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Dec 22, 2020

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Brian Ahearn is a coach, consultant, keynote speaker, and the Chief Influence Officer of InfluencePEOPLE, a company that teaches businesses and corporate executives how to boost sales through the art and science of persuasion. He is one of only 20 people all over the world who holds the prestigious Cialdini Method Certified Trainer (CMCT) designation. Brian is also the author of Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, a book that helps readers understand how to ethically influence others. 

Brian joins us today to discuss the art and science of persuasion, his definition of ethical influence, and how to relate to your customers better. He shares his experience with traveling across the US during his childhood, his passion for fitness, and how he ultimately realized he fulfilled his youthful dreams of owning his own gym. He explains why many people view the concept of “influencing others’ as a negative connotation and describes the key differences between influencing and manipulating. Brian also explains how he has adjusted his business strategy and methods to be as virtual as possible, while also improving the learning experience for his audience.

"Selling is the process of persuading a person." - Brian Ahearn

Today on Spot On Insurance:

  • Defining what ethical influence is and how to make it effective.
  • Why "influencing others" has gathered a negative connotation.
  • The difference between influencing and manipulating.
  • The people who inspired Brian to drive his career forward.
  • How seeing a simple sticky note can make you want to reciprocate quickly.
  • How Brian adjusted his business to the pandemic.
  • Brian's advice on how to get people to like you and say yes to you.
  • What reciprocity is and how it changes depending on the positivity or negativity of the response.
  • How Brian prepares for 2021 and what he learned in 2020.

Key Takeaways:

  • Get a plan, work it consistently, and good things happen.
  • Social media should be social and treated as a way to have a little bit of back and forth.
  • Building rapport is still the best way to convince someone to say yes to your proposal.

Connect with Brian Ahearn:

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Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit

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