by John T. Bosworth, MAI, SRA

When asked to complete certain assignments, I am often amazed when a client suggests the methods that I should use, or the format that I should follow. While the client may want me to consider an income approach for a duplex, I may have the knowledge that another approach may be necessary for my results to be believable. I may still include the approach the client suggests, but selection of the necessary approach, or approaches, is my decision. It is my call. It is why they hired me. I am in the driver's seat here. I am in charge. I am the appraiser!

Is anyone listening?

Unfortunately, some do not view the appraiser as having such authority. And it is sad that appraisers are told what to do, how to do it, and how to deliver it. Some practitioners truly believe that their client can dictate the degree of work needed to solve the problem. This client-directed approach has become normal practice for some. Do as the client wants and all will be well. So, what is the problem?

Scope of Work remains a misunderstood concept to many. In USPAP classes, I hear Scope of Work explained as "we have always done that." Yet, I often get calls from appraisers that do what their clients tell them. The underlying theme to the Scope of Work is, in fact, that the appraiser has the ultimate responsibility to develop a minimum scope of work.

Now, repeat three times: I am in charge.

Good. You are already feeling empowered.

But what about those assignments that require only a minimum of work? In the past, appraisers felt safe if they delivered massive documents with research and analyses that went far beyond what the client really wanted or needed. And the proud deliverer of the five pound report would say "of course, that is our minimum work product. Pretty impressive, huh? Did you see that zoning ordinance in the Addenda? And how about those glossy maps?" Then a wise appraiser finally asked the obvious question: "do we really need to do all that?" Hmmm. "But that is the way we have always done it."

Meeting the client's needs is often misinterpreted as the appraiser meeting the client's desired outcome. If a client simply wanted to know the market rent for a duplex or drug store, does that imply that an income approach is necessary? No. But perhaps an appraisal of the subject's market rent is necessary.

Envision this odd illustration: One morning, you wake up with chest pains. You meet with your doctor and describe to her your pain. She asks to run some tests, check your vitals and try to diagnose your problem. But you insist that none of that is really necessary. All you need is some blood thinner and some pain medication and you'll be fine. Yet, she pleads that this work is necessary for a proper diagnosis. You get irritated, leave her office and eventually find a doctor who writes the prescriptions. His name would be Dr. Seuss, I think.

Your heart attack began when you were on your way to get the prescriptions filled.

Professional advice should be given by a professional. The recipient of such advice should take heed.

Be that professional.

John Bosworth, MAI, SRA
Man-in-Charge