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?
- 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. - 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. - 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.
- 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.
