When I first started appraising, my wardrobe was what you might call “functional.” Shorts and a polo shirt were my daily uniform. I was in and out of houses, peeking in attics, and sweating through inspections, so comfort came first (I’m in South Florida).

 

But as I started shifting into private and non-lender work, I realized something important: how you present yourself shapes the kind of clients you attract. If you want to work with attorneys, agents, and private clients, you need to look like the professional they expect to hire.

 

Now, my go-to look is simple. Khakis, boots, and a collared shirt with my company logo. It’s comfortable for the field but still looks sharp. Sure, my khakis pick up a stain or two from time to time, but that’s part of the job. The key is showing up looking like you take your work seriously.

 

Early in my career, I didn’t think much about how my appearance mattered. But once I made a conscious effort to look a little more polished, I started to notice a difference. Homeowners and attorneys treated me with more trust and respect, and that professional image carried over to how they talked about me afterward. Appearance really does play a role in the kind of business you attract.

Courtroom Clothing: When First Impressions Count

Earlier this week, I had an in-person trial at the courthouse. Another appraiser was there too, testifying on the same case. He did an earlier appraisal, and mine was more recent, one for the husband and one for the wife.

 

That morning, I had an appraisal scheduled before court, so I showed up in my usual khakis and polo. I packed a suit for later. When I got to the courthouse, I realized my khakis actually matched the jacket pretty well, so I swapped the polo for a dress shirt and tie, added the jacket, and went in.

 

Standing next to the other appraiser, who was dressed in a collared shirt and khakis without a tie or jacket, I started wondering if it really mattered. Does what we wear in court make a difference? Personally, I think it does.

 

A week before that, I had a Zoom court appearance, and even though I was testifying from my office, I wore a suit jacket, dress shirt, and tie. I could have easily just thrown on a collared shirt and called it a day, but I wanted to look professional, even through the screen. The judge and attorneys were all dressed appropriately, and I wanted to reflect that same level of respect for the process.

 

In both cases, I felt more confident and prepared because I looked the part. And if wearing a tie and jacket adds even a small amount of credibility to my testimony, that’s a trade I’ll take every time.

Why It Matters

Looking professional isn’t about vanity. It’s about reinforcing credibility. People make quick judgments, whether they realize it or not. The way you present yourself tells clients, judges, and attorneys that you take your work seriously and that your opinions carry weight.

 

Just like a clean and well-organized report builds trust in your analysis, a professional appearance builds trust in you as the expert. And in a business that runs on reputation and referrals, those small details matter more than most people think.

Final Thoughts

You don’t need designer suits or expensive shoes to look professional. You just need to look like you care. Whether you’re at a site inspection, a client meeting, or testifying in court, your appearance sets the tone before you ever speak a word.

 

So what do you think? What do you wear on your appraisal appointments? And how do you approach court appearances, whether in person or on Zoom? I’d love to hear your thoughts.

 

If you’re serious about growing your appraisal business and connecting with other professionals who take their careers seriously too, join the Appraisal Referral Network at ReferAppraisals.com. It’s a community of appraisers who share referrals, support each other, and help build stronger private appraisal businesses.

 

Because professionalism isn’t just about what you wear. It’s about how you show up.

I came across an article on Entrepreneur.com called Why Networking Still Matters in Business, and it hit home. It’s a good reminder that relationships still drive business, no matter how digital or automated things get. And if you’re an appraiser trying to grow your private or non-lender work, this couldn’t be more true.

 

Let’s be honest. Most of us didn’t get into appraising because we love working the room. We’re data people. We like comps more than cocktail hours. But the appraisers who build strong referral networks with attorneys, real estate agents, and financial professionals are the ones who stay busy when others slow down.

It’s Not About Selling Yourself

Networking isn’t about being pushy or pretending you’re something you’re not. It’s about staying visible and useful. When someone you’ve met needs an estate appraisal or a divorce valuation, you want them to think, “Oh yeah, I know an appraiser I trust.”

 

That only happens if you’ve taken the time to get to know people, not just at appraisal events, but outside of them. Try showing up where your referral partners are. Attend bar association meetings, real estate offices, or local business mixers. You don’t have to work the room. Just start a few real conversations. Ask what they’re seeing in their business. Offer to be a resource. That’s it.

Follow-Up Is Where the Magic Happens

The biggest mistake most appraisers make? We meet someone once, exchange cards, and then disappear. Real networking happens in the follow-up. A quick email saying, “Nice meeting you, here’s that market trend I mentioned,” or checking in a month later to see how things are going, makes all the difference.

It’s not complicated. It just takes consistency.

