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Quarterly Newsletter

Most people would say 2020 and first quarter started great. We saw record highs in the stock market, record lows on unemployment and low interest rates to name just a few of the economic metrics. Life was prosperous for manyAmericans and people around the world. Then suddenly it came to a halt with Covid-19.

The pandemic is unprecedented in our lifetime as is the unfolding economic fallout. Between the collective intelligence of humanity and unparalleled technology I have faith the pandemic will end sooner rather than later. How quickly economies bounce back is anyone’s guess.

As someone who typically interacts with small groups and large audiences I fully understand the impact of all of this. My TED Talk was only a week away when it got canceled and other opportunities are on hold as we wait to see how things will play out. However, I choose to look for opportunity. I’m focusing on my health – mental, physical and spiritual – in ways I did not before the stay at home order. I hope you’re looking for what could be, not what isn’t or was. It’s a choice we all have to make.

Be safe and stay healthy!

Brian

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 – We work primarily with leaders, salespeople. coaches and attorneys.

Despite the economics we’re facing I’m still excited when I go to bed and when I wake up. My opportunity to do something I’m passionate about, something that helps people professionally and personally, still exists. Now I have to rethink how I will do it. One think I’m doing is exploring technology like Zoom to interact with people. No matter how things unfold, I believe technology that reduces travel and in-person interactions will become even more important in the future.

Here’s What’s New

Blog Posts

While most of my blogging revolves around helping people understand how to ethically influence people, lately I’ve focused more broadly on psychology and how it impacts our perceptions of our current situation. Click here to see some of those recent posts.

Podcasts

I was a guest on another dozen podcasts to start the year. Some were insurance related, some dealt with career change and others were straight up influence for new audiences. Now is as good a time as any to invest 30 minutes to learn how to influence people. To see the recent podcast click here.

LinkedIn Learning

I now have four LinkedIn Learning courses online. Nearly 100,000 people have participated in the learning. If you want to learn about the intersection of influence in sales, dealing with personality styles and coaching then check out the courses. Click here to watch a short preview of each course.

Best of…

Looking for interesting content? Because you may have more time on your hands with the pandemic self-quarantining, why not put some of that time to good use learning? Below are some great books to read, podcasts to listen to, and shows to watch.

Books

Adversaries into Allies by Bob Burg. Burg’s most well-known book is The Go-Giver and Adversaries into Allies is not far behind. If you’re looking for great common sense approaches to dealing with people then this book is for you. As I read it I felt like I was reading a modern day version of Dale Carnegie’s classic How to Win Friends and Influence People.

Talk Like TED by Carmine Gallo. I’ve been a fan of Gallo ever since reading The Presentation Secrets of Steve Jobs. In this book Gallo dissects some of the most watched TED Talks to distill them into 9 considerations for anyone giving a TED Talk. But his findings go further than the TED stage because anyone who presents to groups will benefit from this book.

Podcasts

Behavioral Grooves has been featured before. It’s co-hosted by Kurt Nelson and Tim Houlihan. In addition to their great rapport they have smart, interesting guests. Currently they’re featuring behavioral scientists who share thoughts and strategies for coping during the pandemic. You will laugh and learn whenever you listen to Kurt, Tim and their guests.

In the Arena is a hosted by Anthony Iannarino. I’ve known Anthony for more than a decade and can tell you he’s wicked smart, very funny and he KNOWS about sales. He’s been blogging daily for more than a decade. If you watch deep, concentrated sales learning then check out In the Arena.

Watch

Quark Science can be viewed on Amazon Prime. There are half a dozen episodes that look at topics such as sound, dark matter, the space-time continuum, where did we come from and much more. It breaks complicated subjects down in interesting, easy to understand visuals and language. Fascinating stuff!

They Shall Not Grow Old is a 2018 film now on Amazon Prime. The movie looks at World War I by taking original film and digitizing it with color and sound. Suddenly people in those films no longer live in the silence of black and white film. They walk and talk almost as if filmed only a few years ago. It was amazing how it brought that time period to life. I highly encourage you to spend an hour and a half with this film some evening.

