march 2016 reporter

ON MY MIND: BUILDING ON ASHI’S 40 YEARS OF TRUST P42

REPORTERASHI

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

3.16

1o 2015 ASHI Award Winners

12 ASHI Leaders Look Back: 40 Years of Trust

16 Skylights

36 How to Raise Your Prices Without Killing Your Business, Part 2

38

ASHI 2015 Annual Report

4 EXTRA PAGESof news you can use!

Randy Sipe2016 ASHI President

2 ASHI Reporter • March 2016 3March 2016 • www.ASHIReporter.org 3

Departments 6 Around the CoRner Jim Funkhouser, Speaker or the CoR

23 Herspective Susan Walker, Walker Inspection Services, INC.

25 Asbesto...White as Snow ASHI School Staff

26 Affiliate Spotlight Palm-Tech 28 ASHI Community Chapter Lising, New Inspector Status, Chapter Events, Council News and Education

33 Your ASHI Membership News, Event Calendar, Endorsed Member Programs & Anniversaries

37 Insider Tips Tom Fezia, Mr. Fix-It, Inc.

40 Postcards From the Field It’s Wacky Out There

41 Test YOur Knowledge Engaging our Readers

42 On My Mind Randy Sipe, ASHI President

Features 8 InspectionWorld® 2016: San Diego Public Communications Inc. 10 2015 ASHI Award Winners

ASHI Staff

12 ASHI Leaders look Back: Sally Chapralis

16 Skylights Alan Carson, Carson Dunlop

36 How to Raise Your Prices Without Killing Your Business, Part 2 Alan Carson, Carson Dunlop

38 ASHI 2015 Annual Report Alden Gibson, ACI and Tim Buell, ACI

March 2016 Vol . 33, #3REPORTERASHI 3.16

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ASHI Reporter • March 2016 5March 2016 • www.ASHIReporter.org 54 5ASHI Reporter • March 2016 5March 2016 • www.ASHIReporter.org

ASHI MISSION STATEMENTTo 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 National Officers and Board of DirectorsEducated. Tested. Verified. Certified.

Publisher: Frank Lesh

Editor: Carol Dikelsky

Art Director: Arlene Zapata, Jr. Designer: Juraj Ilavsky

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: [email protected]

Advertising: Dave Kogan Phone: 847-954-3187, E-mail: [email protected]

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.

Randy Sipe, PresidentSpring Hill, KS, [email protected]

Howard Pegelow, President-Elect Gilbert, AZ, [email protected]

Robert Walstead, Vice President Colorado Springs, CO, 719-495-2652 [email protected]

Tim Buell, TreasurerMarysville, OH, 614-746-7485 [email protected]

Scott Patterson, SecretarySpring Hill, TN, 615-302-1113 [email protected]

Alden Gibson, Immediate Past-President Breslau, ON, [email protected]

Officers

Bruce Barker 2015-2017 Cary, NC, [email protected]

Ken Harrington 2015-2017

Delaware, OH, [email protected]

Richard Hart 2016-2018 Conyers, GA, [email protected]

David Haught 2016-2018 Huntington, WV, [email protected]

C. Blaine Illingworth III 2015-2017

Harleysville, PA, [email protected]

Keven Kossler 2015-2017

Huntersville, NC, [email protected]

Bruce Labell 2015-2017

Scottsdale, AZ, [email protected]

Mark Londner 2014-2016 Purcellville, VA, 540-668-6339 [email protected]

Donald Lovering 2015-2016 Auburndale, MA, 617-698-3903 [email protected]

Blaine Swan 2016-2018 Columbus, OH614 [email protected]

Tony Smith 2015-2017 Cedar Rapids, IA, 319-533-4565 [email protected]

Mike Wagner 2014-2016 Westfield, IN, 317-867-7688 [email protected]

John Wessling 2016-2018 St. Louis, MO, [email protected]

Kevin Westendorf 2014-2016

Mt. Pleasant, SC, 843-881-7842kevinw@lowcountryhome inspection.com

Speaker, Council of Representatives: James Funkhouser 2015-2016 Manassas Park, VA, 703-791-2360 [email protected]

Directors

ASHI STAFFMain Phone: 847-759-2820, 8:30 am - 5:00 pm Mon. - Fri., CST

Executive Director

Frank Lesh, Executive Director, 847-954-3182, [email protected] Bruno, Executive Assistant, 847-954-3177 [email protected]

Education, CE Approval, Smart Track, InspectionWorld

Michele George, Director of Education & Events, 847-954-3188 [email protected]

Membership, Chapter Relations, Booth Rental, Product Orders

Russell Daniels, Assistant Executive Director, Director Membership and Chapter Relations, 847-954-3185, [email protected] Lester, Membership Services Coordinator, 847-954-3176 [email protected] George, Membership Services Supervisor, 847-954-3180 [email protected] Gallegos, Membership Administrator, 847-954-3175 [email protected] Laurent, Administratove Assistant, 847-954-3179 [email protected] Accounting

Toni Fanizza, Bookkeeper, 847-954-3190, [email protected] Canham, Financial Assistant, 847-954-3184 [email protected]

Website, Information Systems, Database

Mike Rostescu, Director IT & Internet Communications 847-954-3189, [email protected] Publications, Advertising, Marketing, Public Relations

Dave Kogan, Manager of Marketing & Business Development 847-954-3187, [email protected] Arlene Zapata, Graphic Design Manager, 847-954-3186 [email protected]

The ASHI School

Kendra Eiermann, Manager, 888-884-0440 or 847-954-3178 [email protected] Steve Reilly, Senior Sales Representative, 888-884-0440 or 847-954-3181, [email protected] McGraw, Administrative Assistant, 847-954-3198 [email protected]

5

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Speaker: Jim Funkhouser 571-214-4039 [email protected]

Alternate Speaker:John Wessling St. Louis, MO [email protected]

Secretary:Brendan Ryan 724-898-1414 [email protected] Leaders

New England/CanadaMike Atwell 617-630-5629 [email protected]

New York/ New JerseyKevin Vargo 732 271 1887 [email protected]

Mid-AtlanticHollis [email protected]

MidwestMichael J. Von Gunten 262-945-2446 [email protected]

South AtlanticRichard Hart 770-827-2200 [email protected]

GulfJohn Knudsen 334-221-0876 [email protected]

South Midwest John Wessling 314-520-1103 [email protected]

North CentralDave Haught 304-417-1247 [email protected]

MountainKurt Salomon801-523-6060 [email protected]

PacificDarrell Hay 206-226-3205 [email protected]

ASHI Council of Representatives Speakers and Group Leaders

From The Speaker of the CoRAround the CoRner

It’s three days after the end of InspectionWorldTM 2016, and I am more energized than ever. First, you can’t beat the weather in San Diego; second, you can’t beat the friends you make; and third, you can’t beat the quality education when you attend IW. Please start planning now to join everyone in Las Vegas in January 2017! You will thank me (I accept small unmarked bills and Starbursts).

As promised, the Council of Representatives (CoR) considered your ideas and proposals during our annual meeting on January 25 in San Diego. Six of the proposals passed, and two were tabled. Here are the proposals that I will present on your behalf to the ASHI Board of Directors for their consideration:

1. Make it ASHI policy to encourage all chapters to treat home inspector members equally with regard to voting rights within the chapter and inclusion in lists of members in publications, advertising and websites as deemed appropriate by the specific chapter Board of Directors.

2. Have ASHI staff refer every new ASHI member to a chapter.

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3. Hold the October Board of Directors meeting in the same location as the Leadership Training Conference (LTC), rather than at ASHI headquarters.

4. Provide a $300 per chapter stipend to each chapter sending Coun-cil Representatives to the ASHI CoR Annual Meeting. (This could be in our CoR budget.)

5. Have ASHI staff and national leadership hold a web conference with all chapter leadership to address ASHI’s agenda and to hear the concerns of the chapters.

6. Have the officer nominating committee develop a series of questions to be responded to by nominees and that video responses be made available to the general membership.

Please take a minute to thank your representatives to the CoR who gave their time to address these important issues. Be proud that you belong to an organization that includes such folks who look after your needs and who help your voice to be heard. I will report back to you on these proposals after the Board deliberates in April.

~ Jim

James Funkhouser , Speaker, ASHI Council of Representatives, [email protected] H

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InspectionWorld® 2016

InspectionWorld® 2016: San Diego By Public Communications Inc.

Celebrating 40 Years of Trust at InspectionWorld® 2016

IW attendees enjoyed valuable educational sessions, interesting exhibitors and meeting other ASHI members in sunny San Diego

IW San Diego was a slam dunk. Read on to find out why we mean that literally. Attendees were immersed in a meeting full of education, mingling and exchanging ideas. The Annual Meeting Luncheon kicked off ASHI’s 40th anniversary celebration. A truly historical moment occurred at the luncheon when Ron Passaro, ACI, the first member of ASHI, swore in 2016 ASHI president Randy Sipe. New board members were also sworn in and 2015 awards were presented to exemplary ASHI leaders, members and staff. The award recipients are listed on pages 10-11.

After the luncheon, the Expo Hall ribbon was cut and the exhibit floor was opened featur-ing a record-breaking number of exhibitors. On the first day we also welcomed new members and first-time IW attendees at our Welcome to ASHI Event and The ASHI School held a class reunion.

InspectionWorld® offered 45 educational sessions this year in five different specialty focuses. Attendees chose between “Inspect-ing Essentials,” “Advanced Learning,” “Environmental Issues,” “Specialty/Diversifi-cation” and “Business Management.”

Other educational opportunities included pre- and post-conference courses, lunch ’N learns and special events. In short, there were plenty of formal and informal opportunities to learn from knowledgeable experts in discussions and classes.

The IW Event App connected attendees with peers and exhibitors and kept everyone up-to-date on the latest IW news, schedules and details on conference events and education (and more!).

More than 1143 attendees enjoyed the conference at the Town and Country Resort & Convention Center. Several lively events provided attendees the chance to mingle, meet other ASHI members and talk all things home inspection. The Opening Night Recep-tion in the Expo Hall offered the chance for fun networking, The real fun began the next night at the InspectPac Reception. When we referred to the slamdunk in the opening paragraph we really meant the dunk tank fundraiser. Kudos to the “volunteers” who

really got “immersed” in InspectionWorld.® The President’s Gala Reception and Dinner/Dance featured a live band, great food and a chance for attendees to dance the night away.

Many spouses (and attendees, too) enjoyed the organized tours of San Diego. Day trips included a San Diego Bay tour cruise, a trolley tour, a tour of Balboa Park and more.

InspectionWorld® 2016 proved to be a successful conference packed with educa-tional opportunities and the fun of getting to meet other ASHI inspectors. We hope everyone enjoyed their time in sunny San Diego and thank you to all of our attendees, exhibitors and sponsors.

For those of you who weren’t there, start planning now to join us in Las Vegas for InspectionWorld® 2017 at Bally’s Hotel, January 22-25, 2017.

A link to free IW photos is included in an InspectionWorld® Recap article found on the homepage of the ASHI website. H

CALL FOR PRESENTATIONS FOR IW LAS VEGAS 2017 InspectionWorld® Las Vegas, January 22-25, 2017, will provide a forum for attendees to learn the profession's best practices and to expand their knowledge, improve their professional skills and explore emerging issues relevant to the profession.

