTOR® Versus Real Estate Agent Several different terms can be used interchangeably to describe an individual who works in real estate. A REALTOR,® for example, can be a broker, manager, real estate professional, real estate agent or any associate who holds active membership on a local real estate board that is affiliated with the National Association of REALTORS.® A real estate agent is a person who is licensed to negotiate and process the transaction associated with selling a home, but is not necessarily associated with the National Association of REALTORS.® For convenience and simplicity, we will use the terms real estate salespeople or agents unless otherwise specified.

Agents have a bigger relationship with buyers and sellers than home inspectors. They also have a much larger financial interest in the transaction than their inspector.

Agent’s Perspective Many agents think of inspectors as one spoke in their wheel, or one piece of the puzzle that is a real estate transaction. Their perception of a home inspection may be a step in the process, whereby they hand over their client to the inspector for a few hours. They typically expect to continue with the transaction process after the inspection.

Broker Versus Real Estate Agent A real estate broker is a real estate agent who has taken additional training to enhance their professional skills and has earned a broker’s license. A broker may own a real estate office, supervise a group of agents, act as an office manager and sell real estate. Although many people use the term broker and agent interchangeably because both are licensed to show and sell homes, we will refer to brokers in the context of owning or managing the real estate office. As such, the broker is in charge of supervising other real estate agents and making decisions such as scheduling office meetings.

This topic makes a good transition into discussing target markets, but we will cover that topic in a future article. What we’ve explained here are three very basic marketing concepts—a company’s unique selling proposition (USP), value proposition, and client and customer interactions—in relation to the home inspection business. We hope you’ve gained some insights that will be useful for your business! H Your Client Is the Homebuyer For a standard pre-purchase inspection, your client is the person (or people) buying the home. Your client is relying on the information 14

ASHI Reporter • November 2016

ASHI Ad.indd 6

15November 2016

3/25/15 10:33 AM â&#x20AC;¢ www.ASHIReporter.org

Insider Tips

for Smart Inspectors

14 Great Ways to Boost Your Business During and After Inspections By Tom Feiza, Mr. Fix-It, Inc., HowToOperateYourHome.com

arketing is the toughest part of any home inspection business. Accurate information that’s simple to follow is one of your best marketing tools during and after each inspection. Help your customers and referral sources understand homes and you’ll be surprised how much extra business can follow.

Every inspection provides marketing opportunities. Make sure your reports are easy to understand while you identify defects as needed. Then follow up by giving customers and referral sources additional useful information. Build Your Business During Each Inspection 1. Establish expectations right up front. While explaining your services, make sure the buyer knows you are working for them— but this is a visual inspection and you don’t have x-ray vision. Set the stage for yourself as a hero with your inspection and report. 2. Make your customer a friend. Include them in every step of the inspection as you explain what you are doing. 3. Make sure your customer sees how hard you’re working for them. Let your customer see you lifting ladders, walking a roof and getting dirty in the crawl space. Explain why you are opening the electrical panel. Tell them about important components of the home’s operating system. 4. W hen you find issues, explain them fully. This is a case in which illustrations really are worth a thousand words. How do you describe reversed polarity? Many inspectors and electricians understand the concept, but can’t make it clear to buyers. Why not include a great illustration explaining the defect? See Illustration E077C: Electrical Polarity at Light. 5. Don’t rush. Don’t ignore your customer’s questions. This is your opportunity to prove the worth of your inspection. 6. Identify and explain all serious concerns and defects, and suggest evaluation or repairs. Illustrations can motivate your customer to remedy a serious concern. Does the garage door operator lack the photo-eye reverse? Does that older home have GFCI outlets, or is a GFCI outlet not tripping when tested? See Illustration E125C: Safety of GFCI vs. Breaker. 16

ASHI Reporter • November 2016

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“Who you are tomorrow begins with what you do today.”

Tim Fargo, American author, keynote speaker, and entrepreneur. 17November 2016

• www.ASHIReporter.org

14 Great Ways to Boost Your Business During and After Inspections

Build Your Business After the Inspection 8. Your report is very important—for a few weeks. But after closing, will the buyer ever refer to an electronic report? Stand out from the competition by giving your customer a home operating manual, just like the owner’s manual for a new car. A great book provides valuable reference information for years to come. Put your name on the book with a sticker or a custom-printed cover so customers associate you and your business with this useful resource. 9.

Before deciding to give any reference book to customers, read it yourself. The quality of the book should match the quality of your knowledge, inspection and report. It shouldn’t encourage homeowners to replace electric water heater elements, anode rods, or T and P valves. This kind of advice isn’t appropriate for most customers.

10. The wrong book harms your chances of future referrals. Beware of books that focus mainly on securing more business for yourself or an association. 11. Thank your referral sources. Giving a great book to a referral source is a simple way to reinforce the quality of your inspection and report. Most of those who refer business to you own their own homes; they will appreciate a manual on how to operate their home. 12. C onsider sending an email newsletter to your customers and referral sources—but be careful. Make sure you’re providing useful, accurate information. All of us are inundated with too many emails. You can stand out in the crowd by providing a single useful tip with an illustration. 13. L imit self-serving marketing pitches in your customer contacts after the inspection. Just provide great information and the business will follow. Take advantage of multiple channels: email, website, social media and useful handouts. 14. Y ou can save time and avoid those calls about simple problems by providing the answers in your reference book and website. Customers can do their own research and answer some of their own questions—with you as the resource. H

7. Accurately define maintenance issues and the consequences of ignoring maintenance. You never want your customers to have a wet basement, wet crawl or leaks on the slab. How often has a customer called you after a heavy rain? (“You did my home inspection and now the basement is wet.”) Suggest routine maintenance of grading, gutters and downspouts. See Illustration B158C: Grading, Gutters and Downspouts and Illustration B153C: Downspout Extension Fix.

ASHI Reporter • November 2016

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 © 2016 by Tom Feiza, Mr. Fix-It, Inc. Reproduced with permission.

Tom will be presenting: Inspection and Development of Modern Plumbing and Sewage Systems at InspectionWorld® 2017 on Monday, January 23, 1:00-3:00 pm.

19November 2016

â&#x20AC;¢ www.ASHIReporter.org

They Say, ‘Do What You Love’— I Love What I Do! By Tracy Gosling, Avalanche Building Inspectors, inspectors@shaw.ca

n 2001, my aunt was in the process of buying a house to rent as an income property. After the home inspection, she invited me to go with her to review the house. Once there, I said, “Did your home inspector mention this? Did your home inspector mention that?” My aunt replied sarcastically, “If you know so much, why don’t you become a home inspector?” Which got me thinking, “Why don’t I become a building inspector?” The next day, I called the Canadian Association of Home and Property Inspectors (CAHPI[BC]), and they suggested I contact Rose Marie Moore, a home inspector in Vancouver, BC, and co-owner of an all-women inspection company. Rose Marie was passionate about the building inspection industry and, after a long discussion, she asked if I’d like to join her on an inspection. It was an easy “yes.” I’ll never forget getting ready to attend my first inspection. I was staying at my sister’s home in Vancouver, and it was September 11, 2001. As I was lacing up my boots, I watched the shocking news of the day and I felt overwhelmed, confused and unsure if I should even attend the inspection. Fortunately, I pushed forward and that day led me to pursue a career in building inspections. After attending a few more inspections with Rose Marie, she and her partner asked me to join the team! I worked with them for a few years and then started my own business, Avalanche Building Inspectors. I haven’t looked back. Before this adventure, I’d worked as a Certified Architectural and Structural Draftsman. I found the transition to becoming a home inspector fairly easy. With support and encouragement from Rose Marie, I took all the exams for CAHPI in one day and passed. After many years in the field, I taught the home inspection program at Douglas College and, in addition to that, I also obtained my Wood Energy Technician Certification and Sustainable Energy Manager Advanced Certificate. As they say, “do what you love,” and I love what I do. I’m interested in how structures are built and how to take care of them. No matter where I go, I’m always looking at 20

ASHI Reporter • November 2016

buildings and studying them, and my travels have taken me across Canada and the world to London, Paris, Amsterdam and Tahiti. Along the way, my family and friends have enjoyed hearing about the challenging and interesting experiences I’ve had. Here are some examples: •O nce, when entering the attic of a 100-year-old garage, I noticed some eyes coming at me. I slid down the ladder to escape when a large raccoon appeared, and then another, as they examined my abandoned tool bag I left at the bottom of the attic entrance. They were very interested in my expensive moisture meter, so I jumped at them and tried to shoo them away. They stared and hissed and chased me down the driveway to my car. •W hen the captain of our local NHL team, the Canucks, hired me, my nephew asked if I got an autograph. I said, “Yes, he signed the contract!” •O ne inspection involved a large building with 75 suites. Each tenant was told about the inspection, but some forgot I was coming and some units had “interesting” décor. One unit featured nude pictures of the tenant in every room (yes, every room), with a large display in the living room. Also, this building was having issues with the exposed walkways, so the management installed temporary timber shoring to help hold up parts of it. The managers asked me if I could find out why some of the shoring was missing. Well, it didn’t take long to find out why! One of the tenants had made a four-poster bed with the timbers and attached chains to the timber posts. Once I observed the whips and chains displayed on the walls in the bedroom, I was out of there pretty quickly! Needless to say, I was able to solve the mystery of the missing timbers.

