The Introvert’s Edge Video Podcast: Discover the Strategies and Tactics of Introverted Global Business Leaders

John David Mann, award-winning author of over two dozen books, discusses his evolution from childhood extrovert to adult introvert, and the lessons he learned along the way. Whether speaking to 5000 people or becoming comfortable with self-promotion as an introvert, John explains that the key is knowing what's important, and preparing accordingly. Episode Highlights: Introversion and extroversion: it isn't necessarily either/or Which is more tiring? Speaking to 5000 people, or speaking to 5? The importance of preparation as an introvert John's diverse background, and how it impacts his work today Getting past barriers by being certain of what's important About John John David Mann is an award-winning author whose writings have earned the Axiom Business Book Award, the Nautilus Award, and Taiwan's Golden Book Award for Innovation. His book with Bob Burg, The Go-Giver, was cited on Inc.'s “Most Motivational Books Ever Written” and HubSpot's “20 Most Highly Rated Sales Books of All Time”; The Go-Giver Leader was listed in Entrepreneur magazine's “10 Books Every Leader Should Read” and Forbes magazine's “8 Books Every Young Leader Should Read.” His 2012 Take the Lead (with Betsy Myers) was named Best Leadership Book of 2011 by Tom Peters and the Washington Post. His first full-length novel, Steel Fear, (with former Navy SEAL Brandon Webb) is coming out in August 2021. Resources Mentioned in the Show: The Go-Giver Part 2 of this episode

When Rob Stone, National Partner Director for Xero Australia, moved into a management role, he focused on a particular leadership style – one that offers autonomy, empathy, and empowerment. He shares the ways he uses positive feedback, deep listening, and inclusion as keys to a happy, productive team. Episode Highlights: Structured vs unstructured mindfulness Recognizing that it's ok to take time for yourself Transitioning into a leadership role What sales is really about The importance of listening “three layers below” How to be an effective manager Storytelling and empathy About Rob Rob Stone has been working with fast growing businesses since 2003, when he started with E&Y's entrepreneurial services division. Currently, as National Partner Director for Xero Australia, Rob leads a dedicated team who helps accountants, book keepers, and financial planners become highly efficient, rapid growth businesses. Resources Mentioned in the Show: Xero Adam Fraser Part 1 of this episode

Rob Stone, National Partner Director for Xero Australia, has a tendency all of us introverts share – spending too much time in our heads, analyzing, overthinking, and worrying. But over the course of almost two decades, Rob has been able to reframe his thinking to see opportunity rather than fear, and to expect success rather than failure. In this episode, he shares his strategies for keeping perspective and moving past uncertainty. Episode Highlights: Rob's unlikely journey to National Partner Director for Xero What it's like to be inside a hypergrowth company The years-long mindset growth that allowed Rob to see sales as an opportunity, not torture The value of a repeatable process The power of vulnerability How to overcome negative thoughts and being stuck in your head About Rob Rob Stone has been working with fast growing businesses since 2003, when he started with E&Y's entrepreneurial services division. Currently, as National Partner Director for Xero Australia, Rob leads a dedicated team who helps accountants, book keepers, and financial planners become highly efficient, rapid growth businesses. Resources Mentioned in the Show: Xero ThinkUp app Part 2 of this episode

WP Engine founder and CTO Jason Cohen shares the importance of understanding your strengths, weaknesses, and preferences when building your professional life. He also describes the importance of finding the right advice for you instead of being confused by conflicting advice. Different things work for different people – what is best for you? Finally, Jason shares his introvert's edge, and why he's just fine being an “endearing geek.” Episode Highlights: Why introversion isn't “bad” or “good” – it's about understanding who you are The importance of finding the advice and strategies that work for you Designing your life and work around what you enjoy and what you're good at Being honest about your vulnerabilities Why being introverted is not a problem to be solved Why Jason decided not to be the CEO of his company The point of starting a business How to set yourself up for work/life balance and happiness About Jason: With over 20 years of experience in business and software development, Jason is founder and CTO at WP Engine, where he develops and refines the company's technology and product roadmap. Jason is a serial entrepreneur, having built four technology startups to more than $1 million in annual revenue. He is a founding member and mentor at Capital Factory, and was previously a founder of Smart Bear and IT WatchDogs. Jason received the EY Entrepreneur of The Year 2017 Central Texas Award for Technology. Resources Mentioned in the Show: WP engine Part 1 of this episode

With four technology start-ups to his name, WP Engine founder and CTO Jason Cohen knows a thing or two about the importance of validating a business idea before building it. In this episode, Jason shares his strategies for getting detailed, specific feedback from your ideal customers. An introvert himself, Jason understands that speaking to people can be challenging; but when you keep your larger motivations in mind, anything is possible. Episode Highlights: The double-edged sword of being able to sell online Getting into the mind of the customer The risks and benefits of working at a start-up The one question you should ask yourself before any business or social event The importance of your “why” in getting you through unenjoyable tasks How to get helpful, detailed responses to questions about your idea or product About Jason: With over 20 years of experience in business and software development, Jason is founder and CTO at WP Engine, where he develops and refines the company's technology and product roadmap. Jason is a serial entrepreneur, having built four technology startups to more than $1 million in annual revenue. He is a founding member and mentor at Capital Factory, and was previously a founder of Smart Bear and IT WatchDogs. Jason received the EY Entrepreneur of The Year 2017 Central Texas Award for Technology. Resources Mentioned in the Show: WP engine Part 2 of this episode