ASHI invites those interested in presenting at InspectionWorld Las Vegas to submit a proposal for review by the IW Education Committee.

To request a Call for Presentation form contact:

Michele George Director of Education and Events [email protected] 847-954-3188

Complete the form electronically and submit it with materials by email. The deadline for submissions is Tuesday, March 15. Contact Michele George with any questions.

CONGRATULATIONS TO ALL OF OUR RAFFLE WINNERS! IW Las Vegas 2017 Package:Barbara Stecher

iPad Mini: Barbara Freeman

$200 Gift Cards: Marlon Page Paul Misener Scott Swickard

$500 Grand Prize: Robert Mayberry


2015 Winner: Jim Funkhouser

of the NOVA ASHI Chapter

John Cox served on a national committee,

taught week-long seminars and routinely

inspected homes, although numerous

operations on his legs due to diabetes

meant using crutches and a wheelchair to

do so. Nevertheless, it was dedication and

service to two ASHI chapters that earned

the greatest respect from his peers.

2015 Winner: C. Blaine Illingworth III

Outgoing President Alden Gibson chose Blaine

Illingworth for the Ironman Award. Accepting

special assignments and working behind the

scenes, he was the perfect fit for an award

described as follows: Every organization has

its unsung heroes, who labor quietly in the

background but with great dedication. The

Ironman Award, established in 1998 by John

Palczuk, recognizes an individual member who

has given time, energy, talent and determina-

tion to ASHI over a long period of time and

with little recognition.

2015 ASHI Award Winners

Chapter Enterprise Award

An ASHI member established this

first-of-its-kind award because he

attributes his personal success as a

home inspector and the prosperity

of his multi-inspector firm to the

ideas and information acquired

by regularly attending Inspection-

World. The basis for the awards are

the total confirmed reservations

for InspectionWorld [preceding

the date of InspectionWorld] for a

chapter in each of two categories

based on size.

This year Silicon Valley, CA and

the Arizona ASHI, chapters each

received an award of $750.

President’s Award Ironman Award

John Cox Award

Jim Funkhouser (R) receives his John Cox Award from John Wessling 2015 alternate

Speaker of the CoR.

2015 Winner: Jim Funkhouser

Adlen Gibson, 2015 ASHI President,

chose Jim Funhouser as the recipient of

the President’s Award, which is given

for outstanding service to the President and

the Board of Directors for a specific year.

Jim Funkhouser (R) was honored with the President’s Award from 2015 ASHI President,

Alden Gibson

2015 Winner: Jim Katen

ASHI members take pride

in receiving the award

created in the memory of the

man who led the society in

its early years as Executive

Director. Described as a vi-

sionary who maintained the

organization’s focus on valid

standards, combined with

strict conscientious business

practices, Philip C. Monahon

set the bar high for the

leaders who have followed.

In addition to recognizing

an outstanding member

every year, ASHI donates

$500 to the Newton-

Wellesley Hospital,

Newton, Mass., in the

name of deceased

member Philip C.

Monahon.

View & Download Photos Relive the conference

or see what you missed!

Photos are available free

of charge for download

or to order prints.

Go to www.inspection-

world.org.

Philip C. Monahon Award

2015 Gold Achievement Award: Mike, Director of IT and Internet Communications,

was given this award by ASHI Executive Director, Frank Lesh.

Jim Katen receives the 2015 Monahon Award from the 2014 winner,

Skip Walker

C. Blaine Illingworth III

12 13ASHI Reporter • March 2016 13March 2016 • www.ASHIReporter.org 12 ASHI Reporter • March 2016 13March 2016 • www.ASHIReporter.org

ASHI Leaders Look Back: 40 Years of TrustBy Sally Chapralis

ASHI Leaders Look Back: 40 Years of Trust

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When, in 1976, visionary home inspec-tors established the American Society

of Home Inspectors, their commitment included high standards, ethics, education and certifications for members. They also understood the critical importance of maintaining public trust.

ASHI members know that a home inspec-tion provides essential information about safety for the people who live in the home. That’s why home owners, real estate pro-fessionals and the media respect and trust ASHI for its Standard of Practice, profes-sional resources and knowledgeable mem-bers who can identify current and potential concerns and challenges.

In celebration of ASHI’s 40 Years of Trust, four ASHI members shared their memo-ries. You’ll see that their experiences and perspectives reflect their pride in ASHI membership.

Randy Sipe – ASHI National President 2016“For 40 years, ASHI inspec-tors have been trusted in the inspection community to pro-vide accurate, knowledgeable

information to educate, inform and assist home buyers, home sellers and real estate agents. ASHI has worked with these groups along with federal, state and local juris-dictions to establish this trust throughout ASHI’s history. Everyone has heard the phrase ‘For Your Protection Get a Home Inspection,’ which is even used on govern-ment documents. Where do you think this phrase came from? Yes, ASHI. Our pres-ence on the federal level without a doubt has established ASHI as the professional leader in the home inspection profession. ASHI works with HUD and other allied

professional organizations for the good of all inspectors, not just ASHI members.

( “How did we establish this trust? It started with a solid Standard of Practice, the ASHI Standard of Practice, which has been developed through the years and is recognized throughout the home inspection commu-nity. The ASHI Standard of Practice has been used either in part or in whole by regulated states or other inspection groups. This was not an accident; it is because of the hard work by ASHI to universally es-tablish these standards.

“Backing the ASHI Standard of Practice is Knowledge. ASHI’s mission statement sets this goal: ‘To set and promote stan-dards for property inspections and to provide the educational programs needed to achieve excellence in the profession.’ ASHI does this through its chapters, website education and The ASHI School, and by providing InspectionWorld®, the premier annual conference for inspectors in the profession.

“ASHI inspectors abide by a Code of Ethics that ring loud in the inspection profession. “ASHI inspectors are trusted because we re-alize that we are not just inspecting a house; we are inspecting a home for a family. There is a difference, and let me explain. I did an inspection years ago that I will never forget. Most inspectors in their career will have

one of these inspections that brings them into reality and reveals the importance of their inspection.

“I had arrived early at the home, as most inspectors do, to get a little ahead of the exterior inspection with no interruptions. As I rounded the house to the front, I saw a man on the sidewalk watching me. It was a curious moment, and I approached him and asked if I could help him in any way. He informed me that he was the buyer. I was puzzled and asked how he got here and where was his car?

“He then explained that he had walked part way due to an illness that sometimes overcomes him and he can’t drive, and this happened on the way here. He then looked me in the eyes and said he was dying and would not be here within the next year and, in reality, I was inspecting this house for his family. He asked that I please do a thorough job so he would know that his family has a good safe home. I tell this story to exem-plify the trust people have in us as inspec-tors—to use the skills we have developed through knowledge, experience and the morality to do a good job.

“Many ASHI inspectors before us have put all these elements together, developing ‘40 Years of Trust’ as ASHI inspectors. I, as well as you, should be proud of our history and to be an ASHI inspector.”

Anthony Galeota – Past National PresidentSince the inception of ASHI, Anthony (Tony) has been a member. After graduating

from college, Tony was employed by a Boston consulting engineering firm that focused on civil and sanitary engineering for towns and municipalities. In the late 1960s, he was hired by the Town of Acton, MA, as its Town Engineer with the added responsibility of Building In-spector. It was during that time that Tony became aware of this as yet unknown field called “Home Inspection,” and he en-couraged an acquaintance who was a local builder to pursue this business.

After leaving the Town of Acton, Tony established his own business as a Builder and Land Developer. During this time, he worked part-time for Area Home Inspec-tion and became involved with ASHI’s New

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> ASHI Leaders Look Back: 40 Years of Trust

England Chapter. In 1980 Tony organized ASHI’s National Education Conference (as InspectionWorld® was called back then) in Boston. He served on the National Board of Directors and was elected National Pres-ident of ASHI, serving a two-year term in 1986 and 1987. During his tenure, he at-tended and participated in chapter meetings throughout the country.

“When meeting with existing as well as new members, I was always impressed with their eagerness and desire to increase their knowledge and awareness of our profession. At that time, consumers were beginning to understand and appreciate the importance of a home inspection for their biggest in-vestment, their homes. I found mentoring very rewarding. I am a strong proponent of ongoing education, which is critical in our field.”

In 1979, Tony purchased Area Home Inspection, which employed 15 home inspectors. In 1994, with a name change to Galeota Associates, Inc., the company became a family business for Tony, along with his two sons Christopher and Greg.

Chris and Greg are enthusiastic about their home inspection careers, increasing aware-ness of the importance of home inspections, addressing misconceptions and educating consumers to keep them informed. Over the years they have been featured in the media and have provided presentations. Tony’s wife Dolores, who had been a sales oper-ations manager for a large high-tech com-pany, also is part of the family business.

Tony is a graduate of Boston College High School and holds a degree in Architectural Engineering from Wentworth Institute of Technology. In addition to his roles in ASHI, he has served as president of the Builders Association of Greater Boston and as national director of the National Associa-tion of Home Builders. In 1990, he received ASHI’s Philip C. Monahan Award.

Wayne J. Falcone – Past National President“I began doing home inspec-tions in the mid-1970s, after being inspired by my brother, Jules Falcone. Jules, one of the

founders and charter members of ASHI,

was ASHI’s first Membership Chair. He helped develop the standards of practice and served in many national and chapter posts. After ASHI was established, I joined in 1976 and became certified in 1978,” explained Wayne Falcone.

As ASHI celebrates its 40th anniversary, so, too, does Wayne and other family members who also chose home inspection as a career and who attribute their professional success to ASHI—its standards, resources and members—as well as to their involvement with ASHI at the chapter and national levels.

Wayne began his career by working for Jules in his home inspection company. Then, in 1983, Wayne launched Accurate Home and Building Inspections Services, so he could have his own business. He became involved with the Mid-Atlantic Chapter, and in 1984 when there were enough members to start the Tri-State Chapter, Wayne joined and served as chapter president from 1986 to 1988.

Tri-State sent Wayne to ASHI’s National Educational Conferences (now known as InspectionWorld®), and he became involved on a national level: elected to the national board as a director, serving in board and committee positions including national Treasurer, national Membership Co-chair, and ASHI President in 1992.

Wayne’s professional experience and cre-dentials, as well as his interaction with cli-ents, has led to more and more referrals. He said, “In fact, my business is totally based on referrals. The home inspection profession has evolved, and ongoing, new ASHI re-sources and education can keep us current. The whole reporting system has changed, and my interest in home inspection reports has resulted in referrals from clients (buyers and sellers) and real estate agents.”

For example, Wayne has developed a 75-page manual for home owners. It in-cludes sections on maintenance, energy tips, basement water penetration, checklists, and other important information. H

An ASHI Member Remembers…“One of my first memorable experiences in ASHI came at an ASHI convention in Chicago (I think it was in January 1986),” recalls Allen Blaker, ACI. “As a brand new inspector, I was in awe of everything, and just like a kid in a candy store, I took in every moment as my three-day experience unfolded. The first day of seminars, I found myself in a large room of mostly candidates, probably about 400 people, listening to a panel of the ASHI elite discussing ethics. The moderator was ASHI’s very own founder, Ron Passaro, and as fate would have it, at the next year’s National Educational Seminar, I found myself, at break, standing right next to Ron in the bathroom. I started our conversa-tion by thanking him for serving as the moderator of the ethics session the year before. His reply is one that I will never forget: ‘I can sum up how I feel about ethics with one phrase: If you have to ask the question, you are too close to the problem.’

