Last month, NAC Inner Circle Appraiser Success Business Development and Education Newsletter came in a different envelope. It was sent in the envelope we use to promote our nationally syndicated radio show Value This with Brian and Leon. This envelope is a small part of the four-step marketing process, which are the same four steps […]
Why You Need the Digital Version of The 2018-2019 USPAP Manual As you know, The Appraisal Foundation (TAF) recently released the 2018-2019 version of the Uniform Standards of Professional Appraisal Practice. Every two years they publish a new edition. Naturally, like all responsible appraisers we buy a copy, just like you do. I love the […]
Leon and I both have close associations with Wal-Mart. Wal-Mart was one of my favorite corporate consulting clients. I provided Wal-Mart with a good deal of organizational performance and financial consulting for executive management for many years. Although Wal-Mart has gone through some major changes in the past few years, it still is a […]
How Do Appraisers Say “Thank You?” Most appraisers thank every customer and client for their business. Many send a short note on the invoice. Some send a thank you note. A few reach out by phone with a follow-up call. The most successful and profitable appraisers however go the extra mile and send a thank-you […]
An appraisal proposal is not only a narrative explanation of what you will do for your prospects, but it also helps them understand WHY they must have it done, and why it must be performed by you. The typical proposal only spells out the steps, procedures, and the cost of an engagement. A winning appraisal proposal goes beyond […]
A complaint is an opportunity to better serve your appraisal clients. Don’t blow the chance to make things right. You can create a client for life, or deal with ‘bad press’ forever. Use the L.E.A.R.N. Technique to Resolve Client Complaints and Concerns LISTEN: Close your mouth and listen. DO NOT INTERRUPT!! Let him or her blow off steam. EMPATHIZE: Take […]
Testimonials are great marketing tools. They are third party endorsements that have proven to be one of the most effective ways to turn a prospect into a client. But what if you don’t have a testimonial to share with your prospects? You can’t make them up, but you can ask for them. I am sure […]
Nancy and I don’t watch much TV, but we do enjoy ABC’s Shark Tank. The questions asked by the sharks are the same questions all business owners need to ask themselves about their own firms. There are always lots of questions about the value of the company. Every week the sharks ask about the cost […]
How to Stay out of Ethical Appraisal “Hot Water” As the former Chairman of the Ethics Committee for the International Society of Appraisers, I saw too many good appraisers end up in ethical and legal trouble. In almost every case, these nasty situations could have been totally and easily avoided. The negative results cost the […]
Start your year off right, with a 7-hour USPAP Class! Your Instructor, Leon Castner, is the former Director of Education for lSA, and an AQB certified instructor. Leon will provide you with a clear synopsis of the changes. He will lead a workshop-type interactive class that will be both educational AND entertaining. You’ll leave wondering […]