As Warren Miller describes them, on-site interviews are "the most underappreciated, underutilized, and overlooked phase of the valuation process." As fundamental as interviews are to the valuation process, it's hard to argue with either their importance or their relative obscurity when compared to more "glamorous" or "cutting edge" valuation techniques. Indeed, Miller describes the information gathered from metrics, ratios, and other valuation tools as "effects" whose "causes" can most easily be obtained from on-site interviews: "If we can't explain [aberrant metrics], we don't really understand what we're valuing, and we will get the valuation right purely by chance."
In "Using Onsite Interviews to Uncover What Really Matters" Miller leads an in-depth discussion of what every appraiser must know to make their on-site interviews as efficient and informative as possible. From properly timing the interview to asking the right questions of the right personnel, this teleconference is a necessary examination of one of the most essential parts of the valuation process. You may think you know how to conduct an interview, but now it's time to find out for sure.
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