Getting your client approved feels like a win, but you know the job isn’t over yet.
The critical stretch between conditional approval and settlement is where deals can stall, borrower confidence can dip, and unnecessary delays creep in. This “grey zone” is where brokers have the most to gain or lose.
The critical stretch between conditional approval and settlement is where deals can stall, borrower confidence can dip, and unnecessary delays creep in. This “grey zone” is where brokers have the most to gain or lose.
The pitfalls:
- Conditions precedent: Missed documents, unclear financials, or misinterpreted terms can stall momentum.
- Borrower confusion: Clients often assume approval = cash in the bank. If they don’t understand the contract, their trust in the process takes a hit.
- Timing traps: Without clarity on settlement timelines, opportunities can vanish — and so can client confidence.
Broker advantage:
Here's where you shine
- Set expectations early – walk your clients through what conditional approval really means.
- Simplify the contract – highlight key clauses in plain language before questions arise.
- Stay close – be the steady voice that keeps the client engaged while paperwork moves.
Why it Matters:
Brokers who guide clients through the approval-to-settlement stage not only protect deals but build long-term trust. It’s the difference between being seen as a transaction handler or a true business partner.
Chief Legal Officer Matt Bogliss explains “Terms and conditions aren’t just ‘fine print’ to skim over. Quite the opposite — they’re the rules that shape how all parties interact, outlining rights and responsibilities on both sides. If these aren’t properly understood, it can create unnecessary confusion and lead to difficult conversations later.
Clarity is everything. Taking the time to work through the meaning and practicality of the key details in a loan facility ensures everyone knows what’s expected of them. It also builds trust and transparency, setting the stage for a far more positive experience all round.”
Approval isn’t the finish line, settlement is. Own the grey zone, and you’ll protect your deals, strengthen client confidence, and keep your pipeline moving forward.
Chief Legal Officer Matt Bogliss explains “Terms and conditions aren’t just ‘fine print’ to skim over. Quite the opposite — they’re the rules that shape how all parties interact, outlining rights and responsibilities on both sides. If these aren’t properly understood, it can create unnecessary confusion and lead to difficult conversations later.
Clarity is everything. Taking the time to work through the meaning and practicality of the key details in a loan facility ensures everyone knows what’s expected of them. It also builds trust and transparency, setting the stage for a far more positive experience all round.”
Approval isn’t the finish line, settlement is. Own the grey zone, and you’ll protect your deals, strengthen client confidence, and keep your pipeline moving forward.
Download the Broker Deal Flow Check Sheet to streamline your business loan applications:
Broker Deal Flow Check Sheet
Broker Deal Flow Check Sheet
Ready to move a deal forward?
Check out the Partner Hub or contact your BDM today.
