How to Be the Wholesaler They Never Forget

In Episode 5 of The Financial Wholesaler Podcast, Executive Scheduling Associates CEO Mitch Santala met again with Darren Cde Baca of DCB Strategies, and they tackled a hard reality: some wholesalers just aren’t memorable.

Think about the last time you ran into someone at a networking event who greeted you like a stranger, even though you’d spoken at length before. Or the friend-of-a-friend you’ve met multiple times but still can’t quite place. We’ve all been on both sides of that awkward moment, which is why it’s worth asking: what makes someone memorable?

Darren gives 10 actionable ways for a wholesaler to make a memorable impression on a prospective client. Surprisingly, one comes with an immediate ick factor.

Darren encourages salesmen and women to compliment their clients’ environments.

Ick.

We’ve all gotten an insincere compliment—something sickly sweet, hollow, and patronizing.

Ick, ick, ick.

But Darren and Mitch break compliments down to reveal the real advantage: being memorable.

Mitch says, “There’s a risk and reward to complimenting because sincere compliments go a long way to building trust,” and the two discuss how smarmy flattery can be detrimental to a relationship.

Then Darren chimes in, “But don’t forget…they set this office up to be seen,” highlighting that a client’s environment reflects their passions. And when you see something you genuinely connect with, ask about it, and get the client talking about himself.

In the end, Mitch and Darren remind us that memorability isn’t about products or theatrics—it’s about genuine human connection. When you notice what matters to someone, reflect it back with sincerity, and create a moment that feels real, you stand out.

Want to hear the rest of the conversation? Listen to the full episode of The Financial Wholesaler Podcast. Available now on Apple, Spotify, and YouTube.