A Columbus-area home inspector says he's having a tough time getting in front of real estate agents.

Dear Blanche,

I am a home Inspector of an independently owned/operated Inspection in the Columbia, Howard County, Maryland area. I have been properly educated in the state of Texas and am AHIT (American Home Inspectors training) Certified and have obtained enough credits to satisfy the Texas Real Estate Commission.

I have recently returned home to Columbia and began with great enthusiasm, a push to market my business and services. I understand the area is booming in the real estate home buyer/home seller market. However, local home inspectors properly trained, educated and certified don't seem to be getting any attention from the Realtors.

I'm not certain as to what the reasons are why I am not receiving clients from Realtors in the area, and will not go as far to saying I am not receiving contacts due to the accuracy of my inspections. I guess what I am trying to ask is: Are home buyers and sellers even being educated on the importance of a home inspection vs. appraisal? Are they being advised to obtain an inspection?

As you know, an appraisal gives the value of property and assists in the mortgage loan process regarding the loan to value issues. An inspection evaluates the condition of the property and components, the life expectancy of said components, as well as safety hazards which may or may not be. Home Inspections prove to be very valuable when protecting the buyer or seller's investment.

I have marketed throughout the Columbia, Howard County Maryland area, handed out brochures and business cards. Real estate seems to be booming here, but I don't believe the information regarding home inspections is being taken seriously, in fact it has been almost impossible to get past the receptionist desk to speak to an agent or office manager in person.

Further, I feel this information would be beneficial to both buyers and seller agents. A buyer will no doubt use the inspection information to negotiate the price of the property. A seller will have sufficient information to support the value given prior to pre-sale listing their home or have information about conditions which may be helpful to make improvements if necessary, prior to pre-sale listing.

I am wondering if you would be able to assist in this matter? Any information or assistance will be greatly appreciated and I thank you in advanced for your time.

Realty Times has some suggestions

Dear Home Inspector,

I'm glad to see you are doing your own marketing. Getting a start or restart in any business is tough, especially when you have credentials that may have to be recertified.

One problem you may run into is that established agents may already have home inspection contacts that they know and trust, so your job will be harder because you not only need to get in front of these agents, but convince them you are doing a better job for their clients.

Says Andrew Show, a buyer's agent in Columbus, Ohio, "Has he/she any credentials and experience, or are they a rookie? I get an occasional home inspector letter with a business card and a flyer and/or cover sheet and it goes into the trash. Personal visits aren't much better because I already have four excellent (ethical) companies, so a fifth one doesn't do much for me."

However, Show advises, "Short of affiliating with a known inspection company and getting more experience and personal reputation with the buyers' agents he might serve, the one thing he might do is to go to area Realtor weekly meetings and introduce himself. Join the Columbus Board as an affiliate member, and contact the Columbus Independent Brokers Association as well."

Realty Times has some other suggestions:

• Contact the managers of brokerages and offer to speak at one of their morning meetings about the value of home inspections, how they are different from home appraisals, how they can protect buyers and sellers, and what kinds of problems sellers are most likely going to run into when they buy a home. Offer to consult with agents and their seller clients on the value of seller home inspections. Offer to consult with buyer's agents on how home inspections can help the buyer make good decisions.

  Become the educator and develop trust. Agents are going to have to trust you before they recommend you to their clients. Educate agents about the types of problems they are most likely going to come up against when selling certain neighborhoods and homes. For example, one of the wealthiest neighborhoods in Dallas where I live has a terrible reputation for shifting soil, so million-dollar plus houses routinely appear with cracks in the walls, and no one tiles the floors because they show cracks quickly, especially in newer houses with slab foundations.

• Educate agents about the types of problems that might not appear on a home inspection that could cause problems for the buyer or seller, such as gas lines from the city that may need to be replaced at the owner's expense. Have the answers and tell agents where they can get gas lines checked.

• Be available to answer questions either via Blackberry, your website or by pager. When you give your talks, make sure all the agents get your contact information.

• Offer to speak at other agent gatherings, such as the local association meetings, MLS weekly broker tours, and local NAR affiliate organizations -- such as CRS Council. See Realtor.org for more information on councils.

• Consider offering CE classes to the local association at a low cost.

• Offer to be a source for the real estate columnist(s) for your local newspapers and Internet columnists. Call or email often with ideas to offer them, such as educating readers to the difference between home inspections and home appraisals and why they shouldn't go without one.

• Are you on the Internet in any professional directories? You should be.

• Be careful of your attitude. Educate, but don't preach. Nobody likes to be browbeaten - especially with the truth. Remember, it's not about being right, it's about getting what you want. You want business, not converts.

With perseverance, your business should improve.

Published: May 10, 2006

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