Virtuous Hustle with Brian Ahearn

Keep Hustling

In this episode, Aaron Gordon speaks with Brian Ahearn, an author and expert on ethical influence. They delve into the significance of honesty and transparency in sales, the ethical use of influence, and the psychology behind persuasion. Ahearn shares his journey from the insurance industry to becoming an entrepreneur, highlighting the importance of addressing objections strategically and refining skills continuously. They discuss the impact of framing messages and the principle of scarcity, emphasizing positive and ethical influence. Ahearn also recounts personal stories illustrating discipline and perseverance and shares motivational quotes from Viktor Frankl and Seneca. Aaron wraps up by thanking Brian and encouraging listeners to embrace and learn ethical influence techniques for personal and professional growth.

Get To Know Brian Ahearn

Brian Ahearn is an internationally recognized keynote speaker, trainer, coach, and consultant who specializes in applying the science of influence and persuasion to everyday situations. With over 30 years of experience in the insurance industry, Brian has held various positions, including underwriting, sales, and corporate training. Throughout his career, he has provided coaching to regional vice presidents, sales managers, field sales representatives, claim representatives, and independent insurance agents.

As a prolific writer, Brian has authored several influential books, including "Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical," which was recognized as one of the Top 100 Influence Books of All Time by BookAuthority. His book "Persuasive Selling for Relationship Driven Insurance Agents" also became an Amazon New Release Best Seller. Brian's most recent book, "The Influencer: Secrets to Success and Happiness," offers valuable insights through a business parable. He has been acknowledged as one of the Top 100 Influencers of 2016 by the Science of Digital Marketing and has reached over 400,000 individuals through his persuasive selling and coaching LinkedIn courses. Brian is also a Cialdini Method Certified Trainer®.

LinkedIn Website Bio

3 Episode Key Takeaways

1. Embrace Ethical Influence: Understanding and applying ethical influence can build trust and credibility. Brian emphasizes honesty, transparency, and mutually beneficial outcomes as the cornerstone of genuine relationships in sales.

2. Importance of Continuous Learning: Continuous enhancement of one's influence skills through learning and practice is vital. Brian's journey illustrates that refining and learning from mistakes are essential for personal and professional growth.

3. Transforming Challenges into Opportunities: Brian's transition from the insurance industry to becoming an ethical influence expert demonstrates the power of focusing on potential upsides and persevering through initial fears and uncertainties. His story highlights the importance of resilience and action in entrepreneurship.

Show Overview:

01:11 Brian reflects on father's influence and book.

06:20 Influence can change people's thoughts and actions.

07:47 Value scarcity, loss aversion - human behavior evolution.

10:41 Overcome fear, find drive, strive for success.

14:41 Entrepreneurship brings freedom and personal satisfaction.

19:23 Honesty is key to gaining trust.

21:48 Leading with honesty and transparency influences decisions.

25:50 Creating a virtuous cycle, looking out for best interest.

27:27 Understanding psychology-based sales techniques for better success.

31:06 Global definitions are evolving, influence holds value.

34:10 Preparation meets opportunity, conversations are valuable reps.