Pick your next sales role like a VC | Frank Pastirchak (Sales Director, Reggora)

In this episode, I sit down with Frank Pastirchak, National Sales Director at Reggora, to break down what selling into mortgage, banking, and real estate actually looks like when deals are long, complex, and heavily relationship-driven. We get into how Frank thinks about timing in volatile markets, what changes when budgets freeze, and why the best reps in proptech don’t just sell well, they evaluate companies and career moves like investors.We also talk about how Frank vets startups before joining them, why he brings trusted customers into the interview process to test whether a product is real or just “smoke and mirrors,” and how relationships compound over time inside one vertical. Frank shares why he rarely has to apply for jobs, what he looks for in his first 90 days at a new company, and how small thoughtful gestures inside an organization can make a huge difference when it comes to getting deals done.TOPICS WE COVERWhat mortgage and proptech sales cycles actually look like, including deal length, buyer personas, and stakeholder complexityHow Frank evaluates new sales roles like a VC or private equity investorWhat to ask in interviews to figure out whether a startup really has product-market fitThe biggest career mistake AEs make: making emotional decisions too quicklyHow downturn selling changes when budgets freeze and ROI becomes the whole pitchWhy a downturn can actually be the best time for a company to replace technology and take market shareHow strong relationships in one niche can lead to opportunities without ever applying for jobsABOUT THE GUESTFrank Pastirchak is the National Sales Director at Reggora. He has spent the past seven years selling in fintech and proptech, including roles as an Account Executive at Reggora and SimpleNexus (now part of nCino). Frank originally started as a BDR at Reggora and is now returning to the company after several high level sales roles across the space.LINKSConnect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about Reggora: https://www.reggora.com/