This is a favorite of mine, being able to have Lauren Tickner on my podcast and learning all about her MONEY framework, but me being me, I decided to probe a bit into her personal life and find out about the superman in her life.
KEY TAKEAWAYS
1. I can teach you how to close high ticket in the DM's
2. The money framework is where everything begins
3. They have wire the money are paid via the payment link
BEST MOMENTS
"I thought that sales was evil. I thought that salespeople were scammy, I thought the sales was disgusting"
"Right, and this whole sales team concept, some people it sounds icky, it sounds gross, like you I don't want a sales team. We'll just think about it as a service team"
"Superman emoji. The reason why I put that feat that emoji Superman thing is because..."
VALUABLE RESOURCES
www.reeanimate.com
ABOUT THE HOST
Ree aka @b16ree is a normal hard-working guy from East London who started off pushing trolleys in Tesco and lived his childhood dream of owning a Lamborghini, not 1, but 5! He has worked in investment banking for many years and created profitable side hustles during this work, multiple properties and now trains others in business and e-commerce, his also worked with the likes of Rihanna and been featured in the fast and furious movie.
ABOUT OUR GUEST
Instagram: https://www.instagram.com/laurentickner
Facebook: https://www.facebook.com/lauren.tickner
Impact School: https://www.impactschoolmethod.com
CONTACT METHOD
Instagram: https://www.instagram.com/b16ree
Facebook: https://www.facebook.com/ree.hurakan.5/
Twitter: https://twitter.com/b16ree
Clubhouse: @b16ree
TikTok: https://www.tiktok.com/@b16ree
This is a favorite of mine, being able to have Lauren Tickner on my podcast and learning all about her MONEY framework, but me being me, I decided to probe a bit into her personal life and find out about the superman in her life.
KEY TAKEAWAYS
1. I can teach you how to close high ticket in the DM's
2. The money framework is where everything begins
3. They have wire the money are paid via the payment link
BEST MOMENTS
"I thought that sales was evil. I thought that salespeople were scammy, I thought the sales was disgusting"
"Right, and this whole sales team concept, some people it sounds icky, it sounds gross, like you I don't want a sales team. We'll just think about it as a service team"
"Superman emoji. The reason why I put that feat that emoji Superman thing is because..."
VALUABLE RESOURCES
www.reeanimate.com
ABOUT THE HOST
Ree aka @b16ree is a normal hard-working guy from East London who started off pushing trolleys in Tesco and lived his childhood dream of owning a Lamborghini, not 1, but 5! He has worked in investment banking for many years and created profitable side hustles during this work, multiple properties and now trains others in business and e-commerce, his also worked with the likes of Rihanna and been featured in the fast and furious movie.
ABOUT OUR GUEST
Instagram: https://www.instagram.com/laurentickner
Facebook: https://www.facebook.com/lauren.tickner
Impact School: https://www.impactschoolmethod.com
CONTACT METHOD
Instagram: https://www.instagram.com/b16ree
Facebook: https://www.facebook.com/ree.hurakan.5/
Twitter: https://twitter.com/b16ree
Clubhouse: @b16ree
TikTok: https://www.tiktok.com/@b16ree
Ree 0:00
Hey guys, and welcome to the entrepreneur heroes Podcast. Today we have got a very special guest of mine. I'm super excited to speak to someone I've been following very inspirational, and amazing entrepreneur, female fitness coach, turn business coach, I'm going to shut up and let you tell us a quick intro about yourself. So welcome, Lauren.
Unknown Speaker 0:21
Yeah, thanks for having me. So my name is Lauren Ticknor. I am from pretty near you in the UK from story. But I escaped, and I now live in Dubai and I travel a lot. So my whole thing is helping entrepreneurs stay in the zone of genius so that they can create a bigger impact, make a lot more money and serve more people. And we do that through my company impact school, and our team are all around the world serving clients changing lives. And we just found out that a couple of your friends are also clients of mine. And so yeah, it's a good time. So I'm very, very grateful to be here. And I know, I know this is going to be a good one because I like your energy. And whenever I feel like you get on a podcast with someone who has good energy, it always becomes a really great conversation. So it's gonna be good.
Ree 1:02
Great. So no pressure here that I'm under the cosh. So with most of your followers, and if you don't follow her, you see her around to buy. So that doesn't look like Dubai does it.
Unknown Speaker 1:15
This is definitely not to buy. No, we're in Switzerland right now, which I think is the one place I've been to where everything is more high ticket than Dubai. So here we go.
Ree 1:23
Well, if anyone knows about high ticket, who isn't it?
Lauren 1:28
I can teach you how to close high ticket in the DMS. If you want, we can always make that the conversation here.
Ree 1:33
Okay, so speaking of a podcast, you've got your own podcast, and there was a very interesting episode about your money framework. So as soon as we're talking about DMS, should we have a quick conversation about that? Yeah, let's
Unknown Speaker 1:47
get it because I think over the years, a lot of people think that I'm really naturally good at sales. And I remember, not the very first job I had, because the very first job I had was before, I was technically legally allowed to have a job, like before, 16 years old in the UK. And that was washing dishes. So I definitely didn't need to know how to sell them. But right after that, I actually had this job. And I had to cold call these lists of leads. I didn't get any sales training or anything. What was really interesting was that, like, I couldn't think of anything worse than getting into that job every day. So I ended up leaving that really, really quickly and then going working in some hotel as as a waitress, but I dreaded it. And I thought that sales was evil. I thought that salespeople were scammy, I thought the sales was disgusting. So then when I first started fitness coaching, I never used to make any offers to anyone, because I thought this sales was a bad thing. And over the years, what I have realized is that if you aren't able to portray the value of what you're selling, then someone's not going to buy from you. And if they don't buy from you, then what's gonna happen? Well, either they're gonna stay stuck with the problem that they have, because sales is solving problems, when you give a good service, which I'm just making a natural assumption that everyone here is giving a good service. But it's quite disappointing how often that's actually not the case. And people aren't actually as good as they say they are. But anyway, that's a separate topic. But regarding regarding sales, okay, let's say you all good, and then they don't get the help they need because you didn't sell to them. And then they go to a competitor. Well, guess what that competitor could be a scammer, they could steal their money. And if you genuinely think that you're the best in the market, then you need to damn, well make sure that you close that person. So over the years, I have trained hundreds and hundreds and hundreds people on sales. And this is a big thing that we do at impact school. And I'm really passionate about it because of the nature of what, what businesses we serve with in high school, because they are people who help people and other businesses, right. And so like, we need to make sure that they're good at selling. So with that said, Yeah, happy to go over the money framework any way you'd like. So you want me to just take it away,
Ree 3:56
or do without giving away too much of impact schools strategies, let's go on a very high level. I'm a seven year old. And I want to know, what is this money framework?
