The appraised value of a home is not the market value. Not even close. If you’ve been relying on appraisals to set expectations, justify prices, or steer the deal — you’re already losing.

You could get three different appraisals on the same house and end up with three different numbers. And don’t even get me started on refinance appraisals — they belong in the trash can.

If you’re an agent who wants to stop getting steamrolled by low appraisals, you need to understand what they are (and aren’t), how to take control of the narrative, and how to protect your clients — and your commission — from the myth of the “official” value.

Appraisals Are Not Reality. They’re Just an Opinion.

An appraisal is a licensed opinion — that’s it. It’s not gospel. It’s not a guarantee. It’s not even a consistent measure.

The value depends on:

• Which comps the appraiser chooses to use.
• What time of day they show up.
• Whether they had a fight with their spouse before they walked into your client’s home.

It’s a flawed system, and if you treat it like truth, you’re setting your clients up for disappointment — and yourself up for conflict.

Smart agents know this. They anticipate it. And most importantly — they prepare their clients for it.

The Purchase vs. Refi Appraisal Game

Here’s a dirty little industry secret: Refinance appraisals are often inflated. Why? Because the lender doesn’t want to kill the deal. They want that loan closed.

Purchase appraisals? Whole different story.

Now you’ve got third parties in the mix. The appraiser has no skin in the game and doesn’t care if your deal goes through or not. In fact, some of them seem like they enjoy torpedoing transactions just to flex their authority.

You must educate your clients on this distinction. Don’t let someone with a clipboard and a license destroy your deal because you didn’t set expectations.

If You Don’t Go to Bat, They’ll Strike You Out

This is where the amateurs get smoked. They get a low appraisal and think they’re stuck.

If you’re serious about getting top dollar, you better be ready to go to war for your client. That means:

• Meeting the appraiser at the property with a folder of hand-picked comps.
• Highlighting upgrades the appraiser might miss or undervalue.
• Explaining the strategy behind the listing price — especially if it generated multiple offers.

You can’t just hope the appraiser “gets it.” You have to make sure they do.

Appraisals Are Anchors… If You Let Them Be

You know what really screws agents over? They let the appraisal become an anchor in the buyer’s mind. Once that number hits paper — whether it’s high or low — it becomes the truth in the client’s eyes.

But here’s the move: Get out in front of it. Teach your buyers and sellers that the appraisal is one data point, not a commandment from heaven. Show them how market conditions, buyer demand, and strategic exposure (like target marketing) are what really drive value.

You’re a Market Expert. Act Like It

If you want to compete in this market — and I mean really compete — you need to be the one educating, advising, and controlling the narrative.

Otherwise, you’re just cleaning up messes and losing commission.

Smart agents:

• Price homes based on real-time market behavior — not just the last 3 sales.
• Explain appraisals upfront so clients aren’t blindsided.
• Fight for their listings with data, comps, and confidence.
• Know how to create perceived value that an appraiser can’t always quantify.

Be that agent — or be forgotten.

If you’re tired of losing deals to low appraisals and want to learn how to take control of every transaction, you need to be on Greg Luther’s radar.

Join My Priority List at www.gregsprioritylist.com

You’ll get an exclusive sneak peek of my upcoming documentary, Real Estate Rescue, and access to powerful free trainings and upcoming live events that’ll sharpen your edge and make you the go-to agent in your market.

This industry rewards bold, confident agents who back it up with results. If that’s you — don’t wait. Join now and take the first step toward never getting pushed around by an appraiser again.

To your unstoppable success,

Greg Luther