How to Sell Tech to an Industry That Hates Change | Dewayne Starling (nCino)

In this episode, I sit down with Dewayne Starling, Strategic Relationship Manager at nCino and a 30+ year mortgage industry veteran, to talk about what actually matters when selling technology into mortgage. We get into why mortgage domain knowledge still gives sellers a major edge, what pure tech reps often get wrong when they try to sell to lenders, and why mortgage remains one of the hardest industries to change.We also break down where AI is actually creating value in lending versus where there’s still hype, why the cost to originate has risen so sharply, and how lenders can use technology to reduce friction without removing the human element borrowers still want. We close with Dewayne’s advice for mortgage bankers looking to break into fintech, plus why relationships and long-term industry compounding matter more than ever.TOPICS WE COVERWhy mortgage domain expertise gives sellers an advantage in mortgage techWhat pure tech reps often get wrong when selling to lendersWhy mortgage has historically been slow to adopt new technologyHow borrower expectations are changing the loan experienceWhy the cost to originate has risen so much over timeWhere AI is actually helping lenders today and where there’s still hypeHow to balance automation with the human side of the mortgage processAdvice for mortgage bankers trying to break into mortgage techWhy relationships compound over a long career in one industryABOUT THE GUESTDewayne Starling is a Strategic Relationship Manager at nCino, where he works with many of the top independent mortgage banking customers in the industry. He has spent more than 30 years in mortgage, with experience spanning loan origination, wholesale and correspondent lending, and mortgage technology.LINKSConnect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about nCino: https://www.ncino.com/