( I love what I do—teaching owners about

their most important asset. I love educating homeowners about their soon-to-be home and assisting commercial building owners with the technical ins and outs of structures. Has it been easy being a female inspector? Yes and no.

Just by being a woman, I think I tend to pay more attention to details. But once, when inspecting a group of 100-year-old cabins, the owner and his dad attended the inspection. The older gentleman asked, very loudly, “When is the inspector showing up?” His adult son looked embarrassed and explained that I was the inspector. It took a while for that to sink in, but once he understood, I walked both of them through my findings. What’s next for me? I’ll continue working, traveling, meeting new people and enjoying educating people about the wonderful world of building structures and the systems of the building. H

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21November 2016

• www.ASHIReporter.org

ASHI@HOME Training System— When You Need to Know! By Carson Dunlop, www.carsondunlop.com, 800-268-7070

The pace of everything accelerates more each day. We’re all expected to do more with less, multitask and take on greater responsibility. Learning never stops. Unfortunately, even education itself is subject to this fast-paced environment. Condensed courses and part-time continuing education training are designed to impart skills and knowledge in a short time. This quick approach, however, doesn’t work well for many learners or career paths.

The approach of the ASHI@HOME program is different. Our objective is to turn you into the best home inspector, not one who can simply do the quickest job or scrape through a single test. And we believe that can’t be done in a weekend…a week…or even four weeks. It can be done by ensuring that you have all the resources you need in the comprehensive ASHI@HOME training program. The process of learning typically takes three to four months.

Take home inspection training. There are now online “crash courses” to teach you to become a competent home inspector “in a week.” Or in-person training with claims to “qualify” you in one weekend! Or online tests designed to “certify” you without giving you any formal training. Home inspectors are paid several hundred dollars to perform complex technical tasks in front of a live audience, communicate verbally with clients on site and provide detailed technical reports. Could a week of training provide you with the skill sets you need? Would you hire a home inspector who had only one week of training? You certainly wouldn’t a hire a plumber or electrician with only a week of education. Then why would it make sense to hire an inspector—a multidisciplinary professional consultant—who’s had little or no training to perform a job that can affect the most expensive purchase in a person’s life?

Why should you invest your time, money and energy into a comprehensive course, when you could take a condensed course and get started right away? Great question. Here are some reasons why: 1. Detailed understanding of systems Homes are complex, with a variety of systems and components, and the way homes are built has been evolving over the past 200 years. ASHI@HOME covers many systems and components used throughout this time, not only today’s construction standards. You’ll be armed with knowledge that most inspectors don’t have, and you’ll be prepared to address all of your clients’ concerns in every kind of home. 2. Greater marketability of your knowledge Your clients and the real estate community are interested in hiring the most knowledgeable inspectors. Often, they’ll ask about your qualifications and training. Not only can you tell them you were trained with the industry’s most comprehensive home inspection education program, you also can use this information to market your business.

ASHI Reporter • November 2016

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23November 2016

• www.ASHIReporter.org

ASHI@HOME Training System—When You Need to Know

3. Liability protection Liability is an issue in home inspection and real estate. The ASHI@HOME program helps to minimize your liability. Knowledge is power. 4. Being paid well You want to be an authority on houses and home inspections, not a commodity. ASHI@HOME gives you the tools you need to become that trusted resource and, as a result, you will be able to command a higher fee than the average home inspector. 5. Knowing you did an excellent job Perhaps most importantly, you want to know that you did a great job and truly helped someone. A well-performed home inspection provides incredible value. There’s no greater satisfaction than helping clients make informed decisions about their largest investment. This is what being a home inspector is all about!

The ASHI@HOME Training Program’s 10 courses include the following: • Richly illustrated textbooks and instructional material

•O nline case studies and interactive exercises designed to bring subject matter to life

• Interactive online quizzes that help track your progress

• Practical field exercises that allow you to apply your knowledge • Inspection procedures that serve as your road map • Instructors available by phone or email

In addition, the ASHI@HOME program is a distance education program. • No travel is required, saving you time and expense. • Start whenever you’re ready.

• Study when it’s convenient for you.

• Take up to two years to complete the program.

Ask yourself why? Before beginning any home inspection education, it’s worth asking yourself why you’re doing this and what type of inspector you want to be. Home inspection does not lend itself to making a quick buck and getting out. Successful inspectors start by looking to establish a long-term career. You want to be a respected authority who helps homeowners with their properties and is compensated appropriately. Whether you are entering your professional career or in the middle of changing it, ASHI@HOME is the solution. After asking yourself why, you’ll come to realize that the ASHI@ HOME training program is the logical choice.

ASHI@HOME is with you for the long run—from valuable membership in North America’s oldest and most prestigious professional association, to six months of free access to state-of-the-art report-writing software and website creation design and hosting. This is not an introductory or overview program. It is thorough, complete education in all areas of the home inspection field. When you graduate, you’ll have the knowledge and confidence that shows you are among the best! Questions? Visit www.homeinspector.org/ASHI-HOMETraining-System. H

ASHI Reporter • November 2016

Home Inspection Standard Member Comment Announcement The Standards Committee is accepting comments about a proposed change to the ASHI Standard of Practice for Home Inspections (SoP). The committee encourages members to read this proposed SoP change and provide comments to the committee. Please direct comments and questions to Bruce Barker at Bruce@ DreamHomeConsultants.com. The comment period ends on December 15, 2016. A copy of the proposed standard is attached to this email. A link to this standard may be found on the ASHI website home page, www.homeinspector.org. As ASHI develops more ancillary standards of practice, concern has been expressed about clients believing that services addressed in ancillary standards are, or should be, part of a home inspection. The objective of this proposed SoP change is to clarify that services addressed in ancillary standards are not part of a home inspection.

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Chapter News Report from the PRO-ASHI & PHIC State Law Meeting Submitted by Michael Ashburn, Ashburn Inspections, 724-516-1665 In September, Michael Ashburn, Brendan Ryan and Dan Horvath (a new home inspector who recently trained with Michael Ashburn) made the drive from Pittsburgh to attend the PRO-ASHI & PHIC State Law Meeting. Another eight to 10 home inspectors from central Pennsylvania and the Philadelphia area also attended the hearing. Brendan Ryan and Jack Milne were able to speak with some of the senators, in particular, the ones who are promoting state licensing here in Pennsylvania. Having licensing for home inspectors in Pennsylvania is an excellent idea, but as it is currently written, it absolutely needs some tweaking to protect the inspectors as well as the consumers. The senators were very open to reviewing the entire house bill with inspectors to ensure that all voices are heard. Hopefully, they can get together soon to redraft the bill. H

The photo shows the Majority Chair/PA State Representative Julie Harhart, Jack Milne, Dave Glick, Brendan Ryan and PA State Representative William Kortz.

NEW ENGLAND 2-day Seminar The second day of the seminar included a field trip to the Mystic Seaport Museum in CT. The museum includes a re-creation of an early whaling community and some original buildings of the era. The objective was to see how three-mast ship construction and timber framing evolved and was transferred to local building construction. The museum has the last remaining whaling ship, called the “Morgan” on display and the working shipyard will soon begin restoration of the Mayflower. It takes a half-day to walk the acreage and view all of the buildings and walk the wharf. The chapter had a wonderful sunny day and the photo was taken showing the attendees from New England states.

