How to Be an Extrovert

If you’re younger than 40, you may not know or remember Johnny Carson.

From 1962 to 1992 he was in America’s living rooms each weeknight hosting The Tonight Show.

He was the Jimmy Fallon, the David Letterman, the Jay Leno of his day.

For 30 years, he was King of Late Night.

This was back before the internet when there were fewer channels and people had more attention on television.

He was famous—everyone knew who Johnny Carson was.

On camera, Johnny Carson was quick-witted, loose, and funny.

He appeared to be a perfect extrovert.

But some people called him, “The most private public man who ever lived.

He avoided large parties.

He was called a loner, a hard man to get to know.

Some even said he seemed shy off camera.

The truth was, Johnny Carson was naturally an introvert, but he knew he needed to extrovert himself in order to succeed.

He had no choice but to turn on the extrovert charm while hosting live audiences, giving nightly monologues, and being the center of attention.

I don’t believe that came easy for him—but he’s not the first introvert who was able to overcome himself and play the part of an extrovert.

Steve Martin, Woody Allen are also self-identified introverts.

And so am I.

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Introvert or Extravert

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If you met me at a party I wouldn’t have much to say. If you sat next to me on a long flight I may not say a word to you the entire trip.

I’m an introvert—and I play the part of an extrovert.

If you saw me on YouTube, Instagram, or in a TV interview or at one of my sales seminars you would never know it has never been easy for me to start a conversation with people I don’t know.

After college, I was terrified to go on a job interview until I realized employers weren’t going to come to my house and hire me.

I had been selling cars for seven years and still never got comfortable saying hello to a customer.

Yet I still reached the top 1% of all the salespeople in the auto industry.

You can adapt, and be an introvert or an extrovert, depending on the situation.

If you are hosting a party you appear to become an extrovert to keep things going and keep the guests happy, but when you’re a guest at a party you appear to become an introvert.

As a professional speaker and educator I become an extrovert in order to deliver information, but when I attend seminars as a guest I am much more introverted.

So how do you become an extrovert in sales situations when you are naturally comfortable being an introvert?

10x life

Here are 5 Simple Ways to Extrovert Yourself:

#1 Get passionate.

I get so excited about what I’m selling that I’m compelled to share it with the world! When you are passionate about your product, idea or service you pay less attention to how you are perceived. Instead, you pay more attention to showing that excitement for what you have to offer and how it will benefit the customer!

#2 Get Out of Your Comfort Zone Once Per Day.

It is very important for me to do things that make me uncomfortable. You need to be courageous and make it a point to face your fears, no matter how big or small. The single scariest thing for me was visiting my customers or prospects in person. So that is the first thing I did every day to get over my fear, which instilled me with courage and belief in myself.

#3 Say Hello to Everyone You Pass.

I refuse to walk past any person without acknowledging them. I force myself to look everyone in the eyes and say hello. This is like exercising, it builds a muscle that enables me to decide at will when I want to be extroverted, whether I’m on a sales call or any other situation.

#4 Be So Persistent it Bothers People.

In life and business, you won’t become successful if you never get criticized, especially in sales. You need to follow up on customers so much that they actually complain about it, and once they do you need to keep following up until they admire you for your persistence. When you believe in your product, company and yourself you will be willing to insist—and risk being criticized for it.

#5 Keep Busy.

When you are constantly on the go, you don’t have time to be uncomfortable or doubt yourself. If you’re busy you are always asking people for help, getting help, and talking to people because you are running from one sales meeting or event to the next—so get out and get moving!

money attention


Your entire life is about interactions and exchanges with others.

Extroverting requires communication.

You cannot stay introverted all day, every day—it simply doesn’t work.

The good news is, introverts can play the part of an extrovert.

And introverts can become great salespeople.

If you’re an introvert like the late Johnny Carson or myself, I want to help you.

I’m offering today Cardone University for just $99 a month—you can cancel at any time.

This is the #1 business training platform in the world with over 1,500 courses you can have on your phone or tablet on-demand.

Cardone U

Extrovert yourself—you’ll make more sales and make more money!

Be Great,


P.S. If this blog was helpful to you, subscribe to my mailing list HERE

Showing 19 comments
  • crescendoapp

    Very interesting article 😛 Thanks for sharing 5 simple ways 🙂

    • Dexter

      #4 is my weak spot. I wasn’t just an introvert, I was a hermit.

      I wouldn’t even go to family functions, and when I did go I didn’t talk to anyone unless they talked to me first. At home I was either in my room all day, or I’d be gone for days at a time camping by myself down at the river.

