Most appraisers spend years sharpening their technical skills. We study market trends, refine our adjustments, and learn how to defend our opinions of value. All important. But there is another factor that quietly determines how successful your business becomes.

 

Your people.

 

The reality is this: very few appraisal businesses grow purely because someone is “a great appraiser.” Plenty of technically competent appraisers struggle to grow. Meanwhile, others build thriving practices because they are connected to the right people.

 

Your network influences your opportunities, your confidence, and sometimes even your resilience when the business hits rough patches. If you want to grow both personally and professionally, there are a few groups of people every appraiser should intentionally cultivate.

 

Your Business Network

This is where most private appraisal work actually comes from.

 

Attorneys, estate planners, accountants, financial advisors, real estate agents, mediators, and trustees regularly run into situations where someone needs an appraisal. Divorce. Estate planning. Pre-listing consultations. Partnership disputes. Litigation.

 

These professionals are not going to scroll the internet looking for an appraiser every time. They usually call someone they know or someone who was recommended by a trusted colleague.

 

That is why relationships matter. When professionals know you, trust you, and understand the type of work you do, your name naturally comes up in those conversations.

 

Mentors and Experienced Voices

Every successful business owner has people they can learn from.

 

Sometimes that is another appraiser who has already built a strong private practice. Sometimes it is an attorney who regularly works with expert witnesses. Sometimes it is simply someone who has navigated the ups and downs of running a business for many years.

 

These people give you perspective. They tell you what worked, what did not, and occasionally they help you avoid expensive mistakes.

 

A good mentor does not just teach you technical skills. They teach you how to think about the business side of the profession.

 

The People You Have Helped

One of the most powerful networks you will ever have is the group of people you helped along the way.

 

Maybe you mentored a trainee. Maybe you helped another appraiser solve a tricky valuation problem. Maybe you shared marketing ideas or introduced someone to a referral source.

 

People remember that.

 

Business has a funny way of coming full circle. The people you helped five years ago are often the same people sending opportunities your way today.

 

Your Professional Peers

Other appraisers can be some of your best referral partners.

 

Assignments come in that are outside someone’s coverage area. Sometimes schedules are full. Sometimes the assignment requires a specialty that another appraiser handles better.

 

When appraisers trust each other, those opportunities get passed along instead of disappearing.

 

This is one of the reasons collaborative networks within the profession are so valuable. When appraisers work together instead of operating in isolation, everyone tends to benefit.

 

Your Personal Support System

Running an appraisal business is not always easy.

 

Deadlines pile up. Clients can be demanding. Litigation assignments bring pressure. Some months the phone rings nonstop and other months it is quiet.

 

Having family and close friends who support you through those ups and downs matters more than most business books will ever acknowledge. They are often the ones helping you stay focused when things feel uncertain.

 

People Outside the Appraisal Industry

Some of the best connections you will ever make have nothing to do with real estate.

 

Community organizations, networking groups, volunteer work, youth sports, and civic groups expose you to people who would never otherwise meet an appraiser. Those relationships often turn into unexpected referral opportunities down the road.

 

The key is participation. Not just showing up once, but consistently being involved and building genuine relationships.

 

Build the Relationships Before You Need Them

Strong networks are not built overnight. They are built slowly, through trust, generosity, and consistency.

 

If you wait until business slows down to start networking, you are already behind.

 

The best time to build relationships is when things are going well. Show up. Stay connected. Help people when you can. Over time, those relationships become one of the most valuable assets your business has.

 

Because in the long run, your success will not just be measured by the reports you complete.

 

It will be measured by the people who trust you, refer you, and stand beside you throughout your career.

 

Want to Learn More About Private Appraisal Work?

If you are interested in building a stronger non-lender appraisal business, the Appraisal Referral Network is a great place to start.

 

At ReferAppraisals.com, appraisers from across the country connect, exchange referrals, and share strategies for growing private work like divorce, estate, pre-listing, and litigation assignments.

 

You can also make yourself available to receive referrals from other appraisers when assignments fall outside their coverage area.

 

If you want to expand your network and learn more about building a private appraisal practice, visit ReferAppraisals.com and see how the network works.

Just this past week, I got another reminder of how simple marketing and networking can be when you stop overthinking it.

 

One of the real estate agents I routinely work with calls me often with questions about the appraisal process. She’s curious, engaged, and genuinely wants to understand how things work. Basically, a sponge. Recently, she started a podcast geared toward homeowners, agents, and even lenders. She invited me on as a guest, along with another appraiser. No ego issues here. We had a great conversation about the appraisal profession, common misconceptions, and what agents and homeowners should actually know.

