I’ve said it before—many termite companies are really just sales organizations. Because of their size, they need to chase revenue to cover overhead. That means inspectors are often focused more on closing a deal than doing what’s best for the customer. Here are five of the most common sales tactics used in the industry—and what they really mean.

1. The “Sign Today” Discount

I recently had a homeowner cancel his inspection. He planned on getting three bids, but the first company he called hit him with the “If you sign today…” tactic. Here’s how it works: the inspector gives a high initial price, watches your reaction, then drops the price if you agree to sign right then and there. They present it as a limited-time promotion, but the goal is to rush your decision.

The truth? That “deal” will still be there next week. And if it’s not, ask yourself—do you really want to work with a company that plays those kinds of games?

2. Fumigation First, Then the “Deal”

You called because you saw a few droppings. The inspector finds one or two other areas and immediately starts talking about fumigation—how invasive it is, how much it will cost (always an inflated estimate), and how hard it will be to prepare. Just as you’re overwhelmed, they offer a local treatment for less, saying you won’t even have to leave your house.

If they had started with that second option, it wouldn’t seem like such a gift. But after hearing the worst-case scenario, anything else sounds like a bargain. That’s the setup.

3. No Termites—But You Should Still Treat

You’re being proactive and order an inspection. The inspector finds nothing—great news. But suddenly, they start talking about what they can’t see: behind walls, under floors, in the far ends of your attic. Then come the warnings about moisture and drainage issues, and before you know it, they’re recommending a full treatment—costing thousands—for an infestation that likely doesn’t exist.

Protecting your home is important, but not at the expense of common sense.

4. Monthly Charges That Never End

Have subterranean termites? Some companies push bait stations instead of recommending a soil treatment. Why? Because bait stations come with a monthly fee. They only work if the termites find them, and once they’re removed, your protection is gone.

Compare that to a soil treatment: it’s a one-time cost, and the treatment remains effective for up to eight years. Some companies sell assurance plans and will gladly take your money every month—and only act if you discover a problem. Cancel your plan, and if termites show up the next month? Too bad.

5. Fancy Names for Basic Treatments

If a company is calling their borate or local treatment something like “Killguard” or “Total Termite Defense,” they’re not offering anything unique—they’re rebranding the basics. The goal is to make a standard service seem proprietary so they can charge more for it.

Don’t fall for it. Ask what’s actually being done and how it’s different from what other companies offer.

Final Thought

If you think you have termites, take a breath. You have time. Ask questions. Insist on seeing evidence. If someone pressures you, it’s okay to say no—or just say you need time to think. The right company will respect that. Do what’s in your best interest, not theirs.