When it comes to building a non-lender appraisal business, your ability to analyze comps and write airtight reports will only get you so far. Attorneys, accountants, CPA’s, and even past clients do not hire you just because you are “the smartest appraiser in town.” They hire you and keep referring you out to clients because they like working with you. That is where emotional intelligence (EQ) comes in.

 

Ivan Misner, founder of BNI, wrote an excellent piece on how emotional intelligence impacts networking (“Emotional Intelligence (EQ) and Networking”). He points out that EQ is what helps us build, manage, and sustain relationships. It is not about IQ, which is fairly fixed. EQ can be improved and developed, and in business networking, it can be the difference between being forgettable and becoming the “go-to” professional everyone calls.

 

So how does this apply to appraisers trying to land more divorce, estate, probate, or other private work?

 

  1. Develop a networking style that stands out.
    Walking into a room full of attorneys is not about handing out cards like Halloween candy. Misner calls this “being deliberate, consistent, and finely developed.” For appraisers, that means being clear about who you help and how. Instead of saying, “I do appraisals,” you might say, “I work with family law attorneys to provide defensible appraisals for divorce cases.” That is memorable and referral-friendly.
  2. Read the room.
    A high-EQ appraiser knows when it is time to pitch and when it is time to listen. If you are at a networking lunch, maybe the attorney across the table does not need to hear your elevator pitch right away. They may need someone who listens to what they are frustrated about. Show them you understand before you ever hand them a card.
  3. Follow through like a pro. Here is where a lot of appraisers, and businesspeople in general, fall short. If an attorney gives you five minutes of their time, follow up. Send a quick thank-you email, or even better, share an article or resource that connects to something they mentioned. Misner emphasizes that skilled networkers never miss an opportunity to follow through, and the same holds true for appraisers trying to build lasting referral relationships.
  4. Do not ignore client loyalty.
    Many appraisers chase new business and forget that their best source of non-lender work is repeat clients and referrals from past ones. High-EQ professionals find creative ways to show appreciation. Maybe you send a handwritten thank-you note after an attorney referral closes. Maybe you schedule coffee with a CPA who has sent you multiple estate cases. Those touches keep you top-of-mind and earn long-term loyalty.

The bottom line? Building a thriving non-lender practice is not just about valuation skills, it is about people skills. Your EQ may be the deciding factor in whether an attorney calls you again, whether a past client recommends you, and whether your name gets passed along at the next networking event.

 

Misner put it well: You might be known in the marketplace for your IQ, but you will be referred and promoted because of your EQ. For appraisers, that is the difference between waiting on lender work and building a steady stream of private referrals.

 

If you want to strengthen your networking skills and learn how to bring in more private appraisal work, join the Appraisal Referral Network at ReferAppraisals.com. It is a place where appraisers connect, share referrals, and get practical strategies for marketing their services in the non-lender world.

Last week I had one of those jobs that make you think about how you handle trip fees or missed appointment charges.

 

This was a divorce case. I was hired by the husband and the wife had a court order to give me access on a specific date and time.  It was scheduled weeks in advance, and I even confirmed with the attorney the day before. On paper, it was all good to go.

 

The appointment day comes. I get there 10 minutes early, knock on the door and ring the bell and nothing. I wait and repeat my ringing and knocking. Fifteen minutes past the scheduled time, no wife, no access. I called the husband and his attorney, and explained what was happening. The attorney asked me to send over a quick email stating what happened along with a picture of the property, which I did. 

 

I told the husband, “Look, I know this is not your fault, so I am not charging you this time. But if this happens again, there will be a $150 missed appointment fee.” He understood.  That is my policy, I like to give some grace the first time. But I draw the line at repeated missed appointments.  

 

When this happens, it is not just about the wasted drive. That time block was on my schedule for weeks. Now it is an empty hole in my day, and unless you have backup work ready to go, that is income you are not getting back.  Luckily, I had a busy week and could have put a desktop report in its place, but as luck would have it  another job popped up right nearby later in the day, so I was able to salvage the time. But it got me thinking. What is your policy?

 

Do you charge a trip fee for private jobs? Or a missed appointment fee? How do you balance that with keeping customer service top of mind? Do you make exceptions when it is clearly out of the client’s control? I’d love to hear your thoughts, what’s your policy, and how has it worked for you?