      I was destined to be that old creepy guy that lives by himself watching the world go by. It was bad. It was REALLY bad.

      It took a lot of work and a lot of time for me to break out of the hermit years, and I am still in introvert, but I know for a fact all of those steps work.

      #2 and #3 is really the meat. Stepping out of my comfort zone and talking to everyone was the hardest thing for me to do.

      Being passionate (#1) is the overcomer. It gave me that additional boost to keep me doing it when my own fears would have kept me back. I already had a purpose driving me (fear of being alone), but that passion was a big one.

      I always keep busy (#5) but when it came time to do activities that took me out of my zone, it used to hit me like a ton of bricks.

      Passion for me really was the big one that forced me out of the door.

      I’m a musician. I taught music classes one on one and in front of an entire classroom, and I used to perform in front of entire crowds of thousands, and privately for small groups, in front of judges. Me and my sisters used to perform in front of churches.

      I think passion really is the most important, because there isn’t anything I wouldn’t do for music.

      Maybe if I got as passionate about being an entrepreneur as I am about music #4 would go away.

      I’ve got bad teeth, (accident left my upper front teeth broken and the surgery to fix it is like 10 years’ salary), so I think about that a lot while I’m trying to shoot videos.

      I need to get passionate to the point it doesn’t matter.

  • Rachelle C Davis

    Grant, you’re the best!
    I’ve done some of these things but you kinda have to switch yourself on. It’s hard when you don’t feel like it or other people are being stand off-ish.
    These are great reminders though.
    Another thing I do is remind myself that my vision and purpose are way bigger than my discomfort.

  • Mike

    Great solid advice. Some introverts do actually transform themselves when necessary and do exceedingly well. I new introvert who took a stand-up comedy class.. Talk about getting out of your comfort zone.

  • Lisa TS

    Great read Grant. I wish you weren’t so hard to reach. I really want to invite you to come to my country to show our people how to be great but I dont have money to pay you. I work with the government and was able to attend the 10X conference only because you dropped the price through the flash sale. Thanks for an awesome experience.

  • Kate

    I love this! I am an introvert and getting more introverted as I get older. But when it’s time to work, I out on my extovert “jacket”.

  • Rose Custer

    Thank you for sharing this data it was an eye opener.

  • Jon L

    Grant – Thanks for the insight about us introverts.
    In addition, I think a lack of knowledge about the product/service we are providing makes us timid. Learn your product/service and how it benefits your customer and you can become extroverted in presenting it.

  • Vuyokazi Ndungane

    Thanks Uncle G…I must get myself a copy of the 10X book. Ever since I started following you and watching your videos I see my sales job from a better perspective and I push myself more to be bold and courageous

    I will definitely get myself a copy of your book, one needs it to get ahead in their career.

    Thanks Uncle G.

  • Huey Lindsay

    Certainly terrific information to know and be aware on a continual basis.

  • Daniel

    So true about being more introverted as I get older. There must be some re-enforcement mechanisms at play. I’ve taken Carnegie courses, toastmasters, teaching programs and it’s still difficult to put myself out there. I just know it’s important to stay at it because otherwise good opportunities will find it harder to present themselves.

  • Dean H

    I’ve had moments where I feel as if I should ‘lay low’ or ‘shy away’ from situations and circumstances. Times like those are strong indicators that you need to ‘lean in’ and realize what’s really taking place because if not, chances are your not only losing money and momentum, you denying yourself the experience to grow. Even if you come up short, the experience is what you get, when you didn’t get what you wanted – 10XOUT!


    Thank you, I’m already extroverted

  • Malcolm S

    Yes, I actually found this helped a lot at 10X Growth Con! I knew that with many people there, it was the only opportunity in my life to meet them. So I couldn’t use jetlag, shyness, hunger as an excuse – that would be focussing on myself and therefore costing precious time!

  • Eric

    Yep, can’t disagree. If you want a paycheck. You gotta say, “Hi.”

    And besides, don’t we owe it to others to help them better their own lives? People need people, and they need you. So, in some ways keeping to yourself (too much) is really a bit … dare I say, selfish.

    We were designed to be around others. I get it, we need our recharge, but once the batteries are full, they are full, and anything more is just a waste that can be reinvested in the lives of others.

  • Jose

    Dude Grant this is awesome as I m an Introvert as well, an INTJ Introvert meaning I can truly lock myself away in my introversion. My goal now is to help fellow introverts find their voice in an extroverted world. Jose @theintrovertceo

  • Reply

    thank you for this good article
    Great and useful post, Thanks for sharing

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