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In my first job out of college, I worked for a mechanical engineering firm. I traveled with the owner of the company early in my time there, and over dinner Nelson( we just used last names) said to me,“ You’ re really smart, smarter than I’ ll ever be. But your problem is you don’ t really know anything.”

This is not going well, I thought to myself. I did think I was smart. And I also thought I knew things. I kinda figured those two went hand-in-hand.

“ It’ s okay that you don’ t know anything. It’ s because you haven’ t done anything, you’ re too young,” Nelson explained. He was right, I was 24 and he seemed about 124 along with

GLENN HANSEN being wise and interesting and experienced and successful( and a little bit off in an endearing old guy sort of way; he always had one pant leg tucked into a sock and he didn’ t care). It was years before I understood what he meant. Today, I’ m sure I’ ve said similar things to younger people. It’ s not what or who you know. It’ s what you’ ve done. What have you experienced? Where have you been? Who have you talked with?

Why am I writing about this? Whether we’ re in sales or in service( or both), it’ s easy to think“ I need to be better informed about my products, services and industry. My wisdom will win customers.”

The definition of wisdom is debatable. But no matter what it means to you, how you get there is most important. And as Nelson told me, it comes from doing. I was reminded of this recently listening to a podcast interview with one of my favorite journalists.( Yes, journalism nerds have“ favorite” journalists.)

“ Everything I’ ve ever done becomes preparation for everything I’ m going to do,” said Steve Inskeep, longtime journalist and host of Morning Edition on National Public Radio( you’ d recognize his voice).

The“ everything I’ ve ever done” part made me think of my old boss Nelson. And it’ s the centerpiece of how my education has evolved. I have loved books for years and still enjoy reading. That’ s just a small part of my ongoing education.

This all started with mom – doesn’ t it always? Betty was a classic suburban mom of the 70s and 80s. She did everything and more while“ not working.” If she didn’ t know how to do it, she figured it out( well before YouTube videos). She never even hesitated. She just did stuff.

Everything she did prepared her for everything she was going to do. I never thought of her as smart. But I never questioned her ability either. With a combination of curiosity and confidence, she lived out a“ Do Things” educational ethic that inspired me before I even recognized it.

Whether you’ re selling, leading, or providing service on the worksite, you’ ll gain so much from doing that you’ ll be able to do more doing. Steve Inskeep said it better, you know what I mean.

Do things. Lots of things.

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