In this episode, I sit down with Mike Brown, CRO at Gateless, to talk about selling AI in the mortgage industry, building lean revenue teams, and proving ROI in a heavily regulated market. Mike shares how Gateless is using AI and automation to do more with a smaller team, why mortgage lenders are slower to adopt AI than the conference hype suggests, and why AI products in lending have to be provable, compliant, and tied to measurable business outcomes.

We also talk about how Gateless stays focused on credit, income, and asset automation instead of trying to “boil the ocean.” Mike explains why buyers need to validate ROI for themselves, how Gateless has helped clients save 5–12 days between application and clear to close, and why the best salespeople are competitive, curious, willing to fail fast, and able to show a real desire to win. 

TOPICS WE COVER

•  How AI tools are helping smaller revenue teams do more with fewer people 
•  Why mortgage AI adoption is slower because of regulation, compliance, and hallucination risk 
•  How Gateless proves ROI through manual steps removed, client validation, and measurable time savings 
•  Why lenders should start with one or two automation problems instead of trying to solve every edge case 
•  How to separate real AI products from hype in mortgage technology 
•  What Mike looks for when hiring salespeople: competitiveness, curiosity, and the will to win 

ABOUT THE GUEST

Mike Brown is the Chief Revenue Officer at Gateless, a mortgage technology company focused on using AI to automate key parts of the lending process, including credit, income, and asset review. Before Gateless, Mike held sales leadership roles at companies including Dark Matter, Black Knight, and ACA Group. 

LINKS

Connect with me: https://www.linkedin.com/in/carter-armendarez/
Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/
Learn more about Gateless: https://gateless.com/