4 posts found
03/09/2022 · 5 min read
Put Cialdini's persuasion principles into practice by treating them as communication improvements, not tricks. Lead with proactive value (reciprocity), use specific client stories (social proof), recommend with conviction (authority), and run a values-to-stakes-to-solution sequence so the close completes a commitment the prospect already made.
03/07/2022 · 5 min read
Persuasion science works in insurance sales because the product is risk and the transaction runs on trust. Cialdini-trained Brian Ahearn maps the six principles (reciprocity, commitment, social proof, liking, authority, scarcity) to coverage conversations: lead with value, get small commitments early, cite peer outcomes, and demonstrate real expertise.
08/19/2021 · 5 min read
Apply ethical persuasion in insurance with three moves: swap "but" for "and" in objections, pre-suade the conversation by establishing yourself as advisor before any pitch, and treat objections as information requests (ask what would help, don't push). Small language shifts compound across hundreds of client conversations.
08/18/2021 · 5 min read
Cialdini-certified influence expert Brian Ahearn says ethical persuasion helps clients see their own interests clearly. Manipulation exploits bias and produces compliance plus churn. Use the six principles (reciprocity, commitment, social proof, authority, liking, scarcity) honestly and clients stay, refer, and tolerate rate changes without shopping.