“I have shared that phrase with every student I have taught over the last 30 years, and I will continue to use it until the day I die, making it a primary part of my personal and professional life, with the hope that all those students I touch also make it part of theirs.

“Thank you for letting me publicly thank Ron for that memorable moment and for the opportunity to share his words with everyone in ASHI. ASHI is truly spe-cial, and I am grateful for each day I can say I am affiliated with ASHI.

Sincerely, Allen Blaker, ACI

Arizona ASHI Chapter, Founder 1991, President (two years), Chapter Secretary (two years), and Central District Director (current). Past ASHI National Board Di-rector (six years of service), past member, Council of Representatives (two years) and other positions.

SEND IN YOUR SUBMISSION TODAY! Please submit your most important or lasting memories and experiences as an ASHI member to Frank Lesh ([email protected]) and look for these remembrances throughout 2016 in the ASHI Reporter.

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Skylights

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

Skylights are popular architectural features in homes, on both flat (low sloped) and sloped (steep) roofs. They may be single-,

double- or triple-glazed, and they may have flat or curved glazing. Skylights may be installed on curbs, or they may be flush mounted. Most templates are manufactured units, but they also may be site built.

A Word About GlazingGlazing may be glass, polycarbonate, fiberglass or acrylic. Some are a combination of these. There are many types of glass used for skylights. Because they are not vertical, like windows are, they need to be stronger. Glass may be tempered or laminated, both of which are stronger than regular glass. Some manufacturers offer a hybrid with laminated glass on the inside and tempered glass on the out-side. Laminated glass stays cleaner and is more noise-resistant than tempered glass. Glazing may be Low E and gas-filled for improved energy efficiency.

The ChallengesSkylights are more susceptible to problems than windows for several reasons. Because they are not vertical, they are more exposed to rain, wind, hail and, in some climates, snow and ice. Skylights are more likely to catch and hold water. They also see far more direct sunlight, including ultraviolet light, than windows.

Here are some common problems to watch for with skylights:• Leaks: As always, water is the No. 1 enemy of homes.• Rot: Typically, rot stems from long-term minor leakage and often

is concealed in the framing system. • Mechanical damage: Animal damage and falling branches are

common culprits.• Patches: Evidence of previous repairs is a red flag.• Cracked or broken glazing: These problems may be caused by

mechanical damage, structure movement or thermal stresses.• Loss of seal on double-glazed units• Installation problems, including the following:

> No curb or low curb (although some are designed this way)> Improper or incomplete flashings> Wrong application (for example, a system designed for steep

roofing is installed on a flat roof or vice versa; a system designed for asphalt shingles is installed on a tile roof)

> Window being used as a skylight> Skylight that is poorly secured to the roof

Inspecting SkylightsAgain, water is the issue. Skylights should be inspected from above and below, as well as from the attic, if possible.

On the exterior, inspectors should look for a curb and proper flashing details. On sloped roofs, check the area above the sky-light carefully for evidence of water collecting there. Ice damming around skylights is a common cold weather issue. Check the glazing for damage and the area around the skylight for evidence of previ-ous repairs. Roofing cement or caulking on a skylight is a temporary repair at best. Inspectors can lift up (gently) on skylights to ensure that they are well secured.

From the interior, we look for stains and damage to the ceiling or skylight well finishes. We use a pin-less moisture meter (which goes beyond the ASHI Standard of Practice) to help determine whether the problem is active. If it is wet, the problem is active. If it is dry, it is inconclusive. Even if it shows dry in the summer, it may be active in winter due to ice damming. If it is dry in winter, it may be wet during spring or summer rains.

Condensation may also be an issue, especially in bathrooms and kitchens in cold climates. Many skylights have an interior tray

around the perimeter to collect condensation. Trays may leak or overflow. Condensation problems often look like leaks. Allow for both possibilities in your report where appropriate.

Implications Leaking skylights can damage interior finishes, but can also cause rot and mold in concealed areas, and can damage the structure.

Good, Fair, PoorHere is our ranking of skylight types:

1. Curb mount: Good2. Integral curb: Fair3. Flush mount: Poor

We’ll look at each one.

1. Curbs preferredWe have found that skylights set on wood curbs are the most successful. Curbs should be a minimum of 4 inches high on sloped roofs and 8 inches on flat roofs. Curbs should be installed and flashed independently of the skylight. Different roofing materials require different flashing systems.

Welcome to “In Case You Missed It.”

Since moisture issues will be coming to a

head with the warmer weather, I thought

you may want to re-read “Air-Transported

Moisture: A Stealthy Enemy” which was

published in the August 2015 ASHI

Reporter. Just go to this link for a great arti-

cle from Alan Carson. http://www.

ashireporter.org/HomeInspection/

Articles/Air-Transported-Moisture-A-

Stealthy-Enemy/14716. H

http://www.rtca.com

http://www.howtooperateyourhome.com

http://www.ashireporter.org/HomeInspection/Articles/Air-Transported-Moisture-A-Stealthy-Enemy/14716

18 19ASHI Reporter • March 2016 19March 2016 • www.ASHIReporter.org

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The skylight is simply set onto the top of the curb and screwed into place. The skylight may have a gasket to ensure a tight fit on the curb.

The illustration below shows a double-glazed, curb-mounted sky-light on a sloped roof with a four-inch curb. It shows a head flash-ing at the top, and an apron flashing at the bottom. There would be step flashings and counter flashings along the sides, just like a roof/sidewall flashing system.

The photo below shows the bottom corner of a curb mount installation. There is a self-adhering modified bitumen membrane (“ice and water shield”) on the roof surface, which runs up the sides and over the top of the curb. You can see the step and counter flashings on the side. The frame is set on the curb and screwed onto the curb from the sides. You can also see the curved, double-glazed acrylic panes.

A curb-mounted skylight

The skylight in the photo below is flashed into the concrete tile roof with lead flashing. Irregular roofing materials require a different approach. Many skylights have proprietary flashing details for dif-ferent roofing materials.

Skylight on tile roof

Curbs done wrongAlthough we like skylights on curbs, the installation still has to be good. A skylight on a curb is like a short chimney, and it should be flashed the same way. The photo below shows an incomplete instal-lation with step flashings, but no counter flashings. The wood curb is visible above the flashing and below the skylight. This also reveals the fact that there is no self-adhering underlayment on the sides of the curb.

Incomplete flashing

2. Integral curbThe integral curb skylight is a hybrid between the curb and flush mount approach. The illustration below shows how the raised sky-light frame sits on the roof. The frame typically has an apron that sits flat on the roof. A self-adhering modified bitumen membrane covers the apron.

> Skylights

Counter

Flashing

Step

Flashing

Mod Bit Membrane

Apron

Flashing

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The photo below is an integral curb skylight. Note the white apron and the self-adhering modified bitumen underlayment, which seals it. There is no step or counter flashing here, although some systems use them.

An integral-curb skylight installation

The side flashings may be step flashings interwoven with the roof-ing material. The counter flashings ideally extend onto and are se-cured to the top of the curb.

The photo at the top of the next column shows a problem at the top of the skylight, where the roofing material is incomplete. This cre-ates a vulnerable spot in a critical location.

> Skylights

Roofing material missing

3. Flush mountWe have mentioned our preference for curbs. The illustration below shows a flush-mounted skylight. These skylights are more prone to leakage in our experience.

The skylight below has failed and endured temporary repairs, which were not successful. The acrylic glazing has discolored. The good news is the roof needs to be replaced, presenting a good opportunity to replace the skylight and then make interior repairs. By the way, is there any chance the valley flashing has been an issue as well?

A skylight in distress

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HerspectiveSusan WalkerWalker Inspection Service, [email protected]

More than a decade ago, Susan Walker was looking for a career change. While remodeling a home, she began

focusing on a new direction—home inspection. Susan dove in and learned all she could. Before long, she discovered the ASHI chapter in Portland, OR, and started attending meetings to become familiar with the technical topics.

Susan made an early, strong connection with a veteran home inspector, Paul Frey. Paul’s experience and solid mentoring skills shortened Susan’s learning curve. She said, “Paul has strong ‘teacher’ qualities. For example, we would be on a job site together and he’d detect something very subtle to find. He’d say to me, “Go to the south corner of the basement and tell me what you see.” He made it clear that I should stay there until I found it. Also, he frequently quizzed me about what I saw and e-mailed me lists of questions to be sure to cover in my reports. It was nice to have a supportive mentor who was willing to help me succeed in a predominantly male field. Years later, we still work together on commercial inspections.”

Over time, Susan built more relationships with other chapter members. And as her confidence as an inspector increased, she took on important roles in the chapter, including president.

Susan said, “One of the reasons I support ASHI is because of the way ASHI encourages education.” Susan makes it clear to others who want to become home inspectors that significant education is required and that getting licensed and certified is key. She said, “I believe that there is always room for more home inspectors… as long as you are going to be a good home inspector.”

“Continuing education is critical. Think of just one example: electrical changes to breakers and outlets that occur each year. You have to stay on top of things like that and so many others. You cannot rest on your laurels or rely on what you already know.”

( “I wouldn’t have made it without a mentor and a group of people on whom I could call. No matter how long you’ve been a home inspector, having a network is always important.”

Susan also feels strongly that home inspectors should have or pursue a college degree. She explains, “I take time to research and understand issues so that I can explain them clearly to my

clients. Home inspection is a job of the mind, and that’s why it works so well for me. I tell my clients, ‘You are hiring me for my brain. Each house tells a story. It’s not just the roof or another single part of it. And I can tell you that story.’”

Another way Susan helps others understand the value of home inspection is in her role as an instructor at the Portland Housing Cen-ter’s home buyer program. During class, she educates people about selecting a home inspector and describes what the job entails. She encourages prospective buyers to seek out ASHI-certified inspectors and empowers them to hire the home inspector they choose… not necessarily the person their real estate agent selects for them.

“I encourage people to take the time to find and interview home inspectors on their own. Personally, I like it when a person calls me—I think we both get a sense for whether we will be a good fit. I learn whether the person feels comfortable asking me questions, and I can establish my ability to report pertinent information about the home and answer questions about anything that’s unclear.”

Susan said, “I believe in arming my clients with as much infor-mation about the house as possible. Some real estate agents

might prefer that I give clients an ‘inspection lite’; however, one of the things I stress to people at the Portland Housing Center is how important it is to understand what’s involved in order to make good, independent decisions about purchasing a new home.”

“Some clients have tough questions. The home they may be able to afford might have some really major problems. So people can become very emotional when the inspector reveals potentially scary and awful things about the house. These clients are looking for an inspector who will give them honest information so they can weigh the pros and cons of their decision. I take pride in doing my part to encourage people to find and hire that person—that ASHI-certified home inspector—on their own.” H

> Sky Lights

General CommentsNow we will look at some issues that apply to all skylights.

Check the glazing: Look carefully at all of the glazing for cracks or movement within the frame. Remember that many skylights are double- or triple-glazed, and you have to look at each piece of glaz-ing. Observe whether the edges of the glazing are set in a gasket or terminate in a tray that allows for condensation to drain. Sealed units should never have condensation, whereas the vented and drained skylights will have condensation from time to time.