Unknown Speaker 4:07
Yeah, for sure. It was interesting, because I used to think that the best thing to do would be to train my sales team on like pay. So you need to wake up early in the morning, and you need to go to your hit list and follow up with all those leads and send them some value. And then after that you need to go on the inbound messages and get back to those people. And I realized that through training on operational tactics, I was totally shooting my salespeople in the foot. And I didn't realize why they never seemed to sell just as well as I did. Until I identified the common traits of a conversation that every single close had in common. So every single time I close someone or someone on my team close someone that with these checklist items that they had achieved, as it were, and they taken the prospect through right and the first the first thing before the Money framework, okay, and we call it the money making messaging method. Before even getting into that, right, the most important thing is knowing the prospect. And so when I trained sales now I train my sales team on the prospect. So who is our ideal client? What do they believe? What are their values? What keeps them up at night? Right? And not just the beef, things like that. Let's, let's take this fitness example again, right? And not just like, Oh, I hate the fat on my tummy. And oh, I wish that like more girls wanted to sleep with me, not these things. Okay. It's things that when this guy like looks in the mirror, he sees by himself, so I'm weak. I can't keep promises to myself. I always fail myself. I don't follow through on my commitments. I suck at everything. And I can't get a reason my job, because I'm weak minded. Right? These are the things that they're actually telling themselves. So you need to train your sales team on those things. Because I, I used to, I never used to do this. And then I would wonder why they weren't able to sail with so much sell with so much confidence and conviction. Yeah. And then, as soon as my sales team started to understand that my prospects are thinking things like, Am I ever gonna be able to make this happen? My wife thinks I'm a loser, because I've been trying to be successful in my business. Oh, shit, I missed my wife's anniversary. You know, I forgot that she was giving birth today, right? We've had clients who have had all of these things, they've literally missed the day that kid was born, because they were trying to put out fires in that business. Right. And so these are the various different things that I have to make sure my sales Tomorrow World. And so if you don't have a sales team right now, right, these are just things that you can be aware of, in your own business yourself. So understanding the prospects, understanding their real payments, their real motivations, and also serving them, right. So like another thing, just before I get into the money making messaging method is, if you're not closing someone, or if someone on your team isn't making any deals, they can go back to every single lead that they've spoken to in the last six months, right. And by the way, I did this Personally, myself. So I'm not speaking from a place of like, Yeah, you should do this. And you should do that. No, I send 1000s of messages myself, one on one personal voice notes. And I said, before the end of the year, what would your dream outcome be? Right? I didn't say it just directly like that. I basically went on to every single person's profile, I went onto their website, I made a, I made a personal compliment all of them. Right. So I would say something like, oh, wow, MRI, I absolutely love the bet on yourself, posted that you have behind you. I can see that you're someone who's really, really confident. Just out of curiosity, I'm doing some research to try and improve my business, and the clients I serve. And I know that you're the type of person who always likes to give value, right? I label them. When when you label them, then they want to follow through on being the person. So anyway, then I'll be like, just out of interest. Would you mind giving me some really quick advice, it will take like 30 seconds. And then you reply back being like, yeah, of course, Lauren. Absolutely. Thank you so much. Like, yeah, whatever. And then I'd be like, Okay, thanks. So I'm just wondering, because I'm trying to reposition how impactful is in the market? Well, if you could just share with me just just a couple sentences, what would your dream outcome be by the end of the year, just because you're the type of person that we're really looking to serve? And the advice would be really, really valuable? I appreciate you, right? And then then you'd reply, you'd be like, well, to be honest, Lauren, like, by the end of the year, my real thing that I just want to do is I just want to double my revenue. Right? Well, like I just really want to make sure that I have a whole team taking care of my entire client fulfilling process, so that I don't have to talk to my clients. And instead, I can just make podcasts all day, right? And you would start telling me all the things that you want. And then guess what? I know exactly the outcome that you want. And if that's something that your business does, right, then you can ensure that you then just tie your offer to that too. But this is what I did. And this is how I got a lot of sales. Okay, so with that in mind, just going going back to the point,
Ree 8:59
that's some serious code there people so God rewind and replay that.
