In the sixth and final episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone continues his discussion with the author, Brian Ahearn.  They discuss how to use the principles of influence in social media and some of the stories that didn’t quite fit into other parts of the book.  And Brian teaches us his secret to happiness.

Key Quotes:

• “I came up with a personal brand at the time, and my slogan was ‘when it needs to be done well’. That tied back to my personal mission statement, which starts with the overarching aim that when I die, God will say, “Well done, good and faithful servant.” – Brian Ahearn CPCU, CTM, CPT, CMCT (5:11)
• “I think if you do it well, you can support people. And they may end up leaving, that’s okay. They’ll probably also help you recruit somebody that could fill that position, and then you go back to what you’ve always done.”- Brian Ahearn CPCU, CTM, CPT, CMCT (11:42)
• “I also have learned enough that while I can’t always change how I feel instantaneously at the moment, I can choose how I’m going to respond to it.”- Brian Ahearn CPCU, CTM, CPT, CMCT (15:13)
• “We gain authority status with people quite often when we’re willing to admit weakness…you know, you’re seen as a little more humble.” – Brian Ahearn CPCU, CTM, CPT, CMCT (17:15)
• “I always think it’s good to start with, relationship. If you have that connection, because of perhaps friends you have in common, connections you have in common, it’s amazing how that will make a difference.” – Brian Ahearn CPCU, CTM, CPT, CMCT (23:08)
• “It’s called social media. I mean, we should be social. This is not just about you, me, or anybody else, broadcasting our message all the time. Basically, using it as an advertising platform in building relationships so that we can hopefully help each other connect with other people, maybe do business, but it’s not just this big advertising platform.” – Brian Ahearn CPCU, CTM, CPT, CMCT (24:56)
• “I think in terms of changing people’s opinion, Facebook is very different from having a conversation like you, or I am having, or even if you got on a soapbox in this podcast, you have the opportunity to really go in-depth and explain a position, not just putting out this short little snippet, and then replying to that, and other people start chiming in.”- Brian Ahearn CPCU, CTM, CPT, CMCT (29:15)
• “If you stop and think about your main business, insurance, you don’t know the political affiliation of the people that you ensure, you don’t know their views on lots of things. But you do know that these people need insurance, and that’s what you do. So you don’t want to alienate people, simply because they see that you hold an entirely different view on a controversial subject.” – Brian Ahearn CPCU, CTM, CPT, CMCT (30:08)
• “You’ve got to move away from telling people what to do to ask them, it’s the act of asking, and when somebody comes back and affirms that, yes, they will do something. That’s the commitment that they’ve made.”- Brian Ahearn CPCU, CTM, CPT, CMCT (38:27)
• “The more effort you put into something, the more likely you are to want to see it through. So all of that psychology that I could use to maybe persuade you I can use to persuade myself to accomplish the things that I want to accomplish.” – Brian Ahearn CPCU, CTM, CPT, CMCT (47:00)
• “I plan on being a lot better in 2022, 26, etc. Because I’m always going to be looking for ways to grow and that will benefit any of my clients.” – Brian Ahearn CPCU, CTM, CPT, CMCT (59:19)

Resources Mentioned:

• Brian Ahearn, CPCU, CTM, CPT, CMCT LinkedIn
• Influence People, LLC
• Joshua Lipstone LinkedIn
• Lipstone Insurance Group
• Book: Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical

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