In this episode of The Introvert's Edge Podcast, Tom Ziglar, CEO of Ziglar Inc. and son of the legendary Zig Ziglar, shares his journey to becoming a confident, in-demand speaker. Initially held back by fears that everyone would expect him to be just like his famous father, Tom came to understand that confidence in speaking and selling from stage is rooted in being exactly who you are. Tom also describes the crucial importance of believing in the product you're selling. Episode highlights: Tom's reluctant (and ultimately successful) journey to becoming a public speaker The ways our perceptions and expectations can hold us back Trying to be someone else vs being your authentic self The one simple shift that made Tom embrace public speaking The importance of really believing in the product you're selling Sales as a moral calling Understanding your prospects' problems Taking action on life-changing information Introverts' ability to synthesize information About Tom: Tom Ziglar is the proud son of Zig Ziglar and the CEO of Ziglar, Inc. He joined the Zig Ziglar Corporation in 1987 and climbed from working in the warehouse, to sales, to management, and then on to leadership. Today, he speaks around the world; hosts The Ziglar Show, one of the top-ranked business podcasts; and carries on the Ziglar philosophy: "You can have everything in life you want if you will just help enough other people get what they want." He and his wife, Chachis, have one daughter and live in Plano, TX. Resources Mentioned in the Show: Ziglar, Inc. The Ziglar Show Part 1 of this episode

Tom Ziglar, CEO of Ziglar, Inc. and son of sales legend Zig Ziglar, is a motivational example of an introvert harnessing preparation and opportunity for incredible sales success. In this episode, Tom shares his pivotal mindset shifts around rejection, cold calling, and understanding your prospects. He also provides the winning strategies he and other introverts have used to overcome objections and comfortably close sales. Episode Highlights: How Tom worked through the ranks of Ziglar, Inc. Zig Ziglar – an introvert?? Reframing your mindset around sales activities and rejection How to quickly discover exactly what your prospect likes, and what's holding them back Why top sales performers always have a plan The #1 lesson Tom learned from his dad Zig Real-world examples of the power of preparation for introverts in sales About Tom: Tom Ziglar is the proud son of Zig Ziglar and the CEO of Ziglar, Inc. He joined the Zig Ziglar Corporation in 1987 and climbed from working in the warehouse, to sales, to management, and then on to leadership. Today, he speaks around the world; hosts The Ziglar Show, one of the top-ranked business podcasts; and carries on the Ziglar philosophy: "You can have everything in life you want if you will just help enough other people get what they want." He and his wife, Chachis, have one daughter and live in Plano, TX. Resources mentioned in the show: Ziglar, Inc. Secrets of Closing the Sale Part 2 of this episode

As tempting as it is for us introverts to think that having an online-only business means we can hunker down and keep to ourselves, the truth is that we all need outside perspectives. In this episode of The Introvert's Edge, Beth Buelow of The Introvert Entrepreneur explains why it's crucial that we get out there and connect with other people, whether through networking, attending presentations, or meeting for lunch. It's not just about building a network; it's about creating inspiration. Yes, Introverted Entrepreneurs Need the Outside World It's natural for introverts to prefer working on their own rather than being drawn to outside people and groups. But as Beth explains, when we isolate too much, we get stuck in our heads and our ideas can dry up. External stimulation, even something as simple as attending a webinar or going to a movie, has the effect of pulling us out of our heads, allowing us to generate fresh ideas. If the idea of socializing causes you a pang of introverted anxiety, take heart – Beth suggests that these activities can be entirely on your own terms. Choose ways to connect with others that you're comfortable with, that will replenish your coffers, and that will keep your brain stimulated. You don't have to mingle with every person in the room; the important thing is to participate in activities that give you new ideas and insights on your business. Of course, this doesn't mean that the people you speak to are going to hand you the answers. It's simply the process of being open to new ideas, hearing new perspectives, and talking through your thoughts – this is what can turn on that light bulb and reveal the way forward. If you've chosen a safe space to connect, and you feel a level of control, you may be amazed at what insights you can discover. “We may be introverts, but we still need outside people and perspectives.” - @introvertcoach - Author of The Introvert EntrepreneurClick To Tweet Finding a Supportive Network for Introverted Business Owners You may cringe at the idea of attending a networking event or a mastermind, but the right group for you is out there. For example, Beth describes the mastermind group that she's a part of, which is highly structured, well-facilitated, and provides opportunities for people to speak safely and comfortably. This results in a nurturing, empowering environment that works for her as an introvert. What does this mean for you? Beth advises that you not give up in your search for a helpful, supportive group. If one group doesn't work, no problem; try something else. There is absolutely no need to try to force a fit. If you aren't comfortable, don't make it about you. It's simply about finding a network in which you feel supported and heard – and that group does exist. Keep putting yourself out there, and you'll find it. First, notice who you're currently surrounding yourself with. Are you primarily spending your time with family and friends in traditional employment, who don't understand the challenges of entrepreneurship? Are they supportive, or all doom and gloom? You don't have to cut them out of your life, but you've got to connect with other entrepreneurs. Try an organization like BNI or Toastmasters, and pay attention to how you feel in the room. Give it a fair chance, but don't force yourself to continue attending if it isn't the right fit. It's all about experimentation and persistence. It may sound contrary, but it's important to remember that once you've found the right group, you also need to be conscious of when it's time to leave. When you're taking the next step in your business, you want to surround yourself with people who are already accomplishing what you want to accomplish. Want to write a book? Time to surround yourself with authors. Be deliberate and big-picture about who and what are going to help you most, and then get out there and make it happen. “Introverted entrepreneurs: Surround yourself with people who are on the sa...

