Adam Grant says this skill can make you highly successful—but ‘there’s not a book’ on how to do it properly

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Adam Grant says this skill can make you highly successful—but ‘there’s not a book’ on how to do it properly

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You might think success and leadership go hand-in-hand. But Wharton psychologist Adam Grant says high achievers actually display a different trait: the ability to follow.

On Tuesday, Grant discussed the phenomenon on author Simon Sinek's "A Bit of Optimism" podcast. "I see a lot of students who want to lead and they don't know how to follow," Grant said. "You have a lot of people holding up signs saying 'This is my cause. This is my mission,' and not attracting a team behind them."

Grant isn't the first to notice how difficult it can be for self-proclaimed leaders to develop a following.

In 2018, Australian researchers studied more than 200 Royal Marine recruits in an elite training program, who had passed a series of psychological tests to qualify. The researchers set out to learn if the recruits who saw themselves as leaders would be seen the same way by their peers over time.

After tracking recruits' self-identification throughout a grueling 32 weeks of training, researchers found that the ones who saw themselves as natural leaders were ultimately unable to convince their peers.

"This elevation of those who seek to distance themselves from their group may actually be a recipe for failure, not success," the study's authors wrote. "It encourages leaders to fall in love with their own image and to place themselves above and apart from followers. And that is the best way to get followers to fall out of love with the leader."

Meanwhile, the recruits who saw themselves as followers were often seen by their peers as leaders. The paper's apt title: "I follow, therefore I lead."

The takeaway seems fairly straightforward. But there's a problem, Grant said: Despite an abundance of leadership research, there's no reliable playbook for learning to effectively develop following skills.

"I have not yet read a good articulation of how to be a great follower," Grant noted. "There's not a book. There's not a theory. There's not a model."

This may be due to a wider cultural aversion to stepping out of the spotlight, Sinek theorized on the podcast. Staying at the center of attention is often seen as a positive in American and global media, from social media influencers to politicians — and that's not always a healthy message.

"We live in a world that idolizes the leader," Sinek said. "Everybody wants to be that person, completely failing to recognize that no leader could ever achieve whatever they've achieved without hordes of people who supported them, believed in them ... [and] challenged them."

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How To Become A Thought Leader In Your Industry

How To Become A Thought Leader In Your Industry

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Every industry has a few select thought leaders who lead the conversation and set the path forward for those who follow. Though most want to become thought leaders, in reality, it can be a daunting task. I spoke with ten business leaders on how to be a thought leader in their industries. Here are their responses.

Empathy may be the single most underrated trait to becoming a successful thought leader

“Developing empathy is one of the most important aspects of a leader, says David Russell, founder and owner of David Russell, LLC. Stephen Covey said it best, “Seek first to understand, then be understood.” Simply put, empathy is having an understanding of others' feelings, thoughts, and situations. Too often in today's world, “leaders” will continue to sell themselves and their ideas without listening to their people. Inside your business, make eye contact, ask a question and listen intently. You will learn something.

“Just as important is building empathy with your clients and audience. Check with your clients, your leads, social media followers, etc. If you want to help people and grow, you absolutely should work on your empathy and watch the difference it makes. As a bonus, it makes you much more genuine as well - another lost art.”

Share and lead with principles

“The most effective way one can be recognized as a thought leader is to establish and evangelize the guiding principles by which they operate,” says says Kyle McDowell, inspirational speaker, leadership expert, and author of Begin with WE – 10 Principles for Building and Sustaining a Culture of Excellence.

“When the leader overtly shares their principles and holds the team accountable to the same system of behavior, ambiguity is removed and a brand that exudes authenticity and transparency is established. When we purchase a product that performs exactly as we expected, we have faith in the product’s brand. Leadership and how we view our leaders is no different.

“We want to know what to expect from our leader and we want to be assured the leader will deliver on those expectations. Naturally, when the leader dependably leads within the framework of their stated principles, they engender a personal brand of authenticity, trust, and reliability.”

Listening is the secret to success and thought leadership

“Listen. It sounds so simple but only a few in this industry master it,” says Roy Smith, executive protection specialist and founder of Viking EPS and TSG.

“Listen to your clients - make them feel heard. Learn what they are comfortable with and what not. Explain what you can and cannot do. This allows you to create a strategy for how to protect them while doing your job effectively. The result: A safe and happy client who trusts and respects you.

“Listen to your agents. Don’t think that you know everything. Listen to their feedback and suggestions. Go even further and encourage them to do so. It is a two-way street - not your way or the highway. Be with them in the field now and then. Show them that you wouldn’t put them into a situation you wouldn’t put yourself into. The result: Your agents will go above and beyond for the team and the client.

“Listen to other professionals. Use their knowledge or even their failures to learn, build and scale your company. The result: You will be able to think outside the box. The Security Industry needs to learn that it is not the way it used to be anymore. We don’t need egotistical owners - we need thought leaders.”

