Behind the BROKER with Vy Tri Truong - Mortgage Professional In the latest episode of Behind the Broker (Ep. 46), we sat down with Vy Tri Truong, one of A Better Way’s top brokers and one of the most strategic minds in Canadian mortgage brokering. Vy brings a completely different perspective to the industry—one rooted in financial planning, fiduciary duty, and long-term thinking. As someone who identifies as a financial advisor first and a mortgage broker second, Vy is helping reshape what it means to truly serve clients in today’s complex lending environment. From his early struggles as a broker to his rise as a trusted advisor to families and investors, Vy’s story is packed with takeaways on how to build a sustainable, value-driven mortgage business. Whether you’re a new agent or a seasoned pro, this episode will challenge your assumptions—and likely change your approach. From Failure to Financial Fluency Vy’s first stint as a mortgage broker in the wake of the 2008 financial crisis didn’t go as planned. With limited leads, rate-focused conversations, and little traction, he eventually stepped away from brokering and took a role at Scotiabank. That experience gave him an inside look at the retail banking machine—where he learned first-hand how misaligned incentives and product pushing often came at the client’s expense. After roles at HomeEquity Bank and Manulife (where he helped launch inside sales teams and worked closely with financial advisors), Vy was ultimately let go—but that firing turned into a blessing. It led to a conversation with a financial planning firm that saw the opportunity to integrate mortgage strategy into comprehensive financial planning. Vy joined their team, became a licensed advisor, and re-entered the mortgage world with a new vision. Planning First, Mortgage Second Vy’s model begins with one core principle: strategy before structure. Every client conversation starts with a financial planning discussion. Vy digs into retirement goals, income needs, investment performance, and estate planning before making any product recommendations. “It’s not about the mortgage—it’s about what the mortgage is going to do for your life,” Vy says. From reworking pension income and recommending reverse mortgages, to restructuring real estate portfolios for tax efficiency, Vy’s approach is built on planning, not products. In one memorable example, he helped a couple retire by selling a single property tax-free through careful use of RRSP room, debt recycling, and investment planning. These are high-impact strategies rarely seen in day-to-day brokering. Doing the Right Thing, Even if It Costs You Vy is quick to turn away deals that don’t make sense for the client—sending them back to their bank if that’s the better path. He believes in treating every client like family, and always acting in their best interest. “We try to lose the deal before we do any work on it,” he says with a laugh. “If the rate is unbeatable, we send them there. But often, after a full planning session, they choose to work with us because they see the bigger picture.” This long-term thinking has earned Vy deep loyalty and multi-generational relationships with clients. And in a market increasingly driven by rate shopping and AI-generated “solutions,” it’s a powerful differentiator. Tools and Simplicity that Scale Despite the complexity of his client strategies, Vy’s tech setup is remarkably simple. He uses Trello for pipeline tracking, relies on email as his task list, and avoids paper altogether. Email summaries after every client meeting help him document conversations, maintain compliance, and build clarity for all parties. He also emphasizes eliminating jargon and picking up the phone when email threads get too long. “Clients don’t know mortgage terms, and they won’t ask,” he says. “Our job is to make things simple.” Health, Energy, and Seasons of Growth Vy shares openly about how the intensity of his work was impacting his health. Last November, he hired a personal trainer, committed to a strict weekend fitness regimen, and completely turned things around. The results? Better focus, more energy, and renewed mental clarity. He also talks about the natural “seasons” of this business—times to push hard, and times to rest. “Give yourself grace. This isn’t forever,” he reminds brokers navigating burnout. Training, Mentorship, and Giving Back Vy has built a reputation within ABW for his generosity in sharing knowledge. His internal training session on financial planning for brokers is still one of the most-watched in the organization’s history. As someone who struggled to find support early in his career, Vy now actively mentors newer brokers and even helped ghostwrite DLC’s original Getting Started Right guide. His advice for newcomers? Learn by doing, find a mentor—or better yet, ask to work for free on real deals. “Ten files will give you six months of experience,” he says. Why Vy Chose ABW After working with ABW as a lender rep, Vy saw a group that operated with transparency and integrity—refusing volume bonuses, trip incentives, or hidden spreads. When he returned to brokering in 2020, he knew exactly where he belonged. “These guys were the real deal. I told them if I ever got back into brokering, I was coming here. And I did.” Final Thoughts Vy’s story is more than just a comeback—it’s a blueprint for doing business the right way. It’s proof that when you lead with strategy, serve with integrity, and build with the long game in mind, success takes care of itself. He reminds us that brokers don’t just sell mortgages—we build lives. And by anchoring in planning, education, and empathy, we can help clients reach outcomes they didn’t think were possible. Why You Should Listen This episode is an unfiltered look into how a broker can transcend the rate game and become a trusted financial strategist. Vy Tri Truong blends the worlds of lending, planning, and client advocacy into one seamless model—and generously shares how others can do the same. Whether you’re a new agent or a seasoned pro, this episode will challenge you to raise your standard, rethink your approach, and rediscover the deeper value we can deliver as brokers. If you’re serious about evolving with your clients and growing your business in any market, you won’t want to miss it. For weekly market updates, sign up for the ABW Tuesday Mortgage Memo . If you’re a broker considering a network change or looking to grow, reach out to us to explore how we can support your success.