_Commercial Grade is a weekly post by John Cicero, MAI who provides commentary on issues affecting real estate appraisers, with specific focus on commercial valuation. Today John talks about the art of appraisal review._

_Disclosure: John is a partner of mine in our commercial real estate valuation concern [Miller Cicero, LLC](http://www.millercicero.com) and he is, on Thursdays, one of the smartest guys I know._ …Jonathan Miller

I used to wear the bank review appraiser’s hat. I spent my days pouring over appraisal reports prepared by the bank’s external consultants ([remember they are not vendors](http://soapbox.millersamuelv2.wpenginepowered.com/?p=204)) and if something was wrong, or unclear, or illogical..or if I just didn’t agreeI would pick up the phone to discuss it.

Reviewing the work prepared by a peer is not easy, particularly if you believe something should be changed. As a banker you need to be careful not to exert influence on the appraisal, at the same time that you’re trying to get the appraiser to see things _your way._ This is a skill, quite unlike the skills required by a fee appraiser. You need to be tactful, and diplomatic. (talking down to the appraiser who prepared the report as if he was a moron is probably not the best approach).

Having been there, I often cringe at the poor _bedside manners_ of some bank reviewers. So to those who need a little polishing I offer these tips:

* Start with something positivesurely there was something that you liked about the reportthe pictures?
* Be open-mindedrecognize that there may be more than one way to solve the “appraisal problem”this is part art, remember?
* Acknowledge the effort that has already gone into the appraisal, and that whatever you are asking for will take even more time.
* Differentiate between a major valuation issue and a small compliance issue. (Say something like”I know this is minor, but the regulators have told us”)
* Don’t expect the appraiser to remember all of the details of the appraisal that you’ve had on your desk for four weeks as soon as you get him/her on the phone. Agree on when the appraiser will get back to you with answers.
* Most importantly..be pleasant! Remember, you attract more flies with honey than with vinegar (..or something like that!)

_[OMG, did he really use that honey/vinegar quote? -ed]_