Behind every successful business is a leader who knows how to influence people the right way, boost sales, build strong teams, and create lasting relationships. They recognize the Powerful Everyday Opportunities to Persuade that are Lasting and Ethical. Without these awareness and influence skills, even the best ideas can fail, teams may struggle to work together, sales can drop, and growth opportunities can slip away. This is where expertise in ethical influence becomes critical
Brian Ahearn, Chief Influence Officer at Influence PEOPLE, LLC and Faculty Member of the Cialdini Institute, specializes in helping individuals and organizations master the art of ethical influence to achieve professional success, boost sales, and build stronger, more effective teams. He does this through speaking, training, coaching, writing, and consulting, translating behavioral science into practical strategies that deliver real-world results.
His approach focuses on:
- Creating win-win situations
- Fostering trust, integrity, and lasting relationships
- Providing unique frameworks, such as his book Persuasive Selling for Relationship Driven Insurance Agents, which guides sales professionals through every stage of the sales cycle
- Teaching ways to effectively persuade different personality types
His work has produced measurable results, turning struggling teams into top performers and creating long-term client relationships built on loyalty and respect. Brian’s contributions have been widely recognized, including his first book, Influence PEOPLE, being named one of the top 100 influence books of all time by Book Authority, and receiving praise from industry leaders who compare his keynotes to global icons. These milestones highlight his expertise and the transformative impact of his work in ethical influence and behavioral communication.
Discovering the Power of Ethical Influence
Brian’s journey into ethical persuasion began in 2003, when he first explored the work of Dr. Robert Cialdini while working in sales training at an insurance company. A chance encounter with Dr. Cialdini that same year inspired him to dive deeper, and by 2008, he completed the Cialdini certification program, earning the prestigious Cialdini Method Certified Trainer (CMCT) designation, making him one of fewer than 20 people worldwide to hold that title. Recognizing the opportunity to apply these principles beyond his corporate role, Brian Ahearn founded Influence PEOPLE, LLC in 2009 and, in 2018, transitioned away from corporate life to lead the company full-time, dedicating himself to helping individuals and organizations master ethical influence.
Turning Behavioral Science into Action
Brian’s “why” is to help individuals and organizations unlock professional success and personal fulfillment through ethical influence.
He translates behavioral science into actionable strategies that deliver measurable results, including:
- Strengthening teams
- Improving sales
- Building lasting relationships
- Tailoring solutions to real-world challenges
Brian’s work has reached audiences across finance, legal, tech, and manufacturing industries in North America and beyond. However, with over 30 years of experience in the insurance industry, he primarily serves the U.S. property and casualty sector, collaborating closely with associations, companies, and insurance agencies to create meaningful impact.
A Mentor and Friend
Brian Ahearn regards Robert Cialdini as a mentor and as a close friend. In May 2024, he had the opportunity to speak at Influence Amplified, celebrating the 40th anniversary of Cialdini’s New York Times best-selling book, Influence: The Psychology of Persuasion. During his presentation, Brian expressed deep gratitude, acknowledging the profound impact Cialdini has had on his career and on his personal life. The principles of ethical influence he has learned have shaped the way he interacts with business associates, friends, and family.
A Real-Life Success Story
A striking example of Brian’s impact can be seen with the insurance agents he trained while still at the insurance company. Facing a 5% drop in sales, these agents turned their performance around after his guidance, achieving nearly 15% growth. This 20-point turnaround in a tough market boosted the agents’ success and strengthened the company’s overall performance, highlighting the real-world effectiveness of Brian’s influence strategies.
Business Success Comes From Genuine Connections, Respect, And Trust
A notable client outside Brian Ahearn’s usual work is Hear.com. After one of the cofounders read Dr. Cialdini’s book, they invited Brian to help their sales and marketing teams. He conducted several workshops and provided ongoing online training for the company. Over time, he returned in different roles. Most importantly, he built a strong, trusting relationship with the Vice President of Sales that blossomed into a deep friendship, reflecting his belief that business success comes from genuine connections, respect, and trust.
Influence vs. Manipulation
Brian Ahearn highlights the important distinction between “influence” and “manipulation.” Manipulation aims to get what you want at any cost, while ethical influence focuses on creating win-win results and caring for others’ well-being. It means using influence in ways that fit the situation, always being honest and transparent. By putting others first and avoiding hidden tricks, ethical influence builds trust and ensures clients and audiences feel respected and valued in every interaction.
AI Works Well If You Understand Human Psychology
Brian explains that influence approaches are changing with new communication tools, but Cialdini’s principles of influence still work because our brains have not changed in any significant way in more than 30,000 years, according to science. Using these principles in emails, texts, or online helps get positive results. He also warns that while AI can create content quickly, it only works well if you understand human psychology. Without that knowledge, AI can give wrong or misleading results, showing that expertise is still essential.
Notable Achievements
Brian Ahearn takes pride in several notable achievements that highlight his expertise and influence:
- First Book Recognition: “Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical” was named one of the top 100 influence books of all time by Book Authority.
- Keynote Praise: Delivered a keynote for Assurex Global and received high praise from the CEO: “You hit it out of the park! The last time I have seen such high marks was when we had Colin Powell as our keynote a few years ago.”
This recognition underscores the impact, credibility, and transformative value of his work in ethical influence and leadership.
Current Focus and Vision
True to his belief that values shape leadership, Brian’s latest work, Influenced from Above: Where Faith and Influence Meet, explores how influence and faith intersect to guide decision-making with eternal purpose. By combining his personal faith with his expertise in ethical influence, the book provides a practical framework for faith-based organizations to apply influence principles with integrity, purpose, and lasting impact.
The PEOPLE Philosophy
At the heart of Brian Ahearn’s work is ethical leadership. In his latest book, he demonstrates how influence principles align with biblical values.
The PEOPLE acronym has evolved:
- From: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical
- To: Powerful Everyday Opportunities to Persuade that are Loving and Eternal
By prioritizing love for God and others, ethical decisions come naturally, ensuring influence is exercised responsibly. This philosophy empowers leaders and teams to make meaningful, values-driven impact in professional and personal spheres.
Focus On The Principle Of Liking
Brian Ahearn advises professionals who want to build stronger teams to focus on the principle of liking. This principle suggests that people are more likely to say yes when they feel a genuine connection. The key is not to try to make others like you, but to genuinely like and care for the people you work with. When team members see that their leader truly values them, they are more open to guidance and collaboration. By fostering authentic relationships, leaders create a positive cycle where the team and the organization thrive, encouraging success, trust, and happiness.
Brian Ahearn’s 5 Impactful Business Mantras
- Lead with Integrity: Make honesty and ethics the foundation of every decision.
- Build Genuine Relationships: Focus on understanding and valuing people, not just results.
- Influence, Don’t Manipulate: Create win-win outcomes that benefit everyone.
- Keep Learning and Adapting: Stay curious and embrace evolving tools and strategies.
- Purpose-Driven Leadership: Let values and care for others guide your actions.
