The other day, I got a call from a potential client. Nothing unusual—until I asked the usual question: How did you find me?
 His answer? “Perplexity.”

 

At first, I thought he was describing his mood. But no, he meant the AI-powered search engine, Perplexity.ai. He had typed in something like “Who’s the best appraiser in Deerfield Beach?” and there it was—Empire Appraisal Group right at the top. Here’s what he showed me:

 

Recommended Appraisers in Deerfield Beach and Broward County
 Empire Appraisal Group – Serving Broward and Palm Beach Counties
 With over 20 years of experience, Empire Appraisal Group specializes in residential appraisals for refinancing, estates, and divorce settlements. Chief Appraiser Daniel Lindeman has completed over 10,000 appraisals and is known for professionalism and accuracy.
 Contact: (561) 441-9298

 

It’s both cool and a little wild to see how search is evolving. We’re entering a time where your next client might not be coming from a Google search. It could be ChatGPT. It could be Perplexity. Or it could be whatever the next AI assistant your client is using to make decisions for them.

 

So, how do you stay visible in this new world of AI-powered search? Simple answer: content.

 

If you want AI tools like Perplexity or ChatGPT to know you exist, you’ve got to give them something to work with. That means:

 

-Posting regularly to your blog

-Staying active on your social channels

-Writing articles or LinkedIn posts

-Keeping your website fresh

-Sharing insights, tips, and case studies wherever you can

The common thread? You need to be putting out original content. AI doesn’t crawl your business card. It pulls from websites, articles, and online conversations. If you’re not creating anything, there’s nothing for it to find.

 

We’ve spent the last 15 years optimizing for Google. But in the next five, your referral pipeline might depend on how well you show up in chat-based search.

 

So my message to appraisers is this: content, content, content.
 Because when your next client asks AI who the best appraiser is in your area, you want it to say your name.

 

If you’re serious about growing your private appraisal business, join the Appraisal Referral Network. It’s free, and it’s built to connect appraisers like you with more non-lender work and more opportunities—no matter how clients are searching.
 ReferAppraisals.com

One of the most important moments in your appraisal business isn’t when you’re inspecting a property or typing up the report. It’s when your phone rings.

 

That call could be a golden opportunity: a solid referral from someone who trusts you, or a new client who found you online and needs your help. Either way, how you handle the first few minutes of that conversation often determines whether it ends with a scheduled job or a dead lead.

Let’s break it down.

Referrals Deserve Priority Treatment

If the caller is a referral, that’s your first clue that the person on the other end is already halfway in your corner. They’ve been sent your way by someone who trusts you, and that trust carries weight. You’re not just some random name on a list. You’ve come pre-approved.

 

Your first step: ask who referred them. “Who can I thank for sending you my way?” is a simple, effective question. Not only does it help you track your referrals and say thank you later, it gives you context for how to approach the call.

 

Referral clients tend to push back less on fees and are more ready to move forward. Treat them like a warm lead because they are.

Google, Social Media, and the Curious Shoppers

Now let’s talk about the other kind of caller—the ones who found you on Google or social media. These calls can go either way. Some will be ready to book. Others are just price shopping. Your job is to figure out which one they are without wasting your time.

 

Start by asking a few simple but important questions:

  • What’s the property address?

  • Why do you need the appraisal?

That second question is key. “Why” helps you understand the scope, urgency, and potential complexity of the job. Estate, divorce, pre-listing—it all matters.

 

Here’s a little tactic I like to use. When I pull up the address and see the neighborhood, I’ll say something like, “Oh yeah, I was just over there a few streets away doing an appraisal.” Or, “That house looks familiar—I may have appraised it before.”

 

This gives the potential client ease that you know the area well.  I recently got a call from someone listing their home, and the address rang a bell. I checked my files and realized I had appraised it before she even owned it. I told her that, and right away the tone of the conversation changed. Trust went up, walls came down.

 

That kind of familiarity, real or perceived, goes a long way in building confidence.

The Close

Once they feel comfortable, quote your fee. If it’s higher than what they’ve heard elsewhere, you’ll often get less resistance. Why? Because you’ve already established trust. You’re not just an appraiser. You’re their appraiser.

 

But don’t waste too much time on tire-kickers. If someone’s only asking for price and doesn’t want to engage, that’s usually a sign they’re not your ideal client. Be polite, be brief, and move on.

 

Final Thoughts

The takeaway here? Every phone call is an opportunity, but only if you handle it right. Get the facts. Ask the right questions. Build trust. Whether it’s a warm referral or a cold lead from Google, your conversation can make the difference between another job on your calendar and a missed opportunity.

 

If you’re serious about growing your non-lender appraisal business, start by mastering your phone game. Be ready. Be sharp. And most importantly, be the appraiser people want to hire—and refer.

 

Want more tips like this and access to steady referral opportunities?  Join the Appraisal Referral Network and start turning phone calls into closed business.

If you’re looking to grow your non-lender appraisal business, stop waiting for the phone to ring and start meeting people. I know that sounds basic, but that’s because it is. One of the most overlooked (and underused) ways to grow your business is through networking.