ASHI Reporter • November 2016

NY Metro Annual Seminar The NY Metro Annual Seminar was held in Tarrytown, NY, Sept. 23 and 24, attended on both days by a record 93 home inspectors from the NYNJ-CT region. Topics covered included pole-frame type construction, insulated concrete foundations, engineered framing lumber and foundation repair science. As in years past, a special session on Connecticut law was presented Friday evening. A highlight of Saturday’s schedule was the closing presentation by NY Metro member Victor G. Faggella on composite building materials. Victor J. Faggella was recognized for his stalwart and essential 23-year contribution to the organization and conducting the seminar. Electronics wizard Victor G. Faggella was similarly cited for his extraordinary efforts in keeping the technical aspects of the presentations accessible and up-to-date. Inspectors who attended received 16 ASHI MRC’s and corresponding credits for NY, NJ and CT. H Captions for photos below: 1. Veteran organizers Victor J. and Victor G. Faggella and presenter Drew Finn. 2. P resenter Tim Royer covers a finer point of pole-frame construction for Nick Mancuso. 3. N Y Metro ASHI member Evan Grugett, winner of the free 2017 seminar raffle.

Statement of Ownership, Management and Circulation 1. Publiucation Title: The ASHI Reporter 2. Publication Number: ISSN 1076-1942 3. Filing Date: September 16, 2016 4. Issue Frequency: Monthly 5. Number of Issues Published Annually: 12 6. Annual Subscription Price: $44.95 7. Address of Publication: 932 Lee Street, Des Plaines, IL 60016 Contact: Frank Lesh, Phone: 847-759-2820 8. Complete Mailing Address of Publisher: Same as above 9. Names and Addresses of Publisher, Editor and Managing Editor: All addresses same as number 7: Publisher, Frank Lesh; Editor, Carol Dikelsky; Managing Editor, Arlene Zapata. 10. Owner: The American Society of Home Inspectors 11. Bond or Mortgage Holders: None 12. Tax Status: Non-Profit 13. Publication Title: The ASHI Reporter 14. Issue Date for Circulation: September 8, 2016 15. Extent and Nature of Circulation: See numbers below 16. Publication of Statement of Ownership: Publication reqiuired; will be printed in the November 2016 issue of the publication. //s// Frank Lesh, Publisher. ________________________________________________________________________________________

Average No. of Copies Actual No. Copies of Each Issue During Single Issues Published Preceding 12 Months Nearest to Filing Date

a. Total number of copies (net press run) b. Paid and/or requested distribution 1. Outside Country paid/requested mail subscriptions 2. In-Country paid/requested mail subscriptions 3. Sales through dealers and carriers; other than non-USPS paid distribution 4. Requested copies distributed by other mail classes through USPS c. Total paid or requested circulation d. Nonrequested distribution by mail 1. Outside Country nonrequested copies 2. In-Country nonrequested copies 3. Nonrequested copies distributed through the USPS by other classes of mail 4. Nonrequested copies distributed outside the mail e. Total nonrequested distribution f. Total distribution g. Copies not distributed 100 h. total (sum of 15 f and g) Percent paid and/or requested circulation

78,322

7,975

197 6,329 0 0 6,526 0 0 0 0 0 0 6,526 100 6,626 100

204 7,671 0 0 7,875 0 0 0 0 0 0 7,875 100 7,975 100

1. 3.

27November 2016

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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 The Crowne Plaza, Reading David Artigliere, 610-220-1907 artihi@gmail.com

Ohio

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, 7:00 - 9:00 pm Clarion Inn, Cedar Rapids Craig Chmelicek, 319-389-7379 elitehomeandradon@gmail.com

Kentuckiana (IN, KY)

www.ohioashi.com Howard Snyder, 330-929-5239 ohashi@neo.rr.com

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

North Central Ohio

Mid-Missouri

www.ncohioashi.com William Stone, 216-308-9663 wstonehomeinspection@gmail.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, July & 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 Peter Muehlbronner, 215-8527319, peter@ahiconsulting.com

Midwest Central Illinois

www.cicashi.com Second Monday, 6 pm Kevan Zinn, 309-262-5006 info@inspectwithzinn.com

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 Rick Crnkovich, 402-779-2529 Rick2@cox.net

Heartland (IA, MN, ND, SD, WI)

ASHI Reporter • November 2016

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 Bobbi Wilson, 573-881-8585 Bobbi@wilsonhomeinspectors.com

Northern Illinois

www.nicashi.com Second Wednesday (except Dec.) 5:30 pm - 9:00 pm Crazypour, 105 E. North Ave., Villa Park, IL Jeremy Meek, 630-854-2454 jeremy@discoveryinspector.com

Mountain Arizona

www.azashi.org Tony Hecht, 480-507-0837 tony@tonyhecht.com

New Mexico

www.ashinm.org Every other month, Second Saturday, (Jan., May., Sept.) Mimi’s Cafe Albuquerque - 9:15 am Lance Ellis, 505-977-3915 lellis@amerispce.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 Kathleen Barbee, 303-646-3413 info@ab-inspections.com

Southern Colorado

www.ashi-southerncolorado.org Second Thursday, 6:30 pm Valley Hi Golf Club, Colo. Springs Mike Meyer, 719-686-8282 mikehome07@msn.com

Utah

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

Pacific

SOUTH MIDWEST Arkansas 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) Jack Koelling, 316-744-9990 jackkoelling@cox.net

St. Louis (MO)

www.stlashi.org Second Tuesday, 6:30 pm Spazio’s at Westport Frank Copanas, 314-456-0783 Acropolis-inspection@live.com

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) Chris Munro, 208-290-2472 chris@peakinspections.net

Orange County CREIA-ASHI (CA) www.creia.org/orange-countychapter 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 Jay Hensley, 503-312-2105 jay@carsonconstruction.com

San Diego CREIA-ASHI First Tuesday each month Elijah’s Restaurant 7061 Clairemont Mesa Boulevard San Diego, CA 92111 Dennis Parra II, 619-232-1100

San Joaquin Valley (CA) Third Tuesday, 6 pm Rice Bowl, 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 Felix A. Pena, 510-573-0367 homesavvyinspections@comcast.net

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

Los Angeles-Greater San Gabriel Valley Second Tuesday, 6 pm Old Spaghetti Factory, Duarte Larry Habben, 714-685-0321 habbenshome@earthlink.net

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 Michael Brisbin, 425-742-1735 seaviewinspections@comcast.net

New England/Canada British Columbia

www.hiabc.ca Sean Moss, 604-729-4261 sean@homeinspectorsean.com

CAHPI Atlantic

www.cahpi-alt.com Blaine Swan, 902-890-0710 goodeyeinspections@gmail.com

CAHPI Ontario

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

Coastal Connecticut

www.coastalctashi.org Third Thursday, 6 pm, Westport VFW Lodge, 465 Riverside Avenue, Westport Gene Autore, 203-216-2516 gene.autore@gmail.com

New England (ME, MA, NH, RI, VT)

www.ashinewengland.org Fourth Thursday, 5 pm The Lantana, Randoph, MA Michael Atwell, 617-630-5629 mike@jmhi.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 Bret Kaufmann, 973-377-4747 bretkaufmann@optonline.net

Southern New England (CT)

www.snecashi.org First Tuesdays, 6:30 pm Billy T’s, 150 Sebethe Dr., Cromwell, CT Richard W. Hall, 860-281-4238 rhall@usinspect.com

New York/Jersey/ Delaware Capitol Region (NY)

www.goashi.com Third Thursday, 7 pm, Doratos Steakhouse and Pub, Guilderland Robert Davis, 518-885-7949 rdavis@home-inspection.com

Central New York

www.cnyashi.com Second Wednesday, 6 pm, Tony’s Family Restaurant, Syracuse Peter Apgar, 315-278-3143 peter@craftsmanhomeinspection. net

Florida Wiregrass

MAC-ASHI (MD, VA)

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

Hudson Valley (NY)

www.mac-ashi.com Second Wednesday, Rockville Senior Center, Rockville John Vaughn, 800-767-5904 John.vaughn@yahoo.com

