An appraiser, a moving company owner, and a real estate agent walk into a bar. No, it’s not the start of a joke—it’s the beginning of a powerful collaboration I recently took part in with two other professionals. When you’re working on the non-lending side of the appraisal business, networking becomes a crucial part of your success. It’s all about continuously expanding your contacts and connecting with people who target the same audience. In this case, all three of us shared a common goal: connecting with estate planning and probate attorneys.

 

This meeting wasn’t even my idea; the owner of the moving company initiated it. We’re both part of the same networking group, and after chatting a few times, we realized we were both looking to meet estate and probate attorneys. For his business, these attorneys are a key source of work. When someone passes away, the family often needs movers to clear out the house before selling it. Similarly, if someone transitions to an assisted living facility, they’ll need help relocating. Having a trusted moving company as a referral makes the attorney look good and takes a burden off the family.

 

Enter the real estate agent, whom I was introduced to through the mover. She has been marketing to probate attorneys for a couple of years and has made significant inroads in that niche. Probate attorneys are a valuable lead source for agents, as they often handle the sale of real estate for estates. The agent helps heirs sell the property—people pass away every day, and these properties need to be sold. She’s done an excellent job building relationships with these attorneys, which has opened doors for her business.

 

As an appraiser, estate and probate attorneys are also a great referral source. Whether it’s determining a home’s value for heirs, providing date-of-death appraisals for tax purposes, or helping with property divisions among heirs, there are plenty of opportunities in the probate space. The key to accessing those opportunities lies in building relationships with estate attorneys.

 

So how do three professionals—an appraiser, a mover, and a real estate agent—collaborate to market themselves to estate and probate attorneys? The answer is by offering value. In addition to the three of us, many other professionals are involved in the estate space: wealth managers, liquidation companies, senior care managers, assisted living facilities, personal property appraisers, business valuators, commercial real estate agents, and more. Our goal is to create a “one-stop shop” team for estate attorneys, providing a full suite of services they might need.

 

Next time I meet with an estate planning attorney, I’ll set myself apart by saying, “In addition to my appraisal services, I work with a team of trusted professionals who can assist with other needs you may have.” Not only does this make me look good, but it also adds significant value to the relationship. Our ultimate goal is to host events where all of these professionals come together to sponsor and network with estate attorneys. This team approach will increase our exposure, expand our connections, and help us grow our businesses more effectively.

 

Appraisers, I challenge you to build something similar in your market. Get a team together, present yourselves as a collaborative group, and see how it enhances your referral opportunities.

 

If you’d like to learn more about networking and growing your non-lender business, consider joining **ReferAppraisal.com**. For just $20 per month or $199 per year, you’ll get full access to micro-lessons packed with real-life scenarios and actionable tips. If you’re not ready to spend money yet, no problem! We offer a free membership where you can connect with nearby appraisers, provide nationwide appraisal coverage to your clients, and earn money by sending or accepting non-lender referrals.

 

Let’s work smarter, not harder, and build stronger networks together.



Dan Lindeman

Appraisal Referral Network

This week, the Federal Reserve lowered its benchmark interest rate by 0.5% to 4.8%, following over a year of steady increases aimed at curbing inflation. After peaking at 9.1% in mid-2022, inflation has now dropped to 2.5% in August. For the past 14 months, the rate had been held at 5.3% as part of the effort to stabilize the economy. Although the Fed doesn’t directly control long-term rates, its policies and market expectations play a crucial role in influencing them.

 

This is welcome news for the real estate market, and it could bring a much-needed boost for appraisers, especially those focused on lending work. The past few years have been tough for appraisers reliant on mortgage lending, with volume drying up considerably. Lower rates will increase housing affordability, likely driving more purchase transactions. Additionally, borrowers with higher interest rates will now have opportunities to refinance, especially for debt consolidation, which could result in more refinance volume.

 

In my business, about 20% of my work is in lending. I enjoy working with select AMCs and direct lenders because of the convenience—you’re on rotation, and the assignments land right in your inbox. What’s not to like about that? The fees are on par with private assignments, and in many cases, there’s less hassle. Submit the report, and you’re done, unless there’s a QC issue. It’s often simpler than private work.

