The next generation of mortgage professionals
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As the mortgage industry steps up, a new wave of brokers is offering advanced strategies, deeper planning, and a consumer-first approach that’s reshaping what it means to deliver real value
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The mortgage industry is changing.
Compensation is tightening. Files are taking longer to complete as compliance standards grow more rigorous. Technology is allowing lenders to cut costs, lower rates, and reach clients directly, while borrower retention has never been higher. And with inflation, rising taxes, and mounting debt loads, Canadians are looking for more than just a good rate. They’re looking for ways to get ahead.
For a growing number of brokers, that means rethinking their roles entirely.
“We realized that traditional brokering, focused on rates, approvals, and good service, just wasn’t enough anymore,” says Devon Noble, who runs a specialized team of agents at Tango Financial and has helped train dozens of agents on advanced-
Sean Smith and Devon Noble lead a specialized team of mortgage agents operating within the Tango Financial network. Their focus is on building planning-based mortgage businesses through strategy-driven mentorship, daily coaching, and hands-on support. Agents are trained to implement long-term strategies like the Smith Manoeuvre, Cash Flow Dam, and Debt Swaps, always in collaboration with CPAs and financial advisors. The team complements national learning resources like SMCS by bridging the gap with hands-on daily coaching. With a deep commitment to consumer protection, their model helps brokers deliver more value, build sustainable practices, and lead the industry forward.
“We only deliver these strategies in partnership with licensed CPAs and financial advisors. That’s non-negotiable. We stay in our lane and work together with financial professionals to build the right plan”
Devon Noble,
Jupiter Group
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Published January 19, 2026
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“The brokers that stand out in this space are the ones who combine education with structure and full-time coaching. That’s how you build planning practices that last and that protect the client”
Ryan La Haye,
SMSC
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planning strategies. “Consumers are facing bigger financial challenges than ever before. If we want to stay relevant, we must solve bigger, more complex problems.”
That realization sparked a shift in how some brokers now approach the business. Many are moving beyond transactional deals and into long-term strategies like The Smith Manoeuvre, Cash Flow Dam, and Debt Swaps.
While these advanced-planning strategies have been around for years, they’re now entering the mainstream in a big way.
“Our content on these strategies generated over seven million views in 2025 alone,” adds Sean Smith, Noble’s business partner. “While the industry grew by roughly 40 percent year over year, we saw a 76 percent revenue increase, largely because of our pivot to planning-based strategies.
“We’re now regularly working with high-income earners and private banking clients who tell us, ‘No one’s ever explained this to me before.’ That’s when you realize how big the gap really is and how uneven access to this kind of guidance still is.”
But while demand is growing, so are concerns. Especially around consumer protection.
The need for oversight in a growing field “This space is still the Wild West in many ways,” says Smith. “Too many brokers are trying to implement complex strategies without a deep understanding of them, proper oversight, or partnerships with CPAs or financial professionals.”
That’s a risk not just for clients but for the industry at large.
Which is why brokers like Smith and Noble are doubling down on education, compliance-first practices, and professional collaboration.
“We only deliver these strategies in partnership with licensed CPAs and financial advisors,” explains Devon. “That’s non-negotiable. We stay in our lane and work together with financial professionals to build the right plan.”
It’s a model that protects the consumer while still allowing brokers to play a meaningful role in long-term planning.
That role, for some, is expanding.
From education to execution One national resource helping lead the charge in this space is the Smith Manoeuvre Certified Professional (SMCP) designation, provided by the Smith Manoeuvre Services Corporation (SMSC). It has become a gold standard for brokers looking to build a strong foundation in advanced planning.
“We strongly encourage every agent or broker to start with SMSC – one of the most established standards for education and compliance – if you want to be an advanced planner,” says Smith.
But, as both leaders agree, knowledge isn’t enough on its own.
“What’s often missing is the daily support it takes to apply these strategies in real client conversations – with care, caution, and integrity. We chose to build our team in a way that mirrors the approach Ryan La Haye has successfully implemented in Quebec. His agents are widely regarded as some of the most knowledgeable and respected in the province, thanks to the high level of training, structure, and support he provides.”
That’s where their team model comes in.
Every new agent on the team completes a detailed business assessment. From there, they’re paired with an advanced-planning mentor for their first year and given a personalized business growth plan. They also receive daily coaching, live case reviews, and hands-on support to help them become confident in both strategy and building a successful mortgage brokering business.
“We’re not here to replace SMSC,” says Devon. “We’re here to complement them and bring their teachings fully to life.”
“The brokers that stand out in this space are the ones who combine education with structure and full-time coaching,” adds Ryan La Haye, COO of SMSC, who holds the trademarks to the Smith Manoeuvre Certified Professional Program. “That’s how you build planning practices that last and that protect the client.”
Shaping the future of the industry What began as a response to market pressure is now turning into a vision for the future of mortgage brokering. It’s one where advisors are equipped to help clients retire faster, reduce their tax burden, and build real wealth – not just secure a low rate.
While the strategy may be advanced, the core principle is simple: do what’s best for the client.
“Our mission is to help brokers deliver long-term value with professionalism, integrity, and a commitment to doing the right thing,” says Smith. “That’s how we move the industry forward.”
Why traditional advice falls short
Traditional
Planning-based
Focused on rate
Outdated advice
Weak client commitment
Mortgage-integrated wealth planning
Client commitment
CPA + advisor partnerships
Smith manoeuvre
Debt swap
Cash flow dam
Increase in advanced-planning strategies
7M views in 2025
Long-term strategies
Strategy video views
1M views on a single debt swap video
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“Our content on these strategies generated over 7 million views in 2025 alone. While the industry grew by roughly 40% year over year, we saw a 76% revenue increase, largely because of our pivot to planning-based strategies”
Sean Smith,
Jupiter Group