Look carefully—cracks are easy to miss.

Sealed units should not have condensation.

Patches: Most skylights leak eventually. If you see evidence of patching on the outside, you can assume that the skylight has leaked.

Patched at top

Windows used as skylights: Watch for windows that are used as skylights. Windows should be vertical. Some people say that windows should be completely vertical. Many authorities require that any glass more than 15° off vertical must be strengthened by tempering, laminating, wiring, annealing or equivalent. This is one of the reasons that acrylic may be used rather than glass on skylights.

Strengthening glass is fairly expensive. The acrylic is strong, although it does scratch easily.

Go inside the building: From the interior of the building, look for evidence of leakage, particularly at the bottom corners of the skylight opening. A stepladder often provides a better view.

Look from the inside for damage and leaks

Be careful: Almost all skylights will leak eventually. Problems may be concealed by recent decorating. We suggest you let your clients know that these are susceptible to leakage.

Summary

In this article, we have introduced skylights and some of the common issues. In the ASHI@HOME Training Program, we explain the details of other common conditions and their associated causes and implications, along with strategies for inspection. H

Light wells or tunnelsSkylights installed on steep roofs often have large wells around the skylight extending down through the attic to the ceiling level. We described that in the first illustration in this article. These wells often widen as they get closer to the ceiling to allow better light disbursement. Skylight wells should be insulated, and in cold climates, there should be a vapor barrier on the warm interior side of the well. Susan said that when people hear that she’s a home inspector,

sometimes they misunderstand and think that she’s an appraiser. She said, “I always clarify by explaining that I’m the one who gets on their roof and in their crawl space. Then I get a look that tells me the person is either uninterested or just thinks I am crazy!”

Susan’s two mantras that keep her going on the job and in life:

• Be outstanding and don’t settle for anything less.

• Passion equals persistence.


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Asbestos… As White As SnowBy The ASHI School Staff

Anyone who remembers the 1939 film, “The Wizard of Oz,” probably recalls the

scene in which Dorothy and her compan-ions, having been placed under a sleeping spell by the Wicked Witch of the West, began getting snowed on while lying un-conscious in the poppy field. Another film of that era, “Holiday Inn,” showed Bing Crosby with snow falling all around him as he sang the popular Irving Berlin song “White Christmas” in the final scene.

In both cases, the “snow” effects were created by showering the performers with chrysotile asbestos fibers. These fibers re-semble snow and often were used in those days, not only on movie sets and in theaters, but also in department store displays and even in private homes. From the mid-1930s through the 1950s, asbestos was seen as a very versatile and harmless substance. Until the past couple of decades, many roofing and siding products were sold that contained asbestos, a naturally occurring mineral that can be hazardous to your health. The reason that it was used is that it is very strong and durable and it is heat- and fire-resistant, thus an almost perfect prod-uct for roof construction. Inspectors can be exposed to potentially harmful asbestos fibers when working with asbestos- containing material (ACM). Most roofing and siding products today are made without asbestos, but older products that are found on many homes may still contain asbestos.

The following roofing and siding materials have commonly been found in homes:

Roofing Products• Asphalt roofing felt• Asphalt roofing shingles• Cement roofing shingles• Roof underlayment• Sealants• Flashing

Siding Products• Wood shake vapor barriers• Cement-asbestos board (Transite) siding• “Slate” siding• Mastics• Adhesives• Paint

To be sure whether the materials you are handling contains asbestos, you could look for asbestos markings on the roofing or siding material or check the material’s pack-aging, or you could call the manufacturer. More likely, if you decide not to check for asbestos, you should presume that the material contains asbestos and treat it accordingly. Remember, just having asbestos siding and roofing on a home does not pose a hazard to your health. ACM in good condition is best left alone. However, damaged roofing and siding should be handled carefully. Some-times ACM can be covered with newer, non-asbestos-containing materials. H

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NORTH CENTRAL

ASHI Central PA www.ashicentralpa.comSecond Monday, 6 pm, except Jan. & July, Bonanza Steak House, Walnut Bottom Rd., CarlisleWilliam Weitzel, [email protected]

Keystone (PA)www.keystoneashi.orgFirst Monday, 5:30 pmThe Crowne Plaza, ReadingDavid Artigliere, [email protected]

Ohiowww.ohioashi.comHoward Snyder, [email protected]

North Central Ohiowww.ncohioashi.comWilliam Stone, [email protected]

Pocono-Lehigh (PA)www.pocono-lehighashi.orgThird Tuesday, Tannersville Inn, TannersvilleRonald Crescente, [email protected]

PRO ASHI (PA)www.proashi.comSecond Wednesday of Jan., March, May, July & Nov.John Fleenor, 412-862-1443 [email protected]

Tri-State (DE, NJ, PA)www.tristateashi.orgSecond Tuesday except April, Aug. & Dec., Dave & Buster's Plymouth Meeting, PAVince Tecca 215-527-5710 [email protected]

MIDWEST

Central Illinoiswww.cicashi.comSecond Monday, 6 pmKevan Zinn, [email protected]

Great Lakes (IL, IN, IA, KY, MI, MN, OH, WI)For monthly meetings:www.greatinspectors.com/ schedule-of-events/Carol Case, 734-284-4501 [email protected]

Greater Omaha (NE)www.ashiomaha.comRick Crnkovich, [email protected]

Heartland (IA, MN, ND, SD, WI)www.ashiheartland.comReuben Saltzman, [email protected]

Indiana ASHIwww.inashi.comQuarterlyDanny Maynard, [email protected]

Iowa ASHIwww.iowaashichapter.orgFourth Tuesday, 5:30 pm Clarion Inn, Cedar RapidsCraig Chmelicek, [email protected]

Kentuckiana (IN, KY)www.ashikentuckiana.orgAllan Davis, 502-648-9294elitehomeinspections@ insightbb.com

Mid-Missouriwww.midmoashi.comSecond Thursday, 12:00 pm, Even months of the year; Columbia Board of Realtors office. 2309 I-70 Drive NW, Columbia, MOStuart Spradling, 573-874-9797 [email protected]

Northern Illinoiswww.nicashi.comSecond Wednesday (except Dec.) 5:30 pm - 9:00 pmCrazypour, 105 E. North Ave.,Villa Park, ILJeremy Meek, [email protected]

SOUTH MIDWEST

ArkansasRichard Kirkman, [email protected]

Great Plains (KS, MO)www.ashikc.orgSecond Wednesday of even months The Great Wolf Lodge, Kansas CityMiki Mertz, [email protected]

Midwest PRO ASHI (KS)Jack Koelling, [email protected]

St. Louis (MO)www.stlashi.orgSecond Tuesday, 6:30 pm Spazio’s at WestportFrank Copanas, [email protected]

MOUNTAIN

Arizonawww.azashi.orgTony Hecht, [email protected]

New Mexico www.ashinm.orgEvery other month, Second Sat-urday, (Jan., May., Sept.), Mimi’s Cafe, Albuquerque - 9:15 am Bodega Burger Co., (March, July) Socorro - 11 am Lance Ellis, [email protected]

Northern Coloradowww.ncc-ashi.orgSecond Thursday, 6:30 pm Fairfield Inn, LovelandChris Elliott, [email protected]

Northern Rockies (ID, MT) Lamar Rase, [email protected]

Rocky MountainFourth Tuesday, 6:30 pmKathleen Barbee, [email protected]

Southern Coloradowww.ashi-southerncolorado.orgSecond Thursday, 6:30 pm Valley Hi Golf Club, Colo. SpringsMike Meyer, [email protected]

Utahwww.ashiutah.comFirst Tuesday, 7 pm Marie Callender’s, MidvaleFred Larsen, [email protected]

PACIFIC

AlaskaSecond Thursday, Jitters Coffee House, Eagle RiverJim Foss, [email protected]

ASHI Hawaiiwww.ashihawaii.comAlex Woodbury, [email protected]

CaliforniaRandy Pierson, [email protected]

Central Valley CREIA-ASHIPeter Boyd, [email protected]

Golden Gate (CA)www.ggashi.comJohn Fryer, [email protected]

Inland Northwest (ID, WA)Chris Munro, [email protected]

Orange County CREIA-ASHI (CA)Third Monday, 5:30 pm Hometown Buffet, 2321 S. Bristol, Santa AnaRalph Bertke, [email protected]

Oregonwww.oahi.orgFourth Tuesday, 6:30 pm 4534 SE McLoughlin Blvd., PortlandKen Meyer, [email protected]

San Diego CREIA-ASHIFirst Tuesday each month Dave and Buster's, San DiegoSean Blasius, [email protected]

San Joaquin Valley (CA)Third Tuesday, 6 pm Rice Bowl, Bakersfield, CASam Jabuka, [email protected]

Silicon Valley ASHI-CREIA (CA)www.siliconvalleyinspector.comFelix A. Pena, [email protected]

Southwestern IdahoSecond MondayDavid Reish, [email protected]

Los Angeles-Greater San Gabriel ValleySecond Tuesday, 6 pm Old Spaghetti Factory, DuarteLarry Habben, [email protected]

Los Angeles-Ventura County ASHI-CREIAFirst Thursday, 5 pm Holiday Inn, Woodland HillsBob Guyer, [email protected]

South Bay (CA)Webinar meetingsRandy Pierson, [email protected]

Western Washingtonwww.ashiww.comMichael Brisbin, [email protected]

NEW ENGLAND/CANADA

British Columbiawww.cahpi.bc.caGary Poirer, [email protected]

CAHPI Atlantic www.cahpi-alt.comBlaine Swan, [email protected]

CAHPI Ontariowww.oahi.comDonald Beneteau, [email protected]

Coastal Connecticutwww.coastalctashi.orgThird Thursday, 6 pm, Westport VFW Lodge, 465 Riverside Avenue, WestportGene Autore, [email protected]

New England (ME, MA, NH, RI, VT)www.ashinewengland.orgFourth Thursday, 5 pmThe Lantana, Randoph, MAMichael Atwell, [email protected]

Northern New England (ME, MA, NH, VT)www.nnec-ashi.orgBob McDonald, [email protected]

Prairies (Alberta) (CAHI)www.cahpi-ab.caBert Bruinsma, [email protected]

Quebec AIBQwww.aibq.qc.caGermain Frechette, [email protected]

Southern New England (CT)www.snecashi.orgFirst Tuesdays, 6:30 pmBilly T’s, 150 Sebethe Dr.,Cromwell, CTRichard W. Hall, [email protected]

NEW YORK/JERSEY/ DELAWARE

Capitol Region (NY)www.goashi.com Third Thursday, 7 pm, Doratos Steakhouse and Pub, Guilderland Robert Davis, [email protected]

Central New Yorkwww.cnyashi.comSecond Wednesday, 6 pm, Tony’s Family Restaurant, SyracusePeter Apgar, [email protected]

First State (DE)www.firststateashi.orgThird Wednesday, 7 pm The Buzz Ware Center, 2121 The Highway, ArdenMark Desmond, [email protected]

Garden State (NJ)www.gardenstateashi.comSecond Thursday, The Westwood, GarwoodBret Kaufmann, [email protected]

Greater Rochester (NY)www.ashirochester.comSecond Tuesday, 6 pm, Murph’s Irondequoit Pub, IrondequoitJohn White, [email protected]

