When I started my career in July 1986—fresh out of Miami University and working for Travelers Insurance—the workplace looked very different than it does today.

A few obvious examples:

• No laptops or smartphones
• No working from home
• Suit and tie every day

But one of the biggest differences had nothing to do with technology or dress codes. It was what you didn’t talk about at work.

Off Limits

Sex, religion, and politics were strictly off-limits. You were paid to do a job, not share personal views or advocate for social causes on company time. The unspoken agreement was simple: leave those things at home.

Fast forward 40 years, and the landscape has changed dramatically.

Not only are those topics now part of the business environment, but they also show up daily on platforms like LinkedIn. In many cases, it almost feels expected that you’ll share where you stand on social, political, or deeply personal issues.

A Turning Point

That shift is one reason my most recent book, Influenced from Above: Where Faith and Influence Meet, marked a turning point for me. I decided to be more open about my faith—not to proselytize, but to give people permission and hope that this part of their lives doesn’t have to be hidden.

At this stage of my career, being able to integrate what I’ve studied and taught for decades—the science of influence—with what matters most to me personally—faith—is icing on the cake.

For years, we were told religion was private and should be confined to homes or places of worship. But if what the Bible teaches is true—that the Holy Spirit dwells within believers—then faith doesn’t stay put. It goes wherever we go. It shapes our worldview, our decisions, and how we treat people, even when we’re not explicitly talking about faith.

That means faith shows up at work whether we acknowledge it or not.

An Exchange of Ideas

I was reminded of this recently during a LinkedIn message exchange. Although the other person was a Christian, he felt LinkedIn wasn’t the place to share thoughts on religion. I respectfully disagreed. My reasoning was simple: we now see open discussion of topics that were once completely unacceptable in professional settings. Faith, when expressed thoughtfully and respectfully, shouldn’t be uniquely excluded.

What mattered most to me wasn’t convincing about my view—it was how we engaged. The exchange was honest, curious, and civil. At the end, after I invited him to continue the conversation sometime, he replied, “Candor and disagreement without vitriol! Who would have thought. Thank you for the invitation.”

That response affirmed something I’ve long believed: influence isn’t about persuasion at all costs; it’s about relationships built on respect.

Getting Comfortable

I’ll admit—it took me time to get comfortable seeing posts about sobriety journeys, politics, social issues, and deeply personal struggles in professional spaces. Whether I agree or disagree with someone’s decision to share regarding a particular topic isn’t the point. The reality is that this is now part of the business landscape.

I typically don’t engage in those conversations because too often they devolve into debate which too often causes division rather than dialogue. But choosing not to engage, or doing so one-on-one, is different from choosing to hide.

I know being more vocal about how faith informs my thinking on influence will rub some people the wrong way. That’s okay. I’m not trying to convince anyone. I’m simply sharing my lived experience in the hope that it encourages others to consider how their deepest values already shape how they lead, sell, hire, and influence—whether they realize it or not.

Faith and Values

Faith doesn’t turn off when we walk into the office or log onto LinkedIn. Neither do our values. The real question isn’t whether they influence us—but whether we’re willing to reflect on how they do that.

That reflection, I believe, makes us better humans, better leaders, and more ethical influencers.

Edited by ChatGPT

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling and Influenced from Above were Amazon new release bestsellers. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 800,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

I hope your holidays with loved ones were wonderful. Ours were extra special because they were our first with our grandson, Emmett.

There’s something about seeing the world through the eyes of a child that reminds us of the wonder and excitement of life.

Jane and I are blessed because we see Emmett three days a week while Abigail and Tyler are at work.

Seeing his smile when he comes into the house always makes my day!!

   

My wish for you is a great start to the New Year and that 2026 exceeds your all of your expectations, personally and professionally.

Sincerely,

Brian

What’s Influence PEOPLE all about?

Why – Help you enjoy more professional success and personal happiness.

How – By teaching the science of ethical influence.

What – Speaking, writing, training, coaching, and consulting.

Who – Leaders, salespeople, business coaches, insurance professionals, and more.

Here’s What’s New…

Speaking

2026 will be an exciting  year as I have opportunities to work with clients where I integrate the faith-influence connection into my influence speaking and training.

At this point in my career, to combine what most important in my life – faith – with my passion for teaching people about ethical influence is icing on the cake!

Writing

Influenced from Above: Where Faith and Influence Meet, came out in late October and has been really well received! The paperback was a #1 new release best seller in the Business Ethics and Christian Business & Professional Growth categories. It reached #2 in the Christian Church Leadership category.