Brian Ahearn, CMCT®, is the Chief Influence Officer at Influence PEOPLE, LLC. An author, international trainer, coach and consultant, he’s one of only 20 people in the world personally trained by Robert Cialdini, Ph.D., the most cited living social psychologist on the planet on the science of ethical influence.

Brian’s book, Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, was a top 10 selling Amazon book in several insurance categories and top 50 in sales & selling. His LinkedIn Learning courses on sales and coaching have been viewed by more than 90,000 people around the world!

Quarterly Newsletter

It’s hard to believe 2019 is over and we’re into 2020. I hope 2019 was great for you on a professional and personal level. It was for me and I look forward to an even better 2020. I hope you do too. As always, I appreciate you giving me a few moments of your time to catch you up on what’s happening with Influence PEOPLE and to share resources that can help you become a more persuasive person.

Sincerely,
Brian

 

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 – We work primarily with sales-people, business leaders, coaches and attorneys.

The move to Influence PEOPLE full time was tougher than I expected in some respects but much more satisfying than I ever would have imagined! The autonomy, and opp-ortunity to focus on what I deem most important every day,  is wonderful.

It’s very different working for yourself with no one to be accountable to except you. Several things stand out when I think about it vs. my time in corporate America.

First, removing the distractions and meetings that come with a big company increases your ability to accomplish meaningful work. If I spend three or four hours at Starbucks I easily accomplish more than what I would have done in eight hours at the office.

Second, having to do everything yourself is hard but highlights how much waste there is when you work for a big company. Work has a very different feel when it’s your time, money and effort on the line. It’s the difference between thinking like an owner versus being an employee.

Third, time feels different. This was highlighted around the holidays. I used to get excited about extended breaks for the holidays. Not having an office to go to, and not “taking time off” were strange feelings.

Here’s to a great 2020. I hope it’s your best year so far and that each one only gets better and better.

Here’s What’s New

TED Talk in March!

I’m thrilled to tell you I’ve been selected to present at the TEDx New Albany event on Sunday, March 22, 2020. Giving a TED Talk is something I’ve aspired to for more than a decade so I’m beyond excited! My talk will be about how to set the stage for more success and happiness using pre-suasion. If you’d like to attend in person click here for details on time, location and tickets.

Audio Book will be available this month!

Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical came out in paperback and eBook in August. My goal in writing the book was to give you tangible ideas you can use immediately to enjoy more professional success and personal happiness. I was thrilled when it made the top 10 in Amazon’s Casualty Insurance and Insurance categories. It also cracked the top 50 in Sales & Selling. Now I’m excited to let you know the audio version should be available by the end of January. In the meantime, if you prefer paperback of eBook click here to order your copy.

New Podcasts

I was a guest on a dozen podcasts in the fourth quarter and nearly three dozen during the year. I’ve learned getting on podcasts is like compound interest – the more you’re on, the more you get on because podcasters listen to other podcasts. If you want to catch any episodes from 2019, there are links to each on my website. Click here to find the ones you’d like to listen to.

New LinkedIn Courses

In 2019 I had three new LinkedIn Learning courses go live:

  • Persuasive Coaching
  • Building a Coaching Culture
  • Advanced Persuasive Selling

I cannot say enough great things about the folks at LinkedIn. They’re awesome people to work with! Click here to check out short previews for each course.

Best of…

Do you enjoy learning but find it difficult to locate good content? Time is your most valuable commodoty so don’t spin your wheels searching. To help you save some of that precious resource below are some great books to read, podcasts to listen to and TED Talks to watch.

Books

Messengers: Who We Listen to, Who We Don’t and Why by Steve Martin and Joseph Marks. Two people can say the very same thing and get very different results. Coming from the mouth of one person a message may fall on deaf ears but from another that same message changes the world! Why? This book helps you understand that it’s more than what’s communicated, it’s who is communicating. The authors don’t just leave you with an understanding of why; they give you the how. They tell you how you can become a messenger more people listen to. The book is good for anyone who wants to be more influential but it’s critically important for salespeople, coaches and leaders in every field.