 

While I welcome the increased volume that lower rates may bring, I caution fellow appraisers not to get complacent. I’ve already seen posts in forums celebrating the potential uptick in business from rate cuts, but if you’ve survived this slowdown, take it as a lesson for the rest of your career. Make changes now to ensure you never experience another dry spell like this again. The key to that is diversification into private work.

 

Private work includes appraisals for real estate agents (pre-listing, home measurements, cash buyers, stale listings), attorneys (estate work, date-of-death appraisals), and CPAs (cost basis appraisals). There’s also divorce and partition cases, tax appeals, guardianship, bankruptcy, immigration appraisals, and more. The opportunities are vast, and competition is lower compared to lender work. The demand is there and continues to grow.

 

Now is the time to start building the non-lender side of your business. Get out there—network, create a website, write a blog, set up a Google Business Page, engage in email marketing, social posting, or even paid advertising. The effort you put in now will pay dividends later.

 

If you’re unsure where to start, learn from other appraisers who have already diversified. Follow their blogs, join their coaching programs, or even reach out to them directly for advice. Other appraisers aren’t your competition—they’re a valuable resource. I certainly don’t claim to know everything about private work, but I do know what has worked for me and my business.

 

At ReferAppraisals.com, we offer micro-lessons—quick, 10-minute insights on real-world strategies. These aren’t CE courses; they’re practical lessons from actual experiences, designed to help you grow your non-lender business. You can learn about different types of non-lender assignments and the most effective ways to market and network.

 

My advice: Don’t forget this slowdown. Make it a priority to ensure it never happens again. Take time to diversify and market your business, and you’ll avoid the feast-or-famine cycle. Start making the necessary changes today to secure your future in this industry.



Dan Lindeman

Appraisal Referral Network

ReferAppraisals.com

For the past 10 years, I’ve made a deliberate effort to expand the private side of my appraisal business. During this time, I’ve established strong connections with agents and attorneys while enhancing my online presence. By consistently delivering high-quality appraisals and exceptional customer service, I’ve built a solid reputation. As a result, I’m fortunate to enjoy a steady stream of business from both agents and various attorneys, along with a strong online presence that generates a constant flow of inquiries and potential assignments.

 

My goal is always to go above and beyond for my clients and anyone who reaches out to me. Delivering excellent customer service means helping them, even when I can’t take on the assignment myself. Whether they need an appraisal outside my coverage area, a commercial appraisal, something time-sensitive, or a job I choose not to take, I make sure to let them know I can’t personally handle it but can connect them with another qualified appraiser or two. I approach it this way because they’ve come to me with a problem, and offering a solution or pointing them in the right direction is, to me, the essence of great customer service.

 

Offering this level of service has earned me numerous 5-star Google reviews, even from people who simply called for advice and didn’t end up needing an appraisal. Clients always appreciate being connected with another appraiser when I can’t take on their assignment, and as a result, they keep coming back to me whenever they need anything appraisal-related. I’ve built a reputation for being helpful no matter the situation.

 

When I first started referring clients to other appraisers, I didn’t know many outside of my mentors. I had to network, meet other appraisers, and learn about their specialties, coverage areas, and business practices. This way, when a client needed an appraisal I couldn’t handle, I could confidently tell them, “I don’t do commercial work, but I know a great appraiser who can help. Would you like me to connect you?” From there, I ensured the client was in good hands and taken care of.

 

At first, I believed that if I sent out enough referrals, the favor would eventually be returned. However, I found myself giving out far more referrals than I was receiving. That’s when I started requesting a referral fee for successful appraisals. After all, attorneys and agents ask for referral fees—why shouldn’t appraisers? I discovered that most appraisers were open to paying a referral fee, typically 10-15%, and they had complete control over the fee they quoted. Over the years, I’ve referred hundreds of appraisals to both local and national appraisers, creating an additional stream of monthly income. Would you like to add a new revenue stream to your private appraisal business?

 

This idea led to the creation of the Appraisal Referral Network—a platform designed to help appraisers connect with each other and exchange non-lender referrals. The appraiser who takes on the assignment earns the appraisal fee, while the referring appraiser receives a referral fee. It’s a win-win. The platform is free to join, and you can start accepting referrals from other members right away. We also offer a paid version that allows appraisers to earn a 12% referral fee when they refer an appraisal. Plus, the paid version provides access to non-lender lessons packed with actionable tips to help you grow your private appraisal business.

 

Dan Lindeman

Appraisal Referral Network