If you're an introvert who's been dreaming of starting your own business, but are afraid that your quiet nature closes that door for you, this episode will reframe your thinking and get the fire going in your belly. Just because your strengths may not naturally include networking, presenting, glad-handing, or sales, that does not mean you can't be a hugely successful entrepreneur. In today's episode, I talk with Beth Buelow, author of The Introvert Entrepreneur, about the limiting stories we tell ourselves, how to overcome them, and how to identify and leverage the natural strengths that propel us down the path to entrepreneurial success. Let's Bust This Myth About Introverted Entrepreneurship Despite the significant strides made in recent years about recognizing the gifts and power of introverts, the stubborn stereotype remains: the one that say that truly impactful entrepreneurs must be extroverts. After all, starting a business from the ground up entails a whole lot of typically extroverted activities – meeting new people, reaching out to old and new contacts, attending events, pitching to investors, selling to customers, leading meetings, and on and on. I'd point out that all of those skills can be learned and mastered by introverts; in fact, introverts can be even better at them than extroverts, with a system and a process. But as Beth points out, think about all the other elements of successful entrepreneurship – the ones that may be a bit more hidden, but every bit as important. These include preparation, research, careful listening, understanding your prospects and customers, analytical thinking, creativity, focus, writing skills, and so much more. These entrepreneurial qualities may not get as much recognition as those that are more public-facing, but can you imagine a successful business without them? The only thing that holds introverts back from entrepreneurial success is the stories we may tell ourselves. The simple secret is not to try to change who you are; it's the opposite. Embrace your introversion, be true to yourself, and harness your amazing natural skills. “What's consistent for successful entrepreneurs is not whether they're introverted or extroverted – it's that they've owned who they are.” - @introvertcoach - Author of The Introvert EntrepreneurClick To Tweet Key Strategies for Introvert Entrepreneurs By now, you may be saying to yourself, “Ok, I'm an introvert, I embrace it, and I'm excited to use my strengths in entrepreneurship; but I still have to do the extroverted activities too, right? How can I get good at those?” I firmly believe that you can not only acquire these skills, but even enjoy them. To start, Beth recommends thinking of these activities in terms of energy rather than time. For example, do you get worked up at the thought of making several calls in a row? For Beth, she knows that the best way to manage phone calls is to batch them and do them all at once, rather than “getting one over with” and working on a different task before moving on to the next call. By doing all the calls at once, Beth is able to build momentum and get into the groove, instead of splitting them up throughout the day and being forced to summon that energy over and over from scratch. It's helpful to apply this “energy” idea to all of your daily business activities; strike a balance between the tasks that stress you out and the ones you enjoy. Terrified about hosting that webinar? Consider spending some time beforehand on writing a blog post about the webinar topic, or working on your registration email campaign – tasks that are related to the webinar, and will help you prepare, but that don't fill you with dread. Then gather your energy and go for it, knowing it won't last forever and that you can soon return to the tasks you prefer. Think of it this way: When you take those steps outside your comfort zone, you can then reward yourself by getting safely back in it,

Jennifer Kahnweiler is an international speaker, bestselling author, and world-recognized authority on introverted leadership capacity…but here's the kicker: she's an extrovert! While I make it a rule to invite only introverts on the show, in Jennifer's case, I've made an exception – and you'll soon discover why. Tune in to learn her personal and professional reasons for developing an interest in the power of introverts, her strategies for introverts who want or need to excel at leadership, and the improv mantra you need in your back pocket. Introversion and Leadership: The Perfect Pairing Whether you're an introvert who's actively pursuing leadership roles, or if you've suddenly found yourself leading a team and are feeling a bit of panic, take heart. There are many highly successful introverts in leadership, management, and C-level positions, and there's absolutely no reason you can't be an outstanding leader yourself. Jennifer's extensive research has shown that, for an introvert, transitioning into a leadership role is not nearly as difficult as you might imagine – provided you go into it with a strategy that leverages your strengths. And these are the same strengths that allowed you to excel in your functional skill; you simply need to apply them to your new role as a leader. Leadership requires careful organization, good listening skills, and preparation, all of which come naturally to introverts – giving you an edge. The secret is to be able to “flex,” and bring these strengths to the leadership areas that tend to be more challenging for introverts, such as communication and professional relationships. It's not about forcing yourself to be an extrovert; it's about doing what you do best – analyzing, planning, and applying a clear strategy. “Stop trying to be an extrovert; embrace who you are.” - @JennKahnweiler - Bestselling author and champion for introvertsClick To Tweet The 4 P's as a Leadership Strategy for Introverts Based on her years of research and interviews with highly effective introverted leaders, Jennifer has created “The 4 P's” as a go-to strategy for introverts who want to develop their leadership capacity. Applying the 4 P's is a simple way to drastically increase your confidence and nurture your skills as a leader. And best of all, it draws on the strengths you already possess. Preparation: Introverts don't really like to wing it. Instead, we come with questions, ideas, analysis, and reflection. Having a plan for that meeting or conference call will make you feel much more comfortable than trying to go with the flow. Presence: When you're prepared, you're more able to be truly present, allowing you to connect to the people you're speaking with. Push: Growth comes from pushing ourselves to do the things we might be afraid of. Push yourself just to the point of being a little uncomfortable; you'll get through it and you'll be stronger for it. Practice: Have a disciplined plan to hone and refine your skills. We all have our strengths and weaknesses; just remember that your “weaknesses” are not necessarily negatives; they're opportunities to grow in both skill and confidence. “Any overuse of a strength becomes a weakness. Push yourself to stretch and grow.” - @JennKahnweiler - Bestselling author and champion for introvertsClick To Tweet Some Questions I Ask: As an extrovert, how did you become interested in the topic of introverts as leaders? (3:08) Do introverts have to “act” extroverted to be successful leaders? (5:10) What strategies should introverts employ if they are interested in becoming leaders? (8:15) Do extroverts have to work on refining “introverted” skills as well? (14:13) In This Episode, You'll Learn: How extroverts can better understand the introverted personality (3:40) The misconceptions about introverts and leadership roles (4:30) How introverted skills can be leveraged for effective leadership (6:20)

