Have you ever been on an airplane that’s just about to land when suddenly the pilot gets on the intercom and says, “We’ll have to circle the airport until further notice because of storms in the area.”? If you’ve ever had that happen after a long flight, when all you want to do is get off the plane, it’s disheartening. Welcome to 2020 + 1. We thought the pandemic was on the wane and now we’re circling the airport until further notice. Ugh!
Despite the continued turmoil, the third quarter was wonderful for me and the business. An unexpected beach vacation, a full calendar of in person and virtual events, and nearing completion of book #3, consumed my time.
I hope the quarter was just as good for you on a professional and personal level, and that Q4 is even better.
What’s Influence PEOPLE all about?
- Why – Help you enjoy more professional success and personal happiness.
- How – Teach you the science of ethical influence.
- What – Speak, write, train, coach, and consult.
- Who – Clients include leaders, salespeople, business coaches, insurance professionals, and attorneys.
Here’s What’s New
My third book, The Influencer: Secrets to Success and Happiness, is almost through the editing process – thank you Nancy Edwards! We’ve nailed down the cover so the next step will be formatting. After that, it’s getting the book ready to push to Amazon and the on-demand publishing house. I find writing is easy now but all the steps needed to turn it into a book can be a challenge. That’s why I’ve turned to my book coach, Barbara Grassey, for help with each book. If you have a business book inside of you…hire her to help you make it a reality. And while you’re at it, I highly recommend Michael Franzese to help with the artwork. He designed my company logo, business cards, and all three book covers.
I added another eight shows to my podcasting page during the quarter. I’m starting to do more and more around insurance because it’s my primary market. It’s fun to share on those shows because I believe in the insurance industry and what we do to help people. Here are a few shows you might want to check out:
- Third time was a charm! Closing the Gap host Chris Cline invited me back on the show after I spoke virtually to agents who represent Westfield Insurance. Chris wanted to go deeper on some principles of influence that I didn’t get to share during my presentation. Check out the episode to learn additional ways insurance agents can ethically influence constituents of all types.
- David Saltzman invited me to join him on the ShiftShapers Podcast to discuss insights into how insurance advisors can drive sales and build relationships using the psychology of persuasion. We also touched on persuading different buying personalities and listening skills. You can catch the episode here.
- Craig Pretzinger and Jason Feltman are insurance agents by day and The Insurance Dudes podcast hosts by night. We got very granular on specific things insurance agencies can do in order to help their customers and sell more effectively. This two-part podcast was a blast. Make sure you catch the opening of the first episode: Part 1 and Part 2.
My old boss John Petrucci used to say, “If you always do what you’ve always done, you’ll always get what you’ve always gotten.” He’s so wise that I’m still his friend…and he’s not given me a paycheck in almost three years! John’s point applies to learning – if you stop doing things to improve yourself then don’t expect any positive change to take place. Let me give you a few suggestions to help.
What You Customer Wants And Can’t Tell You by Melina Palmer. Melina host The Brainy Business Podcast and has translated and distilled hundreds of episodes into a fantastic resource for people in sales and marketing. Here’s the testimonial I gave Melina which appears in the front of the book along with other accolades; “Einstein said, ‘Everything should be made as simple as possible, but not simpler.’ What Your Customer Wants and Can’t Tell You does just that as Melina Palmer takes a tremendous amount of research from behavioral economics and social psychology and shares it in ways anyone can understand. And, she does so without losing the nuances you need to know if you want to get it right. Most importantly, Melina gives real world application and additional references for readers who want to dive deeper into the topic. This book, and her Brainy Business Podcast, are resources you don’t want to overlook if you want to become more persuasive.”
Honestly with Bari Weiss is one of my new favorite shows. Bari is definitely liberal but not liberal enough for the New York Times. She left the newspaper because she didn’t like the ultra progressive direction the paper was heading. Her show explores all sorts of controversial topics and she looks to get to the truth, no matter where it takes her, and no matter how controversial the findings may be. I think you’ll be pleasantly surprised at how she tackles issues.
Intangibles is hosted by Steve Berg. The show has a variety of guest who discuss traits, behaviors, and qualities that entrepreneurs can cultivate to become successful. I’m going to be on the show sometime soon and can tell you, no host I’ve dealt with does as much prep work as Steve. You’ll understand what I mean when you listen because his questions are deep and reveal he’s done his research.
Muhammad Ali, the new PBS documentary by Ken Burns. Watch it! This 4-part series goes into the life of one of the most well-known people of the last century. As a young man Ali knew something wasn’t right in our country when it came to race. Boxing became his platform to talk about issues that made people feel uncomfortable. People wanted him to shut up and box. After all, he was getting paid huge sums at that time. Sound familiar?
Brian Ahearn is the Chief Influence Officer at Influence PEOPLE, LLC. An author, TEDx speaker, international trainer, coach, and consultant, he’s one of only a dozen people in the world personally trained by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.
Brian’s first book, Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, was named one of the 100 Best Influence Books of All Time by BookAuthority. His second book, Persuasive Selling for Relationship Driven Insurance Agents, was an Amazon new release bestseller in several categories. His third book, The Influencer: Secrets to Success and Happiness, will be available by year-end.
Brian’s LinkedIn Learning courses on persuasive selling and coaching have been viewed by more than 400,000 people around the world.