For appraisers working in private, non-lender assignments, expert witness work can be a rewarding yet challenging path. Recently, I had the opportunity to testify as an expert witness, and I wanted to share insights on the process, preparation, and key takeaways for those who may find themselves on the witness stand.

 

Setting the Stage: 
A strong engagement letter is essential for setting expectations. In my letter, I outline specifics such as appraisal fees, expert testimony rates, travel expenses, and any other service-related charges. In a recent case, the assignment required multiple appraisals for a single property, including its current value, value at the date of marriage, and the value as of inheritance. My rate for court-related work was $X/hour with a $X retainer for the first four hours.

 

Tip:  Avoid overpreparation until trial dates are confirmed and retainers are paid. Trials can be postponed, so wait to finalize preparations to avoid unnecessary work.

 

What to Bring to Court
Attorneys often have specific preferences. Here’s what I typically bring:
– Appraisal report (plus additional copies if requested)
– My CV
– Basic property documents (like tax records or sketches)
– An observation checklist for reference

 

It’s best to keep things simple. Unless requested, I leave the complete work file at home to avoid overwhelming details.

 

Representing Your Expertise in the Courtroom
Arriving early on the trial day is crucial to find the attorney and client, pass through security, and review any final questions. I recommend professional attire (I usually wear a suit and tie), along with a name badge to make your company visible. This can lead to valuable networking opportunities—I connected with a future client through a hallway conversation with an attorney.

 

Once in the courtroom, you’ll take an oath and present your credentials before introducing your report. The client’s attorney will likely start by qualifying you as an expert witness, though this can vary. In my case, the opposing counsel stipulated my qualifications after reviewing my CV, which streamlined the process.

 

Tips for Testifying with Confidence
As the appraisal authority in the room, keeping explanations clear and concise is key. Here’s what works:
– Stay concise: Answer only what is asked, pausing for any objections.
– Explain simply: Be ready to outline your process, from defining the problem to data analysis and valuation approaches.
– Stay objective: Stick to facts, regardless of any guiding questions from attorneys.

 

Maximizing Networking Opportunities
Court appearances are also great for networking. During downtime, attorneys may inquire about your expertise, which can lead to future referrals. Though my actual time on the stand was only about 20 minutes in this case, the full day with drive and waiting time totaled over five hours—underscoring the importance of setting competitive rates.

 

Final Thoughts
Expert witness work can be both lucrative and professionally rewarding, but it requires a firm grasp of courtroom protocol and preparation. If private work is part of your journey, expert witness testimony may be as well—so be ready!

 

For more on building your private appraisal business and earning additional income, join the Appraisal Referral Network at ReferAppraisals.com

 

Thanks for reading, and feel free to reach out with questions!

 

Dan Lindeman

Appraisal Referral Network

As appraisers, we all encounter moments where our work is called into question. Whether it’s a misunderstanding or simply a client’s disagreement with the valuation, how we handle these situations can greatly impact the outcome of the conversation—and even our professional reputation. It’s easy to get defensive, but in those moments, maintaining professionalism and prioritizing customer service is essential. Recently, I had an experience that reminded me of the importance of handling client concerns with care and patience.

 

In a recent appraisal for a divorce case, I provided the property’s value as of the date of filing in 2023. Shortly after submitting the report, I received an email from the client saying my valuation was too high. The reason? They questioned why I had included a new roof, which had been added just a few months prior. My initial reaction was frustration, and I couldn’t help but think, “Did you even read the report? You probably just glanced at the value and the front photo.”

 

As tempting as it was to respond immediately, I knew better than to react out of irritation. Instead, I decided to wait until the next day to cool off, understanding that both the client and I were likely feeling a bit annoyed. This moment of pause gave me time to approach the situation with a clear head.

 

When I finally replied, I kept it professional and customer-focused. I acknowledged their concerns, writing, “I understand you disagree with my valuation, and I’d be happy to go over the appraisal with you. Feel free to call me anytime.” Then, instead of diving into an argument, I calmly pointed out exactly where in the report it stated that the roof was *not* included, and referenced the relevant pages for clarity.

 

The client’s response? “I understand now, thanks for responding and addressing my concerns.” A simple, calm conversation had diffused the situation and led to a better outcome for both of us.

 

Conclusion: Keep Your Cool and Lead with Service

 

In any profession, it’s normal to encounter disagreements or concerns from clients. But how you respond—whether with frustration or professionalism—can make all the difference. When you pause, take a breath, and lead with customer service, you not only resolve the issue more effectively, but you also build stronger, more trusting relationships with your clients. Remember, every interaction is an opportunity to demonstrate your professionalism and commitment to quality service. And in the long run, that approach will always pay off.

 

If you want to learn more, check out our latest podcast at https://rss.com/podcasts/brews-appraisal-views/1717441. For more information about joining the 600+ members of the Appraisal Referral Network, visit referappraisals.com.

 

Dan Lindeman

Appraisal Referral Network



As the real estate appraisal industry continues to evolve, forging a strong network has become essential for long-term success. The Appraisal Referral Network serves as an invaluable resource for appraisers, providing a platform to connect, share referrals, and enhance their understanding of non-lender assignments and marketing strategies. 

 

The Appraisal Referral Network is designed for appraisers to connect, exchange referrals, and broaden their knowledge of non-lender assignments and marketing strategies. Referring appraisers earn a referral fee, while the accepting appraiser sets their own fee and earns the  appraisal fee.

 

When a client’s request falls outside your coverage area, expertise, or time availability—or simply one you prefer not to handle—you can use the platform to refer the client and potential assignment to another appraiser.