Traditional business advice includes ideas such as, “Find an unmet need in the market and create an offering around it.” But this is a terrible suggestion for introverts. Introverts are more likely to focus on authenticity as a core business value. This means that trying to bend ourselves to the market instead of focusing on our true passions ends up making us feel incongruent, fake, and miserable. In this episode of The Introvert's Edge, Brian Smith, the founder of UGG Boots, shares why he sees no other option than total authenticity, despite the business “risk” it may seem to entail. How Being Authentic Leads to More Ideal Customers You've heard these sales maxims many times: You've got to have the gift of the gab. You want to be able to sell ice to Eskimos. Just be confident and they'll buy. The problem is, this just doesn't work for most introverts. At least at the start, we're much better off focusing on a niche we know well and that we're passionate about. Brian explains how this approach grew UGG to a billion-dollar company. “It's always going to come back to being authentic.” - @briansmithugg - Founder of billion-dollar brand UGG BootsClick To Tweet Authenticity and Business Growth Many business owners, especially introverts, believe they have to put their real passions to the side and focus their business choices on what's “safe.” While this may seem like the practical decision, it's actually a huge error. When you feel inauthentic, it's hard to enjoy your business, let alone make it a success. But when you're true to yourself, you have the passion and energy to lead your business to success, or what Brian calls in his book, The Birth of a Brand, “The Five Stages of Growth.” Brian shares his first-hand experience of rejection after rejection, running out of money, losing a partner – most would have quit. But he stayed on task, recommitted to staying authentic and doing what he was passionate about…and turned his company into a billion-dollar worldwide success. “I became comfortable with exactly who I am, and that made all the rest of it flow very easily.” - @briansmithugg - Founder of billion-dollar brand UGG BootsClick To Tweet Some Questions I Ask: Are people surprised to learn that you're an introvert? (0:25) When did you realize that you don't need to care what people think? (7:01) Can you explain what you mean by “the five stages of a business”? (8:50) What advice do you have for business owners who are focused on external validation? (12:10) Describe the shift you experienced when your business focus changed to pursuing what makes YOU happy (14:38) What do you consider your introvert's edge? (17:50) In This Episode, You'll Learn: Why authenticity is key (0:53) Why you should build your brand around your passion rather than bending to the market (1:10) Brian's struggle with introversion growing up, and the tools he used to deal with it (4:10) Why systems and strategies are especially helpful for introverts (6:10) What led Brian to realize he's comfortable with himself just as he is (7:31) How building a business is like raising a child (9:05) Why “I need to prove I can run a successful business” is the wrong long-term mindset (12:40) Why opportunities become much clearer when you know exactly who you are and what you want (14:48) The importance of preparation in achieving your business goals (18:02) Resources Mentioned in the Show: Part one of this episode The Birth of a Brand, by Brian Smith Brian's website

“You'll never believe it,” said the excited voice on the other end of the line. “I just got off the phone with Brian Smith. He agreed to be our closing speaker at Small Business Festival.” Finding the exact right person to close our festival is always difficult. We look for a real-world business success story with an excellent track record in presenting from the stage. It's always hard, because many founders don't do public speaking…or at least, not very well. And most professional speakers do a great job with their specific topics, but don't have experience in taking a business from a small startup to a worldwide success story. As a proud Australian, of course I knew exactly who Brian Smith was. And I knew that having the founder of billion-dollar brand UGG Boots speak from our stage would leave a lasting impression… And I was right. I remember being exceptionally impressed – not just with how authentic and relaxed he was on stage, but how genuine he was when talking to me before his presentation, and to the attendees afterward. As I do every year, as a thank you, I like to take the closing keynote speaker out for dinner and then show them around the city before dropping them back to their hotel. Over dinner I talked about how amazed I was with how he captivated the audience, how they seemed mesmerized with every story that he shared. Whenever I do a keynote presentation of my own, I always tell stories too. I used to try to share facts and details, but as an introvert, I found it left me feeling incongruous and awkward. I thought it was just me. That's what surprised me most about what Brian said next. Brian told me that after the success of UGG Boots, he wanted to share what he learned with others, so he decided to become a speaker. He hired several well-regarded extroverted speaking coaches, who all told him to tell quippy jokes and use particular tactics to engage the audience. He said that everything they told him, while it worked for them and for other people they taught, as an introvert, he just felt inauthentic. He said it wasn't until he just started sharing stories, well-practiced and structured stories of his own personal experience and the experiences of others, that he finally felt comfortable on the stage. I couldn't believe that it wasn't just me, that another introvert had stumbled on the same strategies for introverted presenting as I had. We laughed about just how similar our presentation styles are, how we love helping others (which is why we both stay after our keynotes to answer questions), and that we wished there were introverted speaking coaches who could have cut the learning curve in half and saved us a lot of discomfort. We both agreed we almost didn't try, thinking, “An introvert on stage? Come on.” As it turns out though, we again have an edge. Becoming an Authentic Business Speaker Brian's seemingly natural, confident stage presence is the result of two of what he considers his most important introverted qualities: being himself and being prepared. There is no question that introverts can be commanding, compelling public speakers – we just need the right approach and the right systems. And this applies to so much more than just speaking. Extroverts are generally regarded as having an advantage in business, and it's no wonder – when it comes to sales, networking, and self-promotion, those who are confident and talkative may seem to have an advantage. But introverts have an important secret weapon that changes everything: the deeply-held desire to be authentic above all else. Learn how this drive to be true to oneself brought Brian Smith both a billion-dollar business and, ultimately, personal fulfillment. “I'm still, at heart, very much an introvert.” - @briansmithugg - founder of billion-dollar brand UGG BootsClick To Tweet Getting More Sales Through Authenticity We introverts may not love the process of selling, but we've got to do it,