Being a thought leader is a dance between you and your audience

“The key to becoming a thought leader is answering the question: What do I bring to people’s lives that no one else does?” says Dr. Steve Turley, Founder of Turley Talks.

“This is a question I first wrestled with when researching for my Ph.D.; I had to find a scholarly angle that no other researcher had yet recognized. It’s a daunting yet incredibly exciting task, precisely because it’s a journey of discovery, like treasure hunting.

“I applied the same journey of discovery when I started my YouTube channel. I found that the more I learned about what I uniquely brought to the lives of my growing audience, the more my audience grew.

“I did this by starting with a basic sense of what pain points I was helping to relieve for others, and then I learned from their feedback on how I helped them and the value I brought to their lives. That enabled me to further refine my online content, which generated more feedback, which generated more refinement. The more refined I became, the greater the value I brought to others, and the larger my audience grew. It’s like a dance, a call, and a response whereby I continuously learn how I can better serve my audience.”

Don't Shy Away From Being Outspoken and Stay Self-Critical

“It is essential in any business sector to stay critical and also self-critical,” says Andreas Becker CEO of Eyetencity. “Often brands can get carried away by hype or a positive trend and then don’t even allow questioning of their business sector or model. Questioning leads to reviewing and potential reassessment and ultimately growth.

“I do the same thing with myself and how others may perceive me. If someone wants to be a thought leader they have to get used to the possibility of being judged. That can be very difficult for some people. At the same time, you want to make sure your voice is heard which can lead to this judgment. I find if I can be self-critical first it allows me to continue being outspoken and not get overwhelmed by the outside noise.”

Creating trust is the ultimate currency

I look at becoming a thought leader the same way as building a brand and using the same principles,” says Marcel Frenkel, Ph.D., founder and CEO of Ten63 Therapeutics.

“In healthcare, there are numerous companies working on the same disease and it's not uncommon for companies to be pursuing exactly the same therapeutic targets, sometimes, utilizing very similar technologies. Therefore, there is little benefit for patients, and thus little room in the healthcare and biotech market to create a brand if you are just another company doing the same thing everyone else is doing.

“By pursuing a differentiated hypothesis, such as a novel platform technology or a new insight into the mechanism driving a disease or a different angle on a therapeutic modality, etc. one can really stand out and build a recognized brand all while advancing a new approach that might just result in a cure to a terrible disease.”

Work on being the best and inspiring others

“Before trying to be a thought leader I suggest getting enough experience and expertise in your field while striving to be the best of the best,” says Tom Abbott, CEO of SOCO Sales Training.

“After developing mastery in a domain (practicing 10,000 hours) one can share that knowledge by writing books, hosting and being a guest on podcasts, and creating content online. Thought leadership is about sharing cutting-edge ideas with an external and internal audience. I’m reminded of this quote by John Quincy Adams, ‘If your actions inspire others to dream more, learn more, do more, and become more, you are a leader.’”

Build Your Own Media Empire

“I came to Paraguay from Germany and once I achieved success, I wanted to work on putting myself out there in the world and sharing my knowledge and experience,” says Carsten Pfau CEO of Agri Terra.

“I realized when other people tell your story sometimes it does not have the same impact as if you tell it yourself. That is one reason why I decided to build my own media like TV shows; in order for me to control how I wanted to be portrayed. Plus, it created a valuable IP or asset that I own and can be used to increase my business as well. Once you get one show or media asset you can then replicate the system and create more.

Be Your Authentic Self and Share Your Story to Inspire Others

“I came from a gypsy background without academic education. Drive and determination were all I had but I knew these were essential in order to succeed,” says Alfie Best, chairman of Wyldecrest Parks Europe's largest residential park operator.

“First, you must find your mission and what you stand for. Having been born and raised in a caravan, I felt the passion burn deep inside me to change people's lives with affordable living in park homes, and this is what I sought to do. Once I achieved this success, I started to tell my story and work to inspire others. This allowed me to not just be known in my industry but also to others who could relate to my story.”

Inspire others to think differently

“Growing your industry presence and becoming a thought leader isn't an easy task nor does it happen overnight but it's something I think every entrepreneur can strive to achieve,” says Danny Mozlin, founder and CEO of Mozverse.

“It’s not only about having an impressive resume or track record — it’s also about gaining credibility in the field through leading conversations, providing valuable insights, or giving advice on how best to approach a particular problem.

“Throughout my career, I have been working at the forefront of technology which has garnered me success but at the same time, many people were afraid to take the leap. That is why I always encourage people to think differently and see solutions rather than problems. When you are seen as thinking differently it gives you an edge over others. This edge will not only help you stand out from the crowd but allows you to go against the grain. Many times, we see people who are considered different thinkers become world leaders in their field. “

Being a recognized thought leader comes down to two words, really — thought and leader. A thought leader must be someone who thinks differently than others, sees the larger picture, doesn’t get bogged down in the status quo, and has an acute sense of where she sees her industry is going.

