I was talking with some interns the other day, and the concept of High Value People came up. Everyone wanted to hang out with High Value People, but in the next breath, worried about becoming one. I heard concerned statements like:
* But I’m not related to a billionaire.
* I’m just starting to build my network.
* (And my favorite) But I’m not a nepo baby!
Fair enough.
Those knee-jerk reactions demonstrate how the concept of “value” can be fuzzy or confusing. But here’s the good news: You don’t have to be born in the top 1% to be a High Value Person (or HVP for short). Instead, HVPs get there by combining top-notch work skills with an impeccable character. So, in the July series, High Results, High Value People, we’ll discuss three quantifiable qualities—courage, curiosity, and preparation—that will give you a roadmap to becoming a High Value Person.
First, let’s start with courage. When you speak to HVPs, they rarely have a story about how the perfect job dropped into their lap. Instead, they usually tell how they repeatedly dared to recognize and act on incremental openings.
Let’s meet someone whose willingness to walk a winding path led them straight into the spotlight.
You might think there’s only one way to be an auctioneer. But if that’s your perspective, it’s because you’ve never met Phyllis Kao.
She equates being an auctioneer to a jazz performer—riffing, soaring, and constantly breaking the rules. She says, “Obviously, the lot has to close, but it’s all about how you get there.”
Phyllis didn’t start at the top. Her road to Sotheby’s began at a regional auction house. After working as a clerk, she was asked on the fly if she wanted to try her hand at auctioneering. She did.
Creating successful sales isn’t limited to numbers—it’s a 360? behavioral skills endeavor. For instance, she uses emotional intelligence to understand whether to provoke or pacify the room. Poise so her presence translates to global buyers viewing online without seeming over-confident. And then, she starts the loop all over again by taking feedback and refining her performance. Phyllis laughed, “What you don’t do is just show up in the sales room and slide into the box.”
Kao’s courage opened the door, but her constant desire to improve has made her a High Results, High Value Person.
The case study shows how it takes more than swagger or bluster to become an HVP. You must also have the courage to bring your authentic self for golden opportunities to work. Without it, you’re playing a role. And it won’t take much stress and real-world pressure to make that mask crack.
The insight about authenticity is a lesson from Phyllis Kao’s story. She kept what she was good at and had the bravery to showcase it. With time and dedication, small strengths added up to create a powerhouse identity. (And to watch her elegantly drive up a bid from $0 to well over $1,000,000 in less than three minutes, check out this video.)
Next, let’s make it personal. Here’s a quick 3-step exercise to build up your courage muscle:
You might think bossing up means waiting until you’re picked out of a crowd. However, you can also boss up with little steps, where you say yes when you’re kinda, sorta ready. Your way of working—your spin on how you do things—is critical to becoming a High Results, High Value Person. Have the courage to use it.