“Human beings are no more intelligent than we were thirty thousand years ago. Our cumulative knowledge has grown by leaps and bounds…but knowledge is not the same thing as intelligence, which is still not the same thing as wisdom.” — John Mark Comer, Live No Lies Let’s begin with a few Oxford Dictionary definitions: Knowledge: “facts, […]
Exciting News! When I published my last newsletter I wrote, “By the time you read my next newsletter, Jane and I will be grandparents! Our daughter Abigail and her husband Tyler are expecting in March.” On March 14 at 7:33 PM, Emmett James Ahearn—affectionately known as ‘Pancake’—arrived! 😊 Something I’ve learned in the few weeks […]
I get this question all the time: “Which principle of influence is the most powerful?” My answer? It depends. (Yeah, I know—that’s not as satisfying as a silver bullet answer. But when it comes to human behavior, one-size-fits-all just doesn’t work.) Influence Is Contextual Human decision making and behavior is complex. That’s why I teach […]
Below is the preface to my next book, Influenced from Above: Where Faith Meets Influence. I’m shooting for a release date in September. Preface “What I want to know is: where is God in all this?” —Abigail Ahearn My daughter’s question over lunch in July 2019 stopped me in my tracks. The day before, I’d […]
In June 2022, I wrote a post called Tears of Joy, about our daughter’s wedding. Regarding that wonderful day, I often told people, “It was the best day of my life…so far.” I purposely said “so far” because I knew there would come an even better day. Well, their wedding day was exceeded this past […]
More than a dozen years ago, when I was still knee deep in corporate life, one of my responsibilities was managing my company’s bonus plan. It was a massive undertaking, involving the distribution of over $20 million in year-end bonuses to 1,500 to 2,000 insurance agents. The work required accuracy, coordination, and the ability to […]
If you’re like most people, you enjoy the feeling that comes with knowing you negotiated a good deal. But what does “a good deal” really mean? In sales, it’s all about value, which I like to define with a simple formula: V = WIG/P (Value equals What I Get divided by Price) Whether it’s […]
Lately, you might have noticed a pause in my weekly posts. Between a Florida vacation and business travel, my focus shifted to a passion project—my next book, Influenced from Above: The Intersection of Faith and Influence. I’m excited to share that I’ve made some serious headway! This new book dives into something you may not […]
A few weeks ago, I posted a story on LinkedIn about reframing. It was about helping an employee shift from nervousness to excitement, a small tweak with big ripple effects on her professional and personal life. That memory jogged another—the most significant reframe of my life. Reframes can change perspectives in profound ways, often giving […]
I had the privilege of working with John Petrucci, CPCU, for several decades. I learned more about sales from John during the first year we worked together than I’d learned in my first 10 years in the insurance industry! Here’s the interesting thing; John started out in claims. When he was approached about a sales […]
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