How do I get my foot in the door?

I am in West Central Florida, Pasco county. I have been doing everything imaginable to get my business running. I’ve had my license for 9 months now and have only done one inspection. There were no agents there but the client raved about what a good job I did and how kind and professional I was. I’ve talked to so many realtors and followed up with a, “nice to have met you” phone call. Still nothing. Flyers, cakes, candies, business cards, hours on building the web site. Still nothing. I was thinking about just targeting insurance for 4 point and wind mitigation but guys around here are charging $75 for each or both for $100. I could do that but it seems like a lot of work for that price and people on here are always complaining about prices being to low. There are also a few franchises out here that seem to run the show. So if I don’t have the low prices how do I get my foot in the door? What do I do? Any suggestions would be welcomed.
www.pascocountyhomeinspector.com

Why (specifically) did you decide to become a home inspector, and why did you think you would be any good at it? What is your motivation?

Dale,

Use the Search function and read & absorb all the (numerous) marketing and start-up tips and suggestions. Many users have posted useful information that you’ll will find practical and helpful.

The real estate market in Florida is on fire lately, lots of work out there to be had. People do business with people they know and like. If your not inspecting, then get out there and meet people. Offer to provide a broker or office manager a training class for new agents. Meet other local inspectors and offer to do their overflow or remote jobs. Do something…and set yourself apart.

Insurance inspections can be fill-in work, but won’t get you much in the way of “real” home inspections, and the low ballers will beat whatever price you offer anyway.

BTW, you advertise Wood Destroying Organism inspections; do you have the necessary qualifications to offer this service in Florida? You don’t list your CPO or Pest Control ID. You need more than just a training class to legally offer that service.

Also, there is a typo on the top nav bar of your web site, see attached.

Good luck,
Dom.

web typo.JPG

There are a lot of reasons I got into home inspecting. It started when I was young. I had a family of DIYers. Every year my family had a huge summer project whether it was putting a new roof on my uncles house or finishing our basement (I grew up in Illinois). I was involved in every project from about the age of 8. After high school I went into the navy. I was stationed on the USS Enterprise the oldest ship in the fleet. I was assigned to a night watch for our division. That meant if anything went wrong with any parts of the ship that were a part of our division I had to take care of it. There where ruptured water pipes, leaky toilets, ac systems going down in the middle of the night (not a good thing in the middle of the Persian Gulf). I had to be able to handle it all or call someone who could out of their rack. After the navy I went to college and became a teacher(My mom ran a daycare growing up so it seemed a good fit). Shortly after I began teaching I bought my first house which was a fixer upper. It was 60 years old and I redid the whole thing. Kitchen, bathroom, windows, floors, outlets, switches.
After getting married my wife and I bought a house and again I redid the whole thing over a summer break before moving in. We only lived there for two years and my wife decided she wanted to live closer to family.
So a few years ago my wife and I bought my third house and my agent suggested I get an inspection and I did. I followed along with the inspector and came away with two things. Everything he found in the house was something Number one, I could have found on my own (in fact there were two things I pointed out to him) and Number two, that seemed like a really awesome job. So last year after 4 years of trying to get my wife to agree I got my license and started this journey. Although she hasn’t said it in words I know at this point my wife is thinking she was right and I shouldn’t have started this. I am determined to make this work I just need some direction. I have also discovered home inspecting is not that awesome if you’re not inspecting.

I took the InterNachi Wood Destroying Organism class. I didn’t realize I had needed to get more. I’ll take it down. Thanks for letting me know.

I’ve read a lot of the marketing start up blogs. I’ve tried many of them with no luck. I haven’t gotten to present at an office yet but hope to do so soon. I was thinking to do a presentation on home energy savings that they could use with their clients if they see any of the things I talked about. Thinking of a topic that would be useful to realtors is a challenge.
I also picked up a brochure the last time I was in an office from a Pillar to Post franchise and it was a little discouraging to me. Being new at this and having no income from it I am unable to offer some the things he does. On site reports ( it takes me too long to write a report at this point to do that). He also offers infrared which I don’t have yet. Air quality testing, mold. These are all things I want to add to my repertoire but don’t have the ability to do yet.
www.pascocountyhomeinspector.com

https://www.nachi.org/forum/data:image/png;base64,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

You have to ask yourself a few questions and answer them honestly(to yourself)

Why are you doing inspections?
If you do not have a passion it will show.

Are you actually meeting people and presenting to people that can actually give you a job? If you are not doing it will take a real long time.

What is your elevator speech, is it flawless?

Your presentation of yourself and company must be perfected.

You must be confident and not conceited.

You must present yourself as a professional, including website, Social media, vehicle, clothing ect.

You must be able to quickly and properly answers questions about you and inspections.

All of this will lead to making a great first impression, which is absolutely necessary to be successful.

