The inspectors: when a home is sold, an 'expert' is often paid to inspect the pool. Learn how to incorporate this lucrative service into your business

Pool & Spa News, Nov 1, 2004 by Bob Dumas

As America's backyard pools age, the demand for inspections is increasing. Performing pool inspections for real transactions is one way service technicians, who have the built-in expertise, can create a new revenue stream for their growing businesses.

"We do quite a few [inspections] every year, and it's getting requested more and more as the home sellers get smarter," says Frank Collora, president of Power Pool Care Inc. in St. James, N.Y. "We have [an Increasing number of] pools that are older than 30 years, and we find a lot of issues."

Collora says that homeowners often have the pool inspection done and problems fixed even before drawing up a sales contract. "Otherwise, they won't have a leg to stand on [if something is wrong with the pool]," he notes.

Pool inspections have clearly become a necessity for consumers and an easy way for service companies to attract more business. However, before you begin offering an inspection service, you need to keep a few important things in mind: effective promotional tools, proper checklists and professionally written reports.

Getting the job

Regulations can vary from state to state and even from county to county, and no particular permit, certification or special license is required of those who want to perform inspections. However, clients will be looking for a reputable, bonded service company with solid experience. In some regions, service techs may need a contractor's license for the pool work they already do. Other than that, you will rely only on your resume and reputation to find pool inspection jobs.

The list of those who would be interested in hiring you might include professional home inspectors, mortgage companies, home buyers and sellers, and real estate agents. If you're going to be a successful pool inspector, this is the crowd you need to target.

To promote your service and get your name out to the appropriate parties, there are several things you can do. "To get myself known, I have a couple of different fliers with coupons that I send out to Realtors," says Stephen Ostrowski, owner of Chico Pools in Chico, Calif. "In it, I mention inspections and that I have fast turnaround."

By "turnaround," Ostrowski means the time it takes to submit a written report once the inspection has been completed. If you have a reputation for doing it quickly, you will draw a lot more attention.

While sending fliers to real estate agents and home inspectors works well, most professionals say aggressive networking is what will get you steady work. "The title companies get to know you, and you start to deal with the same companies over and over," Ostrowski says. They call each other. That's the way I get jobs in other cities."

For Stephen Toff, making as many contacts as possible is crucial. He owns Toff's Pool Inspections in South Brunswick, N.J., a company whose sole purpose is to perform pool inspections. "As far as I know, I'm the only person doing this full-time, 100 percent of the time," Toff says.

To keep his company's name in the public eye, Toff has joined as many community and civic organizations as possible. He also meets with groups of real estate agents on a regular basis. "We talk about the logic behind [inspections] and how we help them sell a house," he says.

During these presentations, Toff dresses to sell. He wears a blue shirt featuring an NSPI logo patch. He also gives each real estate agent a rubber duck embossed with his phone number, address and Web site. "I'm sure it leaves them with a great impression," Toff says.

Web sites also can be used as an effective way to promote your service. Experts say many home sellers and buyers utilize Internet search engines to find an inspector. "Having a Web site is the key," says Jonathan Broga, co-owner of Potomac Pool Service in South Riding, Va. "It gives you a strong presence."

The inspection process

Keep in mind that you will probably be the least popular person on the property when it comes time to do the inspection. The home seller may assume you are there just to sell products and services. The home buyer is likely to think you're in cahoots with the seller to cover up any potential problems. The real estate agent may simply view you as someone who can mess up their sale. But remember, you're the expert, and all parties usually will defer to you.

Once you're at poolside, there are generally no specific roles to follow during the inspection process. A variety of areas always should be checked, though. Here's an overview of what to look for during an inspection:

* The pool perimeter

A pool without a fence can be illegal in some states. "I note that it's missing and encourage them [to install one]," Toff says. Inspectors also take note of the tile line and if any pieces are cracked or missing.

* Fences and gates

If the pool already has a fence, Toff makes sure the gate works and that it latches properly. He also checks to see if the fence is high enough to meet codes.

* The deck

Look at the deck and see how it's supported. Is it settling? Be sure there is proper drainage, and check the expansion joints to see how well they've been maintained.