Under Pressure

As appraisers, we’re constantly navigating various forms of influence and pressure (Cue Under Pressure by Queen) Whether it’s a lender pushing for a quick turnaround, an agent trying to nudge you toward a contract price, or the pressure to keep the business flowing, it can be tough to manage. This week, I want to discuss how to handle situations where a client attempts to influence or pressure you, and share how I personally deal with these challenges.

I’m currently working on a couple of divorce assignments for a new family law attorney. This is probably my third or fourth assignment with their office. The cases involve two houses—one occupied by the husband and the other by the wife. During our conversation, the attorney mentioned, “I need the husband’s property value to be high and the wife’s to be low.” 

Now, some appraisers might see this as unacceptable and choose to withdraw from the assignments, which is entirely valid, and I support that decision. However, I take a different approach. I see this as an opportunity to educate my client to prevent future misunderstandings. I explained to the attorney that my role is to remain independent, impartial, and objective. The market data will dictate the values, and it’s not my job to ensure that the results favor their client. If they’re looking for an appraiser who can be influenced, that’s not me. 

I didn’t worry about how the attorney might react. If they decided to find a new appraiser, I would simply add them to my “Do Not Accept” list. But if they understood my stance, we wouldn’t face this issue again. In this case, the attorney accepted my point, and we moved on.

I apply the same approach when dealing with one spouse who might be standoffish because I was hired by the other. I make it clear that I’m independent and the value will fall where it may, whether it benefits them or their ex. This usually helps open up the conversation.

As appraisers, we’re always the neutral party, and it’s our responsibility to rise above any pressure to maintain our independence, impartiality, and objectivity. Often, clients may not fully understand what an appraiser does or what’s appropriate to say during the process. It’s up to us to educate them on what is and isn’t acceptable. So, the next time a client or customer tries to influence you, how will you respond?

If you’re interested in connecting with local appraisers and generating additional income, consider joining the Appraisal Referral Network at ReferAppraisals.com—membership is free. Additionally, if you’re looking for practical strategies to grow your non-lender business and break free from lender pressure, we’re here to support you.

Dan Lindeman

Appraisal Referral Network

ReferAppraisals.com