Discover the bolt of insight that led Dorie Clark to realize she could say goodbye to networking forever and still accomplish all her goals. Small Business Growth, On Your Own Terms From a convoluted career path with lots of doors closing in her face, to becoming a wildly successful business owner and the author of the Inc. #1 business book of 2015, Dorie Clark is a testament to the amazing things introverts can achieve when we identify and harness our inherent strengths. For introverts who engage in a lot of business activities traditionally associated with extroversion – like presenting, being the public face of a company or organization, and networking – it's especially important for us to manage our energy and determine the specific activities that tire us out. And sometimes, this can be surprising. During her whirlwind worldwide speaking tour for her book Stand Out, for example, Dorie discovered that speaking from stage, which she did once or twice a week for a year, was not the issue; it was the networking and socializing afterwards that drained her. Understanding exactly what most consumes our energy allows us to structure our activities in a way that lets us deliver when we need to, without feeling overwhelmed, exhausted, and obligated. This, in turn, helps to grow the business on our own terms, liberating us from running the business the way we think we “should.” “As an introvert, learning how to manage my energy has enabled me to become successful.” - @dorieclarkClick To Tweet Get More Clients by Networking YOUR Way Once Dorie discovered that, for her, traditional networking and socializing were awkward, uncomfortable, and energy-draining, she simply decided to stop doing it! This was a liberating turning point for her, knowing that she would never again have to approach strangers in a loud, crowded setting and try to make uncomfortable small talk. However, saying goodbye to traditional networking came with an important caveat. Dorie explains that connecting with others is still vitally important – but she now does it in a way that works for her. Instead of attending luncheons and events, which for her are draining and take time and energy away from her more productive business activities, Dorie now holds dinner gatherings for a relaxed, intimate, and enjoyable evening. Dorie suggests that you can do the same – discover what kinds of networking activities work for you, and then get to them. It could be dinners, like Dorie, or one-on-one coffees, or Skype meetings. While you can't avoid networking altogether, you can find a strategy that fits your needs and strengths. “Introverts can't just opt out of networking, but we can find a variation that works better for us.” - @dorieclarkClick To Tweet Some Questions I Ask: Did your introversion provide any barriers in your career? How did you overcome them? (0:59) Which activities drain your energy, and which recharge it? How do you balance it all? (3:10) How can introverts reframe our perceived limitations and regard them as strengths? (5:53) How did you figure out what's comfortable for you when it comes to networking, and what you're just not going to do? (9:10) What advice do you have for authentic content marketing? (12:42) For those introverted listeners who may not be as articulate and confident as you are, should they try to improve, or is it better to just be yourself? (17:50) In This Episode, You'll Learn: How a varied career path can land you in the exact right place (1:05) How to manage your energy for maximum productivity, results, and self-care (3:20) Handling the awkwardness associated with event-based small talk and socializing (6:34) When to give yourself permission to say “no” – and why you shouldn't feel bad about doing so (7:10) How to stop the default of blaming yourself when things go wrong (9:34) What you can do INSTEAD of networking (10:48)

If you've heard of the Eventual Millionaire podcast, you know that the host, Jaime Masters, is a big deal. Recently ranked by Entrepreneur and INC as one of the top podcasts in the world for entrepreneurs, the Eventual Millionaire demonstrates that Jaime is by far one of the best interviewers I have ever seen. When she interviewed me for the first time on her show, I was struck by how natural she was, how easily she was able to ask the questions that dig deep and get to the heart of the matter, and how comfortable I felt, even as an introvert who's somewhat anxious about these things. I knew I had to have her be a part of the annual conference I run, Small Business Festival. When she moderated a panel on "Founder Secrets," it was immediately evident that her interviewing skills worked beautifully in this setting as well. The panel participants were relaxed and genuine, and they shared pinpoint insights that proved revelatory to the audience – all because of Jaime's approach. And when I started developing this show, I knew again that Jaime had to be a part of it. I wanted to discover her process for forging such strong connections with guests and panel participants. I wanted to know how she chose what questions to ask, how she guided the conversation, and how she handled the inevitable snags and unplanned moments. Listen in and learn the strategies that work not just for podcasting, but for any situation in which you're building your network and growing your business. How to make your podcast interviews natural, meaningful, and valuable In the last episode of The Introvert's Edge, Jaime shared the tools and strategies she's developed over the years to beat extroverts at their own game, hands down. Today, we focus our discussion on podcasting and panel moderation. How does Jaime approach an interview to make sure that it's authentic, provides great value, is fun for the guest and listener, and meets intended outcomes? She created a system, and she perfected it. “It's not rocket science; to develop true rapport, you need to actually listen.” - Jaime Masters of @eventualmillionClick To Tweet Why podcasting is perfect for introverts It may not seem like a natural fit: an introvert, hosting a show, leading a discussion, talking to strangers, being recorded, sharing it with the world? We're supposed to be shy and quiet, right? Jaime explains her secret weapon for going from “the girl in the corner with a book” to becoming the host of an Entrepreneur-ranked Top-3 podcast, with guests booked out six months in advance. The best part? It's based on yet another quality that's inherent to introverts. “I care about real connection.” - Jaime Masters of @eventualmillionClick To Tweet Some Questions I Ask: You're one of the best I've seen at moderating a panel. Is that something that comes naturally to you, or is it a result of experience and strategy? (1:22) How do you strike up rapport with a first-time podcast guest? (7:09) What advice do you have for other introverts who struggle with building genuine, authentic rapport? (9:40) What do you batch in your work, and why? (15:08) Why did you choose meditation as a way to recharge, and why does it work for you? (16:17) Is there a way to do meditation without all the woo woo? (18:20) What do you consider your introvert's edge? (21:45) In This Episode, You'll Learn: Jaime's system for killer interviews and panel moderation (1:45) The go-to interview question that works every time (4:09) What YOU should be doing while your guest is speaking (4:42) Why you need to go with the flow during an interview or panel, rather than being rigid (5:52) How Jaime makes her podcast guests feel comfortable and natural (8:02) How to be strategic in the rapport-building process (10:10) The most important element for growth and success in business (and in life!) (13:07) How Jaime manages her workflow for the best results (15:16)

