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The local arm of the law: Getting involved in expert testimony; Referrals carry a lot weight in a field that may only have a handful of lawyers specializing in a given locality.

Article Excerpt
Branching into litigation work is not always planned. Terrie L. Tasch-Sensing, MAI, Woodstock, Ill., was informed about her first courtroom appearance when she received a subpoena in the mail concerning an appraisal that she had performed. Was she nervous? Of course she was. "I didn't know what to expect," she said. Before going to trial her more experienced partner offered her some sage advice: "Take a couple of PeptoBismol," he advised.

Not all appraisers have to begin their work in litigation with an upset stomach, however. There are many proactive steps that one can take to prepare and make litigation a part of their business. There are many specialties that can serve not only to diversify your practice but also to provide an avenue for gaining experience as an expert witness. Business valuations, condemnations, divorce, estate and title insurance claims are some examples of valuation fields that involve litigation. An appraiser can solicit business directly or forge a relationship with a mentor already established in that particular field of litigation. These put appraisers on the road to gaining the experience and customer base necessary to make litigation a consistent part of their business.

Rounding Out Business

The need for diversification encouraged C. Daniel Breding, SRA, of Rocky Mountain Appraisal Services, Inc., Aurora, Cob., to begin soliciting legal business. After a crash in the real estate market, Breding put his name out and told colleagues and associates that he was available for litigation work. It snowballed from there. In part, this is because in litigation the appraiser is working directly with the attorneys involved in the suit. Referrals carry a lot of weight in a field that may only have a handful of lawyers specializing in a given locality. Lawyers, after all, will want to continue to work with appraisers they know will be prepared and able to articulate clearly for the jury.

This happened to C. Spencer Powell, MAI, of PGP Valuation, Inc., Salem, Ore., who said that good verdicts lead to more business. Once an appraiser has had a couple of good days in court, their reputation will begin to be known among attorneys. Powell had some good verdicts early on and since then his litigation business has increased so much that now half of his business comes from litigation. Gerald F. Hansen, MAI, of Hansen & Co., Inc., Hollister, Calif., adds that "a good relationship with attorneys doesn't guarantee constant business, but it does mean referrals."

Second, appraisers who can find the opportunity should work with a...

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