[Sounding Bored is my semi-regular column on the state of the appraisal profession. This week I get woozy from getting beat up so much.]

Last month I was speaking in front of the loan officers of a local mortgage brokerage firm that we do some work for. We are not considered a favorite choice because of our reputation is less about the playing ball then it is about estimating a reasonable market value. We get very light, but regular volume of work from them and they are pleasant enough to deal with, but they clearly favor a competitor by giving them heavy volume because their orientation towards better “service.”

I remember a specific question by one of the mortgage reps posed to me at the meeting that sort of threw me for its brashness. It went something like:

>Jonathan, assuming that there is a range of gray in valuation, how high in the range would you be willing to go to make the deal for us?

Although this is probably always in the back of every mortgage broker’s mind when ordering an appraisal, the audacity of being so blunt and open, made the room go quiet.

I didn’t have an answer, other than:

>I understand what you are saying, but we can only provide what we feel to be a reasonable estimate of market value, supported by facts.

I ran into this loan officer a few weeks later at a holiday party and he chuckled as he recapped the situation and replied that he knew I gave the only proper ethical answer I could and he enjoyed seeing me try to answer it.

Apparently he didn’t understand how the question made him look in front of his peers. At the end of the day, I don’t need (or want) more work from someone like that and I resent the fact that our profession is placed in this position every day …play ball or die.

The irony here is that the profession is even more important now for assessing collateral as the market weakens. Perhaps there is a remote possibility that lenders will start to have a more critical eye in their need to understand what the real value of a property is. They just need to ask why [appraisal reviews nearly always turn up inflated first appraisals [SCS]](http://www.santacruzsentinel.com/archive/2007/January/21/biz/stories/02biz.htm) that were done for wholesale lenders (mortgage brokers).


  1. WestCoastCommAppraiser January 22, 2007 at 12:33 am

    Jonathan–As a commercial appraiser, my pet peeve is the dealmakers who, in the review process, make very specific instructions as to what they think value or market rent should be…and they communicate these instructions by email. To the extent that I might be willing to be somewhat flexible within the “gray zone”, these emails put me in an awkward position. Don’t they read the papers?!

  2. TheHomeAppraiser January 22, 2007 at 2:32 am

    At least he did not say “I don’t pay for appraisals that don’t come in to value.” or “All of my good appraisers call me before sending the report if the value is going to be low, you should have called me so I would only have to pay a trip fee.” like the criminals here in Portland, Oregon do. Oh, that’s right these statements from mortgage brokers aren’t a crime yet.

  3. martin tessler January 23, 2007 at 4:51 pm

    Jonathan-I am reminded of the comment by John White, MAI, CRE and the former CEO of Landauer Associates back in the 70’s-early 90’s who said that in a buy/ sell situation the seller was entitled to his end of value and the buyer was entitled to his respective end which would imply that value is more of REASONABLE RANGE than it is a single number. It thus begs the question-if +/- 10% range is reasonable does not the underwriting become the critical factor in the lending process rather than the appraisal (i.e. could the loan be based on 70% LTV rather than 75 or 80%)?

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