Jaime Masters is the host of Eventual Millionaire, listed by INC as a Top-3 podcast for business owners. She's also an incredible public speaker, a master networker, a flawless interviewer and moderator – and an introvert. We'd been good friends for over a year when we decided to attend a networking event together. I could see as soon as we got there that Jaime knew everyone, and we split up to each do our own thing. I didn't know anyone, but I followed my usual networking tactics and ended up chatting with some of the most important people in the room, including Ryan Deiss, the founder and CEO of Digital Marketer, who mentioned that he was an introvert. Later, when Jaime and I got in the car to go home, I told her how surprised I was to keep meeting these incredibly successful people, who seemed so comfortable and natural in any setting, and learn that they were introverts like me. That's when she said it: “Matt, you know I'm an introvert too, right?” This blew my mind. If you've heard Jaime present, moderate, or interview, or had the good fortune to see her networking skills in action, you'll know why I was so surprised. She seems more extroverted than most of the true extroverts I know! The skills and strategies she has mastered over the years make it easy for her to beat extroverts at their own game, and in fact, put her in a league of her own. “The more connection threads I can get when I talk to someone, the easier it is to create a rope.” - Jaime Masters of @eventualmillionClick To Tweet It takes a lot of work to seem like an extrovert Let's get one thing straight: introversion is something to be embraced, not overcome. You already have every talent and ability you need in order to come across as confident and outgoing. You just need to learn the systems and strategies to hone your inherent skills and translate them to business success. It wasn't always so easy for Jaime to walk into a room and command it, to interview millionaires without skipping a beat, to speak and moderate panels with finesse and charm. In the beginning, there were tears, anxieties, failures, and questions of self-worth. But with a strong mentor, the right tools, and goals that she was determined to achieve, Jaime made it happen. And you can too. “If you can really connect, you can change people's lives.” - Jaime Masters of @eventualmillionClick To Tweet Some Questions I Ask: Can you tell us a little bit about your journey, and how you got where you are today? (1:32) Was there ever a time you completely bombed out while trying to build your business? (4:08) What are some of the strategies you learned in order to not only be comfortable with networking, but to actually enjoy it? (8:37) How did you land your first millionaire interview? (11:43) What are some of the strategies you use in being such an effective and natural public speaker? (15:26) Do you still hate public speaking today? (18:04) In This Episode, You'll Learn: How Jaime went from a shy, artistic, self-professed computer geek to the host of a Top-3 podcast for entrepreneurs (1:38) Why the concept of sales as “selling yourself” was especially hard for her (2:43) How having an amazing mentor helped Jaime push herself (4:16) How Jaime overcame and learned from her first, awful networking event – and how she feels about networking today (5:30) How Jaime built her network from knowing no one in the middle-of-nowhere Maine to a roster of millionaires and influencers (8:57) What “connection threads” are, and how they grow your network (9:35) How being determined and resourceful can make or break your dream (11:57) The major barrier Jamie faced in public speaking, and how she overcame it (16:05) Why Jaime, an introvert, loves public speaking (18:14) Resources Mentioned in the Show: Part two of this episode The Eventual Millionaire Podcast Toastmasters Help A Reporter Out

Networking might be enjoyable for extroverts, but what about those of us who aren't quite as outgoing, and struggle with finding something to say to strangers? What if there were a way to connect with the exact right people, cultivate mutually beneficial relationships, and form partnerships that benefit your business, all by avoiding traditional networking events? In the last episode, Jay shared his terrifying experience being asked to speak in front of 20,000 people, and how he overcame his fears. In this episode of the Introvert's Edge podcast, Jay shares his strategy for generating over fifty new and genuine relationships each year. Welcome to Jay Papasan's Great Introvert Experiment. “It's much easier to connect when you show up with no agenda.” - @JayPapasanClick To Tweet Networking, the Introvert's Way Not only is traditional networking uncomfortable for introverts, it can also make us feel a little sleazy to be constantly pushing our products and services on the people we meet there. The whole event can be an introvert's nightmare. Plus, the way most people do it, they don't end up even speaking to the people who could actually help their businesses. I could go on and on about the common networking mistakes I see every day – I even wrote an article about it called “Networking Does Work – You're Just Doing It WRONG!” – but today, Jay shares an intriguing idea, which doesn't involve traditional networking at all. He calls it “the Great Introvert Experiment.” It's the simple act of setting strategic meetings, not to sell, but to get to know the right people and see how you can both help each other. You're NOT Networking to Make More Sales Many business owners think that the point of networking is to sell your products or services – but Jay believes this is a mistake. And while, yes, more sales are ultimately the goal, you can't expect that simply attending a networking event is going to magically get you customers. You have to start first with relationship building, expanding your network to people who can help you, but whom you can help as well. According to Jay's experience, laying the groundwork and establishing genuine relationships means that when a person in your network learns of someone looking for the product or service you provide, you're the first one who comes to their mind. “As introverts, having great people in our network is vitally important.” - @JayPapasanClick To Tweet Some Questions I Ask: What is “The Great Introvert Experiment”? (0:45) When networking, who should I reach out to, and how? (5:47) How did you establish your networking rhythm? (9:42) In networking meetings, how do you make sure you come across as someone who doesn't have an agenda? (11:53) What do you consider your introvert's edge? (15:53) In This Episode, You'll Learn: The brilliant networking strategy that removes pressure and awkwardness and develops productive relationships (1:43) The importance of follow-up, and a creative way to do it (3:59) The best way to get started in networking (6:32) The magic word that gets people to meet with you (7:41) Why you don't need a podcast or any other platform to start meeting the right people (14:35) Why being an introvert gives you a better opportunity to learn from others (16:35) Resources Mentioned in the Show: Part One of this episode The One Thing Thanks for taking the time to listen!

