Home repair and renovation has become a lucrative field for con artists — and all too often seniors are their targets. You can help your senior clients by emphasizing the importance of hiring a reputable contractor.

“It’s usually cheaper to renovate than to move, and unscrupulous people are taking advantage of this situation,” says Larry Hipson, a volunteer with the ABCs of Fraud in Vancouver. “Seniors and women living alone are prime targets of fraud.”

ABCs of Fraud is a consumer fraud awareness project funded by Bank of Nova Scotia. It trains volunteers across Canada over the age of 55 to deliver presentations on how to fight fraud. Hipson, 66, is retired from the construction industry.

So, before a senior client starts a home renovation, he or she should carefully consider what problems the work is intended to solve. Is the bathroom cramped? Would ramps eliminate the problem of navigating steep front stairs? Does he or she want to renovate in stages to suit the family budget? A remodelled bathroom may be this year’s priority, while the kitchen renovation can be done next year.

When your client has decided on a project and has checked to see if the alterations are in accordance with local bylaws, the next step is to find a reputable contractor.

The homeowner should initiate the project by getting names of contractors from trusted friends and relatives. “Or contact the local home builders’ association and the Better Business Bureau,” Hipson says. (The Canadian Home Builders’ Association’s Web site at www.chba.ca directs visitors to nearby member builders.)

Most important, Hipson warns, steer clear of unsolicited offers.

“Be wary of individuals going door to door offering home repair and renovation work,” says Det. Larry Straver, co-ordinator of Toronto Crime Stoppers, a not-for-profit program that allows citizens to assist police anonymously to solve crimes. “They may try to convince an elderly man or woman that there’s something the matter with their roof or their foundation. They’ll say the work is worth so much, but that they’ll do it for half the price because they’re in the neighbourhood that day. They’ll ask for a deposit, perhaps as much as $500, and you may never see them again.”

A reputable contractor doesn’t ask for money up front.

Another red flag is an urgency that the offer must be taken now — before the homeowner can get a second opinion.

“Never have work done by anyone who doesn’t have a proven address,” Straver says. “I like to visit the business and see if it exists. The elderly may not be in a position to do this. But they can check with the Better Business Bureau and their local police departments.”

Con men often work in pairs or teams. One may suggest that your client call his company. His partner will answer the number called and say he owns the company. Or the partner may pose as a reference.

Police believe a large part of consumer fraud is not being reported. “We all feel stupid when we’re duped, but seniors are particularly embarrassed,” says Brian Kirkbride, a retired elementary school principal in Delta, B.C., who began volunteering with the ABCs of Fraud after his mother was defrauded. “They feel badly that they’ve lost money they wanted to pass on to their families. And they’re afraid their adult children will think they are not capable of managing their own affairs.”

ABCs of Fraud presentations distinguish between scams and frauds. “A scam means you got a poor deal,” Kirkbride, 64, says. “But a fraud is against the Canadian Criminal Code. Say someone comes to your door and says he can repair the cracked asphalt on your driveway. He says he can put on a coating and cover up all the cracks. He does the job, but it’s a thin, poor coat. You’re not happy with the job that cost you $200, but you did get a service. That’s a scam.

“If, on the other hand, you gave this individual a deposit to have your driveway recovered, and he takes it and you never see him again, that’s a fraud. He has stolen your money.”

As well, as an advisor, you can warn your clients against being alone in the home with unknown tradespeople. “Those who live alone should have a friend or a neighbour on hand,” Straver says. “Fraudsters often use distraction techniques when the cheque book is out and steal a few cheques.”

@page_break@When your client has a short list of reputable contractors, he or she should get at least three price quotations. And the client shouldn’t jump at the lowest bid. Says Kirk-bride: “Lower prices may not be worthwhile in the long run.”

And your client doesn’t have to sign up immediately for the work. “Estimates from any reputable company should be good for six months,” Straver says.

There should also be a written contract defining the agreement between the homeowner and the renovator. This will give the client legal recourse if the renovation goes off track, and protection in the event of damage or accidents, or against claims by unpaid subcontractors. Visit the CHBA site for details of what should be included in the renovation contract.

Also, avoid cash-under-the-table deals, Straver says. Builders or repairmen who offer services at supposedly lower rates for cash may only be trying to dodge income taxes and workers’ compensation premiums. “Without a contract,” he warns, “there’s nothing legally obliging that company or worker to fix something that goes wrong.” IE