Entrepreneurial You by Dorie Clark. Here’s what I wrote in my Amazon review: Stepping out on your own is scary and exciting, energizing and draining, and so many other polar opposites so it’s good to have a resource to come back to for grounding and to realize you’re normal with these feelings. I just finished this book and I’m working through the 80+ page workbook Dorie provides for free. Don’t short change yourself – read the book then complete the workbook because both have immense value. I had a very good general idea of how I wanted to approach my business but Dorie’s book and the actual exercises in the workbook have opened my eyes to even more possibilities. The book has many ideas I had not considered and writing in the workbook stimulated lots of new ideas. My initial challenge will be to narrow my focus as opposed to trying to do too much. Both activities will be worth your while IF you make time to do them. I’m glad I did and I bet you will be too.

Podcasts

Applied Curiosity Lab Radio is cohosted by sisters Becki Saltzman and Jennifer Felberg. I’ve known Becki for many years and have been a guest on the show a couple of times. She is also a LinkedIn Learning instructor. Becki and Jennifer apply their curiosity muscles to a variety of topics. I guarantee two things: you will laugh and learn. Hard to beat that so why not check them out?

Brainfluence is hosted by Roger Dooley. Roger is the author of Brainfluence, The Persuasion Slide and Friction. If you want to get to the neuroscience of sales, marketing and customer experience then this is the podcast for you. Roger has hundreds of episodes to choose from and has some of the biggest names in social psychology and behavior economics on the show including Robert Cialdini and Dan Ariely.

TED Talks

How Great Leaders Inspire Action from Simon Sinek. There’s a reason this talk from 2009 has nearly 48 million views; it’s inspirational and the message is timeless. Bottom line; people don’t buy what you do, they buy why you do it. This talk helped spur on the concept of “Why?” and skyrocketed Simon Sinek to fame as a business thought leader. Even if you’ve seen it, it’s worth watching again as you start the new year.

The Power of Vulnerability from Brene Brown. With 45 million views Brene Brown’s message obviously hit home for lots of people. A humorous talk based on research, she defies the notion “never let them see you sweat.” Being vulnerable is what people want because it’s the basis for connection. You may have been one of the 45 million who’ve already watched it but take a moment to do so again.

Brian Ahearn

Brian Ahearn, CMCT®, is the Chief Influence Officer at Influence PEOPLE, LLC. An author, international trainer, coach and consultant, he’s one of only 20 people in the world personally trained by Robert Cialdini, Ph.D., the most cited living social psychologist on the planet on the science of ethical influence and persuasion.

Brian’s book, Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, was a top 10 selling Amazon book in several insurance categories and top 50 in sales & selling. His LinkedIn Learning courses on sales and coaching have been viewed by more than 85,000 people around the world!

Brian.Ahearn@influencepeople.biz
614.313.1663

Quarterly Newsletter

3/4ths of the year is behind us! I hope you’re more than 75% of the way to your professional and personal goals. As always, I appreciate you giving me few moments of your time. It was a busy quarter and there’s lots of great information packed into this newsletter.

Sincerely,
Brian

What is Influence PEOPLE?

 

The excitement I felt when I stepped out to start Influence PEOPLE full time has only grown. Whether I’m in front of an audience, having coffee with someone, or networking, I feel the same excitement I used to feel whenever I competed in an athletic competition. It’s a great way to start each day. I hope you feel the same for the things you’re involved in.

What’s Influence PEOPLE all about?
Why – Help you enjoy professional success and personal happiness.
How – Teach you the science of ethical influence.
What – Speak, write, train, coach and consult.
Who – Business leaders, sales-people, coaches and attorneys.

 

Here’s What’s New

 

Blog Posts

This quarter one blog post stood out from all the others in terms of comments, likes and engagement. I’m Sorryresonated with followers, especially on LinkedIn. We all make mistakes so saying “I’m sorry” is inevidable. Click here to find out what the buzz was all about.

 

Podcasts

If podcasts are your thing you’ll be glad to know there are lot’s more to choose from! I was a guest on more than a dozen podcasts last quarter. With the new book coming it was a great opportunity to spread the word on how to ethically influence people. Click here to check out some of the shows.