Build Before You Need It

If you’re waiting until your phone stops ringing to start building relationships, it’s too late. Networking is like insurance. You don’t buy it after the accident. Build your network now while things are good. That way, when the market cools, your name is still being passed around by the people who know and trust you.

Final Thought

Networking isn’t about collecting business cards. It’s about collecting trust. One solid connection can lead to years of steady work. So if it’s been a while since you’ve put yourself out there, take this as your sign to start again.  Grab a coffee. Attend that luncheon. Say yes to the invite. You never know which conversation turns into your next referral source.

 

And if you’re looking for a place to start, join the Appraisal Referral Network at ReferAppraisals.com. It’s a community of appraisers helping each other grow, share referrals, and stay connected in the profession. Because the best kind of networking is with people who actually get what you do.

Sometimes being an appraiser isn’t just about square footage and comps. It’s about survival instincts. I recently sat down with Donna Halfpenny, an appraiser from the Chicago area, on the Brews & Appraisal Views podcast to talk about something that doesn’t get nearly enough attention in our profession: safety. The episode, “Safety First, Valuation Second,” features Donna sharing a frightening experience she had during a divorce appraisal that really makes you stop and think about your own personal safety on the job.

 

The truth is, this job can get downright spooky. You never really know what’s waiting behind that front door. It could be a friendly homeowner, a raccoon, or someone who’s not too thrilled about your visit. And it’s not just rare. Every week there’s a story out there that reminds us this work isn’t always as safe as it looks from the outside.

 

Just recently, a property preservation worker went to change the locks on a foreclosed home, routine stuff, and ended up getting shot and killed by the former owner who refused to leave. That’s not an urban legend. That really happened.

 

Even in our “civil” assignments, it can get dicey. I had a divorce appraisal this week where the wife didn’t even feel safe stepping foot in the home. She actually called the police and requested a courtesy escort so I could complete the inspection. That should tell you something.

 

So here’s your reminder, appraisers:
Be vigilant. Be aware. And always put safety before the fee. No appraisal is worth walking into a dangerous situation. If something feels off, listen to that voice in your head. You can always reschedule, bring someone with you, or call the police for an escort.

 

It’s a crazy world out there, and not just because it’s Halloween week.

 

So, this Halloween, remember: the scariest thing you can run into on an inspection isn’t a ghost. It’s the person you weren’t expecting to be home.

 

Stay safe, watch your back, and if you missed the episode with Donna Halfpenny, you can listen to “Safety First, Valuation Second” on Brews & Appraisal Views.

 

And if you haven’t joined the Appraisal Referral Network yet, now’s the time. Over 1,350 appraisers across the country are already connecting, referring work, and looking out for each other. It’s free to join, and who knows, you might even find a few friendly ghosts (I mean, colleagues) in your area.

This week I came across a post in one of the appraisal forums that really caught my attention. An appraiser was venting about how they had referred a client to another appraiser, agreed on a referral fee, and then never got paid. They went out of their way to help a client in a tight spot, and when it came time for the other appraiser to follow through, they suddenly “didn’t get the job.” The post ended with a fair question: where are the ethics and professionalism in our business?

 

What really stood out to me wasn’t the post itself, but the reaction. Some appraisers agreed completely. Others acted like asking for a referral fee was some kind of moral failure.

 

Let’s clear this up. Referral fees are perfectly appropriate when it comes to non-lender work such as estate, divorce, pre-listing, trust, litigation, or any other private assignment. You cannot collect a referral fee for federally regulated or government-related work, and that’s not what we’re talking about here. This is private business between two professionals helping a client.

 

Here’s the logic: if your phone rings because you’ve built strong relationships and spent time and money marketing your business, that lead has value. When you can’t take the job, maybe it’s commercial, outside your area, or you’re simply booked, referring it to another appraiser and earning a small percentage for your effort isn’t shady. It’s smart.

 

Real estate agents do it every single day. They refer clients to other agents and take 25 to 40 percent. Nobody calls that unethical. Meanwhile, many appraisers are paying 30 percent or more to AMCs on lender work and calling it “normal.” So paying a middleman is fine, but paying a colleague who actually sent you business is somehow a problem? That doesn’t add up.

 

Last year alone, I referred out close to $50,000 in non-lender work and earned between 10 and 15 percent on those referrals. The accepting appraiser was free to quote whatever fee they wanted. The client was taken care of. Everyone won.

 

Referral fees aren’t about greed. They’re about recognizing value. You put in the work to build your brand, answer the calls, and maintain those relationships. That deserves fair compensation. Just be transparent about it, agree upfront, document it, and make sure it’s for private, non-lender work only.

 

Appraisers need to stop treating business like a dirty word. We spend enough time complaining about low fees and AMC pressure. Yet when there’s a simple, professional way to create more revenue and support each other, half the industry wants to argue about ethics.

