The secret to building a thriving home inspection business even in challenging markets comes down to a deceptively simple principle: "Raise your prices until the phone stops ringing." Tom Perenzino, owner of Modern Home Inspections in Connecticut, reveals how this philosophy helped him build a company charging over $1,000 per inspection on average—more than double the national average—while capturing 3% market share in one of the country's most difficult real estate environments.

What separates premium inspection businesses from the struggling majority isn't just higher prices, but the comprehensive value they deliver. Perenzino's "one call gets it all" approach turns basic home inspections into complete property evaluation packages including septic, radon, water testing, and specialized services. This approach transforms a $675 inspection into $2,800 service packages that clients eagerly pay for, appreciating the convenience of coordinating through a single provider rather than juggling multiple vendors.

The psychology behind successful pricing proves fascinating. Contrary to inspector fears, most clients don't balk at higher fees when they understand the corresponding value. Perenzino recommends never ending client conversations on price, but instead discussing cost early followed by a thorough explanation of included benefits. This approach, combined with strong operational systems and dedicated support staff, creates a seamless experience that justifies premium rates while allowing inspectors to focus exclusively on delivering exceptional inspections.

For solo practitioners and small firms, Perenzino offers counterintuitive advice: charge more than larger companies. With limited availability and consistent demand, single inspectors should leverage their expertise through premium pricing rather than working themselves to exhaustion at bargain rates. The resulting financial foundation enables investments in training, equipment, and support systems that further enhance service quality, creating a virtuous cycle where higher prices enable better service that justifies those higher prices.

What will you do with this information? Will you systematically test price increases in your market? Consider expanding your service offerings? Or continue assuming clients won't pay more? The evidence suggests that quality service commands premium prices in every market—the only question is whether you're ready to claim your true value.

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*The views and opinions expressed in this podcast, and the guests on it, do not necessarily reflect the views and opinions of Inspector Toolbelt and its associates.