This is a real-world guide to understanding the loan process, credit applications, getting referrals, qualifying borrowers, credit scoring, underwriting, disclosures, and rate sheets. This book will help the mortgage broker bridge the gap between the basic licensing exam information learned to pass the test and the real-world lending techniques. Educated mortgage brokers understand that each consumer has individual needs and there is no one particular mortgage that is good for every client, every time. The education mortgage brokers receive by reading this book will help guide them when asking essential, qualifying questions of their clients.