One of the main tools I use when first talking with a client is "What are your goals with this purchase/refinance/etc? "  Some clients are looking to purchase their first home and the goal is to keep their payment as low as possible with as little down, where others may be to get the lowest rate and be willing to put more down.  For example, my client, Brian, was purchasing his first home and said he wanted to put 20% down.  After talking with him further his real goal was to see what would reduce his payment more, a larger down payment or buying his rate down.  We found after running several scenarios that in his situation putting 12% down and using a portion of his money to buy down the rate made a bigger impact on his payment and helped him keep his payment where it needed to be for his overall budget.  Having those conversations with my clients and helping them acheive their goals is what I call a successful transaction.