Here are a few things readers had to say after reading the book:

“Loved reading this book. It’s story captured my imagination and its content changed me for the better. It took the influence principles to a higher level of application which made them even more powerful, lasting and ethical.”

“In this book Brian pulls together the principles of ethically-influencing others with spiritual connection. In my opinion his best work to date, it encompasses the natural, the rational, and the moral orders for a stead-fast life. He takes the reader on a journey that will result in self-reflection along the way. A compelling story with true-to-life passages, it should connect with everyone who reads it. It is an enjoyable read that will open your mind and heart to new possibilities for better living.”

“What I love about this book is that rather than treating faith as something separate from influence, the author shows how the two can work together to shape character, guide decisions, and elevate the way we lead others. What makes this book especially compelling is that the author encourages readers to lead with humility, courage, and spiritual awareness, reminding us that true impact begins not with status, but with alignment to a higher purpose. Whether you’re a leader in ministry, business, or everyday life, Influenced from Above offers a thoughtful and uplifting perspective on how faith can shape the way we show up in the world. It’s a meaningful read for anyone seeking to lead with authenticity, purpose, and a deeper sense of calling.”

If you’ve not done so already, click here to order your copy.

If you have a copy, I would appreciate it if you would take a moment to leave an Amazon review.

In Case You Missed It…

I recorded dozens podcast episodes around the time Influenced from Above came out. You can find all of them on my website, but to save you time, here are three I think you’ll really enjoy:

Insurance Town Podcast – Influence is NOT Manipulation

Third time is a charm but that’s not why Heath Shearon invited me back to Insurance Town. He had me on again to discuss ideas from my new book, Influenced from Above. Some key takeaways from our discussion include:

• Why social media influence is not the same as true leadership
• How faith and family shape the way leaders influence others
• Lessons from Influenced From Above on humility and service
• Why empathy and trust are the foundation of lasting leadership

We think you’ll really enjoy this one!

The Power Producers Podcast – Ethical Influence and Faith

Another great conversation with David Carothers and Kyle Houck. This time we spoke about faith and influence, my new book (Influenced from Above), the writing process, international travel, and more. If you’re interested to find out how you can go beyond merely being ethical when you influence people and possibly have an eternal impact, click here.

Blessed Be Podcast – Influenced from Above

Robert Polanco and Dawn Miller Sander, MA, invited me back to the Blessed Be Podcast to discuss my new book, Influenced from Above: Where Faith and Influence Meet. During our conversation I shared how each principle of influence aligns with our spiritual design to serve others. Additionally, we covered:

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling and Influenced from Above were Amazon new release bestsellers. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 800,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

Why do I believe Santa is the ultimate salesman? To start, he has a couple of success stories most of us can’t compete with. First, he’s successfully run the same family business for hundreds of years. There’s something to be said for stability, especially over the long haul.

Second, Santa has a client base that expands every year — no matter the state of the global economy.

Can your business make those claims?

But those aren’t the reasons I believe Santa is the greatest salesman who ever lived. Contrary to what you might think, his success doesn’t come from his business savvy. After all, consider the obstacles he has to deal with.

• Business attire: Santa obviously doesn’t buy into the “dress for success” philosophy. Power suits are fine but a red suit and hat, both lined with fur, is a little over the top in today’s casual business environment.
• Delivery system: Santa’s remains way behind the times here. His “One Day Delivery” is literally that – you get your packages one day a year. He doesn’t seem to notice in today’s economy people want what they want, when they want it, and that usually means now. But the real problem behind “One Day Delivery” might just be his delivery method. I think you’d agree the U.S. Postal Service, FedEx, or UPS would be much more efficient than eight tiny reindeer pulling a small sleigh.
• Manufacturing: Some say Santa’s operation is too labor-intensive to survive much longer. After all, he’s competing with Wal-Mart, Amazon, Apple, and other giant organizations. In today’s marketplace, how can any business can get by without automating? Perhaps if he automated a process or two he’d have enough inventory to open this store more than one day a year.
• Efficiency: I realize Santa gives his product away for free but that doesn’t mean it costs him nothing. He has all those elves and reindeer to take care of. Food and lodging are bad enough but health care costs have to be crushing his profit margin! And, what about worker’s compensation costs? If he automated at least he’d save a little money and might be able to take Mrs. Claus on a nice vacation – somewhere warm for a change!
• Branding: All companies change their branding to fit the times and Santa might want to consider doing the same. After all, “Ho, Ho, Ho, Merry Christmas!” has gotten a bit old and stale over the centuries.
• Orders: I think Santa could fill orders much faster if only he’d set up a website. And how about replacing all those last minute letters with email, text, instant messaging, or a Twitter account? It has to be painfully slow for him to read all those handwritten letters.