 

Fast forward a few weeks.

 

She hosts an annual event where she invites her vendors, clients, and people she works with regularly. This year, it was at Topgolf, and there were probably 150 people there. I went for two reasons. One, to support someone who’s supported me and my business over the years. Two, to network. And it paid off.

 

I ran into plenty of familiar faces, met new people, and had real conversations. One of those conversations was with an estate planning attorney I never would have met if I had stayed in my office that night. That’s how this works. No cold calls. No awkward pitches. Just showing up.

 

As I was literally writing this blog, another invite popped into my inbox. The local Bar Association is hosting a happy hour for its members. Family law attorneys, estate attorneys, and other professionals who regularly need appraisers. Same deal. You don’t get these opportunities if you never leave your desk.

 

Here’s the hard truth for appraisers who want non-lender work. It does not come to you. You have to go to it.

 

If you want divorce, estate, probate, and private work, you need relationships. That means getting out of your office and into rooms where agents and attorneys already are. My advice is simple. Commit to at least one networking event a week. Start meeting new people. Start building real connections. Over time, that pipeline fills up, and the slowdowns disappear.

 

Yes, it takes effort. But it’s a lot easier than constantly wondering where your next assignment is coming from.

 

If you’re serious about growing your appraisal business on the non-lender side and want help doing it the right way, head over to referappraisals.com and reach out. You don’t have to figure this out alone.

If you have been wondering why some appraisers seem to have work thrown at them while others are refreshing their email like it owes them money, here is the truth: it is not about who is lucky. It is about who actually knows how to network.

And no, I am not talking about passing business cards around like Halloween candy.

I am talking about what Jodie Cook spelled out in her Forbes article, “Networking Secrets of High Achievers: What They Do Differently” (Cook, 2024, Forbes). Her take is simple. High achievers do not network like everyone else. They network intentionally. And if you apply her findings to the appraisal world, the difference is night and day.

High achievers lead with value, not desperation

Cook makes a point that the most successful people do not show up asking, “What can you give me?” They show up asking, “How can I help you?”

For appraisers, that is the whole game.

Instead of begging attorneys or agents for appraisal work, shift the script:

  • Create a checklist for attorneys who constantly run into messy files.

  • Give agents a quick market update they can actually use.

  • Offer to review a property for a CPA before tax season chaos kicks in.

When you help people solve problems, the referrals chase you.

They do not work the room. They work the relationship

Cook highlights that high achievers build deeper, fewer, stronger relationships, not 200 weak ones.

This is where appraisers blow it. Too many treat networking like speed dating.

You do not need 200 attorneys. You need 8 who trust you like family.

Make a Top 10 List of referral partners. Probate attorneys, divorce attorneys, real estate agents who do volume, wealth managers, CPAs and so on.

Then actually stay in touch. Not just when you need business, but consistently. That keeps you on the short list when their phone rings.

They bring value to every conversation

High achievers do not show up empty. Cook writes that they always bring a unique perspective or insight.

As an appraiser, you already have intel nobody else has.

  • Market trends before agents catch them

  • Neighborhood changes before Zillow notices

  • The real reason behind rising or falling values

Use that. Show up to a meeting with two real stats, one story, and one tip that makes someone say, “I did not know that.”

That is how you get remembered.

They play the long game

High achievers do not expect instant results. Cook is clear that networking is a long-term investment.

Appraisers need to hear this because too many expect one lunch to equal ten referrals by Monday.

It does not work like that.

Relationships compound. You stay generous, you stay consistent, and you stay visible. Six months later the quiet attorney who never says much suddenly sends you a $3,500 probate referral.

That is the long game.

They are selective, and so should you be

Not everyone is your customer. Cook points out that achievers choose who they invest in.

For appraisers, that means stop chasing dead-end contacts.

If someone does not value your expertise or never sends business, move on. Spend time with the people who understand what you do and appreciate having you as a resource.

Bringing It Back to Appraisers

Networking for appraisers is not about being pushy or pretending to be a polished salesperson. It is about showing up with value, building real relationships, and being the go-to expert in your market.

Follow the habits Cook outlines and you will not just get your name out there. You will build a referral machine.

And if you are inside the Appraisal Referral Network, this is exactly how the top earners operate. They help first. They stay connected. They nurture relationships. And they reap the benefits, including the $2,500 and $3,500 referrals that crossed the platform this week.

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.

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.

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.

