Lesson 11 How can you talk to clients about radon risk? Radon: unlike other environmental risks Natural, not made by human activity No villain to blame Not readily controlled by regulation Solution depends on individual action Decisions should be based on good information Procrastinate? Mitigate? Ignore? Test? Slide 11 1 Barriers to communication Misconceptions about radon Apathy (lack of interest) Fear To deal with clients misconceptions, I provide accurate information about radon. To deal with apathy, I explain the risk of radon to a family s health. To deal with fear, I address concerns about testing and mitigation. Inspector Hank Slide James 11 2 Training Program 2006 11 1
Common misconceptions Radon risk is small Radon is not a problem in my area Radon risk can be determined by geography or home construction, not testing Radon testing is difficult and expensive Radon mitigation is difficult and expensive Radon gas is lighter than air and will rise to top of home Greatest concentration in upper floors High radon levels require removing contaminated furnishings Other? Slide 11 3 Why are people apathetic? No sensory clues show that radon is present Radon has no taste, smell, or color Delay of many years before cancer develops No immediate victims seen Delay persuades people that radon is not a health problem Radon? Attitudes toward health risks Skepticism: risk is not real Fatalism: risk cannot be avoided Slide 11 4 Why are people apathetic? Competition with other concerns in the worry budget Today s worry schedule 9 10 AM War 10 11 Global warming 11 12 noon Gas prices 12 1 PM Bird flu pandemic 1 2 Mad cow disease 2 3 Obesity epidemic 3 4 Terrorism 4:01 4:02 Radon 4:02 5:00 Political corruption Slide 11 5 Training Program 2006 11 2
Where is radon in your worry budget? Has its position changed since you began today s training? What could you say to a client who says, I ve got more important things than radon to worry about? Radon in a worry budget If testing shows that your radon level is under 4 pci/l, you might be able to cross radon off your worry budget without taking further action at this time. If testing shows that your radon level is 4 pci/l or more, you might be able to cross radon off your worry budget by mitigating. Slide 11 6 Radon communication challenges Alert the apathetic If people don t get their houses checked, they should get their heads checked Robert Nulman Reassure the alarmed Panic is not necessary, even with high radon levels Mitigation usually does not require extreme measures Slide 11 7 Fears about radon Distrust of contractors Performing unnecessary repairs Overcharging Performing ineffective mitigation Loss of home value Difficulty selling home Lower sale price Longer time to closing I know that there are reputable mitigation contractors. In my experience, homes generally do not lose value as a result of radon testing or mitigation. And they re usually not more difficult to sell. In fact, some people may want to buy a home that already has an effective mitigation system in place. Slide 11 8 Training Program 2006 11 3
Acting on radon risk There s no doubt that radon causes lung and stomach cancer. But you can install a mitigation system, at a reasonable cost, that will reduce your risk. People are more likely to act when they believe The risk is a serious threat and Reasonable ways to reduce the risk are within their reach Slide 11 9 Factors that help people act on radon risk Concern for family health, especially children s health Special concern with avoiding radiation Cause of lung cancer, a dreaded disease Radon carries no benefits at all, so it is easy to give up Home inspector is trusted, credible source of information Personal influence can encourage clients to mitigate if necessary People often most open to radon information when buying a home Buyers and sellers focused on condition of home Testing and mitigation relatively easy and inexpensive Slide 11 10 Goals of communication about radon Inform client about radon risk If necessary, persuade client to test for radon Inform client of results Explain what results mean Inform client of mitigation options If necessary, provide resources about mitigation Slide 11 11 Training Program 2006 11 4
Communication tips Ask questions to find out what people know, think, or want to do Don t assume you know before you have asked Explain seriousness of health risk Experts agree on risk and solutions Put risk in perspective Address concerns besides health Costs Property values Use plain language Don t use highly technical terms for most clients Give as much information as the client wants and needs Personalize the information Describe personal stories about people who have mitigated successfully Slide 11 12 Personal story In 1986, in Clinton, NJ, scientists found a cluster of homes with extremely high levels of radon. Clinton s mayor, Robert Nulman, has openly described his personal experience with radon. When he bought his own home, the radon level was 130 pci/l of air. For $900, the seller had a contractor install a mitigation system in the basement. The radon level dropped to below 2 pci/l. Radon did not reduce the value of his house or otherwise affect the sale of the house. Slide 11 13 Testing What points might you emphasize to a reluctant client? Slide 11 14 Training Program 2006 11 5
Points to emphasize about testing Testing costs are small Testing does not usually affect Number of offers and counteroffers in home sale Time to close home sale Final negotiated price Test results may provide reassurance that radon is not a problem Take radon off the worry schedule Slide 11 15 Mitigation What points might you emphasize to a concerned client? Slide 11 16 Points to emphasize about mitigation Radon is a fixable problem Mitigation, if needed, preserves home value Mitigation costs are moderate in comparison with Other home repairs, such as Roofing Plumbing Electrical repairs) Mitigation costs average $900 $2500 Renovations, such as Painting Carpeting Appliance upgrades Additions Slide 11 17 Training Program 2006 11 6
Points to emphasize about mitigation If mitigation is necessary Difficulty Cost Protecting the family s health Low Moderate in comparison with many other common home projects Priceless LowRadon Slide 11 18 EPA document For general testing Slide 11 19 EPA document For real estate transactions Slide 11 20 Training Program 2006 11 7
EPA document For mitigation Slide 11 21 Check languages Check EPA website for publications in Spanish www.epa.gov/iaq/radon/pubs Slide 11 22 Role play 1. Client who is reluctant to test or to mitigate 2. Home inspector who is trying to persuade client to test or mitigate Describe the role play experience What was easy? What was difficult? What would you probably do in real life? Slide 11 23 Training Program 2006 11 8
Summary Barriers to communication Misconceptions Apathy Fear To overcome barriers Provide accurate information Alert the apathetic Reassure the alarmed People are most likely to act when they believe that The risk is serious Reasonable ways to reduce risk are within their reach Slide 11 24 Summary What factors encourage action? Concern for health No benefits to radon Inspector is credible source of information Open to information when buying a home Action is relatively easy and inexpensive Slide 11 25 Summary What methods help you communicate? Ask questions to learn what people know, think, or want to do Explain seriousness of risk Address concerns about cost and property values Use plain language Personalize the information Slide 11 26 Training Program 2006 11 9
Summary Points to emphasize Testing Testing costs are small Testing does not usually affect home sale Test results may reassure that radon is not a problem Mitigation Mitigation preserves a home s value Mitigation costs are moderate Mitigation protects a family s health Slide 11 27 For general testing For real estate testing For any client with reading 4 pci/l or more Summary EPA documents Citizen's Guide to Radon: The Guide to Protecting Yourself and Your Family from Radon Home Buyer's and Seller's Guide to Radon Consumer s Guide to Radon Reduction: How To Fix Your Home Slide 11 28 Questions? Slide 11 29 Training Program 2006 11 10