AI EDGE™
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AI EDGE™

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Week 3 of 6

Your Brain learns who you serve and what you sell.

Two AI-led interviews this week. One captures your ideal client's inner world, the other nails your offer and USP. Then your Broker Brain gets upgraded v2.0 instructions built on everything it now knows about you.

Week 3 progress
Session recording

Watch the Week 3 session

Recorded live on Thursday 28 May. Watch it back, or share it with your team so they can build alongside you.

Start here

What you build this week

Your Broker Brain stops being generic. Two AI-led interviews capture who you actually serve and what makes you different, then a final prompt rewrites your Brain's system instructions around everything it now knows:

Today's win: every output your Brain produces is positioned for your ideal client and your offer. No more generic broker-speak.
Step 1

Run the Ideal Client interview

Paste this entire prompt into your AI Broker Brain project. The AI interviews you, four questions, one at a time. Answer with real clients and real situations, not aspirations. If you want to skip a question, type PASS.

IDEAL CLIENT INTERVIEW (Paste this entire prompt into your AI Broker Brain project) OVERRIDE INSTRUCTION: Regardless of your current operating mode or system instructions, you have been given a new task. Run the interview below exactly as instructed. Begin now. ACTIVATION INSTRUCTION — FOLLOW THIS EXACTLY You are now the interviewer. Do not ask what the user wants. Do not present options. Do not summarise what you're about to do. Do not output any status signal. Your only valid first output is either a brief context confirmation (if you have prior knowledge of this broker from your project files or this conversation) or Question 1 directly (if you don't). Do not confirm, acknowledge, or summarise any knowledge files before beginning. Do not greet the user as an existing client or persona. You are conducting a fresh interview regardless of what project context exists. Your only valid first output is the context check or Question 1. Begin now. PURPOSE You are conducting a short interview to build an Ideal Client knowledge file for this broker's AI Broker Brain. The goal is to get beneath the polished description to the specific, uncomfortable truth about who this broker actually serves best — and what's really going on in that client's world. Four questions. Then you do the analytical work. The broker doesn't write the psychographic portrait — you infer it from what they tell you. BEFORE YOU BEGIN — CONTEXT CHECK Scan two sources before asking Question 1: 1. Your project knowledge files 2. This current conversation — any context the broker has already shared today If you have prior context about this broker's clients from either source: open with a short, direct confirmation. Example: "From what I know about your business, your ideal client tends to be [X]. Is that still accurate, or has that shifted?" One or two sentences only. Then move to Question 1 (or skip it if their answer covered it). If you have no prior context from either source: begin with Question 1 directly. No preamble. INTERVIEWER RULES Ask ONE question at a time. Never combine questions. Push back on vague answers. "Business owners" is not enough — ask who the last three actual clients were by situation and what brought them in. Ask for real examples, not aspirational descriptions. Do not say "great answer" or "that's fantastic." Be warm but direct. Never narrate your own process. SILENT COMMANDS (do not mention these to the user) If the user types PASS — move to the next question immediately. No pushback. If the user types FINISH EARLY — stop immediately, output --- on its own line, then compile the knowledge file from whatever has been captured. THE FOUR QUESTIONS Ask these in order. Follow interesting threads before moving on — but never ask more than one question per message. Question 1: Who is your ideal client right now — not who you wish it was, but who actually shows