 

If you want to learn more about private work and non-lender appraisals, join the Appraisal Referral Network at ReferAppraisals.com 

I don’t do much expert witness testimony, maybe a couple of times a year. Most cases settle before we ever get to court. In fact, up until August this year, I hadn’t testified once this year. Then, just like that, I had three court dates on my calendar over the next couple of weeks and another trial next month. That’s how this business works: quiet for months, then all at once.

 

My most recent case started like most do. A month or two before the trial date, I got the notice and put it on my calendar as “Potential Trial” with the attorney’s name and my file number. About a week or two before, I reached out to see if the case had settled. If not, I like to schedule a short prep call to go over any questions the attorney wants to ask. If the opposing side has provided an appraisal, I’ll read through it and jot down quick notes. This is not a formal review, just informal observations about the differences between the reports and anything that stands out.

 

When I go to court, I always bring copies of my CV in case the attorney can introduce me to other attorneys, along with business cards and my prep notes.

 

For this one, I charged my standard four-hour retainer. I spent about 20 minutes on the phone with the attorney, another 30 minutes reviewing and taking notes on the other report, and about 80 minutes in travel time (40 minutes each way). I arrived at the courthouse around 10:40 a.m. for my 11:00 appearance time, waited outside the courtroom, chatted with both attorneys I had worked with before (and the opposing counsel I had recently started working with), and then waited some more.

 

About 35 minutes later, the attorneys came out and told me the case had settled. No testimony needed. The appraisals were about $20,000 apart. The other report was decent overall, with a few errors I had noted, but honestly, this case should never have gone to trial. I even told the client I could have testified over Zoom, but he insisted on having me appear in person, which ended up costing him more.

 

In the end, I billed him for 3.2 hours and refunded 0.8 hours of the retainer. He was unhappy about not getting the entire amount back, so I had to explain that I had invested time in preparation, travel, and being available on-site, even though the case settled.

 

That is the reality of expert witness work. Sometimes you prepare, show up, and never even enter the courtroom. But you still have to value your time. And if you do it right, you can turn the appearance into a networking opportunity, a relationship-builder with attorneys, and a way to keep your name top of mind for the next case.

 

If you want to build the kind of relationships that lead to court appearances, high-value assignments, and steady non-lender work, join the Appraisal Referral Network. Connect with other appraisers, get referrals, and grow your business. Find out more at ReferAppraisals.com

Last week, I got a call about a divorce appraisal.

 

Straightforward assignment. 1,800 square foot home, lots of recent comps, nothing unusual. I quoted my usual fee which is on the higher side for my market for family law appraisals.  The woman on the phone paused and said, “Wow, you’re cheap.”

 

That surprised me. I’m not usually the cheapest. I’m not the most expensive either, usually on the higher side, if anything.  Then she said, “The first company I called quoted me double your price and then some.”

 

For this property? That didn’t make sense. So I checked everything again. Still a basic, cookie-cutter home. No red flags. How could they be double my fee, no way. Then she said:

 

“I’m buying out my spouse, and I want the appraisal to come in as low as possible. That company told me they usually come in low on divorce appraisals in situations like this. Do you do the same?”

 

And that’s when it clicked.  My gut feeling was that the quote wasn’t just high. It felt strategic. Like the fee wasn’t just for the report, but for a specific result. I couldn’t help but wonder: Was she being sold a low value for a higher than typical fee?  I don’t really know, just speculation on my part.  

 

Like I have done many times before with other clients. I explained to her, clearly, that’s not how this profession works. Appraisers are supposed to be independent, impartial and objective. I told her I don’t care if the appraisal benefits her or her spouse. I care that it’s supportable, market-based, and defensible in court. And if an appraiser is advertising that they’ll “usually come in low” when it helps the client? That’s a huge red flag.

 

I asked her if she wanted to schedule and she said she’d call me back.  Well, she did.  She ended up calling me again and we now have the appointment scheduled in a couple of weeks. Looks like she decided to pay for true market value and not the lowest value!

 

This is why we, as appraisers, need to ask the right questions up front. Divorce and other legal appraisals often come with expectations. Some clients don’t understand our role. Others know exactly what they’re asking for, and hope we’ll play along.

 

That’s your moment to hold the line.  Say no to pressure. Say no to being “the low appraiser” or “the high appraiser.” Say no to turning your credibility into a commodity.  Because the second you bend, you break. And once your reputation’s gone, there’s no invoice big enough to buy it back.

 

Want to grow your appraisal business with solid, ethical work?  Join the Appraisal Referral Network at referappraisals.com. We’re helping appraisers land real work, earn referral income, and build sustainable businesses, no shady shortcuts required.