NOVA-ASHI (MD, VA)

www.ashitexas.org Craig Lemmon, 817-291-9056 craig@reioftexas.com

www.ashirochester.com Second Tuesday, 6 pm, Murph’s Irondequoit Pub, Irondequoit John White, 585-431-0067 john@iihomeinspections.com Second Tuesday, 6 pm Daddy O’s Restaurant, 3 Turner Street, Hopewell Junction, NY 12533 Michael Skok, 845-592-1442 ashistatewide@yahoo.com

Long Island (NY)

New York Metro

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

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

Greater Rochester (NY)

Prairies (Alberta) (CAHI)

Quebec AIBQ

ASHI South (AL)

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

www.nnec-ashi.org Tim Rooney, 603-770-0444 homeviewnh@comcast.net www.cahpi-ab.ca Chris Bottriell, 780-486-4412 api94@shaw.ca

Gulf

www.greaterbaltimoreashi.org Third Thursday except July & Aug., 6:30 pm dinner, 7:00pm speaker Maritime Institute Conference Center, 5700 N. Hammonds Ferry Rd., Linthicum Heights, MD 21090 Andy Bauer, abauer@bpgwi.com Second Thursday, 7 pm, Cypress Point Country Club, Virginia Beach Guillermo Hunt, 757-245-3100 huntshomeinspections@gmail.com

www.liashi.com Third Monday, 6 pm, Domenico’s Restaurant, Levittown Steven Rosenbaum 516-361-0658 inspector@optonline.net

Northern New England (ME, MA, NH, VT)

Greater Baltimore (MD)

Hampton Roads (VA)

www.novaashi.com Fourth Tuesday, Associate hour 6-7 pm, Membership meeting 7-9 pm Northern Virginia Resources Center, Fairfax Ferando Barrientos 703-255-6622 fernando@abodecheck.com

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

Mid-Atlantic Central Virginia

www.cvashi.org Second Tuesday, 6:30 pm, Keegans Irish Pub 2251 Old Brick Road Glen Allen, VA 23060 John Cranor 804-873-8537 cranorinspectionservices @gmail.com

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

South Atlantic

Southern New Jersey (NJ)

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

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

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

ASHI Georgia

Western New York

Louisiana

Piedmont ASHI (VA)

www.nyashi.com Last Thursday, Eldorado West Restaurant-Diner, Tarrytown Raymond Perron, 914-329-2584 pres@nyashi.com www.southernnjashi.com Third Wednesday, 6:30 pm Ramada Inn, Bordentown Rick Lobley, 609-208-9798 rick@doublecheckhi.com

Lone Star (TX)

Southwest Florida

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

www.swashi.com Second Wednesday, 6 pm Holiday Inn, Lakewood Ranch 6321 Lake Osprey Drive, Sarasota Michael Meesit, 941-321-6962 mike@acu-spect.com

East Tennessee

Mid-Tennessee Ray Baird, 615-371-5888 bairdr@comcast.net

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

North Carolina

www.ncashi.com Third Wednesday, 3 pm, Quality Inn at Guilford Convention Center, Greensboro Andy Hilton, 336-682-2197 hiltonhomeinspection@gmail.com

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

29November 2016

• www.ASHIReporter.org

To submit your materials for moving up, please contact Janet George at 847-954-3180 or janetg@ashi.org

New ASHI Associates As of September 1, 2016

H Denotes graduate of The ASHI School

Scott Damron

Zachary Ovcina

Colorado House to Home Inspections Arvada, CO

SS Inspect McDonough, GA

Spotlight Professional Home Inspections Downers Grove, IL

Nathan Hollis

Inspect-All Services Lawrenceville, GA

William Riga

John Kapka

Henry Sander Heartland Home Inspections Palos Hills, IL Lakes Area Home Inspections Round Lake, IL

Clint Denny

David Harrell

Adam Mann

RCP Home Inspections, LLC Colorado Springs, CO

Cold Climate Construction, LLC Talkeetna, AK

Oakhurst, CA

Dave Jaeger

Tyler Brewer

Michael Murdock Murdock Inspection Services Coto De Caza, CA

Integrity Home Services Fort Collins, CO

Gwinnett Home Inspection Services, LLC Lawrenceville, GA

Andrew Kissam

Brett Reece

Wayne Rogg

Simla, CO

Perfecta Home Inspections Rancho Cucamonga, CA

Stewart Ritter

BPG Canton, GA

Brewer, Inc. Huntsville, AL

Carlton Cobb Cobbstone Inspections, LLC Vestavia, AL

Michael Cowley Cowley Home Inspections Decatur, AL

Anthony Ponder

Barry Sacks Veterans Inspection Services Huntington Beach, CA

Lee Smith

Birmingham, AL

Lee’s Home Inspection Lincoln, CA

Charles Terrell

Glenn Walker

Terrell Home Inspection, LLC Gadsden, AL

Pillar to Post Professional Home Inspection Perris, CA

Dick Yocom Independent Inspection Services Fairhope, AL

Joshua Connor Precision Home Inspections, LLC North Little Rock, AR

Robert Hargus Premier Home Inspections Springdale, AR

Gregory Elson Inspect-It-1st Property Inspection Scottsdale, AZ

Kevin Bedford Kevin Bedford Home Inspection Bakersfield, CA

Andrew Brown On Point Inspection Services Sacramento, CA

Jonathan Corral Corral Home Inspections Chula Vista, CA

Armin Dajdzic Elite Home Inspections, LLC Victorville, CA

Nicholas Ferreira Sharp Eye Home Inspections San Diego, CA

Mark Gannon Newhall, CA

Jong Han Torrance, CA

Asibullah Khojazada Home Inspection Team Castro Valley, CA

Amir Levi Home Touch Construction, Inc. Canoga Park, CA

MEMBER

Jacob Glenn

ASHI Reporter • November 2016

Robert Warrington E&S Ring Management Marina Del Rey, CA

Rob Bower Above Grade Home Inspection, LLC Colorado Springs, CO

Pace Clyncke Sharp Eye Property Inspections, LLC Greeley, CO

William Coors Centennial, CO

H Dan Derby Derby Consulting Colorado Springs, CO

Albert Doughty WIN Home Inspection Westminster Denver, CO

Prime Home Inspection Colorado Springs, CO

Kelby Staggs Higher Impressions, LLC Castle Rock, CO

Dirk Yarnell Plateau Building Inspection Services, LLC Montrose, CO

Ryan Hartman

Matthew Scott

Miles Steele

David Cook

GCA Services.com Newnan, GA

Indianapolis, IN

Steve Talley

Mejaro Inspection Services Co. Bloomington, IN

Neighborhood Home Inspections, LLC Canton, GA

Tyler Wells

Advance Management, Inc. Barrigada, GU

One Source Home Inspections Navarre, FL

Luke Gibson American Global Property Inspections, LLC Ocala, FL

Lauro Guimaraes Leader Home Inspections Boca Raton, FL

Ludwig Maxwell Divinity Inspection Service Brooksville, FL

Charles Pittman Marco Island Services, Inc. Marco Island, FL

H James Reich

H Patrick Calio Milliani, HI

David Dickey Bentley Harvard, LLC Honolulu, HI

Erin Lundgren Southern Iowa Construction/Technologies Albia, IA

Brian Allison All-Tech Idaho Falls, ID

Jeffrey Dart Meridian, ID

Jeff Ledford Signature Home Services Bellevue, ID

Riverview, FL

Steve Acker

A-T Home Inspections Rocky Ford, CO

Patrick Soriano

Van Acker Home Inspection, LLC Monmouth, IL

Raffaele Facchini

Yamini Sureka

Greg Engel

Philips Home Inspection Aspen, CO

Dan Flack Blu Sky Home Inspection Castle Rock, CO

Marcy Freeburg J+M Solutions, LLC Rye, CO

Stephen Gaasche Silver City Inspections Aspen, CO

Lady Lake, FL A Buyers Choice Home Inspections Pvt Ltd. Kolkata, FL

Stuart Zimmelman

H Rick Beeman Sunrise Home Inspections Pekin, IL

H Hector Calderon Glenview, IL

Multi Point Home Inspections, LLC Tom Cooney Besthouse Inspections Wellington, FL Palatine, IL