People often ask what it’s like running a mostly non-lender appraisal business. The short answer? No two days are the same. It’s rewarding, unpredictable, and occasionally exhausting. But it also gives you more flexibility, better pay, and a stronger sense of control over your schedule and your business. Here’s what a recent week looked like for me.

 

Monday: Collaborative Law Meeting and Catch-Up

I started the week with a collaborative divorce meeting. For those unfamiliar, collaborative law is a family law process where both parties work together with attorneys and professionals like appraisers to resolve disputes without going to court. I still need to do some digging to see if it’s common outside of Florida, but it’s a great niche.

 

This case involved a home that had just been purchased and gutted when the divorce began. The couple couldn’t agree on the value, and their accountant asked me to attend the meeting to answer questions in real time. I was there before, during, and after their meeting with the attorneys. It was a valuable use of my time, and I was paid over $300 an hour. The couple reached a tentative settlement during the session, and it was great to see it come together.

 

In addition, I got to meet a new family law attorney who said she would begin using me for appraisals going forward. Another solid connection made by simply showing up and being helpful.

 

After that, I caught up on a few reports I hadn’t finished over the weekend.

 

Tuesday: Lending Job and CRA Assignment

Tuesday started with a lending assignment. I still take on lending work, and about 20 percent of my business comes from it. I like keeping a mix.

 

Later that day, I worked on an appraisal for a nearby city’s CRA. It came through an attorney who had been referred by another attorney. The property was essentially a teardown—so rough that I had to meet a police officer on site, and we couldn’t even go inside due to safety issues. Still, it was an interesting job and a good example of the kind of variety that comes from referral work.

 

Wednesday and Thursday: Divorce and Pre-Listing Work

Midweek, I had another lender job and a divorce assignment from an attorney I regularly work with. I also had a high-end pre-listing job referred by a real estate agent who sends me consistent business. Both paid well and came from trusted referral partners. This is where the long game of building strong relationships really pays off.

 

Friday: Desktop Appraisal and Marketing Day

Friday included a desktop appraisal for a cash buyer. I had lots of MLS photos, a great floor plan, and an inspection report. I gave him two options: a full inspection for $595 or a desktop report for $450. He went with the desktop, which saved him money and saved me time. Win-win.

 

The rest of the day was all business development. Every two months, I set aside time to schedule all my outbound marketing: emails to attorneys and agents every 10 days, holiday-specific messages, blog posts, and social media content. It takes me about three to four hours, but it keeps me visible and keeps the pipeline full. I even created a training video on how I do it. It’s not exciting work, but it’s necessary if you want consistent business.

 

The Takeaway

Non-lender appraisal work is real business ownership. You have to market, network, quote jobs, take some calls, and turn some down. It’s not always easy, but it’s absolutely worth it. The fees are better, the work is more varied, and the business is far more resilient. If interest rates shoot up tomorrow, it won’t derail my schedule or bottom line.

 

If you’re looking to grow your non-lender business and get more of this kind of work, check out the Appraisal Referral Network at ReferAppraisals.com. We’re here to help you build a smarter, more sustainable appraisal business—one connection at a time.

 

This week was a networking whirlwind. Monday kicked off with a coffee meeting with an IT professional who regularly sends me attorney referrals (he works with dozens of them). Tuesday, I met with one of those attorneys, a probate and estate specialist—and the meeting couldn’t have gone better. Thursday, I am connecting with a real estate agent interested in listing appraisals and possibly having me speak at his office. And Friday? Golf tournament. Alzheimer’s Foundation fundraiser. Networking with a side of sunscreen and slicing.

 

But today, I want to zoom in on that Tuesday coffee with the estate attorney, because it reminded me of something important for every appraiser trying to grow their non-lender work: relationships are everything.

 

A lot of appraisers get nervous about reaching out to attorneys. I get it. It feels formal, intimidating even. But here’s the trick: don’t go into it trying to “sell” your services. Just be yourself. Seriously. Our meeting was early in the morning, halfway between her office and mine. No pressure, no pitch—just coffee and conversation. We talked about her family, where she used to live, her practice, and a few of her current cases. I shared a little about what I do, how I help with probate, estate, divorce, and listing appraisals.

 

But the real magic? Connections. She mentioned wanting to meet real estate attorneys, movers, and concierge moving services. I knew people in all those spaces and was able to connect her with them. That gave her immediate value, something that has nothing to do with appraisals but everything to do with building trust and rapport.

 

So don’t treat coffee meetings like transactions. They’re not one-and-done. They’re the start of something longer. This attorney now knows exactly how I can help her clients, and I now have an ally in her office. And it all started with a simple cup of coffee and some genuine curiosity.

