When it comes to growing a non-lender appraisal business, networking isn’t just a box to check—it’s the foundation of long-term success. But here’s the catch: relationships don’t turn into referrals overnight. It takes time, consistency, and follow-ups to establish trust and prove your value.
Let me share two real-world examples that highlight just how long (and how rewarding) this process can be.
About six months to a year ago, I met Michael, a family law attorney. We had a casual coffee meeting, talking about business, life, and just getting to know each other. Around the same time, I met another family law attorney, Kristen, and had a similar meeting with her. After those initial conversations, I made sure to follow up. I sent a quick email thanking them for their time, and then I added them to my contact management system (I use Constant Contact). Every holiday, and about every 10 days, they receive an email from me—some are simple greetings, others highlight how an appraisal can benefit their clients during the family law process.
Fast forward to now: Michael recently started sending me referrals—two in just the past couple of weeks. It took less than a year, but the consistent follow-ups and staying on his radar paid off. As for Kristen, she just sent me my first referral this week. But even before that, she had already introduced me to several other attorneys, expanding my network even further. One coffee meeting led to multiple connections, which are now turning into actual business.
The key takeaway? You can’t expect instant results. Building trust takes time, and people need to feel confident in referring you to their clients. This is why you need to make networking a habit. Set a goal to connect with at least one new person every week—whether that’s an attorney, a real estate agent, a CPA, or any other professional who might need appraisal services. Schedule a coffee, a lunch, a Zoom call—whatever works. Then, follow up. Add them to your contact system, check in periodically, and stay visible.
It won’t happen overnight, but if you stay consistent, referrals will come. And when they do, all that time and effort will have been well worth it.
If you would like to learn more about networking and marketing, please visit the Appraisal Referral Network at ReferAppraisals.com . We have both free and paid memberships to suit whatever needs you have.