Derek Cook Evans, GA

Brandon Lybarger

Mike Cotra

Home Inspection St. Louis Carlyle, IL

BPG Inspections Acworth, GA

Andrew Dale Dale’s Home Inspections, LLC Buchanan, GA

David Blair Advantage Property Inspection, LLC Indianapolis, IN

Joseph Arriola

Joseph Genovese

Kyle Stiverson

Scott Home Services, Inc. Atlanta, GA

Oakdale, CT Wilmington, DE

Chicago, IL

H Kirk Maier Park Ridge, IL

John Mielke Champaign, IL

Rollie Mason

Dan Backus 1st Rate Property Inspections Olathe, KS

Conard Bush High Caliber Inspections Wichita, KS

Brandon Fox Fox Home Inspections, LLC Hugoton, KS

H Lucas Landerman Wichita, KS

Rob McWilliams 1st Rate Property Inspections Olathe, KS

Morgan Wood McGarity Inspections, LLC Metairie, LA

Lawrence Cochran Tewksbury, MA

Michael Bonomolo Michael Bonomolo Inspections Kingsville, MD

Bradley Hambley Alban Inspections New Market, MD

Rayna Mayo Rayna Mayo Carpentry Freeport, ME

Brian Cross Cross Inspection Services, LLC Holly, MI

Thomas Hector HD Property Services Ionia, MI

Dennis Millard Mike’s Accurate Home Inspections New Baltimore, MI

See page 32 for chapter education.

Matthew Behrens

Dustin Sadberry

Brian Stumm

Behr Mountain Construction Mankato, MN

Edgewood, NM

ABC Home Inspections, LLC Havertown, PA

Craig Birkett Rochester, MN

Inspector Findings, Inc. Mill Nect, NY

Donald Brackett

Mark Cavelli

Brackett Home Inspection Saint Joseph, MN

Chesterland, OH

Dustin Cortez Champlin, MN

D3 Home Inspections Circleville, OH

Thomas Bogusky

David Katai

A to Z Home Inspection Services, LLC O’Fallon, MO

Green Zone Home Inspection, LLC Heath, OH

Rudy Avalos

H Darin Davis

Michael Paisley

Columbia, MO

1st Class Home Inspections, LLC Nashport, OH

HomeTeam Inspection Service Texarkana, TX

Robert Hawkins

David Nalbach

Greg Davis

Hamer Morris Morris Home Inspections, Inc. Georgetown, SC

Martin Gilbert

Nashville, TN

Gilbert Home Inspections Wichita, KS

William Miller

Berry Griffin

Anthony Webber

Northern Arizona Home Inspections Prescott, AZ

iKON Home Inspections Silver Spring, MD

David Bigham

Warrenton, MO

Eagle Eye Home Inspecting Apison, TN San Antonio, TX

Bryan Pfluger

Michael Whitehead

Wellington, OH

Home Inspection Connection Aubrey, TX

Norman Mehl

William St. John

Stephanie Worrell

Comprehensive Certified Inspections Higginsville, MO

North Ridgeville, OH

The Inspector Gal New Braunfels, TX

Cornerstone Inspections Eldon, MO

H Lindsay Sorak

Safety First Home Inspections, Inc. Cleveland, OH

Jim Weidner

St. Louis, MO

Home Integrity Home Inspection Olmsted Falls, OH

Scott Sullivan

Keith Angelitis

BPG Inspections Labadie, MO

US Inspect Philadelphia, PA

Jeff Svoboda

Timothy Ayers

Svoboda Properties, LLC Saint Louis, MO

Eric Wulff

Conway, PA

Castle Home Inspections St. Louis, MO

Scott Edwards WIN Home Inspection Billings Billings, MT

Edward Hutchinson Hutchinson Homes Great Falls, MT

Eric Dorman Pillar to Post Professional Home Inspection Indian Trail, NC

Todd Butcher T2B Property Inspections Trumbull, NE

H Michael Quady Ashland, NE

John Everett Pillar to Post Home Inspectors Manchester, NH

William McGurren McGurren Home Inspection, LLC Windham, NH

Simao Alves

INSPECTOR

Inspection Connection, LLC Anchorage, AK

Timothy Rideout

David Shepherd

As of September 1, 2016

Richard Long

William Jones Tennessee

Remodel STL St. Louis, MO

Herbert Tippie

New ASHI Inspectors

Matthew Bennish

Pro View Property Inspection Salinas, CA

Peter Brownson Apex Home Inspection Service Willowbrook, IL

Leagh Dement Robert Mennitt 4 Season Home Inspections Culpeper, VA

Ryan Kelly Scotland Yard Home Inspections Torrington, WY

Residential Building Consultants, LLC Tooele, UT

New ASHI Certified Home Inspectors

Michael Altizer

As of September 1, 2016

The Home Inspector, LLC Radford, VA

Victor Hendrickson

Romano Pietrobono

Virginia Beach Home Inspection Virginia Beach, VA

Essential Inspections, LLC Erie, CO

West Bangor, PA

Stephen Comer

Brett Jones

The Building Inspectors of America Silver Spring, MD

James Battaglia

C’ville Home Inspection Charlottesville, VA

Scott Home Inspection Longmont, CO

Bryan Costa

William Chandler

Walter Brennan Pillar to Post Jamison, PA

Justin Collins Allied Inspection Services Bethlehem, PA

Todd Denney Springfield, PA

Michael Galob Valor Home Inspection, LLC Glenside, PA

Jed Martin Big River Home Inspections Milton, PA

Vincent Minnucci Red Hill, PA

Brett Parrish State College, PA

Jeffrey Rogers Pin Point Home Inspection, LLC Pittsburgh, PA

Michael Savario Boiling Springs, PA

Russell Clark

Bay Home Inspections, LLC Poquoson, VA

Property360, LLC Fleming Island, FL

Wesley Hancock

Mark Pennington

Midlothian, VA

Daniel Stone Danrocks Home Inspections Daleville, VA

Michael Hamilton Pillar To Post Home Inspectors East Wenatchee, WA

Caleb Posey Sound to Mountain Home Inspections, LLC Ferndale, WA

Rick Kawczynski Franklin, WI

David Miles

Inspect-All Jacksonville, FL AmeriSpec Inspection Services Atlanta Acworth, GA

David Yost Quality Building Inspections, Inc. Glen Ellyn, IL Albun Inspections Frederick, MD

David Dickson

A Second Look Home Inspection, LLC Tornado, WV

Structure Tech Home Inspections Big Lake, MN Pyramid Home Inspectors St. Louis, MO

John Paton Brewster Home Inspections, LLC Mt. Arlington, NJ Pillar To Post West Chester, OH

Louis Rinaldi Eagle Eye Home Inspection Services, LLC Royersford, PA

Ken Ball

Dan Alvis

Dustin Wiebold

Dominic Walicki

Matthew Bagby

Ken Ball Home Inspections, LLC Northeast, MD

Pillar To Post Brandywine, MD

Bruce Albach

Michael Humphries

Miles Inspections, LLC Hudson, WI

Guy White Jr.

Paul Cummins

Dickson Construction and Inspection Services Salisbury, MD

No Surprises Home Inspection NOVA-DC, LLC Alexandria, VA

LESA Inspections Springfield, NJ

31November 2016

• www.ASHIReporter.org

ASHI Chapter Education Mid-Missouri ASHI Chapter Educational Seminar

Heartland ASHI Educational Seminar

When: November 4, 2016 Where: Columbia Board of Realtors Office Columbia, MO Speaker: Shannon Cory CEUs: 8 ASHI CEs Contact: mark@inspectcolumbia.com

When: November 19, 2016 Where: U of MN Continuing Education Building, St. Paul, MN CEUs: ASHI 8 CEs Contact: Reuben Saltzman, at reuben@structuretech1.com

MAC-ASHI Chapter Technical Seminar

Hampton Roads ASHI Holiday Season Tech-Talk

When: November 12, 2016 Where: Johns Hopkins University, 9601 Medical Center Drive, Rockville, MD 20850 Subjects: Roof Experts Seminar - 2 ASHI CEs Steep and Low-Slope Roofs Water Management in Masonry 2 ASHI CEs Speaker: Doug Horgan Also offered: Subjects: Home Scene Investigations - Mysteries and Answers - 2 ASHI CEs Water Intrusion into Buildings Forensic Investigations - 2 ASHI CEs Speaker: Tom Feiza Contact: macashirsvp@aol.com

When: Saturday, December 3, 2016 Where: Virginia Beach, VA Speakers: Bruce Barker, Kenny Hart and much more! Contact: www.facebook.com/ASHIHamptonRoads/

IMPORTANT Reporter Deadlines: • JANUARY ISSUE - 11/15/16 • FEBRUARY ISSUE - 12/15/16 • MARCH ISSUE - 1/15/17 • APRIL ISSUE - 2/15/17 • MAY ISSUE - 3/15/17 • JUNE ISSUE - 4/15/17

ASHI St. Louis Chapter When: November 12, 2016 8:00 am - 4:30 pm Subject: Missouri Structural Assessment & Visual Evaluation Coalition (SAVE) Training FEMA ATC-20 : Post-Earthquake Safety Evaluation of Buildings Where: Crestwood Government Center 1 Detjen Drive, Eureka, MO CEUs: 8 ASHI CEs Contact: mark@homeinspectstl.com

The Reporter is produced 6-8 weeks ahead of the week it arrives in your mailbox.

