Why You Should Be Selling in Person | Suzy Djilas (Arcasa)

In this episode, I sit down with Suzy Djilas, Enterprise Account Executive at Arcasa and former Director of Sales at nCino, to talk about what it takes to build trust and sell effectively in the mortgage industry over the long haul. Suzy shares how her 35-year career has evolved alongside the industry, from a highly manual, relationship-driven business to a more tech-enabled one, and why the fundamentals of credibility, honesty, and face-to-face connection still matter just as much as ever.We also get tactical on sales. We talk about the difference between selling mortgage technology and selling a financing product tied directly to borrower outcomes, how to introduce a product that feels new or unconventional, and why in-person meetings still create an advantage in mortgage sales. Suzy also explains why she left leadership to go back into an individual contributor role, what she loves about winning over skeptical buyers, and the mindset that has helped her stay successful for decades.TOPICS WE COVER Suzy’s 35-year journey in mortgage, from Chase to Ellie Mae to nCino to Arcasa  The difference between selling mortgage software versus selling a financing product tied directly to helping borrowers get into homes  How to pitch a product that feels new or unconventional to lenders, and what has to happen for adoption to click  Why Arcasa leads with down payment assistance rather than “solar,” and how Suzy reframes the conversation around borrower outcomes  The role of credibility, honesty, and long-term relationships in overcoming objections and getting lenders to take a smaller company seriously  Why face-to-face selling still matters so much in mortgage, including reading the room, handling doubt in real time, and building trust faster in person  Why Suzy moved from a Director of Sales role back into an AE seat, and what she missed about owning the full sales process  How to turn a skeptical buyer into a champion by asking better questions and staying in the conversation  Suzy’s advice for salespeople on honesty, persistence, believing in your product, and treating “no” as “not yet”  Why conferences are less about instant leads and more about warm introductions that open doors to the right stakeholders ABOUT THE GUESTSuzy Djilas is an Enterprise Account Executive at Arcasa. Prior to that, she was Director of Sales at nCino and has spent more than 35 years in mortgage technology and lending, with prior experience at companies including Ellie Mae and SimpleNexus. Throughout her career, she has focused on helping lenders improve performance through technology, process optimization, and borrower-focused programs that expand access to homeownership. She is known for her deep industry relationships, strong sales leadership background, and track record of driving growth, adoption, and trust across the mortgage ecosystem.LINKSConnect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about Arcasa: https://www.arcasa.io/