In his Outliers series episode about Les Schwab, Shane Parrish wrote:

“Les bought his first tire shop, having never fixed a flat in his life. On day one, a customer needs tires mounted. Les fumbles with hand tools on the cold concrete, making a complete mess until his employee arrives. He insisted on being taught, so the situation never repeated. Sometimes the only qualification you need is the willingness to figure it out.”

This is spot on.

In our industry, many financial professionals overestimate the importance of credentials and underestimate the importance of initiative.

I have seen talented professionals hesitate to start a new offering, try a different client approach, or explore a new business model simply because they feel they “don’t know enough yet.” They wait for the perfect course, the next certification, or the complete manual that will guarantee success.

The truth is, there is no manual for your specific path. No one has walked exactly in your shoes, in your market, with your clients, in your unique time.

Sometimes, the only real qualification you need is the willingness to figure it out.

This doesn’t mean you operate recklessly. It means you commit to learning quickly, asking the right questions, and seeking wise professional help.

The willingness to figure it out builds confidence, adaptability, and trust. Clients do not expect you to have every answer on day one. They expect you to care enough to find the answer, to act in their best interest, and to keep improving.

The best financial professionals are not those with the most certificates on their wall. They are the ones who have the courage to step into uncertainty, learn in real time, and keep moving forward.

Because in the end, progress belongs to those who are willing to figure it out.