Unknown Speaker 9:03
Sure. Yeah. But but the thing is, really, unfortunately, a lot of people won't do it, because it's a lot of work. Right? Like imagine all those comments they've had in the past year, all those DMS, all those likes on their photos, right? These are all people who are somewhat interested in what you're doing. And unfortunately, people aren't willing to do that. And it's really disappointing because like, I immediately see a leader who's not going to be able to empower their team. Because if they're not willing to do it, how on earth are they gonna hold a sales team accountable to doing that? Right, and this whole sales team concept, some people it sounds icky, it sounds gross, like you I don't want a sales team. We'll just think about it as a service team, a community service team of people who are going to be able to empower your audience to get the help that they need. Because even if not like sometimes we've had people will who are then saying like, I just really want to be able to launch a podcast Okay, whatever, something like this. You Then we'll just send them a link to a piece of content that we have the shows on how to do that, right. So as well, you can also just leave with value. And then what's really interesting is sometimes when you ask this to this prospect, then they'll be like, Oh my gosh, Ray, I was actually thinking about reaching out to you, but like, it's so cool that you've messaged me, thank you so much. And then you're like, Haha, it's divine timing, you know? And you're able to get the deal. But anyway, so let's get into it. Right? Is it cool if I get into the money making machine? Alright, cool. So with that said, I knew that in order to give my team as much conviction, as I have in sales, I have the Creed this framework, so that then I could spend my time training them on understanding the prospect. So this created so much freedom for me. So anyone here who has a sales team, or people in your business, send this to them so they can learn and understand how they can do sales really well. And guess what, you should have your sales team making commission. So if they make more deals, they make more money, your business makes more money, more people get help. And then for every client that comes in, by the way, another KPI is you should want them to send you to more referrals, just something anyway. So m, right. The M, in the money framework is where everything begins. Because you need to understand the prospects motivation. And when you understand what their motivation is, you know exactly why they could potentially be a good client for you. So the way that I think about every phase of the sales process, by the way, it's like a checklist. So the primary outcomes on this phase are why are they there? You know, what problem do they need to stop? What do they need help with? What would that do not come before the end of the next six months, as I mentioned earlier, because we're in b2b, or like business to entrepreneur. The other thing that we want to know by the end of this phase is what's the average average revenue over the last six months. And one of the reasons why we need to know that is just because a lot of the guarantees which we have at impact school is that we guarantee a certain amount of percentage growth of that revenue. So for many of our clients, because on average, over the first, well, I have data within the first like one month, two months, three months, blah, blah, blah. But over the first three months, I'll just give you this, this is the easiest one, on average, our clients 3.2x, that revenue, right? So like, I'm not going to say to every client, like you're going to 3.2x your revenue in three months, but I can say on average, we do that right, I had one client, we just uploaded this onto my YouTube channel. Yesterday, she 6x Her revenue in less than six months, right. And now she's making 100 grand a month profit consistently. But the reason I'm sharing this is because like when you have data, then you can make more powerful claims because they're true, right? But then we know that then if we guarantee like doubling your revenue, right, like, that's something that we can guarantee to people, but that's why we're selective about who we work with simultaneously. Like, let's take the fitness example again, right? Like, you're not going to guarantee someone that they're going to lose 200 pounds in the first month of working with you, if they already only weigh 140 pounds. Like they're not gonna go negative, like that would be really stupid. So just I'm just like, sometimes people take things I said, I'm like so literally. So I just want to empower you and encourage you, as you're listening to this right now. Like, think, How can I apply this to what I'm doing? So anyways, that's the first phase. Now, at the end of this phase, usually what we end up doing is because we know what their desired outcome is that they really want to achieve. Like we can easily just jump into like, okay, cool, we can help you with this as soon as I used to give an offer straightaway. But then I realized that the ocean the offer the OSHA, the objections, because we want to get all of their objections out of them now. So in order to get objections out of people, I honestly just like to dig deep and just keep asking them why, what, how when questions that start with those words. And I learned this from Chris Voss, his book never split the difference, because he talks about asking open ended questions all the time. So
Unknown Speaker 14:00
the main question that we will always ask people, when we're trying to get their objections out of them is basically, okay, we'll label what what they said. So we'll say like, okay, so you said that you want, we didn't say it exactly like this, but I'm just kind of putting this into an easy way to understand. We'll be like, okay, so you have this issue with with lead flow and everything, and you want to get more qualified leads, right? So with all of that in mind, in order to get that type of in order to get to consistently it's coming through, what would support have to look like for you? What would a program have to have? And then they'll start saying, I want one on one and I want this and I want that, and then you'll be like, okay, great, what else? And then they'll say this isn't necessarily Okay, cool, what else? And then river span. What else? Once you know their motivations and why they're looking to change, you can easily just jump into making an offer and I used to do Just in the past, because I learned the hard way, about easily just letting the conversation go on because we're not, again, when I was in fitness, like, I would just have conversations give so much value, like, Yeah, you should do this, you should do that, like, here's a bunch of free resources, and then the prospect just wouldn't come back. And then I would find out that they ended up signing up for some high ticket program with someone else, because that person was actually going to ask them for the sale, right, and to make them feel really, really special. So sometimes it can seem challenging to push a prospect to get really real with that problem. But if you don't push them to that, then they're not going to sign up with you. Because when you can empower them to be honest, and to open up to you, and they begin to trust in you, right. So it's natural human psychology, once you confide in someone, you tell them your problem, then naturally, when they present a solution to you, then they're going to be more likely to listen to you because they already felt like there's a connection there. And so I've just seen this time and time again. So, Mo, okay, where m o n EY. Right. So the second part is the, which is when you want to get all of their objections out of them, rather than just going in straightaway. And just like pitching that, okay. So you notice there's no P, there's no P for pitch, we don't do that. Okay, we don't. Instead, we go through the phases in the right order. Because if you mix up the order, then the conversation goes all wonky, right. But this is not a script. Because if you have a script, then what ends up happening is you follow it and it looks super spammy super salesy, people know. And by the way, if you have a sales team doing this, and they're logged into your social media or something, like they don't pretend to be you, that doesn't work. I tried that in the past, it's just not good people are used to it. Instead, if my team I logged in on my socials, they'll be like, hey, it's, you know, so and so hear from Lauren's team, right? Oh, hey, so and so hear from impact school, so they present it more like that. But this can be done in DMS, or like, so. Okay, so go into objections. So we want to ask them, okay, so you're looking for help with this. This is right, this is your problem like this is what's going on? So out of interest when it comes to getting help, what what in what exactly are you looking for, and then they'll start telling you what they're looking for. Now, if they start telling you that they're not looking for a solution, then this person is not someone that you should be prioritizing. If you're butthurt, about losing one lead, then that's way too much of a scarcity mindset, and you have a lead flow issue, rather than a sales conversion issue. The sales issue can be fixed at a later phase, that if you keep hearing that, oh, I'm not looking for a solution here, well, maybe you're not solving a big enough problem, right? So these are just different things to be considering. But ultimately, then they start telling you what a program has to have. And they may say, like, one on one, and I want to have this and I want to have that. And you'd be like, okay, cool, what else? And then they'll tell you this, and then you will say, Okay, what else? And then basically, you just keep going until they're like no, nothing else. I think that's it. Okay. And so then at this point, by the end of this outcome, you need to know exactly what they want to have in a program to get their problem solved, and how they want that problem to be solved. Because, again, let's take the fitness example, let's just say, Oh, well, this program has to be vegan, right. And let's say you're a carnivore diet person, okay?