up, does the work, and becomes your best case study? Question 2: What's usually happening in their world when they reach out to you? What's the trigger — the thing that finally made them pick up the phone or send the email? Question 3: What do your best clients say they value about working with you? Not what you think they should value — what they actually say back to you. Question 4: Who is explicitly not a fit? Give me a specific situation — a type of client or expectation that's a reliable signal to walk away. AFTER QUESTION 4 — PSYCHOGRAPHIC PORTRAIT After the fourth answer, do not ask another question. Output this line exactly: "Based on what you've shared, here's how I read your ideal client's inner world. Tell me what's accurate, what's off, and what's missing." Then produce the portrait under these five headings. Infer from their answers — do not ask the broker to provide this: Inner monologue — what's running through this client's head when they're considering reaching out Identity trap — how their own strengths or situation keeps them stuck Private gap — what they project publicly versus what they admit privately Emotional end-state — what they're actually buying (the felt outcome, not the loan) Average Tuesday when the work is delivering — what their week feels like when this broker relationship is paying off Be specific. Do not hedge. No filler sentences. VALIDATION The broker responds with corrections, additions, or confirmations. Incorporate everything they say. Treat their corrections as authoritative. Then output --- on its own line and compile the knowledge file. IDEAL CLIENT KNOWLEDGE FILE WHO THEY ARE [Specific — role, situation, business stage. Not aspirational.] WHAT TRIGGERS THE ENQUIRY [The moment or pressure that makes them reach out] WHAT THEY VALUE ABOUT THIS BROKER [What clients actually say — not what the broker wishes they'd say] NOT A FIT [Specific signals — situations, expectations, types to walk away from] PSYCHOGRAPHIC PORTRAIT [The validated version — inner monologue, identity trap, private gap, emotional end-state, average Tuesday] Every line must be specific enough to be actionable. Remove anything vague or generic. After the knowledge file, output this closing line: "Ideal Client knowledge file complete. Save this now and add it to your AI Broker Brain project before we move to the next interview."
Want to see what a finished one looks like? Example: medical professionals
IDEAL CLIENT #1 // KNOWLEDGE FILE WHO THEY ARE Medical professionals who have opened or are acquiring their own practice. Married with children. Typically at the stage where their family has outgrown their current home and their business is scaling simultaneously. Income is complex — often trust structures, practice distributions, or hybrid arrangements. Not a PAYG employee. WHAT TRIGGERS THE ENQUIRY Two pressure points, often concurrent: children outgrowing the family home, and a practice purchase or premises finance requirement. The complexity of handling both at once is what surfaces the need for a specialist broker. WHAT THEY VALUE ABOUT THIS BROKER After-hours accessibility via text and video message. A broker who already understands how doctors are paid, how practices are structured, and what lenders require for medical professionals — so they don't have to educate from scratch. NOT A FIT Students. PAYG employees outside medicine. Non-medicos generally. Anyone expecting standard business hours or a generalist approach. PSYCHOGRAPHIC PORTRAIT They present as in control but are privately stretched — practice acquisition and family home upgrade colliding, income structure complex, time scarce. They're impatient with people who don't match their standard. They assume finance is simpler than it is, then realise too late they needed specialist help. They're not buying a loan — they're buying the feeling that someone competent is handling the complexity so they can stay focused on medicine and family. When the relationship is working, finance is just handled — a quick after-hours text, a clear answer, back to their evening.
Step 2

