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
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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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