Tired of Hurry Up and Hurry? Slow Down and Refer!

Well, now that it’s July, I hope you’re so busy that you might not be able to read this article until you slow down. In case you didn’t already know, being the ASHI President is not my only job. I, too, am an active inspector. The fact is, I’m the only inspector in my company. So I know the feeling at this time of year—hurry up and hurry. You inspect all day, come home for a brief pause and dinner, and then you finish your reports for the day (or at least you try). Next morning, you get up early to finish the reports that you tried to finish the night before, but didn’t have the energy to complete. Then you send out those reports, answer new email, grab a cup of coffee and hit the road for another day of inspections. And then the cycle starts again.

Sound familiar? What can we do to slow down our lives and take some time to enjoy the things for which we work so hard? The easiest thing to do is to say, “Sorry, I’m booked and can’t get to you.” But there’s a better way. When you can’t get to all the clients who need your services (and assuming that you don’t want to become part of a multi-inspector company), then you should direct your clients to call another ASHI inspector, someone whom you know and trust. The key words are “whom you know and trust.” There are a multitude of reasons that a buyer or agent might have called you first, but usually it’s because they or someone they know trusted you and referred your name to others.

Just think about it. We’ve all had these kinds of calls. And when we say, “I’m sorry, I can’t get to you,” we can hear the unspoken “Oh, no…” in the tone of the client’s or agent’s voice. They might say, “But you did my last home inspection,” or “I’ve heard so many good things about you.” So, the best solution is to suggest a couple names and numbers of other ASHI inspectors. Remember, you’re the trusted source the client called, so your personal referral of another ASHI inspector is powerful.

I know some of you are thinking, “If I’m busy, then all of the good inspectors are busy, too.” Maybe, maybe not. Here’s where your attendance at local chapter meetings and events can come in handy. By regularly attending chapter meetings, you get to know other inspectors, and you can pretty well identify which ones are likely to know their stuff, don’t play games and, just as importantly, won’t try to go after the agents with whom you’ve developed a business relationship. These inspectors might have been in the profession for a long time or they might be newer inspectors who know their craft, but just haven’t been doing it long enough to build a large referral base.

Personal referrals can go a lot deeper than just helping another ASHI inspector fill his or her schedule. So what about those inspections that you just can’t get to? If you refer them to another inspector whom you trust, you may be helping that inspector have a good week instead of struggling through a slow week. And the added income you helped that inspector generate could come as a huge help to his or her business and family.

The fact is, we can help improve the lives of both our clients and our fellow ASHI inspectors simply by making referrals. I’ve received referrals like these myself and I understand the responsibility that comes with them. Remember, as the referred inspector, you have a duty not only to the client, but also to the person who referred you to do the best inspection you can provide. After all, you were hired on the basis of your fellow inspector’s good reputation and recommendation. So, when appropriate, be sure to compliment the inspector who referred you when you are talking with the client. If your referral was to an agent with whom the referring inspector routinely works, then by all means let the agent know that the person who referred you is and should continue to be the agent’s Number 1, go-to inspector, but that you would appreciate being at the top of the backup list when that inspector is not available.

Until next month…relax, slow down and refer…and always do a great job.