Hudson Valley (NY)Second Tuesday, 6 pm Daddy O’s Restaurant,3 Turner Street,Hopewell Junction, NY 12533Michael Skok, 845-592-1442 [email protected]

Long Island (NY)www.liashi.comThird Monday, 6 pm, Domenico’s Restaurant, LevittownSteven Rosenbaum, [email protected]

New York Metro www.nyashi.comLast Thursday, Eldorado West Restaurant-Diner, TarrytownRaymond Perron, 914-329-2584 [email protected]

Southern New Jersey (NJ)www.southernnjashi.comThird Wednesday, 6:30 pm Ramada Inn, BordentownRick Lobley, [email protected]

Western New YorkSecond Thursday, 6:30 pm Tony Rome’s, West SenecaAndy Utnik, [email protected]

MID-ATLANTIC

Central Virginiawww.cvashi.orgFirst Thursday, 6:30 pm, Capital Ale House, Midlothian, VABronsoson Anderson 540-932-7557 [email protected]

Greater Baltimore (MD)www.greaterbaltimoreashi.orgThird Thursday except July & Aug., 6:30 pm, Maritime Institute Conference Center, 5700 N. Hammonds Ferry Rd., Linthicum Heights, MD George Fair, [email protected]

Hampton Roads (VA)Second Thursday, 7 pm, Cypress Point Country Club, Virginia BeachGuillermo Hunt, [email protected]

MAC-ASHI (MD, VA)www.mac-ashi.comSecond Wednesday, Rockville Senior Center, RockvilleJohn Vaughn, [email protected]

NOVA-ASHI (MD, VA)www.novaashi.comFourth Tuesday, Associate hour 6-7 pm, Membership meeting 7-9 pm Northern Virginia Resources Center, FairfaxFerando [email protected]

Piedmont ASHI (VA)Robert Huntley, [email protected]

SOUTH ATLANTIC

ASHI Georgiawww.ashigeorgia.comGregg Allen, 770-745-7574gregg@totalhomeinspections atlanta.com

East Tennesseewww.etashi.orgThird Saturday of Feb., May, Aug. and Nov.Paul Perry, [email protected]

Mid-TennesseeRay Baird, [email protected]

Mid-South (TN)Steven Campbell, [email protected]

North Carolinawww.ncashi.comThird Wednesday, 3 pm, Quality Inn at Guilford Convention Center, GreensboroLarry Conway, [email protected]

South CarolinaFirst Saturday of Feb., May, Aug. & Nov., 8 amRoger Herdt, [email protected]

GULF

ASHI South (AL)www.ashisouth.orgQuarterly, Homewood Library, HomewoodDerl Nelson, [email protected]

Central Floridawww.centralfloridaashi.orgSecond Tuesday, 6:30 pmBill Labita, [email protected]

FLASHI (FL)First Tuesday except July, 6 pm Golden China, 11112 San Jose Blvd., JacksonvilleDavid Sorge, [email protected]

Florida Wiregrasswww.ashiwiregrass.orgSecond Wednesday, 6:30 pm Hyundai of Wesley ChapelNancy Janosz, [email protected]

Gulfcoast (FL)First Thursday, 7 pm, The Forest Country Club, Fort MyersLen Gluckstal, [email protected]

Gulfstream (FL)Ralph Cabal, [email protected]

Lone Star (TX)www.ashitexas.orgCraig Lemmon, [email protected]

LouisianaQuarterlyMichael Burroughs, [email protected]

Suncoast (FL)www.ashisuncoast.comFirst Tuesday, 6:30 pm, Please see our website for meeting locations.Steve Acker, [email protected]

Southwest Floridawww.swashi.comSecond Wednesday, 6 pm Holiday Inn, Lakewood Ranch6321 Lake Osprey Drive, Sarasota Michael Meesit, [email protected]


SEE PAGE 32 FOR CHAPTER EDUCATION.

H Denotes graduate of The ASHI School

New ASHI Associates As of January 1, 2016

Stephen BoundsCross Roads Home Inspections LLCOwens Cross Roads, AL

Seth CarrCarr’s Home InspectingGuntersville, AL

Matthew GeurDadeville, AL

Stephen HarperHeadland, AL

Bernard KnottsHoover, AL

Joseph McAleerMobile, AL

Randy PerduePike Rd, AL

Emem UdodiongBirmingham, AL

Mark WarrenJones-Warren Home Inspection ServicesVestavia, AL

Linda WilsonGardendale, AL

Keith BaughmanSuperior Home Inspection Services LLCWilmar, AR

Jeff MastreFar North Inspection ServicesSoldotnia, AR

Shawn BatesTucson, AZ

Larry BenhamHigh Country Home Inspections LLC Winslow, AZ

Michael LutzScottsdale, AZ

Josh McIntoshMcIntosh Home Inspection Inc.Skull Valley, AZ

Christopher Peters Glendale, AZ

Don BenfieldCode-3 Home Inspection ServiceHighland, CA

Brian BloodTahoe Home InspectionsSouth Lake Tahoe, CA

Sean BradySpecquestWoodland, CA

Michael IppolitiLMI Home InspectionsSan Jose, CA

Will JohnsonInspection PerfectionsSan Diego, CA

Peter ManjuckSoCal Home InspectionsSan Diego, CA

Javas MiddletonVallejo, CA

Roy MittleiderRLM ConstructionFolsom, CA

Tim PodbregerReal Vision Home Inspection ServicesFair Oaks, CA

Kolten BrewerNew Beginnings Home InspectionPaonia, CO

Jeff BrownWIN Home InspectionDenver, CO

Casey LarsonFreedom Home Inspection, LLCLakewood, CO

Justin MartinAll Pro InspectionsThornton, CO

Sean McCarvilleNational Property InspectionsColorado Springs, CO

Aaron NadeauAIC Home Inspection LLCArvada, CO

Kyle WrightPeak Home Inspections LLC Colorado Springs, CO

Kulemia MasallaKMfi Enterprises LLCWashington, DC

Jose BarreiraOviedo, FL

Allen BerqalFresh Start Home InspectionColoa, FL

Terry BomarWest Palm Beach, FL

Dakota BurkeBritannia Building ConsultationsNew Port Richey, FL

Ted ByrdLoxahatchee, FL

Michael CollinsDelray Beach, FL

Jose DiazKissimmee, FL

Ryan DorstenPalm Coast, FL

Neil DowningKissimmee, FL

Niko EmmerDavie, FL

John FiorettiEdgewater, FL

Michael GiacaloneDelray Beach, FL

Vernon HolmesPensacola, FL

Brian HughesMary Esther, FL

Steve KatonaPort Orange, FL

Tina LarmondMiami, FL

Deborah LeibleNaples, FL

Vincent MachnigPomaand Beach, FL

Michael ParkinsonPort Saint Lucie, FL

Braulio PerezMedley, FL

Simon PrendergastLake Wales, FL

Zachary PutnalMyakka City, FL

Neftali RodriguezPembroke Pines, FL

JE RubioTrinity Home Inspections, Inc.Davie, FL

John ThomasLutz, FL

Gregory ThomasJupiter, FL

Isaac WestArdenix Design GroupSt. Pete, FL

Joseph ZonaEdgewater, FL

Nathaniel BradleyHome ProbeDecatur, GA

Leonard SabolLoganville, GA

Jason SappAtlanta, GA

Robert SullivanConyers, GA

John HorningHawaii Certified Home InspectionHawi, HI

David BengeCornerstone Inspection ServicesCarmel, IN

Eric CarrIndianapolis , IN

Jarrett EnglishGreenwood, IN

Bradley FoxCornerstone Inspection ServicesCarmel, IN

Shalon HollawayIndianapolis , IN

Mark LongTerre Haute, IN

Zachary PiesTerre Haute, IN

Kandi SmithVincennes, IN

Denny VolzDillsboro, IN

Devon WeaverMiddlebury, IN

Justin WilliamsCornerstone Inspection ServicesCarmel, IN

Brady YoderNew Palestine, IN

James PavageauMetairie, LA

Debora HendricksonHome Quest ConsultantsMonument Beach, MA

Stephen MoroSteven Hills FoundationSterling, MA

Jason WoodPillar to PostLunenburg, MA

Brandon JefferiesNational Property Inspections LLCColumbia, MD

Tony TurnageBaltimore, MD

Todd CalhounPillar to PostCaledonia, MI

Jack ShepardRochester Hills, MI

CJ MulderA+ Home InspectionSt. Paul, MN

Bruce MurrayPhoenix BuildersStillwater, MN

Cory RogersLakeville, MN

Drew ColeGuardian Home Inspection ServicesHerculaneum, MO

Gary GaleskiAttention To Detail Home InspectionsLake Ozark, MO

Melanie SpradlingSpradling Home Inspections, LLCColumbia, MO

Larry Brown61 Inspections, LLCNatchez, MS

Gabriel Ben-OrPillar to PostRaleigh, NC

Stephen MihaichStephen and Son Home Inspections, LLCDurham, NC

Joe GreenSutko Real Estate Services (DBA - Amerispec -NE)Omaha, NE

Richard HallRS InspectionsPlattsmouth, NE

Jess LammersSutko Real Estate Services (DBA - Amerispec -NE)Omaha, NE

Thomas CiccarelloTown and Country Home Inspection LLCChester, NH

Anthony Di IorioNorth Jersey Property Inspections, Inc.SaddleBrook, NJ

Donald RankinBPG Buyers Protection GroupAtlantic Highlands, NJ

Lon BivensCamelot Home Inspections, LLCAlbuquerque, NM

Gerry DavisSanta Fe, NM

Frederick LawrenceProfessional Home Inspections ServiceBinghamton, NY

John DonovanOneFocus Home Inspections, LLCLoveland, OH

Justin FeenstraEuclid, OH

Scott FreyProfessional Real Estate ConsultantsTwinsburg, OH

Christopher SammonWilloughby Hills, OH

Michael ToremColumbus, OH

Alexander HallHall’s Home InspectionNorristown, PA

Dajan McKoyThe Real McKoy Home InspectionPhiladelphia, PA

Samuel MormackGreensburg, PA

Brian FranklinCarolina Professional Inspections, LLCSpartanburg, SC

Bryan BatewellLaVergne, TN

Robert BlackburnChattanooga Home InspectorChattanooga, TN

Travis BrewerWartrale, TN

Mary CanadyCenterville, TN

Maurice CarkuffCarkuff Home InspectionNunnelly, TN

Benjamin CataldoWartrace, TN

John ConzalinaSmyrna, TN

Spencer EarnestCordova, TN

Dustin FarmerKnoxville, TN

TO SUBMIT YOUR MATERIALS FOR MOVING UP, PLEASE CONTACT JANET GEORGE AT 847-954-3180 OR [email protected]