ASHI Council of Representatives Speakers and Group Leaders Speaker: Jim Funkhouser 571-214-4039 jfunkhousr@aol.com Alternate Speaker: Hollis Brown St. Louis, MO 703-856-7567 JHollis@thorospec. com Secretary: Brendan Ryan 724-898-1414 brendan@csahomeinspection.com Group Leaders

New England/ Canada Mike Atwell 617-630-5629 mike@jmhi.com

New York/ New Jersey Kevin Vargo 732-271-1887 kpvargo@comcast.net

Mid-Atlantic Hollis Brown 703-856-7567 Hollis@thorospec. com

Midwest Eric Barker 847-408-7238 ebarker@morainewoods.com

South Atlantic Ray Baird 615-371-5888 bairdr@comcast.net

Gulf Jim Dickey 972-907-0202 jim@jjdickey.com

South Midwest Joe Pangborn 573-228-4509 Joe@Pangborn Inspections.com

North Central George Basista 330-565-3760 GeorgeBasista@ yahoo.com

Mountain Bryck Guibor 520-419-1313 bryck@msn.com

Pacific Darrell Hay 206-226-3205 darrellhay@aol.com

To have your chapter seminar listed in this section, 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. NEED CEUs? Visit the ASHI Online Learning Center at: http://www.softconference.com/ashi/default.asp 32

ASHI Reporter • November 2016

The weakest link in a modern roof: The vent stack gasket The Problem: The plumbing vent pipes that penetrate your roof are typically sealed with a rubber gasket to keep rain from entering the home. These rubber gaskets deteriorate when exposed to the sun and high temperatures. Over time they get brittle and crack thus losing their ability to protect the home from water intrusion. While modern roof shingles often offer a lifetime warranty, these rubber gaskets usually deteriorate in as little as 3 to 5 years. As a result, water begins to flow into the home causing damage to roof shething, insulation, ceilings, interior walls and carpet.

Problem Solved: The Perma-Boot is a gasket-less, high performance pipe boot system designed to permanently repair the most common type of roof leak, the leak around the vent pipes that penetrate the roof. • Perma-Boot slides over your existing boot, preventing future leaks • Installation takes just a few minutes - no tools required • Designed for all standard roof pitches - 3/12 to 12/12 • Made of highly durable TPO - guaranteed for the life of your shingles • Single best value in preventive maintenance for your roof

Available at local home improvement retailers and roofing suppliers *Also available for new construction!

www.perma-boot.com 919-662-9894

33November 2016

• www.ASHIReporter.org

ASHI’s Recruit-aMember Program ASHI’s Year of the Chapter Membership Drive Limited time offer!

From August 1, 2016, to December 31, 2016, anyone who is not already an ASHI member will receive his or her first-year membership to ASHI National for free when they join your chapter.

(

Chapter leaders, make sure you get the application into the hands of your new members! Please email HQ@ashi.org if you do not have the special application. This is how is how the program works: 1. The inspector signs up and pays dues to the chapter. 2. The chapter gives the inspector an application for a one-year free membership to ASHI National. 3. The inspector gives the completed application back to the chapter. 4. The chapter emails the application to membership@ashi.org. If you have any questions, please email Russell K. Daniels at russelld@ashi.org. H

ASHI Event Calendar January 22-25, 2017 July 21-22, 2017 InspectionWorld® ASHI Board Meeting Des Plaines, IL and ASHI Board Meeting

Las Vegas, NV

April 28-29, 2017 ASHI Board Meeting Des Plaines, IL

ASHI Reporter • November 2016

October 19-21, 2017 Leadership Training Conference and ASHI Board Meeting Des Plaines, IL

HELP ASHI GROW & Earn $50 in Gift Cards

Who knows best how to sell ASHI membership? You!

Who deserves to be rewarded for helping ASHI grow? You!

Earn $50 in gift cards for every new member you recruit. 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: russelld@ashi.org or fax to 847-759-1620. Questions? Contact Russell Daniels, russelld@ashi.org.

Education–ASHI Online Learning Center Now available: unlimited free, continuing education hours for your ASHI CE requirements. Just log on to the ASHI website, put the mouse on the Education tab, click on the ASHI Online Learning Center, log on to the Learning Center with your member number and the word “password” and begin taking these exciting education modules. You earn two CEs upon successful completion of each module. You can also view a list of state-approved online education under each of the past IW course descriptions. A certificate of completion will be available to print out. H

CURRENT ASHI Membership ASHI Certified Inspectors: 3,581 Inspectors/Logo: 227 Associates: 4,100 Retired Members: 120 Affiliates: 77 Total: 8,105 Members as of 10/7/2016

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

Nove mber Anni versa ries

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 and Training, then click on the link for the ASHI Standard of Practice Education Module. 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 Kendra Eiermann, 888-884-0440 kendra@theashischool.com www.TheASHISchool.com

Thirty Years

Ten Years

John Cronin Stanley Harbuck

Steve La Rosa Richard Onega Patrick Belcher Blaine DeVoy Charles Bolner James Childre Jerry Ferland David Arrington Kyle Rodgers Dale Hyman Timothy Adams John Pianese James Taylor Doug Weisbrod Eric Rode

Twenty-five Years Gerald Simmons Stan Stroud Martin Richstein Harry Thompson Janis (Yanis) Putelis Graham Bailey Thomas Moore Michael Boyd Dean Morekas Harris Breit Craig Poindexter Mark Cramer David Swartz

Twenty Years Lesley (Les) Glowacz Howard Maxfield Sal Catanese Paul Furman Stephen Zimko John Perruccio

Fifteen Years Thomas Myers Nicholas Politis Thomas Scheidler Michael Burla Mike McDonald M.R. Adams Peter Buenrostro Raney Oven James Richards Robert Frederick Raymond Kershaw John Bouldin

Five Years David Skalicky Jason Rowland Jeff Massey David Cassavaugh Donald Murphy Scott Fidel Bob Holman Mark Kenney Tom Iovanne Robert Greeley John Pasquella

Platinum Provider Millionaire Inspector Community Mike Crow www.mikecrow.com dreamtime@mikecrow.com Mention that you are an ASHI member

35November 2016

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Inspecting Your Pre-inspection Agreement: Where Inspectors Go Wrong and How to Fix It By Joe Ferry, www.joeferry.com/ashi, 855-637-4853

ome inspectors who have attended one of my seminars know that having a strong, tight, well-crafted Pre-Inspection Agreement is one of the six key elements of a professional liability complete risk management solution. Unfortunately, I have read a disturbingly large number of inspection agreements that are inadequate to the task.

Many of them are simply unreadable by anyone with a reasonable complement of patience—the font size is too tiny, paragraphs are too long, margins are too narrow. Many are riddled with typos and misspellings. Some are self-contradictory—a provision on Page 2 contradicts a provision on Page 1. Many have grammatical errors and/ or syntactical errors. And far too many of them are simply too long. The most important attribute of a strong, tight, inspection 36

ASHI Reporter • November 2016

agreement is readability. If it is not readable, it is very unlikely to be enforced. How to Make Your Agreement Readable Use a font size that is at least 11 points. Have margins that are one-inch wide on the left, right, top and bottom. Have numbered paragraphs. Use headings. Limit the paragraphs to one thought. Limit paragraphs to three sentences or less. Capitalize, bold or underline important provisions. How to Make Your Agreement Tight Include only necessary provisions. Limit length to two pages or less. What Belongs in Your Agreement 1. Identify the parties to the agreement, your client(s) and you.