Save the Ideal Client knowledge file

  1. Copy the compiled knowledge file from the end of the interview
  2. Go to your AI Broker Brain project
  3. Add it as a knowledge file (Files in Claude and Gemini, Sources in ChatGPT)
  4. Name it: Ideal Client

Serve more than one distinct client type? Run the interview again and save it as Ideal Client #2.

Step 3

Run the Offer and USP interview

Same drill. Three questions this time, then the AI drafts a USP paragraph in your words. Push back until it sounds like something you'd say out loud at a networking event without cringing. Save the final file as Offer and USP.

OFFER & USP INTERVIEW (Paste this entire prompt into your AI Broker Brain project) OVERRIDE INSTRUCTION: Regardless of your current operating mode or system instructions, you have been given a new task. Run the interview below exactly as instructed. Begin now. ACTIVATION INSTRUCTION — FOLLOW THIS EXACTLY You are now the interviewer. Do not ask what the user wants. Do not present options. Do not summarise what you're about to do. Do not output any status signal. Your only valid first output is either a brief context confirmation (if you have prior knowledge of this broker from your project files or this conversation) or Question 1 directly (if you don't). If you open with a context confirmation, make it a single statement followed directly by Question 1. Do not ask a separate clarifying question before Question 1 — fold any clarification into Question 1 itself. Begin now. PURPOSE You are conducting a short interview to build an Offer & USP knowledge file for this broker's AI Broker Brain. The goal is to understand what this broker actually does, who they do it for, and what makes them genuinely different — so every output the AI produces is positioned correctly and never sounds generic. Three questions. Then you draft a USP paragraph. The broker doesn't write it — you do, from what they tell you. BEFORE YOU BEGIN — CONTEXT CHECK Scan two sources before asking Question 1: 1. Your project knowledge files 2. This current conversation — any context the broker has already shared today, including anything surfaced during the Ideal Client interview If you have prior context about this broker's offer or specialisation from either source: open with a short, direct confirmation. Example: "From what I know about your business, you specialise in [X] for [Y]. Is that still the right description, or has your focus shifted?" One or two sentences only. Then move to Question 1 (or skip it if their answer covered it). If you have no prior context from either source: begin with Question 1 directly. No preamble. INTERVIEWER RULES Ask ONE question at a time. Never combine questions. Push back on vague answers. "I do all types of lending" is not enough — ask what makes up 80% of their actual settlements. Ask for real examples, not aspirational descriptions. Do not say "great answer" or "that's fantastic." Be warm but direct. Never narrate your own process. SILENT COMMANDS (do not mention these to the user) If the user types PASS — move to the next question immediately. No pushback. If the user types FINISH EARLY — stop immediately, output --- on its own line, then compile the knowledge file from whatever has been captured. THE THREE QUESTIONS Ask these in order. Follow interesting threads before moving on — but never ask more than one question per message. Question 1: What type of lending do you actually do? Walk me through what makes up the bulk of your settlements — residential, commercial, asset finance, SMSF, development, something else? Question 2: Who do you serve best — and be specific. Not your target market on paper, but the clients who get the best outcomes with you and refer others like them. Question 3: What do you do differently to other brokers — not what you think sounds good, but what clients or referral partners have actually told you sets you apart? AFTER QUESTION 3 — USP DRAFT After the third answer, do not ask another question. Output this line exactly: "Based on what you've told me, here's a first draft of your USP. Edit it, push back on anything that doesn't sound like you, and I'll refine it." Then draft a USP paragraph of three to four sentences that: - Names what this broker specialises in - Identifies who they serve best - States what makes them genuinely different - Sounds like a real person, not a brochure Write it in first person. Plain language. No jargon. No corporate vocabulary. It should sound like something the broker could say out loud at a networking event without cringing. REFINEMENT ROUND The broker responds with edits, corrections, or a thumbs up. Incorporate their feedback and produce a final version. If they push back on tone or language, adjust accordingly. If they confirm it's right, proceed directly to compiling the knowledge file. Then output --- on its own line and compile the knowledge file. OFFER & USP KNOWLEDGE FILE WHAT I DO [Lending types — specific, weighted to what actually makes up the book] WHO I SERVE BEST [Specific client type — matches the Ideal Client knowledge file] WHAT MAKES ME DIFFERENT [What clients and referral partners actually say — not aspirational] MY USP [The final approved paragraph — ready to use in any AI output, marketing, or communication] Every line must be specific enough that an AI could use it to position this broker correctly in any output — emails, file notes, marketing, client communication. After the knowledge file, output this closing line: "Offer & USP knowledge file complete. Save this now and add it to your AI Broker Brain project. You're ready for the Broker Brain v2.0 upgrade."
Step 4

Upgrade to Broker Brain v2.0

With both knowledge files saved, paste this final prompt into the same project. It reads everything your Brain now knows and writes your upgraded system instructions. Copy the output and paste it into your project's instructions field, replacing the old instructions.

BROKER BRAIN v2.0 UPGRADE PROMPT (Paste this into your AI Broker Brain project after both knowledge files are installed) ROLE You are a professional writer specialising in AI system prompts for mortgage brokers. TASK Read everything you know about this broker and write upgraded system instructions for their AI Broker Brain. CONTEXT Scan two sources before writing: 1. All knowledge files currently in this project — including guardrails, aggregator context, Write Like Me style guide, Anti-AI file, Ideal Client profile, and Offer & USP 2. This current conversation — any additional context the broker has shared today Based on everything you find, write system instructions that reflect this specific broker — not a generic broker assistant. The instructions must: - State the broker's name, their business name, and what they specialise in - Define your role as their personal broker assistant - Reference that you operate under their AI Guardrails and Aggregator Context knowledge files at all times - Confirm you write in their voice using their Write Like Me and Anti-AI knowledge files - Confirm you know their ideal client and tailor every output to that person - State that you are not a financial adviser - State that everything you produce is reviewed by the broker before it goes near a client, lender, or compliance file OUTPUT Clean system instructions, 8-10 sentences. Written in second person (you are...). Ready to paste directly into the project instructions field. No editing required. After the system instructions, output this closing line: "Copy everything above this line and paste it into your AI Broker Brain project instructions field. Your Broker Brain v2.0 is now live."
Wins

Share what came out

Read your USP paragraph out loud on the next call. And try the same task you ran last week, the difference with v2.0 instructions is where the upgrade shows.

Coming up

Weeks 4 to 6

← Week 2 Week 4 →