Book

In August my first book went live! Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical is about the practical application of the principles of influence at work and home. The goal is to give you tangible ideas you can use immediately to enjoy more professional success and personal happiness. The book was in the top 10 in Amazon’s Casualty Insurance and Insurance categories and made the top 50 in Sales & Selling. I told people, holding that first book wasn’t quite like holding Abigail when she was born…but it was pretty darn nice. Click here to order your copy.

Linkedin Learning

In September my 4th course with LinkedIn went live. Advanced Selling: Persuading Different Personality Styles combines a DISC type approach with the principles of influence so you can be even more effective when persuading different personalities. For a preview click here.

Best of…

 

I always appreciate when someone I know personally, or respect as an authority, recommends a product or service. I just feel more confident spending my time or money on something when a friend or expert gives it a thumbs up. I hope you consider me a friend and/or expert and that you’ll take recommendations on the following learning opportunities.

Books
Neuroscience for Learning and Development by Stella Collins. There are so many myths around learning but fortunately we don’t have to rely on “advice” or learn from failure. Now we can lean on science and that’s exactly what Stella has done with this book. I liken this read to a Cialdini approach to learning. If you’re in the learning space, occasionally train people or just do presentations, then pick up this book!

Chasing Excellence by Ben Bergeron. I enjoy books that focus on coaching and given my competitive past in bodybuilding, marathoning and taekwondo, I’m especially drawn to books that focus on athletics. Bergeron coaches some of the top CrossFit athletes in the world. When an athlete gets to an elite level it’s often mindset that makes the difference between winning and losing and that’s what’s explored throughout this book. Even if you’re not an athlete you’ll get a lot out of it.

Podcasts
Closing the Gap is hosted by Chris Cline from Westfield Insurance. This podcast has lots of great information for insurance agents AND small business owners of any type. Chris has a really relaxed, conversational style that’s enjoyable for his guests and listeners.

Sell With A Story is the brainchild of Paul Smith. Paul is the author of several books including Lead with a Story and Sell with a Story. Paul is very inquisitive and asked some questions around ethics and manipulation that I’d not heard before. It stimulated my thinking and I believe it will do the same for you.

Presentations
The Brain with David Eagleman is a six part documentary that originally aired on PBS. I found it on Amazon Prime. The show explores how the human brain synthesizes information and translates it into reality. IT IS FASCINATING!

The Infitine Game from Simon Sinek. Sinek’s new book by the same name comes out in October. This talk delves into Sinek’s viewpoint that some things – like business and relationships – don’t have an end game or final score. That goes against the grain of much of our conditioning. We want to win, be the biggest, be the best, etc. In sports that works but not so much in business and relationships. Watch this video to get an introduction to this interesting viewpoint.

Brian Ahearn, CMCT

Brian Ahearn, CMCT®, is the Chief Influence Officer at Influence PEOPLE, LLC. An author, international speaker, coach and consultant, he’s one of only 20 people in the world personally trained by Robert Cialdini, Ph.D., the most cited living social psychologist on the planet when it comes to the science of ethical influence.

Brian’s first book – Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical – has been one of the top 10 selling Amazon books in several insurance categories and cracked the top 50 in sales & selling.

Brian’s LinkedIn Learning courses have been viewed by more than 75,000 people around the world! His new course – Advanced Persuasive Selling: Persuading Different Personalities – is available through LinkedIn Learning and Lynda.com.

Brian.Ahearn@influencepeople.biz
614.313.1663

Influence PEOPLE Quarterly Newsletter

Wow, 2019 is now half over. I hope it’s going well for you on a professional and personal level. Thanks for giving me a few moments of your time and attention.

I have exciting news to share…my first book comes out next month! Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical will be available on Amazon in eBook and paperback initially with an audio version later this year. The book gives you the practical, “how to” application for the psychology of persuasion in every day situations. This has been years in the making so I’m thrilled to share it with you. Below is the amazing cover designed by Michael Franzese.

What is Influence PEOPLE?