Unknown Speaker 18:27
This isn't a good lead for you, you're gonna move on, you're not going to waste your time on that. Okay. And so then, of course, at the next point, the end, so now we're on m o n of money. This is the new opportunity. Okay. So by the end of this phase, you want them to be 100% bought in on the opportunity and the offer that you're offering to them. So this is really all about this being the right thing. And now being the right time, though, the way in which I have found is the best way to get to that is really, really making sure that this prospect feels understood, and making them feel special. So the way that we do this is because we're selling right now we're selling exclusively in DMS with high ticket. And I will say to them, like okay, cool, you know, seems like we found each other a really, really perfect time right now. And then we insert whatever the offers that we have going on right now. So as I mentioned to you earlier, something that we're doing at the moment is two times revenue guaranteed. So right now we're offering a two times revenue guarantee. We're pretty selective about who we're taking in. And so because of that, it seems like you'd be a really, really great fit because of this, this and this. So with that in mind, what's your best email address, so I can send you over more info. And I'll give you the email, then my sales team, they just take the email, they put it onto a tracking CRM, right, and then an email goes out immediately with the offer sent via email. We also send it through to them in DM. Now at this point, right if you're taking sales calls, this is when you probably want to offer them to go on a sales call. And then Once they've got the sales call, then you can send them the information that you need to go. Previously, I see a lot of people taking sales calls and not giving that prospects anything beforehand. I think that you're really shooting yourself in the foot. Because then you have to get on the sales call and go through this whole thing again. Whereas instead, what we used to have really great successful with sell schools was we just got on the call and be like, hey, Tara, so greatest beat you today. So which program are we going for? Yeah. Yeah. And then they'd be like, Wait, like, What do you mean? Like, what program are you talking about? And then it's like, oh, well, and then it's just you have to start all over again, when people get on the sales calls for an hour, and then they wonder why they're not closing deals. And that's because they can only maximum take 10 calls a day. And let's say you're closer is 33 deals a day, realistically, who's doing that? Very few people? Right? And so it just becomes exhausting? Because then you get one no, and then your energy shot is not cool, right? So instead, basically, then pretty much what ends up happening is like, if you're selling in DMS, what we then do is if they haven't replied, within 15 minutes, just put a halt on their last message, or comment on one of their posts or something. And they're basically you pretty much would say to them, okay, so, you know, you have any questions about the program, right? And so, I hear a lot of sales training people say, like, don't give the power to the prospect. And at this phase, you're not doing that you're literally asking them and having like a negotiation as to what do you what else do you want. And at this point, you get some really valuable feedback. Because everything that's in the loom video, we like to send in videos, or even honestly, for high level prospects, we just send a brochure kind of, it's not a Google Doc, it's we will last off on notion. So we just send it over a notion page, because we tested really, really fancy stuff. Honestly, these people they like notion, a lot of them use it anyways. So and then they'll say, like, oh, well, I noticed this is a mess. I'm just wondering like that, that and that. And then oftentimes, we actually do that thing. Like I've want to see only ever seen a couple of occasions where we don't do the thing. So if we do do the thing, we add it to the page. And if we don't do the thing, then I take it to my team and say, Hey, guys, like this is interesting. Would it be worth US adding this. And a lot of times, like, the main thing that people say to us is like, do you just hand over the system to us so that then it's like done for me 100%. And so I wrote this whole piece of copy about this, like analogy, we built the car, we hand you over the car, but like, you want to fine tune the engines that is perfect for you. And so like we're gonna punch you in the engine and teach you how to drive the car, because you've never driven your dream car before. And then once you reach that destination, then what we're gonna do is we're gonna help you hire a chauffeur, so that you can sit in the passenger seat and just enjoy the view, right? And then, you know, the analogy is like, we'll help you hire IT operations manager who then drives the car so that then you can enjoy. But anyway, so that's valuable, right? So at that point, by the end of this phase, the end, we want to know 100%, this is exactly what they want. And like this is perfect. Okay, and then from that the II phase is evidence, okay, so we need to actually show them how this works in reality. So what we do is we just send them over a testimonial video, this is usually just me, having interviewed one of our clients, super simple, but what we really what's important here is like, let's just say you were to walk into
Unknown Speaker 23:19
a chiropractor, chiropractic, doctors office Rec. And suddenly you see all these like before and after purchase of someone with like a cricket back, then there's a whole wall full of them. Right? Well, that's basically like what we want to put into practice in our online business. So instead of it being images, we can then have these testimonial videos, and then you can take the one, which is okay, like this is Sally. Right? This you know, if you were in the Cairo you'd say like this was Sally, before, Sally was also a mom of three, right? All her kids were under five years old. And she was just like, you look at your bags like this, too. In fact, I think yours is even worse, right? Oh, I think hers was even worse. Sorry. And now look at her right and she's like this and blah, blah, like whatever, and all her problems are gone, then that person can then see themselves with the results. Thanks to your methods. Okay, so match the testimonial video that we send to the person that we're talking to you right simple. Okay, boom done. And then basically all of their desires that they said they wanted in a program are then explained through a the brochure or the video and be the testimonial. So they can see themselves inside the success story. That is simply moving into the Y which is getting them to say yes, okay. So m o n e y, y is yes. So how do we get them to say yes, well, a lot of people think that them saying yes is yes, no. them saying yes. Is them paying the ones they have wire the money are paid via the payment link. That is when they have said yes. So what we do here is we'll ask them so we'll make it we'll add some type of Through urgency. So, we'll have like the number of people that we can take on that day, and that we can put with the various different coaches on our team and the group consultants. And we'll say, Okay, so today I have two spots left with, let's just say it's Anthony, right, we have two spots left, left with Anthony, who I know is going to be the perfect growth consultant with you. So just out of interest. So I can take organism, man, how soon would you be able to get started, because if it's today, I'm going to be able to put you with him. And he has had experience with this, this and this. And whatever that problem was, when it's obviously actually true. And then pretty much always said that I'd be able to get started. Now if they say, Oh, well, I'm thinking about starting in like three months, well, then you know that that's an objection. Right? And then you can be like, Oh, okay, well, I know, we talked about the two times revenue guarantee, and two in three months, like, I just don't think that we're gonna be running that anymore, honestly. So just