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:

 

• Influence PEOPLE LLC
• Book: Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical
• Book: Persuasive Selling for Relationship-Driven Insurance Agents
• Book: The Influencer
• Influence PEOPLE LLC on LinkedIn
• Influence PEOPLE LLC on YouTube
• Influence PEOPLE LLC on Facebook
• Influence PEOPLE LLC on Twitter
• Brian Ahearn on LinkedIn

 

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. 

 

Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered. 

 

Our Team:

President of Model FA, David DeCelle

 

If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.