James HayesThe Hayes Company, Inc.Memphis, TN

Travis NicholsTullahoma, TN

Catherine PowellBrentwood, TN

Terry PriceDoyle, TN

John WallineFranklin, TN

Shawn WitherowElizabethton, TN

Juston BrambleArlington, TX

Richard GalvanGrand Prairie, TX

Matt GudenIrving, TX

Mark McKinneyMcKinney, TX

Chris MoutonRichardson, TX

Donny RamirezAmerican Fire Home InspectionsFort North, TX

Yubany RodriguezRods EngineeringDallas, TX

David SchmidtNew Horizon Home InspectionTyler, TX

Jeffrey ShugartSouthern Onsite InspectionWhitesboro, TX

Wesley SmithDallas, TX

Shawn SpragueAllen, TX

Anthony StishAnna, TX

Kirk WatsonFocus Real Estate InspectionsGarland, TX

Tom WhartonI-Group Home InspectorsBelton, TX

Eric WilliamsThe WillCo GroupMissouri City, TX

Brent StephensALS EnvironmentalSalt Lake City, UT

William Lee Sterling, VA

Carla OliverAlexandria, VA

Ronda SinkHome Insights Inspection Services LLCCulpeper, VA

David ThrockmortonJodat InspectionsVirginia Beach, VA

Kris RosnerCriterium-Lalancette EngineersRutland, VT

Anthony AhlersAhlers Home InspectionsOmro, WI

Juan CovarrubiasFranklin, WI

Christopher DannenmannMilwaukee, WI

Erik HansenMuskego, WI

James LearnedWaukesha, WI

Nick LoppnowDeforest, WI

Patrick MatuszewskiJohnson Creek, WI

Ray McDonaldWaukesha, WI

Branden O’BrienKenosha, WI

Richard SechristNeopit, WI

Michael St JohnGreenfield, WI

Kevin TurnerJC Turnerinvestment/Journey HouseGreenfield, WI

William KlattCheyenne, WY

Gerald AdamsSummerside, PE CANADA

New ASHI Certified Home InspectorsAs of January 1, 2016

INSPECTOR

New ASHI Inspectors As of January 1, 2016

Tuck JohnJohn Tuck Home Inspection Services Westchester, PA

Glomb FrankTerra Home Inspections, LLCNorth Plainfield, NJ

Bruno CharlesPremier Home InspectionsWichita, KS

Stewart ScottPillar to Post/ Green Peak Inspections LLCDorset, VT

Mike McCreeryB-Sure Home Inspection GoldCanyon, AZ

Ken NovinskiBuyers Protection GroupWichita, KS

Kevin ThompsonGreen Valley Home Inspections LLCUnionville, PA

Michelle BelknapThe Archwood StudioAtlanta, GA

Thomas FreyFlorida Building Inspection GroupRiverview, FL

Mike LanphereEssential Home Inspection ServicesOlympia, WA

Chris JacksonProTec Inspection ServicesPoolesville, MD

Kenneth HorkeyAmerispec Inspection ServiceNewark, DE

Robert Tami Trident Building InspectionsSomerset, NJ

David BeckIntegrated Inspections LLCGilbert, AZ

John “Kenny” LarsenPlatinum Inspection ServicesKennewick, WA

Arthur BatemanBateman Home Inspections, LLCForest, VA

Joby McDonaldCheckpoint Property InspectionsOrleans, VT

James ZamiskaPillar To Post Home InspectionsMcDonald, PA

Brent TaylorWIN Home InspectionRiverton, UT

David BeckLighthouse Home InspectionsWestlake, OH

James BourbeauHomeSight Inspection, Inc.Inver Grove Heights, MN

Steven BoyleSteven Boyle Home Inspections LLCScottsdale, AZ

John WatkinsWatkins Home Inspection, LLCJefferson City, MO

John PescatoreAll Through The House, LLCNew Egypt, NJ

Earn $50 in gift cards for every new member you recruit. Download the membership application form, have the new member fill it out (including your member number in the referral field) scan and email it to:

[email protected] or fax to 847-759-1620. Questions? Contact Russell Daniels, [email protected].

HELP ASHI GROW & Earn $50 in

Gift Cards

ASHI’s Recruit-a- Member Program

(Who knows best how to sell ASHI membership?

YOU!

Who deserves to be rewarded for helping ASHI grow?

YOU!


ASHI Event Calendar � April 21-23, 2016

AEI, Finance Committee, ASHI Foundation and ASHI Board Meeting Des Plaines, IL

� July 21-23, 2016 AEI, Finance Committee, ASHI Foundation and ASHI Board Meeting Des Plaines, IL

� October 22 , 2016 ASHI Foundation and ASHI Board Meeting Des Plaines, IL

By Russell K. DanielsASHI Assistant Executive DirectorDirector of Membership Services and Chapter Relations 847-954-3185, [email protected]

Thank you for your support for ASHI throughout the year. We believe it is

vitally important for ASHI inspectors to be successful in their businesses. One of the ways to be successful is to move up to the highest level of ASHI by becoming an ASHI Certified Inspector (ACI).

Our analysis shows that 89% to 92% of ACIs stay in business. Obtaining the ACI level is not just for bragging rights of being among a select group of home inspectors who have reached the top of the association. It also lets your clients know that you are dedicated to them and to your profession. Whether you work in a state that requires licensing or a state that does not, you can help grow your business by marketing that you are an ASHI Certified Inspector.

Don’t waste another minute, go the ASHI website at www.ashi.org and select the “Join ASHI” tab. Then click on “ASHI membership categories and requirements” to find the steps to move up to the premier level in ASHI.

We look forward to welcoming you to the ASHI Certified level.

ASHI Membership Categories and Requirements

All ASHI members are required to abide by the ASHI Code of Ethics, which specifically forbids home inspectors from active bro-kerage or sale of real estate, or performing repairs on homes that they inspect. ASHI members also agree to perform and report inspections in accordance with the ASHI Standard of Practice. Not only is the ASHI logo widely regarded as the mark of a pro-fessional home inspector, its use by the ASHI membership is also carefully controlled.

There are three designations of active professional home inspector membership in ASHI®. These ASHI® membership categories are as follows:

ASHI has met the rigorous requirements of the National Commission for Certifying Agencies (NCCA) as a certifying body, there-fore it is able to offer the only third-party approved home inspector certification program.

ASHI Certified Inspectors— Inspectors in this category have:

• Passed the National Home Inspector Exam-ination and ASHI’s Standard of Practice and Code of Ethics module.

• Had inspection reports successfully verified for compliance with ASHI’s Standard of Practice.

• Have submitted a valid list of performance of at least 250 fee-paid home inspections that meet or exceed the ASHI Standard of Practice.

• Have returned an authorized notarized affidavit to ASHI validating at least 250 inspections.

• Must agree to follow the ASHI Standard of Practice and Code of Ethics.

ASHI Inspector— Inspectors in this category have:

• Passed the National Home Inspector Examination or Valid State Exam approved by the Membership Committee and ASHI’s Standard of Practice and Code of Ethics module.

• Had inspection reports successfully verified for compliance with ASHI’s Standard of Practice.

• Have submitted a valid list of performance of at least 75 fee-paid home inspections that meet or exceed the ASHI Standard of Practice.

• Have returned an authorized notarized affidavit to ASHI validating at least 75 inspections.

• Must agree to follow the ASHI Standard of Practice and Code of Ethics.

ASHI Associates— Inspectors in this category have:

• Just joined ASHI and may be new to the inspection profession or may be a seasoned inspector who has not yet completed ASHI’s requirements to move up in mem-bership.

• Have passed the ASHI’s Standard of Practice and Code of Ethics module.

• Must agree to follow the ASHI Standard of

Practice and Code of Ethics. H

Moving Up in ASHI

To have your chapter seminar listed in this section: Email all information about your chapter seminar to: [email protected].

BE SURE TO INCLUDE ALL INFORMATION: seminar subject, when, where, CEUs & a link for more information or contact information.

IMPORTANT REPORTER DEADLINES: • MAY ISSUE - 3/21/16 • JUNE ISSUE - 4/20/16 • JULY ISSUE - 5/23/16

Garden State ASHI Education EventWhen: March 10, 2016, 8am to 6pm

Where: The Westwood, Garwood, NJ

Subjects: Modern HVAC and Plumbing Systems

CEUs: 8 ASHI CEs & 8 NJ CEs

Speaker: Kenny Hart

Contact: [email protected]

Arizona ASHI Chapter EducationWhen: March 12, 2016

Where: Black Canyon Conference Center,

Phoenix, AZ

Subjects: Report writing/Cracks/Heat Pumps/

Defect recognition

CEUs: 6 ASHI CEs


MAC-ASHI Technical SeminarWhen: May 14, 2016

Where: John’s Hopkins University

9601 Medical Center Drive

Rockville, MD 20850

CEUs: 8 ASHI and State of Maryland CE’s

Contact: www.mac-ashi.org

South Carolina ASHI Chapter EventWhen: May 14, 2016Where: Holiday Inn, Columbia, SC

Subject: Moisture Intrusion in

Cladding Systems

Speaker: Tim Thigpen

CEUs: 2 ASHI CEs

Contact: Brad Johnson 864-580-3547

[email protected]

ASHI Western Washington 2016 Spring SeminarWhen: March 19, 2016

Where: Holiday Inn Downtown, Everett, WA

House as a System/Infrared/Decks/

Wood-framed houses

CEUs: 7 ASHI CEs


ASHI Chapter Education

NOVA ASHI Spring SeminarWhen: March 26, 2016

Where: Best Western Fairfax, Fairfax, VA

Subjects: Decks/Furnaces and Heaters

CEUs: 7 ASHI CEs


Great Lakes ChapterWhen: April 8-9

Where: Holiday Inn-Southgate MI (near Detroit

Metro Airport)

Subjects: Friday: Peer Review, Board Meeting,

Hospitality Suite

Saturday: Vendors, Wet Basements/Craig

Ceccarelli, Chimney Safety/Thomas Rhines,

MI Builders Renewal Course + Code Up

dates/Frank Bayer

Contact: 734-284-4501, www.greatinspectors.com

ASHI Suncoast Chapter Annual Conference Suntech 2016When: May 6-7

Where: Hampton Inn Oldsmar, FL

4017 Tampa Road Oldsmar, FL

Speakers: Mark Cramer, Michael Conley, Jon Levey,

Jim Wallace, Tom Miller & more

Subjects: Inspecting Trusses, Crawl Spaces, Wind

Mitigation Reports, Fireplaces & Chimneys,

Plumbing, Tie downs and anchors, Founda-

tion Repairs and more

CEUs: 16 ASHI, 14 State of Florida License

Contact: Kevin Koplar, Suntech Chairman, ashisun-

[email protected], or see website www.

ashisuncoast.com for info and forms

Great Lakes ChapterWhen: July 22-23

Where: Holiday Inn - Mt. Prospect ,IL (near Chicago

O’Hare Airport)


Hospitality Suite

Saturday: Vendors, Asphalt Shingle Roofs

/ Attics – Proper Inspection and Report

ing/Tom Feiza, Business & Marketing/Toby

Adamson, IL CE Approved Course/Speaker

TBD


Great Lakes ChapterWhen: September 23-24

Where: Grand Rapids, MI


Hospitality Suite

Saturday: Vendors, Furnace Inspections/

John McAuliffe, Infrared Technology/Bill

Fabian, Exploring the Metal Roof/

Mike Griffin


Mid-Missouri ASHI ChapterEducational SeminarWhen: November 4, 2016

Where: Columbia Board of Realtors Office,

Columbia, MO Speaker: Shannon Cory

CEUs: 8 ASHI CEs


ASHI ONLINE LEARNING CENTER 1. Go to www.ASHI.org2. Under Education &

Training3. Click on: ASHI Online

Learning Center


I WANT TO TRAIN

YOUR NEXT

EMPLOYEE WITH

G.I. BILL BENEFITS

w w w.t he A SH I s c hoo l . co m1- 8 8 8 - 8 8 4 - 0 4 4 0

Calling all U.S. Veterans! Use your qualif ied G.I . benefits at our I ll inois Location.The ASHI School has been approved by the I l l inois State Approving Agency for the enrol lment of quali f ied veterans to receive G. I . Bi l l Educat ional Benef i t s .

