Influence is one of the most powerful tools we have in business, leadership, and personal life. Used well, it inspires people, builds trust, and creates ethical results. Used poorly, it can slide into manipulation and self-interest.
In a recent conversation on the Power Producers Podcast, I sat down with Brian Ahearn, keynote speaker, author, and one of only a handful of people globally certified under Dr. Robert Cialdini, the leading expert on influence. Brian has written multiple books on the subject, but his newest release, Influence From Above: Where Faith and Influence Meet, takes a unique direction.
Unlike his prior works, this book is written in a novel style, weaving together biblical principles with the psychology of persuasion. It is not just a teaching manual but a story-driven exploration of how influence, when rooted in faith and ethics, can shape both business outcomes and community impact.
In today’s world, influence is often misunderstood. Too many people equate persuasion with manipulation—something pushy salespeople or politicians use to get their way. But the truth is that influence is neutral. Like money or technology, it’s a tool. What matters is whether we wield it with integrity.
For leaders, sales professionals, and even faith-based communities, understanding influence is crucial. Every day, we’re influencing—whether we’re convincing a client to take action, guiding a team through change, or inspiring a congregation to rally behind a mission.
What Brian makes clear is that influence done ethically is not about taking advantage of others. It’s about creating value, building trust, and ensuring that both parties benefit. In an industry like insurance, where relationships are everything, this distinction is the difference between a quick sale and a lifelong client.
At the heart of Brian’s work are the six principles of influence identified by Dr. Robert Cialdini. What makes Influence From Above so fascinating is how Brian connects these psychological principles to biblical teachings.
By aligning Cialdini’s research with biblical truths, Brian helps readers see influence not as manipulation, but as a reflection of values many already hold dear.
One of the most powerful parts of the conversation was Brian’s framework for ethical persuasion. He breaks it down into three must-haves:
For producers in the commercial insurance industry, these principles are critical. Whether you’re advising on workers’ compensation, negotiating coverage, or helping a client through claims, ethical influence builds the kind of trust that sustains relationships for decades.
Brian’s new book is his fifth, and each one has had its own purpose. Some were written to establish credibility as a speaker. Others were tailored to insurance professionals. Influence From Above is different: it’s deeply personal, combining his expertise in psychology with his faith.
The format is also unique. Instead of a textbook approach, Brian uses storytelling in a novel format. Each chapter ends with reflection questions, inviting readers to pause, consider, and apply the lessons in their own lives.
The process of writing has changed too. In the past, publishing a book required endless rounds of edits and back-and-forth with editors. This time, Brian leaned into modern tools like ChatGPT, which acted like a real-time editor—helping him refine chapters, check consistency of characters, and streamline the writing timeline. What once took years now took only a few months.
For content creators, sales leaders, or anyone looking to share their message, this is a reminder: technology doesn’t replace authenticity, but it can accelerate the process of getting your ideas into the world.
Throughout the conversation, one theme kept coming back: authenticity. Influence isn’t about clever tricks or rehearsed scripts. It’s about character.
Brian quotes Aristotle: “Character may almost be called the most effective means of persuasion.” Two people can say the same words, but one will be more persuasive because their integrity, tone, and genuine care shine through.
I added my own reflection during the podcast: “Be who you are, and the people that are supposed to be in your circle will find their way there.” Authenticity attracts the right audience. It’s the same in sales, leadership, and faith.
In a world where social media often fuels division, comparison, and artificial images, authenticity is more powerful than ever. Influence rooted in consistency and genuine care cuts through the noise.
If you want to explore Brian Ahearn’s work further, visit InfluencePeople.biz. You’ll find resources, speaking opportunities, and updates on Influence From Above.
Brian also offers a special promotion: if you purchase or receive the new book and email the title of Chapter 2 to [email protected], he’ll send you a free digital copy of The Influencer, the prequel novel.
For readers in the insurance industry, this is more than a book—it’s a guide to building credibility, trust, and long-term client relationships in a way that aligns with your values.
Influence doesn’t have to feel manipulative. It doesn’t have to be about power plays or persuasion tricks. Done right, influence is about serving others, building trust, and creating lasting impact.
What Brian Ahearn shows in Influence From Above is that the principles of psychology and the principles of faith don’t just coexist—they strengthen each other. When we lead with character, when we give before we expect to receive, and when we use persuasion ethically, we move beyond transactions and into transformation.
Whether you’re a sales producer, a leader in your community, or someone seeking to grow in your faith, ethical influence is one of the most valuable skills you can develop. And as Brian’s journey shows, it can take you further than you ever imagined—sometimes all the way around the world.
In the middle market, producers don’t lose because the competition has better pricing.
They lose because the competition understands people better—their motivations, their fears, their priorities, and what makes them say yes.
The cyber insurance market has softened in recent years. Requirements that were once rigid — like mandatory multi-factor authentication (MFA) or endpoint detection and response (EDR) tools — have been relaxed by many carriers. But here’s the danger: just because carriers aren’t demanding these safeguards today doesn’t mean businesses can afford to ignore them.
The insurance industry is entering one of the most transformative seasons in its history. For decades, our world has been shaped by carriers, underwriting cycles, prospecting methods, and the grit of producers willing to outwork their competition. But today, a new force is reshaping the landscape—and most producers, agency leaders, and industry professionals aren’t ready for it.
The commercial insurance world isn’t for the faint of heart. It’s unpredictable, chaotic, and constantly demanding producers to manage competing pressures—client needs, renewal deadlines, life events, prospecting goals, and agency responsibilities. And if you’re a middle-market producer, multiply that by ten.
In the middle market commercial insurance space, the role of the producer has never been more critical—or more misunderstood. Too many producers still view their job as selling policies instead of what it truly is: protecting the assets and livelihoods of the businesses they serve.
The middle market rewards depth, not breadth. Yet many producers still approach it like a volume game, quoting everything that moves, chasing price, and hoping activity turns into production. From the outside, it looks like hustle. From the inside of the underwriting and wholesale world, it looks like noise.
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