When it comes to building a private appraisal business, your sphere of influence is everything. Referrals don’t usually come from waiting around for the phone to ring. They come from people who know you, like you, and remember what you do when the opportunity shows up.

 

Take my BNI chapter, for example. Every Wednesday morning, 40 to 50 professionals meet from 7:00 to 8:30 a.m. to exchange referrals and grow our businesses. If you’re going to get results out of a group like that, you can’t just show up. You have to be all in. That means volunteering for roles, setting up one-on-ones outside the weekly meetings, and putting in the effort to strengthen relationships. I recently took on a leadership role again, and not only did it sharpen my skills, but it opened doors I didn’t expect. At one of the training sessions, I connected with a real estate agent from another chapter who needed help with an appraisal. That never would have happened if I wasn’t active in leadership.

 

Here’s the key. My referrals from BNI do not just come from the 40 or so people in my chapter. They come from their spheres too. Each person I build trust with is connected to dozens or even hundreds of others. That is where the reach multiplies, and suddenly you are not just tapping into your own network. You are being referred through theirs.

 

But your sphere of influence does not stop at networking groups. It is wherever you spend your time. I have had referrals come from being involved with the Boy Scouts. I have had referrals come from my neighbors, just because they knew what I did for a living. One time, when I was coaching my son’s soccer team, one of the parents, who turned out to be a big investor, ended up hiring me for several appraisals. Those opportunities did not come from ads or SEO. They came from simple, real-life connections where people knew who I was and what I did.

 

That is why I always tell appraisers to increase your sphere of influence, and the referrals will start flowing. It does not happen overnight, and it does not happen by accident. You have to show up, let people know what you do, and invest in those relationships.

 

Of course, I am not saying ignore your website, Google Business profile, or online marketing. Those tools are important, and they absolutely bring in work. But if you really want to grow a sustainable non-lender business, the most valuable tool you have is your relationships. Your sphere of influence will always be the number one driver of referrals, because at the end of the day, people hire people they trust.

 

Call to Action:
So here is my challenge for you. This week, take a closer look at your own sphere. Where do your referrals usually come from? Are you showing up in those spaces, or are you just hoping for calls to come in? Whether it is volunteering in a group, coaching a team, or just having real conversations with neighbors, put yourself out there. And if you have a story about a referral that came from an unexpected place, I would love to hear it. Share it in the comments or drop me a note. I guarantee it will inspire another appraiser to grow their own sphere.

I recently came across a post on one of the appraisal forums that asked: Is residential real estate appraisal a lucrative profession, or just a glorified side gig? It is a simple question, but one that always sparks debate. I thought it was worth writing my own response here, not just to share my perspective but to answer the question for myself.

The responses in the forum ranged widely. Some believe the industry is on its last legs, with fees declining, AI creeping in, and AMCs controlling too much of the work. Others said it works well as a part-time option or second career, especially if you do not depend on it as your primary income. And then there are those who acknowledge what many of us know: this profession has never been easy money, and it demands effort if you want it to be rewarding.

The truth is straightforward. Appraisal is what you make of it. If you treat it like a hobby, it will perform like one. If you treat it like a business by building relationships, marketing consistently, diversifying your client base, and adapting to changes, it can be both stable and lucrative.

I’ve been the sole provider for my family for nearly twenty years, and this career has supported us very well. My market has plenty of people and homes, but also plenty of appraisers to compete with. Has it been challenge-free? Not even close. There are slow seasons and plenty of stressful days. But that’s no different than what real estate agents, attorneys, or contractors face. The ones who make it are the ones who adapt and keep moving forward.

It is also important to acknowledge that the days of easy lender work and high fees are gone. That model may never come back. The path forward is in treating appraisal as a true business, expanding into non-lender work like estates, divorces, and tax appeals, and committing to the long-term relationships and marketing efforts that bring in consistent clients.

So, is appraising lucrative? Yes, it can be. But only for those who approach it as a profession, not a side gig.  If you are interested in becoming an appraiser, a good first step is completing the required coursework. You can get started with the necessary classes here: https://referappraisals.theceshop.com/

If you are ready to grow beyond waiting for the phone to ring, the first step is connecting with other appraisers who are doing the same. That’s why we built the Appraisal Referral Network: a place to share referrals, build your non-lender business, and create more opportunities. You can join for free, or choose a paid membership for added perks. Visit ReferAppraisals.com to get started.

A mistake I see appraisers often make, especially when business feels slow, is letting the client dictate the scope of work. The temptation is real. You want the assignment, you want the fee, you do not want to lose the job. But at the end of the day, you are the one signing your name on that appraisal report. Not the client. Not their attorney. Not their uncle who “knows a Realtor.”

 

The Uniform Standards of Professional Appraisal Practice (USPAP) makes it clear. The appraiser decides the scope of work. Period. If you cave to a client’s demands that do not line up with proper practice, you are risking your license and your credibility for a quick check.

