Joe, I sell the job all the time without a direct hard sales pitch. If someone wants to know the price, you need to know a little about the house and location in order to price it. That information can lead to a long conversation about stuff with the house the caller is concerned about. The house could end up being in a town you're very familiar with, etc, etc. Then the caller says "Ya Know What, you're the first inspector who actually had a conversation with me. The other guys just gave me a price, and that was it. So let's book it". You've sold them the inspection without answering the price question initially, and the price is the last thing you discuss.