When they feel your heart, when they feel you really connect with them on a deep level — then your objections start to matter, start to carry weight,” says Mark Smith, an Account Manager at Fairway Wholesale Lending. Deploying empathy, connecting with clients, and solving problems are what the mortgage industry is all about. Learn from the best on the newest episode of Ignite Broker Connect. Join the round table discussion with Ignite EVP, Steve Walker and Fairway Wholesale Account Managers, Jason McIlvain & Mark Smith as they share some of the best sales tips and best practices to level up your business!