 

Let me give you two real-world examples.

 

Example 1: The Family Buyout

I had an estate appraisal for a family buyout. As always, I included the intended use and purpose in the appraisal report. I wrote “To ascertain current market value for a potential buyout between family members.” Straightforward, accurate, and transparent.

 

The client did not like that. He told me, “Just take out the part about the buyout. Leave it blank.”
I told him no. I can word it differently if he prefers, such as “estate-related.” I also explained that if he wanted, I could omit the purpose in the report and note it as confidential, while retaining the actual purpose in my work file. That is an option. What I will not do is remove the purpose altogether just because he asked me to. That is not how this works. I am responsible for the content of my report, not the client.

 

Example 2: The Immigration Case

In another case, I was hired for an immigration-related appraisal. The client paid me, and I was preparing to move forward with a desktop-type product. Before I even started, he emailed me and said, “Just make sure it comes in at $500,000 because that’s what we’re putting on the application.”

 

That was an immediate red flag. I messaged him right back: “Appraisers cannot accept assignments with predetermined results. The value will be what the market data supports. If you need a guaranteed $500,000, I am not your guy.”

 

Once I explained that, he understood and said, “I know, it’s okay.” I told him, “All right, then we will move forward and wherever it falls, it falls.” So in this case, I did move forward with the job.

 

Here is the point: You cannot let clients be in the driver seat. You set the scope. You write the report. You take responsibility. If they want you to cut corners, omit key details, or guarantee a number, you need to walk away without hesitation.

 

Some of the best assignments you will ever have are the ones you do not take. Protecting your credibility, your license, and your reputation is worth far more than one fee check.

 

Remember: you are the appraiser. Act like it.

 

And if you want to connect with like-minded appraisers who share referrals and support each other in the non-lender space, join the Appraisal Referral Network at ReferAppraisals.com. It is free to join, and you will put yourself in the mix for referral opportunities from your peers.

In my last post, I shared how I showed up to court, prepped, waited, and then never even got called to testify because the case settled. That’s the nature of expert witness work. You block off the time, you prepare, and sometimes it all ends before you say a single word on the stand.

 

Well, I wasn’t done yet. I had two more appearances right after that, and both reminded me how unpredictable this part of the business can be.

 

Court Appearance #2: The Nine-Minute Testimony

The second time around, I drove about 45 minutes to the courthouse. I was scheduled to go first, and a lot of the time the attorney will call you out of turn so you don’t have to wait. Not this day. I sat there for just under two hours, and by then it was lunchtime. We broke for about an hour, and the attorney told me I’d be the first after the break. I grabbed a quick sandwich, and when I got back, I was called into the courtroom a few minutes later.

 

My testimony only took 9 minutes. That was it. The attorney asked a few straightforward questions about my four appraisals, what methods I used, what I concluded, and some quick clarifications about assessed values. The opposing counsel only asked about the level of observation I had done. Nothing tricky, nothing stressful. Afterward, I dictated my notes into my phone on the drive home so I’d have everything fresh for my workfile. They do not provide a transcript.  

 

Even though I probably could have billed more, I stuck with four hours. That’s the balance with this kind of work in my opinion. Sometimes the testimony itself is short, but the waiting, the prep, and the expertise you bring are what you’re being paid for.

 

Court Appearance #3: Zoom Trial That Never Happened

The third “appearance” was scheduled to be over Zoom. The client retained me with my standard two-hour Zoom fee, and I had blocked off the time. Then, the day before, I got a text: “We won’t need you tomorrow.” Either the case settled or the opposing side stipulated to my values. In other words, they agreed with my appraisals.

 

No testimony, but it wasn’t a loss to my day since I had other work waiting. I decided to cut this client a break and returned his retainer. A few of my peers gave me flack for it, but sometimes I make calls like that because it’s my business to run, and in this case, it felt like the right thing to do.

 

Lessons for Appraisers Thinking About Expert Witness Work

If you’ve never testified before, I won’t sugarcoat it. It’s stressful. The nerves don’t completely go away, even with experience. But the more you do it, the more manageable it becomes.

 

Here’s my advice:

 

  • Prepare thoroughly. Know your report inside and out. Be able to recall the property details without flipping through every page.

  • Keep it simple. Judges don’t want a lecture on appraisal theory. Break it down clearly and directly.

  • Value your time. Whether you testify for 9 minutes or never get called at all, your preparation, travel, and availability are worth billing for as you see fit.

Expert witness work isn’t the majority of my business, just a few percent. This year I’ve only had three trials come up. But when it does, it can be a lucrative and rewarding niche. It also builds strong relationships with attorneys, which can lead to steady non-lender assignments down the road.

 

If you’re an appraiser looking to grow your non-lender business or have questions about expert witness work, feel free to reach out. And don’t forget, the Appraisal Referral Network is a great place to connect with appraisers nationwide, share referrals, and expand your business. Learn more at ReferAppraisals.com.