Dave: I hear some iteration of this complaint often. Without knowing the details of the files in question, the answer typically boils down to these two very important points:

• If the underwriters are changing your calculations that often, then you probably need more training in this area. These days, the majority of borrowers have a complex income history, rather than straight salary. Overtime, part-time jobs, bonuses, self-employment, rental income, and job gaps are all examples of income histories which can provide complications. In this regard, you should become as adept as the underwriter in calculating variable and other complex income situations. In other words, be the underwriter.
• Even if you are an expert and using automated income calculation programs, there will always be differences in opinions. For example, in a rising variable income situation, can you use an 18-month average, rather than a 24-month average? That is why it is important for you to be able to run scenarios by your underwriting department upfront. Determination of income weeks into the process is too late.

Dave Hershman is Senior VP of Sales of Weichert Financial and the top author in the mortgage industry. Dave has published seven books, as well as hundreds of articles and is the founder of the OriginationPro Marketing System and Mortgage School – the online choice for expert mortgage learning and marketing content. His site is www.OriginationPro.com and he can be reached at This email address is being protected from spambots. You need JavaScript enabled to view it..