6 Gems to Closing the Sale
The Financial Wholesaler Podcast
In Episode 7, Mitch Santala is joined by Darren Cde Baca with to unpack the mindset and skillset behind truly effective sales conversations. From mastering the art of storytelling to understanding how people process information, Darren lays out six specific gems every wholesaler can use to build trust, add value, and secure the next meeting. You’ll learn how to: ✅ Use education as a tool to obligate future conversations ✅ Adapt your language to match how your advisor thinks - visually, vocally, or emotionally ✅ Show up with storyboards that make your value unforgettable ✅ Do...
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Maximizing Your Brand Through Personal Storytelling
The Financial Wholesaler Podcast
In Episode 6, Mitch Santala is joined by Kirk Wayman to explore why personal brand, not product, has become the true differentiator in financial wholesaling. As products and performance continue to converge, the conversation shifts to identity, value creation, and how the way you show up in the room ultimately determines whether you are trusted, remembered, and invited back. Through real-world stories, metaphors, and deep reflection, Kirk unpacks how wholesalers and advisors can move beyond generic messaging and build a brand rooted in who they truly are. You’ll discover: ✅ How to get...
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Being Memorable With Your Difference
The Financial Wholesaler Podcast
In Episode 5, Mitch Santala is joined by Darren CdeBaca of DCB Strategies to unpack a key success factor: most wholesalers don’t fail because of their product… they fail because they’re instantly forgettable once they walk out the door. Darren breaks down how top wholesalers cultivate a different presence in the room with small, intentional, human habits that move you out of the crowded middle and make your meetings actually matter. You’ll discover: ✅ How small habits—like genuine interest and note-taking—move you out of the forgettable middle. ✅ Why top wholesalers stand out...
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Lessons from 37 Years of Wholesaling & The Five F's
The Financial Wholesaler Podcast
Success starts with what sustains you. In this episode, sits down with , a seasoned wholesaler who just wrapped up an extraordinary 37-year career. Through every high and low, five simple values kept him grounded: Fitness, Family, Faith, Fellowship, and Finances. You’ll discover: The values that guided Mark through decades of wholesaling How to build a career with depth, not just duration What it means to lead with value in every season of life This episode is a masterclass in endurance, identity, and living with intention. Episode Timestamps: Lessons from 37 Years of Wholesaling &...
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Using AI to Elevate 1-on-1 Meetings
The Financial Wholesaler Podcast
In this episode, Mitch sits down with Kirk Wayman, founder of IKON Coaching, to unpack how artificial intelligence can enhance the human side of your meetings. This isn’t about replacing your role—it’s about amplifying it. Together, they explore how AI can help you walk into every advisor meeting more prepared, more personal, and more present—so that the time you spend in the room truly moves the relationship forward. You’ll discover: ✅ How to use AI to prep for more personal, high-value meetings ✅ How to train your AI using a “Master Prompt” that thinks like you do ✅...
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5 Mindset and Habit-Set Tools
The Financial Wholesaler Podcast
Every great advisor meeting starts with more than preparation—it starts with perspective. In this month’s episode, ESA CEO Mitch Santala is joined by Darren Cde Baca of DCB Strategies to share five transformative mindset and habit-set tools every financial wholesaler needs. Drawing from decades of coaching and leadership experience, Darren offers practical ways to align your thoughts and actions with your professional goals—so you can lead meetings that create lasting value. You’ll discover: ✅ Why your mindset determines the ceiling of your growth ✅ Five daily habits to bring...
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Branding With Purpose
The Financial Wholesaler Podcast
Every quality meeting begins with more than a pitch—it begins with purpose. In our first episode, ESA CEO Mitch Santala sits down with 37-year wholesaling veteran Mark Warren to explore how building a personal brand—by design, not default—can transform your advisor meetings from transactional to meaningful. You’ll discover: Why your personal brand matters more than your product How branding shapes the trust behind every meeting The habits that fueled Mark’s long, successful career If you're ready to move beyond the script and start showing up with purpose, this conversation will...
info_outlineIn Episode 7, Mitch Santala is joined by Darren Cde Baca with DCB Strategies to unpack the mindset and skillset behind truly effective sales conversations. From mastering the art of storytelling to understanding how people process information, Darren lays out six specific gems every wholesaler can use to build trust, add value, and secure the next meeting.
You’ll learn how to:
✅ Use education as a tool to obligate future conversations
✅ Adapt your language to match how your advisor thinks - visually, vocally, or emotionally
✅ Show up with storyboards that make your value unforgettable
✅ Do the hidden work that sets elite wholesalers apart
Whether you’re looking to sharpen your pitch or deepen advisor relationships, this episode is packed with insight and strategy you can use right away.
Episode Timestamps: Six Gems to Closing the Sale
0:00 – Introduction: Mitch sets up the conversation with Darren Cde Baca, focusing on key principles that separate top wholesalers from the rest.
01:05 – The power of curiosity and asking the right questions instead of selling.
02:45 – How Darren learned to lead with questions and build trust with advisors.
04:30 – Why showing up as a partner, not a pusher, builds stronger relationships.
06:00 – Gem 1: Do your homework before the meeting.
07:20 – Gem 2: Lead with thoughtful questions, not product brochures.
09:30 – Gem 3: Learn how each advisor prefers to communicate (visual, vocal, or emotional).
11:15 – How misalignment in communication styles leads to missed opportunities.
13:00 – Gem 4: Match the advisor’s language and lean into their style.
14:20 – The concept of “talking with an advisor” vs. talking at them.
15:50 – Gem 5: Observe body language and adjust your energy accordingly.
18:00 – Darren explains how mirroring helps you earn trust quickly.
20:05 – Gem 6: Deliver value with clarity, not clutter.
21:45 – Why authenticity always outperforms a polished pitch.
23:30 – Final thoughts on what it means to be invited back.
24:40 – Mitch’s closing: six gems to win trust, build rapport, and open more doors.
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