 

With a free membership, referring appraisers earn 3% of the appraisal fee. Paid members ($20/month or $199/year) can earn up to 12%. Neither the referring appraiser nor the platform sets the appraisal fee—the accepting appraiser has full control over quoting their fee and turnaround time. However, they should remain competitive to ensure the client doesn’t seek alternatives.

 

You might wonder how to ensure the accepting appraiser is qualified and will provide excellent customer service. Every appraiser on the platform has a profile detailing their license level, years of experience, designations, specialties, and resume/CV. You can confidently refer your client by saying something like, “I’m referring you to John, who has 20 years of experience and specializes in waterfront properties for divorce appraisals.” Additionally, it’s helpful to provide the accepting appraiser with guidance about your client. For instance, you might mention that you usually correspond with the client directly and only email the attorney once the appraisal is ready. These details will help the appraiser manage your client smoothly.

 

For valued clients, you can take it a step further. Reach out to a few potential appraisers on the platform, gather quotes, and present your client with both the quotes and the appraisers’ qualifications. Let the client decide which appraiser to work with, then either connect them directly or manage the assignment yourself, especially if multiple properties are involved.

 

Instead of turning away assignments that fall outside your expertise, coverage area, or schedule, leverage the Appraisal Referral Network to transform them into an additional revenue stream. By connecting with other appraisers and referring clients, you can grow your business while ensuring your clients receive excellent service by matching them with the right expert. Ready to increase your income and expand your reach? Join the Appraisal Referral Network today at ReferAppraisals.com and start benefiting from referrals.

 

Dan Lindeman

Appraisal Referral Network

I recently listened to a podcast featuring Mark Cuban, the tech billionaire, Shark Tank Investor, and part owner of the Dallas Mavericks. When asked what sets entrepreneurs apart, his answer was simple: “You’ve got to do the work.” Whether it’s learning more, working harder, or working smarter, the key to success is taking action. The same principle applies to growing your non-lender appraisal business—you can’t just wait for the phone to ring. You have to put in the effort.

 

Every Wednesday morning, I attend a BNI networking meeting that starts at 7:00 a.m. sharp. I’ve been doing this for 10 years, even when I don’t feel like it. Why? Because I know the value of connecting with 50 other professionals to grow my business. That’s what it means to “do the work.”

 

A few weeks ago, I fell behind on planning my website blogs, marketing emails, social media posts, and Google Business updates. I was busy, and the weekend rolled around. The last thing I wanted to do was work. But I spent three hours catching up, because I know this marketing is crucial for capturing private work. That’s another example of “doing the work.”

 

Your non-lender business won’t grow on its own. You have to take intentional steps—join a networking group, the chamber of commerce, or Toastmasters. Build a strong website and write consistent blogs. Set up your Google Business page, update it regularly, and ask for reviews. Post on social media consistently. Invest in a CRM and start reaching out to attorneys and agents. Schedule coffee or lunch meetings with potential referral sources. None of these activities will bring instant results, but over time, they will plant the seeds for your business to flourish.

 

If you’re looking to grow the private side of your appraisal business, connecting with fellow appraisers is a great place to start. Peer referrals are an excellent source of private work. You can join the Appraisal Referral Network for free at ReferAppraisals.com and start tapping into these opportunities.

 

For those wanting to dive deeper into non-lender appraisals and gain practical insights, we offer real-world lessons. Plus, as a paid member, you can earn up to 12% of the appraisal fee for sending peer referrals—all for just $20 per month or $199 per year.

 

In the end, it’s all about doing the work—and the rewards will follow.

 

Dan Lindeman

Appraisal Referral Network

This past week, we closed out the third quarter of the year. Now’s the perfect time to reflect—what are your goals for the fourth quarter? Do you set goals at the beginning of the year? And how often do you track your progress? At the end of each quarter, I like to run a report in QuickBooks to check my gross income, largest clients, average fee, and the percentage breakdown of assignment types. It’s a great way to stay in tune with how my business is performing.

 

When it comes to my annual income goals, however, I also track those metrics daily, weekly, monthly, and yearly. My method might be old school (don’t judge my lack of tech!), but I use a post-it note that sits on my desk. The top left of the note shows my gross income for the month, the top right is year-to-date income, and below that, I write down my daily gross from Monday to Friday. This simple habit keeps me laser-focused on my yearly goals.

 

I didn’t always track income this way. In the past, I’d review my progress at the end of the quarter, only to realize I wasn’t on track. That changed after reading *The 12 Week Year*, which shifted my mindset. The book encourages breaking down yearly goals into more manageable 12-week blocks. My takeaway? Break those yearly goals into quarterly, monthly, and weekly chunks.

 

For example, if your goal is to earn $200,000 a year, that means $50,000 per quarter, $16,667 a month, or $4,000 a week (based on 50 working weeks). This allows you to track whether you’re on target each week. If my income is lower in a particular week or month, I make it a point to schedule extra jobs to catch up. By tracking income this closely, I find it much easier to achieve my goals.

 

As we move into the final quarter of the year, it’s a great opportunity to reflect on your goals, evaluate your progress, and make any necessary adjustments to finish strong. Tracking your income and business performance regularly not only helps you stay on target but also motivates you to take action when needed. Whether you’re using a high-tech tool or a simple post-it note like I do, the key is consistency. Stay focused, break down those big goals into manageable steps, and take control of your success one week at a time.

 

Here’s to a productive and profitable fourth quarter!

 

If you’re interested in learning more about goal setting and growing your appraisal business, consider joining the Appraisal Referral Network at ReferAppraisals.com. We offer both free and paid membership options, tailored to fit your needs.

 

Dan Lindeman

Appraisal Referral Network