And, a thought leader must be a leader. And a leader is someone who leads others. You may have the best ideas in the world, but if no one is listening, it really doesn’t matter. Being a leader means cultivating an audience of followers through listening to them, having integrity, cultivating their trust, and inspiring them with your story and your message.

Above all, share your thoughts and leadership consistently. This way, your people will be able to find you, and once they do, will benefit from you and your content.

03

How To Become a Professional Organizer

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Decluttering seems to be on everyone's mind this time of year. New Year's resolutions are just around the corner, and spring cleaning won't be far behind. But what if you're already a pro at organizing? Have you thought about taking your skills to the next level by becoming a professional organizer?

"Becoming a professional organizer takes more than being an organized person," says Sarah Marie Dunn, a professional organizer and founder of Ready. Set. Organize. "You also need to know accounting, marketing, social media and sales." Dunn says working around the clock, especially at the beginning, will be a crucial component.

One of the most important aspects of being a professional organizer is coaching others and asking the right questions, Dunn says. "If you can learn how to help people consider what they own, you may be a successful organizer," she says.

If this sounds like you, we've got tips from Dunn and other pros to help you decide whether to jump into a career as a professional organizer.

Do Your Research

Start by checking out professional organizations in your area, says Brenda Scott, owner and operator of Tidy My Space.

The National Association of Productivity and Organizing Professionals (NAPO) and Professional Organizers in Canada (POC) offer great resources to help. Scott suggests tapping these connected organizations to find members or chapters in your area. "Most members are very willing to help you with start-up questions," she says.

And check out businesses in other fields as well. "Look at other successful small local businesses to see what they do," Scott says. You can even ask them for advice, she says, but always reimburse them for their time.

Practice on Friends and Family

"Start working with friends and family to get used to helping others go through their things," says Dunn. Even when clients reach out to you for help, it may be difficult for them to part with their belongings, so practice your approach with people you know.

Once you've honed your skills, ask clients if they're willing to spread the word about your new business to their friends, family, neighbors and colleagues, Scott says. See if they'll let you take before-and-after photos, too.

Maintain a Professional Website

A polished web presence tells potential clients you're the real deal.

Mary Cornetta, founder and owner of Sort and Sweet professional organizers, hired a web designer to develop her website. Out-of-the-box website builders like WordPress and Wix are an option, too. Your website should reflect your brand, highlight your services and give potential clients a clear way to contact you.

"A professional website is definitely worth the investment, and shows that you're serious," says Scott.

Advertise

Without clients, your business can't succeed. Use marketing and advertising, traditional and web-based, to reach your full potential. Cornetta says Google ads drive business to her website.

Pay-per-click ad models like Google Ads and Amazon Ads allow you to target specific audiences and only pay when people click on your ad. Set keywords and location parameters so when someone searches for "professional organizers in [city/region]," your web site appears. You can set a budget ceiling, too.

Build a Brand

Having a social media presence goes without saying, but it's not enough to throw up a Twitter handle and call it a day. Engaging with your followers will build your brand and help you land clients.

"I really focused on being consistent, informative and relatable when it came to social media — specifically Instagram — and now receive a great deal of potential clients through there," says Cornetta, also the chief executive officer at Organized Overall.

Know Your Strengths

You clients know they need help. Are you the right person to offer what they need? Think about what you have a passion for — and the skills to provide — before throwing the kitchen sink at potential clients just because others may offer similar services.

"The services you provide depend on what you love to do and what you're good at," says Scott. "Focus on that and don't be worried what others are doing. Be true to your strengths and expertise!"

Specialize

Once you understand your strengths, focus on translating them to your clients. Offering specialized services can make you stand out. "I'd rather get really proficient in one or two areas and be the `go to' organizer for those things," says Cornetta.

If you'd like to help people with obsessive-compulsive disorder, hoarding tendencies or attention-deficit/hyperactivity disorder, Scott says to consider becoming certified for these specific conditions.

Pick a Great Name

If you're successful, you'll be saying it for a long time. The Small Business Administration advises picking a name that matches your brand and doesn't compete with the services you're offering. ("Love This Mess" works on a throw pillow, but it sends the wrong message for a professional organizer.)

Whatever you choose, make it one you love that matches your style. "I let my gut pick out my business name," says Cornetta. "I really like plays on words, so the term Sort and Sweet popped in my head one day. Some people think I own a bakery, but the majority get what we are!"

Get Certified (or Not)

Certification organizations like NAPO and POC offer courses and certifications in professional organizing. Both have high standards of ethics and practice, says Scott. For NAPO, Dunn says it takes about 1,500 hours of paid client work and a lengthy exam to become a Certified Professional Organizer.

You can still launch your business without being certified. "Most people just need the help and are grateful that you're there to provide that," says Dunn.

Things Pro Organizers Would Throw Out

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