So, all this begs the question, “Why is Santa so successful…in spite of himself?” In business if you continually land new customers and retain the old ones then you’re doing something right. Here are six reasons Santa continually attracts new customers and retains all his current ones:

1. He loves his job! Perhaps, “Ho, Ho, Ho,” is his corporate culture and not just some slick branding slogan.
   – Could you do the same job day after day, year after year, for most of your life, and remain so upbeat and jolly?
2. He genuinely cares for his customers. His goal is to meet everyone’s needs and all he hopes for in return is to see joy on their faces. He personifies what it means to be customer focused.
   – Do you get joy from serving your customers?
3. He gets to the personal side of selling. Granted he’s not always accessible but he doesn’t expect clients to come to him. When he’s at his absolute busiest, with his deadline approaching and delivery date nearing, he can be seen everywhere talking with his customers. How he can be in so many places at one time I’ll never know.
   – How often do you initiate contact with your customers, even when it’s inconvenient for you?
4. He creates an experience. A toy is just a toy, except when it’s from Santa. Because it only comes once a year and will be found under the tree on Christmas morning it creates anticipation and builds excitement! That’s so much better than getting something online or from some mail order catalog.
   – Do you create an experience for your customers?
5. He adds value. When people hear the word “free” they often think “cheap” or wonder, “What’s the catch?” Even though Santa gives his products away we love what he gives us mostly because it comes from him. Don’t you have a few things you value above all others because of the person who gave it to you?
   – Do your customers see you adding value?
6. He delivers on his promise. Santa does what he says and always delivers; no excuses, no extra charge, always on time!
   – Can your customer count on you to be that consistent?

So there you have it, six reasons behind the success of jolly old St. Nick. Did you notice that everything Santa does is within your power to do with your customers? That’s right, there’s no reason you can’t do the same things Santa does. And here’s some welcome news for most of you – you don’t have to wear a silly red uniform while you do those things!

I hope you enjoyed this post and that you and your loved ones have a very Merry Christmas and Happy New Year!

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling and Influenced from Above were Amazon new release bestsellers. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 800,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

We all know habits matter. But some habits do more than shape a single part of your life, they can shape all of it.

These are what Charles Duhigg, author of The Power of Habits, calls keystone habits: foundational routines that spill over into other areas, creating a ripple effect for positive change.

For me, a huge keystone habit started at an old YMCA with rusty barbells and my high school football teammates.

Finding My Edge

At 5’9” and 155 pounds, I wasn’t exactly built for football glory. To make matter worse, I wasn’t fast, either. But I was determined to find an edge so I could play to the best of my ability.

Prior to my senior year, a few teammates and I started training at the downtown YMCA in Columbus, Ohio, where competitive powerlifters took us under their wing. The previous year, I had gained a measly five pounds under my coaches’ supervision, despite a lot of hard work. But three months with those powerlifters changed everything. In that short timeframe I packed on 22 pounds of muscle and strength!

By the time football season rolled around, I was 30 pounds heavier, significantly stronger, and much faster. I’d found my edge, and more importantly, I’d found a passion for lifting weights.

Even after the season ended, I kept lifting. In college, I ran Miami University’s weightlifting club for three years and began competing in powerlifting. After graduation, I even tried my hand at bodybuilding for several years. Decades later, I still lift five to seven days a week. My goal now isn’t to compete; it’s to stay strong, healthy, and able to keep up with my grandson, Emmett.

That lifelong habit became the foundation for much more than physical fitness. It became a success accelerant.

Self-Discipline: The Foundation of Freedom

One of the biggest challenges entrepreneurs face is self-discipline, learning how to structure freedom. It’s easy to say, “I’ll do it later,” but it’s harder to actually do it.

When I was younger, getting to the gym was non-negotiable. I went there straight from work because I knew if I went home, distractions might win. Having workout partners waiting for me added accountability, an application of Cialdini’s consistency and social proof principles.

These days, my morning routine starts well before sunrise: a walk, workout, stretch, eat. By 6:30 a.m., I’ve already done more for my mind, body, and spirit than most people do all day. That rhythm sets the tone for everything that follows.

Goal Setting and Planning: Thinking in Reps

When preparing for a powerlifting meet, I always set clear, measurable goals for each lift: squat, bench press, and deadlift. Then I reverse-engineered my training plan, mapping out every workout, weights and reps, leading up to the day of competition.

That habit of structured goal-setting became a transferable skill. In business, I use the same process: define the goal, design the plan, track the progress. It’s blueprint built under the stress of heavy weights.