 

If you’re looking to grow your non-lender business, get out there. Set a meeting. Show up. Be yourself. Be curious. And bring value, whether it’s through your appraisal services or your network.

 

And hey, if you need help marketing, networking, or building relationships like this, reach out. That’s exactly what the Appraisal Referral Network is here for. Visit us at ReferAppraisals.com and let’s grow your business together.

The past couple of weeks have been jam-packed. You know the kind, appointments, follow-ups, reports, rinse, repeat. But Monday morning, I had a one-to-one scheduled with a probate and divorce attorney. She was introduced to me by my CPA, who knows I’m always looking to connect with professionals in the legal world.

 

Let me pause right here and say this: your CPA may be a goldmine of referrals, if you ask. Don’t assume anyone is going to send people your way just because they like you or know what you do. You’ve got to ask. Be specific. People are happy to help, but they’re not mind readers.

 

Anyway, I wasn’t exactly pumped about an early Monday breakfast meeting. But I showed up because relationships don’t build themselves.

 

And guess what? It was a fantastic conversation. We talked about our kids, our marriages, growing our businesses, and where we see things going. Outside of divorce work, she was surprised to learn what other types of appraisals I did like listings for agents, partition cases, etc.  She literally said, “I didn’t even know appraisers did that!” By the end of our avocado toast and coffee, she told me the next time she needs an appraisal, I’m the guy she’s calling.

 

That’s the magic. Not some fancy pitch. Just a real conversation with a real person.

 

Fast forward a couple of days, and I’m doing a pre-listing appraisal for an agent who’s been hiring me for years. I first met him four years ago, and now he sends me every listing, 10 to 20 appraisals a year, easy. He’s also referred me to multiple agents in his office. After the inspection, we stood in the driveway and talked for 30 minutes—not about work, but about life. Classic cars, health stuff, mutual friends… Just two people catching up. That’s not just a client, that’s a friend who happens to be an agent.

 

Another call this week, another agent I’ve worked with for years—same story. We talked about Easter plans, family life, and everything in between.

 

This business is not about transactions—it’s about relationships.

 

If you’re an appraiser trying to grow your private work, my advice is simple: start building relationships. Not just handing out business cards or spamming emails, actual, meaningful conversations. Show up. Be real. Follow up. Be helpful. That’s how you build a network that lasts.

 

If you want to dive deeper into this kind of relationship-building, marketing, and referral strategy, check out ReferAppraisals.com. It’s where appraisers go to stop flying solo and start growing smarter—together.

Think Outside the Toolbox: How a Mover Helped Me Market My Appraisal Business

Last week, I found myself sitting on a panel at a Keller Williams office, surrounded by real estate agents and fellow service pros. On the panel with me? A pest control expert, a home inspector, a painter, an A/C technician—and moderating the whole thing was my buddy Manny, a mover and marketing wizard.

 

The goal of this panel was to equip agents with a team of trusted, vetted professionals they could refer to their clients. In other words, we weren’t just pitching ourselves—we were offering a value-packed solution agents could take straight to the listing table. When an agent can say, “I’ve got a whole team ready to help you prep your home,” they immediately stand out from the competition.

 

And the only reason I had a seat at that table? Manny invited me. He doesn’t just market to homeowners or attorneys—he markets to agents, and we’ve been teaming up on a few outreach efforts. This panel was one of his ideas, and let me tell you—it worked. It positioned each of us as reliable, go-to resources, and it gave the agents in the room a serious advantage when pitching to sellers.

 

So, what’s the takeaway here for fellow appraisers? Think beyond postcards and business cards. Think beyond solo marketing. Collaborate. Partner up. Find a mover, a handyman, a home inspector—any professional who serves the same audience you do—and build something bigger than just your business card. By working together, you not only build credibility, but you also increase the odds of getting in front of new clients in new ways.

 

The best part? That panel led to over $400 in new appraisal business—just from showing up, sharing value, and being part of a team. Two hours of my time turned into actual income—and probably long-term referral relationships.

 

If you’re an appraiser looking to grow your private work, don’t try to do it all alone. That’s exactly why I created the Appraisal Referral Network at ReferAppraisals.com. We offer multiple membership options to help you build referral relationships, improve your marketing, and get more non-lender business. Whether you need help with networking, strategies, or just want to start earning from referrals you’d normally turn away—we’ve got you covered.

 

Reach out to me anytime if you want to talk shop, swap ideas, or learn more about how to get started. Let’s grow your appraisal business—together.