2. Establish the consideration for the agreement. “For good and valuable consideration, the receipt and sufficiency of which is hereby acknowledged, the parties agree as follows:” 3. Identify the Standard of Practice under which you will conduct the inspection. “The inspection will be conducted under Standard of Practice (“SOP”) promulgated by the American Society of Home Inspectors (“ASHI”). A copy of the ASHI SOP can be found at www. ashi.org.” That is all you have to say. I see far too many Inspection Agreements that essentially recapitulate the Standard of Practice in the agreement. That is not only unnecessary, but it takes up an enormous amount of real estate that is better left for provisions that narrow your exposure.

> I think it is also a good idea to include a copy of the SOP in the Inspection Report. Here are some key additional provisions that every Inspection Agreement should have. LIMITATION OF LIABILITY PROVISION

Most of the Inspection Agreements that I see contain a provision that limits the inspector’s liability for anything arising out of the home inspection to the amount of the inspection fee, a multiple of the inspection fee or some other number. Where they are enforced, there is no other provision that takes the wind out of a claimant’s or an attorney’s sails more effectively than a limitation of liability provision. Unfortunately, a handful of states will not enforce limitation of liability provisions: Massachusetts and Wisconsin by statute, and West Virginia and New Jersey by Supreme Court decisions. Please keep in mind that they are not getout-of-jail-free cards, however. Nor are they a substitute for Errors and Omissions Insurance. For one thing, they will not stop a determined claimant from suing. Since most home inspection lawsuits are multi-defendant affairs, it is a very small calorie burn for an attorney to throw you into the mix, notwithstanding that you have a limitation of liability clause. For another, they are ineffective against your co-defendants’ claims against you for contribution and indemnification. Also, courts in jurisdictions that currently enforce them can suddenly decide that they are not going to enforce them because they are unconscionable or against public policy or some other questionable reason. This

happened a few years ago in West Virginia to the dismay of many home inspectors who were relying solely on their limitation of liability clauses for risk management. ARBITRATION PROVISION Most inspection claims that reach litigation are multi-defendant affairs—seller, real estate agent, inspector. The seller and real estate agent will not have arbitration provisions. Attorneys generally do not want to litigate in two separate forums. So, it is much easier to extract you if your client is contractually prevented from suing in a state court. Also, if the client sues you in small claims court, you can get yourself out by telling the judge that the dispute is contractually required to be resolved in arbitration. small claims court judges absolutely love it when they can clear a case from their dockets because the court lacks jurisdiction over the subject matter. ATTORNEY’S FEES PROVISION In the United States, litigants are responsible for their own attorney’s fees. This is known as the American Rule. In the United Kingdom, the prevailing party in a lawsuit is entitled to an award of attorney’s fees by the losing party. This is the British Rule.

Home inspection cases almost never have any validity. In my experience, unmeritorious claims outnumber meritorious ones by greater than 99 to 1. Notwithstanding that imbalance, the sheer cost of defending a case they are sure to win tends to put even the most righteous defendants into a settling frame of mind. This provision changes that calculus and provides an incentive to defend such claims and a disincentive to pursue them. WAIVER OF STATUTE OF LIMITATIONS In most jurisdictions in the United States, the statute of limitations for negligence is two years, and for contracts it is four years. The judicially created “discovery rule,”

Inspecting Your Pre-inspection Agreemant

which tolls the running of the statute of limitation until a claimant either “discovers” or in the exercise of reasonable diligence “should have discovered” that he or she has suffered harm, can extend this limit indefinitely. It is ridiculous to hold a home inspector liable for conditions discovered more than a year subsequent to the inspection. If a claimant has not discovered an issue after a year of living in a house, it is ludicrous to claim that a home inspector should have discovered it during a two-hour inspection.

Sixty percent of all home inspection claims arise within one year of the date of the inspection, Ninety percent within two years. The remaining 10 percent come in after two years. You can imagine how valid a claim is that is not reported until more than two years after the inspection. My personal record is 12 years. By having a statute of limitation waiver of one year from the date of the inspection, you have eliminated 40 percent of all potential claims. That is a pretty good return on your money. Caveat: Some inspectors try to shorten this period to an unrealistic six months. I have even seen an inspection agreement that purported to impose a 90-day limit. A limitation period of less than one year is very unlikely to be enforced. NOTICE AND WAIVER PROVISION Most claims have no validity because they fall into one of the five following categories: 1. Outside of the SOP 2. Concealed 3. Disclaimed 4. Discovered and reported 5. Working at the time of the inspection You can oftentimes extinguish a claim just by pointing out these facts after having been given notice of a problem. 37November 2016

• www.ASHIReporter.org

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ASHI Reporter • November 2016

> SEVERABILITY PROVISION This prevents a court from invalidating your entire agreement—a draconian remedy that courts have exercised in the past—in the event that it finds a single provision invalid. INTEGRATION PROVISION Sometimes called a merger provision, it prevents a party to the contract from alleging contrary oral agreements. NO WARRANTIES PROVISION This prevents a party from claiming that the inspection was a warranty of some sort. BINDING ON OTHERS PROVISION This provision binds any party claiming through the signatory of the inspection agreement from claiming that he or she is not bound by it because he or she did not sign it. NO RULE OF CONSTRUCTION This clause prevents a court or arbitration panel from saying that, since this is your agreement, it will construe any ambiguities therein against you. NON-WAIVER PROVISION If you want to cut your client some slack on, say, the notice requirement on one potential claim, it does not prevent you from requiring strict adherence to that requirement on a subsequent claim. THIRD-PARTY PROVIDERS A lot of home inspectors have agreements with third-party service providers who provide services to their clients. If you are referring third-party providers to your client, you should (a) require those parties to indemnify you and/or your firm for their negligence and (b) name you and/or your firm as an additional insured on their liability insurance policies. This is very important. If the thirdparty service provider performs the service negligently, the referrer is almost certainly going to be included in any lawsuit. By

having both a contractual indemnification agreement with the third-party service provider and additional insured status on his or her insurance policy, you will have additional protection beyond your own professional liability insurance.

A FINAL WORD While it is important to have a strong, tight, well-crafted Inspection Agreement, it is of even greater importance to make certain that the contract is signed before you begin the inspection. If you have Professional Liability insurance, this is a condition precedent to coverage. If you fail to secure a signed agreement before you begin the inspection, you will have invalidated your coverage. If you have not done so recently, or ever, now would be a good time to review your service procedures to see if you and your firm are complying with this little-known insurance coverage requirement. In closing, your inspection agreement is but one of the elements of a complete risk management solution. You also need to follow your Standard of Practice, perform the inspection in a professional manner, disclaim appropriately and establish the killer defense. If you consistently implement that strategy, it is exceedingly unlikely that anyone will ever make a successful claim against you. H Joseph Ferry has specialized in protecting home inspectors against meritless claims for over 12 years. He has squashed 1,200+ claims made against home inspectors. His ClaimIntercept membership program and Pre-Inspection Agreement Audit services are ASHI-endorsed. Learn more at www.joeferry.com/ashi.

Inspecting Your Pre-inspection Agreemant

Joe Ferry will be presenting: The Inspector’s Forum, an instructional dialogue that builds in open discussion to conceptualize what home inspectors are facing. It affords time to both educate you on ways to reduce risk, lower liability and strengthen your pre-inspection agreement, as well as to engage in discussions about the legal issues you face every day. InspectionWorld® 2017 on Tuesday, January 24, 4:00-6:00 pm.

Got GREAT Postcards? We are running out!

Please send your 1. name 2. company 3. city 4. state 5. photos, 6. headings 7. captions to postcards@ashi.org

39November 2016

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Have you ordered BooKS and BroCHureS from tHe aSHI marKetPLaCe* Before? It HaS moved to tHIS LInK: www.aSHIPrintondemand.com * You will have to register as a new user on the NEW Print-On-Demand Site

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ASHI Standard of Practice for Home Inspections Effective March 1, 2014 © Copyright 2014 American Society of Home Inspectors, Inc.® All rights reserved. This supersedes all previous ASHI Standard of Practice for Home Inspections versions.