Mental Discipline: Strength Beyond the Gym

The gym also built something less visible: mental toughness.

When I began my corporate career, I decided I wanted to earn my Chartered Property Casualty Underwriter (CPCU) designation. That’s insurance industry’s equivalent of a CPA for accountants.

It was demanding, but my weightlifting mindset kicked in. Early mornings with coffee and study materials replaced barbells and dumbbells. Whenever studying, or any other task, felt hard, I’d remind myself, “This isn’t nearly as tough as my leg workouts.”

That mental resilience, formed rep by rep, made complex professional challenges feel manageable. That was Cialdini’s compare and contrast phenomenon at work on my mind.

The Ripple Effect of Keystone Habits

My old football coach used to say, “You’ll learn a lot about life playing this game.” He was right and I’d say the same about the gym.

Working out taught me discipline, goal-setting, and perseverance; habits that extended far beyond fitness. They shaped how I lead, how I work, and even how I show up for my family.

That’s the beauty of keystone habits. Whether it’s exercise, journaling, prayer, or making your bed, these practices reinforce who you’re becoming. They align your actions with your identity, what Cialdini calls the commitment and consistency principle at work.

What About You?

This is worth considering as we get ready to enter another new year. Remember, keystone habits aren’t limited to the gym. Maybe yours is morning prayer, reading before bed, or daily gratitude.

What habits have shaped who you are? How have they spilled over into other parts of your life?

I’d love to hear from you. Your story might be just what someone else needs to recognize their own keystone habit—and their key to success.

Edited with ChatGPT

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling and Influenced from Above were Amazon new release bestsellers. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 800,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!

If you’re a go-getter, you may already preparing to celebrate a holiday – Christmas, Hanukkah, Kwanza, or Festivus 😊 – so it’s a good bet you’ll be exchanging gifts with friends and family.

I’m sure you want those important people in your life to enjoy more success and happiness, so I hope you’ll consider giving one or more of my books as a gift this holiday season.

Influenced from Above

Influenced from Above: Where Faith and Influence Meet is a follow up to The Influencer. It continues story of John Andrews, as he looks for purpose post-career. When he gets involved in a community center building project at his church, he begins to see the reality that the principles of influence have their roots in biblical truth.

The book was a new release best seller in Amazon’s Business Ethics, Christian Professional Growth, and Christian Church Leadership categories.

Available in Paperback or Kindle

 

 

The Influencer

The Influencer: Secrets to Success and Happiness tells the story of John Andrews, an ordinary person who becomes an extraordinary influencer as he learns from coaches, mentors, friends, and others on his life journey.

Nearly every character you’ll read about is based on someone I learned valuable lessons from during my career, so it was an honor to include their lessons in the book.

Available in Paperback or Kindle

 

 

Influence PEOPLE

Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical is a business psychology book that dives deep into the practical application of influence in everyday situations using business examples, case studies, social media, and more.

Influence PEOPLE was named One of the Top 100 Influence  Books of All Time by Book Authority!

Available in Paperback, Kindle, or Audible

 

 

 

Persuasive Selling

If you’re in sales, even if you’re not in insurance, then Persuasive Selling for Relationship Driven Insurance Agents is the book for you because you’ll learn how to ethically influence clients at every step in the sales cycle.

You’ll also find out how to influence people based on their personality, ways to incorporate pre-suasion into sales, and you’ll learn a five-step process to become listening stars.

Available in Paperback or Kindle

 

 

His Story, My Story, Our Story

His Story, My Story, Our Story looks at the life of my late father, Brian Ahearn, Sr., a Captain in the United States Marines Corps, his time in Vietnam, and the impact on me and our family.

This book details the impact of fatherhood, service, sacrifice, and PTSD. It’s for anyone who has served and the families of those who have served.

Available in Paperback or Kindle

 

Buy any Three and Save 15%

Any three books together would be more than $50 on Amazon. However, if you’d like autographed copies of each, along with a personal letter and tip card, you can buy a bundle of your choosing for only $43 – a savings of 15%! (U.S. residents only due to shipping)

Email me the three books you want (Brian.Ahearn@influencepeople.biz) then click the button below to go to PayPal to complete your order.

From my family to yours, Happy Holidays!

 

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Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. An author, TEDx presenter, international speaker, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. Persuasive Selling and Influenced from Above were Amazon new release bestsellers. The Influencer, is a business parable designed to teach you how to use influence in everyday situations.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by over 800,000 people around the world and his TEDx Talk on pre-suasion has more than a million views!