A lot of appraisers say they need to do more networking.
Usually what they mean is they need to meet more people, attend more events, connect with more people on LinkedIn, or collect more business cards.
But that is not really the goal.
The goal is to build relationships with people who actually know what you do, trust you, and think of you when someone needs an appraiser.
That is a big difference.
I recently read a Forbes article by Rekha Thomas titled “Guide To Strategic Networking: How To Build Connections, Not Just Contacts.” One of the main points is that networking should be measured by the quality of your relationships, not the size of your contact list.
That idea applies perfectly to appraisers trying to grow non-lender work.
You probably do not need another 500 LinkedIn connections.
You need 20, 30, or 50 people who actually remember your name.
Start Before You Need the Referral
One of Thomas’ recommendations is simple: build the relationship before you need something.
This is where a lot of appraisers get networking backward.
They call an attorney when they want attorney work. They contact a real estate agent when business is slow. They reach out to an accountant because tax season is coming.
That feels like prospecting because it is.
Instead, start talking to people when you do not need anything from them.
Send an agent an article about a market trend in their area. Congratulate an attorney on an award. Introduce an accountant to someone who might be useful to them. Answer a valuation question without immediately turning it into a sales pitch.
You are putting deposits into the relationship before asking for a withdrawal.
And yes, sometimes you will help someone and get absolutely nothing in return.
That is networking.
Look for Common Ground
Thomas also recommends finding shared interests.
This does not have to mean discovering that you both love golf, IPAs, or arguing about property taxes.
Professional common ground works too.
Maybe you and an estate attorney both deal with complicated inherited properties. Maybe an agent works heavily with divorce clients. Maybe a financial planner regularly advises clients with substantial real estate holdings.
Those shared problems create natural conversations.
Instead of saying:
“Hi, I am an appraiser. Please send me referrals.”
You can have an actual conversation about the clients and problems both of you deal with.
That is a much easier relationship to build.
Quality Beats Quantity
This may be the biggest lesson.
You do not need to know everybody.
You need the right people to know you.
An attorney who sends you four assignments a year is more valuable to your business than 1,000 people scrolling past your LinkedIn posts.
A real estate agent who trusts you enough to bring you into difficult pre-listing situations can become a referral source for years.
A CPA who understands that you handle estate and date-of-death work can keep your phone ringing without you spending another dollar on advertising.
Spend more time developing those relationships instead of constantly chasing new ones.
Stay in Touch Without Being Annoying
Thomas recommends creating regular touchpoints with your network.
For appraisers, this does not need to be complicated.
Maybe you send an email every few months.
Maybe you grab coffee twice a year.
Maybe you comment on their LinkedIn posts.
Maybe you invite them to lunch.
Maybe you send them something useful when you come across it.
The point is simply to stay visible.
Because referrals often come down to timing.
Someone may know three appraisers. When a client suddenly needs an appraisal, who gets the call?
Usually the person they remembered first.
If they have not heard from you in three years, that probably will not be you.
Make It Easy for People to Refer You
Another great point from the Forbes article is to make it easy for people to help you.
This is huge for appraisers.
If someone asks what kind of appraisal work you do and your answer is:
“Pretty much anything.”
You are making their job harder.
Be specific.
“I specialize in divorce, estate, pre-listing, and other private appraisal assignments in the Chicago area.”
Now someone knows exactly when to think of you.
The easier you make it for someone to describe what you do, the easier it becomes for them to refer you.
Your website, LinkedIn profile, Google Business Profile, email signature, and even your elevator pitch should reinforce that message.
Nobody should need to conduct an investigation to figure out what kind of work you want.
Your Network Should Work Both Ways
The strongest referral relationships are not one-sided.
You should be asking yourself:
Who can I introduce this person to?
What information could help them?
How can I make them look good in front of their clients?
Where can I send them business?
That is how you stop being another vendor asking for referrals and start becoming part of someone’s professional network.
And when you become useful to people, they tend to remember you.
Funny how that works.
Build Connections, Not a Collection
Thomas concludes that strategic networking is about depth rather than breadth, and I think that is especially important for appraisers.
You do not need to become a networking machine.
You do not need to attend four events every week.
And you definitely do not need 10,000 LinkedIn connections.
Start with the people already around you.
Pick a handful of agents, attorneys, accountants, financial professionals, past clients, and other appraisers.
Stay in touch.
Help them when you can.
Learn what they do.
Make sure they understand what you do.
Then keep showing up.
That small group of real relationships can produce far more appraisal work than a giant database full of people who barely remember meeting you.
Your network is not the number of people in your phone.
It is the number of people who would actually answer when you call.
So take a look at your own network. Are you collecting contacts, or are you actually building relationships?
And if you are an appraiser looking to grow your non-lender business and build more referral relationships, join the Appraisal Referral Network at referappraisals.com.