out of curiosity, if I can get you remember, two times revenue guaranteed with Anthony, all best coach for you on this this program? Like, I can do that for you. Would you be able to get started for me here today? Right? And then, you know, either they'll say yes or no, if they keep saying no, it's not wasting your time on them, right. Like the time issue. Obviously, if you can do all the objection over cons and like, I have a bunch of content about like how to overcome it, now's not the right time that I need to talk to myself. All of that's on my YouTube channel. But that is with that in mind, like, at this point, pretty much I, what we see is eight out of 10 times, like, they'll be like, Yeah, sounds great. Like, I'm ready to get started. Because all of the stuff before has already shown them the value. And so then it's like, okay, great. And then eventually, and we have found that sending a voicemail is the best thing when it's selling. And then we post drop them, right? And if it's in the DMS, we'll say to them cool. So do you have 10 minutes to go for the next steps? And then they'll say yes. Or if they're like, No, you'll find out? When are they available? And then you get the time and then you get that you already got that email earlier. So you'll send them a calendar invite. Right? So then they go in the chat at that time. And you also might want to just grab their phone number and just phone them right like that. So then you go, and you're just you're just saying to them like, okay, cool. So you reaffirm and you remind, so you tell them. So as I mentioned, we're gonna double your revenue. So right now you're on average doing 15 grand a month, right? That'd be like, right? Okay, cool. So by the end of however much time it is, like, we're going to make sure that you're making 30k per month, will always make sure that your margins are and then you know, let's just say above 70%. So, over a six month period, you're going to be making an additional, let me just do that math, whatever that will be over a six month period, you're going to be bringing an extra 90k. So today, I'm going to be able to get you started for just 62. Right, whatever the process. So straightaway, we're going to make sure that you know, they're gonna, they can easily then see, it's there in numbers. But not only that, they'll also have all of the systems etc, etc. Right? So obviously, like in a b2b, you can easily do the financial projections. You know, you just kind of remind them of like, we're going to guarantee you that you're going to lose 30 pounds, right, we're going to guarantee that you're going to,
Unknown Speaker 28:09
you're going to not get divorced, right? Like, that's what you're doing whatever it is. And then you close the deal. Obviously, we can go into price objections and stuff if you want. But basically, that is the money framework end to end. And when your team know that this is like a checklist, and when you know as well, like, it's just conversations whenever you want, even if I bump into someone on the street, like I was at dinner the other day. And this guy was like, he's a he's a consultant. And he has like a, I'm not gonna say because I know he listens to like my content and stuff. No, no, but we've met because he told me he was listening some of it. But basically, like I was, I was trying to go into like consulting mode. But then I had to remember, no, I'm gonna do a disservice to him, if he comes like, and he was telling me all his problems, and I was starting to try to help them. And then I realized, like, actually, no, like, I can't give him the full help. I need to take him through this full framework to get him ultimately the help that he needs. And so yeah, hopefully that helps.
Ree 29:08
No, brilliant, I think there's been so much gold. And I'm hoping everyone is taking notes for this. And I'm just trying to go back to the start of the conversation when we talked about sales, right, your experience with sales and how it changes your mindset. And what I say to a lot of people now is that we sell how we buy back then you are afraid of buying investing in yourself. And that came out in your messaging, and you know that the people coming to your prospects deserve what you're doing, but you're disturbing them by being afraid to ask for the sale. Now you've changed your mindset. You know, you can help them you know, can help the prospect. You've got your own system now because we know when it comes to offers, especially in DMS people are so used to getting them now and a lot of people especially marketing see when people coming out of this But I know what they're going to come up with next. And it's, it's the best way you got to keep conversations efficient. So I think your, your framework saves time. You don't you're not doing what you used to do when you're a fitness coach and just try to give them the world. Good. No, they won't value you. And the other thing about people, like, especially me, I used to think sellers were sleazy. I used to hate it, and I couldn't do it myself. As you know, people want to buy they'll buy, if they don't buy are the tough, but who was the one losing out? Me. And then, because I've had clients before they've come to me after, and it become a client after they wasted money with somebody else. And nine, for me, though, it hit me when I was like, hold up, I was having a, you talked about the 30%. You know, if you have a one bad sales call, the next one might be bad. And it happened to me, because when I was doing the sales calls myself, I had a couple of bad calls, my energy was low. But on the application, I was like, This guy is going to be good. And I just couldn't be bothered to go through it as tired as that these people aren't going to buy anyway. And he didn't. And he went somewhere else. A few months later, he came back. And it was like, yeah, it was really bad program, no accountability, they didn't do any calls. I didn't have anything. And I was like, You know what, this is my fault. Because I let you go, it served you by not knowing how to close the deal. And that's the thing where you when you got an authority, when you when you're certain certainty breeds everything give gives confidence. So you know that you're doing something in your business that's going to impact somebody else. So don't let them go. And if if they do, sometimes, people will still come up to the end and say, No, even though you've given them a no brainer offer, what's it going to take? You know, I'll do that myself some people's like, I don't want to speak to him, I want to speak to you. Okay, fine. This is gonna take conversation with me, we'll give you that in your program. But you have to, it's not, you can't put a shoe your foot in every shoe that I'm a different size in certain brands. I don't know how, but it's not a one size fits. All right. So you need to do this. Take your lessons in life that you've got. And I think the way you've done the framework, the way you're handling in DMS, I think it's it's really good because think of this versus a webinar, right? You got to go to a webinar, How many touch points do you need, then you need to hope the person actually turns up to the webinar when they're on the webinar, it needs to hope they're actually paying attention. Then if they've got to the end, you need to hope they're going to book a call. So this is why they your method. I think it's very powerful. That's a method I resonate with myself. And I think you know, the your impact school those of you that aren't following go and check out your school check out I watched the the video I think her name was Marianne, right. Like you mentioned the, the nearly 100k, right, so it just goes to show like I'm a new dad, she's a mum, it doesn't matter. Like you got to make things a priority. Because now when I see things I might buy me not doing something that's not just gonna affect me anymore. Like before I could waste money buying cars and whatever. But now if I don't do something, it affects my family affects my kid and my missus. So don't be afraid to ask for the sale. Literally use this framework in what you're doing and properties that you went out for dinner. Probably hard not to do the money. Freyberg okay, you know what is easy?
