How to Sell Software in a Heavily Regulated Industry | Nina Hein (Homebot)

In this episode, I sit down with Nina Hein, Director of Growth for the title vertical at Homebot, to talk about what it actually looks like to sell technology into real estate, mortgage, and title. Nina shares how she went from being a Homebot user to becoming the company’s first inside sales rep, eventually moving through customer success, strategy, leadership, and now back into an AE role focused on title companies.We get into why title may be more tech-forward than people think, how regulated industries evaluate new software, and what reps should understand before selling into title executives. Nina also breaks down how she prepares for discovery calls, how Homebot thinks about sales cycles across individual, SMB, mid-market, and enterprise segments, and why patience matters when selling a product tied to long-term retention and relationship building.TOPICS WE COVER How Nina went from real estate administration to becoming Homebot’s first inside sales rep  Why career growth is not always a straight climb up the ladder  How title companies are thinking about technology, AI, fraud, compliance, and staying relevant after the closing table  Why the best discovery starts before the discovery call  How Homebot handles objections around time, data, adoption, and ROI  Why phrases like “say more about that” can turn a demo into a real conversation ABOUT THE GUESTNina Hein is the Director of Growth for the title vertical at Homebot. She has been with Homebot for eight years and has held roles across sales, customer success, strategy, leadership, and account executive functions. Before joining Homebot, Nina worked in the real estate industry in administrative and transaction coordination roles, giving her a unique perspective on the buyers, partners, and customers Homebot serves. LINKSConnect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about Homebot: https://homebot.ai/