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10/13/16 3:44 PM

“The Confident House Hunter” by Dylan Chalk Reviewed by Frank Lesh, ASHI Executive Director & 2007 ASHI President Dylan Chalk has put into words and print what many home inspectors want to say or write, but don’t have the time or inclination to do. He uses language that both the home inspector and the inspector’s clients can understand and relate to. Chalk’s writing style is conversational. He shares anecdotes and “war stories” that are gleaned from years of experience. Photographs are dispersed throughout the book and were chosen judiciously to make a point or give a visual presentation that makes the story easier to understand. The sidebars are a nice touch—they break up the text without distracting from the storyline.

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pector Examination (NHIE) is deed by the Examination Board of pectors (EBPHI). This board has s over the years for a study guide he NHIE. This study guide, and ome Inspection Manual, were develed.

The National Home Inspector Examination (NHIE) is devel oped and maintained by the Examination Board of Professional Home Inspectors (EBPHI). This board has received many requests over the years for a study guide to assist those taking the NHIE. This manual, and the associated NHIE Study Guide, were developed to address this need.

ion Manual addresses the technical This NHIE Study Guide addresses cts. Many come to the home ina second or a third career, and may essional entrance exam for many dy guide helps to familiarize the mination itself, and with the assorocedures. It also includes helpful of questions the exam contains, cess.

This NHIE Home Inspection Manual is based on the most recent Role Delineation Study (RDS). This study surveys thousands of home inspectors in order to determine the services they provide, and the components they inspect. The questions in the NHIE are derived directly from this survey, Exam Administration and constitute the knowledge base for an entry level home inspector. This manual is the Content ﬁrst of its kind to follow this Exam Outline format. It also informs the candidate about the knowledge base behind the current examination questions, and proHow to Take an Exam vides a technical reference for the experienced home inspector. $98.50

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Chalk’s ability to sort through the clutter that most homebuyers have to deal with makes this author and this book unique. He doesn’t just list facts and problem areas. He equates the issues to what can be really serious and what can be handled in routine maintenance, and he notes that all houses experience “issues” over their lifetime. The way he categorizes the “Guiding Principles” for owning a house helps to segment what homebuyers should concentrate on. This is a book for home inspectors who are in for the long haul. If you want your clients to not just be satisfied with your inspection, but also to be grateful that you’ve taken the time to educate them in the most important purchase of their lives, then you should give serious consideration to handing out this book, The Confident House Hunter, to all of your clients. You will have more repeat business than the vast majority of inspectors who concentrate their marketing efforts on websites or social media. Dylan Chalk has created a tangible tool that exudes value beyond “the cloud.” The Confident House Hunter is available on Amazon.com (https:// www.amazon.com/ConfidentHouse-Hunter-Inspectors-Finding/ dp/1462118976/ref=sr_1_sc_1?ie=UTF8&qid=1462485499&sr=8-1-spell&keywords=the+confidant+house+hunters). H 41November 2016

• www.ASHIReporter.org

NEW POSTCARDS EMAIL!! Please send your name, city, state, photos, headings & captions to: postcards@ashi.org

Ye old Power Supply...

Hot Stuff! ...For the ye old phone system. Marge put me through.

What a house looks like the day before it will burn down.

Don Fischer Extra Eyez Inspections Woodstock, IL

Lon Grossman Technihouse Inspections, Inc. Bloomfield Hills, MI

The Other Light in the Attic

A Very Regular Animal

Greg Baron Baron Team LLC Home Inspection Services Boca Raton, FL

Garage attic in an unoccupied house. Well dried out and didn’t even stink! Jack Koelling Advantage Home Inspections, LLC Wichita, KS

See more attic “lights”...by Dan Prescott In the September 2015 Reporter.

Just In Case you Forget Your Keys Ran across this window today and just had to laugh. No way to lock it and not sure what the installer was thinking. Matt Steger WIN Home Inspection Elizabethtown, PA

ASHI Reporter • November 2016

The Aftermath of a Creative Kegger? This proves the Solo cup has multiple uses besides beer and parties. Calvin Blankenship Brice Inspection and Consulting Services, LLC Frostburg, MD

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NEW POSTCARDS EMAIL!! Please send your name, city, state, photos, headings & captions to: postcards@ashi.org

You Know it’s Double Layered...

No Window, No Problem ...When it takes Gorilla glue and string to hold your toilet paper dispenser in position.

I found this in the occupied side of a duplex. No place for the condensate to drain and on and on...

Rick Hillard Glisson Inspection Services Valerico, FL

Tim Morland Red Wall Property Inspection, LLC Newberg, OR

Pet Spider

Pipe Tetris This is a first. Gotta love it!

Why indecisive people shouldn’t do plumbing...

Michael Miller All Sound Inspections Snohomish, WA

Whoops!

Busted Close, but no cigar. Jeff Brown HomeGuard Incorporated San Jose, CA

ASHI Reporter • November 2016

Brian Mishler HomeStudy Inc. Latrobe, PA

It is easier to go through than to go around... Don Fischer Extra Eyez Inspections Woodstock, IL

45November 2016

â&#x20AC;¢ www.ASHIReporter.org

By ASHI President, Randy Sipe

ASHI’s New and Seasoned Members Remind Us All of Whom We Should Strive to Be I

t’s hard to believe it’s November already and I only have a short time left as ASHI President, traveling to chapters and meeting members. One thing I’ve noticed as I’ve traveled across the country visiting chapters and conferences is that we all have the same struggles and desire to be the best we can be. Now, this doesn’t mean that we all agree on how to achieve our common goals, but we do share some of the same values. When I speak with new inspectors, I’m reminded of how difficult the first year in business was. Not only are you trying to build an agent base, but you are also trying to just survive. I recently spoke with a young lady who’s just completed her first nine months as a single-inspector company. Her biggest struggle, she told me, is dealing with agents who are men. She told me that she feels she’s being “tested” by them…because what could a woman know about mechanics and houses? I assured her that there was no doubt in my mind that she and most women are just as capable as any man. We have a few women who belong to my chapter in Kansas City and I can assure you that they can run rings around some of the men.

The real issue is developing working relationships with the people you really want to work with. I explained to her that there will be all kinds of agents and other people just “trying you out” to see if you fit their inspector model. It seems like that hurts more at first because you need the work to survive and you don’t want to get sideways with someone. I also told her that she should focus on the long game. After a while, I said, those types “testing” you will leave you alone and the agents who want a good job done for their clients will keep calling on you. She said that this was already happening and that it did make her life easier knowing she was working for and with people who appreciated her skills. This also holds true for inspectors who’ve been doing this for a while. I’m often asked how I

ASHI Reporter • November 2016

maintain my business when I travel so much for ASHI. The answer is the same—I work with agents who want to work with me and are willing to wait for my availability when they can. I really enjoy talking with new inspectors because they remind me of how I felt when I was starting out and the struggles that we all share and how we can move forward.

nother thing that I enjoy when traveling to ASHI events is speaking with the “seasoned” inspectors who’ve been around awhile. These are the people who make this clock tick. What do I mean by that? Just think about it—when you or your chapter has a question or needs help, who is it that you call? It’s the person who’s been doing this for a long time and is always willing to help. The ones who are at all of the meetings, who volunteer their time and knowledge, and assist anyone who asks. Without these individuals who are willing to share their time and expertise, nothing would get done and we’d all suffer the results. These are the people who make strong chapters, conferences and better inspectors. These individuals stand out in the crowd and everyone reveres them. Your long-term goal should be to be that guy or gal. If your nature is not to be the spokesman or group leader, then offer your support in the background.

ASHI has built a strong network of chapters and leaders through volunteerism and commitment to be the best, locally and nationally. This is what “40 Years of Trust” is all about, us trusting each other and the public trusting us to do the right thing. I have a few more months of travel left, meeting members and thanking them for being part of ASHI. Don’t forget— when another inspector helps you, thank them for their help and pass it forward when you can. Until next month—inspect safe and do the right thing. H

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47November 2016

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ASHI Reporter â&#x20AC;¢ November 2016