When “Not Yet” Is the Best Advice: How a Mortgage Pro Turned Uncertainty Into Strategy
When “Not Yet” Is the Best Advice
How a Mortgage Pro Turned Uncertainty Into Strategy
Getting pre-approved is often seen as the natural first step in the homebuying process. But what happens when the borrower’s file isn’t ready? Should you push forward anyway, just to check a box—or hold off until the client can present a stronger application?
In a recent case, mortgage agent Arlen Ekstein found herself advising a client not to proceed with a pre-approval—at least not yet. Instead of delivering what the client thought they needed, she focused on what would serve them best in the long run.
Her insight? Sometimes the smartest advice isn’t how to get pre-approved—it’s when to wait, and how to use that time strategically.
🏡 The Situation: Solid Down Payment, Unclear Path Forward
Arlen’s client came in with a sizeable down payment—$250,000—and was looking to purchase a home valued around $850,000. At first glance, it looked like a textbook file: a large down payment, motivated buyer, and a clear budget.
But the numbers weren’t telling the full story.
The buyer’s income profile was more complex than expected, with a combination of sources that weren’t fully documented. Some of the income wasn’t consistent month to month, and other sources weren’t yet reflected in official statements or tax returns. From an underwriting standpoint, it was a fragile file.
Add to that a realtor who was eager to start showing properties, and you have a recipe for unrealistic expectations and potential disappointment down the line.
🚦 The Decision: Hit Pause, Not Panic
Rather than issuing a weak pre-approval or setting the client up for rejection at the lender level, Arlen decided to slow things down. She knew that giving a pre-approval just to satisfy short-term pressure could result in long-term damage—particularly if the buyer made an offer based on false confidence.
Instead, she positioned the pause as a strategic reset. The client needed time to strengthen their income documentation, clean up a few financial details, and better align their expectations with lender guidelines.
But she didn’t stop there. Rather than saying “no,” she shifted the conversation to:
“Here’s what we can do right now.”
💡 The Solution: Bridging the Gap with Tembo Financial
This is where Arlen’s experience and resourcefulness truly stood out.
Knowing the client had strong equity and motivation but couldn’t yet qualify conventionally, she brought Tembo Financial into the picture. Tembo is an alternative lender that specializes in short-term financing solutions—ideal for clients who are in transition, waiting on income documents, or working toward A-lender readiness.
Tembo can offer:
Bridge loans based on existing equity
Short-term second mortgages
Down payment assistance for purchase or refinance
Fast closings without the strict requirements of traditional banks
For this client, working with Tembo offered a real pathway forward—without risking their position in the market or their financial integrity.
🤝 The Realtor Factor: Leading with Professionalism
Another key aspect of this story was how Arlen handled the relationship with the realtor. The agent was understandably eager to get moving and wanted a pre-approval to support property showings. But Arlen didn’t cave under the pressure.
Instead, she communicated honestly and professionally:
“I understand the urgency, but issuing a pre-approval right now would do more harm than good. Let’s get the file where it needs to be, or work with a short-term lender who can actually support them at this stage.”
By managing expectations and offering a realistic plan, she not only preserved the relationship—she elevated her position as a strategic partner.
✅Pre-Approvals Should Be Strategic, Not Automatic
Arlen’s approach reminds us that not every client is ready for a pre-approval—and that’s okay. What matters is knowing when to wait, how to explain it clearly, and what tools you have available to support your client in the meantime.
Tembo Financial isn’t a fallback—it’s a forward-thinking solution for clients in unique situations. And brokers like Arlen who know how to leverage those tools bring more value, more trust, and more long-term success to their clients and referral partners.
📌 Final Thought
If you’re a mortgage professional working with buyers who are:
Self-employed
Waiting on income confirmation
Carrying non-traditional debt
Or caught between transactions
...don’t be afraid to say “not yet” on the pre-approval—as long as you can also say “here’s what we can do in the meantime.”
Because being a great broker isn’t about pushing paper. It’s about guiding clients to the right move—even if that means taking a breath before moving forward.
BOTTOM LINE
Not every buyer fits neatly into a traditional lending box—and that’s where true mortgage professionals shine. By recognizing when a client isn’t quite ready and offering creative, interim solutions like those from Tembo Financial, you build more than just deals—you build trust. The goal isn’t to rush a pre-approval; it’s to craft a strategy that positions your client for long-term success, even if that means taking a different path to get there.
Level Up Mortgages is a mortgage broker team focused on helping the self employed, new immigrants, non-residents, and investors, access best rate and alternative lending in Canada. We have been nominated for best up and coming broker in Canada in 2021 and have been on CTV News and various publications because of our education-first approach to helping you always stay a step ahead of the process. Reach out to us for access to our first-time buyer course or a mortgage strategy session.
See What You Qualify For Or Contact Paul To Get Your Pre-Approval.
Paul Davidescu (www.levelupmortgages.com)
Level Up Mortgages
604-809-3188
paul(at)levelupmortgages.com
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