US Home Inspector Training

Home Inspections vs. Code Inspections (Part 1 of 2)

Home inspections are not ‘Code’ inspections, and a lot of home inspectors react to the word “Code” as if it’s taboo. Some even call it the ‘C-word’. In this article, I’ll share the arguments that home inspectors make against inspecting To Code, and then share my two cents on the subject.

The Case Against Building Codes
There are two large national organizations for home inspectors in the United States: The American Society of Home Inspectors (ASHI), and the International Association of Certified Home Inspectors (InterNACHI). Both organizations make it clear in their Standard of Practice that home inspectors are not required to report on code compliance. The ASHI Standard of Practice states that “Inspectors are NOT required to determine compliance of systems and components with past and present requirements and guidelines (codes, regulations, laws, ordinances, specifications, installation and maintenance instructions, use and care guides, etc.)” While InterNACHI says, “The inspector is not required to determine compliance with codes or regulations.” If you look up the standard of practice for any licensed state, you will surely find a similar language.

Besides our standards of practice, home inspectors don’t inspect To Code because it’s just about impossible to do so. If a home was built To Code 50 years ago and nothing has changed, the home still meets code requirements. That’s the way building codes work. To inspect a home To Code, I’d need to be familiar with all of the historical codes for every trade, for every time period, for every house. Even here in the Twin Cities, where we’re all supposed to be on the same page when it comes to building codes, we still have inconsistent enforcement and interpretation of building codes. There’s no way that any person could possibly keep all of this straight.

Additionally, home inspectors are not code enforcement officials. We have no authority to make anyone do anything. What is the point in doing a code compliance inspection anyway? Building codes continually change to help make our buildings safer, more durable, and more energy-efficient. If I inspect a 50-year-old house that hasn’t had any changes made to it, and I only inspect To Code, I won’t have much to say. But because I’m doing a home inspection, I’ll surely have many recommendations to make regarding safety, durability, and efficiency. None of my recommendations have any “teeth” as I can’t make anyone do anything, but my client will have a far better understanding of what they’re buying.

Why Home Inspectors Should Know the Code
Home inspections are conducted to educate the client, usually a home buyer. The ASHI Standard of Practice states that inspectors are required to report on unsafe conditions, which is defined as a condition that is judged to be a significant risk to bodily injury during normal, day-to-day use; the risk may be due to damage, deterioration, improper installation, or a change in accepted residential construction standards. So, what are these standards? This is not explicitly defined, but home inspectors all know that this means ‘building codes.’ This is how construction standards are defined.

Inspectors in different parts of the country have different building codes and different construction standards. What is acceptable in one part of the country might be unacceptable in another, and vice versa. Home inspectors should be expected to know what is acceptable in their state or city and be able to prove it if necessary. This means knowing the building codes for their area. Every home inspector ought to at least know what version of the building code is adopted in their area and be able to look up code references if something is questioned.

Marketing and Sales Above All Else (3 of 3)