We've all heard about the New York Times best selling book The One Thing. With this book, co-authors Jay Papasan and Gary Keller achieved something very few authors ever do, though most dream of it: they had penned a phenomenon. Speaking requests came in from across the globe. Jay thought he had it made; he was the introverted writer, and Gary was the brand, the one who'd be doing all the public speaking. Then all of a sudden, late afternoon, he gets the call: Gary has decided he wants Jay to come on stage too – the very next morning. And this was no normal stage; Jay's first time speaking in public would be in front of thousands of excited attendees. Ask any introvert how he or she feels about getting up to speak in front of that many people, and you'll likely see a grimace of horror. In this episode, you'll discover the secret to how Jay overcame his fears. “You need to get comfortable being uncomfortable.” - @JayPapasanClick To Tweet It's no surprise that introverts aren't huge fans of public speaking. But if you're a business owner, you know that there's plenty you have to do in your day-to-day that you don't necessarily like, but that is crucial to the success of your business. Yes, public speaking is one of those things, and yes, you can learn to do it well. Want to Build Your Small Business? You Have to Learn How to Present As an introverted writer, Jay was surprised to learn that his skill set needed to include competent public speaking; it makes all the difference between being an author and being a bestselling author. The same is true for your business. Delivering a pitch to a group of investors, attending a networking event, or discussing your product onstage at a conference or trade show, public speaking is a required part of growing your business. Why Introverts Make the Best Public Speakers Of course, it seems counterintuitive – how can introverts, who dislike the spotlight and generally hate public speaking, be the best presenters? It comes down to harnessing your inherent strengths, including careful planning and preparation, understanding your audience, focusing on the needs of the listener, and pushing past your discomfort. As Jay points out, “You can do what you practice.” “Introversion isn't a barrier to achievement; it just means you have to succeed in a different way.” - @JayPapasanClick To Tweet Some Questions I Ask: How did your introversion play a role in your success story? (2:15) What are your preparation strategies for delivering a presentation? (10:08) Now that you've spoken in front of tens of thousands, do you still get nervous? (11:35) Is there a particular format you follow when writing and delivering a speech? (13:50) What did and didn't work for you as you learned how to become an effective speaker? (15:20) In This Episode, You'll Learn: The horrible surprise that helped Jay become an excellent public speaker (3:35) The preparation and psychological strategies Jay uses for every presentation (7:08) Why Jay doesn't rehearse for any presentation – and what he does instead (10:12) The goal Jay focuses on when giving a speech (11:58) Using the “rule of threes” in public speaking (14:05) Why you can't and shouldn't try to act like an extrovert when speaking (17:00) Jay's biggest speaking fear (18:10) Resources Mentioned in the Show: The One Thing Part two of this episode Thanks for taking the time to listen!

In the last episode of the Introvert's Edge, Ryan Deiss shared with us how he went from a college student selling baby food recipes online, to the founder and CEO of Digital Marketer, the world's premier digital marketing company, and how he sees introversion as a strength, not an excuse. In this episode, it's time for some tough love, as Ryan tells it as it is. Introverted or extroverted, there are going to be times when you don't enjoy certain elements of the work involved in building a business. The key is to be purposeful, self-aware, willing to learn, committed to pushing through, understanding what really matters – and letting go of the rest. “It's not magic; it's being willing to put in the work.”- @RyanDeissClick To Tweet Getting More Customers in an Online World In the digital age of websites, eCommerce stores, payment gateways, and purchases made without speaking to a soul, are introverts finally free to stop worrying about learning a sales process? The clear answer is “no.” Ryan explains why it's actually more important than ever to get face-to-face with your customers. The Easiest, Fastest, Cheapest Way to Do Market Research for Your Small Business Forget analytics, A/B testing, and heat maps; at least at first. The most effective way to test your products and your market is by getting out there and talking to people. Find out how Ryan spent one single day – instead of months on end – learning exactly what his customers want. “I would never launch a new product without talking to at least 30 customers.” - @RyanDeissClick To Tweet Some Questions I Ask: You say you're not really all that humble, but you do come across that way. What do you attribute that to? (0:40) What are your thoughts on the contradiction between the need for validation and the desire to be out of the spotlight? (2:42) What did you do to become better at the business tasks you don't enjoy or aren't especially good at? (10:06) Is it possible, in our online world, to avoid learning the processes and systems behind selling? (17:22) You have a lot people trying to get to you directly; how do you decide who to prioritize and what items to action? (26:20) What's your introvert's edge? (30:33) In This Episode, You'll Learn: How Ryan purposefully structured Digital Marketer so that he doesn't have to be the person out front (0:50) The important question you need to ask yourself about motivation (2:56) Why “making a difference” can't be your primary driver (3:15) You can't just become the team owner; you've got to be the athlete first (4:40) Why making money should be front-and-center for any business owner or entrepreneur (7:50) A simple formula for effective networking (10:40) The mindset shift that makes public speaking easier (13:57) Why you have to learn effective sales strategies, and talk to actual people, even if you have an online-based business (17:33) How to cut your marketing and sales research from several months to a single day (18:42) Ryan's #1 rule for launching a new product (23:04) Ryan's secret to business success in any industry (24:20) How to balance work, family, and taking time to help others – without getting overwhelmed (28:30) When apathy is a good thing (30:44) Resources Mentioned in the Show: Ryan Deiss Part 1 Digital Marketer Traffic and Conversion Summit Thanks for taking the time to listen!