The transition from corporate America to Influence PEOPLE continues to be an incredible experience! In some respects it’s been more challenging than expected but it’s also been much more fulfilling than I ever imagined. Every day I’m energized because I know what I do helps people like you enjoy more success at the office and happiness at home. Loving what you do and knowing it helps people makes every day a good day! Here’s what Influence PEOPLE is all about:

  • Why: Help you enjoy more professional success and personal happiness.
  • How: Teach you how to apply the science of ethical influence in every day situations.
  • What: Speak, write, train, coach and consult around the psychology of influence.
  • Who: We work with business leaders, salespeople, coaches, attor-neys and other people just like you.

 

LinkedIn Learning

During the second quarter my newest course, Building a Coaching Culture: Improving Performance Through Timely Feedback, went live. If you coach people then you won’t want to miss this learning opportunity. I also started my fourth LinkedIn Learning course which shows you how to persuade different personality types. Keep an eye out for that one in the 3rd quarter. To see short previews of each course click here.

 

 

Podcasts

The second quarter was busy with guest appearances on the following podcasts: David Avrin’s The Very Visible Podcast,  Networking Rx with Frank Agin, Jamming with Jason hosted by Jason Mefford, and Donald Meador’s The Corporate Middle. Podcasts are a great way to learn almost anywhere, even in the car. If you visit my podcast page you’ll see those podcasts and many others.

 

Workshops

The featured workshop this quarter is The Principles of Persuasion. This 2-day training is based on Robert Cialdini’s best-selling book Influence: Science and Practice. The workshop dives deep into the principles of persuasion that can be used to ethically influence people. The principles are scientifically proven and are universal across all cultures. In this workshop you’ll learn how to build relationships, overcome uncertainty and motivate people to action. To find out more click here.

 

Best of…

If you enjoy learning but find it difficult to locate good content look no further! Time is your most valuable asset so don’t spend too much of it searching. To help you save a little time below are a few great books to read, podcasts to listen to and videos to watch.

Books
Incognito by John Eagleman. This is a fascinating read on how your brain works and the implications on your choices, free will, who you are and much more. If you’re more into viewing than reading you can watch his documentary, The Brain with David Eagleman, on Prime Video.

Friction by Roger Dooley. Roger is an expert in neuromarketing. In his latest book he looks at things businesses do that cause friction and hurt their sales and customer service. You’ll never be the same after you read his book because you’ll spot friction everywhere. The good news is; you’ll also see friction in what you do and and you’ll have a chance to correct it.

Podcasts
Behavioral Grooves is hosted by Kurt Nelson and Tim Houlihan. I had the privilege of being a guest on their show last year. Not only will you learn how to use behavioral economics to improve your life and/or workplace, you’ll have fun doing it. I’ve not come across a more fun podcast than this one. Bonus: you’ll also learn a little about music from Tim.

American Negotiation Institute podcast is hosted by Kwame Christian. On the podcast you’ll learn about psychology and negotiations. Kwame invited me on the show but that’s not why I recommend it. Kwame’s love of learning, inquisitive interview style and interesting guests makes for an enjoyable experience whenever you tune in.

Video Presentations
Learn How to Control Your Mind from Joe Dispenza. Change is never easy but change can be easier if you know why you do what you do. In this short video Joe Dispenza talks about the subconscious programs that are running your life before you realize it. An eye opening presentation on why you do what you do and why you’re who you are.

Getting Stuck in the Negative is a Ted Talk from Alison Ledgerwood, a psychology professor at UC Davis. She explores why it’s so easy to get in a negative mindset and why it can be so hard to change a negative mindset. You’ll appreciate that she uses science to help you gain understanding.

Brian Ahearn, CPCU, CTM, CMCT®

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE, LLC. An international speaker, coach and consultant, he’s one of only 20 people in the world personally trained by Robert Cialdini, Ph.D., the most cited living social psychologist on the topic of ethical influence.

Brian’s LinkedIn Learning courses Persuasive SellingPersuasive Coaching and Building a Coaching Culture: Improving Performance through Timely Feedback, have been viewed by more than 70,000 people! Keep an eye out for Advanced Persuasive Selling: Persuading Different Personalities this fall.

Brian can be reached at: Brian.Ahearn@influencepeople.biz or 614.313.1663.