The Principles of Influencing People with Brian Ahearn

Jan 3, 2023

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Brian Ahearn is a consultant and the Chief Influence Officer of Influence PEOPLE LLC, an organization dedicated to helping people move others into action. Having been in the business of training people for over two decades, Brian helps his clients apply the science of influence for better business results. He graduated cum laude with a degree in General Business from Miami University and holds a Cialdini Method Certified Trainer designation. He is also the author of Influence PEOPLE, The Influencer, and Persuasive Selling For Relationship-Driven Agents.

Brian joins me today to discuss the principles of influence and persuasion. He recounts his background, why he left the insurance business and his journey to becoming an expert on building influence. He discusses ideas to make it easier for people to say “yes” to a sale without being too “salesy.” He offers advice for building authority if you’re new to the industry and describes the importance of invoking genuine scarcity. Brian also outlines the eight steps of an impactful sales process and explains the importance of knowing your audience.

“Everything about my persona is either hindering or helping my cause. How we interact with people is part of persuasion.” - Brian Ahearn

This week on The Model FA Podcast:

How Brian connected with Dr. Robert Cialdini
Dispelling the negative connotations around persuasion
The Aristotelian definition of persuasion
The principles of influence and making it easier for people to say “yes”
Getting people to like you through reciprocity
How anchoring a shared identity with others makes it easier for them to agree
Communicating your expertise and authority without bragging
Building social proof and consistency in word and deed
Scarcity and the fear of missing out
Invoking a sense of scarcity without being too “salesy”
Identifying “driver” and “relational” personality types and the best way to sell to them
Building rapport and how to humanize yourself to clients and connect with them on a deeper level

Resources Mentioned:

Book: The 7 Habits of Highly Effective People by Stephen Covey

Our Favorite Quotes:

“Persuasion in the right hands can be extremely powerful and impactful.” - David DeCelle
“You can leverage social proof by focusing on a particular niche.” - David DeCelle
“When you’re in sales, you’ve got to be willing to understand the other person and somewhat conform to them.” - Brian Ahearn

Connect with Brian Ahearn:

About the Model FA Podcast

The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.

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Our Team:

President of Model FA, David DeCelle

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