Unknown Speaker 33:31
Well, that's the thing, by the way, congrats. Oh, that's amazing. Congrats to you and your partner. But yeah, like I. So there's a couple points that you raised. Right. So the first is, I just found it funny when you were like, Yeah, you want to talk to me cool. Like, I'll be inside the program. Because I used to get this a lot. And the way that we overcame that as a company was positioning impact school as a business rather than Goren. TIPNIS consulting, right. So no, I haven't actually announced this like publicly yet. And so, obviously, it's gonna be out there now. But like, nor is my COO, and she's now a partner at impact school. Right? So she's come in like as a partner, and it's not just my business anymore. And so with that in mind, like when you are a bootstrap, self funded company, no investors like, yeah, people can they can get an owner Boehner, people get an owner Boehner that just want to speak to you. It's like, yeah, I need to speak to Lauren. Like, it's, it's like, Dude, you joined like a $10 program. Like, you're not going to speak to Bezos. If you buy USB cable from Amazon, you know what I mean? And obviously, I'm not Bezos, but like, it's just an example. I just find it funny because when I see that come up, it shows me that that business owner doesn't value themselves, right, because they're gonna allow anyone who has any type of complaint or comment or anything to get to them, because they expect other business owners to do that too. And so I set up protection around To me, and I will take on any feedback, I don't see a complaint. As a complaint, I see that as valuable feedback to make him post school better to the point. So I just find it funny because like one of the things that my sales team used to say is like, oh, yeah, you want to speak to Lauren, are you going to be sick of her once you're inside of impact school? Now, we actually stopped saying that about a year ago, because we didn't want them to have false expectations as to when they engage with my company that they be fully getting me. Because if I'm just like speaking to like one client, I can't be speaking to my entire team of broke consultants, and solve hundreds and 1000s clients, right? Yeah, that's just one thing. The second thing about when I was at this dinner, so the thing is, I do use the money framework, right, but instead, I just do the first two phases. And then instead of giving the new opportunity, right, which is the end, I just then connect with them. And the new opportunity, I then proceed through chat, after I've met with them. And so I then send them a few resources that are relevant to whatever we because normally, these, you know, these are like friends of my boyfriends, right, or their friends or friends, and people that are kind of just like, one degree of separation from me personally. So I'm probably going to see them again as well. So I don't want it to be Well, oftentimes, these people do end up becoming clients, and they get great results, because obviously, we guarantee the results, you know. So it's just interesting, because when you have these frameworks in your mind, when you understand people's motivations, when you understand their objections, then you can ensure that you can foresee why they're potentially going to be going wrong. Because when you know your prospect better than anyone else, then you're able to ensure that you're going to give them what they really, really need to stop them from being the ones that hold themselves back. So yeah,
Ree 36:47
I think that was great. What you said about, you know, you don't it's not about, like, I know, some sales people say, you know, ABC always be close. It's not about that. And I think people need to understand, like, the industry we're in, there's a lot of people out there, right, yeah, they are selling ship. But there's a lot of people that aren't. And there's a lot of work that, you know, people like myself, people like Lauren, that they have to do to overcome previous history. And those type of people when when they see you they see a pound sign. They see pound sign dollar signs, we don't we see people we can genuinely help. And what you mentioned that objection, like, my new program, we've been speaking, you know, having quick kickoff calls, but but I call them combat calls, right is to really battle with them and find out what their true. Meaning is. Everyone have thinks that sometimes they want to do this right at this level, because they've got a result. But ultimately, we go a level below, okay, why? And you find that so much more about them? And they're like, wow, like, and we're like, look at the breakthrough you're getting right now. Right? This point, and this is why we've introduced it for us is because some programs, they give you the access straightaway. And if they haven't solved that, or identified or had that breakthrough moment, here, before they start, they could go on a completely different trajectory. So I think it's something we've introduced, and it's been really, really good, good for the people. So yeah, just wanted to add that. And another thing, I actually do want to say something, so go ahead. I love it. I love it. So, so look, guys, I don't want to break any heart. But Lauren did mention boyfriend. So we also notice that she's not in device. So Switzerland to see and Mr. Lauren is there as well.
Unknown Speaker 38:39
Oh my gosh, that is so funny. You caught me guilty. Yeah, well, hey, we met in Dubai. So I guess. Yeah, we were blessed by Inferno. But But seriously, like, it was interesting, because just just on this topic, I actually never thought that I'd be able to find someone that could like handle me, right? Because I'm I'm very, very entrepreneurial. Like, I'm like the definition of like a ADHD entrepreneur. And a lot of guys are very, very intimidated by that. So any women who are listening to this, like, I totally understand you. And what's interesting is I was so me and my boyfriend, we were one of my clients houses. And she's also she's a couple years older than me, and she was talking about this exact topic, and she was saying, like, all men are intimidated by me. And I was like, okay, so you know, why don't we go and ask him and by the way, my boyfriend does not use social media, like we don't want our relationship public. Like he's, he's, he's in the world of like, crypto and stuff. And so they're very, very private with these things, which is why I'm not gonna like, at least for now, I won't mention his name on social, maybe in the future, who knows? But just that's a decision that we have for now. Anyways, so like, we go and ask him and I was like, she presented the whole situation and she was like, thinking this guy finds me intimidating, blah, blah, blah. And I'm just directly she was like, did you find Lauren intimidating? When? When you first met her? And he was like, Yeah. And I was like, Wait, hang on, we didn't think about this. And then I was just kind of like, okay. Elaborate. And he he said, in that when I, when I met her, I had to decide, did I need to wasn't going to allow my insecurities to hold me back from ultimately what I wanted? Or was I going to dip into the man that I want to be? Like, wow. And so I just thought it was interesting, because like, you know, he's very, very good at what he does. He comes from a totally different world than me. He's really, really small. And I think sometimes, like, for me, at least, I used to only kind of fish from my network, as it were. So I met him at this like random crypto party with a bunch of my friends in Dubai. And I never would have thought that I'd be some be with someone in that space. Because it's like, super corporate, like institutional stuff, which is like, honestly, really, really boring. It's not like the weird. That's
Ree 41:01
where you come from, isn't it? You were in corporate finance only before? Yeah,
Unknown Speaker 41:05
