The home inspection trade sees many different kinds of clients, but the overwhelmingly predominant type is the homebuyer. The successful home inspection business is good at identifying its target audience and at marketing to it. Historically, the marketing target was almost exclusively the real estate agent, as his or her referrals were the only source of clients. This meant that the needs of the client were subordinate to the desires, whims, and dictates of the agent. Modern technology enables the home inspection firm to gear its marketing directly to the public, thereby gaining some independence from agents and allowing the home inspector to focus on serving the client primarily, who is, after all, paying him.
Most home inspection clients are motivated, if not by caution, by prudence. They want to avoid getting stuck with a money pit. But a home inspection typically helps the buyer in ways other than simply allaying fear. With his training, proper licensing, and insurance, the home inspector gives the client an idea of what to expect down the road, explains how to maintain and service the appliances and systems in his new home, and in general brings the homebuyer an assurance, a satisfaction, a peace of mind. Let's examine certain aspects of the business to see how this is accomplished specifically.