Ancillary Services 

For many in the field, ancillary services simply make good business sense. “Not only do these services increase revenue streams, but they also build stronger client relationships,” said Heartland Home Inspections’ Henry “Hank” Sander, ACI and president of the NIC ASHI Chapter. “Homebuyers, especially first-time buyers, often feel overwhelmed by the home-buying process. By offering additional inspection options, we help simplify their experience and give them greater peace of mind.” 

Evolving Services 

Sander said his experience with ancillary services has been overwhelmingly positive, and his business has evolved significantly to include more “add-on” services over the years. 

“We started incorporating ancillary services around 2016—about eight years ago when we noticed a growing demand for more specialized inspections beyond the standard home inspection,” he said. “At first, we introduced indoor air quality and mold testing.  Then about a year later we added radon testing and thermal imaging as a way to provide added value and meet client needs more comprehensively. Over time, we expanded our offerings to include sewer scope inspections, water quality testing, pools/spas, and chimney scopes. 

At Heartland Home Inspections, the evolution was driven by two main factors—client demand and the desire to stay ahead in a competitive market. “As buyers and real estate agents began expecting more in-depth insights into a property, it became clear that expanding our services would not only set us apart but also create additional revenue streams,” Sander said. 

What started as an experiment quickly became an integral part of their business model. “By diversifying our services, we’ve been able to serve a broader range of clients and become a one-stop solution for their inspection needs. It has also allowed us to build stronger relationships with real estate professionals, who appreciate the convenience and expertise we bring to the table.” 

The decision not only improved their bottom line; it also enhanced their reputation for delivering comprehensive, high-quality inspections, Sander said. Radon testing, mold inspections, sewer scope inspections, and chimney inspections have been the most beneficial add-ons to the business. “Each of these services has provided significant value to our clients while boosting our revenue and professional reputation.” 

Added Value

Many inspectors started adding radon testing to their home inspection services beginning more than 20 years ago, according to Rob Hopkin of ProTec Inspection Services. 

“We have added many more over the years to include mold sampling, sewer cameras, pest inspections, EMF testing, and water testing,” Hopkin said. “Our goal is to make it possible for our clients and real estate agents to get the information they need quickly and easily.” 

In his experience, some people will always be slow to adopt change, but he said the move for ProTec was worth it. “At first there is always some resistance—from real estate agents, our inspectors, and the scheduling staff. Most people don’t like change, regardless of the reasons or potential. Once everyone becomes used to an ancillary service and overcomes the fear of something new, they can’t believe we didn’t start sooner. 

Adding ancillary services to inspections at ProTec allowed them to increase their average ticket to about $800 per inspection,” Hopkin said. “Over 40% of our inspections include at least one ancillary service.” 

Expert Advice 

Home inspectors considering adopting ancillary services for the first time should go in expecting to become an expert. “Never drop the ball,” Hopkin said. “Any failures will reflect on everything you do. If you go into it with the idea of providing an excellent service rather than making money you will be well received.” 

He said any services offered should be done professionally and with the same attention to detail that is provided with home inspections. “We have to be perfect every time. People rely on us and we will not let them down,” Hopkin said.

Sander said expanding into ancillary services is an investment in the business and its clients. “By taking a strategic, well-prepared approach, you can differentiate yourself in the market, build stronger client relationships, and ultimately grow your business.”

Sander offers these nine tips for inspectors considering offering ancillary services for the first time: 

Nine Tips for Starting Out 

Start Small and Build Gradually. It’s tempting to add multiple services at once, but start with one that will complement your current offerings and that is in demand in your market. For example, radon testing, sewer scoping, or mold inspections are excellent entry points because they’re often requested by homebuyers and relatively straightforward to implement.

Invest in Proper Training and Quality Equipment. Each ancillary service requires specific expertise and tools. Don’t cut corners—get certified, attend training courses, and use high-quality equipment. This not only ensures accurate results but also builds your credibility with clients and agents. Lack of training and cheap equipment will backfire on you quickly.

Understand the Market and Client Needs. Do your research to determine which services are most needed in your area. For example, sewer scope inspections are highly valued in neighborhoods with aging infrastructure, while thermal imaging might appeal to clients concerned about energy efficiency. Tailor your offerings to address these specific needs.

Focus on Education and Communication. Clients may not realize the value of ancillary services, so it’s your job to educate them. Explain how these add-ons can protect their investment, save money, or address hidden risks. Be clear and concise in your explanations, and use examples to illustrate the potential benefits.

Price Strategically. Set your pricing based on the value of the service and your market rates. Offering bundled packages (e.g., a home inspection with radon testing or a mold inspection) can make it easier for clients to choose additional services while boosting your overall revenue.

Market Your New Services. Once you add an ancillary service, let people know. Update your website, marketing materials, and social media to showcase these new offerings. Share success stories or testimonials to demonstrate how your services have helped past clients.

Protect Yourself Legally. Ancillary services can come with additional liability. Make sure you understand the scope of work, document findings thoroughly, and update your liability insurance to cover the new services.

Leverage Relationships with Real Estate Agents. Agents value inspectors who can offer comprehensive services to their clients. Let your agent partners know about your new offerings; they may help spread the word and recommend you to more clients.

Focus on Quality Over Quantity. The goal isn’t just to add services but to perform them well. Delivering a high-quality experience with every service will earn client trust, generate referrals, and grow your business sustainably.