CURRENT ASHI

MEMBERSHIP

ASHI Certified Inspectors: 3,203

Inspectors/Logo: 100

Associates: 2,576

Retired Members: 110

Affiliates: 66

Total: 6,0055 Members as of 2/1/2016

ASHI-ENDORSED PROGRAMSASHI’s E&O Insurance Program: Target Professional Programs www.targetproins.com 860-899-1862

ASHI Personal Lines Insurance Program: Liberty Mutualwww.libertymutual.com/ashi

ASHI Service Program BuildFaxTricia Julian, 877-600-BFAX [email protected]://go.buildfax.com/ASHI

ASHI Customer Appreciation Program: Moverthankyou.comBrent Skidmore, [email protected]

HomeAdvisor.comBrett Symes, 913-529-2683www.homeadvisor.com [email protected]

LegalShieldJoan Buckner, 505-821-3971buckner.legalshieldassociate.combuckner@legalshieldassociate.com

InspectionContracts.comDave Goldstein, 800-882-6242www.inspectioncontracts.comdavid@inspectoreducation.com

OneSource Solutions877-274-8632www.osconnects.com/ashi/

Porch.comEliab Sisay, [email protected]

ASHI Rebate ProgramQuill.comDana Fishman, 800-634-0320 x1417www.quill.com/[email protected]

ASHI-ENDORSED EXAMSASHI Standard and Ethics Education ModuleGo 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 [email protected]

The ASHI SchoolKendra Eiermann, 888-884-0440 [email protected] www.TheASHISchool.com

PLATINUM PROVIDER Millionaire Inspector CommunityMike [email protected] that you are an ASHI member

ASHI MEMBERSHIP BENEFIT PROGRAMS

Forty Years Marvin Goldstein

Thirty-five YearsBrian KoepfAlrek MeipoomDavid MeachamThomas GabaFredrick HeskettMichael MeyerCraig PlettaMichael MarosokLarry BeverungenMichael KennyWillard Pearson

Fifteen Years Jerry SpivaJohn BoudreauxJoe ZammitMark EigenbrodMark SucherRobert DeFalcoGeorge WhiteMichael Stabile

Ten Years Mark ReedChristopher HarrRick MichalicekMatt FletcherStephen HoumardW. Ryder KernMark PerryJeff LongakerWilliam CraftDale DuffySteve BarnesJay ColemanJustin NickelsenScott FreemanLoren (Larry) Stamp

Five Years Paul StrattonLarry ReedDon BrasherRichard HoughtalinWaqar QuraishiNathanial KleinWalter RobyJennifer DavidsonJames CortezBruce RamseyPatrick ReillyTommy HayesFrank CaundayCharles FlynnIsaac KiefferGlenn RiderAvi LevyChristian StrnadJason DaleyChris Stout

MarchAnniversaries

Education-ASHI Online Learning CenterNow available unlimited free continuing education hours for your ASHI CE requi-rements. 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 2 CE’s upon successful completion for 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

http://www.3dinspection.com

http://www.ashischool.com

http://www.americascallcenter.com


In Part 1 of this article, we introduced the reasoning behind raising your prices

to grow your business. We discussed this in terms of pricing versus volume and a concept called price elasticity. In Part 2, we turn our attention to what it means to have prestige pricing, as well as the reaction to price increases from real estate profession-als.

Prestige PricingPrestige pricing refers to a strategy that convinces a client that a product or service is as high quality as the price tag suggests. This strategy is also called price signaling. The price signals the quality. Even if the quality of a product is low, the high price encourages people to buy it anyway. Cos-metics present the classic example for price signaling. Inexpensive cosmetics don’t sell well. If you make cosmetics, don’t worry about who or what it was tested on, just make it expensive and it will sell!

Every marketing textbook has the story about the store owner who can’t unload the overstock of widgets. The widgets are priced to sell, but no one will buy them. Due to a miscommunication between management and staff, an employee raises the price of the widgets by 50 percent. Suddenly, the wid-gets start selling like hotcakes.

In the home inspection industry, the combination of prestige pricing and the inspection’s highly intangible nature means that the demand is not only inelastic, but sometimes, there is an inverse relationship between price and business volume. De-pending on where you sit in the market, you may find that raising your prices increases your business volume.

Agent Reaction to Price IncreasesProspective customers don’t generally have a problem with inspectors raising their prices periodically. Our experience, however, shows that some real estate agents react with temporary sticker-shock each time that inspectors raise their prices. Although your prospective clients won’t perceive anything out of the ordinary in your pricing (because they may have not had a home inspection recently or at all), the agents know how much you charged previously.

The agents like to look good to their client. If the agent refers a home inspection com-pany, and the client finds out that a differ-ent company charges $50 less, the client might wonder why the agent did not tell them about that option. The agent wants to be the one who gets a good deal for their clients on all fronts related to the house transaction.

Keep Your Agent in the LoopThe agent looks uninformed and sloppy if he or she tells the client that you charge $375 and you subsequently tell the client that the price is actually $450. The agent’s frustration with you is understandable. They are trying to look well connected and on top of the transaction. If you don’t keep the agents up to date, you have hurt their ego, and possibly their pocketbook, if they lose the client’s confidence. It’s an issue of trust.

Keep Agents’ Perspective in Mind Educate the agent about your pricing. Remember, agents don’t have to think in terms of increasing their fee because they generally get paid a percentage of the sell-ing price. This pricing strategy guarantees that they always stay in step with inflation. In addition, although their commission is negotiable, the range is more or less within an industry standard. In short, agents do

not function in the same world or in the same way as professional service providers who compete with other professional ser-vice providers. They don’t rely on pricing strategies as a marketing tool that gets them a bigger piece of the pie. Some real estate organizations do use reduced rates as their marketing strategy, but these companies are the exception rather than the rule.

Whatever the cause of the backlash over prices from the agents, experience

shows that it’s temporary. If the agents are loyal and are in the habit of referring busi-ness to you, they will continue to do so in spite of your increased fees, as long as you keep them in the loop.

Experiment with PricingWhy not experiment with increasing your prices? You have little to lose and a whole lot to gain. You can always go back to your original pricing, but you’ll never know what it’s like to earn more and work less unless you raise your prices. Don’t forget to keep everyone in the loop, except, of course, your prospective clients. They didn’t know what you charged before, so why inform them of a price increase?

In the end, your goal should be to separate yourself as a service that is a commodity. Not all home inspectors are the same. Better lawyers charge more. Better accoun-tants charge more. Why not home inspec-tors? A higher fee means that you do have to be better than the others. By charging more money, you may have some extra time to increase your skill sets as well as put to-gether marketing efforts to target customers who are focused on receiving a quality ser-vice instead of simply a lower price.

Good luck on your efforts! H

How to Raise Your Prices Without Killing Your Business, Part 2

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

How to Raise Your Prices Without Killing Your Business: Part 2 Insider Tipsfor Smart Inspectors

You’ve seen it often – an older masonry chimney damaged by moisture, with

loose mortar joints, missing mortar, spalling brick and missing brick. When this masonry damage above the roof line is combined with signs of backdrafting, metal flue condensation, and damage at a gas water heater, you may be looking at an “orphaned” gas water heating crying for adoption. (This condition can also be caused by 85% furnaces and boilers.)

From about 1900 through 1980, many homes were built with masonry chimneys and clay tile liners. A skilled mason built the chimney to carry products of gas or oil combustion out of the living space to a point above the roof. These masonry chimneys depended on the fact that heated air rises, taking with it the products of combustion, which were pushed out into the atmosphere.

This type of chimney worked well back then, when oil and natural gas furnaces and boilers operated at about 60% efficiency; that is, 60% of the fuel energy went into heating the home, and the remaining 40% literally went up the chimney. That was a good arrangement when fuel was cheap and chimneys needed to be kept warm for prop-er draft. Masonry chimneys were warm and happy, and the temperature inside the flue and vent connectors stayed well above the dew point of the products of combustion.

Efficient Furnaces Changed the EquationAs fuel prices increased, we made our homes more efficient. We vented furnaces and boilers directly to the outside with no masonry chimney. Many 90% efficient condensing gas furnaces vented with PVC pipe. Boilers became about 80% efficient, and now modern condensing boilers vent with a PVC pipe, too.

Deprived of the heat produced by a 60% furnace, the clay-tile chimney turns cool. The “orphaned” water heater just doesn’t send enough heat up the chimney. When the temperature of the liner tile dips below the dew point of the water heater’s products of combustion, moisture condenses on the tile, masonry and mortar. Leaks can occur. Wet masonry chimneys alternately freeze and thaw, and eventually they fall apart.

Fixing the ChimneyWe can rescue the chimney by inserting a thin metal liner inside the tile. Often, this liner is made of expandable aluminum with a special connector to the water heater flue. At the top of the masonry chimney, the clay tile is capped with metal, and a metal cap tops the metal liner as well.

When the water heater operates in the winter, the small metal liner heats quickly, and there is no condensation. Similar liners are also needed to prevent condensation on chimneys serving 85% furnaces and boilers.

If you see a newly rebuilt chimney or a new metal flue pipe with an orphaned water heater, you should suspect that the orphaned water heater caused damage, requiring parts to be replaced and the chimney rebuilt. Consider including this in your inspection report. Remember: outside chimneys and cold climates compound the problem.

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 ©2015 by Tom Feiza, Mr. Fix-It, Inc. Reproduced with permission. H

Orphaned Water Heaters – It’s Adopt-a-Chimney TimeBy Tom Feiza, Mr. Fix-It, Inc. • HowToOperateYourHome.com


ASHI started 2015 with a success-ful InspectionWorldTM in Phila-delphia. Thankfully, we had very little snow, and a large number of inspectors attended IW. Atten-dance at IW has been growing steadily, along with our member-ship. Approximately 840 inspec-tors attended IW in San Diego this year. ASHI membership reached a total of 6,402 in 2015, and we expect to exceed our 2006-2007 membership numbers of 6,414 in 2016.

I spent approximately 65 days on the road for ASHI in 2015, meeting many members at their local conferences and attending meetings. Attendance was up at every con-ference. Congratulations to all the volun-teers who put in hundreds of hours to make these events successful. Please keep up the good work.

It was another challenging year for the ASHI Board. We held our Board Meeting at ASHI headquarters in the board room to save on expenses. Some board members would prefer using a larger room at the hotel and having more convenient access to their rooms and the Internet, but I believe this arrangement worked out quite well with substantial savings to our bottom line. The space is tight, but with the reduction of the board this year, we will have more room in the future.

We have a new Strategic Planning Com-mittee this year. The committee will evalu-ate our current strategic plan and keep it up to date for the future.

