The Financial Wholesaler Podcast Episode 3: Using AI to Elevate 1-on-1 Meetings
AI is changing everything.
In this episode, Mitch sits down with Kirk Wayman, founder of IKON Coaching, for a candid and eye-opening look at how artificial intelligence is reshaping the role of the financial wholesaler. They explore what AI can help you do faster and better - and where only a human can build trust, add context, and move the needle.
You’ll discover:
How to use AI like a high-performing assistant without losing your voice
Why imagination is essential for adapting to the future of work
What happens when you let AI challenge your assumptions and refine your communication
If you’re overwhelmed by AI, or overly reliant on it, this conversation brings clarity. It’s not about replacing humans. It’s about rethinking how we show up, prepare, and communicate in a world that’s evolving fast. Watch now!
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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The Financial Wholesaler Podcast
Episode 3: Using AI to Elevate 1-on-1 MeetingsMitch:
Kirk, welcome back to The Financial Wholesaler Podcast. It’s good to have you again.Kirk:
Great to be with you, Mitch. Excited for our conversation today.Mitch:
We’re diving into something that feels like science fiction but is very much part of our reality now: AI. This is something everyone is talking about, but few really understand how it’s going to impact the future of work—especially in wholesaling. So I want to start with this: where do you think we are right now in the adoption curve of AI?Kirk:
I think we’re at the very beginning. If this were a baseball game, we’re probably still in batting practice. What’s wild is that a lot of people already feel overwhelmed, like they’re behind. But the reality is we’re all just getting started. The tools are new, the rules are still being written, and there’s enormous opportunity for people willing to engage now.Mitch:
That’s a huge relief for a lot of our listeners. One thing I know you’ve talked about before is how imagination plays a role in adoption. Can you say more about that?Kirk:
Sure. If you can’t imagine something, it doesn’t exist for you. That’s true even if it exists in the world. So if someone has no frame of reference for what AI can do, they’ll dismiss it, ignore it, or treat it like fantasy. But once you start to imagine the possibilities—like what it could do for your day-to-day—that’s when real engagement begins.Mitch:
So it’s not just about tech literacy, but creative thinking?Kirk:
Exactly. And one of the most helpful things people can do right now is play. Open the tools, experiment, make mistakes. Ask it to do things you didn’t think it could do. That play builds imagination, and imagination opens the door to transformation.Mitch:
Let’s talk about productivity. Most people think AI is about speed and efficiency. Is that how you’re seeing it play out?Kirk:
It’s more than that. Yes, it saves time—but the deeper value is in how it changes the quality of our work. For example, I was writing an email to try and open a door with someone. I fed it into my AI assistant, told it what I wanted to do, and it rewrote the email in a way that was so powerful, it made me feel exposed. Vulnerable. It was better than what I would have written on my own.Mitch:
And you actually sent it?Kirk:
I did. And the guy replied immediately. That’s the kind of leverage we’re talking about. It’s not just faster—it’s better. If you know how to collaborate with it.Mitch:
You said “collaborate.” That’s a powerful word. Some people still see AI as a threat—like it’s replacing human work.Kirk:
It’s not replacing relationship. It can’t build trust for you. It can’t show up with empathy. What it can do is take care of the prep work—research, analysis, writing—so you can show up with clarity and presence. That’s why I say the key is to embody the research. AI gives you insight, but you still have to be the one who earns trust.Mitch:
So it’s more like a super-assistant?Kirk:
Exactly. I tell people to imagine having the best executive assistant they’ve ever had—someone who’s worked with you so long they know your voice, your values, your clients, your quirks. You wouldn’t hide things from that person. You’d integrate them into your workflow. That’s how AI should function.Mitch:
Let’s get practical. What are some use cases for financial wholesalers right now?Kirk:
There are so many. You can have it prep for meetings by pulling insights about advisors. You can use it to brainstorm talking points, simplify complex ideas, or write emails that actually get opened. It can help you rehearse how to handle objections or tailor your pitch to different communication styles. The more you train it, the better it gets.Mitch:
And what about skepticism? Some people say, “I tried it once, didn’t like it.”Kirk:
That’s like saying you went to the gym once and didn’t get fit. These tools get better the more you use them. And the more you learn to prompt, to guide, to clarify, the more powerful they become. It’s a relationship.Mitch:
A relationship with your tools. That’s a big mindset shift.Kirk:
It is. And one of the craziest things is: this is the first software we’ve ever made that trains you how to use it. In the past, you had to take a class or watch a tutorial. Now, the best way to learn AI is to ask it, “How can you help me?” and see what happens.Mitch:
What’s one final word of encouragement to wholesalers who want to get started?Kirk:
Start messy. Don’t wait until you understand everything. Pick one task—email writing, meeting prep, personal coaching prompts—and let AI support you. You’ll be surprised how quickly your imagination expands when you give yourself permission to explore.Mitch:
Kirk, this has been amazing. Thank you for helping us see what’s possible—and what’s already here.Kirk:
My pleasure. Thanks for having me.
Meet the Coaches
Mitch Santala
Mitch Santala is the CEO and co-founder of ESA with over 30 years of entrepreneurial leadership. ESA supports over 500 sales men and women in the financial industry with world class appointment setting services.
Kirk Wayman
As the founder and principal coach of Ikon Coaching, Kirk is passionate about helping leaders show up as the best version of themselves allow you to find your highest good for the benefit of those you serve.