Find someone who you can do a few ride-a-longs with, it will help you with all of this.

Read

Join the local Realtor’s Assoc. Chamber of Commerce.

Visit offices(insurance and Realtors)

Talk with friends you know who can help spread the word for you.

Rinse and repeat

I don’t really have an elevator speech other than introducing myself and saying what I do. I dress professionally but I don’t have a shirt with my logo. I will have a good presentation just not sure on what the topic should be.
I guess I’ll start with those two things. Any suggestions on what you say on elevator speech and what topics would be relevant to Florida Realtors? Thanks for sending me links. I didn’t know there was a facebook group for inspectors. pascocoutnyhomeinspector.com

Thanks for posting your info Dale. John picked up where I was heading with my questions, and I’ll hand off to him as he is definitely in tune with your service area (huge differences between FL & MN) and marketing to realtors (which I do not ‘directly’ do). I will jump back in again to voice my opinion if need be. Good luck to you.

Marketing to agents is the fastest way to get started. It is near impossible to market to enough family and friends to grow a business to start.

I agree to a point (difference between overpopulated FL and rural MN) and the OP needs to understand that he is dealing with THOUSANDS of competitors and realtors get awfully sick and tired of constantly being bombarded with newbies walking in on them in the office. They have their handful of “familiar” inspectors they already work with. They don’t care about any new inspectors… until one of their “on call” inspectors pizz them off. A newbie inspector will be out of business before that happens. JMHO.

The point of the elevator speech is not to have only a memorized statement. It is to make you think about what you can talk about, so when the time comes you have clear concise thoughts. Your communication in a that short window will leave an impression, you want it to be the right one(see that link).

Getting people to remember you will cause you to call you when they need you, but they must remember you first. Multiple and impressive meetings will greatly increase that chance.

Many people have have a hard time making these impressions is because they are not aware that they should be, they are not practiced in it and they are nervous about it. All of which can be correctly easily.

Without knowing you it is difficult to know where you stand(hence the earlier questions).

Smile and raise your voice(a bit, you will sound excited) when you meet someone or talk to them(on the phone). Use their name, it will help you connect with them.

I like your website it is clean and professional looking. But you need more info about yourself and about the areas you service… really just more text in general for the search engines to pick up. You really really need some SEO work and/or Google Adwords/Bing advertising if you can afford it. When I first started good SEO and Google Ads drove 70-80% of my business. Try to learn it yourself you can save some money or find a local person to help. Start here for things you might be able to do yourself https://www.woorank.com/en/www/pascocountyhomeinspector.com

Thank you so much for all the info and links. I will read them. I also joined the facebook group.

I have been trying to figure out the SEO side. Mostly late at night after a long day of work and taking care of my kid. This link will help a lot but I’ll need to do it tonight. I have to go to a birthday party with my son today.

I try to be as outgoing as I can. I’ve mostly only talked to the door keepers. The few realtors I’ve spoken to I always follow up with a call then a text with my info. I did have a long phone conversation with a realtor that said he works with 4 other realtors and the inspector they’ve been working with has been rude and has pissed some people off. He told me he’d give me their info and I contact me but he never did. I called him twice but he didn’t answer. It’s been two weeks and I’m not sure if I should continue pursuit or if I’m just bugging him.
www.pascocountyhomeinspector.com

Hello Dale,

John is right. Confidence while speaking is very important.
Be careful with offering a class to a Realty group as there are some that know the difficult questions to ask. Luckily I had a construction background (not DIY) or I would have FLOPPED.
If you do not find a good mentor (outside your service area), chances are your success will be limited…dramatically.
As for calling realtors… Don’t. They have a high call volume right now and calling and texting probably will not get you anywhere.
The way I broke into the market was donuts and business cards during Tuesday meetings. But donuts will not work if the marketing delivery is not right.
You stated that you were a teacher. Are you teaching now?
I know of two new guys in my area that just closed their doors. I don’t understand why, most of us are very busy.

Yes, I am still teaching but I want to get this running before summer. What kind of tough questions would they ask? I was doing business cards and Sarah Lee cakes (because they are packaged and more classy than Little Debbie). I was taking them every week for three weeks and got nowhere. They ate all the cakes though.

Are you teaching full time M-F? If so, you will need an answering service. If the realtor gives 2 or 3 names and the client calls your number while your in class, chances are by the time you return the call the client has already chose one of the others.
As for questions, they were the questions they knew to start with: How do you detect toxic drywall, high loop/air gap, gable bracing ect…
The only legit question was from one that just showed a house with a 2/12 roof with no condenser unit. It had an air-handler but was blowing cold air.
I get 2-3 referrals a month from him.
Anyway… find a good mentor, preferably one that is getting ready to retire.

Dale,

If you want to call me, or do a ride along with me I would be happy to help.

I will give you a presentation to present to offices or the Realtors assoc to get you in the door.