exactly, exactly. But yeah, so with that in mind, like, he challenges me so much. And like, pushes me to become such a better person in all different areas. I realized that in the past, I was very one dimensional, like, you know, business and fitness was pretty much all I was interested in. So he thinks about things in a very different way, which has helped me massively, as an entrepreneur as a person and just to grow to feel loved. And I didn't feel like I would be able to be someone who could like feel love and to love. And so yeah, it was just, it's been amazing, like, and so I'm super happy. You caught me guilty. But yes, we're traveling for a while. So there's that. But I wanted to, I wanted to I wanted to just go on one other thing that you mentioned, just about, like the industry in general, because having seen his industry actually, like the crypto space, what happened was when there was the big dip, which happened, we're right now, you know, kind of, I guess it happened pretty much like beginning to mid 2022. Right. So what ended up happening was like loads of companies got wiped out of the market, okay. And so in the consulting space, in the coaching space, the online marketing, sales type of space, those huge dips don't necessarily happen. Because like when a recession comes, people typically need us even more. And what I've seen instead is that there's been this just with like a Facebook slap, and like all of that the media buying slabs, right? Like a lot of people whose companies will just massively built just on paid ads, how they have not been wiped, and the people that don't have really, really great client fulfillment, and great referral networks, systems, and even word of mouth and branding in general and organic content. Right. And so I'm seeing a lot of positive changes. And then what I'm also seeing is, as you said, like much more one to one stuff rather than these, like constantly 997 courses. And it's been really positive to see. And I'm really happy about that, because our industry is powerful man. And like when people and people are seeing that they are seeing the value in it. And the sad thing is that when someone has, so we kind of call ourselves the ally to fast growing entrepreneurs, because in the past month, I haven't seen one client come in, that has not been burned by a coach in the past. Right. And so it's interesting, because the way the like we empower these people to make the right decision is when they've been bumped by a coach, they got burnt once then. And then now if they're still letting it to burn them, they're allowing that to dictate their decisions for the rest of their life. But that negative experience hasn't just caused that negative experience in that moment, and that time, but everything that they're not when a new opportunity is presented to them now. They say no to it, just because of that one thing. So they're letting that person have a holder that kind of like if someone cheated on you. We're gonna date again, you know, for some people's reality
Ree 44:14
exam, me being me, being a parent, I was always like, these patterns that we have as parents, guess who's going to model that? Kids. So if you don't change yourself now, that next generation, that you're supposed to be that, that mentor, that parent that that carer, everything you're giving them, so fix yourself. And that's why I tell people like someone, like my clients, I told him, I said, Look, you're gonna get a slap, but then you're gonna get a hug. I said, Because I care. Otherwise, I would let you go and do and make crappy offers and don't close any deals. So if you want to get your ass kicked, find you can come work with me. But then you know, you'll get a couple as well. But, and that's the thing is that you say? It's like, damn, I feel like we're an ER department. Everyone Oh work evolved though, the objection from previous history is that all right, come on, it's time to, to move on. Because what I say is like, you've been misdirected. But it's redirected you to me. So it's alright. So
Unknown Speaker 45:16
I like that. That's good. I'm gonna steal that.
Ree 45:21
And I thought remember free access redirection?
Unknown Speaker 45:25
Oh my gosh, that is really good. I like that. I'll use that. And I'll be coding. Cool.
Ree 45:31
So but yeah, and, yeah, like, the other thing, obviously, you said, being an entrepreneur, successful men, it takes a certain type of man that can be secure with himself to do that. And I was actually going to ask you like, how was it like, because of how you are, you're always going to kind of be like, overqualified. Not the wrong word. But a lot of guys can't handle it. And when I married my wife, like, everyone's like, yeah, she's gonna call you out, she's gonna kick your butt. Because sometimes you need it, and no one can handle it. And a lot of good, and our relationship has become better. She now is in charge of our property business. And she's scaling that and now I have to report to her. Good. You know, it's because what some people as well, when you get a relationship, it's, if you think of like, I'm from banking, there's always m&a is a merger and acquisition. So if you have that right thing, you can mentor each other and become even more powerful. And that's the process you can see how, how your life, your values, and some of the stuff you do has changed because of him. And, you know, if you've been burned in the past, you know, you have to kind of move on take the lesson and, and thinking, I mean, what you said Lauren, the other there's a lot of successful entrepreneurs out there that are females, and maybe some of them are single, and you're worried about who to be with? You knows, I think you've you've given some good value for listening.
Unknown Speaker 47:02
Yeah, no, but it's really, it's really sad, actually, because I was at I was on a yacht party. Not so long ago, actually, just with a small group. And one of my friends there, she recently just turned 14. And she was in a relationship for 12 years. And her and her partner had just, they weren't married, but they just broken up. And she was saying, like, it's just been the hardest thing in the what it's like when she meets up with guys like that she's met on dating apps. And by the way, she's like, a multi multi multi multimillionaire, her company's worth 10s of millions. And she Yeah, when she goes on these dates, or whatever, like the, she'll go on these guys like Instagram stuff. And they're hanging around with girls who are in their 20s, you know, and so, it's just challenging, because I think, as you alluded to, men can be intimidated by that. But also, if what I've seen in the past, just from personal experiences, like if men haven't fulfilled what they feel like they need to fulfill in business and achieve the level of success that they're comfortable with, where they really know themselves, and they feel like they can see their trajectory, and they're already living it, then they're not necessarily going to have another woman like have sorry, have a woman into that life. And so it was very difficult. Honestly, I was planning to take like, I was planning to take an entire year off of dating when I first met him. Yeah, it was funny, because I, that year was supposed to begin the actual day that I met, which was really crazy. So yeah, but like, imagine if I had been like so so set on my decision to not try and meet someone for a whole year, like I would have just said no to that. So like, thankfully, I, I was loose with my commitment on that thing. And I pushed, I was like, yeah, if it doesn't work out, like, I'll just push it back to start tomorrow. And it works out. So but yeah, it's a difficult thing. Like I'm by no means a relationship or dating expert, I have clients who are very, very good in this world. I think just knowing who you want to be as a person, what you're, for me what my vision for my life wanted, is, and the values that I live by. Being able to find someone that fits in with that, who shares their same values is just unbelievable, and just allowed me to grow as a person so much quicker than I could have by myself. So yeah, I'm very, very blessed.
Ree 49:26
No, that's brilliant. And I resonate with that, like when I got married, I think my family would Everyone was surprised because they've seen Okay, you've had all these Lambos supercars, you're out partying in this kind of Playboy life. Now you're settled, you got a kid, your thing I said, I said, You know what? I said, Yes, my missus knows how to handle me but she gives me the freedom and support on I need because she knows what I do. So, you know, we talk about the money frame and we've got our own system. You know, it's like before we're both Geminis, we're both fiery. So if you only jump knows you know what they can be like so we can go out if we need to. But now we're like, hold on, like, what do we achieve? Nothing will make it worse. So we've got we've created our own little framework now we will have a bit of time, a maximum time. And then we'd go and talk it out and issue we took it out and listen and like to be honest, it is the best advice I can give anyone doesn't matter where you are in life, how successful or how whatever. If you've got a problem is fine. Identify and be okay with it. There's nothing wrong especially men. Men out there, you've got problems. You got egos pocket, it doesn't matter. Like, you think you can go to the gym and go and bench to plates? No, you can't. You got to start lower be okay, you can do it. It's fine. You'll get there. So did the men just, you know, theory, go out the door. Listen, and just be okay with who you are. Don't try me. Anyone? You're not? Because if you're with someone, they're with you because of that. Yeah, I just want to add that for because, you know, there's a lot of successful women out there. And, you know, probably thinking what the hell? Where am I going to find a decent guy?
