Description: Principle #4: People make buying decisions based on emotion and justify these decisions with logic. To be influential, we need to take into account both logic and emotion. Of the two, emotion is a much more powerful motivating force. Unfortunately, too many people ignore the emotional component and focus solely on logic - neglecting what compels people to buy.

Description: To persuade successfully and non-manipulatively, it’s important to understand five key principles of influence. In this four-part series, I’ll be covering these five principles that are based on human psychology and behavior. Let’s look at the first two now.

Description: metadata for the entire issue

Description: Actuaries must be able to present compelling arguments to win over their audience. For the first time, they may be managing a staff looking for direction, making recommendations to senior leaders, or trying to persuade non-actuarial colleagues who see the world differently. This series of articles is intended to educate young actuarial professionals on key business influencing skills that will be beneficial in the near term as well as throughout their careers. Part 1 is focused on leading and influencing a team.

Description: Beyond technical skills, actuaries must be outstanding communicators and influences in order to maintain the critical roles they play within insurance organizations. Early career development is focused on building a strong technical and industry foundation. Once this foundation is in place, however, actuaries must quickly adapt to being submerged in a fast-paced, results-oriented business environment that requires the ability to communicate effectively and, more importantly, influence those around you. This article is intended to educate young actuarial professionals on key business influencing skills that will be beneficial in the near term as well as throughout their careers. The main focus is on influencing peers.

Description: This article provides advice and guidance to young actuaries looking to influence their leaders and senior management.