5. Have a Unique Selling Proposition (USP): Crow distinguishes a USP from the other types of selling propositions home inspectors typically use—GSPs, RSPs, and PSPs—it has to be something that clearly sets you apart from your competitors. A GSP is a Generic Selling Point like “we have easy-to-read reports” or “we provide excellent service.” A RSP is a Required Selling Point that every home inspector arguably should offer like “I am licensed” and “we protect our clients with E&O insurance.” A PSP is a Personal Selling Point like “I’ve been in construction for 20 years and have 10 years of experience as a home inspector.” In Mike Crow’s case, he has personally performed over 10,000 inspections and also held a seat on the Texas Real Estate Commission (TREC) Inspector Advisory Board, so he has a very strong PSP. However, the problem with PSPs is that they are inspector-specific, so if you are trying to build a multi-inspector firm where you don’t personally have to do every home inspection, the PSP loses much of its power.
A USP, on the other hand, is something unique—by definition—and sets a home inspector apart from his local (or national) peers. Some examples Crow offers include printing and emailing reports on-site, including a free 90-day warranty, and a 200 percent satisfaction guarantee where if the client is not satisfied, Crow refunds the inspection fee and then pays for another licensed home inspector to inspect the home. Carrying E&O insurance that covers referral partners can also be a way to create a USP with respect to Realtors.
Community and Relationship Marketing
Jesse Zumbro, owner of Zumbro Home Inspection, has built a successful one-man inspection firm in Clarksville, Tennessee and has a unique approach to marketing and building his business that inspectors might find of interest. Acknowledging the high failure rate of new home inspectors and the equally high number of home inspectors who struggle to make ends meet, Zumbro argues that too many home inspectors are going about building their business the wrong way.
“Everybody wants to get their website up and running, have the best SEO in town, and they think that orders will suddenly roll in. That’s not how it works. Whether you are in New York or Arizona or Tennessee, the best thing a home inspector can do is base the business on your community. Provide real value to your community. Don’t just sit behind a computer and make Facebook posts all day,” advises Zumbro.
If you’re struggling to find business, Zumbro says the answer is to act in your community. “Go down and volunteer at a local non-profit, go to Habitat for Humanity and spend the day. Take action in your community to serve your neighbors, not just sell people home inspections. Suddenly, you become the company that people want to call when they need a home inspection. Whether it is a Realtor® referring you or a customer coming to you directly, this approach supercharges your other marketing, whether it is networking with Realtors® or advertising on Google. If people know something about you or they remember you from an event six months ago, the trust is already in place,” Zumbro reports.
The test of whether a home inspector has built a real business is what is happening now that the market has slowed, according to Zumbro. “During 2020 and 2021, when the market was gangbusters, it was easy to get work because of supply and demand. The problem is home inspectors weren’t building in their communities. They were just getting business because they were a last resort in a crazy busy market. They didn’t build that network of agents, lenders and community leaders that trust them. Of course, homes are still being bought and sold today and the business is still out there, but their business has plummeted because they never established themselves in the community,” Zumbro says.
Building a referral network takes time, but it’s ultimately more stable and less expensive than competing for business with Facebook or Google Ads, Zumbro argues. “If you don’t establish yourself as a leader and don’t have community involvement, you’ll always be competing with the inspector down the street. I’d rather get referral business. People that don’t have a referral are the ones taking to Google. That’s the hardest business to compete in because there’s so much competition on Google or Social Media. I’d rather come from a place of strength where I’m being referred by other community leaders or Realtors®,” says Zumbro.
In terms of his approach with marketing to Realtors, Zumbro says he goes beyond delivering donuts or cookies. The key is to build the relationship before ever asking for anything. “When you first meet an agent, provide something of value to them that’s not a home inspection and they will be surprised. I currently have two printed pamphlets that I drop off at Realtor offices. The first pamphlet is Five Most Common Things a Real Estate Agent Can Identify to Fix Before Listing a Home and it includes a list of the easiest fixes that the Realtor® or homeowner can make that cost almost nothing, such as getting the gutters cleaned out, having the AC unit serviced before the inspection and so on. It is five things that make their life easier before the home inspection happens,” Zumbro reports.

“The other pamphlet is Five Easiest Things to Do After Your Home Inspection is Scheduled and describes what a home inspection is and how the Realtor® and the homeowner can prepare for it. It includes tips like making sure the attic is cleared out and accessible, making sure there is access to the electrical panel and water heater, and so on. The agent can give it to their clients and it makes everybodies lives easier. The smoother the home inspection goes the better the chance that the Realtor® will get paid. These might sound like common sense to a home inspector, but lots of Realtors don’t know,” says Zumbro.
The pamphlets are valuable tools that Realtors® can hand out to their clients, explains Zumbro. “I give them the branded pamphlets, meet them, and talk with them a little bit. I give them something they can use in their business and help them have fewer problems with their home inspections. Even if they already have a ‘favorite’ inspector, the next time they need something, they often call me,” Zumbro reports.
Another tip Zumbro offers is to have a QR code or “digital business card” that agents can scan. “I make the Realtor® scan my QR code and it automatically syncs the information to their phone. I tell them if they ever have a question and they can take a picture and send it to me, do it. They’re much more likely to contact me if my information is in their phone, plus it’s an algorithm hack. They are much more likely to see my posts and information on social media if I am a contact on their phone. I become a resource to them instead of just someone who wants something from them. If they have a problem with a water heater or another defect that they’re working on, they can send me a picture and I’ll give them advice at no charge. A lot of home inspectors hunker down with “That’s not my job!” but if you are not building a relationship, why would they use you?” asks Zumbro.
Make a sale by not selling. “Instead of selling to them, provide something of value. Every inspector is trying to sell themselves to Realtors®. The Realtor® might have 20 home inspectors chasing them. The best way to sell something is don’t sell anything. Wait until they ask for it. I provide so much value in other areas for free, that when they do need what I’m offering, they only want to use me. In 2023, we’re completely immune to the standard sales pitch—even annoyed by it,” Zumbro remarks.
Some might say Zumbro takes his relationship and community referral strategy to the extreme, but he likes it that way. He is fond of finding roof leaks or other defects that homeowners complain about on community forums or Facebook groups—for free. “Home inspectors need to be more open to providing advice and services for free. It’s not going to get you referrals every time, but the 51st time, it might. One time I did a quick assessment for a woman who was complaining on Facebook about mold, and I found the leak for her at no charge. She didn’t say much to me but I found out later she was the Admin of the “Army Wives of Fort Campbell” Facebook group and she recommends me religiously in the group. That relationship is worth thousands in Ad spend. Do you want to spend money on every single new client you get? Or do you want referrals? Home inspectors who are slow should get out there and serve their communities,” Zumbro advises.