I agree with Ron in principle. But I don’t sell it as an add on. I am one that uses it all of the time and just charges more.
Keep in mind that, as he said, most people don’t know what it is - so it may be a hard sell as an upcharge. But he is right about educating. Generally, after I educate clients, that happily pay my higher fees. So it is reasonable that a similar percentage would happily pay an upcharge for the service. I am just more comfortable doing this way.
Honestly, for the average house, using IR doesn’t add much time. But it tends to find big problems. Don’t forget about the unquantified value in this. When I find something big - usually a couple times a week - that I would not have seen without it, people are VERY impressed. And people that are inpressed refer. I call it active referrals. Before IR I got referrals. After IR I get ACTIVE referrals. When I find a leak or something, people are actively telling their friends and neighbors about it - “wow this guy came in with this camera thing and he found this problem that you could not see, blah blah.” And the friends and neighbors tend to call.
This value is hard to quantify in a simple formula. Can I say that I made $xxx aount more last year because of IR as if I had charged for it seperately? No (except for the straight IR scans) But, without hesitation, I can say my business was way up.
There is neither a right or wrong way to do this as far as how you charge. It is what works for you. I find that the way I do it helps me stand out and kind of markets itself.