 

It’s time to start thinking like business owners. Agents figured this out decades ago. It’s about time appraisers caught up.

 

That’s exactly why I started the Appraisal Referral Network, to help appraisers connect, refer out non-lender work, and both earn fairly. If you’re ready to grow your business and support your peers at the same time, visit ReferAppraisals.com.  Let’s help each other win, not tear each other down.



Last week I talked about how agents can be one of your best referral sources. This week, Realtor.com backed that up with a new report showing that one in three homes in 2025 were bought with cash. That means a third of all buyers skipped the lender and the lender’s appraisal.

 

So, who is looking out for those buyers?

 

Even cash buyers want to make a smart decision. They may not need an appraisal, but they still want to know they are not throwing extra zeroes at the wrong property. A private appraisal gives them exactly what they need: confidence. It confirms what they are paying makes sense and gives them leverage if it doesn’t.

 

Smart agents already know this. Recommending an appraisal protects their client and protects them. If the property turns out to be worth less than what the buyer paid, that agent can point back and say, “I told you to get an appraisal.” That is not just good service; that is smart business and liability protection.

 

Here is the truth. Whether your value comes in low or high, most cash buyers will still close. They just want peace of mind before they wire hundreds of thousands of dollars. The appraisal is not a deal killer. It is a deal confirmer.

 

Now, not every agent gets that. Some avoid recommending appraisers altogether. And frankly, those probably are not the agents you want to partner with anyway. If their only focus is their commission check instead of helping a client make an informed decision, that tells you everything you need to know. The good agents, the ones worth your time, are the ones who value expertise and transparency.

 

Appraisers, get out there. Go start meeting agents. Go start educating them and let them know what a resource you can be to their business, and especially to their cash buyers. When agents understand how much value you bring to the table, you will start seeing more referral opportunities and stronger partnerships.

 

If you want to work with those kinds of professionals, join the Appraisal Referral Network. It is where appraisers across the country connect, share referrals, and build strong, non-lender businesses that do not rely on luck or loan volume.  Join today and start building the right kind of network that actually works for you.

One of the best ways to grow your non-lender appraisal business is by working with real estate agents. Agents have a constant need to prove value, whether that’s setting the right list price, keeping their cash buyers from overpaying, or helping a stubborn listing finally move. That’s where you come in.

 

Appraisals for agents are one of the easiest ways to become a go-to resource. You’re giving them exactly what they need: a third-party opinion of value that makes their job easier and protects their reputation.

 

For sellers: An appraisal helps set the right price from the start. Homes sell faster and closer to list price when they’re priced correctly. That means the agent gets paid sooner and with fewer headaches.

 

For cash buyers: When there’s no lender involved, there’s no safety net. A private appraisal reassures buyers they aren’t overpaying and helps the agent look smart in the process.

 

For stale listings: Every agent has one. When a property has been sitting too long, an appraisal can be the tool that re-sets expectations and gets it sold.

 

It also reduces the agent’s liability. Instead of being the one to “guess” the right price, they can point to an independent appraisal. If anyone questions the number later, the agent can say, “We brought in a licensed appraiser to determine value.”

Real Example: How It Works

Here’s an actual appraisal I completed for an agent who uses my services regularly.

I researched the neighborhood and recommended a listing price of $739,900, with an opinion of value around $720,000. Within the first week on the market, the home had six offers, all right around my opinion of value. The property went under contract quickly with a cash offer at $735,000.

 

Here’s what the agent emailed me:

“Got 6 offers on this property and we are under contract with a cash offer at $735K! Thanks for your help! See you soon!”

That’s the kind of success story you can bring to agents in your own market.

How Big This Niche Really Is

To give you an idea of the potential, so far this year (and we’re only in October) I’ve completed 75+ appraisals for listing purposes from agents. That’s not counting cash buyer assignments or stale listing work. Just listing appraisals alone account for 26% of my business.

 

If over a quarter of my business is coming from agent-focused work, that should tell you how powerful this non-lender niche can be when you start marketing it.

The Takeaway for Appraisers

Agents want to get properties sold, protect their clients, and protect themselves. Market directly to those pain points. Show them how hiring you for an appraisal will:

  • Price their listings correctly

  • Help their buyers make smart decisions

  • Revive properties that have been sitting too long

Most agents don’t even realize appraisers offer this service. Educate them. Be the solution to their problem.

 

And if you’re serious about building more non-lender business, join the Appraisal Referral Network at ReferAppraisals.com. You’ll connect with appraisers across the country who are already getting steady referrals for divorce, estate, and agent-focused work. Don’t sit on the sidelines, this is where the growth is happening.

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.