The Financial Wholesaler Podcast: Episode 3 - Using AI to Elevate 1-on-1 Meetings

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
✔ How to build client-type profiles that give you feedback on your strategies

Episode Timestamps: Using AI to Elevate 1-on-1 Meetings

0:00 – Introduction: Reflection on how AI only works when you give it real human context, values, and goals.

1:26 – Mitch introduces the episode and guest, Kirk Wayman.

1:34 – Kirk talks about his early awareness of AI through science fiction and how those ideas have evolved into today's reality.

2:49 – A breakdown of the differences between large language models and AI agents, and how rapidly the technology is advancing.

4:11 – Kirk and Mitch discuss how soon personal robotic assistants like Tesla’s Optimus could become part of everyday life.

5:01 – Discussion about why humans often struggle to imagine and adopt new technology like AI.

6:36 – Kirk shares a story about developers in Silicon Valley who wrongly assumed AI wouldn’t affect their jobs.

8:32 – Kirk discusses how AI is even changing the field of coaching and why that realization shifted his perspective.

10:38 – Mitch and Kirk offer advice on how financial professionals can start experimenting with AI tools now.

12:30 – A look at how AI can be trained to research advisors before meetings, and how it saves time while improving effectiveness.

14:22 – Mitch shares a real example of how someone used AI to prepare for a meeting with his company - and how accurate and insightful the AI’s summary was.

15:46 – Emphasis that AI can’t build relationships or trust. That part still requires human discernment, presence, and care.

16:42 – Explanation of how uploading personal documents and preferences can help AI sound more authentic and aligned with your voice.

18:28 – Kirk explains how AI doesn’t just reflect your voice back—it teaches you how to refine and clarify your own communication.

20:01 – They walk through the process of building a master prompt with links and guidance so AI tools can quickly understand and act like your digital assistant.

23:20 – Reflection on how AI is the first software tool that helps train you, not the other way around.

24:08 – Tips on creating advisor archetypes as AI personas to help rehearse sales conversations, refine language, and overcome objections.

25:35 – Kirk shares a story about how a tech editor used AI trained on negative comments to sharpen his arguments before publishing.

26:31 – Discussion on whether AI will replace humans or instead liberate us to focus more on creativity, relationships, and impact.

28:13 – Encouragement for financial professionals to use AI to offload busywork and focus more on high-value advisor conversations.

29:20 – Final thoughts and preview of future episodes focused on hands-on AI tools and workflows.

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ESA is the trusted partner for Financial Wholesalers in scheduling meaningful meetings that drive success.

A quality meeting starts on the calendar and ends in the room. We ensure you excel at both. Our services help you create high-value meetings from start to finish, scheduling “meetings that matter” in your territory and offering Evergreen coaching resources from industry experts. Afterall, meetings that matter on your calendar don’t mean much if the meetings don’t matter in the room.

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