Welcome back to Lending Leadership: The Mortgage Pros, where we dive deep into what makes the mortgage and lending industries truly tick.

In today’s episode, we’re celebrating a milestone—our first-ever guest! We sat down with Will Eubanks, the founder and owner of EA Appraisals, to explore what genuine partnership looks like in our business and how one expertly executed cold call blossomed into one of our most dynamic and game-changing vendor relationships at HMA.

With us as always are your co-hosts Tom Mills and Robert Fillyaw, and for this special conversation, Will brings his unique perspective—not just as a business owner and appraiser, but as a truly embedded partner and friend to our team. We discuss everything from the nuts-and-bolts of appraisal management to the power of investing in people, the art of memorable business development, and lessons on building and scaling a high-touch company in a margin-driven industry.

We kicked things off by pulling back the curtain on Will’s backstory—how he took EA Appraisals from a scrappy local appraisal shop to a full-fledged Appraisal Management Company (AMC), licensed across 50 states and now nationally recognized for customer service and memorable branding.

We shared both sides of the story behind our partnership: the serendipitous (and skillful!) cold call that started it all, the difference between transactional relationships and true partnership, and why friendship and cultural alignment matter just as much as the business itself. Will detailed the importance of vendor relationships, and we dug into the challenges and opportunities that come with scaling up—how to maintain personal touches as your business grows, and what it really looks like to let your team shine.

We couldn’t help but talk about the standout marketing and “swag” that make EA Appraisals unforgettable—and why small touches like handwritten notes and quality merchandise make all the difference in a crowded, commoditized space.

Will also opened up about the real work of work-life balance, the significance of being present with family, and how personal values drive his team culture and his client relationships.

5 Key Takeaways:

1. The Power of the Cold Call (and Persistence): Our entire business relationship with EA Appraisals began with a single, highly effective cold call. Will reminded us (and his own team) that old-school phone outreach—when done with intention and authenticity—can still be transformative.
2. What Makes a Partnership Truly Work: Investing in cultural alignment, consistent communication, and genuine friendship elevates vendor relationships into powerful partnerships. When issues arise, the right partner solves problems rather than making excuses.
3. Service Over Margins: Will’s approach of paying appraisers fairly and building close relationships with both appraisers and employees means higher quality and reduced friction—choosing “fast and well done” over “cheap,” even if it means compromising on margin for a better client experience.
4. Stand Out by Being Memorable: EA Appraisals’ commitment to high-quality, well-designed swag and handwritten notes makes a lasting impression—something that’s even extended their brand visibility to celebrities and the broader industry. Details and presentation set you apart.
5. Growth Through Empowerment and Balance: A key lesson in scaling: invest early in the right people and empower your team to take responsibility as the business grows. And, as Will vulnerably shared, balancing ambition with family and personal presence is a continual process, but ultimately, relationships—both in and out of the office—are the greatest source of pride and fulfillment.

Don’t forget to like, subscribe, and stay tuned for more conversations with the industry’s most authentic leaders. And if you’re struggling with appraisal challenges, take our advice and give Will Eubanks a call—you won’t regret it!

Robert, Tom, and Dave