For an introvert, it must be all but impossible to stay calm before and during a presentation in front of hundreds or thousands of people…right? That's what makes the insight and experience of my next guest so important. I first met friend and founder of Digital Marketer, Ryan Deiss, just before he spoke onstage at Small Business Festival – and he was as relaxed as they come. As a speaker myself, I was so impressed with how collected he was, and the easy command he took of the stage as I watched him present his keynote to the crowd. I remember thinking to myself, “Wow, I wish I was that charismatic…what it would be like to have such a natural speaking ability?” (You may also know that Ryan founded, hosts and often speaks at Traffic and Conversion Summit, which attracts an audience of thousands every year.) Imagine my surprise to discover that Ryan Deiss, the face of the global Digital Marketer brand, is, in fact, an introvert. “I'm never going to say, ‘Because I don't like this, I'm not going to do it.' I'm going to do what needs to get done.” - @RyanDeissClick To Tweet Running a Successful Business as an Introvert When Ryan started his first online business as a University of Texas student, he loved that he could hide behind his computer, not talk to anyone, and still make money. But as his multiple businesses grew and his entrepreneurial spirit developed, he discovered he'd have to push through everything he disliked as an introvert – not just public speaking – in order to achieve the level of success he desired. Ryan explains why you can't run away from the elements of business you don't enjoy if you expect to achieve success. For introverts, this can include things like being the public face of the company, hosting and attending events, presenting in public, and following up with clients and leads. But self-reflection and analytical thinking, two strengths of introverts, help us to understand that we've got no choice, at least until the first hires come along. Scaling Your Business by Harnessing Your Introversion Just because you have to do the business tasks you dislike at first, that doesn't mean you have to do them forever. Ryan explains the qualities he looks for in his core team members, who balance his introversion and allow everyone to complement each other's strengths. And the best part? Once you have those team members in place, you can delegate to them and stick to what you love. “One of the perks of success is that you get to make your own rules.” - @RyanDeissClick To Tweet Some Questions I Ask: How did your introversion help or hinder you on your journey to where you are today? (1:26) How did you create your company culture? (5:39) How do you use your introversion as a strength? (5:48) What qualities do you look for in your core team of employees? (8:28) How can introverts feel comfortable getting on video? (13:51) In This Episode, You'll Learn: How Ryan went from a college student with an online side gig to the founder of Digital Marketer (1:45) The huge role Ryan's introversion played in his first business decisions Why Ryan surrounds himself with extroverts at work (6:25) The difference between leadership and management, and why introverts should care (7:45) Why you should be careful hiring people who seem just like you (10:40) You're not a slave to your default setting, whether introvert or extrovert (11:40) Why you can't use your introversion as an excuse (12:13) Resources Mentioned in the Show: Digital Marketer Traffic and Conversion Summit Part two of this episode Thanks for taking the time to listen!

If you thought that Ivan Misner, founder of the world's largest networking organization, gave a lot of value in the last episode of The Introvert's Edge podcast, then this session is going to blow you away. In this episode, Ivan not only supports my claim that introverts make the best networkers; he backs it up with research. “Networking is more about farming than hunting; it's about cultivating relationships.” - @IvanMisnerClick To Tweet The data is in: The majority of the qualities that make a highly effective networker are introverted qualities – and the majority of characteristics that make for a poor networker tend to be associated with extroverts. This may seem counterintuitive, but when you think about it, it makes sense. People like to speak to and work with those who ask thoughtful questions, express interest, and listen purposefully, all fortes for us introverts! Focus on Getting Referrals, Not Sales When you attend networking events, are you looking to buy something? Neither is anyone else. Ivan explains why your goal should be building sincere relationships, not pushing for a sale. Craft 15-second descriptions of each element of your business, and share them over time at various events. People are more likely to think of you when they (or someone they know) has a specific need they know you can fill. A Unique Selling Proposition Gets More Clients and Referrals A USP, or a unified message, helps avoid the automatic eye-glaze that usually follows when you tell people what you do. Once you've expressed interest in the person you're speaking with, and it's your turn to share what you do, try the Eyebrow Test to see if you've got them hooked. “It's way more important to be interested than interesting.” - @IvanMisnerClick To Tweet Ivan's Thoughts on My Sales Process for Introverts Ivan was kind enough to write a glowing endorsement of my book, The Introvert's Edge, but while we were on camera, I thought I'd ask him to share his thoughts about the book. Here's what he had to say.   Some Questions I Ask: What characteristics are necessary for successful networking? (0:32) How do you get over the fear of starting a conversation at a networking event? (6:08) What's the easiest way to engage in a dialog at an event? (8:45) What's your advice for creating a 15-second networking pitch? (11:45) What do you consider your introvert's edge? (14:00) In This Episode, You'll Learn: The seven things the top networkers in the world have in common (0:46) Five characteristics of a POOR networker (2:30) Relational vs transactional networking (3:32) The simple trick to easily and naturally slide into networking conversations (6:30) How to ask someone to introduce you around (7:44) Why you need a USP to gain interest (10:00) How to use the Eyebrow Test to gauge listener interest (10:23) Why you should not view networking events as sales opportunities (12:19) Why collaboration is an introvert's secret weapon (14:14) Resources Mentioned in the Show Part one of this episode Ivan Misner's blog BNI Thanks for taking the time to listen

How did introvert Ivan Misner end up founding the largest, most effective networking group in the world – and why is it perfect for introverts? Many introverts believe.......

The Power of Introverts in Business Growing up, I believed my introversion was a roadblock in the way of success, a wall that needed to be knocked down in order to accomplish my goals. The breakthrough came when I realized I had it backwards – instead of fixating on the difficulties associated with being an introvert, we introverts should harness our unique qualities to dominate in business and in life. Introverts are creative, empathetic, thoughtful, detail oriented, analytical, and well-prepared – talk about qualities that bring success! Business Secrets for Introverts, by Introverts The Introvert's Edge Podcast brings together the best of the best in business. You'll hear from billion-dollar brand founders, global industry experts, and business leaders across industries, all sharing their secrets to harnessing their gifts to stand head and shoulders above their extroverted competition. Don't think of these as your standard interviews. They're action-oriented how-to's that help you identify and leverage your own natural gifts. They're real, honest insights that they have never shared before; sometimes because they're making them right there, for the first time. These are lessons from world-class innovators sharing the tools and ideologies that put them at the front of the pack – not despite their introversion, but because of it. This is your gateway to greatness. It's time to embrace your own introvert's edge, so you can break through your barriers and become the powerhouse you were born to be. Introverts are different, and we need to embrace that.Click To Tweet Guests Include: Jason Cohen, founder of WP Engine Ryan Deiss, founder of Digital Marketer John David Mann, 7-time NTY bestselling author Beth Buelow, founder of The Introvert Entrepreneur Brian Smith, founder of UGG Boots Jamie Masters, founder of The Eventual Millionaire …and many more! Click here to start your Introvert's Edge Journey with Ivan Misner, as he share with you why introverts make the best networkers. What do YOU hope to learn from the show?