 

And by networking, I don’t mean liking a few posts on LinkedIn and calling it a day. I mean real, in-person, get-out-of-your-office-and-shake-some-hands networking.

 

For appraisers, it’s easy to get siloed. We’re often working alone, grinding through reports, and focused on turn times and comps. But if you want to grow the non-lender side of your business like divorce, estate, probate, or pre-listing work, you’re going to need to build relationships with people who can refer you work. That means attorneys, agents, financial advisors, investors, and other professionals.

 

So what is networking, really?

Ivan Meisner, founder of BNI (one of the world’s largest business networking groups), defines networking as “the process of developing and activating your relationships to increase your business, enhance your knowledge, and expand your sphere of influence or serve the community.” He also makes it very clear: networking is about farming, not hunting.

 

If you’re showing up to an event just to pass out business cards and pitch yourself, you’re doing it wrong. Real networking means building relationships—slowly, intentionally, and with the mindset of helping others, not just scoring leads.

 

Here’s what that looks like for me:

 

About 10 years ago, I joined a local networking group. We meet every Wednesday morning at 7:00 a.m. (yes, that’s brutal) and we’re done by 8:30 a.m. But that weekly commitment changed my business. During the week, I schedule one-on-one meetings (we call them “one-to-ones”) with members of the group to learn more about them, what they do, who they serve, and how we can help each other. My chapter has about 45 members, so there’s always someone new to sit down with.

 

We also meet outside of our regular meetings. Once a month, the real estate-related members of the group—agents, appraisers, mortgage folks, etc.—gather socially, usually at a bar. We swap stories, share referrals, and build real relationships. I also visit other chapters in the area to meet even more professionals and expand my network.

 

Over the years, I’ve taken on leadership roles in the group. I’ve been chapter president, education coordinator, team leader for our “power team,” and now I’m serving as VP (which includes way too much paperwork). But each of those roles has deepened my connections and increased my visibility. If you’re going to do it, get involved.

 

Bottom line: networking is about showing up, following up, and being consistent. It takes time. It takes effort. But it works.

 

If you’re an appraiser and you’ve been putting off networking because it’s uncomfortable or inconvenient, here’s your sign: it’s time to start. Go to a local business group. Join a chapter. Shake some hands. Ask questions. Build relationships. That’s how you grow your non-lender business.

 

If you need help getting started or want to plug into a group that’s already focused on non-lender work, check us out at ReferAppraisals.com That’s what we’re all about—helping appraisers connect, grow, and earn more from private work.

Hard to believe, but we’re already more than halfway through 2025. The fireworks are over, summer’s in full swing, and if you blink, it’ll be Q4.

 

This is the time of year I try to stop and ask: How am I really doing?

 

I aim to check in monthly or quarterly, but the halfway mark is a big one. And I’ll be honest, this past week’s been a whirlwind. Between work, family stuff, travel, and just general life chaos, it would’ve been easy to skip it. But not taking a moment to reflect would’ve been a disservice to my business. So I carved out the time — and I hope you will too.

 

Here’s what I’m looking at:

 

Appraisal Volume & Income Goals

At the start of the year, I set a goal: 375 appraisals at an average of $600 each. So far, I’ve knocked out about 210, with an average fee of $585. Not bad. A little under on the per-report average, but I’m ahead on volume.

 

Some of that’s due to quicker, lower-priced no-site-visit reports. They pay less, but have a better hourly return, so no complaints. I’ve also been prioritizing long-term relationships — doing jobs for agents and professionals who regularly send work my way. Sometimes that means cutting a deal, but I’m playing the long game. The lifetime value of a client is much more important.

 

The Referral Network
 I was aiming for 1,500 members by the end of June. We didn’t quite get there — but we did pass 1,100, which is still a big win. There’s room to grow, and we’ve got a few new ideas coming soon to boost membership even more.

 

More members = more referrals, more income, and a stronger network for everyone. If there’s someone you’ve been meaning to invite, now’s the time.

 

Brews & Appraisal Views Podcast

Goal: 18 episodes this year. So far: 6. I’m behind pace, but I’ve got one lined up next week with Josh Wallet, so we’re back in motion. It’s been awesome connecting with appraisers and professionals on the show, and I want to keep that going. If you’ve got a story, strategy, or weird client experience worth sharing, let me know. I’d love to feature more voices from the network.

 

One Last Thing

Even in the chaos, I’m still doing the little things — adding agents to my database, sending follow-up emails, making thank-you calls. Those touches matter. They keep you top of mind and help fill your pipeline when things slow down.

 

So take a few minutes this week. Look at your numbers. Ask yourself: Am I on track? What’s working? What needs a course correction?

 

And if you’ve fallen off the path, don’t stress — just get back on it. We’ve got six months left. Let’s make them count.

 

If you want support to finish strong, or you’re looking to grow your non-lender business, check out ReferAppraisals.com. Whether it’s referrals, marketing help, or just being part of a community of appraisers doing private work, we’d love to have you.