The ASHI Online Learning Center, acces-sible through the ASHI website, contains FREE online education for our members. These 2-hour modules are recordings of IW presentations. There has been a steady increase in the use of these modules, which offer a great way to get education on a vari-ety of topics. Members can earn continuing education units for membership renewal, and many courses are also state-approved. Over 2,000 modules were viewed and com-pleted over the first 11 months of 2015. This is a great ASHI benefit and resource for our members. Thank you, Michele George, Di-rector of Education and Events, for keeping this area up to date.ASHI FoundationThe ASHI Foundation is organized ex-clusively for research and educational purposes—to receive funds, donations, bequests, endowments and gifts and to dis-burse such moneys in cash and in kind to the American Society of Home Inspectors, Inc., and qualified others in support of the development of educational material, educa-tional programs and research opportunities related to the home inspection profession. The Foundation also may engage in any and all lawful activities that may be incidental or reasonably related to any of the forgoing purposes.

I am pleased to announce that the Founda-tion is underway. A task force was formed to give the board direction. We have a staff member assigned to the Foundation who will provide direction and follow-up. I look forward to seeing progress with the Foun-dation in the future. If you have any experi-ences with foundations, we could certainly use your help.

ASHI Education Inc. (AEI)AEI will be working closely with the ASHI Foundation and the ASHI School to coor-dinate efforts in providing education for the home inspection field.

The ASHI School (TAS)TAS is maintaining a steady enrollment and holding classes across the country. They are creating additional educational classes on different topics. TAS is working on an online radon class. Did you know that TAS pays for one year of ASHI membership for every student if they are not already a member of ASHI?

Washington, DCIn Washington, DC, our lobbyist Mr. Randy Pence had an extraordinarily active and fruitful year. Randy met with HUD regarding the Single Family Handbook to make a clear distinction between appraisals and home inspections. Randy met with Fannie Mae and Freddie Mac in Wash-ington, DC; both companies are corporate entities and not government, and they represent upward of 90% of current mort-gage originations. ASHI provided copies of HUD’s “For Your Protection, Get a Home Inspection” document to both companies, with the suggestion that they adopt a sim-ilar suggestion to mortgage applicants—to obtain a home inspection—and extend the message about radon to their clients. ASHI had an invitation from HUD for a possible business relationship to Healthy Homes. This is still in progress, and we will keep you informed. ASHI assisted HUD and OMD with updating HUD’s “For Your Protection Get a Home Inspection” in both English and Spanish. HUD finalized its Single Family Handbook, with favorable guidance’s regarding home inspection to homebuyers, homeowners. This will help our members. The FAA published its pro-posed regulations for drones and unmanned

ASHI CONTINUES STRONG FINANCIAL GROWTH AND MEMBERSHIP INVESTMENT

Tim Buell, ACI ASHI Treasurer 2015

First and foremost, on behalf of the Board, Officers and Staff, I want to personally thank you for your financial support.

As required in our bylaws, our financials are audited by a Certified Public Accountant. We engage Legacy Systems, a CPA firm that specializes in nonprofit organizations. For the third year in a row, we have in-creased our “net assets” and have budgeted for another gain in 2016. Our financial form 990 will be soon be available online in the “Members Only, Downloads and Forms” section of the ASHI website.

As ASHI enters its 40th year, we will continue to “earn your trust” by being good stewards of your money. Again, we extend a sin-cere thank you for your member-ship and a wish for you and your family to have a very prosperous year. H

Motion was made and second to direct and support staff implementation of The Year of the Chapter Program using a Chapter to be selected as a model within the next 30 days.PASSED

Motion was made and second to accept the following Directors for the AEI Board: Ken Harrington, Bruce LaBell and Kevin Westendorff. PASSED H

REPORT OUT

ASHI BOARD MEETING JANUARY 23, 2016

2015 Annual Report

ASHI 2015 Annual Report > ASHI 2015 Annual Report

Our mission statement is “To set and pro-mote standards for property inspection and to provide the educational programs needed to achieve excellence in the profession and to meet the needs of our members.” To that end, your Board of Directors and Staff work hard to be good caretakers of your money. With every financial decision we make, we always ask ourselves, “Does this benefit the membership?” Here are some of the member benefits in which we have invested over the past year:

• Promoted membership growth with new marketing materials

• Offered online credit card payment options (annually or monthly) for membership dues

• Provided free NHIE study guides for new Associates who have not taken the NHIE exam

• Continued increased investment in InspectionWorld®

• Sponsored Leadership Training Conference

• Added budget for the Council of Representatives

• Decreased the number of Board members, which will reduce expenses

• Invested significant sums to upgrade our search engine optimization (SEO) and create a new, more user-friendly website.

• Upgraded the infrastructure with the purchase of new computers for staff

• Uploaded all financials to QuickBooks Enterprise software

• Initiated the use of a Lockbox for dues, resulting in better control of cash receipts

• Transferred the handling of the ASHI store to GEM Marketing, thus reducing staff and inventory expense

• Recertified the ACI program (by the way, we are the only inspection organization with an independent certification)

aircraft systems, which appear to be generally favorable for ASHI members. ASHI filed comments with FAA.

( I would like to thank the volunteers, committee chairs, directors, and ASHI staff and Executive Direc-tor Frank Lesh for making my year one that I will remember as a wonderful experience. I will be on the Board as Immediate Past President to assist Presi-dent Randy Sipe in any way I can.

Alden Gibson, ACI 2015 ASHI President


NEW POSTCARDS EMAIL!! Please send your name, city, state, photos, headings & captions to: [email protected]

Having a Blast Not Appealing Paint

Why bother running the laundry, kitchen and bathroom exhaust ducts to the exterior when you can have this conve-nient furnace flue as a connection.

Scott MitchellThe Quality Assurance Home Inspections Suwanee, GAHEADING: Carolyn Stravinski Chattahoochee Valley Home Inspections

Midland, GA

This shell was not marked inert, so it was suspected live. The fire department was called, then they called military specialists to remove it. It was found to be a dud.

John Dirks Jr.Arundel Home Inspection, LLC Severna Park, MD

HEADING: Jason Havel Nation Wide Inspections San Diego, CA

I was just wondering if the paint would void the warranty on the duct tape siding.

Lawrence F. NilesNational Property Inspections Wattsburg, PA

HEADING: Jeremy O’Brien Building Performance Institute, Inc. Malta, NY

Sunken Water HeaterSpider’s Nightmare I found the most unsual water heater installition. It was half in the kitchen sink cabinet and half in the crawl space.

David G. Jones Expert Inspection Service, Inc.Chapel Hill, NC

HEADING: Greg Allen G.A. Home Services Mableton, GA

Now I know why there were missing spimdles on the staircase!

Chris HillTop of the Hill Home Inspections Bensalem, PA

HEADING: Terry Kleptach TK Home Inspection N. Canton, OH

X Marks the Spot! If the shelf for paints and other combustibles is too close to the water heater flue vent pipe, no problem, just move the flue pipe!

Doug RamsthalerPrecision Inspection Services, IncBrick, NJHEADING: Terry KleptachTK Home Inspection N. Canton, OH

Elbow Room

CORRECTION TO THE JANUARY 2016 POST CARD TITLED “FORM OVER FUNCTION” Stephen Tyler of STAT Home Inspections is located in Garnerville, NY not Doylestown, PA

INSPECCTIONWORLD® HEADING CONTEST WINNERS

INSPECCTIONWORLD® CONTEST WINNERS

Gerry Aubrey Blue Bell ConsultionBlue Bell, PA

• No support under the I-beam

• Screw Jack used as a support (permanent)

• Unsecured PVC Plumbing

• Light without dome

• Floor collapsed

• Standing water

• No parge coat on wall

• No railing on stairs

• Basement ceiling not insulated

Fritz Gunther Gunther Home InspectionsRochester, NY

• Missing clean-out access

• Untreated furnace condensate entering a septic system/sewer

• Improperly installed check valvue (backflow valve)

• Imporper clamps/connector on PVC/cast iron connection

• Sewer not venting properly

Participants were asked to look at each photo and find as many incorrect things as possible.

Thank you to everyone who participated!


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By ASHI President, Randy Sipe

Building on ASHI’s 40 Years of Trust

In the last issue of The Reporter, I described how I got into the inspection profession and how my local ASHI chapter helped

me advance professionally and personally. How does this relate to ASHI’s 40 years of trust? Simply because, as my chapter trusted me, ASHI trusts all of us to simply do the right thing.

Many years ago, an agent asked me, “Randy, do you know why I refer you?” Knowing my reputation as being “picky” (not my term, and I’m sure a lot of you have been called the same), I thought I knew the answer, but I replied, “Nope.” She then said, “Because you’re picky and I don’t want to be sued.” I then thanked her for the backhanded compliment and told her that maybe she should think of it another way—that she refers me to buyers because I do a good, thorough job, and it’s simply the right thing to do for your client.

ASHI has been here 40 years, and over these 40 years, ASHI has developed a trust with the real estate community, the public and government agen-cies. With any type of trust, it can be lost if it is not carefully guarded and maintained. Whether you’re new to ASHI or you’ve been a member for a long time, you probably joined ASHI for the same reason as most others—to gain the credibility that ASHI provides. When we first joined ASHI, most of us prob-ably didn’t realize what was behind that credibility and how it has evolved. If you’d like to know more about that, be sure to check out “40 Years of Trust” on page 12 to learn some stories of ASHI’s history.

We have a duty to ASHI and to our fellow inspectors to maintain this credibility and trust. How can we maintain this trust? Simply by doing the right thing. Let’s talk about the right thing and what that means.

In January every year, like hundreds of migrating salmon returning to their origin, home inspectors return to InspectionWorld® for continuing education and to renew and gain additional knowledge to make them better inspectors. Why? Because it’s the right thing to do (and not just because they need the continuing education units).

If you’ve been inspecting long enough, you know that improving your knowledge base is necessary to provide your clients with the best inspection you can provide and that there’s always more to learn. In return, you maintain the respect and credibility that ASHI has provided us as members. I use IW as the example be-cause it is the premier annual conference for the home inspection profession. There are plenty of other ways to get continuing educa-tion, but if you have ever attended IW, then you know that it’s not just education you are getting. You are also getting opportunities to improve your business and (not least of all) network with other inspectors who’ve had similar experiences and can provide you with credible advice.

Not only should we strive to make ourselves more knowledge-able to maintain this trust, we also need to follow the Code of

Ethics to which ASHI adheres. Integrity, honesty and objectivity are the fundamental principles embodied by this Code. If it’s been awhile since you’ve read the Code, then now is the time to review it. This Code of Ethics is an important element of the trust that ASHI has earned, and by abiding by the Code, we can maintain this trust.

Most people outside of the inspection profession will never fully understand the responsibility that an inspector carries. I’ve never had a job in which I put as much effort and time into doing the right thing, and I believe that most inspectors truly feel the same way. No one wakes up in the morning, getting ready to start their day inspecting, and says to themselves, “Man, I’m going to do a crappy job today.” Not only will you not be in business for long, but your fellow inspectors won’t want you around, either.

Let’s remember that the job we do not only reflects on us personally but also reflects on other ASHI members as well. ASHI has worked hard to make us look good—that’s why you joined. By maintaining your reputation, you also help maintain this trust for all ASHI inspectors. H

http://www.sunradon.com

44 ASHI Reporter • March 2016 PBMarch 2016 • www.ASHIReporter.org

http://www.homegauge.com

march 2016 reporter

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