Unknown Speaker 51:08
Yeah, I mean, I think it just comes down to like, have they done the work? Right. I like the day that I met my partner, like the first thing that we shouldn't like I said to him, I was like, What do I even say? I think I made some like comment, like, oh, did you go skydiving or something? It was just something random. And he was like, oh, yeah, have you? And I was like, No, I need to do a lot more personal development before I can do that. And then that immediately opened up the conversation, to speak about like, personal development and like the work and the various different things that allude to that and then we spoke about childhood trauma, and like, we spoke about everything. But like, again, maybe this is why women like me come across as intense, because like, I will ask all the questions that I need to ask on the first date, because I don't have time to wait.
Ree 51:51
You got pre qualified prospects to get on a call, don't you?
Unknown Speaker 51:54
I should have just sent an application form. So yeah, so no closing in the DMS happened now though, all in person, surprisingly.
Ree 52:05
So so the so the next phase of this impact score, so those of you not watching on camera is fine. But yeah, is that the name of the mastermind?
Unknown Speaker 52:17
It's gonna have a few more diamonds on that. Better anyways.
Ree 52:25
It's been a really good speaking to you. I mean, here we find out about your, you know, your business, your framework, and those of you that might not know on a personal level, got to get an insight to your life is something that you've kept private. So, Mr. Lauren, Mr. Emoji?
Unknown Speaker 52:45
Superman emoji. The reason why I put that feat that emoji Superman thing is because when I first met him, I put that into his name. I don't know why. Okay. And then, one time, I like played a voice memo out loud, right. And like, the sorry, I played a text to speech thing. And it played, and then it said his name, and then it kept talking. And it was like, purple. It said, like, purple superhero movie, purple with with a red glasses or something funny, and it was when
Ree 53:20
we get on up. And so what as part of this podcast, those of you listening, you can tell that it's unscripted, and I have a script or anything like that. But the one thing that I do ask is, what is your number one kind of ingredient and secret to your success? Would you say?
Unknown Speaker 53:40
I'm just so curious about things. And I just, I'm not willing to, I am willing to just to try things and just see if it works, and reiterate if it doesn't. And I genuinely think that just an innate curiosity and what you're doing, keeps you going, despite any financial gain, right. And so, obviously, the framework is money, right? However, I would only have come up with that if I was genuinely intrigued and curious about how to get people to close. And the reason why I think I am so interested by it, is because first things first, I'm obsessed with psychology. But second thing, like I honestly just really love the industry. And so if I was, you know, in typical finance, like you were before, I'm like I was before, I wouldn't care, I wouldn't want to sell that. I don't like selling that thing. I don't think personally, I just don't like the industry at all. You know, so. So curiosity, I think is one of the things that I see people like when they do get really good at something. It comes from curiosity. And all my clients like that bloody good at what they do. And they're just so curious about that area, right? And so like, I just want to be able to take away the burden of all the stuff they hate to do, so they can stay in that zone of genius, because when you're in your zone of genius, you're hungry to learn more. And when you're hungry to learn more You can create really, really meaningful change. So yeah, that's a I would say if it was to be one word, it would be curiosity. And that's something that I try and protect no matter what.
Ree 55:10
No, brilliant, I think it's brilliant the way you put it. And it's resonated in your business, right? Because your framework is based on that. So I think it's been a great podcast been great having you here, you dropping some gold business personally. So what's next? Just wanted to I know, as entrepreneurs, people talk about five year 10 year goals, we don't do that. Right. But would you in a year's time, like, what's your outlook?
Unknown Speaker 55:39
Yeah, so we have another framework, which is vile, right? So V, i Le. And by the way, like, I dropped out of university, because I was studying business on supposedly the UK is number one business degree. And none of my professors had ever had their own businesses. So like, people think that a lot of people in business are like, really, really smart. And I'm already really not that smart. So like, I have to dumb things down for myself, so that I can remember Okay, so vital is vital, important, luxury, eliminate. So everything that we do we put through there. So I have spent over would say invested, however, it was not an investment, because there is no gain that I'm having from this. So I will say spent one a cost hundreds of 1000s on building this software product, right. And not to mention all of the time, which could have been spent on growing in high school as it is now. But anyway, I digress. So we were going to be launching a SAS but but we decided, we're putting everything we were doing in the business through vial. Now this is an eliminate, because while it could be luxury, right? It's just not a priority. Because we are so good at what we do that why would we try and be like tech founders that went on, I could bring on a tech partner, but I don't want to do that, right. And so anyway, honestly, a year from now, I don't really see things being much different than what they are, I just see that I'm going to have a much more powerful social media team. Because right now I'm looking for a players who are better than me. Because sometimes as you know, the strength of the leader can be the weakness of the team. I only became an entrepreneur through my Instagram fitness account, right? So like, I've been doing social media for every single day for years. So for me, it's the one area where I found it the hardest to bring on good time. But yeah, honestly just continuing to do what we do serving more clients scaling, and then probably all through our three year vision is that we're going to start actually, you know, taking taking on equity and building private equity within within an input school through a venture branch. So that's, that's the more long term vision. But until that point, we're actually just keeping it hella simple. And just focusing on our core competency.
Ree 57:55
What it is, I don't know who said it is keep it simple stupid, right?
Unknown Speaker 57:59
Yes, kiss that's actually my best open rate email, kiss me and then I insert their name and then that that out of our whole auto responder, that one has an open rate above 70% Click Through Rate off top of my head but it's it's it's really high, considerably higher than all the others. Yeah, so funny.
Ree 58:17
Thanks. I'll tell you what the man god you guys are getting today. Like this is this is mastermind material I'm telling you.
Unknown Speaker 58:24
Well, there we go. I mean, I Hey, it's I love to come on these podcasts and share the value. It's like, you know, we talk about this type of stuff we were talking about. We were sat down having lunch. You know, it's good.
Ree 58:35
Cool. Well, look, it's been great. I hope you guys have really enjoyed it. You want to get in touch with Lauren and we'll have her information her her school is going to be here and the details of the podcast. So give her a follow if you're not following her already and check out exactly what she does. Thank you very much for being here. And we will speak again soon.
Unknown Speaker 58:57
Awesome. Thank you. That was fun. See you
Transcribed by https://otter.ai